Latest / Real Estate for Real Life / Episode 8 • Young. Relentless. Closing Big. With Julia Whitney & Co-Host Nicole Wynters

Transcript

Episode 8 • Young. Relentless. Closing Big. With Julia Whitney & Co-Host Nicole Wynters · Real Estate for Real Life

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On Real Estate for Real Life podcasts, we sit down with
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standout business leaders to unpack what's actually working.
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How they scale, lead teams, win clients and build businesses
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that last. We're your hosts.
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I'm Courtney Gauchman. And I'm Ryan Wilson, thanks for
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tuning in. We're back on Real Estate for
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Real life and we have again traded out our host Ryan Wilson
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for a newer model. We have Nicole Winters with us
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here. She's an agent at Wilson Group.
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We're excited to have her as my cohost and she brought a guest
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with her. Awesome.
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Thanks, Courtney. I'm excited to be here.
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I want to introduce you guys to Julia Whitney.
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She's here to talk about her successful career in medical
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sales device and how she's established a high producing
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lifestyle. How'd it tell us how you do it,
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Julia? Yeah.
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I'm here, ready, doing, excited. Well, thank you so much for
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coming in. We're really excited to dive
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into how you fast tracked your career, right.
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So how you ended up taking over your own territory and getting
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into this field and just kind of how you even chose to get into
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medical device sales, right? I always find it very
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fascinating. I mentioned my husband is in
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medical device sales and it's an interesting industry, right?
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You're in the healthcare profession, but you're also a
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sales professional. And I think that there are so
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many things that we can all relate to us being in real
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estate sales, anyone in tech sales or any other industry.
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There's so many nuances and things that you do that we could
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learn from. So tell us a little bit like,
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yeah, bring us back to the beginning.
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What made you choose Med device? We'll kick.
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It back to 2020. So I was lucky.
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I think medical device sales specifically in the sphere of
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sales is interesting because a lot of people go and do
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something else 1st and then get into medical device sales,
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whether it's real estate tech, something like that.
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So I definitely was lucky and worked hard in the beginning.
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So I graduated college. I was a biology major, public
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health. I kind of thought I was going to
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be a doctor. In fact, I'm not.
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So you always had an interest? Yeah, so I was always interested
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in health care. I shadowed doctors when I was in
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high school. I didn't know anything really
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about the medical device world. I just thought that all the
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devices worked and they showed up in the hospital.
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But when you're in the operating room, every single device in
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there has a Rep that's a professional on it that helps
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the staff. So there's a lot of different
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parts to the OR that I don't think people always understand
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because at the end of the day, it is also a business and you
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have to have tech support to call and people to lean on.
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So when I started with the company that I work with now, I
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was kind of a tech in the OR. So I worked on the equipment and
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making sure that it worked well and supported the staff in that
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way. And then I moved on quickly into
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an associate role where I learned how to sell, learn the
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product more, and then moved into my own territory.
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But the timeline of that was really three years, which is
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pretty quick to be running a $6 million territory by myself at
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28, which is kind of nuts. But I think backing up into why
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I got those promotions and why I am where I am now, reliability
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and dependability are kind of the biggest things that I lean
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on. So when I was in my first role,
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I just said yes to everything. Take every opportunity that you
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can take, do what you say you're going to do and like, you know,
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be reliable and dependable for the people around you because
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then that makes you important, you know, so it's kind of a
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little bit. That's awesome.
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Yeah, it's really impressive. I mean, honestly, it's you're
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one of those people who was lucky enough to kind of have a
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path and and really like full charge, full steam ahead and go
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for it. What were some of the qualities
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that you that you have right that led you to getting those
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promotions quickly you kind of like skimmed on?
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Yeah, sure. Take a little dive.
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Into that, I think that the world of the OR is so
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interesting too, because, right, you have surgeons that have gone
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to medical school for years and years and done training, and
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then you have nurses that have gone to years and years of
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school, and then you have me fresh grad out of college and
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I'm like, what does this thing do?
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Right? So I think I was I became very
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technical very early on, so that when someone asked me a
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question, it wasn't like a Hey, let me phone support.
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It was let me actually solve your problem in real time
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because there's a patient that's important to everyone in their
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life and you and we want to make sure this case goes well, right.
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So I think that I just became technical really early on,
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became a professional of my craft, really of what I did.
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And then it's also when you lean into the sales side a little
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later into my more current career is you're, you only have
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so much time with the surgeon, right?
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And so you have to be like impressive to them.
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They have to be like, I want to talk to you more.
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I want to take a meeting with you.
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So I think that just being a so like confident about what you're
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doing and the product you're selling, whether it's the house
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or, you know, a Dell computer or whatever it is, but just it's
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really confidence and just also not faking it till you make it.
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I think a lot of people like joke around being like, just
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fake it till you make it. It's like in the operating room,
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you're not faking it till you make it.
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Really. So yeah, that's.
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It's it's interesting you bring up the fake it till you make it
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thing, right, because it's something that like, we'll even
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say, we'll say it as a joke around here too.
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I think people say it all the time, right when like you're
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trying to have somebody build up a little bit more confidence
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than what they really have truly earned.
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However, the reality is is people can see through it.
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And I also think that what always amazes me of Med device
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sales reps is you are working with people that are going to
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absolutely know more than you in almost every single.
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Area. The one thing that you're
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bringing to the table is you know your product better than
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they would ever know it. So how did you become like an
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expert in your product so fast? Like obviously you superseded
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people that are in your own industry as well too.
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So it's like how is that your personality type or is that like
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an intentional thing that you did?
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How did you do? That yeah, I think early on I
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had a Rep that was kind of a mentor to me and he was like ask
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questions of everyone and that's kind of something that I did all
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the time, whether it's the nurse in the room, the scrub tech, you
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know, there's a lot of characters.
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I almost joke and say the OR is kind of like a musical theater
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because everyone has a role. So every single person I'm like,
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why are you doing this? I think that my personality is a
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lot of like, why? Like I need to understand why
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and how things work. So even I'm asking surgeons
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like, why are you even doing this procedure?
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You know, to the very basic because you can't.
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I don't think you can sell something until you're a
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professional at it and you know it from the bottom up and inside
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and out and backwards and around, right?
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So I just asked a ton of questions and I was like, no,
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I'm just not afraid to fail either.
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So like, I can sit here and say, OK, I'm great now and I'm doing
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my job. But like, do I have hard days?
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Do I have days where I fall on my back?
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Of course, like, but I think when you fail, you also succeed
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because you learned why you failed.
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So I think that I've just never been afraid to fail.
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And I also just ask a ton of questions and I'm not afraid to
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like look like an idiot asking questions either.
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I think that's pretty impressive and honestly, like great
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qualities to have. It's cool that you started right
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from the beginning and obviously a mentor helps a lot in all
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industry, sales, medical device, like you said, real estate or
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even computers who you learn from.
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But it seems like you had a lot of those qualities, those traits
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kind of instilled in you from the beginning, but now kind of
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touching more. And you said he was your mentor.
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It is kind of a male dominated field.
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So were there any kind of challenges as coming in as
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essentially a younger girl right out of college like you said?
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How did you kind of navigate that?
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Yeah, definitely. Right.
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So it's interesting when you look at, you know, the landscape
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of medical devices is definitely male dominated, but then you
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look at pharmaceutical sales and it's definitely female
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dominated. So then, you know, people don't
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really know the difference. They're like, what are you doing
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or what's that? So it's interesting.
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The team that I work on now has actually, we just passed the
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number of boys on our team. So the girls now are actually
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dominant on my direct team, which is crazy.
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So snaps for that. But when you look at it as a
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whole, right, like it definitely is.
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I mean, doctors are too, right? So I, I mean, I guess I didn't
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really face like necessarily headwinds with it, but I
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definitely had a lot of male mentors.
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I had a couple great female mentors on my team too.
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But you're standing in a room a lot of times the reps that are
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beside me, my direct competitors are most of the time boys and
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they're grown out with the surgeons.
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So I kind of found my niche of just being smarter than them,
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which sounds like kind of weird, but I just felt like I could
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talk more technical or just kind of ask better, smarter questions
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on the side and find my space that but definitely like there's
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way more boys in the room, but I kind of just lean into it.
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And also in the OR the nurse that runs the whole room is most
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of the time a girl. Not all the time, right?
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Everyone can do everything, but I found myself like leaning into
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that relationship but then built trust further into the OR with
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the surgeons and other staff so I just kind of played the game.
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And I think there's something to be said too.
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You said, honestly, you can't figure it till you make it.
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Like being the smartest person in the room is going to make you
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important, make you smart, and it's just going to get you that
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much further. So that's awesome.
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Yeah. But it's also, you know, you're
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working the room with relationships and I love hearing
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that, right. So it does remind me when you
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bring it into the real estate realm of things, right?
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Or any other business, anyone who's listening can kind of
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start to put all these pieces together.
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It's like it takes a village to be in that operating room and to
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be able to actually give that patient phenomenal service,
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right? You need to know your product
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and be the smartest at that piece, right?
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So know that inside and out. Your surgeon needs to understand
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the anatomy of the body and understand exactly what they're
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doing. But then you even have, like you
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said, the nurse that's running the whole operating room, right?
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Because there's also operations that are happening, not actual
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physical operations, but like business operations, right?
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So there has to be like a person assigned to every single surgery
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and all the right people. And then you've got scrub tax
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and you've got all the different pieces to it.
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And that reminds me a lot of our industry where it's okay.
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So we need to have mortgage lenders, we need to have an
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attorney who's looking over a purchase and sale.
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We need to have an inspector that's coming out to the
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property that we trust that's going to give you a really fault
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like solid assessment. We know houses really well.
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We know the anatomy of a house really well.
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However, we still trust an inspector over us because they
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do that hundreds of times a year.
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And we do it, you know, maybe 50-60, right?
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Like, so it's just one of those things where I love hearing you
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kind of bring that into the, the full scope of how you've
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succeeded really well is you created relationships with each
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person in that room. You asked questions and you
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learned a ton from all of them. And the same could be said if
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you're trying to become a really successful real estate agent,
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you want to fast track. We always say ask a million
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questions, but ask the questions to your lenders, ask questions
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to your attorneys, ask questions to the inspectors.
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Learning all of the facets of a transaction is going to make you
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so much more valuable for your clients and for you.
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It's you're so much more valuable to those surgeons,
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right? Like that are doing those those
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operations and and they can lean on you.
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So yeah. I love, I like what you said
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there, though, because it's kind of like no relationships too
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small and no relationships too big.
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And I think that the people that fail at some of these jobs is
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when you look at a relationship as just transactional, but like,
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granted, right, the whole overarching thing, we're all
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selling here. At the end of the day, I'm
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selling, but relationships for years sometimes like the sales
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cycle that I sell in can be 10 years.
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So it's like relationships over years and years and the
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janitor's dog's name and the CEO's dog's name, like nothing
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doesn't matter. And I kind of like what you said
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about you ask all the different people that are involved in the
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transaction of selling a house is like a huge deal, a ton of
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money and all this kind of stuff is when you can play the part
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and know every single character as well as you do and know
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inside out and out. That's when you can work with it
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better, right? Because it's kind of like if you
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don't know this lender, how this is going to work or you haven't
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seen this one weird thing, that's where you kind of like,
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oh, I'm scared, I'm nervous. But you just got to like lean
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into that feeling, I think. I think that comes a lot too
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with hand in hand with our businesses.
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We're 90% referrals, so our clients trust us.
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We have vendors that they now trust and they trust that we
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trust them. So again, and these are
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relationships that we spend years on because people don't
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buy and sell their homes everyday.
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It's they might not call us for another 10 years, but so you
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said spend 10 years now friends with these people, like again,
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you know, their kids birthdays, you know, their anniversary.
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So I think there's a lot to be said about deepening those
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relationships with people that you also work with.
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And hopefully like clients turn into friends and then they're
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the ones that call you same as like the doctors.
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So when they need something else, they think of you, they'll
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they're gonna call you. Yep.
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So I think it's safe to say it's a relationship business, right?
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Relationship and trust. Yeah, exactly.
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Relationships and trust. And it's just constantly what
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we're talking about even on this podcast, every person that we
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bring in from all different industries, that's what it goes
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back to. So I think it's kind of
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interesting you brought up the sales cycle.
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I wanna, I wanna touch on that again, but you can't help but
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ignore the fact that people are constantly talking about AI and
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how it's going to take over and steal so many jobs.
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But then you think about all these jobs that we sit here and
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we have these deep conversations with, and it's like the reason
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why you're succeeding at such a high level is due to human to
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human relationship. And that's something where it's
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like that can't really be taken away.
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Right. Yeah.
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So tell me a little bit more about that sales cycle because
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that's something that's really interesting to me.
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I do talk a lot about this with people where it's how do you
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keep that relationship going, right?
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Like how do you continue to add value to these doctors?
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And you mentioned that you only have a short period of time to
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kind of earn their trust and be heard and be seen.
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What are some of the ways that you prepare and navigate that?
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Yeah, I think so. The equipment that I sell is
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something that the hospital hangs on to for a long time
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because it's expensive and it lasts a long time.
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So it can be anywhere from 5 to 10 years sometimes plus if they
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push it. But in those ten years, right,
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I've only been in this territory that I work in for two years.
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So some of these facilities haven't bought for me yet.
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Some have, but those ones that haven't yet, it's little things
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along the way. It's, you know, they call you
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with the troubleshooting or I need this really fast.
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Like how can I turn around on a diamond?
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I'm there if you call me and you need something, I'm either there
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that day or the next day. And I just pride myself kind of
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on that. So it's also such a service
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based. Anything in sales is service,
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trust relationships, right? So just being so dependable and
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being there in 2 seconds is what matters so much because in the
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OR time is money. Same with like a house sitting
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on the market, time is money. So it's like the faster that you
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can close that gap, the faster you can make your customer
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client happy and then move on. But no, I like what you said
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there. So with the sales cycle, it's
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kind of, it's not just, oh, I'm just selling you one thing.
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I'm selling you a bunch of different things along the way.
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And at the end of the day, you're also always selling
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yourself. So just being dependable and
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helping them out, whether it's the BioMed in the hospital or
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the, you know, director of the whole OR calling me, it's, you
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know, I'm going to treat you all the same way and build
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relationships with you that way. Yeah, Dependable, reliable,
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responsive too, right. So like what you're, well, what
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you're referring to is responsiveness.
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I always think even like when you go back to when you first
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start dating, right, you usually, I mean the people that
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don't text you back right away, they do intrigue you, but they
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usually never end up being the ones that you stay true, right.
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Like it's the responsiveness that builds trust too, because
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you actually know that you can depend on them and you can trust
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them and you can actually feel security in what you're moving
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on towards, right? So like that's how you build the
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foundation of anything. So I love hearing you say that
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because it's a lot of people say your generation, right, are not
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as hard working and not as, you know, willing to kind of drop,
15:36
drop everything at the drop of a dime, right?
15:38
And and go like put in the work. But you're describing all of
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that, right? I actually don't believe in the
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generational thing. I think there's a ton of people
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that are incredibly hard working.
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And then I think that all generations have lazy people
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too, right? So I, I don't actually agree
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with the way that they talk about you guys.
15:53
I'm very sorry, but tell me more about like kind of where that
15:56
work ethic comes from too. Like how did you kind of create
15:59
some systems for yourself because you're essentially like
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you don't go into an office every day, right?
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No, you're kind of on your own. You're.
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Kind of like, I mean, I work obviously for a company, but you
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almost kind of run your own business because you're doing
16:10
everything and running around all the time.
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So I think it's just organization, like, OK, I think
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the biggest thing in sales too is like if you forget something,
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like if someone wants to meet with you or you forget to put it
16:21
on your calendar, you had A to do that you didn't do then like
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that's completely on you, right? So I just have, I just have a
16:27
lot of good like organization systems, whether it's reminders
16:29
or calendars or lists and things.
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I mean, everyone finds their niche of like what keeps them
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organized. But that also ties back into you
16:37
being dependable and also helps you succeed because if you
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forget to do stuff, then you're not making sales.
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So that's kind of just on you. Or is there anything you would
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say that kind of holds you accountable or there anything
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you do like basically what is like your daily, I would say
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morning routine and anything that kind of gets your day
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started? Yeah, I don't have a crazy 25
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step Wellness routine that some people might have.
16:58
A lot of you have been asking. I have been asking, I do a full
17:01
pleasure I'm getting. Yeah, No, I think I I just set
17:05
my day out the night before. I know I I put my scrubs out
17:08
every night so that I know that like I'm getting up and I just
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my outfit's there. I mean, luckily I don't have to
17:13
get dressed like this every day so it makes my life easy, but I
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just I keep an organized calendar.
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I like know exactly where I'm going or what my to do is or
17:21
tasks for the day are so that I just stay organized because you
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can get lost spending a lot of time doing a lot of nothing when
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you're in especially like Med device sales because every
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hospital is a customer. Every person in the hospital is
17:33
almost a customer. So I could be aimlessly driving
17:36
around, but I at least every single day I try to make at
17:39
least like one important movement with a customer,
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whether it's a new meeting or like going to pitch a new
17:43
product. I try to do that at least like
17:45
once a day, but then in in between all that I'm like
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supporting cases and also running around.
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But if I at least have one like measurable something thing
17:54
that's not negotiable every day, then that at least like I'm
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moving the needle every day. Yeah, that's awesome.
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That's. I mean, you're speaking my
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language right now like this is this is some of my favorite
18:04
stuff to talk about, right? Because to me, I'm somebody who
18:07
moving the needle matters a lot to me to keep momentum and to
18:10
make me feeling me feel like at the end of the day, I, I did
18:13
something successful, right? So we do things, we call them
18:16
just like basic money making activity.
18:18
And it sounds like you kind of do the same stuff, right?
18:20
It's you're trying to have a conversation, book a meeting,
18:22
get in front of people in a certain way, because otherwise
18:25
what you're doing is you're basically just doing customer
18:27
service stuff, right? So you're managing an account,
18:29
not actually selling and building the rest of the
18:32
business and the rest of the territory.
18:34
So for us too, it's managing the accounts can be the most
18:36
important things in order to be able to get more business,
18:39
right? Like referrals and people that
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just sing your praises. However, you have to always be
18:44
creating another pipeline, right?
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Like getting more business going forward.
18:48
So I love what you're talking about.
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You're obviously on the road a lot too, though, which I do
18:52
think tends to be one of the hardest things for people to
18:56
focus on the pipeline because you're not sitting in front of a
19:00
computer like some of us are, right?
19:02
So tell me like what would be one thing that is the most
19:07
important non negotiable business strategy here, a little
19:11
hack that you have that allows you to stay focused on like your
19:14
pipeline, OK. Yeah, it's hard to a big number
19:18
that has to every year. No, I think that keeps me
19:22
focused all the time is just, I mean, I keep a list of all my
19:26
accounts and all my opportunities and like just
19:28
checking them off and just like knowing that things are moving
19:32
along and that like, I feel like I'm always feel like I'm taking
19:34
like an extra bite. It's like if the territory of
19:36
New Hampshire's like a cookie. I'm taking a bite every day just
19:39
being like it's done. Like I like checking it off.
19:41
I mean, I don't think there's like necessarily like a secret
19:44
to what I'm doing, but I think every single minute of the day
19:48
matters. And like you were just talking
19:50
about kind of the driving around, right?
19:52
I could drive around and just play some music from Spotify and
19:55
zone out all the time, but even everyone on my team will say the
19:58
same thing. I I call someone every single
20:01
time I'm on the road. I used to call Nicole all the
20:03
time, like to asking her about like her real estate stuff and
20:06
like what she's doing. But I think that's also part of
20:10
relationship building, whether it's, I mean, I've direct reps
20:12
that are on my team, but then I also have reps my companies
20:15
everywhere. So I can call people in
20:16
California And then I'm just merging knowledge and getting
20:19
better at what I do. So if I'm like, I got to learn
20:21
more about urology or something, some other specialty in the OR
20:25
I'm going to call someone that I know that's good at it and just
20:27
pick their brain for 30 minutes an hour because what else am I
20:30
going to do? Just stare at the windshield?
20:32
Like you got to make value of time.
20:34
That seems like it could just go into nothing.
20:37
I think we all love to check off some stuff on our checklist
20:40
every day, so yeah, that's always a good sign.
20:43
Yeah. It gives you that forward
20:45
thinking, that momentum. It gives you that ability to
20:47
look at the day at the end of it and say, wow, like, I actually
20:50
did a lot. I've accomplished a lot.
20:51
What I'm also hearing though, and this is something that
20:53
impresses me beyond belief with you is you are truly maximizing
20:58
your day. You're truly maximizing your
21:00
time too, right? And I'm sure that there are
21:02
times where maybe towards the end of the day, like you do want
21:04
to just drive home in silence or you need to a couple minutes to
21:07
just collect and like, yeah, and have like a minute to to just
21:10
actually like give yourself a little bit of time back to in
21:13
like from a mental standpoint. But it's so amazing how
21:16
strategic you are and how you're really truly not wasting time.
21:19
And I think that that's one of the biggest things when people
21:22
are saying that certain generations are lazy or certain
21:24
generations aren't hard working. I think that the obstacle that
21:28
the younger generation has is you guys have so many
21:31
distractions, right? Because of social media and
21:34
because of technology and the fact that every, everything is
21:36
at your fingertips at all times, you can easily go down a rabbit
21:40
hole and get distracted really quick, lose hours of your day.
21:44
There is so much value to what you're saying.
21:46
So if anyone is going to take anything away from what you're
21:48
talking about and how you've been able to be so successful at
21:50
such a young age and get your own territory and continue to
21:54
impress and earn trust from really, really, you know, yeah,
21:59
like doctors, like, right. This is incredible.
22:02
I think that the biggest take away, though, is that you are
22:05
truly maximizing your time. And you're also super, super
22:10
hungry for knowledge, right? That's what I keep hearing.
22:13
Like even the fact that you're saying you're calling people to
22:15
this day from even other industries similar to what we're
22:18
doing right here on the podcast, it's that hunger to like learn
22:21
more and dive deeper into relationships is something that
22:25
will get you far in any business you're ever in.
22:27
And I think that the day you have no interest anymore in
22:30
getting to know people or learning something, I think that
22:34
that's when it's like, oh, like you start to lose your hunger,
22:37
you start to lose your ambition. So it does lead me to one other
22:40
question, right? I am dying to know, like, what
22:43
is your big goal? What's like the next couple
22:44
years look like for you? Yeah, I think.
22:46
I've already bought a house. Yeah, I've got it was exciting
22:49
this year. I mean, I, I think in the next,
22:52
you know, a lot of people stay in these roles anywhere from a
22:54
couple years to, I mean, there's people that make career is that
22:57
of being a sales Rep in this exact role that I'm in.
23:00
So I'm kind of lucky that I have the choice there.
23:03
I think one day I'd like to go into some type of management
23:05
because I think being a mentor or something that fills my cup.
23:08
But I think in any mentor management role, you've got to
23:11
do everything from the ground up first too.
23:13
So I kind of see myself being in this role for, you know,
23:16
anywhere from a few to five years somewhere.
23:18
And then if time allows and opportunities allow, then I'll
23:22
be there. But yeah, I think that's I'd
23:24
like to go into kind of managing reps and learning these these
23:27
strategies and techniques and evolving that way.
23:30
And you keep saying luck. You were lucky, but you weren't
23:33
lucky. You, you did this, you know, you
23:35
created this, you worked hard for it.
23:37
So there's something to be said for that for sure.
23:39
But it's always, it's very humble to say lucky.
23:42
And it also, it's just, it's just that you're really happy
23:44
with with the trajectory that you have and you're grateful for
23:47
it too, which is another thing I think as well.
23:49
It's like a lot of times people work really, really hard.
23:52
They get to this level of success and they're almost
23:54
bitter or resentful towards it. But it sounds you still have
23:57
that awesome mindset too, which is probably another hack that
24:00
you don't even realize you have, no?
24:02
You're telling me my hacks? So let me tell you how perfect
24:04
you are. But no, one more question right
24:09
is before we wrap it up. Because you're a busy lady, you
24:13
got to probably get your scrubs back on and go back to the OR.
24:17
But from a personal standpoint, right?
24:19
What led you to want to become a homeowner at such a young age as
24:22
well, too, right? Like you've got this big career,
24:25
you've already got a lot of pressure on your on your plate.
24:28
What what led you to want to do that?
24:29
Besides, so young, besides me calling you every day from the
24:33
car. Because the average homeowner is
24:34
like 33 I think. You're even up there?
24:36
Yeah. Yeah, I think 33 or 35 in
24:38
Massachusetts and you are substantially younger than that.
24:41
So what? What led you to?
24:42
That sure, I think it's interesting because I kind of
24:45
was like casually being like, oh, I should look at homes like
24:48
now I'm in a big girl job like maybe I should put my money
24:51
where it's like going to get some equity and invest and you
24:54
know right like everyone's like what should I do?
24:56
Like if you start making 10 bucks, should you put it in the
24:58
market? Should you buy a house right and
25:00
so I kind of just like reading up on what the best thing to do
25:03
is and rents crazy like if I can pay rent for a mortgage, I'll do
25:07
that instead. So I think I just like learned a
25:09
ton through working like, you know, with you guys and also
25:13
just figuring out what the best and like most strategic move
25:17
was. And so where I ended up buying a
25:19
house I knew was it's a growing population and I know that it's
25:22
going to return its investment. So I know that it was a smart
25:25
choice. And I mean, sure, I could have
25:27
just kept my down payment and gone on a vacation or bought
25:31
something or but I was like, OK, I'm 28, you know, I could have
25:34
waited some more time. But I just thought it was the
25:37
right move for me at the right time in my life where I was
25:39
like, I'm happy to be where I want to be and just own this.
25:43
And not just, I don't know, I think rent is kind of like
25:45
flushing money down a toilet. So owning something that'll
25:49
build equity the second you're done with it.
25:50
And it was important to me. So that's kind of where I got.
25:54
To especially in this area we live in, it's we looked at the
25:56
numbers and like you were a big research, you did your checkup,
26:00
you did your knowledge, we worked together and you got an
26:02
awesome property that like we talked about this will be a long
26:05
term investment for you, your family generations to come.
26:08
So it was, I think, a smart decision.
26:11
Yeah, I didn't. I couldn't agree more.
26:13
Obviously. I mean, we believe
26:15
wholeheartedly in wealth building comes from owning real
26:18
estate. That's absolutely like the
26:19
quickest way to actually be able to set yourself up long term.
26:24
So I'm really excited for you that you were able to do that at
26:26
such a young age. You also bought in such an
26:28
amazing community, which is another amazing, you know, just
26:32
kind of an ode to your success too, right?
26:34
Like not everybody at your age can afford and those in the area
26:37
that you bought in. But I think that that's another
26:40
really valuable tip too, is when you start to see that level of
26:43
success, you can go couple different directions, right?
26:46
You can start spending for that lifestyle and you can start
26:48
getting, you know, up to that caliber of of comfort, or you
26:53
could start saving a ton and make a big investment like that.
26:57
So it sounds again, like based on the fact that you've
26:59
researched things you actually learn and you really truly enjoy
27:03
gaining knowledge in order to be able to make a good decision on
27:06
things, you set yourself up for a lot of opportunities in the
27:10
future, right? You can't wait to see you become
27:12
a manager at your company. Your company is incredibly lucky
27:15
to have you, right? You are such an asset and we're
27:19
gonna play that sound bite over and over and over again about
27:21
why you decided to buy a house. That's such a young.
27:24
Like Brents flushing money? Down the trailer, we're gonna
27:27
play. I'm gonna play it on repeat.
27:28
I'm gonna find a way to just put that on everything.
27:30
It's gonna be the end of every reel we ever made.
27:32
That's us. I love it.
27:34
But this was awesome. We have had such a great time
27:36
talking to you. I could talk to you for another
27:38
few hours, but I feel like all of us need to go actually build
27:42
our pipeline. Yeah, make some phone calls.
27:44
Yeah, hit some cool. Calls the great Ryan Wilson says
27:47
if you didn't have an appointment today, what did you
27:49
actually do? Did you even work?
27:51
Did. You even?
27:51
Would you even work? Well, thank you so much, Julia.
27:54
It was awesome to to get to talk to you and we'll have to have
27:58
you on again when you're a manager.
28:00
Thanks so much. Thank you guys.