Latest / Callis Mindset with Kannon Callis / CM 18 Turning Adversity into Purpose: Kelli Lumsden on Resilience, Leadership & Service

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CM 18 Turning Adversity into Purpose: Kelli Lumsden on Resilience, Leadership & Service · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome back to Calus Mindset, the podcast where we explore
• 0:03
  Speaker 1: the people, principles, and experiences that shape successful businesses, meaningful careers,
• 0:09
  Speaker 1: and purposeful lives. Today's guest is someone whose story extends
• 0:18
  Speaker 1: beyond real estate. Kelly Lumsden, a U.S. Air Force Desert
• 0:23
  Speaker 1: Storm veteran, a real estate professional with more than two
• 0:26
  Speaker 1: decades of experience across both Arizona and Idaho, and a
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  Speaker 1: and the agent services coordinator for Amherst Madison Real Estate
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  Speaker 1: Advisors here in Boise, where she plays a vital role
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  Speaker 1: supporting over 165, I think it's 170 agents today behind
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  Speaker 1: the scenes. But beyond the business, Kelly's dedicated herself to
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  Speaker 1: something even bigger, a higher purpose that she's found with
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  Speaker 1: founding Operation Stay. Operation Stay is a nonprofit that she
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  Speaker 1: started where She combines her people-driven, service-driven attitude with saving lives.
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  Speaker 1: And this is focused on health advocacy, suicide prevention awareness,
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  Speaker 1: building a community where those who have served feel like
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  Speaker 1: there's really someone serving them and they never feel alone. Today,
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  Speaker 1: we're walking through a path across her leadership, resilience, some
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  Speaker 1: of the service that she's given back. And some of
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  Speaker 1: the most impactful things that you can do and services
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  Speaker 1: that you can provide are not necessarily transactional. It's not
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  Speaker 1: about recognition. It's about helping others from a heart that's,
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  Speaker 1: you know, to me, it's gold, right? Like if we
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  Speaker 1: had more people like this, the world would be a
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  Speaker 1: better place today. Whether you're an agent, an entrepreneur, a veteran,
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  Speaker 1: or someone just simply looking to connect and build a
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  Speaker 1: life with a greater purpose, I think you're here for
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  Speaker 1: a reason today. And you'll take a lot from today's conversation. Kelly,
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  Speaker 1: welcome to Callus Mindset Podcast.
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  Speaker 2: Thank you. Thank you. Thank you.
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  Speaker 3: That was an amazing introduction, Ken, and I'm honored to
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  Speaker 3: be here.
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  Speaker 2: Thank you so much.
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  Speaker 1: Thanks, Kelly. And I met you not that long ago,
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  Speaker 1: you know, within the last six months or so. I
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  Speaker 1: think I might have seen you over the years just
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  Speaker 1: throughout real estate, but I want to let people know
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  Speaker 1: more about who you are and get to know you
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  Speaker 1: a little bit. So let's start by saying, I want
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  Speaker 1: to start by saying thank you. And second, Let's talk
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  Speaker 1: about you. Where did you grow up? How did you
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  Speaker 1: get to Idaho? Let's just start from the beginning.
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  Speaker 2: Oh, my gosh.
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  Speaker 3: Well, it's almost 58 years of a story, so I
• 2:30
  Speaker 3: don't know how much time we have.
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  Speaker 2: I really didn't grow up anywhere specifically.
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  Speaker 3: So I was born in California in San Francisco and
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  Speaker 3: lived everywhere in California. I moved on average about every
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  Speaker 3: two years of my life. not because of having military parents,
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  Speaker 3: but because of having divorced parents. And they both were
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  Speaker 3: on their own trajectories, their own paths of, you know,
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  Speaker 3: moving in careers and what have you. And so I've
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  Speaker 3: lived in a million different states and I have went
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  Speaker 3: to four different high schools.
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  Speaker 2: So ended up in boarding school. That's where I ended
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  Speaker 2: up my junior and senior year.
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  Speaker 3: And then after I got out of boarding school, I
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  Speaker 3: had no idea what I wanted to do with my life.
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  Speaker 3: And my parents at the time said, either get out
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  Speaker 3: or go in the military.
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  Speaker 2: We're done having you here.
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  Speaker 3: So I was 20 years old and I enlisted in
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  Speaker 3: the Air Force. And I came home that next day
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  Speaker 3: and they went, wait, we didn't really mean for you
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  Speaker 3: to do that. But I said, well, it just, it
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  Speaker 3: aligned with actually, The very first time that I found structure,
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  Speaker 3: what have you, was in boarding school. I didn't have
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  Speaker 3: any structure growing up at all. I didn't have a foundation.
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  Speaker 3: I didn't have consistency. And so it really aligned with
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  Speaker 3: that I would have that. So I went in the
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  Speaker 3: Air Force and I was in during, like you said,
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  Speaker 3: a desert storm. That was very interesting because all I
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  Speaker 3: wanted to do was get my nails painted and color
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  Speaker 3: my hair.
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  Speaker 2: And I was like, what do you mean I have
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  Speaker 2: to shoot a gun? So, yeah.
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  Speaker 3: And then I got out and I was married for
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  Speaker 3: almost 25 years. I have three grown daughters. So 34,
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  Speaker 3: 29 and 26 and all married. And now I have
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  Speaker 3: four beautiful grandchildren, grandsons, I should say.
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  Speaker 2: So I'm building an army. Well, they're building the army.
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  Speaker 1: Yeah. Well, congratulations on the grandsons and the family. And
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  Speaker 1: thank you for your service. First off, I've got several
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  Speaker 1: service members in my family, specifically even Air Force. I
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  Speaker 1: looked at the Air Force when I was 17. I
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  Speaker 1: was looking at ROTC, potentially trying to go in as
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  Speaker 1: an officer, right? Didn't pan out for me the way
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  Speaker 1: that I initially had the idea, but I have a
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  Speaker 1: lot of respect and I really do appreciate when people
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  Speaker 1: make a sacrifice for the greater good, but also you're
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  Speaker 1: serving your own community, you're serving your own country, and
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  Speaker 1: you can learn a lot of great skills professionally along
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  Speaker 1: the way and a lot of leadership and opportunities to
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  Speaker 1: kind of shape your mindset in a disciplined militant way
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  Speaker 1: kind of. But that's awesome. Thanks for sharing that. And
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  Speaker 1: so how did you decide Air Force rather than any
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  Speaker 1: other branch?
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  Speaker 3: Um, I actually have no idea and I can't remember
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  Speaker 3: even why I don't even remember, you know, I remember
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  Speaker 3: a little bit of the conversation in the recruiting office. Um,
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  Speaker 3: I just went to the local one, Googled it and
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  Speaker 3: walked in. And I remember telling them, this.
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  Speaker 2: Is how little I knew. I was like, I don't
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  Speaker 2: want to do anything that's like dirty. And I'm like,
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  Speaker 2: I want to work in an office and I want
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  Speaker 2: to work with computers. And they're like, Oh, we have
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  Speaker 2: the perfect job for you.
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  Speaker 3: And ended up that I went through pharmacy school, which
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  Speaker 3: is like the second most difficult school you can go
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  Speaker 3: through in the Air Force. And then you're also trained
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  Speaker 3: as a medic because you are in the hospital. And
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  Speaker 3: so I call myself like a legal drug dealer. But
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  Speaker 3: I found it fascinating, actually. That's when I really realized
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  Speaker 3: that that I was kind of, I don't want to
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  Speaker 3: say on the smart side, but that's when I really
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  Speaker 3: just found myself. I was like, oh, wow, this is,
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  Speaker 3: I like this. And I was very interested in psychology.
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  Speaker 3: And so with the pharmacy and the medication, you have
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  Speaker 3: to learn a lot about that and what it does
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  Speaker 3: to people.
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  Speaker 2: So yeah, that's why I went into the Air Force.
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  Speaker 1: Yeah, that's awesome. I've got a lot of friends who
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  Speaker 1: have gone that path and they now have really solid careers.
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  Speaker 1: They have solid families. They built, they have a good
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  Speaker 1: retirement option if they stayed in for a certain amount
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  Speaker 1: of time. And it's really, really cool to see that.
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  Speaker 1: So at what point did you decide real estate? When
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  Speaker 1: did that happen? Because you started and you went into
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  Speaker 1: pharmacy school, you're in the Air Force. How long was
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  Speaker 1: that for?
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  Speaker 2: So almost four years.
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  Speaker 3: I got out early because I was pregnant. I was
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  Speaker 3: married and pregnant and and wanted to be a mom.
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  Speaker 3: But that whole thing, that's a whole other story. You
• 7:38
  Speaker 3: can actually get my book if you want and read
• 7:40
  Speaker 3: about that, what happened there. It was pretty powerful. And
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  Speaker 3: before I begin about going into real estate, the statistics
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  Speaker 3: of the people that actually go into the military or
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  Speaker 3: first responders, the studies have shown that a lot of
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  Speaker 3: them come from a lot of traumatic childhoods. we, we
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  Speaker 3: become protectors because we were never protected. And that is
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  Speaker 3: our heart is, you know, it's, it's like, I'm going
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  Speaker 3: to make sure that people don't experience what I experienced.
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  Speaker 2: And, and that's what we think we're going to do anyway.
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  Speaker 1: Right.
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  Speaker 2: So we become, we get the hero complex.
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  Speaker 3: And we want to, we want to serve and we
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  Speaker 3: want to fight back and defend and protect because no
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  Speaker 3: one did that for us. But, um, So that was
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  Speaker 3: kind of my, my mindset throughout my, from starting about 14,
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  Speaker 3: 15 years old is when I started.
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  Speaker 2: To find that.
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  Speaker 3: And then, um, when I got out and I was married, um, I,
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  Speaker 3: we were custom home builders actually in Scottsdale, Arizona. And
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  Speaker 3: we ended up building this multimillion dollar home. And within
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  Speaker 3: seven days we had a contract. And there was, we
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  Speaker 3: were giving away, you know, 30, $ 40, 000 in commission. And
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  Speaker 3: my husband at the time looked at me and said,
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  Speaker 3: you need to go get your real estate license.
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  Speaker 2: And I had no interest.
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  Speaker 3: I had no idea about it. I was holding one
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  Speaker 3: baby on the hip and had two next to me.
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  Speaker 3: I had three total. And I said, you're crazy.
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  Speaker 2: And he's like, no, you need to go, you know?
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  Speaker 2: So I did the six day crash course. and ended up,
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  Speaker 2: and that's typically how I operate.
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  Speaker 3: When I dive into something and I invest in something,
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  Speaker 3: I'm all in, all in. And so I did a
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  Speaker 3: six-day crash course. I was licensed within the month and
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  Speaker 3: then immediately started doing transactions.
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  Speaker 2: And that was over 22 years ago.
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  Speaker 3: Wow.
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  Speaker 1: And that was in Scottsdale? Yeah. Wow. So you've You
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  Speaker 1: kind of have an interesting entrance into the industry that
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  Speaker 1: most people don't have that same story of, hey, here's
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  Speaker 1: how I got into it. We wanted to save six
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  Speaker 1: figures of commissions by building houses. And that's so cool
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  Speaker 1: that you guys got to team up, even though. it
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  Speaker 1: was kind of dropped on you, you know, like do this.
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  Speaker 2: No, he didn't force me, but it was a good suggestion.
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  Speaker 2: I should say.
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  Speaker 1: Yeah, it was, I think it was smart. Cause when
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  Speaker 1: you think about the numbers and just the investment side
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  Speaker 1: of it, and if, you know, building houses, like you
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  Speaker 1: got to sell them to make that, that, you know,
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  Speaker 1: the investment makes sense. So That's awesome. And then how
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  Speaker 1: long did you do that for? Like, like when he
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  Speaker 1: was building, um, you know, I know it was over
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  Speaker 1: 22 years ago. So the early, early two thousands.
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  Speaker 2: Yeah.
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  Speaker 3: So I initially started predominantly my, my initial clients were,
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  Speaker 3: it was a lot of land and, um, and then
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  Speaker 3: it kind of morphed into, cause we were still doing customs,
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  Speaker 3: but we were doing customs for, for clients as well.
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  Speaker 3: Predominantly not for not a lot of specs ourselves. Um,
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  Speaker 3: and so, um, so I was kind of went off
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  Speaker 3: on my own and so I did a lot of
• 10:53
  Speaker 3: land and then it was really, we went through the crash.
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  Speaker 3: So the seven, 2007, 2008, and that was, whoa, super painful.
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  Speaker 2: Um, we had like, we were building, you know, $ 4.
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  Speaker 3: Million houses on the side of Camelback mountain glass houses
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  Speaker 3: with elevators and that, you know, just huge, huge products, um, in,
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  Speaker 3: in custom subdivisions. And then it crashed and our, our
• 11:20
  Speaker 3: construction company just absolutely plummeted. And we actually ended up
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  Speaker 3: having to short sale. It was a house that was
• 11:28
  Speaker 3: one and a half million dollars and had to short
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  Speaker 3: sale it for.
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  Speaker 2: $ 545, 000 in four hours.
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  Speaker 3: You know, it was a 6,000 square foot home, two acres,
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  Speaker 3: the barn, the horses, everything lost everything. Absolutely lost everything
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  Speaker 3: ended up having to become, we were renters and, uh.
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  Speaker 2: So just massive life change, life transition.
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  Speaker 3: And then so I started touching on like dealing with
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  Speaker 3: a lot of rental properties. So I had a huge
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  Speaker 3: experience in rental properties and that got me even more
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  Speaker 3: comfortable in negotiating contracts and writing leases and doing the things,
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  Speaker 3: managing people, understanding their circumstances and helping them. And then
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  Speaker 3: that's how I actually built my business back up again
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  Speaker 3: was I was closing.
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  Speaker 2: I don't know, 17 to 20 rentals a month.
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  Speaker 3: And back then it was where we were getting paid
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  Speaker 3: 3% of a 12 month lease. And so I was
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  Speaker 3: making a lot of money a month, right.
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  Speaker 2: On rentals.
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  Speaker 3: But then I got really comfortable with finding out their situations.
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  Speaker 3: And then I started to, as I met them at
• 12:39
  Speaker 3: the rental properties, I was saying, well, why aren't you buying?
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  Speaker 3: Cause you have to have good credit to rent and
• 12:44
  Speaker 3: you have to have, you know, But then they all
• 12:46
  Speaker 3: had like the protective breeds and they couldn't get in
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  Speaker 3: these rentals.
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  Speaker 2: So I got super good.
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  Speaker 3: I was in the top 1% of converting them into
• 12:56
  Speaker 3: buying a home.
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  Speaker 2: And so that really built my business.
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  Speaker 3: 2013, ended up going to work for D.R.
• 13:03
  Speaker 1: Horton.
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  Speaker 3: I sold about 45 homes in four months. And in
• 13:08
  Speaker 3: four months, yeah, I know. I slept at the model homes.
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  Speaker 2: I did. I slept at the model homes. And I
• 13:17
  Speaker 2: was exhausted.
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  Speaker 3: And so that gave me a lot of experience with
• 13:22
  Speaker 3: working for a builder. So, you know, a track builder, right?
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  Speaker 3: So I had the custom homes, I had the rentals,
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  Speaker 3: I had the converting and the resales, and then, or
• 13:32
  Speaker 3: purchasing and resales, and then the builder.
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  Speaker 2: And then it was about 2014.
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  Speaker 3: I just had this massive awakening epiphany. And I was,
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  Speaker 3: I made a deal with God. I don't know if
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  Speaker 3: you can do that.
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  Speaker 2: I mean, really, but you know, you know what I mean?
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  Speaker 3: And I, I just committed my, my business to ministry.
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  Speaker 3: And I said, Lord, when you tell me to go,
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  Speaker 3: I will go. And I walked away from all those transactions.
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  Speaker 2: And that is when my real estate exploded. That's when
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  Speaker 2: I got to where I am.
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  Speaker 3: And, you know, multi-million dollar producer the first year after that.
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  Speaker 3: And then it just went up and up and up
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  Speaker 3: and up from there. So yeah, I've experienced a lot.
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  Speaker 2: Wow.
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  Speaker 1: Yeah. The one thing I think of is just resilience
• 14:22
  Speaker 1: and bouncing back and rebuilding. One thing I haven't shared
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  Speaker 1: on any of these episodes yet is that my family
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  Speaker 1: lost everything during that same time period. I was a
• 14:33
  Speaker 1: young teenager, 14 and 15 when it started. I thought
• 14:38
  Speaker 1: I was getting a car bought for me at 16.
• 14:39
  Speaker 1: So my parents were doing really well. We just moved
• 14:42
  Speaker 1: into the biggest, nicest brand new house we have ever had.
• 14:45
  Speaker 1: My dad was slinging mortgages. He was a mortgage, you know,
• 14:49
  Speaker 1: like he was an underwriter. So, you know, approved, approved, approved,
• 14:52
  Speaker 1: approved commission, commission, commission, you know, I didn't know that
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  Speaker 1: at the time, you know, I'm still a teenager. I
• 14:58
  Speaker 1: wasn't worried about real estate or anything like finance. I
• 15:00
  Speaker 1: was just kind of making it day by day, playing
• 15:03
  Speaker 1: sports and guitar, but yeah, My parents filed bankruptcy in
• 15:07
  Speaker 1: foreclosure that next year. I was supposed to be getting
• 15:11
  Speaker 1: ready for college. Actually, we survived for a couple of years.
• 15:14
  Speaker 1: It was a couple of years. It was like two
• 15:15
  Speaker 1: to three years. And then it happened. Lost the house
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  Speaker 1: a lot. They moved across the country to move in
• 15:21
  Speaker 1: with family in Ohio. And I moved into my dorm room.
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  Speaker 1: I was trying to figure out how I was going
• 15:26
  Speaker 1: to pay for college now. Wow. So that was something
• 15:31
  Speaker 1: that just... I think that might've been one of those
• 15:34
  Speaker 1: defining moments in my life where I realized that no
• 15:36
  Speaker 1: one here is going to save us. We have to
• 15:39
  Speaker 1: set ourselves up. I will try my best to never
• 15:43
  Speaker 1: let this happen because it was kind of traumatizing. So, um, and,
• 15:47
  Speaker 1: and we're just, you know, us, us, our families are
• 15:50
  Speaker 1: just a few of them. So many, you know, tens
• 15:53
  Speaker 1: of thousands of families across the country because of, I
• 15:56
  Speaker 1: won't blame anyone right now, but there were, there were
• 15:58
  Speaker 1: forces at play that, you know, cooked up the perfect scenario.
• 16:03
  Speaker 1: but there was also newly minted millionaires on the other
• 16:07
  Speaker 1: side of that. And that actually was the circumstance that
• 16:13
  Speaker 1: made my parents quit their full-time corporate jobs and become
• 16:17
  Speaker 1: entrepreneurs and start their own business. And so when you,
• 16:20
  Speaker 1: when you look at what people do after, you know,
• 16:24
  Speaker 1: after they're hit hard, after they lose everything, after they've
• 16:27
  Speaker 1: hit rock bottom you know, they sometimes like I know
• 16:32
  Speaker 1: I've been there many times where I feel like there's
• 16:34
  Speaker 1: nothing left at this point and I have to just
• 16:36
  Speaker 1: find hope somewhere and God is one of the biggest
• 16:39
  Speaker 1: reasons I've been able to do that because at times
• 16:42
  Speaker 1: where I'm at my lowest and I feel like I
• 16:44
  Speaker 1: can't do it anymore I just let God do it
• 16:46
  Speaker 1: I know it's a weird thing to say it's just
• 16:49
  Speaker 1: like let something that you know some people don't believe
• 16:51
  Speaker 1: in and things like that like just take control but
• 16:54
  Speaker 1: you have to realize that we are not necessarily enough
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  Speaker 1: to do everything for everyone at every moment of our
• 16:59
  Speaker 1: life and even ourselves. So sometimes just, you know, having that,
• 17:05
  Speaker 1: that letting, being able to let go and just let God, that's,
• 17:08
  Speaker 1: that's something I had to really work on because I'm
• 17:10
  Speaker 1: a control freak. I like to control things.
• 17:13
  Speaker 2: I always say, how's that going for you?
• 17:17
  Speaker 1: Yeah. Well, that's what they say. I've heard this a
• 17:18
  Speaker 1: million times and it's so kind of, cringy because it's
• 17:21
  Speaker 1: it's said so many times but they say that um
• 17:23
  Speaker 1: we tell god our plans and he laughs you know
• 17:26
  Speaker 1: it laughs she laughs i don't know god is god
• 17:28
  Speaker 1: to me isn't necessarily a he it's person you know
• 17:31
  Speaker 1: god is personified and in the bible and other places
• 17:33
  Speaker 1: yeah he is recommended as a he but at the
• 17:36
  Speaker 1: same time it's more of the the bigger universal omnipresent
• 17:42
  Speaker 1: energetic whatever you define it as right it's not a
• 17:45
  Speaker 1: man in the sky i mean it's Yeah, right. Like
• 17:47
  Speaker 1: the children's book shows, you know, the dude peeking through
• 17:50
  Speaker 1: the clouds. But yeah, I think that's been a huge,
• 17:53
  Speaker 1: a huge wake up call for me when I was
• 17:55
  Speaker 1: young is just going through some of those things that,
• 17:58
  Speaker 1: you know, during my teenage years. And the fact that
• 18:01
  Speaker 1: you guys were able to go from just that, you
• 18:04
  Speaker 1: were already absolute killers. Y'all were doing so well. I mean,
• 18:08
  Speaker 1: just hearing about these custom and high end luxury, you know,
• 18:13
  Speaker 1: very unique builds that you guys were working on. And
• 18:16
  Speaker 1: then you had to sell something for less than a
• 18:18
  Speaker 1: third of it was in it at the time at 1.5 was,
• 18:21
  Speaker 1: it's basically like five today, you know, like six, seven,
• 18:23
  Speaker 1: like it's totally different economy. So it's, it's cool to
• 18:28
  Speaker 1: see that you went from there. And then as soon
• 18:30
  Speaker 1: as you just said, you know what, God, it's all you,
• 18:32
  Speaker 1: that to me is deeper than a lot of things,
• 18:36
  Speaker 1: you know, deeper than money, deeper than recognition. Like we
• 18:39
  Speaker 1: were talking about at the beginning, but what was it,
• 18:43
  Speaker 1: do you think that, Flip that switch. Obviously, you know,
• 18:46
  Speaker 1: you're a believer. You believe it was God that did something.
• 18:50
  Speaker 1: It wasn't about your story now. It's more about telling
• 18:54
  Speaker 1: his God story.
• 18:57
  Speaker 2: Yeah, for sure.
• 18:58
  Speaker 3: I think and this is no dig against anyone. I
• 19:03
  Speaker 3: think this is just just mere information about what I
• 19:09
  Speaker 3: was raised with and what I was raised around. And
• 19:12
  Speaker 3: I was very blessed to be raised in probably the top,
• 19:15
  Speaker 3: like one, 10, maybe 10% of the financial.
• 19:21
  Speaker 2: Echelon or whatever bracket, you know.
• 19:25
  Speaker 3: Very high profile around a lot of famous people, you know,
• 19:30
  Speaker 3: like Hollywood and Beverly Hills. And, and, and so what
• 19:34
  Speaker 3: I thought was, this was the life was just money
• 19:38
  Speaker 3: was just money. But what I saw was, was that
• 19:42
  Speaker 3: money was things and it wasn't being used to serve.
• 19:48
  Speaker 2: And it wasn't, you know, it was it was it
• 19:51
  Speaker 2: was conditional. And it just again, you have to read
• 19:57
  Speaker 2: my book. It was very traumatic. I will be honest.
• 20:01
  Speaker 3: It was very, very traumatic. And so to me, money
• 20:04
  Speaker 3: was bad. Money was bad. And I, I've actually, I
• 20:09
  Speaker 3: still deal with that. I still deal with, you know,
• 20:12
  Speaker 3: the worth and that, I mean, I'll give myself away
• 20:16
  Speaker 3: as far as my services for free because I don't
• 20:19
  Speaker 3: ever want it to be tied to money, you know? And,
• 20:22
  Speaker 3: and so, um, it was, I guess, just the realization that,
• 20:28
  Speaker 3: you know, God does love me and he does want
• 20:31
  Speaker 3: us to have the treasures here on earth as they
• 20:34
  Speaker 3: are in heaven.
• 20:35
  Speaker 2: And it's okay.
• 20:37
  Speaker 3: It's okay to be paid for what you know and
• 20:41
  Speaker 3: for your education and your knowledge and all that. And
• 20:44
  Speaker 3: I've just learned some very, very, very hard lessons. And
• 20:48
  Speaker 3: money was a huge stronghold in my life. And I mean,
• 20:52
  Speaker 3: I'll be honest, I.
• 20:53
  Speaker 2: Still struggle with it. I really do. And yeah.
• 20:57
  Speaker 1: Yeah. I don't know.
• 21:00
  Speaker 3: It just that wasn't the first time that I had
• 21:03
  Speaker 3: to surrender a lot to God. I had another and
• 21:06
  Speaker 3: we can go there in a bit, but another massive
• 21:11
  Speaker 3: encounter with God in 2018.
• 21:13
  Speaker 2: I mean, it was huge. So I can talk about
• 21:17
  Speaker 2: that later.
• 21:18
  Speaker 1: Yeah, absolutely. And I do want to also talk about
• 21:21
  Speaker 1: your book a little bit as well. I think there's
• 21:25
  Speaker 1: moments of life that God really reveals to you. And it,
• 21:30
  Speaker 1: a lot of times it's at low lows. Other times
• 21:34
  Speaker 1: it might be at a high highs where you realize
• 21:36
  Speaker 1: this isn't what I thought, you know, like that, like
• 21:38
  Speaker 1: I was expecting to feel differently based on achieving these things.
• 21:42
  Speaker 1: But for some reason, the goalposts just keeps moving and
• 21:45
  Speaker 1: the goals just keep getting bigger. And it's almost like a,
• 21:48
  Speaker 1: it's a suck. It's a, I'm addicted and I'm getting
• 21:51
  Speaker 1: pulled into something that I don't know if it's actually
• 21:53
  Speaker 1: going to satisfy what I'm looking for. And that's, I
• 21:56
  Speaker 1: can get that way. I'm a workaholic. I love doing
• 21:59
  Speaker 1: things and I'm a, you know, like to be a
• 22:00
  Speaker 1: mover and shaker, a person that does, but sometimes I
• 22:05
  Speaker 1: have to really reframe and look back and say, okay,
• 22:07
  Speaker 1: I'm going to reflect what is my real focus here?
• 22:10
  Speaker 1: What is my real intention or else am I'm just
• 22:13
  Speaker 1: spinning the wheels? Like, you know, like a hamster wheel. I,
• 22:16
  Speaker 1: if I.
• 22:17
  Speaker 3: Can, if I can add to that, it was literally
• 22:19
  Speaker 3: in 2014 when I was working for DR Horton. And I, I,
• 22:24
  Speaker 3: when I say for 10 years, 10, 10, 11 years,
• 22:28
  Speaker 3: I would go and do a transaction, get a contract,
• 22:31
  Speaker 3: and I would immediately go to the calculator and.
• 22:34
  Speaker 2: Figure out my commission. It was the first thing that
• 22:37
  Speaker 2: I did. It was horrible.
• 22:39
  Speaker 3: I lived in such fear of lack, such fear of lack.
• 22:43
  Speaker 3: And it was then that I never checked my commission again.
• 22:47
  Speaker 2: I still don't.
• 22:49
  Speaker 3: I don't check my commission. I don't check what I'm
• 22:51
  Speaker 3: going to be compensated. And maybe that's why I'm broke.
• 22:54
  Speaker 2: I don't know.
• 22:54
  Speaker 3: But as I was telling the class today, I was like,
• 22:58
  Speaker 3: don't do what I do, you know, but, but what
• 23:02
  Speaker 3: it did was I had to do that.
• 23:04
  Speaker 2: That was the one.
• 23:05
  Speaker 3: Habit that I had to stop doing because it was
• 23:08
  Speaker 3: that codependency of, you know, of that. It just kept
• 23:12
  Speaker 3: me locked into that mindset of the financial, you know,
• 23:16
  Speaker 3: that stronghold. And as soon as I let that go,
• 23:19
  Speaker 3: and I opened my hands, God just poured in.
• 23:24
  Speaker 2: It's just, I mean, I have been, it makes me,
• 23:26
  Speaker 2: now I'm getting emotional. You said we can't get emotional.
• 23:30
  Speaker 2: I mean, I have been homeless. I have been so,
• 23:34
  Speaker 2: like I've had no income for 12 months before I
• 23:37
  Speaker 2: came here, 12 months. Like couldn't find a job, was
• 23:43
  Speaker 2: living in a 10 by 10 room.
• 23:44
  Speaker 1: I was homeless.
• 23:45
  Speaker 3: I didn't, I mean, it was bad, bad, bad. And
• 23:48
  Speaker 3: all of a sudden, as soon as I surrendered, he just, everything.
• 23:53
  Speaker 2: It was incredible.
• 23:54
  Speaker 1: It's crazy how that happens. I think it's what some
• 23:58
  Speaker 1: people would define as a miracle.
• 24:00
  Speaker 2: It is a miracle.
• 24:01
  Speaker 1: I really believe that there are miracles. It might not
• 24:04
  Speaker 1: be what you read in the Bible happening today, but
• 24:08
  Speaker 1: there are absolutely things happening. And I've seen it in
• 24:10
  Speaker 1: my family where even my grandma, she had a terminal
• 24:14
  Speaker 1: illness and Her blood type had to change in order
• 24:18
  Speaker 1: to survive. And she did. Her blood type changed. That's
• 24:22
  Speaker 1: the type of stuff I've seen. And I'm just like,
• 24:24
  Speaker 1: that doesn't just happen. It wasn't an accident. They didn't
• 24:27
  Speaker 1: mistest her blood her entire life. And then suddenly it's
• 24:30
  Speaker 1: this other type. And that's the type of stuff I've seen.
• 24:33
  Speaker 1: And I've seen my life. In the last early 2024,
• 24:37
  Speaker 1: I had to be air flighted from Bogus Basin and
• 24:41
  Speaker 1: the mountains snowboarding. to the hospital because I had a
• 24:44
  Speaker 1: life-threatening snowboarding accident where I fractured my skull, my back,
• 24:49
  Speaker 1: my ribs, punctured my lung, had a lot of internal bleeding.
• 24:53
  Speaker 1: And God showed himself to me again, as I was
• 24:56
  Speaker 1: exiting the hospital, despite how concussed, I couldn't think I
• 25:00
  Speaker 1: had a ringing ear tinnitus. Like it was bad. Um,
• 25:03
  Speaker 1: I couldn't even hardly remember my name. I had one
• 25:06
  Speaker 1: of the fastest recoveries I've ever had for that. I
• 25:10
  Speaker 1: didn't expect it. I did have to sleep in a
• 25:11
  Speaker 1: recliner for about a month, but I was working within
• 25:15
  Speaker 1: two weeks, which I shouldn't have been doing, but I
• 25:19
  Speaker 1: had a record month and it was February. It was
• 25:22
  Speaker 1: the shortest month of the year. I had a record month.
• 25:25
  Speaker 1: It almost paid for half of my hospital bills. And just,
• 25:28
  Speaker 1: it was like, and on the way out of the hospital,
• 25:31
  Speaker 1: I saw this verse right here on my arm. It's
• 25:35
  Speaker 1: Psalm 139, 14. Yes. It says, I will praise you
• 25:38
  Speaker 1: for I was fearfully and wonderfully made. Marvelous are your
• 25:41
  Speaker 1: works and that my soul knows very well. And it's
• 25:43
  Speaker 1: basically just, I felt insecure for a lot of my life.
• 25:47
  Speaker 1: Like I'm not enough or like I need to be
• 25:50
  Speaker 1: a stronger, bigger person, harder minded, whatever it might be. Right.
• 25:55
  Speaker 1: But when I was completely broken at Whitson, I couldn't
• 25:58
  Speaker 1: even think. Right. I was like, oh, it's not about money.
• 26:02
  Speaker 1: It's not about my job anymore. It's about survival. And
• 26:05
  Speaker 1: on my way out of that hospital, I saw this
• 26:07
  Speaker 1: verse painted right by the exit door. And I've never
• 26:10
  Speaker 1: seen this verse anywhere. I got this in Texas when
• 26:12
  Speaker 1: I was 18 years old. Yeah. So like half of
• 26:15
  Speaker 1: my life ago, I got this tattoo. I see it
• 26:17
  Speaker 1: in the last two years for the first time ever
• 26:19
  Speaker 1: when I was leaving from a life changing, but threatening environment. Yeah.
• 26:24
  Speaker 1: It really just sparked that back in me, which I
• 26:27
  Speaker 1: was raised Christian, middle class. lower middle class, you know,
• 26:32
  Speaker 1: not necessarily affluent. Oklahoma, you know, like really humble roots
• 26:36
  Speaker 1: is where I was born. But when I've been in
• 26:39
  Speaker 1: Dallas and I've seen what people can do and I've
• 26:41
  Speaker 1: seen what you can do with your mind and you
• 26:43
  Speaker 1: can create a path forward, especially if you have, you know,
• 26:47
  Speaker 1: this universal extra power on your side that you don't
• 26:49
  Speaker 1: realize you could tap into. And if you have a relationship,
• 26:52
  Speaker 1: then that can change everything. And it doesn't take going
• 26:55
  Speaker 1: to church every week to do that. It takes a
• 26:58
  Speaker 1: personal- Yeah, yeah. Like it's a personal, this is your temple.
• 27:01
  Speaker 1: Your mind and your body is your temple. Your thoughts
• 27:05
  Speaker 1: control your actions, control your outcomes. So there really is
• 27:10
  Speaker 1: a formula to it. And that's one of the things
• 27:12
  Speaker 1: I wanted to talk more about is the formula you're
• 27:15
  Speaker 1: using to give back and the nonprofit. And aside from
• 27:19
  Speaker 1: all the real estate work, I know real estate's real estate,
• 27:21
  Speaker 1: but we both know about real estate. Like I want
• 27:25
  Speaker 1: to talk more about your operation and kind of how
• 27:28
  Speaker 1: that started up Okay.
• 27:31
  Speaker 2: You want me to go? Okay.
• 27:33
  Speaker 1: Yeah.
• 27:33
  Speaker 2: Yeah.
• 27:33
  Speaker 1: Let's start with operation stay. Okay.
• 27:36
  Speaker 3: Uh, well that, that leads us to 2018 and, and,
• 27:40
  Speaker 3: you know, it is a, it's a very, very painful
• 27:43
  Speaker 3: event that happened, but I, I, you know, and it,
• 27:47
  Speaker 3: it breaks my heart and I'm sad, but I ended
• 27:50
  Speaker 3: up getting divorced and, um, you know, I literally had
• 27:54
  Speaker 3: this out of body experience and it was, um, and
• 27:58
  Speaker 3: I always get so lightheaded when I talk about it.
• 28:01
  Speaker 3: Good thing I'm sitting down. Um, I, uh, I was
• 28:04
  Speaker 3: just at the bottom of the bottom of the bottom
• 28:06
  Speaker 3: of the last child. I left the house and, and,
• 28:09
  Speaker 3: and my ex was taking her to Washington to be
• 28:12
  Speaker 3: with her, her then soon to be husband. And I
• 28:16
  Speaker 3: had an encounter with God. Like he radically spoke to
• 28:19
  Speaker 3: me for three days. Um, I had Um, he was
• 28:24
  Speaker 3: just pouring into me all of these, you know, these,
• 28:27
  Speaker 3: you're going to, you're going to share your testimony. You're
• 28:29
  Speaker 3: going to share all the abuse and all the trauma
• 28:32
  Speaker 3: and all the things and everything you've gone through. And
• 28:34
  Speaker 3: you're going to write a book and you're going to have,
• 28:36
  Speaker 3: you have a movement. And I'm just thinking, and I'm
• 28:38
  Speaker 3: journaling as I'm doing it and I'm weeping and crying.
• 28:41
  Speaker 2: And I'm thinking you're crazy. Like I am a mess.
• 28:44
  Speaker 2: I am a mess. I'm emotionally regulated. I can't think straight.
• 28:50
  Speaker 2: I mean, it was just, it was horrible.
• 28:53
  Speaker 3: And, uh, two months later I go, I'm, I'm, I
• 28:56
  Speaker 3: attend a revival and this guy flies in from Britain
• 29:00
  Speaker 3: and he from England and he is walking around and
• 29:04
  Speaker 3: he's just dropping people like flies, just slinging them in
• 29:07
  Speaker 3: the spirit, just, you know, dropping them, dropping, dropping them.
• 29:09
  Speaker 3: And I'm like, and I had gotten saved in 2009.
• 29:12
  Speaker 3: So I was, I was still well, 10 years. So
• 29:16
  Speaker 3: still a baby Christian, but but knowing that there was
• 29:21
  Speaker 3: something more, something greater, something more. And anyway, the second
• 29:25
  Speaker 3: day that I go to this revival, he drops me.
• 29:28
  Speaker 3: He calls me up on platform. He just drops me
• 29:30
  Speaker 3: and he's like speaking life into me. And I had
• 29:34
  Speaker 3: that radical encounter. Well, just shortly after that is when I,
• 29:38
  Speaker 3: my marriage ended and I literally within two hours and
• 29:43
  Speaker 3: $ 500 and nothing else on me. Well, one suitcase, I
• 29:47
  Speaker 3: got on a plane from Scottsdale to Arizona or excuse me,
• 29:51
  Speaker 3: Scottsdale to Idaho and yeah, to Boise. And so I
• 29:55
  Speaker 3: have my brothers here, my mom's here and a couple
• 29:58
  Speaker 3: of my kids are here. And I just kept over
• 30:03
  Speaker 3: the last, you know, four or five years, I've had
• 30:06
  Speaker 3: prophetic words spoken over me, words that I have recorded
• 30:10
  Speaker 3: on my phone of pastors at churches that flew in
• 30:14
  Speaker 3: from California that I had never been to these churches before.
• 30:17
  Speaker 3: And they're calling me out of the congregation. They're like,
• 30:20
  Speaker 3: we have a word for you. You have a movement.
• 30:23
  Speaker 3: You have a message. You're going to be in the
• 30:25
  Speaker 3: political realm. You're going to be a public speaker. Like
• 30:27
  Speaker 3: there's something there.
• 30:29
  Speaker 2: On you. There's something happening with you. Well, that was
• 30:33
  Speaker 2: in 2023.
• 30:33
  Speaker 3: And then, um, in 2020, the end of 2023, I
• 30:38
  Speaker 3: went through the worst suicidal, um, experience.
• 30:45
  Speaker 2: Of my life.
• 30:45
  Speaker 3: And I was going to take my life and I
• 30:48
  Speaker 3: had my plan. I, it was minutes that I was
• 30:52
  Speaker 3: going to do it.
• 30:53
  Speaker 2: And I instantly, God showed up. I And it saved
• 30:58
  Speaker 2: my life.
• 30:59
  Speaker 3: So 2024, I went through an organization called Save a Warrior.
• 31:04
  Speaker 3: And it's for veterans and first responders. It's global. It's
• 31:08
  Speaker 3: a movement in Cincinnati, Ohio. Department of Veterans Services supports it.
• 31:14
  Speaker 2: And I went through.
• 31:15
  Speaker 3: A 72-hour experience that just rocked my life. And what
• 31:19
  Speaker 3: it did was it took me back to when, how
• 31:22
  Speaker 3: old was I? how old was I when I had
• 31:26
  Speaker 3: to put Kelly in the closet and protect her? When
• 31:29
  Speaker 3: did this begin? And I was 10 because it was
• 31:33
  Speaker 3: my fourth grade that something significant happened. And I had
• 31:38
  Speaker 3: to go back and really just love that 10 year
• 31:41
  Speaker 3: old and nurture her and give her the love that
• 31:43
  Speaker 3: she never had. And so, and then 2025, I lost
• 31:51
  Speaker 3: everything once again. I mean, legitimately lost everything, was living
• 31:54
  Speaker 3: in a 10 by 10 room. And that's when I
• 31:58
  Speaker 3: wrote my book, The Breaching, and then God gave me
• 32:01
  Speaker 3: the name Operation Stay.
• 32:02
  Speaker 2: And that's when I knew that I had the movement.
• 32:05
  Speaker 3: And that is for female veterans, suicide awareness and like
• 32:11
  Speaker 3: an awakening.
• 32:12
  Speaker 2: And so that's where I'm at today.
• 32:14
  Speaker 1: Well, thank God seriously for For being there for you,
• 32:20
  Speaker 1: you know, when you were in that moment, because that
• 32:23
  Speaker 1: moment could have completely silenced you forever and ended everything.
• 32:27
  Speaker 1: But instead, it's created this passion, you know, within you
• 32:33
  Speaker 1: to use that and help people that are in the
• 32:36
  Speaker 1: same exact scenario. And I know veterans have it extremely hard.
• 32:42
  Speaker 1: They're not appreciated enough. Just because there's a day for veterans, like,
• 32:47
  Speaker 1: come on. I have a pretty strong belief on that,
• 32:52
  Speaker 1: but at the same time, I know that there are
• 32:54
  Speaker 1: places trying to help. We need more. If you look
• 32:58
  Speaker 1: at the statistics, I don't want to get deep into it,
• 33:00
  Speaker 1: but it's really, really, it hurts to see. It's disheartening.
• 33:05
  Speaker 1: It's morbid. There's a really high suicide rate across veterans.
• 33:10
  Speaker 1: And especially if you've been deployed, if you have PTSD,
• 33:13
  Speaker 1: if you've been separated, a lot of veterans have lost
• 33:16
  Speaker 1: everything after they've served their country. Yeah.
• 33:19
  Speaker 3: And I'm not saying that I am not ever disregarding
• 33:25
  Speaker 3: the male cohorts, but it's the female that are just
• 33:30
  Speaker 3: not talked about. We are just not talked about. And
• 33:34
  Speaker 3: there is not another organization in the Treasure Valley that
• 33:38
  Speaker 3: focuses on the females. And I'm the first to be here.
• 33:43
  Speaker 3: And so, yeah, it's really profound. And, and, and, and
• 33:47
  Speaker 3: also the correlation, if we can, if we can tie
• 33:49
  Speaker 3: it together, because this is about real estate too, you know,
• 33:52
  Speaker 3: real realtors are in the top 10 for suicide as well.
• 33:55
  Speaker 3: It's a very volatile business. You know, it's very volatile.
• 33:59
  Speaker 3: You have to be very, you know, aligned in your
• 34:03
  Speaker 3: foundation and in your core too.
• 34:05
  Speaker 2: It's, it's a ton of rejection. Is it not? It's
• 34:08
  Speaker 2: so much rejection.
• 34:10
  Speaker 1: It's, it's brutal. And it's, it's, It's definitely one of
• 34:14
  Speaker 1: the hardest things I've had to face. And I pride
• 34:17
  Speaker 1: myself with bouncing back and trying again and getting over rejection.
• 34:22
  Speaker 1: And I even used to put myself in positions purposefully
• 34:26
  Speaker 1: to get reps with, with rejection because I knew this
• 34:30
  Speaker 1: is going to happen for my next, like I knew
• 34:32
  Speaker 1: it was going into sales. But that's, I know for
• 34:36
  Speaker 1: some personality types, it really, really is painful. Um, yeah,
• 34:42
  Speaker 1: I believe, I believe it. And I know your personality
• 34:45
  Speaker 1: type studied personality types, behaviors. I'm kind of in this
• 34:49
  Speaker 1: section where I love people. I love to connect with people,
• 34:54
  Speaker 1: but I'm also very, very, uh, on a D like
• 34:57
  Speaker 1: the dominant side of competitive, you know, um, when solve
• 35:01
  Speaker 1: the problem, but I'm kind of a balance and I
• 35:05
  Speaker 1: have a lot of close connections and, you know, colleagues, workers,
• 35:09
  Speaker 1: partners and team members that they're that really high I personality.
• 35:12
  Speaker 1: They just, they're all about people. And I think a
• 35:16
  Speaker 1: lot of the service members, people that are giving back,
• 35:19
  Speaker 1: that's their passion. That's their driver. It's not about winning
• 35:22
  Speaker 1: every time winning to them is saving lives and helping people.
• 35:26
  Speaker 1: So I could appreciate that. And I think there is
• 35:28
  Speaker 1: more advocacy needed, especially like you said, I have never
• 35:32
  Speaker 1: heard about a female organization focusing on the female side
• 35:35
  Speaker 1: of veterans that are struggling with that. It's always, it's,
• 35:39
  Speaker 1: general kind of veterans, right? Like there's not that specific arm,
• 35:43
  Speaker 1: which is needed. So thanks. Yeah. Thanks for doing that.
• 35:46
  Speaker 1: Go ahead.
• 35:47
  Speaker 3: Well, also, I mean, because I've, because of my growing
• 35:51
  Speaker 3: up and, and, and, and the inconsistency of stability and
• 35:55
  Speaker 3: the foundation and, and deal and having lost everything myself
• 35:59
  Speaker 3: and being homeless per se. And, you know that's why
• 36:03
  Speaker 3: And then seeing families that are needing rentals and losing
• 36:07
  Speaker 3: everything that they did. And we went through COVID and
• 36:09
  Speaker 3: we've gone through the crashes, right? And I just have
• 36:12
  Speaker 3: this passion. I don't want anyone to feel what I
• 36:15
  Speaker 3: ever felt. That's what drives me. And I know that
• 36:19
  Speaker 3: I'm not God and I'm not a hero or anything
• 36:22
  Speaker 3: like that. But it is my life's passion that if
• 36:26
  Speaker 3: there is anything that I can do to prevent people
• 36:29
  Speaker 3: to feel what I ever felt, I will do it.
• 36:32
  Speaker 2: I will go to the ends of the earth to
• 36:34
  Speaker 2: do it. You know, that, that is my, that's my
• 36:37
  Speaker 2: mission now.
• 36:38
  Speaker 1: Yeah. And it's, it's, it's kind of like, you're still
• 36:40
  Speaker 1: a soldier. You know what I mean? Like you're, you're
• 36:43
  Speaker 1: boots on the ground. You are out there.
• 36:45
  Speaker 2: Yeah.
• 36:46
  Speaker 1: Doing the work, um, you know, your duty and that's,
• 36:49
  Speaker 1: that's impressive. So we'll also want to talk about your
• 36:51
  Speaker 1: duty at Amherst Madison. Um, you know, explain your role
• 36:57
  Speaker 1: to me. You know, I, I see you all, all,
• 36:58
  Speaker 1: all the time around the brokerage, um, What do you
• 37:01
  Speaker 1: do there?
• 37:02
  Speaker 2: Yeah.
• 37:03
  Speaker 3: So I am the agent services director and also the
• 37:07
  Speaker 3: growth and development as well. So I, this is literally
• 37:12
  Speaker 3: a dream job and I, it just kind of happened
• 37:14
  Speaker 3: to morph into it. It's legit a God thing, right? I,
• 37:19
  Speaker 3: like I said, the 12 months of nothing.
• 37:21
  Speaker 2: And then all of a sudden this happened.
• 37:22
  Speaker 3: And now I feel like I have a parachute on
• 37:25
  Speaker 3: my back and they've pulled the cord and my wings
• 37:28
  Speaker 3: have come out.
• 37:28
  Speaker 2: It's not a parachute. It's it's my wings.
• 37:31
  Speaker 3: And they're letting me operate in what I love the
• 37:33
  Speaker 3: most and that's serving people. And now I get to
• 37:36
  Speaker 3: take the 22 years and I get to turn it
• 37:39
  Speaker 3: back and give it back to the new agents that
• 37:41
  Speaker 3: are here. And even agents that we have some that
• 37:43
  Speaker 3: have been licensed for 20 years, but.
• 37:45
  Speaker 2: They've been out for a little bit or they did it,
• 37:47
  Speaker 2: you know, here and there.
• 37:48
  Speaker 3: And so I get to just share and be of
• 37:51
  Speaker 3: service to them, whatever they need and making sure that
• 37:54
  Speaker 3: they succeed. And it has been, I can't even tell you,
• 37:59
  Speaker 3: I'm so grateful.
• 38:01
  Speaker 2: It's just amazing.
• 38:03
  Speaker 3: So I help them with showing them how to use
• 38:07
  Speaker 3: the IMLS, how to use to search for properties, to
• 38:10
  Speaker 3: do CMAs, to use the instant net to write contracts,
• 38:14
  Speaker 3: to use the systems for CRMs, for a studio for marketing.
• 38:20
  Speaker 2: I'm huge into marketing. I'm huge on.
• 38:22
  Speaker 3: Social media, what works, what doesn't, videos, editing, all the things.
• 38:27
  Speaker 3: And so I'm basically... the gatekeeper to the brokerage. I
• 38:35
  Speaker 3: think maybe I should maybe get off my high horse,
• 38:38
  Speaker 3: but I try to help out our broker, Mike Damiana.
• 38:43
  Speaker 3: He is just literally the best broker I've ever worked with.
• 38:47
  Speaker 3: His door is legitimately always open. And Nick Schleckeway has
• 38:51
  Speaker 3: just given me the green light. He's like Kelly. And
• 38:54
  Speaker 3: that's the other thing I have to say. I've known
• 38:56
  Speaker 3: him for seven years. I actually met him before I
• 39:00
  Speaker 3: even moved to Boise. And so the fact that I'm
• 39:03
  Speaker 3: finally here, it's all God's timing, for sure, because I
• 39:07
  Speaker 3: wasn't ready.
• 39:08
  Speaker 2: But he has just let me fly. And it's been amazing.
• 39:12
  Speaker 2: I feel really, really fortunate.
• 39:15
  Speaker 1: Yeah, it's been cool to watch too. I joined roughly
• 39:18
  Speaker 1: in last year, actually, about this time, just a little
• 39:21
  Speaker 1: bit about, yeah, just a little over a year ago,
• 39:24
  Speaker 1: I joined the brokerage. And There has been you know,
• 39:27
  Speaker 1: changes since then, there's been great things happening every month,
• 39:31
  Speaker 1: it seems like we've got all these great events, like
• 39:34
  Speaker 1: momentum is popping off again, in September, we just had one,
• 39:38
  Speaker 1: you know, a couple months ago, really excited to be
• 39:40
  Speaker 1: a sponsor of that one this upcoming month. You know,
• 39:43
  Speaker 1: just different things that I don't really feel would exist
• 39:48
  Speaker 1: at a different brokerage, you know, nothing against the other brokerages.
• 39:51
  Speaker 1: I can't name them by name, but there's a lot
• 39:53
  Speaker 1: of great ones out here. This one is the right
• 39:57
  Speaker 1: one for me. I could tell, you know, from the leadership,
• 40:00
  Speaker 1: I just, I really liked the leadership I've got along
• 40:02
  Speaker 1: with them. We have similar aspirations, despite how many years
• 40:07
  Speaker 1: older they are than me and how far ahead with
• 40:09
  Speaker 1: their career. It's cool. It's cool. You're, you know, I
• 40:13
  Speaker 1: get to, to have, close conversations with people that have
• 40:17
  Speaker 1: so much success under their belts. And even just like
• 40:20
  Speaker 1: this right now, you have so much more real estate
• 40:23
  Speaker 1: experience than I have even doing exactly what I'm doing
• 40:26
  Speaker 1: right now with rentals and transactions. And, you know, you
• 40:28
  Speaker 1: name it, there's probably a lot of things we need
• 40:30
  Speaker 1: to talk about that I could learn after this, but
• 40:34
  Speaker 1: I think that, you know, it's, it's very clear. You
• 40:35
  Speaker 1: love what you do, you know, from anyone who experiences
• 40:40
  Speaker 1: Amherst Madison and walks in, they've done a very good
• 40:43
  Speaker 1: job of putting the right people, in the front door.
• 40:45
  Speaker 1: I mean, they really do, you know, bright smiles, people
• 40:48
  Speaker 1: excited to warmly invite people in, get to know them,
• 40:52
  Speaker 1: make them feel like they're at home. And that's not
• 40:54
  Speaker 1: just on the client side. That's also on the agent side.
• 40:57
  Speaker 1: And that's, you know, a huge, huge, huge part. I mean,
• 40:59
  Speaker 1: it's majorly what you do. And I really appreciated, you know,
• 41:03
  Speaker 1: being part of the events I've seen you doing trainings.
• 41:06
  Speaker 1: So there's a lot that you do behind the scenes.
• 41:08
  Speaker 1: And that's one thing I want to talk about more
• 41:10
  Speaker 1: is the operations and, leadership through operations and leadership through
• 41:17
  Speaker 1: service yeah a lot of time people think of a
• 41:20
  Speaker 1: leader as the person that's at the podium the person
• 41:23
  Speaker 1: that's um you know making the directives of a company's
• 41:26
  Speaker 1: behind you know decisions of like where is it going
• 41:28
  Speaker 1: to go in the future but there's a lot of
• 41:30
  Speaker 1: leaders that are everyday members of society you know they're
• 41:34
  Speaker 1: everyday workers they're doing the front the front end work
• 41:37
  Speaker 1: too yeah why do you think operations are sometimes overlooked
• 41:43
  Speaker 1: oh gosh.
• 41:45
  Speaker 2: In what way? In what way are they overlooked?
• 41:48
  Speaker 1: I think sometimes the recognition or the PR, kind of
• 41:52
  Speaker 1: like the face of the company or like the leadership
• 41:54
  Speaker 1: that when people think of it, it's the people that
• 41:58
  Speaker 1: are doing the speaking engagements, the people that their name
• 42:01
  Speaker 1: is on the paperwork for the contracts, right? Like Mike.
• 42:04
  Speaker 1: But really, like you're the glue that's connecting everyone together.
• 42:08
  Speaker 1: Like that's kind of what I think about.
• 42:11
  Speaker 3: John Maxwell, my favorite quote is the... The best leaders
• 42:16
  Speaker 3: are the best followers. And I will tell you, this
• 42:19
  Speaker 3: is the most humble staff and group of operations I've
• 42:25
  Speaker 3: ever known. And when I say, because we have staff
• 42:28
  Speaker 3: meetings every Monday, and we are all about one another
• 42:32
  Speaker 3: and how we can support one another, because if you're better,
• 42:35
  Speaker 3: I'm better.
• 42:35
  Speaker 2: And it's not about me. It's not about me. If
• 42:40
  Speaker 2: you succeed, we succeed.
• 42:42
  Speaker 3: And if they succeed, I'm always texting them.
• 42:45
  Speaker 2: What do you need? How can I help you? How
• 42:46
  Speaker 2: can I serve you?
• 42:47
  Speaker 3: And that's what we all have is a heart of service.
• 42:50
  Speaker 3: And the other thing is that a lot of people,
• 42:54
  Speaker 3: some people struggle asking for help. But I know that
• 42:58
  Speaker 3: I feel safe here. I mean, I literally went to
• 43:00
  Speaker 3: Mike and Nick. I'll be totally transparent.
• 43:02
  Speaker 2: And I said, listen, I did not have male role
• 43:05
  Speaker 2: models as I was growing up. I didn't have them.
• 43:08
  Speaker 3: I didn't have a father who was there for me.
• 43:10
  Speaker 3: I didn't have it. And so, and I went to
• 43:13
  Speaker 3: them and I said, I need you. Like, I need you.
• 43:16
  Speaker 3: I need you to be there.
• 43:17
  Speaker 2: I need you to be available to me to bounce
• 43:19
  Speaker 2: things that I can bounce off of that. I feel safe.
• 43:22
  Speaker 2: And they're like, when they got that perspective, they were like,
• 43:26
  Speaker 2: oh my gosh.
• 43:27
  Speaker 1: Okay.
• 43:27
  Speaker 2: We get it.
• 43:28
  Speaker 3: But I don't know that, that it's overlooked per se.
• 43:32
  Speaker 3: It's just that we, our main focus is that you
• 43:36
  Speaker 3: guys succeed. That's what we care about.
• 43:39
  Speaker 1: And yeah.
• 43:40
  Speaker 2: Yeah.
• 43:40
  Speaker 3: And once you get that whole team, the whole world
• 43:45
  Speaker 3: just became beautiful. It took a little bit of us, right?
• 43:48
  Speaker 3: A transition and everything. And now that we've closed the
• 43:51
  Speaker 3: circle and closed.
• 43:52
  Speaker 2: The gap, we're like, okay, we're good.
• 43:54
  Speaker 1: Yeah. Yeah. It seems like great things are happening behind
• 43:57
  Speaker 1: the scenes. I know you guys have the staff and
• 44:00
  Speaker 1: the executive. It's all working really well. It's mending and
• 44:03
  Speaker 1: it's going to be awesome what we can see the
• 44:05
  Speaker 1: rest of this year. And especially next year, I'm really
• 44:08
  Speaker 1: excited for.
• 44:09
  Speaker 2: We love you.
• 44:11
  Speaker 3: And I'm not saying that just because we're on this podcast,
• 44:14
  Speaker 3: but your name comes up a lot and you're just amazing.
• 44:18
  Speaker 2: You always come in here and you're always.
• 44:21
  Speaker 3: Smiling, but you always take the time to actually stop
• 44:23
  Speaker 3: and have conversations with people.
• 44:25
  Speaker 2: So you are a part of it as well.
• 44:27
  Speaker 3: So I want you to know that it's not just
• 44:29
  Speaker 3: the operations, but it's the key agents that come in
• 44:32
  Speaker 3: here that are succeeding that want to be a part
• 44:34
  Speaker 3: of the community.
• 44:35
  Speaker 2: So I want you to know that. Yeah.
• 44:37
  Speaker 1: Well, thank you. Yeah. I'm I I'm, humbled right now
• 44:41
  Speaker 1: and I'm trying not to be super bashful, but I
• 44:43
  Speaker 1: am really excited that I enjoy that. I like meeting
• 44:47
  Speaker 1: the agents, the people, I want to know what people
• 44:49
  Speaker 1: are doing, their stories. And that's another reason I like
• 44:52
  Speaker 1: having a podcast is it gives me an opportunity to
• 44:54
  Speaker 1: have a deeper conversation with undivided attention that a lot
• 44:58
  Speaker 1: of times you just don't get, you don't get at
• 45:01
  Speaker 1: the office because they have five minutes or less, or
• 45:03
  Speaker 1: you're in a meeting or it's a training, you know,
• 45:04
  Speaker 1: like it's, there's always a reason to do something within
• 45:07
  Speaker 1: a timeframe. But on this, it's a set time we
• 45:11
  Speaker 1: can connect, get to know each other a little bit
• 45:13
  Speaker 1: more and also share your story, share my story, you know,
• 45:16
  Speaker 1: talk about what's going on right now, what we can
• 45:20
  Speaker 1: do to change the future and ourselves. And so I
• 45:22
  Speaker 1: think it works really well with the environment that has
• 45:25
  Speaker 1: been provided and the one that we're building there at
• 45:27
  Speaker 1: the office and the brokerage. There's just been a lot
• 45:32
  Speaker 1: of opportunity. And when you raise your hand, sometimes you
• 45:35
  Speaker 1: get picked on, you know, like, Closed mouths don't get fed.
• 45:40
  Speaker 1: I don't like asking for help, but I do like
• 45:42
  Speaker 1: asking for opportunity. And I need to learn a little
• 45:45
  Speaker 1: bit more myself, kind of how to not try to
• 45:49
  Speaker 1: do everything myself. Like I'm working on that.
• 45:52
  Speaker 2: Yeah, yeah, yeah. That's awesome.
• 45:54
  Speaker 1: Cool. Well, so I want to talk also about Arizona
• 45:57
  Speaker 1: and Idaho.
• 45:58
  Speaker 2: Okay.
• 45:59
  Speaker 1: You're licensed in both, correct?
• 46:01
  Speaker 2: I am. I could never let- How is that working?
• 46:03
  Speaker 1: Yeah, like how are you doing that?
• 46:04
  Speaker 2: Yeah, well, it was great.
• 46:06
  Speaker 3: So I've been licensed in Arizona for just over 22
• 46:10
  Speaker 3: and I've been licensed here for seven. And so at first,
• 46:15
  Speaker 3: when I first moved here, because I had such a
• 46:17
  Speaker 3: huge database in Arizona, I was flying back and forth
• 46:20
  Speaker 3: every two weeks.
• 46:22
  Speaker 2: And it was easy because you could do Allegiant. And
• 46:25
  Speaker 2: back then it.
• 46:25
  Speaker 3: Was $ 100.
• 46:27
  Speaker 2: Literally round trip. It was a two hour door to
• 46:29
  Speaker 2: door and it was super, super easy to, And I.
• 46:33
  Speaker 3: Just had such a big database. And so, and then
• 46:36
  Speaker 3: COVID happened and that changed a lot. But then I
• 46:39
  Speaker 3: was doing, then it really morphed into referrals. And so
• 46:43
  Speaker 3: then I started traveling less, but now it's ramping back
• 46:47
  Speaker 3: up again because we are Amherst, Idaho and Amherst, Arizona.
• 46:54
  Speaker 3: So we have a broker in Arizona, Stephanie Black. So
• 46:57
  Speaker 3: I'm working directly with her because now I'm in recruiting.
• 47:00
  Speaker 2: As well and onboarding.
• 47:03
  Speaker 3: And now we were talking about the virtual and talking
• 47:06
  Speaker 3: about how we have the tools. We were just on
• 47:09
  Speaker 3: the Arizona School of Real Estate virtual class for the school.
• 47:14
  Speaker 3: And we were able to share the vision of Amherst
• 47:17
  Speaker 3: Madison virtually. And now we have all these recruits that
• 47:21
  Speaker 3: are really interested in coming on board. Because, Cannon, it's
• 47:25
  Speaker 3: not about what is your split. That is the question
• 47:30
  Speaker 3: everyone asks. I want to ask, what is your heart?
• 47:34
  Speaker 3: Because if you have the heart for service and you
• 47:36
  Speaker 3: have the heart to serve people and help people, your
• 47:39
  Speaker 3: business will explode and the split will not matter.
• 47:44
  Speaker 2: It doesn't matter. It all works out in the end.
• 47:47
  Speaker 3: And so, you know, if you do the math and
• 47:49
  Speaker 3: you do the numbers and everything, so Arizona and Idaho
• 47:52
  Speaker 3: is doing amazing, absolutely incredible. And we can get on
• 47:56
  Speaker 3: these calls like this with, with the agents in Arizona
• 47:59
  Speaker 3: and And we can work with them and we can
• 48:01
  Speaker 3: train them and we can talk to them.
• 48:02
  Speaker 2: It doesn't have to be the boots on the ground,
• 48:05
  Speaker 2: but it's going amazing.
• 48:08
  Speaker 1: That's awesome. Yeah. I think it's so, so smart. I mean, it's,
• 48:11
  Speaker 1: I've done a lot of research around market, like where
• 48:13
  Speaker 1: people coming from Washington, California have kind of always been
• 48:17
  Speaker 1: really large for importing new citizens of Idaho.
• 48:21
  Speaker 3: Right.
• 48:22
  Speaker 1: But Arizona specifically Maricopa County, like was like the number
• 48:26
  Speaker 1: one for I think like two or three years there.
• 48:29
  Speaker 1: I don't know if it still is this year. I
• 48:30
  Speaker 1: haven't checked recently, but so much back and forth. When
• 48:35
  Speaker 1: I first started in the rental game, managing properties out
• 48:37
  Speaker 1: here last summer, I think my first three tenants were
• 48:42
  Speaker 1: relocations from Arizona. And now like half of my tenants
• 48:46
  Speaker 1: are relocations from Arizona, Micron, California, Washington. And it's the
• 48:51
  Speaker 1: same exact business model. I want to convert them into buyers.
• 48:55
  Speaker 1: That's my goal. That's the business model is you manage rentals,
• 48:58
  Speaker 1: you have owner investors that might need to buy more
• 49:00
  Speaker 1: properties or they might need to sell theirs. And then
• 49:02
  Speaker 1: you have tenants that everyone, I mean, not everyone, but
• 49:06
  Speaker 1: most people that are qualified to be a rental tenant,
• 49:10
  Speaker 1: they don't even realize they would also be qualified to
• 49:13
  Speaker 1: be a buyer.
• 49:14
  Speaker 2: And the other gift that you can offer, which I'm
• 49:16
  Speaker 2: sure you do, is how to get them while they're
• 49:19
  Speaker 2: being tenants.
• 49:20
  Speaker 1: Okay.
• 49:21
  Speaker 2: How are we going to correct your, your, your.
• 49:24
  Speaker 1: Credit or your like, exactly, exactly. It's, it's a work
• 49:28
  Speaker 1: in progress. A lot of people don't realize it can
• 49:30
  Speaker 1: take one to three years to really get yourself in
• 49:33
  Speaker 1: the right position to qualify, especially if you've had different
• 49:36
  Speaker 1: jobs or kind of hopped around, but You know, there's just,
• 49:40
  Speaker 1: there's so many different variables that they might have cash, right?
• 49:44
  Speaker 1: Like they might've sold their house in California and they
• 49:46
  Speaker 1: don't need to have a job to buy a house here,
• 49:48
  Speaker 1: but they're a renter. And so there's just a lot
• 49:51
  Speaker 1: of options, but I love that. And I really appreciate,
• 49:55
  Speaker 1: you know, talking a little bit deeper about, you know,
• 49:57
  Speaker 1: the different markets, Operation Stay, your background, how you got
• 50:02
  Speaker 1: to where you are. I want to also kind of
• 50:05
  Speaker 1: finish up with the final section of this being More
• 50:08
  Speaker 1: about the mindset side. Okay. So we'll start with just
• 50:12
  Speaker 1: kind of generic question. What does callous mindset mean to you?
• 50:17
  Speaker 1: When you hear that and you kind of see what
• 50:19
  Speaker 1: we're doing here, what comes to mind? Hope.
• 50:26
  Speaker 2: Just hope.
• 50:27
  Speaker 3: I think, well, no, I know the state of the
• 50:31
  Speaker 3: world and the state of social media and the people
• 50:36
  Speaker 3: have been so hurt and so injured and, you know, even,
• 50:39
  Speaker 3: even people in real estate transactions and, you know, even
• 50:42
  Speaker 3: realtors of, of, you know, some of their experiences with
• 50:48
  Speaker 3: other realtors and, and stuff.
• 50:50
  Speaker 2: Mindset is everything. It is absolutely everything.
• 50:53
  Speaker 3: And it is the only thing that, not the only
• 50:57
  Speaker 3: thing I should say, that's a little bit ambiguous, but
• 51:00
  Speaker 3: that has kept me alive because if I didn't change
• 51:03
  Speaker 3: my mindset, I would not be here for sure.
• 51:06
  Speaker 2: And then I realized that it's up to me to
• 51:08
  Speaker 2: do that. And it's really, really important.
• 51:12
  Speaker 3: Especially to listen to your podcast. Number one, number two
• 51:16
  Speaker 3: is to who you surround yourself with. And it's so important.
• 51:21
  Speaker 3: And what I, I know this is crazy, but this
• 51:24
  Speaker 3: new epiphany that I've just had is if it's not
• 51:27
  Speaker 3: working for you and you don't have a hundred percent.
• 51:29
  Speaker 2: Peace, it's a no, it's a no stop fighting it.
• 51:34
  Speaker 3: Stop trying to make it a yes. just stop, just
• 51:37
  Speaker 3: move on. And so the mindset is absolutely everything. It's yeah,
• 51:44
  Speaker 3: it's a, it's key for sure.
• 51:45
  Speaker 1: Yeah, I agree. I think that I have been through
• 51:49
  Speaker 1: some highs and lows, just like most people as a
• 51:53
  Speaker 1: large risk taker myself, I've taken some risks that didn't
• 51:57
  Speaker 1: go the way I expected. Um, from moving across the
• 52:02
  Speaker 1: country with just what was in my car at 25 with,
• 52:04
  Speaker 1: you know, straight out of a terrible toxic relationship to
• 52:08
  Speaker 1: moving to, you know, moving to Denver with nothing pretty much, um,
• 52:12
  Speaker 1: moving out here was a big risk because yeah, it's just,
• 52:18
  Speaker 1: it's a different, and you don't really learn anything about
• 52:22
  Speaker 1: yourself if you stay in the same place, but when
• 52:25
  Speaker 1: you do take risks and when you do open your
• 52:27
  Speaker 1: potential for new opportunities, when you do open your mind
• 52:32
  Speaker 1: to be vulnerable and really look at where you are,
• 52:36
  Speaker 1: not just where you thought you were or where you
• 52:38
  Speaker 1: thought you were going to be, but what you don't have.
• 52:40
  Speaker 1: That's a big one is what you don't have. Focus
• 52:44
  Speaker 1: on where you can go. Just, it is, it is
• 52:46
  Speaker 1: about hope. You know, it is about belief, being able
• 52:50
  Speaker 1: to just take that next step forward. Even if it's
• 52:52
  Speaker 1: a baby step, it's something, you know what I mean? Yeah.
• 52:56
  Speaker 1: That's yeah. that's everything. So I really want to say
• 53:01
  Speaker 1: thanks again for being on the podcast today, you know,
• 53:03
  Speaker 1: sharing your story, especially the vulnerable and, you know, intimate
• 53:07
  Speaker 1: parts that sometimes it's really hard to share, especially, you know,
• 53:12
  Speaker 1: when you're someone that people look up to and you're
• 53:15
  Speaker 1: kind of seen as this person that's like so successful
• 53:17
  Speaker 1: in certain ways, like you almost have this, like, well,
• 53:20
  Speaker 1: I don't want to share the bad side about me. Right. Yeah.
• 53:23
  Speaker 2: Because I don't ever want to be a burden.
• 53:25
  Speaker 3: I don't want to be the burden and I don't
• 53:27
  Speaker 3: want to be the negative person and the woe is
• 53:30
  Speaker 3: me victim.
• 53:31
  Speaker 2: I don't want to be that, but it's my story.
• 53:34
  Speaker 2: It's a part of my story. It's who I am
• 53:37
  Speaker 2: and either love me or don't.
• 53:41
  Speaker 1: It's true. Well, I have one final question for you,
• 53:43
  Speaker 1: then we'll close.
• 53:43
  Speaker 2: Yes, sir.
• 53:45
  Speaker 1: If someone you helped, whether it was a veteran, an agent,
• 53:49
  Speaker 1: a client, maybe a friend or family member was sitting here,
• 53:53
  Speaker 1: right now instead of me, what do you think they
• 53:56
  Speaker 1: would say your impact on their life was?
• 53:59
  Speaker 2: Oh my gosh, really? Really? Oh gosh.
• 54:06
  Speaker 1: That's a loaded question.
• 54:07
  Speaker 3: I would say love, just non-judgment, welcoming, you know, just
• 54:16
  Speaker 3: always eager to help and just be an ear, be
• 54:19
  Speaker 3: a resource. And just love always. I just love letting
• 54:25
  Speaker 3: people know how much they're loved.
• 54:28
  Speaker 1: Well, that's incredible. And that means a lot to a
• 54:30
  Speaker 1: lot of people, whether you know it or not. Thank
• 54:33
  Speaker 1: you for sharing that. And I wanted to say, I appreciate, again,
• 54:37
  Speaker 1: your perspective. One thing that stands out is that leadership
• 54:41
  Speaker 1: isn't always being in the front of the room. Sometimes
• 54:45
  Speaker 1: it's about helping others. Sometimes it's about how you spend
• 54:47
  Speaker 1: your time. what you're doing with your time to help
• 54:50
  Speaker 1: others and to provide a service without looking for the
• 54:54
  Speaker 1: commission check, without looking for the transaction and keeping tally
• 54:58
  Speaker 1: of the score. As an entrepreneur, I can appreciate that.
• 55:02
  Speaker 1: I know that countless hours go on behind the scenes
• 55:05
  Speaker 1: for my businesses, for your business, for the nonprofit that
• 55:09
  Speaker 1: you're working so hard to grow. I just want to
• 55:12
  Speaker 1: say we appreciate that. I don't know who's watching this
• 55:16
  Speaker 1: right now, but I'm sure our viewers think the same way.
• 55:18
  Speaker 1: And so thank you again for joining today on the
• 55:21
  Speaker 1: Callus Mindset Podcast. If you enjoyed this episode, be sure
• 55:25
  Speaker 1: to subscribe, leave a review, check out Kelly Lumsden online,
• 55:30
  Speaker 1: check out her Operation Stay, check out Amherst Madison Rokerage
• 55:33
  Speaker 1: if you're local, if you're considering real estate in Arizona
• 55:36
  Speaker 1: or in Idaho. And that's all I've got. Until next time,
• 55:39
  Speaker 1: keep building and keep staying who you are.
• 55:50
  Speaker 2: Thank you.