Latest / The iDesign Lab Podcast / She Went From Zero Sales to $40 Million in 6 Months — The Mindset Behind the Comeback with Mariana Santelli

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She Went From Zero Sales to $40 Million in 6 Months — The Mindset Behind the Comeback with Mariana Santelli · The iDesign Lab Podcast

• 0:00
  Voice Over: This is iDesign Lab, a podcast where creativity and curiosity meet style and design.
• 0:06
  Voice Over: Curator of interiors, furnishings, and lifestyles.
• 0:09
  Voice Over: Hosted by Tiffany Woolley, an interior designer and a style enthusiast, along with her serial entrepreneur husband Scott.
• 0:17
  Voice Over: iDesign Lab is your ultimate design podcast where we explore the rich and vibrant world of design and its constant evolution in style and trends.
• 0:32
  TIffany Woolley: What if the home you live in could actually change the way you live your life?
• 0:37
  TIffany Woolley: Today, on the iDesign Lab podcast, we're talking with Mariana Santelli, a luxury real estate advisor with Douglas Elleman, a psychology major, graduate, mother, world traveler, and a passionate believer in intentional living.
• 0:53
  TIffany Woolley: Mariana understands that real estate isn't just about finding a beautiful house, it's about finding the space that supports the life that you want to create.
• 1:02
  TIffany Woolley: Welcome, Mariana, to the iDesign Lab Podcast.
• 1:05
  TIffany Woolley: Thank you so much for having me.
• 1:07
  TIffany Woolley: I'm so excited to be here.
• 1:08
  TIffany Woolley: So much fun to have you here.
• 1:10
  TIffany Woolley: Why don't you just introduce yourself, like a little share a little bit of your background story?
• 1:16
  TIffany Woolley: Okay.
• 1:16
  SPEAKER_03: I think you did a pretty good job introducing myself, but let me elaborate a little bit.
• 1:21
  SPEAKER_03: I am a luxury real estate advisor, mother of two.
• 1:27
  SPEAKER_03: I've been in this country.
• 1:28
  SPEAKER_03: I'm from Brazil.
• 1:29
  SPEAKER_03: I've been here since 1998.
• 1:32
  SPEAKER_03: I have been married for almost 17 years, and I'm very passionate about designing my life with intention, health and wellness, beautiful spaces, and just living my life the most authentic way possible.
• 1:48
  TIffany Woolley: So where did that start?
• 1:51
  TIffany Woolley: Do you know?
• 1:52
  TIffany Woolley: I mean, to me it's amazing coming from another country at such a young age, and just to see your passion to make your life happen.
• 2:04
  SPEAKER_03: Okay.
• 2:05
  SPEAKER_03: I have an idea where it started.
• 2:08
  SPEAKER_03: I when I moved here, I was 13.
• 2:12
  SPEAKER_03: I didn't know who I was.
• 2:14
  SPEAKER_03: I was not doing so great in school in Brazil.
• 2:18
  SPEAKER_03: And I was thrown into a classroom where I didn't speak the language, where I didn't know anyone.
• 2:24
  SPEAKER_03: And it was really hard for me.
• 2:26
  SPEAKER_03: I was adjusting to a new life and also having to, I was thrown into the lion's den and I had to survive.
• 2:34
  SPEAKER_03: I was literally in survival mode.
• 2:36
  SPEAKER_03: I had to work twice as hard as anyone else to make it through.
• 2:43
  SPEAKER_03: And so I would go home, I would rewrite all of my notes and study.
• 2:47
  SPEAKER_03: And I started getting straight A's for the first time in my life when the language wasn't even my native language.
• 2:55
  SPEAKER_03: And I discovered that all I had to do was put in the work, that I had it within me, and that I was smart, that I had potential.
• 3:04
  SPEAKER_03: And this just fueled my ambition and my passion for life and my belief in myself.
• 3:12
  SPEAKER_03: I think that's how it started.
• 3:13
  TIffany Woolley: At such a young age, it's really remarkable.
• 3:16
  Scott Woolley: Did you come to South Florida first from Brazil?
• 3:19
  TIffany Woolley: I did.
• 3:19
  TIffany Woolley: I came straight to Boca.
• 3:21
  Scott Woolley: To Boca.
• 3:21
  SPEAKER_03: Yeah.
• 3:22
  SPEAKER_03: So what led your family to Boca?
• 3:25
  SPEAKER_03: Um, in reality, we were supposed to move to Boston because my aunt, my mom's sister.
• 3:33
  SPEAKER_03: She lived there, so she was going to host us.
• 3:36
  SPEAKER_03: And we made a pit stop in Boca because my dad had a childhood friend who lived here.
• 3:41
  SPEAKER_03: And he asked us to stop and stay with him for a week.
• 3:45
  SPEAKER_03: And he, when we got here, he said, I'm not letting you go to Boston.
• 3:48
  SPEAKER_03: It's too cold.
• 3:49
  SPEAKER_03: You'll never get adjusted to the weather.
• 3:51
  SPEAKER_03: You'll end up moving back to Brazil.
• 3:53
  SPEAKER_03: Let me help you.
• 3:54
  SPEAKER_03: I'll get you guys jobs.
• 3:55
  SPEAKER_03: I'll help you enroll the kids in school.
• 3:58
  SPEAKER_03: And so we stayed.
• 3:59
  SPEAKER_03: Wow.
• 4:00
  Scott Woolley: So English is a second language.
• 4:02
  Scott Woolley: Yes.
• 4:03
  Scott Woolley: And you picked it up at 13.
• 4:05
  SPEAKER_03: I yeah, I started learning at 13.
• 4:08
  Scott Woolley: So that's a tough age.
• 4:09
  SPEAKER_03: It is, especially because, you know, I left everything I knew behind.
• 4:14
  SPEAKER_03: My friends, my culture, my family, my home, my language.
• 4:19
  SPEAKER_03: Um, I was uprooted from everything I knew, and I was thrown into a completely unfamiliar place.
• 4:26
  SPEAKER_03: I had never even been to the United States.
• 4:29
  TIffany Woolley: So it's so mind-blowing to me that at such a young age that that intuition was inside of you.
• 4:35
  TIffany Woolley: Do you feel uh the need to make sure your children feel that, or do you feel it's through example or 100%?
• 4:43
  SPEAKER_03: I do because I think that um intuition is a muscle.
• 4:50
  SPEAKER_03: The more you work at it, the better and stronger it becomes.
• 4:55
  SPEAKER_03: And I feel like I am a very intuitive person, but that's because I pay attention.
• 5:01
  SPEAKER_03: I'm well aware of my surroundings, I have a lot of self-awareness as well.
• 5:06
  SPEAKER_03: I analyze things, I think about the way things make me feel, what I want out of life, how can I get there faster?
• 5:13
  SPEAKER_03: What am I doing that's preventing me from achieving my goals?
• 5:17
  SPEAKER_03: And so I have all of these conversations with my kids.
• 5:19
  SPEAKER_03: Like we're not here just winging it.
• 5:23
  SPEAKER_03: You know, life is precious, time goes by fast.
• 5:26
  SPEAKER_03: Yeah.
• 5:26
  SPEAKER_03: It's okay to make mistakes, but make sure you don't make them again.
• 5:30
  SPEAKER_03: Learn.
• 5:30
  SPEAKER_03: Right.
• 5:31
  SPEAKER_03: Pay attention.
• 5:32
  TIffany Woolley: Yeah.
• 5:33
  SPEAKER_03: Yeah.
• 5:34
  TIffany Woolley: Well, I feel like, you know, as I've followed you on social media, and I really do appreciate the content in this new world that we live in of social media and the cell phone, like you said, you know, previously, it's like your business card.
• 5:49
  TIffany Woolley: You know, it is such an important part of business and growth.
• 5:54
  TIffany Woolley: What made you decide to choose that avenue to put yourself out there?
• 6:00
  SPEAKER_03: Um it's actually an interesting story.
• 6:04
  SPEAKER_03: I have always been a very private person.
• 6:06
  SPEAKER_03: I always enjoyed social media and posting because I'm a creative person and I think it's fun.
• 6:12
  SPEAKER_03: But my social media has always been private.
• 6:15
  SPEAKER_03: I was always very cautious and careful about sharing too much about my personal life, almost as a way to protect my energy and my marriage and my family.
• 6:25
  SPEAKER_03: But nowadays there's no privacy anymore, right?
• 6:28
  SPEAKER_03: Um, I decided to make my social media public when I've had some gut issues in my past.
• 6:37
  SPEAKER_03: Um, I was in my early 30s raising two young kids, and I was feeling extremely fatigued, depressed, my immunity was shot, constantly sick, couldn't sleep at night, um, very bloated.
• 6:49
  SPEAKER_03: I didn't feel good at all.
• 6:51
  SPEAKER_03: So I found a functional medicine specialist, went through a three-year healing journey.
• 6:57
  SPEAKER_03: That was probably one of the hardest things I've ever had to do.
• 7:01
  SPEAKER_03: And when I finally came out the other side with a lot of success, I said, I need to share my story because I'm sure I'm not the only one.
• 7:11
  SPEAKER_03: We all live in America, we know our food isn't the best.
• 7:14
  SPEAKER_03: I'm sure there's a lot of people going through the same thing.
• 7:17
  SPEAKER_03: So I made it public and I started sharing my story.
• 7:21
  SPEAKER_03: Um, the response was so overwhelmingly positive.
• 7:25
  SPEAKER_03: And at the time, I was a stay-at-home mom, feeling very fortunate to be able to raise my kids, but feeling like I was in a bubble at home.
• 7:37
  SPEAKER_03: And I always had this burning desire to find success, to, you know, find my way in life, find my passion, find my place.
• 7:48
  SPEAKER_03: I just didn't know how to start because my kids needed me.
• 7:51
  SPEAKER_03: Right.
• 7:52
  SPEAKER_03: And I learned that through the phone, I could reach so many people and I could make a difference.
• 7:58
  SPEAKER_03: When I started getting the feedback that people had lost weight because they changed their eating habits because of my example, or they joined the gym, or they started healing themselves.
• 8:11
  SPEAKER_03: I felt so inspired.
• 8:14
  SPEAKER_03: I felt so much purpose because the feeling of helping somebody is priceless.
• 8:20
  SPEAKER_03: It truly is.
• 8:22
  TIffany Woolley: It is.
• 8:22
  TIffany Woolley: And that's kind of what we're meant to do, right?
• 8:25
  TIffany Woolley: To feel that back.
• 8:26
  SPEAKER_03: And so my social media became a thing.
• 8:30
  SPEAKER_03: And so why not share my work on there too?
• 8:34
  Scott Woolley: At what point did real estate come into your life?
• 8:38
  SPEAKER_03: I got my license when I was 19.
• 8:41
  SPEAKER_03: So you while I was going to college as a side hustle.
• 8:45
  SPEAKER_03: Um, the clients came very easily to me because this was during the time in which getting a mortgage had very little requirement before the bubble.
• 8:55
  SPEAKER_03: And then the bubble burst, the market crashed, and I decided to put real estate on pause to focus on school.
• 9:02
  SPEAKER_03: Um, I got a job.
• 9:05
  SPEAKER_03: I was going to school for psychology, so I decided to get a job in the field to gain some experience.
• 9:09
  SPEAKER_03: I started working at a forensic psychology practice.
• 9:14
  Scott Woolley: And forensics.
• 9:17
  Scott Woolley: What is that exactly is that?
• 9:20
  SPEAKER_03: Um, you know, the the people that came to um the practice I worked at were people that were court ordered to do therapy.
• 9:29
  SPEAKER_03: Unbelievable.
• 9:30
  SPEAKER_03: So sex offenders, drug addicts, uh, people with anger management issues, domestic violence cases.
• 9:37
  SPEAKER_03: What a fascinating, like really fascinating parents who neglected and abused their kids.
• 9:43
  SPEAKER_03: Um, and this experience, I have to tell you, was instrumental in shaping me and making me who I am today.
• 9:52
  SPEAKER_03: Because I was very young, I was going to college, and this was another big experience that taught me the power I had within me.
• 10:00
  SPEAKER_03: I had to speak to all kinds of people.
• 10:03
  SPEAKER_03: I had to be assertive, I had to hold my own, I had to get the job done.
• 10:11
  SPEAKER_03: And, you know, at the end of the day, they're just people.
• 10:14
  SPEAKER_03: Right.
• 10:14
  SPEAKER_03: You know, and so I learned to speak to anyone and everyone and get the job done.
• 10:21
  SPEAKER_03: And I didn't know I had this in me.
• 10:24
  SPEAKER_03: You know, at my I remembered the first time I read the chart.
• 10:29
  SPEAKER_03: I was expecting this person to show up.
• 10:31
  SPEAKER_03: I had all these ideas in my mind.
• 10:33
  SPEAKER_03: I was nervous.
• 10:34
  SPEAKER_03: I wasn't sure I was going to be able to talk to this person.
• 10:38
  TIffany Woolley: That's such a fascinating like component that you wouldn't, I wouldn't know from you know where you are now.
• 10:45
  TIffany Woolley: Yeah.
• 10:46
  TIffany Woolley: That is like, so what age were you doing psychology?
• 10:49
  TIffany Woolley: Was that before kids?
• 10:51
  SPEAKER_03: Before kids.
• 10:52
  SPEAKER_03: Okay.
• 10:52
  SPEAKER_03: Before I got married.
• 10:54
  SPEAKER_03: I ended up doing this for seven years.
• 10:56
  SPEAKER_03: It was administrative work.
• 10:58
  SPEAKER_03: Seven years is a long time.
• 11:00
  SPEAKER_03: Long time.
• 11:01
  SPEAKER_03: Um, I started doing administrative work, and then I would participate in some of the sessions, help them translate, and you know, just be there for to gain experience.
• 11:13
  SPEAKER_03: And the goal was to go on to grad school and become a psychologist.
• 11:18
  SPEAKER_03: But God had different plans.
• 11:20
  SPEAKER_03: I met my husband.
• 11:21
  SPEAKER_03: Um, we got married, and I got pregnant.
• 11:24
  SPEAKER_03: And right before I had my first child, that's when I decided um to stop and be a mom and focus on raising my family.
• 11:32
  TIffany Woolley: Which led you to your health journey and social care and truly living with intention.
• 11:39
  TIffany Woolley: Right.
• 11:40
  TIffany Woolley: So, as your health journey started, and I followed you through all of that, I've definitely learned a couple things or two or multiple from you through all of that as well.
• 11:52
  TIffany Woolley: And I'm inspired how you stay so consistent.
• 11:58
  TIffany Woolley: Do you how do you stay that course?
• 12:02
  TIffany Woolley: Do you mark it in your calendar every like do you plan your week?
• 12:06
  TIffany Woolley: Like, I'm so fascinated how you make it all happen.
• 12:10
  Scott Woolley: When you say she stays her course, what do you mean people who are listening to understanding?
• 12:14
  SPEAKER_03: Like she truly stays on track.
• 12:17
  SPEAKER_03: Um, I'm very consistent and I think determined, consistent, disciplined, intentional.
• 12:25
  SPEAKER_03: Um, I think part of it came from watching my parents work so hard.
• 12:31
  SPEAKER_03: Um, they both have very strong work ethic, which is somebody I'm proud to say that I've developed too just by watching them, you know, immigrant parents trying to make a living, trying to give their kids a better life.
• 12:44
  SPEAKER_03: They each had two jobs, and I watched them work so hard all the time, never took a day off, you know, just did what they had to do.
• 12:52
  SPEAKER_03: And that's one of my models in life.
• 12:54
  SPEAKER_03: You do what it takes, you do what you have to do no matter what.
• 12:58
  Scott Woolley: So, um But you're having fun through the whole process.
• 13:02
  SPEAKER_03: I love my life and my life.
• 13:05
  SPEAKER_03: I I am obsessed with it.
• 13:08
  SPEAKER_03: When I go to the gym, it's not, oh, I have to do this.
• 13:11
  SPEAKER_03: No, I get to do this.
• 13:13
  SPEAKER_03: I want to do this.
• 13:14
  SPEAKER_03: I put my music on and I am just on cloud nine.
• 13:18
  SPEAKER_03: You know, and this is why you get results, because this is why I'm able to show up every day, because I've learned to love it.
• 13:24
  SPEAKER_03: Was I always like this?
• 13:26
  SPEAKER_03: No.
• 13:26
  SPEAKER_03: I remember my first gym membership.
• 13:28
  SPEAKER_03: I didn't show up for years.
• 13:30
  SPEAKER_03: I would pay every month and not show.
• 13:32
  SPEAKER_03: But I made a conscious decision that if other people could do it, I could too.
• 13:40
  SPEAKER_03: I could love to exercise, I could achieve the body of my dreams and the health, optimal health.
• 13:47
  SPEAKER_03: It's all up to me.
• 13:48
  SPEAKER_03: And it's so funny because I was on vacation recently, and I always get messages from people, but this one person said, How do you wake up every day on vacation?
• 14:00
  SPEAKER_03: I know.
• 14:00
  SPEAKER_03: And you go to the gym.
• 14:02
  SPEAKER_03: I mean it's so hard for me after having some wine the night before to get out of bed and go exercise.
• 14:09
  SPEAKER_03: And the answer is so simple.
• 14:12
  SPEAKER_03: My answer was, and I'm like, gosh, I wonder if I was too harsh, but it's just what it is.
• 14:17
  SPEAKER_03: I said, I set the alarm the night before.
• 14:20
  SPEAKER_03: I go to sleep.
• 14:21
  SPEAKER_03: When the alarm rings, I get up.
• 14:23
  SPEAKER_03: Period.
• 14:23
  SPEAKER_03: Right.
• 14:24
  SPEAKER_03: That's really what it is.
• 14:26
  TIffany Woolley: And it's wild to me because I mean, that's something I struggle with, even though I'm so regimented at home.
• 14:32
  TIffany Woolley: And then I let, you know, we travel and I don't do anything.
• 14:36
  TIffany Woolley: And then I'll like subtly blame Scott because he's not into doing it in my mind, you know, like, oh, it's not nice if I leave.
• 14:44
  TIffany Woolley: You know, you make all these excuses, and I guess I'm so impressed that you don't.
• 14:48
  SPEAKER_03: I don't I don't negotiate with yourself my excuses or my brain.
• 14:53
  TIffany Woolley: What a great comedy.
• 14:54
  TIffany Woolley: I just go.
• 14:55
  TIffany Woolley: That's amazing.
• 14:56
  TIffany Woolley: I have never felt worse after a workout.
• 14:59
  TIffany Woolley: It's so true.
• 15:00
  TIffany Woolley: It's something you never regret either.
• 15:02
  TIffany Woolley: You know, and I'm trying with my own girls, and it's fun to see them at, you know, in the afternoon coming home from school and stuff, and they'll definitely always make time to exercise.
• 15:13
  TIffany Woolley: So, you know, I feel like it has rubbed off on them.
• 15:16
  TIffany Woolley: And they're now helping me on holiday to get out at least a few days in the trip, you know, and actually.
• 15:25
  TIffany Woolley: We're normally just too busy on trips.
• 15:27
  TIffany Woolley: Well, everybody's too busy.
• 15:29
  TIffany Woolley: Those are the excuses we can't do.
• 15:31
  SPEAKER_03: But you know, but this is also something I think about.
• 15:33
  SPEAKER_03: I hope that my example is will one day rub off on my kids.
• 15:39
  SPEAKER_03: I hope they're watching me and they're like I watched my parents, right?
• 15:42
  SPEAKER_03: And I became who I am because I was watching their example.
• 15:46
  TIffany Woolley: I know I often wonder about that too, because Scott and I both have really great work ethics, and we grew up more in a place of privilege.
• 15:55
  TIffany Woolley: And I'm like, how did, you know, even though we had so much help and support growing up, how did my parents I don't know where it came from, except for the fact of knowing that I'm in control of where I end up.
• 16:09
  TIffany Woolley: So, and the more I put the time in, but I don't think it hit me until after becoming a parent.
• 16:16
  TIffany Woolley: I feel like that was when it clicked for me.
• 16:20
  TIffany Woolley: So the fact that I'm so impressed that at a younger age you knew instinctively that the more effort you put in, the more you're gonna get out quicker or to the goal quicker.
• 16:32
  SPEAKER_03: Right.
• 16:32
  SPEAKER_03: You know, it you know, it's experiences, right?
• 16:35
  SPEAKER_03: And I feel like in life we grow and evolve through hard times.
• 16:38
  SPEAKER_03: Unfortunately, it has to hurt for us to learn and change.
• 16:42
  TIffany Woolley: It does, yes.
• 16:43
  SPEAKER_03: And I am very fortunate that I had some big life lessons at such a young age.
• 16:50
  TIffany Woolley: So let's go back to you went to school for psychology, but then you popped into Harvard.
• 16:58
  SPEAKER_03: Um I had a, so I I have many interests in life, and I'm very curious.
• 17:07
  SPEAKER_03: And because I love health and wellness so much and nutrition, I came across this course on health and wellness nutrition, how to design um a nutrition plan, I think it was called, um, offered by Harvard.
• 17:21
  SPEAKER_03: And I was like, why not?
• 17:23
  SPEAKER_03: Let's see what this is all about.
• 17:24
  SPEAKER_03: So I signed up and I did the course.
• 17:27
  SPEAKER_03: And yeah, so I'm a certified health coach by Harvard.
• 17:33
  TIffany Woolley: So, what was that experience like integrating that?
• 17:36
  TIffany Woolley: Was it remote, right?
• 17:38
  TIffany Woolley: That you um yes.
• 17:40
  TIffany Woolley: Or did you have to do some in person?
• 17:42
  SPEAKER_03: No, it was uh remote via Zoom on the computer.
• 17:47
  SPEAKER_03: Um I did it out of curiosity, really because I am passionate about the topic and I like to read about it and learn about it.
• 17:55
  SPEAKER_03: To be really honest, a lot of this stuff I already knew because I read a lot on my own.
• 18:00
  SPEAKER_03: But after I became certified, I developed this um health reset program.
• 18:06
  SPEAKER_03: Um, you know, a program made up of four weeks each week with a different goal teaching people how to eat to lower inflammation, how to eat to build muscle, how to eat to heal your gut or to support your gut health, um, how to eat low carb.
• 18:23
  SPEAKER_03: And, you know, so the education gave me the authority to develop that.
• 18:28
  SPEAKER_03: So tell us more about the plan.
• 18:31
  SPEAKER_03: So the plan is really a guide that you follow for four weeks.
• 18:37
  SPEAKER_03: You choose which we week resonates with you more.
• 18:41
  SPEAKER_03: Okay.
• 18:41
  SPEAKER_03: And you either live it like that or you, you know, right after the holidays, you need to lower your inflammation a little bit.
• 18:49
  SPEAKER_03: So you have the tools to go back to that plan.
• 18:53
  SPEAKER_03: And, you know, have all the tools for different goals and to just decide what you need at any given moment.
• 19:01
  SPEAKER_03: And the plan includes um how to eat, what to buy at the grocery store, um, the different ingredients, what to avoid, um, recipes, how to cook, very simple stuff because it can be very intimidating, you know, to people want to get healthier, but sometimes they don't know.
• 19:19
  SPEAKER_03: No, they don't have the tools.
• 19:21
  SPEAKER_03: Yeah.
• 19:21
  TIffany Woolley: So you took all the research and all your knowledge and then everything you learned going through your health journey and put it all in one place.
• 19:30
  SPEAKER_03: Right.
• 19:30
  SPEAKER_03: And I think my personal experience is the most valuable.
• 19:35
  SPEAKER_03: Agreed.
• 19:35
  TIffany Woolley: Yeah.
• 19:36
  TIffany Woolley: Agreed.
• 19:37
  TIffany Woolley: So, what does your exercise regimen look like?
• 19:42
  SPEAKER_03: I exercise six days a week.
• 19:45
  SPEAKER_03: Um, I lift weights Monday through Friday.
• 19:48
  SPEAKER_03: On the weekends, I do cardio only.
• 19:51
  SPEAKER_03: I do cardio like all the time, but on the weekends it's just cardio.
• 19:56
  SPEAKER_03: Um, every day I focus on a different muscle group.
• 19:59
  SPEAKER_03: I work my whole body.
• 20:01
  SPEAKER_03: I even do chest, um, chest, arms, back, everything.
• 20:06
  SPEAKER_03: Um, muscle equals longevity.
• 20:10
  SPEAKER_03: The more muscle you have, the more years you have.
• 20:13
  SPEAKER_03: Um, I want to age gracefully.
• 20:15
  SPEAKER_03: I want to be independent.
• 20:17
  SPEAKER_03: I want to be able to move.
• 20:19
  SPEAKER_03: And this is the way to get there.
• 20:21
  SPEAKER_03: So I'm being proactive about it.
• 20:23
  SPEAKER_03: Um, like I said, I don't negotiate with excuses.
• 20:27
  SPEAKER_03: It's my most important meeting is a meeting with myself every day.
• 20:32
  SPEAKER_03: It's scheduled like a work meeting.
• 20:35
  SPEAKER_03: I show up, I'm not late, and I don't reschedule.
• 20:38
  SPEAKER_03: Amazing.
• 20:39
  SPEAKER_03: That's just how it is.
• 20:40
  SPEAKER_03: Amazing.
• 20:41
  Scott Woolley: Really, Tiffany life doesn't start until she's exercised each day.
• 20:45
  Scott Woolley: Same.
• 20:46
  Scott Woolley: Yeah.
• 20:46
  TIffany Woolley: Same.
• 20:47
  SPEAKER_03: It's definitely a mental, you know, and I'm a hundred percent.
• 20:51
  SPEAKER_03: I feel like my mental um health is directly correlated to my physical health.
• 20:57
  SPEAKER_03: That's the truth.
• 20:58
  SPEAKER_03: When I when I feel physically strong, I'm sharp, I'm confident, and vice versa.
• 21:05
  SPEAKER_03: When I when my mind is right, then I'm I go to the gym and I'm able to lift and I'm able to have my best, you know, workouts.
• 21:14
  TIffany Woolley: So from the health and wealth wellness journey, now you've pivoted to real estate as your work.
• 21:22
  SPEAKER_03: Right.
• 21:23
  SPEAKER_03: So um I was a stay-at-home mom, always admiring these women who did it all, these women who were successful, had jobs, and were also moms.
• 21:35
  SPEAKER_03: And, you know, I fantasized about being one of them one day, but I didn't know how.
• 21:42
  SPEAKER_03: And so for many years, I wondered what I could do.
• 21:46
  SPEAKER_03: And then I'm like, hello, I have the real estate license.
• 21:49
  SPEAKER_03: That's the easiest choice.
• 21:51
  TIffany Woolley: So And I you know good real estate too.
• 21:55
  TIffany Woolley: I mean, your life is right.
• 21:57
  SPEAKER_03: I represent the lifestyle I live, correct.
• 22:00
  SPEAKER_03: So it made a lot of sense.
• 22:01
  SPEAKER_03: I joined Douglas Ellen and I announced it to the world on social media.
• 22:07
  SPEAKER_03: Hey, I'm back.
• 22:08
  SPEAKER_03: I'm doing real estate.
• 22:10
  Scott Woolley: How long ago was that?
• 22:11
  SPEAKER_03: That was a year and a half ago.
• 22:13
  SPEAKER_03: Only a year ago.
• 22:14
  SPEAKER_03: A year and a half ago.
• 22:15
  SPEAKER_03: And I have to say, I was petrified when I announced it to the world because I have so much confidence in myself in general.
• 22:29
  SPEAKER_03: But I had spent so many years at home.
• 22:31
  SPEAKER_03: Right.
• 22:31
  SPEAKER_03: In my little bubble.
• 22:33
  SPEAKER_03: I second guessed my abilities.
• 22:36
  SPEAKER_03: And I would, I had these little voices in my head, but why would somebody hire you when you've been home for so many years?
• 22:44
  SPEAKER_03: You don't have the experience.
• 22:46
  SPEAKER_03: Um, it's too late for you.
• 22:48
  SPEAKER_03: You missed out.
• 22:49
  SPEAKER_03: You know, you spent your most important years raising kids instead of building your careers.
• 22:54
  Scott Woolley: How does everyone know that?
• 22:55
  Scott Woolley: People really don't know that.
• 22:57
  SPEAKER_03: They don't know that.
• 22:58
  Scott Woolley: And so I That's only what's in your head at that moment.
• 23:02
  SPEAKER_03: Right.
• 23:02
  SPEAKER_03: But then I had this other voice that said, go get it.
• 23:07
  SPEAKER_03: Now you have to bring everything you bring to the gym, your discipline, your work ethic, your confidence to another aspect of your life.
• 23:16
  SPEAKER_03: And now we're gonna see what you're made out of.
• 23:19
  SPEAKER_03: You're not gonna fail because you only fail if you choose to fail.
• 23:24
  SPEAKER_03: If you don't give up, at some point it's gonna click, right?
• 23:27
  SPEAKER_03: Yes.
• 23:28
  SPEAKER_03: So now you announced it to the world.
• 23:29
  SPEAKER_03: Now let's show them.
• 23:30
  SPEAKER_03: There's no going back.
• 23:31
  SPEAKER_03: There's no going back.
• 23:33
  SPEAKER_03: Let's show them.
• 23:34
  SPEAKER_03: So I joined the team.
• 23:36
  SPEAKER_03: Um, I figured being on a team was my best option because I would learn, I would be around, you know, contract drafting and showings and listing presentations and all these things.
• 23:48
  SPEAKER_03: And I worked nonstop, like networking, I was helping people, stage homes.
• 23:54
  SPEAKER_03: Oh, you were.
• 23:55
  SPEAKER_03: I was.
• 23:55
  SPEAKER_03: I was doing everything and anything I could.
• 23:57
  SPEAKER_03: I went to every single meeting, floor plan meetings, architecture meetings, everything for free.
• 24:05
  SPEAKER_03: Right.
• 24:07
  SPEAKER_03: And that translated to nothing.
• 24:09
  SPEAKER_03: Really?
• 24:10
  SPEAKER_03: Nothing.
• 24:11
  SPEAKER_03: I invested heavily on content creation.
• 24:13
  SPEAKER_03: I was putting out all these beautiful videos.
• 24:16
  SPEAKER_03: Guess how many deals I closed in one year on my first year?
• 24:20
  SPEAKER_03: I don't know.
• 24:21
  SPEAKER_03: Zero.
• 24:21
  SPEAKER_03: Zero.
• 24:22
  SPEAKER_03: Okay, so you didn't give up.
• 24:24
  SPEAKER_03: I was beyond frustrated.
• 24:26
  SPEAKER_03: Wow.
• 24:26
  SPEAKER_03: I was like, wow, this isn't meant to be.
• 24:29
  SPEAKER_03: This is not the right path.
• 24:30
  SPEAKER_03: I need to do something else.
• 24:33
  SPEAKER_03: Um, I'm doing my best.
• 24:34
  SPEAKER_03: And I was showing up every day, and it just wasn't translating.
• 24:40
  SPEAKER_03: But I refused to give up until at least closing something.
• 24:44
  SPEAKER_03: I'm like, how am I gonna stop?
• 24:46
  SPEAKER_03: I haven't even experienced any success.
• 24:48
  SPEAKER_03: Right.
• 24:48
  TIffany Woolley: And were you talking with any of your colleagues at this time?
• 24:52
  SPEAKER_03: Were you Well, I left the team.
• 24:53
  SPEAKER_03: Okay.
• 24:54
  SPEAKER_03: After only three months, I realized it wasn't for me and I needed to do it on my own.
• 25:04
  SPEAKER_03: If there's one thing about me, is I don't know how, but but I sense things, like intuition, I guess.
• 25:13
  SPEAKER_03: And I I and I sense things fast.
• 25:15
  SPEAKER_03: I don't waste time.
• 25:17
  SPEAKER_03: Very fast, I realized the team is not for me.
• 25:20
  SPEAKER_03: I know what I'm capable of.
• 25:23
  SPEAKER_03: And one day when things start happening, I don't want to share my piece of the pie with these guys.
• 25:30
  SPEAKER_03: Right?
• 25:31
  SPEAKER_03: Yeah.
• 25:32
  SPEAKER_03: So one day things just started happening, and then they started happening fast.
• 25:38
  SPEAKER_03: In six months, I sold over 40 million dollars.
• 25:41
  SPEAKER_03: Good for you.
• 25:43
  SPEAKER_03: And thank God I didn't have to share with anyone.
• 25:45
  TIffany Woolley: Isn't that amazing?
• 25:47
  TIffany Woolley: Wow.
• 25:48
  TIffany Woolley: So what do you think the change was, besides obviously letting go of a team effort that wasn't working, and you said you were focusing on content creation and this?
• 25:59
  SPEAKER_03: I think that I'm a firm believer that everything happens for a reason.
• 26:05
  SPEAKER_03: Everything happens at the right time when it should happen.
• 26:09
  SPEAKER_03: And there were things I needed to work on mentally to unlock my full potential.
• 26:15
  SPEAKER_03: I still had doubts, and there were things that were blocking me from blossoming, really.
• 26:23
  SPEAKER_03: And when I started really like challenging these beliefs in my mind, overcoming them, overcoming them and pushing them aside, that's when things started to happen.
• 26:37
  SPEAKER_03: I think that um, you know, not giving up, I had to prove to myself that I I was in it for the long run.
• 26:47
  SPEAKER_03: And really just um being highly blessed.
• 26:52
  TIffany Woolley: So what a fun like reward after all that hard work to now like you really not only are you in it, but you're successful in it.
• 27:01
  TIffany Woolley: What do you do to find your clients or what's your process once you're are you looking more for listings or are you more focused on sales, or what's your um, you know, I I do everything, I don't turn anyone down.
• 27:17
  SPEAKER_03: Right.
• 27:17
  SPEAKER_03: That's what I was in the beginning too.
• 27:19
  SPEAKER_03: Right.
• 27:20
  SPEAKER_03: My favorite thing is new development.
• 27:23
  SPEAKER_03: Um, I love bringing my buyers to these beautiful new projects because I like to show beautiful things.
• 27:31
  SPEAKER_03: They excite me.
• 27:32
  SPEAKER_03: And I love design.
• 27:34
  SPEAKER_03: And so when you have the option of choosing your own finishes, I always like to help them with that and give them my two cents.
• 27:41
  SPEAKER_03: So that's like my what I'm trying to make my specialty.
• 27:47
  SPEAKER_03: Um, I don't new construction, new construction, new developments.
• 27:52
  SPEAKER_03: Um I really don't chase clients.
• 27:56
  SPEAKER_03: I attract them.
• 27:58
  SPEAKER_03: Oh, I like that.
• 27:59
  SPEAKER_03: And this is like yeah, word of mouth.
• 28:02
  SPEAKER_03: I I give my best to every single client.
• 28:07
  SPEAKER_03: I go above and beyond for them.
• 28:09
  SPEAKER_03: Um, and I'll give you an example.
• 28:11
  SPEAKER_03: I had an out-of-town client who bought, I don't know if it was a five or six-bedroom home, but it was a pretty large home.
• 28:19
  SPEAKER_03: And he was a single guy.
• 28:20
  SPEAKER_03: And because he lived in New York, he was like, you know, I have no idea how to furnish this house or how to even decorate.
• 28:27
  SPEAKER_03: I'm a single guy.
• 28:29
  SPEAKER_03: I said, I got you.
• 28:30
  SPEAKER_03: I went to a furniture store.
• 28:32
  SPEAKER_03: I picked every single piece of furniture for the full house, including accessories, rugs, lamps, pillows.
• 28:41
  SPEAKER_03: And I put it on a on a invoice.
• 28:45
  SPEAKER_03: Uh-huh.
• 28:46
  SPEAKER_03: And I was like, here, piece by piece, if you want to buy it all, you can.
• 28:49
  SPEAKER_03: If not, you can pick and choose with pictures and everything.
• 28:53
  SPEAKER_03: And because that's just what I do.
• 28:56
  SPEAKER_03: In the beginning, you have to go above and beyond.
• 28:58
  SPEAKER_03: You have to offer something extra.
• 29:00
  SPEAKER_03: You have to deliver more than what's expected.
• 29:03
  SPEAKER_03: And so that's the energy I'm putting out.
• 29:06
  SPEAKER_03: And it's return, it's coming back to me.
• 29:08
  SPEAKER_03: People love it, they appreciate it, and so they refer me to their friends.
• 29:13
  SPEAKER_03: And so that's just been a ripple effect.
• 29:15
  unknown: Correct.
• 29:16
  Scott Woolley: So through all this, you have a family.
• 29:18
  Scott Woolley: You haven't mentioned or really talked about your husband.
• 29:22
  Scott Woolley: What's his feeling while you're doing all this?
• 29:25
  SPEAKER_03: Is he I have to say that going back to work has been amazing for my life because it has doubled the admiration that my husband has for me.
• 29:39
  SPEAKER_03: Oh, yes, it's so it's been so good for my relationship.
• 29:43
  SPEAKER_03: You know, he always respected me.
• 29:45
  SPEAKER_03: I'm a great mom.
• 29:46
  SPEAKER_03: I'm a hands-on wife mom.
• 29:48
  SPEAKER_03: I'm, you know, I I truly give my best in everything I do.
• 29:53
  SPEAKER_03: But my husband knew how smart I am.
• 29:56
  SPEAKER_03: He knew all the potential I had within me.
• 29:58
  SPEAKER_03: And to see all these things come out, to see me flourish, it's been really nice to see the change that it has brought to my relationship.
• 30:09
  SPEAKER_03: Like he looks at me with a different level of respect.
• 30:12
  SPEAKER_03: Right.
• 30:13
  SPEAKER_03: How special.
• 30:14
  SPEAKER_03: And I'm setting an example for my kids, right?
• 30:18
  SPEAKER_03: That's the most important to me.
• 30:19
  SPEAKER_03: I have a son and a daughter.
• 30:21
  SPEAKER_03: My daughter, I always tell her how she can do whatever she wants because she has all the potential in the world.
• 30:29
  SPEAKER_03: All she has to do is work for it.
• 30:32
  SPEAKER_03: But I would always ask myself, but what example are you giving?
• 30:36
  SPEAKER_03: Your home.
• 30:37
  SPEAKER_03: Yeah.
• 30:38
  SPEAKER_03: Show her how it's done.
• 30:40
  SPEAKER_03: Right.
• 30:40
  SPEAKER_03: Now I'm showing her.
• 30:42
  SPEAKER_03: And one day my son's gonna have a wife.
• 30:44
  SPEAKER_03: I want to be the reference.
• 30:46
  SPEAKER_03: Right.
• 30:46
  SPEAKER_03: I want my son to say, you know what?
• 30:48
  SPEAKER_03: We can do it as a team.
• 30:50
  SPEAKER_03: Yes.
• 30:50
  TIffany Woolley: Yeah.
• 30:51
  TIffany Woolley: That's special.
• 30:53
  TIffany Woolley: What was it like going back in your scheduling and keeping everything?
• 30:57
  TIffany Woolley: Obviously, not negotiating with excuses.
• 31:00
  TIffany Woolley: I love that.
• 31:01
  TIffany Woolley: But really for them, I mean, do you are you like trying to juggle hours or are you just like, do you hit those like late, later evenings and oh yeah, who's gonna pick up so and so?
• 31:13
  SPEAKER_03: It's hard.
• 31:14
  SPEAKER_03: Um, it's not perfect.
• 31:16
  SPEAKER_03: Sometimes I'm scrambling.
• 31:18
  SPEAKER_03: Sometimes I show up late, and and they're understanding.
• 31:22
  SPEAKER_03: Right.
• 31:22
  SPEAKER_03: You know, I tell them, look, I'm in a meeting, I'm not gonna be on time, just sit and wait.
• 31:28
  SPEAKER_03: Right, figure it out.
• 31:29
  SPEAKER_03: Figure it out or find a ride home.
• 31:31
  SPEAKER_03: Um, I have help.
• 31:33
  SPEAKER_03: My parents are very hands-on, they help me.
• 31:35
  SPEAKER_03: Um, I have somebody um now, since like maybe a month ago, who's helping me pick up the kids and take them to different activities.
• 31:45
  SPEAKER_03: My kids are very active.
• 31:47
  SPEAKER_03: That's also something that I it's a non-negotiable, they have to be physically active.
• 31:53
  SPEAKER_03: So they have their sports, they're ha they have their activities.
• 31:57
  SPEAKER_03: Um just because I'm busy doesn't mean that they don't do the things they need to do, right?
• 32:03
  Scott Woolley: But you don't have a nine to five job, what you're doing.
• 32:07
  SPEAKER_03: This this was something that was very important.
• 32:10
  SPEAKER_03: I'm in charge of my schedule.
• 32:12
  SPEAKER_03: Yeah.
• 32:12
  TIffany Woolley: Yes.
• 32:12
  TIffany Woolley: And that is the beauty of real estate, really, too, for a you know, a mom.
• 32:18
  Scott Woolley: And you know, I think But isn't it isn't it tougher for you in what you're doing?
• 32:22
  Scott Woolley: A client comes into town and says, I'm available on Saturday from three to five.
• 32:27
  SPEAKER_03: Oh, and this happens all the time.
• 32:28
  SPEAKER_03: Yeah.
• 32:29
  Scott Woolley: Oh, that's why right in the middle of like family time where you're planning on going to the movie or somewhere or go to see the kids doing, you know, a sport.
• 32:37
  SPEAKER_03: Yeah, but I have a husband.
• 32:39
  SPEAKER_03: Um, you know, if they have a game and I can't be there, my husband will go.
• 32:43
  SPEAKER_03: They understand.
• 32:45
  Scott Woolley: Um, you know And how have you handled that?
• 32:48
  Scott Woolley: Because that sometimes could be tough.
• 32:51
  SPEAKER_03: Um, you know, I'm I'm a very practical person.
• 32:54
  SPEAKER_03: I'm not very like emotional.
• 32:57
  SPEAKER_03: I have to do what I have to do because I'm also Mariana the woman with goals and interests.
• 33:03
  SPEAKER_03: Yeah.
• 33:04
  SPEAKER_03: You know, I don't have to be at every single game to show them that I care, that I support, and that I love them and that I'm proud of them.
• 33:12
  SPEAKER_03: Right.
• 33:12
  SPEAKER_03: I have other ways of achieving that.
• 33:15
  SPEAKER_03: I have to go, I'm 41.
• 33:17
  SPEAKER_03: I have urgency, I have goals.
• 33:19
  SPEAKER_03: I need to achieve a certain number that I have in my mind.
• 33:23
  SPEAKER_03: I gotta go.
• 33:27
  Scott Woolley: That's the way Tiffany is.
• 33:29
  TIffany Woolley: So when you say like you have these goals in your mind, are you writing them down?
• 33:33
  TIffany Woolley: Are you manifesting?
• 33:35
  TIffany Woolley: Are you do you sign into all that?
• 33:36
  TIffany Woolley: Like or everything.
• 33:38
  SPEAKER_03: Yeah, all of it.
• 33:39
  SPEAKER_03: Everything.
• 33:40
  SPEAKER_03: I imagine, I see myself, I feel it.
• 33:45
  SPEAKER_03: I even see the zeros multiplying when I close my eyes.
• 33:49
  SPEAKER_03: I really do.
• 33:50
  SPEAKER_03: I write it down.
• 33:51
  SPEAKER_03: I have this little ritual that I do with my family every December 31st.
• 33:56
  SPEAKER_03: Okay.
• 33:57
  SPEAKER_03: We sit down, we write down our goals for the next year, and we fold the paper and we put the paper inside my safe.
• 34:04
  SPEAKER_03: And then the next December 31st, we open the paper, we see what we've accomplished.
• 34:09
  SPEAKER_03: I love that.
• 34:10
  SPEAKER_03: And then we do it all over again.
• 34:11
  SPEAKER_03: Oh my god, I love it.
• 34:12
  SPEAKER_03: And I think when you write it down, it's just another layer.
• 34:16
  SPEAKER_03: It makes it more powerful.
• 34:17
  SPEAKER_03: It is.
• 34:18
  Scott Woolley: So Tiffany has us in our family.
• 34:21
  Scott Woolley: She makes us all 31st or the 1st of January 1st, typically.
• 34:27
  Scott Woolley: Go online, get newspapers, magazines, cut out pictures, make a board of all the images and things that you want or you want to achieve for that year.
• 34:37
  Scott Woolley: And then she has us all put it and tape it up to our mirrors in front of our sinks and in everyone's bathroom.
• 34:44
  Scott Woolley: And you see it every day.
• 34:45
  SPEAKER_04: You see it every day reaching for that goal.
• 34:48
  Scott Woolley: Because I've always lived my whole life, always like anything I could dream of, think of, wanting, I went and did it.
• 34:56
  SPEAKER_03: It's so cliche, but it's so true, isn't it?
• 35:00
  SPEAKER_03: When you have it in your mind, especially when you're reminded constantly of that goal, you do what it takes.
• 35:07
  SPEAKER_03: Yeah.
• 35:08
  SPEAKER_03: Right?
• 35:08
  SPEAKER_03: You do to get there.
• 35:10
  SPEAKER_03: You do.
• 35:10
  Scott Woolley: And life is so short.
• 35:12
  Scott Woolley: We're here for such a short amount of time in the world, which I don't think most people really ever even take the time to think about how big this world is, how much there is to see, how different and unique all these places all over this planet are.
• 35:28
  Scott Woolley: And most people live their whole life in a town and never even leave the town and never even get to experience.
• 35:35
  Scott Woolley: Like I see you travel.
• 35:37
  SPEAKER_03: I travel a lot.
• 35:38
  Scott Woolley: So you're experiencing the world and seeing things that 99% of the people on the planet.
• 35:44
  Scott Woolley: I love people.
• 35:46
  SPEAKER_03: I love all cultures.
• 35:47
  SPEAKER_03: I'm fascinated by the cuisine, the language, the design, the hotels.
• 35:52
  SPEAKER_03: Like I want to go and I want to live the way they live.
• 35:56
  SPEAKER_03: Experience everything.
• 35:57
  SPEAKER_03: Yes, because I I think it opens up my mind.
• 36:01
  SPEAKER_03: I'm very interested.
• 36:02
  SPEAKER_03: I I went into psychology because I'm interested in people, in the human psychology.
• 36:08
  SPEAKER_03: I like to understand what makes people do what they do.
• 36:13
  SPEAKER_03: Yeah.
• 36:13
  SPEAKER_03: And I think traveling is, I mean, it's the biggest part of life.
• 36:19
  SPEAKER_03: Yep.
• 36:20
  SPEAKER_03: And like living.
• 36:22
  SPEAKER_03: It's living.
• 36:22
  TIffany Woolley: Well, and it takes you away from your little comfort bubble, like where you really are pushed to experience and like connect.
• 36:31
  TIffany Woolley: And I mean, I feel like that's our best connecting time, even as with the family.
• 36:35
  TIffany Woolley: Like our routines.
• 36:38
  Scott Woolley: The more you travel, the more you see, the more you want to see even more, experience more.
• 36:43
  SPEAKER_03: I feel like I change after every single trip.
• 36:45
  SPEAKER_03: Yeah.
• 36:46
  SPEAKER_03: And and I change, like I become a more accepting person.
• 36:49
  SPEAKER_03: I respect people's difference.
• 36:52
  SPEAKER_03: And to me, that's very important to teach to my kids.
• 36:57
  SPEAKER_03: So I bring them with me, and they're super cool when they travel.
• 37:02
  SPEAKER_03: They're not like, oh, I don't like this.
• 37:04
  SPEAKER_03: I'm not comfortable here.
• 37:06
  SPEAKER_03: No, we roll with the punches.
• 37:07
  SPEAKER_03: Yep.
• 37:08
  SPEAKER_03: The first time I took my my kids to Europe, my son was like, oh my God, I have never walked so much.
• 37:14
  SPEAKER_03: My feet hurt.
• 37:15
  SPEAKER_03: I'm like, this is what you do.
• 37:16
  SPEAKER_03: Yeah.
• 37:17
  SPEAKER_03: This is it's a different trip.
• 37:18
  SPEAKER_03: It's not a resort type of trip that you're gonna lay out all day.
• 37:22
  SPEAKER_03: Yeah.
• 37:23
  SPEAKER_03: And this is what you do.
• 37:25
  SPEAKER_03: So you're gonna eat their food, you're gonna experience their life, you're gonna see how the other side of the world lives.
• 37:32
  SPEAKER_03: Because we're not the world, it is not just America.
• 37:36
  SPEAKER_03: The world is a very rich place.
• 37:40
  SPEAKER_03: So you gotta see it all.
• 37:41
  SPEAKER_03: You have to understand why people behave the way they behave.
• 37:46
  SPEAKER_03: And you have to understand that certain things you do at home are not acceptable in other places.
• 37:51
  SPEAKER_03: Right.
• 37:51
  SPEAKER_03: Right?
• 37:52
  TIffany Woolley: Yes.
• 37:53
  TIffany Woolley: And you want to preserve that in a way too.
• 37:55
  TIffany Woolley: Like that's the appreciation of different cultures and things, you know, it's not to change them, is to you know to really appreciate open-minded.
• 38:04
  SPEAKER_03: Yeah.
• 38:05
  SPEAKER_03: And I think being able to respect and get along and talk to anyone is a big part of success in life.
• 38:14
  SPEAKER_03: Um, doing people, right?
• 38:16
  SPEAKER_03: Every business is a people business.
• 38:20
  SPEAKER_03: Transactions with people, right?
• 38:22
  SPEAKER_03: And so I think a big part of traveling is also giving you um the intelligence to deal with different cultures, different people, and the respect too, because it has to be something that you truly feel open to and genuine about.
• 38:43
  TIffany Woolley: So when you're planning your trips and your your travel, is it some like how does what does that process look for you guys?
• 38:51
  TIffany Woolley: You decide which area you're going and then who dives in and maps.
• 38:56
  Scott Woolley: Do you have a trip already planned?
• 38:58
  TIffany Woolley: I do.
• 38:59
  TIffany Woolley: I have many trips planned.
• 39:01
  SPEAKER_03: I'm a planner.
• 39:02
  Scott Woolley: Is it actually scheduled or planned in your head or where?
• 39:05
  SPEAKER_03: No, scheduled.
• 39:06
  Scott Woolley: Okay.
• 39:06
  SPEAKER_03: Um that's the kind of like the way uh we're I'm a planner, in case you haven't noticed.
• 39:12
  SPEAKER_03: I like to know what's coming up.
• 39:14
  SPEAKER_03: I like to be prepared.
• 39:15
  SPEAKER_03: So my trips are scheduled far in advance, also because of my husband's work schedule.
• 39:21
  SPEAKER_03: He needs to know, you know, where we're going, how many days he needs to take off and stuff.
• 39:26
  SPEAKER_03: Um, we usually talk about places we want to see.
• 39:30
  SPEAKER_03: Um, I always make a point to see at least one new place a year.
• 39:34
  TIffany Woolley: Um I know, because that's another problem.
• 39:36
  TIffany Woolley: You always want to go back to all the fabulous.
• 39:38
  SPEAKER_03: We also go back to our favorite places, right?
• 39:40
  SPEAKER_03: So we try to fit it all in.
• 39:43
  SPEAKER_03: And I put it all together.
• 39:45
  SPEAKER_03: My husband's super cool and we like the same things.
• 39:49
  SPEAKER_03: So he just gives me like freedom to do everything.
• 39:54
  SPEAKER_03: Um, I book the hotels, the restaurants, I plan everything down to what time is sunset going to be.
• 40:02
  SPEAKER_03: We need to have sunset drinks before dinner.
• 40:05
  SPEAKER_03: Like I plan all of it.
• 40:08
  SPEAKER_03: I do all of my research, which places are in, which places are out, how do people dress for each place?
• 40:14
  SPEAKER_03: Uh what kind of food are we gonna eat?
• 40:18
  SPEAKER_03: Because also, you know, I like to eat a certain way.
• 40:21
  SPEAKER_03: So I need to make sure that I'll be able to order, you know, the way I like to eat, wherever place I go to.
• 40:27
  Scott Woolley: Um so you're booking your your dinner reservations in advance for each night?
• 40:32
  SPEAKER_03: Because most people don't.
• 40:33
  SPEAKER_03: No, I when traveling.
• 40:35
  SPEAKER_03: I do.
• 40:35
  SPEAKER_03: I choose the time, I choose the place.
• 40:37
  SPEAKER_03: Um, I want to be able to go where I want to go.
• 40:40
  SPEAKER_03: If I'm going to travel, spend money, go all the way to the other side.
• 40:45
  SPEAKER_03: I want to go where I want to go.
• 40:47
  SPEAKER_03: And I don't want anybody to tell me, oh, sorry, it's full.
• 40:51
  SPEAKER_03: Or, you know, you can't get the table at the prime time.
• 40:54
  TIffany Woolley: I know, and that's a tricky situation because some of them you they only open the tables two weeks in advance, or right.
• 41:01
  TIffany Woolley: So I keep track of all that.
• 41:03
  SPEAKER_03: It's amazing.
• 41:04
  SPEAKER_03: Yeah.
• 41:04
  SPEAKER_03: It's it's a lot of work, but I do.
• 41:07
  Scott Woolley: So I do all the planning for us, except for wherever we end up going.
• 41:12
  Scott Woolley: I book everything.
• 41:13
  Scott Woolley: But Tiffany then tells me what hotel she wants to stay at.
• 41:16
  SPEAKER_01: And the restaurant.
• 41:17
  Scott Woolley: And typically a few of the restaurants.
• 41:19
  Scott Woolley: I've been everywhere.
• 41:20
  Scott Woolley: I've traveled like more than the average person has ever traveled.
• 41:24
  Scott Woolley: I mean, I rode a motorcycle across every continent.
• 41:28
  Scott Woolley: Wow.
• 41:28
  Scott Woolley: I went across Russia, across Australia, from one end of South America to the bottom, from Panama all the way to the bottom.
• 41:35
  SPEAKER_03: Unbelievable.
• 41:35
  SPEAKER_03: Yes, one or less.
• 41:38
  Scott Woolley: Across America, I did 14 countries on a motorcycle in 12 days in Europe.
• 41:43
  Scott Woolley: When I was in my 20s and 30s, I was like so determined to see everything.
• 41:48
  Scott Woolley: And I had a buddy of mine that we went everywhere.
• 41:51
  Scott Woolley: Like, if someone told us a place, we would go.
• 41:56
  SPEAKER_03: I love that.
• 41:57
  SPEAKER_03: Oh my god, I can sit and talk to you for hours.
• 41:59
  SPEAKER_03: I'm sure you have the craziest story.
• 42:01
  Scott Woolley: We rode motorcycles on the Great Wall of China.
• 42:03
  Scott Woolley: We went and did things when we got engaged.
• 42:07
  Scott Woolley: We went to Hong Kong and we went to Bali.
• 42:10
  Scott Woolley: And I said to Tiffany, I said, we're gonna go to Hong Kong.
• 42:12
  Scott Woolley: There's a place in China that I've always wanted to go, but never got to go.
• 42:17
  Scott Woolley: And it's this great, it's 2,000-year-old Buddha that's made of like metal or copper, was it made of?
• 42:24
  Scott Woolley: Yeah, but we journeyed across from Hong Kong into China and took a trip like right out of what's that movie with Michael Douglas?
• 42:35
  SPEAKER_01: Um, I know what you're talking about.
• 42:36
  SPEAKER_01: I can't think of it.
• 42:38
  Scott Woolley: Michael Douglas is in the romancing the stone.
• 42:41
  SPEAKER_01: Yeah.
• 42:41
  Scott Woolley: We took this like school bus for like three hours that was picking up people with their chickens and their ducks and coming along with twigs, and she was petrified.
• 42:52
  Scott Woolley: She was like, What have you taken me?
• 42:54
  Scott Woolley: And I said, We've got to go see this.
• 42:56
  SPEAKER_03: But now you have stories to tell.
• 42:58
  TIffany Woolley: And that's like the difference of where I went to the city.
• 43:01
  Scott Woolley: We got to this place and it was amazing.
• 43:03
  TIffany Woolley: It wasn't adventurous.
• 43:05
  Scott Woolley: Yeah.
• 43:05
  Scott Woolley: We got there.
• 43:06
  Scott Woolley: It took three and a half hours on the bus.
• 43:08
  Scott Woolley: They had no public restrooms.
• 43:11
  unknown: Yeah.
• 43:12
  Scott Woolley: She had been drinking water the whole time.
• 43:14
  TIffany Woolley: And it was It was an adventure to say the least.
• 43:16
  TIffany Woolley: So, what are some of the places that you guys look forward to going in the future?
• 43:22
  SPEAKER_03: New places?
• 43:23
  SPEAKER_03: Yeah.
• 43:24
  SPEAKER_03: Um, okay, so Japan is definitely up there on my list.
• 43:28
  SPEAKER_03: I want to do a safari with my kids.
• 43:31
  SPEAKER_03: Um, we haven't done that yet.
• 43:32
  SPEAKER_03: Um, I want to go to Asia.
• 43:34
  SPEAKER_03: I want to see Thailand.
• 43:37
  SPEAKER_03: Um, yeah, Thailand is beautiful too.
• 43:41
  SPEAKER_03: Yeah.
• 43:42
  SPEAKER_03: I want to go everywhere.
• 43:44
  Scott Woolley: So how do you there's so much to see in Sis?
• 43:47
  SPEAKER_03: I I like I'm not opposed to seeing anywhere.
• 43:51
  SPEAKER_03: Like I want to see everything.
• 43:52
  SPEAKER_03: Yeah.
• 43:53
  TIffany Woolley: So how when you're traveling, do you bring do you look at real estate?
• 43:57
  TIffany Woolley: Do you try to, do you kind of coordinate?
• 44:01
  Scott Woolley: Are you working while you're traveling?
• 44:03
  SPEAKER_03: Um if if I have um I'm all I'm very observant.
• 44:08
  SPEAKER_03: I'm always looking and paying attention.
• 44:10
  SPEAKER_03: When I sit down somewhere, I don't just sit, I'm like absorbing everything around me.
• 44:16
  SPEAKER_03: So I always have my eye out.
• 44:19
  SPEAKER_03: I'm always, you know, looking at different architecture designs and you know the different textures in a place.
• 44:26
  SPEAKER_03: Like I'm I'm I'm a very creative person.
• 44:29
  SPEAKER_03: I'm soaking in and I'm getting ideas.
• 44:31
  SPEAKER_03: Um my office, Douglas Element, has offices everywhere.
• 44:35
  SPEAKER_03: Four Chevelle, St.
• 44:36
  SPEAKER_03: Bart's, France, everywhere.
• 44:39
  SPEAKER_03: So whenever there is any work, I like to get it in, um, also for tax purposes.
• 44:46
  SPEAKER_03: Um, but yeah, I'm the mind's always going.
• 44:51
  TIffany Woolley: So now as you've spent like a year and a half diving back into the local real estate market, what where do you see our market right now locally?
• 45:02
  TIffany Woolley: I mean, I read all the time about all this influx between West Palm Beach and now the BRICS area.
• 45:09
  TIffany Woolley: Supposedly they're gonna be, you know, rejuvenating some energy into that.
• 45:14
  TIffany Woolley: Do you see Boca as hot or South Florida?
• 45:18
  SPEAKER_03: I I do.
• 45:19
  SPEAKER_03: I think uh South Florida is the best place in the country right now.
• 45:23
  SPEAKER_03: There's a lot going on, there's a lot of growth, which indicates that people are still moving, there's still demand, new developments popping up everywhere, left and right.
• 45:33
  SPEAKER_03: Sales have been, I mean, for me, I have not slowed down.
• 45:37
  SPEAKER_03: Um, and most of my buyers are cash.
• 45:40
  SPEAKER_03: 98% of them are cash.
• 45:42
  TIffany Woolley: And are they coming from the north?
• 45:44
  TIffany Woolley: Are they buying second homes?
• 45:45
  TIffany Woolley: Like, where do you feel most?
• 45:47
  SPEAKER_03: I have a lot of uh out-of-town, even international buyers buying second homes.
• 45:52
  SPEAKER_03: Yes.
• 45:54
  TIffany Woolley: And do you feel that the the you know people are seeking more like a residential neighborhood detail details of like a lifestyle community or more high-rise and um people are gravitating towards at least my clients, the high-rises, the new um developments that offer amenities and restaurant on site and bars.
• 46:20
  SPEAKER_03: They want the lifestyle, right?
• 46:22
  SPEAKER_03: Especially if it's gonna be a second home.
• 46:24
  SPEAKER_03: They want to come to Florida and feel like they're on vacation.
• 46:27
  SPEAKER_03: So they want the building to provide everything they want.
• 46:30
  SPEAKER_03: They just want to bring their clothes and call downstairs and order food or go upstairs to the rooftop bar.
• 46:38
  SPEAKER_03: Wow.
• 46:38
  SPEAKER_03: Go downstairs to the gym and the spa.
• 46:40
  SPEAKER_03: And so, you know, that's what they're gravitating towards.
• 46:44
  Scott Woolley: So you mentioned earlier you sold a house to a gentleman who was single, five-bedroom house, which is a big house for a single person.
• 46:52
  Scott Woolley: Have you sold any homes, curious, where you walk away saying, that really wasn't the right per house for that person?
• 46:59
  Scott Woolley: Do you ever think that?
• 47:01
  SPEAKER_03: You know, this person, he actually bought that home because it's the one that I told them to get.
• 47:08
  SPEAKER_03: He um he never stepped foot in Florida.
• 47:12
  SPEAKER_03: I was his eyes and ears.
• 47:14
  SPEAKER_03: And actually, I've had multiple of these cases where they fully trust my guidance and they make their decision on my videos and the conversation we have afterwards.
• 47:25
  SPEAKER_03: So I visited multiple homes, I made videos, and he chose the one that I didn't love.
• 47:32
  SPEAKER_03: And I'm very transparent, I'm very honest, I'm not afraid to give my opinion.
• 47:38
  SPEAKER_03: At the end of the day, I have their best interests at heart.
• 47:41
  SPEAKER_03: I'm not in the business to close transactions only.
• 47:45
  SPEAKER_03: I'm in the business of making long-term relationships because this is what will keep this, right?
• 47:52
  SPEAKER_03: Yep.
• 47:52
  SPEAKER_03: So when he told me that he chose house X, I asked him, why did you like this house?
• 48:00
  SPEAKER_03: And he goes, you know, I'm a single guy.
• 48:02
  SPEAKER_03: I don't need a dollar space.
• 48:04
  SPEAKER_03: And I said, okay, I get that, but this other house is a much better value.
• 48:09
  SPEAKER_03: Right.
• 48:09
  SPEAKER_03: It's got a better floor plan, better location, high ceilings, open floor plan, everything that everybody wants.
• 48:17
  SPEAKER_03: If one day you decide to resell, there's gonna be much more upside here, and you're gonna have an easier time selling this house because you can accommodate a big family.
• 48:28
  SPEAKER_03: You know, here it's near the good schools, whatever.
• 48:31
  SPEAKER_03: This other one doesn't have A, B, and C.
• 48:36
  SPEAKER_03: And so he says, You're right, let's go with this other one.
• 48:40
  SPEAKER_03: And so that's what he ended up buying.
• 48:42
  SPEAKER_03: And I helped him furnish it.
• 48:44
  TIffany Woolley: That's so much fun, the furnishing side.
• 48:47
  SPEAKER_03: I know, I love it.
• 48:49
  SPEAKER_03: He goes, please don't do this.
• 48:50
  SPEAKER_03: I don't want it's gonna take up your time.
• 48:52
  TIffany Woolley: I'm like, trust me, I like it.
• 48:54
  TIffany Woolley: Yeah, it's a little creative outlet.
• 48:57
  TIffany Woolley: So, where do you see Mariana intentionally moving in the next, you know, the next 10 years?
• 49:04
  SPEAKER_03: Your next I want to have a solid business.
• 49:12
  SPEAKER_03: I want to have achieved my financial independence.
• 49:19
  SPEAKER_03: Um, I have a specific number in mind.
• 49:23
  SPEAKER_03: And this number is has to do with what I want to leave for my kids.
• 49:29
  SPEAKER_03: Um I live a very comfortable life.
• 49:32
  SPEAKER_03: I have to be honest, I didn't have to work.
• 49:35
  SPEAKER_03: My husband's a great provider.
• 49:38
  SPEAKER_03: But I had this desire, always did, to go and do something for myself to see what it felt like to get a big check, to close a big deal, to do something hard and succeed, you know.
• 49:58
  SPEAKER_03: And because I saw my parents always working so much, the idea I had in my mind growing up was when I get married, we're both gonna work very hard.
• 50:08
  SPEAKER_03: We're both gonna contribute towards the down payment of our first home.
• 50:12
  SPEAKER_03: And God had better plans for my life.
• 50:14
  SPEAKER_03: I didn't have to do any of this.
• 50:16
  SPEAKER_03: My husband took care of everything.
• 50:18
  SPEAKER_03: And while I'm very fortunate and grateful for this beautiful life I have, I want to contribute.
• 50:26
  SPEAKER_03: I want to, you know, produce because I can.
• 50:30
  SPEAKER_03: And so I want to contribute to my children's future.
• 50:35
  SPEAKER_03: I want them to know that I worked and I left something for them, something that I built on my own.
• 50:42
  SPEAKER_03: And I think money is freedom, really.
• 50:45
  SPEAKER_03: I I want to have my own freedom independent from my husband.
• 50:50
  SPEAKER_03: Such a drive.
• 50:51
  TIffany Woolley: I'm I'm still in awe of it, really.
• 50:54
  TIffany Woolley: Like you're you're really on it.
• 50:58
  SPEAKER_03: I want to open up all the gifts that God has blessed me with.
• 51:04
  SPEAKER_03: There are many little boxes.
• 51:06
  SPEAKER_03: Yeah.
• 51:07
  SPEAKER_03: Creativity, you know, discipline, intention, whatever it is, intelligence.
• 51:14
  SPEAKER_03: And I want to explore them all because, like we were saying before, life is short.
• 51:20
  SPEAKER_03: I I don't want to have any regrets.
• 51:22
  SPEAKER_03: I don't want to be on my deathbed and say and say to myself, what if I had tried to work?
• 51:29
  SPEAKER_03: What could I have accomplished by myself with my brain, with my effort, independent from my husband.
• 51:40
  SPEAKER_03: And now I know.
• 51:42
  Scott Woolley: Too many people don't have that outlook in life.
• 51:47
  TIffany Woolley: They just kind of coast by exist, you know, like they don't know that they exist.
• 51:52
  TIffany Woolley: Yeah.
• 51:53
  Scott Woolley: And everyone has it within them, but it's some people just need a little bit of a push, but some people just need to see that there is so much more.
• 52:02
  SPEAKER_03: I think a little passion goes a long way.
• 52:05
  SPEAKER_03: Yeah.
• 52:05
  SPEAKER_03: Right?
• 52:05
  SPEAKER_03: To be passionate about life, to be intentional about your days, and to really make it count.
• 52:14
  SPEAKER_03: Um, I don't like to waste time.
• 52:16
  Scott Woolley: Right.
• 52:17
  Scott Woolley: But it's also not giving up, just constantly just going after your dream and making it happen.
• 52:23
  SPEAKER_03: You know, one thing that I kept saying to myself when things weren't happening for me was um I have come across so many agents that are doing a great amount of deals and they have 10% of what I have to give.
• 52:45
  SPEAKER_03: They're doing a half-ass job.
• 52:48
  SPEAKER_03: Right.
• 52:49
  SPEAKER_03: Just showing up.
• 52:50
  SPEAKER_03: They're just coasting.
• 52:51
  SPEAKER_03: Yeah, they're not bringing any extra.
• 52:55
  SPEAKER_03: They're not passionate about what they're doing.
• 52:57
  SPEAKER_03: They're not, they don't, they just want to get a check at the end of the month.
• 53:03
  SPEAKER_03: So it's gonna happen for me.
• 53:05
  SPEAKER_03: If it's happening for them, it's gonna happen for me.
• 53:08
  SPEAKER_03: I just have to be patient, I just have to give it time.
• 53:12
  TIffany Woolley: Well, I feel like that's such a I mean, that's what makes your social media and was my draw to you, is that you definitely exude passion.
• 53:21
  TIffany Woolley: And that is something I wish we could bottle up and sell because it it really is, you know, the key to success.
• 53:30
  SPEAKER_03: I think passion is you either have it or you don't.
• 53:34
  Scott Woolley: Yeah.
• 53:35
  SPEAKER_03: You can't fake it.
• 53:36
  SPEAKER_03: That's a you either feel it or you don't.
• 53:39
  SPEAKER_03: It's a feeling.
• 53:40
  SPEAKER_03: It is.
• 53:40
  Scott Woolley: Well, your social media comes across also for anyone who's looking to find some a broker, some an agent.
• 53:47
  Scott Woolley: You're immediately saying, okay, this is a fun person.
• 53:50
  Scott Woolley: This is a funny person.
• 53:50
  TIffany Woolley: Refreshing.
• 53:51
  Scott Woolley: Yeah, this person.
• 53:53
  Scott Woolley: Why wouldn't I not want her to help me find a house?
• 53:56
  Scott Woolley: She seems like she's gonna be a lot of fun, very intelligent.
• 53:59
  Scott Woolley: She has great taste.
• 54:01
  SPEAKER_03: Thank you.
• 54:01
  Scott Woolley: And you're enjoying everything.
• 54:03
  Scott Woolley: You're enjoying life.
• 54:05
  SPEAKER_03: I want to showcase the different parts of my personality because you never know who's watching and you don't know what they're gonna connect with.
• 54:17
  TIffany Woolley: You're right.
• 54:18
  SPEAKER_03: Right?
• 54:18
  SPEAKER_03: So I have a lot of women watching me, and they may hire me because they like my routine at the gym.
• 54:27
  SPEAKER_03: They may like my recommendations about supplements.
• 54:32
  SPEAKER_03: They may like the way I design my trips, you know, and they or they may just look at the full picture and say she's well-rounded.
• 54:40
  SPEAKER_03: Correct.
• 54:40
  SPEAKER_03: I can see myself working with her.
• 54:43
  SPEAKER_03: I like her personality because, you know, buying a home is probably the most significant purchase you'll make in a lifetime.
• 54:51
  SPEAKER_03: I know.
• 54:51
  SPEAKER_03: You have to be able to connect with the person that's going to lead you there.
• 54:56
  SPEAKER_03: I agree.
• 54:57
  SPEAKER_03: So my social media is really my business card.
• 55:01
  SPEAKER_03: I want people to be able to get a sense of my personality.
• 55:05
  SPEAKER_03: I dance, I'm silly, I show my kids, but that's really who I am.
• 55:09
  SPEAKER_03: You know, I'm not so serious all the time.
• 55:12
  SPEAKER_03: I take life very seriously, but I I'm also able to make fun of myself.
• 55:16
  Scott Woolley: Do you focus on one area like West Booker or East Booker, or do you focus on just one type of like price point, or are you all over the place?
• 55:28
  Scott Woolley: Does it matter?
• 55:29
  SPEAKER_03: As far as areas go, I'm all over the place.
• 55:33
  SPEAKER_03: Um I I have a certain price point that I like to work at.
• 55:38
  SPEAKER_03: I'm in the luxury market.
• 55:40
  SPEAKER_03: So if I have a client which I've had in the past, I've sold places in Miami and Palm Beach.
• 55:48
  SPEAKER_03: If I have a client with a good budget and they're ready, I'll travel.
• 55:53
  SPEAKER_03: Yeah.
• 55:53
  SPEAKER_03: It's not a problem.
• 55:54
  Scott Woolley: You don't find it to be cumbersome.
• 55:55
  Scott Woolley: You say if you got a house in Miami having to take that hour trip back and forth, I I'm like away from I have a second place in Miami.
• 56:06
  SPEAKER_03: Okay.
• 56:06
  SPEAKER_03: So if I when I have to work in Miami, I sleep at my place there, and my husband will take care of the kids here.
• 56:15
  SPEAKER_03: We're partners.
• 56:16
  SPEAKER_03: I know, I love that.
• 56:17
  SPEAKER_03: I have to say, um, like I said, that his admiration has grown, you know, and it's been wonderful to see that it has brought us much closer together.
• 56:28
  SPEAKER_03: But from my perspective, I was very pleased to see how confident he is as a man because he had me in a little bubble at home.
• 56:40
  SPEAKER_03: Yeah.
• 56:40
  SPEAKER_03: He had me dependent on his money and his work and you know his school and his schedule.
• 56:49
  SPEAKER_03: And and instead of wanting to keep me there, he wanted to see me flourish.
• 56:56
  SPEAKER_03: He pushed me.
• 56:56
  SPEAKER_03: It's so refreshing.
• 56:57
  SPEAKER_03: It really to have a secure man who wants to see the wife grow is is admirable.
• 57:04
  SPEAKER_03: You know, a lot of men don't want that.
• 57:07
  SPEAKER_03: And so when I tell him, look, I have a client, I have to be in Miami for three days because they're in town for three days.
• 57:15
  SPEAKER_03: He says, Go, good luck.
• 57:17
  SPEAKER_03: I'll handle it.
• 57:18
  SPEAKER_03: I love that.
• 57:18
  SPEAKER_03: Go do your thing.
• 57:20
  SPEAKER_03: Well, it's refreshing.
• 57:22
  SPEAKER_03: You know, relationships are also designed.
• 57:25
  SPEAKER_03: They sure long-lasting relationships and happy couples don't happen by accident.
• 57:29
  TIffany Woolley: No, they don't.
• 57:30
  TIffany Woolley: And I am so grateful that you decided to share your story today and your intentional life is something that you should be proud of.
• 57:38
  TIffany Woolley: And I enjoy seeing from the distance.
• 57:41
  TIffany Woolley: And it's such a pleasure to have you here today on the iDesign Lab.
• 57:46
  TIffany Woolley: Thank you.
• 57:47
  TIffany Woolley: Thank you, Scott.
• 57:48
  TIffany Woolley: I had so much fun talking to you.
• 57:50
  TIffany Woolley: Thank you for listening to the iDesign Lab Podcast.
• 57:55
  Voice Over: iDesign Labs Podcast is an SW group production in association with the Five Star and TW interiors.
• 58:02
  Voice Over: To learn more about iDesign Lab or TW Interiors, please visit TWinteriors.com.