Latest / Callis Mindset with Kannon Callis / CM 16 How to Scale: Alicia Sheehan on Systems, Delegation & Grit

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CM 16 How to Scale: Alicia Sheehan on Systems, Delegation & Grit · Callis Mindset with Kannon Callis

0:00
Speaker 1: Welcome back to Callous Mindset Podcast. I'm Canon Callus your host,
0:03
Speaker 1: and on this show we talk about business, real estate, leadership, entrepreneurship,
0:09
Speaker 1: and the mindset that's worth building. Today we're pulling back
0:17
Speaker 1: the curtain on one of the most overlooked but vital
0:20
Speaker 1: roles in real estate, the transaction coordinator. While agents are
0:24
Speaker 1: usually the face of the transaction, they usually get the
0:27
Speaker 1: pr they usually get the FaceTime behind the scenes. Most
0:31
Speaker 1: top performing teams, they have transaction coordinators and systematic approaches
0:36
Speaker 1: to keep their deals on track, clients informed, and closings
0:40
Speaker 1: on schedule.
0:41
Speaker 2: Today's guest is Alisha Chien.
0:44
Speaker 1: Alicia grew up in a family deeply rooted in real
0:46
Speaker 1: estate transaction coordinators, agents, and in twenty sixteen, she joined
0:51
Speaker 1: Idaho's number one real estate team, whose organization has recognized
0:56
Speaker 1: as top eleven in the country as recently as July
0:59
Speaker 1: of twenty twenty six. From twenty sixteen to twenty twenty one,
1:03
Speaker 1: Alicia served in nearly every key operational role on the team,
1:07
Speaker 1: including director of Operations, transaction coordinator, administrative manager, personal assistant,
1:14
Speaker 1: and rental manager. That experience gave her a front row
1:17
Speaker 1: seat to how one of the country's most successful and
1:20
Speaker 1: high velocity real estate organizations operates. In twenty twenty one,
1:25
Speaker 1: she launched her own transaction coordination business. Today, she supports
1:30
Speaker 1: more than forty agents across Idaho while also leading a
1:33
Speaker 1: real estate team in South Carolina, a massive market that's
1:36
Speaker 1: growing faster than anywhere else alongside her husband Michael. Between
1:41
Speaker 1: leading operations for one of the nation's top producing teams
1:44
Speaker 1: and coordinating transactions for dozens of agents, she's been involved
1:49
Speaker 1: with more real estate transactions than most agents will ever
1:52
Speaker 1: see in their entire career. That's exactly why I wanted
1:55
Speaker 1: to have you on today. I've had the privilege of
1:58
Speaker 1: working alongside Alisha the year, and as a matter of fact,
2:02
Speaker 1: today we're closing on our fifth transaction together. It's pretty
2:05
Speaker 1: exciting milestone, and her attention to detail communication organization has
2:10
Speaker 1: made a tremendous impact on my business and more importantly,
2:14
Speaker 1: the experience my clients receive. Today, we're going to discuss
2:18
Speaker 1: transaction coordination, what they do, why it's one of the
2:21
Speaker 1: best investments you can do in real estate if you're
2:23
Speaker 1: growing your business, and also what Alisha learned along working
2:27
Speaker 1: with one of the top producing real estate organizations in
2:31
Speaker 1: the country, whether you're an agent, a lender, insurance professional,
2:36
Speaker 1: or an entrepreneur looking to systemize your business, create better processes,
2:40
Speaker 1: delegate effectively, and create systems that allow you to scale
2:43
Speaker 1: this episodes for you. Alicia, Welcome to Kyla's Mindset.
2:47
Speaker 3: Thank Cannan, thanks for having me. I'm excited.
2:50
Speaker 2: Awesome.
2:51
Speaker 1: Well, I think that introduction kind of spoke for itself.
2:54
Speaker 3: Yeah, that's the long lie.
2:57
Speaker 1: You know, you grew up around it, you have tons
3:00
Speaker 1: of experience in it. We're working together on it as well.
3:03
Speaker 1: And I wanted to share your story because the amount
3:07
Speaker 1: of transactions, the amount of relationships you've been a part of,
3:10
Speaker 1: is so much more than most agents ever see.
3:15
Speaker 2: I just want to share your story.
3:16
Speaker 1: So can you tell us a little bit about you know,
3:19
Speaker 1: where you started and kind of where it went.
3:23
Speaker 3: Well, I think it initially it's snowballed starting in twenty
3:27
Speaker 3: sixteen when I was introduced to Matt through my mom
3:32
Speaker 3: who was at the time his transaction coordinator, and she said, honey,
3:36
Speaker 3: he needs an assistant, and so I went on an interview.
3:40
Speaker 3: I met him. I had four interviews set up for
3:43
Speaker 3: that day. He was my second interview and I ended
3:46
Speaker 3: up canceling my other two because he hired me on
3:49
Speaker 3: the spot, and from that moment on it was just
3:53
Speaker 3: kind of fast paced. He threw me into the mix.
3:58
Speaker 3: I had never worked. I worked in lending a little bit,
4:02
Speaker 3: and I understood the terminology of real estate and things
4:04
Speaker 3: like that, but I had never worked as an assistant
4:06
Speaker 3: for an agent who had like this insane mindset. We're
4:12
Speaker 3: going to close millions, We're going to be the top
4:14
Speaker 3: producing team. We need to be work work, work, work, work,
4:18
Speaker 3: and balancing that with family. And it was very family oriented,
4:22
Speaker 3: but we were fast paced. Everything needed to get done.
4:25
Speaker 3: So that kind of started as just a little administrative assistant,
4:31
Speaker 3: and I think about three to four months into it,
4:34
Speaker 3: he's like, all right, you know, let's get you moved up.
4:38
Speaker 3: Now you know what you're doing. So I was starting
4:40
Speaker 3: to do the transaction side of things, and then he
4:43
Speaker 3: was getting busier, So then I was doing listing coordinating
4:46
Speaker 3: client care. And then as the team grew, you know,
4:49
Speaker 3: I didn't really have to do listing coordinating anymore, but
4:51
Speaker 3: I was doing a lot of the client care, his
4:53
Speaker 3: personal investments, rental properties, things like that, helping families, and
4:58
Speaker 3: then when we had a client who were relocating. I
5:01
Speaker 3: was helping them get their house set up, you know,
5:03
Speaker 3: doing all of the fixes and everything that they needed, inspections,
5:07
Speaker 3: follow up calls. So it was really a hands on
5:10
Speaker 3: client care, operations management position, and it really taught me
5:15
Speaker 3: a lot about negotiations, not to be afraid of inspections,
5:22
Speaker 3: how to guide clients through that, people who are more
5:25
Speaker 3: a type or engineers or maybe add kind of like
5:28
Speaker 3: all over the place, being able to navigate those different
5:30
Speaker 3: types of relationships. Learned how to manage Airbnb rentals, what
5:35
Speaker 3: needs to be an executive rental, how to do that,
5:37
Speaker 3: how to navigate that, how to set up pretty much
5:41
Speaker 3: every aspect of it. So I learned everything I needed
5:45
Speaker 3: to know in that industry and in that business. I
5:48
Speaker 3: created a really great relationship with Matt and we went
5:52
Speaker 3: our separate ways amicably, and I'm very grateful for everything
5:57
Speaker 3: he taught me. And if I wouldn't have worked with him,
6:01
Speaker 3: I don't think I would be where I'm at now
6:03
Speaker 3: with how much I learned with him those five years.
6:08
Speaker 2: Yeah, that says a lot.
6:09
Speaker 1: And to be thrown into the mix of something that
6:13
Speaker 1: is so producing, whether it's just you having the faster pace,
6:19
Speaker 1: the ability to manage all these tasks at one time,
6:22
Speaker 1: getting the hands on experience at face value for all
6:26
Speaker 1: types of real estate, not just a realtor transaction coordinator specifically,
6:30
Speaker 1: and you just work in the contracts and the timelines,
6:33
Speaker 1: but you were really doing so much more than that,
6:36
Speaker 1: and that's something that most people don't ever see that opportunity.
6:42
Speaker 1: It's a really unique experience. And I wanted to ask,
6:46
Speaker 1: did you expect it going into it to kind of
6:48
Speaker 1: grow to that level within five years or did you
6:51
Speaker 1: kind of you already ind of knew because your mom
6:53
Speaker 1: was part of it.
6:55
Speaker 3: I don't know, Like I knew he had a lot
6:58
Speaker 3: of goals and aspirations, and he always would say, you
7:03
Speaker 3: have to spend money to make money, right, So like
7:06
Speaker 3: during COVID, that was the time he really pushed hard.
7:09
Speaker 3: I think that was our busiest time was in COVID.
7:11
Speaker 3: We really hit the ground running during that time.
7:14
Speaker 1: But it.
7:18
Speaker 3: I didn't expect for him to get that big so quickly,
7:23
Speaker 3: I think, and I don't think the team was growing
7:26
Speaker 3: nearly fast enough to cover the amount of work that
7:30
Speaker 3: needed to be done. So it's crazy to look at
7:33
Speaker 3: where he's at now. And the giant team that he
7:36
Speaker 3: has since I left. I think when I left, there
7:38
Speaker 3: were seven of us and we had just closed one
7:42
Speaker 3: hundred and seventy five million with just us seven. And
7:45
Speaker 3: then now what he's ways. I think when I left
7:48
Speaker 3: is when he hired a bunch of more people and
7:50
Speaker 3: they've served well, surpassed one hundred and seventy five million.
7:54
Speaker 2: Yeah, yeah, I think.
7:57
Speaker 1: I didn't check this number recently, but we're, you know,
8:00
Speaker 1: late July at this point, so we're well through halfway
8:03
Speaker 1: through the year. We're at the same brokerage, Amherst Madison.
8:07
Speaker 1: He's been there, you know, he's been an MVP there.
8:10
Speaker 1: I mean, he's an MVP in most states, doesn't matter
8:13
Speaker 1: what market you think about the volume. He's not just
8:16
Speaker 1: the number one team in Idaho, which is a very
8:20
Speaker 1: very small market compared to Dallas Fort Worth where I'm from,
8:24
Speaker 1: or you know, the Carolinas or Florida, and you know,
8:27
Speaker 1: there's just so many more larger markets, which is more volume.
8:30
Speaker 1: He's top eleven is the most recent stat I heard
8:34
Speaker 1: in the entire United States for team volume one of
8:37
Speaker 1: the smallest states. So it just says a lot about.
8:41
Speaker 2: It can't just be volume.
8:43
Speaker 1: It also has to be the quality of the type
8:45
Speaker 1: of deals he's doing. Last year, he came into our
8:49
Speaker 1: launch class in August and spoke to us. I was
8:51
Speaker 1: new to the brokerage, so I was going through that,
8:53
Speaker 1: you know, the workshop trainings that they do, and it
8:56
Speaker 1: was incredible just to see his know how around the MLS.
9:00
Speaker 1: He knew everything about the data, of the stats, the
9:02
Speaker 1: direction things were going. He had a crazy amount of
9:05
Speaker 1: transactions pending at that time. I think it was between
9:07
Speaker 1: sixty and seventy you know, just right then pending, not
9:12
Speaker 1: in the pipeline right. So to see that it just
9:15
Speaker 1: opened my eyes to what's really possible here in Idaho
9:17
Speaker 1: because I'm from a really large place.
9:19
Speaker 2: You know, real estate's massive in Texas.
9:21
Speaker 1: But to see just you don't get that type of
9:26
Speaker 1: view most days, Like you don't get that exposure to
9:28
Speaker 1: some of the top performing people, let alone in the
9:31
Speaker 1: state or the country, but the world.
9:33
Speaker 2: And so I wanted to ask you a little bit
9:36
Speaker 2: about what do you think it was.
9:38
Speaker 1: That differentiated his team as you saw at scaling so quickly,
9:43
Speaker 1: and how did you really get to be kind of
9:45
Speaker 1: a part of that growth, Like I know you had
9:47
Speaker 1: to be a huge part of it to make it happen. Yeah.
9:50
Speaker 3: Absolutely. I think he during the smaller times because I
9:55
Speaker 3: can't attest for anything from twenty twenty one and beyond.
9:58
Speaker 3: But from the time that I was with him, accountability
10:02
Speaker 3: was a big thing. You know, we had our accountability
10:05
Speaker 3: team meetings. We were harping on the guys to make
10:08
Speaker 3: the phone calls and also putting putting systems in place
10:15
Speaker 3: to provide a luxury service to every tax bracket we aren't,
10:20
Speaker 3: you know what I mean. So a two hundred thousand
10:22
Speaker 3: dollars home is getting these nearly the same service as
10:27
Speaker 3: the two million dollar house in downtown Boise is going
10:30
Speaker 3: to get. And he has had that idea from day one,
10:35
Speaker 3: so every client felt very cared for and over the
10:39
Speaker 3: top luxury experience. Then obviously he brought on his staging
10:46
Speaker 3: and all that stuff too, so that was really great
10:47
Speaker 3: to be able to offer that for clients. So I
10:49
Speaker 3: think it's just treating your all clients, no matter who
10:52
Speaker 3: they are, the exact importance like they when they when
10:56
Speaker 3: his clients would talk to him, they'd feel like they
10:59
Speaker 3: were that really important person for that day, Like he
11:02
Speaker 3: stopped his day and made time so I think he
11:04
Speaker 3: had an exceptional way of treating his clients and teaching
11:09
Speaker 3: all of everybody on the team how to treat their
11:11
Speaker 3: clients and then our follow ups. I mean, he's at
11:14
Speaker 3: least when I was with him, he was word of mouth.
11:16
Speaker 3: There were there were no paying for referrals or paying
11:19
Speaker 3: for leads. Sorry, I think he paid for zilla very
11:23
Speaker 3: small amount, but most of those phone calls that were
11:26
Speaker 3: coming in directly to me or the people that were
11:29
Speaker 3: asking for us to list their house to help them buy,
11:30
Speaker 3: they were word of mouth. He was, like I think
11:33
Speaker 3: at that time, eighty five percent word of mouth. So
11:37
Speaker 3: that just goes to show how he was, how we
11:40
Speaker 3: were treating the client tele We did a lot of
11:43
Speaker 3: client appreciation events, handwritten let he had to write seven
11:47
Speaker 3: handwritten letters every single day that I would mail out.
11:50
Speaker 3: We did cookie deliveries. Our assistant would drop them off.
11:53
Speaker 3: So I think that that just elevates any client's experience.
11:59
Speaker 3: And there are what a million real estate agents throughout
12:04
Speaker 3: the cross across the United States, and there's only what
12:07
Speaker 3: did I look at the number, It was like twelve
12:09
Speaker 3: percent are actually closing more than one deal a year.
12:15
Speaker 3: And if you want to be that one percent. You
12:19
Speaker 3: have to be better than that eleven percent, and most
12:23
Speaker 3: people aren't aren't hands on. So there you go.
12:27
Speaker 2: Yeah, that's true. It's true.
12:29
Speaker 1: He told the story that most of his early on business,
12:31
Speaker 1: and even today a lot of his business share is
12:34
Speaker 1: still word of mouth and direct referrals because of the
12:38
Speaker 1: exceptional job they provided. You know, it wasn't just a
12:40
Speaker 1: transaction that closed, it was an experience. They're part of
12:44
Speaker 1: his you know, center of influence now, because it's not
12:48
Speaker 1: just a sphere of influence when you're at that level.
12:50
Speaker 2: Yeah, you know, you're having.
12:52
Speaker 1: Some of the largest client appreciation events in the country.
12:55
Speaker 1: You're having some of the you know, the coolest give
12:57
Speaker 1: backs and fundraisers and philanthropy because of the good work
13:00
Speaker 1: that you've done, the connections that you've built in the
13:03
Speaker 1: relationships and I've seen, you know, I've seen I've got
13:06
Speaker 1: friends that have been vendors at some of his events,
13:08
Speaker 1: you know, basketball related things, and it's just incredible to
13:11
Speaker 1: see some of the people to get involved.
13:13
Speaker 2: When you do treat people the.
13:14
Speaker 1: Right way, you use unreasonable hospitality, to go above and beyond,
13:20
Speaker 1: and you do the extra work and you do it
13:22
Speaker 1: yourself and make it personalized and so that's you know.
13:25
Speaker 2: I think it's it's a cool example.
13:27
Speaker 1: But I also want to talk more about what a
13:30
Speaker 1: transaction coordinator does and you know, kind of pulling back
13:34
Speaker 1: the curtain on that role and the difference it can make,
13:37
Speaker 1: because I know for a fact, for me, I wouldn't
13:39
Speaker 1: I wouldn't do this without it. So from someone who
13:43
Speaker 1: has never worked with a TC, or maybe not even
13:46
Speaker 1: in real estate, they don't know what a transaction coordinator is,
13:49
Speaker 1: what what do they do? Who you know, what do
13:51
Speaker 1: you do and how does it work?
13:54
Speaker 3: Okay, so I try transaction coordinators. I like to say
13:58
Speaker 3: we are your email, text, phone call correspondence for clients.
14:03
Speaker 3: Everything needs to be in writing. If you're a real
14:05
Speaker 3: estate agent, you know that. So a lot of what
14:08
Speaker 3: a transaction coordinator does is validate or reaffirm everything in
14:12
Speaker 3: an email and in writing. So when the contract goes under,
14:17
Speaker 3: when it goes pending, you're sending it over your transaction coordinator.
14:21
Speaker 3: They are making sure everything is on your calendar, all
14:23
Speaker 3: the due diligence deadlines are accurate, You're getting reminded of
14:28
Speaker 3: those things. They're maintaining your broker back office system so
14:32
Speaker 3: that you don't ever have to log into your broker
14:34
Speaker 3: back office system. They are communicating between escrow lenders, co
14:41
Speaker 3: op agents, their assistance if it's a builder, the builder team,
14:46
Speaker 3: you know, all of just everybody behind the scenes that
14:50
Speaker 3: is in front of their computer all day so that
14:52
Speaker 3: the real estate agent can be out in front of
14:54
Speaker 3: people for FaceTime getting those leads, prospecting and closing more deals.
15:02
Speaker 3: Transaction coordinator for all intents and purposes, is just somewhat
15:09
Speaker 3: of an assistant, but they only handle paperwork, so they
15:13
Speaker 3: can't be there on site. There's really no need for
15:15
Speaker 3: a transaction coordinator to be on site, but they make
15:19
Speaker 3: sure you're within compliance. They're going to be that second
15:22
Speaker 3: set of eyes, that third set of eyes, maybe even
15:24
Speaker 3: fourth set of eyes, to make sure that you're not
15:27
Speaker 3: missing those deadlines because earnest money in the state of
15:30
Speaker 3: Idaho goes hard on a certain date and that's going
15:33
Speaker 3: to really suck having that conversation with your client if
15:35
Speaker 3: the contract wasn't read properly.
15:39
Speaker 2: Yeah, it's true.
15:39
Speaker 1: So if you didn't catch that, they do everything behind
15:42
Speaker 1: the scenes that they can.
15:44
Speaker 2: Do that I can legally do.
15:46
Speaker 1: Yes, they do focus on regulatory compliance timelines, making sure
15:52
Speaker 1: a lot of the paperwork and deadlines are met. Communication
15:57
Speaker 1: to push those forward are a big part of it.
16:02
Speaker 2: A lot of time. It's also making sure that small
16:04
Speaker 2: details aren't missed.
16:05
Speaker 1: Like she said, she might be a fourth set of eyes,
16:07
Speaker 1: but if three sets of eyes overlook something so common,
16:11
Speaker 1: you know that it's just overlooked, that could throw off
16:14
Speaker 1: an entire deal. It could really hurt someone financially, and
16:16
Speaker 1: it could be illegal. There could be repercussions from that.
16:20
Speaker 1: So to have someone that is as experienced with the
16:25
Speaker 1: hands on the steps of the equation, you know, the
16:28
Speaker 1: formula that it takes to actually get to the finish
16:30
Speaker 1: line and giving the time back, it was really a
16:34
Speaker 1: no brainer for me when I came to Idaho that
16:37
Speaker 1: you know, I am going to look to scale and
16:40
Speaker 1: do volume like I do want to keep doubling as
16:42
Speaker 1: the year goes on.
16:43
Speaker 2: But I can't do that if I'm just one person.
16:47
Speaker 1: And one of my biggest areas is not a strength
16:51
Speaker 1: is specifically detailed oriented tasks behind a computer, like like
16:57
Speaker 1: I've been behind computers for ten fifteen years ing on
17:00
Speaker 1: software in real estate and you know, sales related things.
17:04
Speaker 1: But when it comes to the logistics of actually completing tasks.
17:08
Speaker 1: I would prefer not to trust myself on that. I know,
17:11
Speaker 1: the contracts you have to like, you've got to know
17:13
Speaker 1: what you're doing, But there's small things, you know, there's
17:17
Speaker 1: so many, Like if you really look at it, there
17:20
Speaker 1: could be a thousand different tasks for one transactions.
17:24
Speaker 3: It's a lot when you're tracking earnest money deadlines, appraisal deadlines,
17:28
Speaker 3: inspection contingency deadlines, making sure those repairs get done. And
17:32
Speaker 3: when you're doing that and you want to double your
17:34
Speaker 3: work if you want to close even six or seven
17:37
Speaker 3: deals a month. I know there are agents that do that,
17:40
Speaker 3: but not all you know, not everybody fits that quota
17:44
Speaker 3: or that ability to do that. That way, you can
17:48
Speaker 3: just focus on negotiating and then your TC can do
17:51
Speaker 3: all the paperwork and within within legality, you know.
17:56
Speaker 1: But what they're about to do, yeah, that's the key
17:58
Speaker 1: point is they can't do real estate licensee work on
18:03
Speaker 1: your behalf.
18:05
Speaker 2: It's that's illegal.
18:06
Speaker 1: But they can save you a lot of time with
18:08
Speaker 1: administrative type of tasks and assistant tasks and things that
18:11
Speaker 1: you're going to have to do anyway. And for me,
18:15
Speaker 1: I know, it's a huge game changer. Because I knew
18:17
Speaker 1: I wasn't just going to pursue agency out here in
18:20
Speaker 1: the Treasure Valley. I also, we manage twenty properties right
18:24
Speaker 1: now and it could be over one hundred by the
18:26
Speaker 1: end of this year. And when scaling a property management company,
18:30
Speaker 1: that's a lot of hands on work with an agency
18:33
Speaker 1: that if you're not having a team or a system
18:36
Speaker 1: or some way to get more done with your time,
18:39
Speaker 1: it's not going to work out.
18:40
Speaker 3: Well.
18:42
Speaker 1: Yeah, so no brainer for me. What are some of
18:45
Speaker 1: the biggest problems that you solve that you see agents,
18:49
Speaker 1: you know, continuously doing. I know it's it's a lot
18:52
Speaker 1: of it is paperwork, you know, missing certain things, but
18:55
Speaker 1: we're deadlines. But what are the top, let's say three
18:57
Speaker 1: things that you've seen agents miss.
19:00
Speaker 3: Representation paperwork is extremely important. And I know agents because
19:06
Speaker 3: I get it. A lot of agents don't like to
19:08
Speaker 3: push sign this paper, sign this paper, you know, be
19:10
Speaker 3: under contact with me, but represent representation paperwork because compliance
19:15
Speaker 3: is my job. It's important to get the compliance done
19:19
Speaker 3: properly up front so that your commission isn't in jeopardy
19:23
Speaker 3: if we get to the closing table. And I have
19:25
Speaker 3: had this year, especially since the new law had probably
19:30
Speaker 3: about a handful of deals get to the closing table.
19:34
Speaker 3: Against my advisement. They didn't their client did not want
19:40
Speaker 3: to sign the representation paperwork. The agent wasn't going to
19:45
Speaker 3: push it. We were going to put a note in
19:47
Speaker 3: the broker file. And even though I advise at the beginning,
19:50
Speaker 3: you need to get this done prior now, they're now
19:53
Speaker 3: they're fighting for their commission the closing table. I deserve
19:55
Speaker 3: my commission, and this is why I deserve my commission.
19:59
Speaker 3: Let me show you. That's why peoplework needs to be
20:01
Speaker 3: signed immediately. And that's I think that's a huge topic
20:05
Speaker 3: because it's not being trained properly right now in many
20:09
Speaker 3: avenues and many teams that I have seen over the
20:13
Speaker 3: last year or two. So I would say that's my
20:17
Speaker 3: top big red flag.
20:20
Speaker 1: Yeah, and that's something that I think is kind of
20:22
Speaker 1: a rudimentary thing at the beginning, Like when you're a
20:24
Speaker 1: new agent, I see people making that mistake. I also
20:28
Speaker 1: see agents that are new to Idaho making that mistake.
20:31
Speaker 1: I've made that mistake before. But I also think with
20:35
Speaker 1: the way that most of the top teams are automating things,
20:39
Speaker 1: it can be part of their process.
20:40
Speaker 2: That should be a non negotiable. It's something you should
20:43
Speaker 2: do every time the right way.
20:45
Speaker 1: And I've lost commission in Dallas. When I first got
20:48
Speaker 1: my license, I didn't realize the importance of that exclusivity agreement.
20:54
Speaker 1: And I showed about twenty houses to you know, a
20:58
Speaker 1: couple and then they had a friend that just happened
21:02
Speaker 1: to have a listing and that's what they want and
21:04
Speaker 1: they were like, well, our friends said he could give
21:05
Speaker 1: us a deal because he's listing it.
21:07
Speaker 2: And it was over. It was just like that.
21:09
Speaker 1: It was like I was kind of dumbfounded, left with like,
21:11
Speaker 1: what did I just do with those you know, twenty.
21:14
Speaker 2: Hours or more time? Frustrating. Yeah, it took one time.
21:19
Speaker 1: I was twenty two years old and I haven't made
21:22
Speaker 1: that mistake since. But I also have made another mistake
21:26
Speaker 1: that I won't make again, you know, as early on agent,
21:28
Speaker 1: and that is working with people that are not qualified
21:32
Speaker 1: financially on paper to purchase a home and spending a
21:37
Speaker 1: lot of time, you know, showing homes, looking up to
21:39
Speaker 1: doing research, and then you get there and they're unqualified
21:43
Speaker 1: and they maybe won't be qualified for years to come.
21:47
Speaker 2: I know. That's another heartbreaker.
21:49
Speaker 3: Yeah, it is definitely so yeah.
21:54
Speaker 1: I know there's a big you know there's a big
21:55
Speaker 1: ROI on investing in a TC, especially if you're one
21:59
Speaker 1: of those people who whose strong suit is face you,
22:03
Speaker 1: face to face conversations, networking relationships, if you're really good
22:08
Speaker 1: at paperwork. I'm not saying that you shouldn't get a
22:13
Speaker 1: TAC because you're good at paperwork. If you want to scale, though,
22:16
Speaker 1: what do we all have that you can't get more of?
22:19
Speaker 1: It's time and how you spend it is what matters.
22:22
Speaker 1: So to me, it's a major return on investment. At
22:26
Speaker 1: what point do you usually see agents volume? Like, when
22:31
Speaker 1: do they implement a TC?
22:32
Speaker 2: Do you see?
22:34
Speaker 3: Well, I've all I've seen it all over the board.
22:36
Speaker 3: I've had an agent, I have currently agents who maybe
22:40
Speaker 3: do only a handful of deals a year, and they're
22:43
Speaker 3: not a part of team, not a part of a team.
22:46
Speaker 3: Maybe they tried being an agent on their own without
22:49
Speaker 3: any administrative help and then decided I would rather be
22:53
Speaker 3: having dinner with my family than uploading that contract and
22:55
Speaker 3: making sure it's within my broke in my broker file
22:58
Speaker 3: within twenty four hours of going pending. So those kinds
23:01
Speaker 3: of things. I've also seen a big team come to
23:04
Speaker 3: me and be like, oh, we're we just we can't
23:06
Speaker 3: do this anymore. We need a TC really quick. Here's
23:08
Speaker 3: all of our stuff, let's get going. So I think
23:11
Speaker 3: it's really dependent on where do you Where does the
23:13
Speaker 3: agent want to go, how much, how many units do
23:17
Speaker 3: they want to close a year, and is it is
23:19
Speaker 3: like you said, is there time really worth the admin
23:23
Speaker 3: portion of it if you can pay somebody.
23:25
Speaker 1: Else to do it.
23:26
Speaker 3: A TC fee is taken at the end of the
23:28
Speaker 3: closing out of your commission check. You never even see it.
23:32
Speaker 3: It's like a secret savings account. I get paid separately,
23:36
Speaker 3: and it is a minute, like the smallest fraction of
23:39
Speaker 3: what somebody gets paid. So I think everybody should use
23:44
Speaker 3: a TC. I mean, I know I'm biased, but I
23:47
Speaker 3: think everybody should use one. There's no reason you should
23:49
Speaker 3: be spending nine o'clock at night uploading your contracts when
23:52
Speaker 3: a TC could have done it during that nine to
23:55
Speaker 3: five period while you were out showing houses. It's just
23:58
Speaker 3: I don't see any reason why you wouldn't use one.
24:01
Speaker 2: Yeah, I wholeheartedly agree.
24:03
Speaker 1: I wouldn't do it without it, as I mentioned, And
24:06
Speaker 1: one of the biggest reasons is I don't want my
24:09
Speaker 1: job to be everything anymore. I want my job to
24:11
Speaker 1: making sure. I want my job to be making sure
24:14
Speaker 1: everything gets done exactly right, Like, how can we scale
24:18
Speaker 1: if we're limiting ourselves to specific tasks that if we
24:22
Speaker 1: can delegate and elevate, you know what I mean, Like
24:24
Speaker 1: if it's something that it really just it's such a
24:28
Speaker 1: team thing, right, Like it's not just a me thing.
24:30
Speaker 1: It can't be about me, right, which kind of reminds
24:34
Speaker 1: me that I want to talk also about the systems
24:37
Speaker 1: that you need to create to scale, because it's not
24:40
Speaker 1: just about you know, a lot of times the people
24:42
Speaker 1: that are helping, it's also about how are you building
24:45
Speaker 1: your business, what systems and what you know, standard operating
24:49
Speaker 1: procedures have you implemented to maintain transparency, consistency, you know,
24:56
Speaker 1: the same processes as the volume increases. Yeah.
24:59
Speaker 3: So I have a one massive system that I use
25:03
Speaker 3: and it I had to build it out from the
25:06
Speaker 3: ground up. So that meant creating email templates with those
25:10
Speaker 3: little brackets and it fills in like the buyer's name
25:13
Speaker 3: or the agent name, and it has a calendar and
25:16
Speaker 3: it sends out calendar invites, and it does have automated emails,
25:19
Speaker 3: but I as who I am a little OCD about
25:22
Speaker 3: how an email looks, so I'm always triple checking those
25:25
Speaker 3: before I send them out anyways, But it does help
25:28
Speaker 3: I definitely. I started out with as a TC with
25:32
Speaker 3: the Boucher team, and I was using Google Drive and
25:35
Speaker 3: a spreadsheet and you know, Google docs and keeping everything
25:41
Speaker 3: in folders, and that that might work for, you know,
25:44
Speaker 3: your first year, if you've done five or six deals, maybe,
25:49
Speaker 3: but doing twenty to thirty forty transactions, automation is key.
25:54
Speaker 3: And automation a lot of people I feel like they're like, oh, well,
25:57
Speaker 3: it's automated, so now it's not going to feel personal.
26:00
Speaker 3: The clients are going to feel like you're just blasting
26:03
Speaker 3: emails or blasting text messages. And my biggest rebuttal to
26:08
Speaker 3: any agent that I say that to is, if you
26:10
Speaker 3: are having this conversation with your client the moment you
26:13
Speaker 3: meet them, this is who I am. I'm your real
26:16
Speaker 3: estate agent. This is what I do for you. My
26:18
Speaker 3: team member, my transaction manager, her name is such and such,
26:21
Speaker 3: whoever you choose to she is going to reach out
26:23
Speaker 3: to you. It is her job to verify and reiterate
26:27
Speaker 3: everything in email that is what we need to do
26:30
Speaker 3: to keep everything on track. She's going to send calendar invites,
26:32
Speaker 3: she's going to handle the home inspection. So it's like
26:35
Speaker 3: I think systems are having. The strongest point of a
26:39
Speaker 3: system is having that first conversation and that first expectation
26:43
Speaker 3: and communicating from beginning to end, and the automations people
26:48
Speaker 3: expect them. Now, I don't think it's that big of
26:51
Speaker 3: a deal anymore.
26:52
Speaker 1: Yeah, it's true, especially in today's age. We're you know,
26:55
Speaker 1: we're living in a society that's almost immediate communityation. That's
27:01
Speaker 1: what all the big companies have done because they're kind
27:04
Speaker 1: of setting the precedent, you know, because they know that
27:07
Speaker 1: speed to lead, speed to information, speed to money.
27:11
Speaker 2: Right, that's just that's just part of it.
27:13
Speaker 1: So I just so happen to have, you know, five
27:17
Speaker 1: to seven years experience in the tech side, you know, software,
27:22
Speaker 1: and it's mainly communication software, and I've seen.
27:26
Speaker 2: What big systems can do.
27:28
Speaker 1: When you really get finely tuned and you personalize that automation.
27:34
Speaker 2: So I have the same rebuttal as well is that.
27:38
Speaker 1: What you put in is what you're going to get
27:39
Speaker 1: out if you build it in a way that is personalized.
27:43
Speaker 1: To them with that transparent communication upfront, with the expectation management.
27:48
Speaker 1: Because you're telling what their job is. I don't really
27:52
Speaker 1: see how you can do a better job than that, right,
27:55
Speaker 1: I just I don't. I mean over a phone call,
27:57
Speaker 1: you could tell them that, but.
27:59
Speaker 2: They could forget their name.
28:00
Speaker 1: They don't have the information right there, you know what
28:01
Speaker 1: I mean. Like, it's almost like this is the natural
28:04
Speaker 1: progression of communication, is for it to be documented in
28:08
Speaker 1: front of you, in your hand, in your email, and
28:10
Speaker 1: also potentially on the phone at the same time.
28:13
Speaker 3: It's always email. They'll skim it, text you call, you communicate,
28:19
Speaker 3: and some clients will get frustrated. I don't want to
28:21
Speaker 3: get all these emails. It's important that you get these
28:25
Speaker 3: emails because we need something to reference. If I'm not available,
28:28
Speaker 3: you need to be able to reference something. So yes, definitely,
28:31
Speaker 3: the clear communication and expectations set forth up front.
28:35
Speaker 1: Yeah, it's such a such a game changer when it
28:38
Speaker 1: comes to just respecting their time as well. Right, they
28:43
Speaker 1: shouldn't have to ask you for these answers, Like your
28:45
Speaker 1: job is to react that information exactly.
28:48
Speaker 3: That's so that's what we're trying to do.
28:51
Speaker 1: So that's that's such a cool point, and I think
28:53
Speaker 1: most agents need to really focus on maybe going a
28:55
Speaker 1: little bit deeper with those types of tools.
28:57
Speaker 2: And I want to also talk about.
28:59
Speaker 1: South Carolina because you've relocated from Idaho to South Carolina.
29:05
Speaker 1: Just so happens that South Carolina was the fastest growing
29:08
Speaker 1: per capita state in the country. I believe it was
29:10
Speaker 1: last year or maybe even this year too. Idaho was
29:13
Speaker 1: number two, you know, second to that, and it's really
29:15
Speaker 1: cool to see that. But tell me more about what's
29:17
Speaker 1: going on down there.
29:19
Speaker 3: Yeah, when we made the move in twenty twenty three,
29:22
Speaker 3: it was quite the whirlwind. I didn't last but maybe
29:26
Speaker 3: a year before I got my real estate license, which
29:29
Speaker 3: when I told a lot of the agents that I
29:31
Speaker 3: work with that I got my real estate license, they
29:33
Speaker 3: were flabbergasted because I had always vowed that I would
29:37
Speaker 3: never be a real estate agent, but apparently South Carolina
29:41
Speaker 3: changed that for me. So I got my license, and
29:46
Speaker 3: my first year I did pretty good for the most part.
29:48
Speaker 3: Got in really great with my broker and he just
29:52
Speaker 3: loves my work ethic and my knowledge. I was able
29:56
Speaker 3: to just hit the ground running with clients and conversations
29:59
Speaker 3: and by myself really well because of my experience. The
30:03
Speaker 3: only thing I had to get used to was the
30:05
Speaker 3: South Carolina laws are a little bit different and the
30:08
Speaker 3: contracts are extremely different. So that was the only that
30:12
Speaker 3: was the only part I didn't quite have down. But
30:15
Speaker 3: I've had my license for a year and a half now,
30:19
Speaker 3: and then my husband just joined my team in February,
30:22
Speaker 3: and we're going to start a little team and maybe
30:24
Speaker 3: get a buyer's agent or assistant or something. And I
30:28
Speaker 3: don't need to be making like you know, I don't
30:32
Speaker 3: need to be closing like one hundred and twenty million
30:34
Speaker 3: dollars or two hundred million dollars a year. That's not
30:36
Speaker 3: necessarily my goal. I still want to be that enjoying
30:40
Speaker 3: the beach lifestyle, but we definitely do want to be
30:46
Speaker 3: one of the top producing teams in the state of
30:48
Speaker 3: South Carolina. So that's where we're headed.
30:51
Speaker 1: Wow, that's an awesome story, and I definitely agree with
30:55
Speaker 1: the state is different. Ida hold landlocked, it's had ocean front.
31:01
Speaker 2: South Carolina has ocean front.
31:03
Speaker 1: You know, there's some laws and rules around that, I'm sure,
31:06
Speaker 1: but it's really cool and unique that you and Michael
31:09
Speaker 1: get to start a team. You know, at the brokerage
31:11
Speaker 1: you're at with your experience and just you guys being
31:15
Speaker 1: together for as long as you have, You're I guarantee
31:19
Speaker 1: you you're going to hit that goal. You've got to
31:21
Speaker 1: hit that milestone. It's just a matter of how many
31:23
Speaker 1: moons until then, right, So I'm excited to watch that journey.
31:28
Speaker 1: Can you tell us about are you are you bringing
31:31
Speaker 1: on a buyer's agent soon or like, what's your plan there?
31:37
Speaker 3: We it's I am a planner, no, you know TC,
31:43
Speaker 3: I am a systems creator, So right now I'm blueprinting
31:47
Speaker 3: what she and living team looks like. And then once
31:52
Speaker 3: I have that blueprint together, I think I'll feel more
31:55
Speaker 3: confident in bringing an agent on as a buyer's agent
31:59
Speaker 3: because my husband, who has only been in real estate
32:01
Speaker 3: agent since February, So to bring on another buyer's agent
32:07
Speaker 3: and to have to teach another buyer's agent on top
32:10
Speaker 3: of assisting my husband while running my business and doing
32:13
Speaker 3: my own clientele, it would just be a lot to
32:16
Speaker 3: take on. So I think having that blueprint in place,
32:20
Speaker 3: in the whole system ready to go, bringing somebody on
32:23
Speaker 3: will be a little bit more streamlined. So I'm just
32:25
Speaker 3: waiting for that right now.
32:27
Speaker 1: Yeah, I've heard that some of the best outcomes are
32:31
Speaker 1: based on spending ninety percent of the time on preparation
32:35
Speaker 1: and ten percent on execution.
32:37
Speaker 3: Oh, you should see how I write my offers then, right,
32:41
Speaker 3: and I negotiate. Oh my god.
32:43
Speaker 1: So it's you know, it's exciting that you guys are
32:45
Speaker 1: planning for that. You know, it's it's a great place
32:49
Speaker 1: to be, not just beachfront. Like I love South Carolina.
32:52
Speaker 2: My wife and I have been down there. We really,
32:54
Speaker 2: you know, love the East Coast as well. How do
32:58
Speaker 2: you find your leads down there?
33:01
Speaker 1: You know, being from Idaho for more time, you know,
33:05
Speaker 1: longer than you've been down.
33:06
Speaker 2: There, How are you Inah?
33:07
Speaker 1: Yeah, how are you building that lead flow?
33:11
Speaker 3: So I was going into the office every day with
33:15
Speaker 3: my brokerage. I when I was looking for a brokerage,
33:18
Speaker 3: I was deciding between better homes and gardens because I
33:21
Speaker 3: have a soft, soft heart in my heart for them.
33:24
Speaker 3: But Century twenty one Broadhurst, my broker and broker owner
33:30
Speaker 3: Jamie he is born and raised in South Carolina, literally
33:33
Speaker 3: in the neighbor or outside the neighborhood I live in
33:35
Speaker 3: right now, And it was really important for me, I said,
33:39
Speaker 3: I know, I want to be word of mouth agent
33:42
Speaker 3: at some point, but I have to build that clientele.
33:44
Speaker 3: I need to be with a broker who has been
33:48
Speaker 3: born and raised, has a great reputation within our small community,
33:52
Speaker 3: and will take me under his wing essentially. So that's
33:57
Speaker 3: what I did. I interviewed with him actually to be
33:59
Speaker 3: a tea see for their brokerage, and he said, you're crazy,
34:03
Speaker 3: get your license. Come back to me when you when
34:06
Speaker 3: you're a license, and then we'll talk. And that's what
34:08
Speaker 3: I did, and he said, all right. So I did
34:10
Speaker 3: get a lot of my leads from floor time actually,
34:13
Speaker 3: which was really lucky getting phone calls. Those were nurtures
34:17
Speaker 3: I had those guys for. I had like three floor
34:20
Speaker 3: time leads and it took me a year to like
34:22
Speaker 3: finally get them out here. And then broker leads. I
34:26
Speaker 3: really just came into the office and showed people what
34:29
Speaker 3: I could do and how hard I worked, and that's
34:32
Speaker 3: where I went. And then I got referrals just based
34:35
Speaker 3: off of those people that I had already closed. So
34:38
Speaker 3: I don't know, I just worked hard. I didn't sit
34:42
Speaker 3: down and twiddle my thumbs and say come to me,
34:45
Speaker 3: fill my bucket, fill my back account with you know.
34:48
Speaker 1: Well, that's That's also one of the other reasons I
34:50
Speaker 1: wanted to have you on the Cowis Mindset podcast is
34:53
Speaker 1: because I could tell just from interacting with you, seeing
34:56
Speaker 1: your path, your experience, who you've surrounded yourself with, and
34:59
Speaker 1: the direction that your trajectory is headed towards, that you
35:03
Speaker 1: represent this as much as anyone else who has been
35:05
Speaker 1: on this podcast. And you know, I'm excited that you
35:08
Speaker 1: have that opportunity. I am excited for the lessons that
35:11
Speaker 1: are still to be learned. You know, we'll probably touch
35:14
Speaker 1: base and obviously we work together, but they will work
35:17
Speaker 1: back in a year from now or two and we'll
35:19
Speaker 1: be like, remember when we did the podcast and we
35:21
Speaker 1: were at this point, and now look what's going on,
35:23
Speaker 1: And I'm just I'm excited to look back on that.
35:26
Speaker 1: But what do you think it is that separates the
35:29
Speaker 1: agents that scale, you know, they do what's in their
35:33
Speaker 1: best interest and hire a TC to help them scale,
35:35
Speaker 1: from the ones that are stuck at maybe one transaction
35:39
Speaker 1: a month or you know, maybe not even that volume,
35:42
Speaker 1: because like you said, most are not doing more than
35:46
Speaker 1: one transaction a year.
35:47
Speaker 3: Yeah, I think it's simple delegating, letting go. I hear
35:53
Speaker 3: a lot I and I I'm guilty of saying it myself.
35:58
Speaker 1: I like to do things.
35:59
Speaker 3: I'm used to having my hands in all the pots
36:02
Speaker 3: and being in charge of everything, and I'm not great
36:04
Speaker 3: at delegating. But if you want to get your business
36:08
Speaker 3: or scale to a level that you'll be able to
36:11
Speaker 3: maintain on your own, so that maybe you don't have
36:13
Speaker 3: to have a team member or be a part of
36:14
Speaker 3: a team, you have to have somebody in the background
36:18
Speaker 3: doing doing what you're doing at a computer and at
36:23
Speaker 3: a table so that you can be out running and
36:25
Speaker 3: doing the face to face stuff. And I've seen agents,
36:28
Speaker 3: you know, the older agents that just don't necessarily want
36:33
Speaker 3: to talk to a transaction coordinator or use a transaction
36:36
Speaker 3: coordinator because of whatever their reason is, and it usually
36:40
Speaker 3: shows in their production if you look it up. They
36:44
Speaker 3: just they stay where they're comfortable. And that's okay. You
36:47
Speaker 3: can stay where you want to be comfortable. But if
36:49
Speaker 3: you want to excel, if you want to do more business,
36:52
Speaker 3: you can't do it all by yourself. You'll never sleep
36:55
Speaker 3: and you'll never go on vacation, and it's just not necessary.
36:59
Speaker 3: You just have to let go and trust the person
37:03
Speaker 3: that you hire and interview people. You don't have to
37:05
Speaker 3: pick a TC just because you googled it in the
37:07
Speaker 3: first person that popped up. You are allowed to interview
37:10
Speaker 3: people just like your clients interviewed you to be the
37:12
Speaker 3: real estate agent.
37:14
Speaker 1: Yeah, that's great advice. I actually I interviewed three TC's.
37:19
Speaker 1: You know, two of them are here in the state
37:22
Speaker 1: of Idaho. Yeah, you know, it's They all have experience
37:25
Speaker 1: at Amherst Madison and you know, with different agents at
37:28
Speaker 1: the brokerage. But it worked really well so far, and
37:31
Speaker 1: I'm really happy I did. But in the future, I
37:35
Speaker 1: don't know what's going to happen with real estate. I
37:37
Speaker 1: know that a lot of people think that AI is
37:39
Speaker 1: going to take everyone's jobs. But AI can't have a
37:42
Speaker 1: real estate license. AI can't make someone feel the warmth
37:46
Speaker 1: of being there for someone through a transaction that is
37:49
Speaker 1: one of the biggest transactions they've ever had to be
37:51
Speaker 1: part of in their life. It might answer questions at
37:54
Speaker 1: screen value, but it doesn't have the judgment and discernment
37:58
Speaker 1: of a licensed professional. And when it comes to it
38:01
Speaker 1: doesn't matter what state you're in, you know, South Carolina
38:04
Speaker 1: or Idaho. I think the path forward is the agents
38:07
Speaker 1: that learn how to adapt, use people, use systems, and
38:12
Speaker 1: find a way to really just focus on what they're
38:15
Speaker 1: best at. Those are going to be the outliers.
38:18
Speaker 2: Did you ever do any of those.
38:21
Speaker 1: Behavioral or personality tests, like any of the Oh, I've.
38:25
Speaker 2: Done so many.
38:26
Speaker 3: I think I've done so many at this point in
38:27
Speaker 3: my life.
38:28
Speaker 1: I don't even. I don't even.
38:30
Speaker 3: I actually had to do one when I moved out
38:33
Speaker 3: here to interview for another brokerage. He and that's how
38:39
Speaker 3: why you know, I don't necessarily believe in those completely
38:43
Speaker 3: because you changed so much throughout your life and throughout
38:45
Speaker 3: certain circumstances. But I took up test and he was like, oh,
38:50
Speaker 3: it doesn't say you'd be a good real estate agent.
38:52
Speaker 3: You won't be good at sales. And I actually that
38:55
Speaker 3: agent I spoke with recently because I showed one of
38:57
Speaker 3: his properties, and he was floor that I became a
39:00
Speaker 3: real estate agent and that I'm actually, you know, topping
39:03
Speaker 3: like top one hundred and the century twenty one Broadhurst,
39:06
Speaker 3: or that my husband and I are in the top
39:09
Speaker 3: one hundred teams.
39:10
Speaker 2: So it was.
39:12
Speaker 3: Very surprising to him, and I'm like, see, you know,
39:15
Speaker 3: you can't always like don't like bog yourself down based
39:20
Speaker 3: off of a what a piece of paper says about you.
39:23
Speaker 3: I think you can go maybe learn a little bit
39:26
Speaker 3: from it and try to grow from it and be
39:29
Speaker 3: better than what the piece of paper told you you are.
39:32
Speaker 2: You know, Yeah, that's a good point.
39:35
Speaker 1: I've taken a ton of those two and I think
39:38
Speaker 1: that if you pigeonhole yourself or you box yourself out
39:43
Speaker 1: of opportunity based on the results of a behavioral test
39:47
Speaker 1: and a personality test that could be affected by what
39:50
Speaker 1: you're going through mentally, spiritually, emotionally, whatever it is physically
39:54
Speaker 1: at that time, you maybe want to just kind of
39:58
Speaker 1: disconnect yourself from that belief if that that's because if
40:01
Speaker 1: you buy in, that's what mindset is.
40:02
Speaker 2: Mindset is about.
40:04
Speaker 1: To me, at least, it's about your belief system, your values,
40:08
Speaker 1: your core internal instincts where you go when things are
40:12
Speaker 1: the hardest they've ever been or when they're the best
40:14
Speaker 1: they've ever been. It's almost like a character trait of
40:17
Speaker 1: something that you can you can adapt, you can grow,
40:20
Speaker 1: you can change based on how you spend your time
40:23
Speaker 1: to develop that. But your brain is a muscle just
40:26
Speaker 1: like anything else. If you're using it. It's gonna caro,
40:28
Speaker 1: it's gonna get better. You're gonna learn, You're going to adapt.
40:31
Speaker 1: But if you're not, it might shrink. You know. It's
40:34
Speaker 1: it's gonna It's basically like a muscle, right like when
40:37
Speaker 1: you when you stop working out, it's gonna atrophy. So
40:41
Speaker 1: I think I like the conversation and how it's gone today.
40:44
Speaker 1: Where I was going with that was have you noticed
40:47
Speaker 1: any type of characteristics mindset traits, behavior traits. I don't know,
40:54
Speaker 1: it could be astrological sign you know. Do you see
40:57
Speaker 1: any type of trends or commonalities between people that are
41:00
Speaker 1: truly setting themselves apart from just maybe your average grit grit? Mmm?
41:08
Speaker 3: I think I said that too. I had an agent
41:11
Speaker 3: when I was working for the Bacheler team. She called me,
41:13
Speaker 3: because I would get agents calling me all the time, Oh,
41:16
Speaker 3: can you train my assistant? Can you train my assistant?
41:19
Speaker 3: I just don't You've been doing so great. And this
41:21
Speaker 3: one agent called me and she said, my son wants
41:23
Speaker 3: to be my assistant. I want to train him. And
41:25
Speaker 3: I said, She's like, what is the one thing that
41:28
Speaker 3: he needs? And I said grit? And she's like, oh
41:31
Speaker 3: my god. I haven't heard that word in years, and
41:33
Speaker 3: I think that the real estate world is that. I mean,
41:36
Speaker 3: you really, you have to want to do it, You
41:40
Speaker 3: have to want to show up, and even when you
41:42
Speaker 3: don't want to show up, you still have to show up.
41:47
Speaker 3: So I think that that's that's going to be my
41:51
Speaker 3: my word for the type of person that has it,
41:55
Speaker 3: that can do it.
41:57
Speaker 1: Yeah, I would agree. I agree with that. I think,
41:59
Speaker 1: you know, having grit. To me, that means it's someone
42:02
Speaker 1: that's showing up no matter how they feel. It's showing
42:06
Speaker 1: up no matter how the circumstances are going. If they're
42:08
Speaker 1: winning or losing, you know, it's showing up even if
42:12
Speaker 1: they've gotten knocked down nine hundred and ninety nine times.
42:15
Speaker 1: It's showing up that thousand time when most people would
42:19
Speaker 1: have quit after the first or second time. That's the
42:22
Speaker 1: type of people that created the world we live in.
42:28
Speaker 1: Do you think a light bulb was an answer the first.
42:34
Speaker 3: About thinking about like drinking a pint of beerd He's like,
42:37
Speaker 3: oh shit, look the light bulb just started working.
42:39
Speaker 1: Yeah. No, Like things don't happen because we give up
42:43
Speaker 1: after the first, second, third, fourth, you know, you name it,
42:47
Speaker 1: unlimited times you know, it's it's the continuous, it's adapting
42:51
Speaker 1: that right, It's it's becoming a lifestyle for you, a
42:54
Speaker 1: personality trait, a key trait that you don't ever let
42:57
Speaker 1: go because and it's not just in one thing, it's
43:00
Speaker 1: everything that you do. Yeah, and so that's yeah, I
43:03
Speaker 1: think that's such a good word to keep. So for
43:05
Speaker 1: our listeners today, you know, if you take anything out
43:07
Speaker 1: of this other than who you work with matters, The
43:10
Speaker 1: systems that you work with matter. You know, it's your grit,
43:13
Speaker 1: it's your perseverance and keeping that in mind. So I
43:18
Speaker 1: wanted to say, you know, thank you again Alisha for
43:21
Speaker 1: coming on the show today. I think our conversation gave
43:24
Speaker 1: people a real appreciation for everything that happens behind the scenes,
43:28
Speaker 1: you know, and for successful high volume teams especially, they
43:32
Speaker 1: wouldn't happen with people like you. So, if there's one
43:36
Speaker 1: takeaway that you know someone can take from this episode,
43:38
Speaker 1: it's behind most teams that are doing huge numbers, you know,
43:42
Speaker 1: you see the face of the agents, Just know that
43:45
Speaker 1: a lot of times they have behind the scenes individuals, teammates,
43:48
Speaker 1: members that are on the admin or operation side. They
43:51
Speaker 1: also need recognition that they deserve, and great businesses they're
43:55
Speaker 1: not built by one person. Even if every contract says
43:57
Speaker 1: one person's name on it, chances are great people, great systems,
44:03
Speaker 1: leaders that know how to delegate, those are the ones
44:06
Speaker 1: they're winning. So for anyone who's listening today, grit is
44:10
Speaker 1: the word. And if you're asking how can I do more?
44:14
Speaker 1: How can I make more? How can I do more
44:16
Speaker 1: for the world, just look yourself in the mirror and
44:20
Speaker 1: you do you have grit?
44:21
Speaker 2: Or how do you get it if you don't.
44:23
Speaker 1: Thank you again, Alicia for sharing your experience today and
44:27
Speaker 1: we'll see you next time on Callus Mindset