Latest / The Realtor Who Wines / Develop a Strong Real Estate Business with Discipline, Collaboration, and Systems

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Develop a Strong Real Estate Business with Discipline, Collaboration, and Systems · The Realtor Who Wines

• 0:00
  Welcome to the Realtor Who Wines podcast.
• 0:02
  I'm Rashelle Newmeyer, your hostess with the most as a student of life, a connector, a passionate wine enthusiast, and your local favorite guide.
• 0:10
  Join me as we explore the vibrant Pacific Northwest.
• 0:14
  Savor the finest wines and champion the spirit of entrepreneurship.
• 0:18
  Each episode, I'll sit down with inspiring guests, supporting business ownership and uncovering the stories that make this community unique.
• 0:25
  So grab a glass of wine, settle in, and let's embark on a journey of discovery and connection together. Cheers.
• 0:31
  Hi everyone.
• 0:32
  Welcome back to the realtor who whines.
• 0:34
  I'm Rochelle, your realtor who wins.
• 0:36
  And today I'm with Jordan. Cheers, Jordan.
• 0:39
  Thank you for being here.
• 0:44
  I chose this wine specifically to share with you because it's a Salem company and you are in Salem.
• 0:50
  It's Chris Demme and the Eola, Anthony Hills, Willamette Valley.
• 0:54
  We're drinking Pinot Noir because she enjoys a little bit of red.
• 0:57
  And Willamette Valley is like Pinot noir country.
• 0:59
  So it just made sense to have that with you on today.
• 1:02
  But will you go ahead and introduce yourself to everybody?
• 1:05
  Yes. So I am Jordan Hill.
• 1:08
  I live in Salem, Oregon, and my husband and I are team leaders of Hilltop Property Group.
• 1:14
  We're a team of seven agents.
• 1:16
  And of course, first and foremost, a mom.
• 1:19
  But, mom for wife.
• 1:21
  But, yeah, yeah, I'm just, I, I love Salem, and I love people, and I love wines.
• 1:28
  Yeah. Yeah, girl. Same. Heck, yeah, I love it.
• 1:32
  Will you talk a little bit about your real estate journey?
• 1:35
  Like, how long have you been in real estate?
• 1:36
  And were you always with Exp or when did you transition to exp. Yes.
• 1:41
  So I was where I come from, the retail environment and I was managing K jewelers.
• 1:47
  And in 2018 my husband said I am over you working nights and weekends with your family because the kids were so little at the time and the youngest was two, you know, and so I put it out there.
• 2:01
  I was like, hey, if anybody knows of a 9 to 5 and I need it to pay this this much an hour.
• 2:08
  Yeah, I don't have a college degree.
• 2:10
  So to I was like, how am I going to find a job?
• 2:13
  It was $19 an hour at the time.
• 2:14
  How am I going to find a job that will pay me that?
• 2:17
  Yeah.
• 2:18
  And someone said, I just got a job as the designated managing broker.
• 2:24
  Like the principal broker, of all of Oregon agents for this new company called exp.
• 2:29
  There's 10,000 agents.
• 2:31
  Now there's like 90,000.
• 2:33
  Yeah, there's 10,000 agents.
• 2:35
  And I looked at the website, looked real janky.
• 2:38
  I was like, this is a fake website.
• 2:41
  There is no way.
• 2:42
  And I was like, are you actually getting like, pay?
• 2:44
  Like, have you seen my buddy?
• 2:46
  And he's like yes, yes I really am.
• 2:48
  And so I applied and they gave me what I asked for.
• 2:52
  They sent me computer and oh and I was like okay this is like a legit company.
• 2:58
  All right. And that was in 2018.
• 3:00
  And I worked as corporate staff for them for four years.
• 3:04
  Oh okay.
• 3:04
  So and then I got licensed about five and a half years ago.
• 3:08
  So I did both for about two and a half years.
• 3:10
  And so then there I was working 80 hour weeks right here, like, and that one job and now it's like, okay, intervention time again.
• 3:21
  Yeah.
• 3:21
  So I stepped down for my corporate career with them, which I really I, I still miss it. Sure.
• 3:27
  And then my husband and I started Hilltop Property Group, and here we are.
• 3:31
  And I'm working 40 hour week.
• 3:33
  So I would say you are doing pretty good.
• 3:33
  Yeah, yeah.
• 3:36
  And that, is that how you find your work life balance with the kiddos and everything?
• 3:40
  Yes. Yeah. Yeah.
• 3:42
  So now I have an assistant.
• 3:44
  Our team is very self ran.
• 3:48
  They don't need they don't.
• 3:49
  I try to make it so that they don't need me for their success.
• 3:52
  So I try to train them up as leaders and to be well equipped.
• 3:55
  And so the team self runs, and so yeah.
• 3:59
  So I get to be a good wife and mom and do all the other stuff I like to do.
• 4:05
  Yeah. Absolutely. Fine.
• 4:07
  What was something that surprised you about getting into real estate once you got your license?
• 4:12
  Like, because it's kind of nice that you did have a corporate job, so you got to observe a lot of real estate.
• 4:18
  But then once you actually got your license, was there anything that stood out to you that you're like, oh my gosh, I had no idea. Yes.
• 4:24
  So I my first year I was a solo agent, so I was not on the team.
• 4:30
  I was just learning and figuring it out.
• 4:32
  And I just was surprised that so so two things surprised me.
• 4:38
  One, I just thought that people would come to me and ask me to be their agent, and that just really doesn't happen very often.
• 4:46
  You got to even people you know don't you?
• 4:48
  Oh yeah.
• 4:48
  Because everyone knows like 20 agents.
• 4:50
  So, so I was like, wait a minute.
• 4:53
  Like, wait, what?
• 4:53
  They know I'm an agent. Why?
• 4:55
  No. And so.
• 4:57
  And now I look at it as we wake up every day and I'm like, I am a lion, and I'm going to hunt.
• 5:03
  I'm going to I need to I need to feed my family.
• 5:06
  And so I don't just sit around and it comes to me.
• 5:09
  But that's was a hard learning lesson.
• 5:11
  And then number two, when my husband got his license and I had now somebody to work with me as like a team and have someone to talk about it with.
• 5:22
  Whereas before I just kind of kept it to myself or had someone to bounce things off of.
• 5:27
  My business just exploded and I was like, I saw the power of having people in it with you.
• 5:33
  Yeah. Like trenches.
• 5:35
  And so then we started the team, and it's just been amazing because being around that like minded people so important.
• 5:42
  And before I had just been kind of floating around because I wanted to save a couple of dollars in commission, but I gave up a lot of money because I would have been way more successful in this business.
• 5:51
  One thing I don't think people realize is how siloed it can be.
• 5:54
  And so that is the one nice thing about being on a team, is that it does give you that team camaraderie and support that you wouldn't get as a solo agent.
• 6:01
  Yeah, yeah.
• 6:02
  And even if you are solo agent, like have the have your tribe around you, close to you like your office is so cute.
• 6:09
  Like I can tell you all sit at desks and a lot of times you're, like around each other and just that, I mean, that's huge.
• 6:16
  And yeah, it's cloud based, so, so you can't you can't do that unless you, you come up with different systems in ways.
• 6:24
  Yeah.
• 6:24
  So engage your team, get together either via zoom or in person, like multiple times a month or once a month.
• 6:30
  Yeah, it's very much hybrid.
• 6:32
  So, so our we call it our morning grind.
• 6:36
  So every morning from 8 to 10 we log on zoom and we're with our coffee and our hands everywhere and we.
• 6:43
  Yeah. Just real like real life.
• 6:44
  Yeah.
• 6:45
  And so we have our morning grind on zoom, but we, Do I cold call with them, by the way, they don't have to cold call.
• 6:53
  I just kind of enjoy the challenge.
• 6:55
  And so every Thursday they can come sit and join.
• 6:58
  Join me.
• 6:59
  We have a once a month team meeting.
• 7:02
  We do a lot of events together.
• 7:03
  I host a lot of events. Yeah.
• 7:06
  So I see the team a couple of times a week.
• 7:08
  Yeah. Person. That's awesome.
• 7:10
  Who do you cold call?
• 7:11
  Like do you call expired or.
• 7:14
  Yeah.
• 7:15
  I'll two two work pretty well for me.
• 7:18
  And by the way, I only started like three months ago because one of my team members was like, I want to learn how to cold call them like, heck yeah.
• 7:27
  Like I've done it before.
• 7:29
  It's not my primary lead source.
• 7:31
  Yeah, I don't really need it.
• 7:31
  I have other ways.
• 7:34
  But I was like, if you want to learn, like.
• 7:36
  Yeah. And like, that's what being a leader is, I will show you how to do it. Yeah.
• 7:39
  So the ones that work best for me as far as, like, setting appointments are not recent expired.
• 7:46
  Even though that works for many, I call expired.
• 7:50
  So that expired between 12 and 6 months ago.
• 7:52
  Because, especially strategically looking at when were interest rates high, when was it hard for them to sell.
• 8:00
  And then they probably pulled it from the market and then maybe did some things to it or were waiting for.
• 8:07
  Yeah, summer or whatever.
• 8:08
  Or maybe they're not as defeated now because they've had a little time to sit there and just like they're ready to try again.
• 8:14
  Yeah. I find like with right away expired.
• 8:17
  So for anyone that's listening in that doesn't know, like when you put your house on the market, you have a contract with your realtor for so long and your realtor has so long to sell.
• 8:26
  So let's say it's six months.
• 8:28
  And if the house doesn't sell in six months, it expires off the market and that contract with your agent expires and you can renew it and keep it on the market and stuff.
• 8:36
  But sometimes people don't do it.
• 8:39
  And what happens is I find and sellers don't appreciate this at all.
• 8:43
  So you get 30 phone calls a day, it expires and like, hey, I could tell a better and I could do it for this and blah blah blah, and you're so burnt out and frustrated because they're already frustrated that their house hadn't sold in six months or eight months or a year or whatever.
• 8:57
  And so the last thing they need is like 30 sales pitches nonstop the day it expires.
• 9:02
  Yeah, exactly.
• 9:03
  So that is I can try.
• 9:05
  Yeah. Like that works pretty well for me.
• 9:08
  And then the other thing is I just do traditional circle prospecting.
• 9:13
  So if I just sold a home or someone on my team just sold a home in a neighborhood, or, if I have an upcoming listing.
• 9:21
  So that works pretty well for me.
• 9:23
  And then I do try to be strategic.
• 9:25
  Like right now I have a two bed, one bath coming up.
• 9:28
  And so it's in an area that has one bedroom homes, quite a few of them.
• 9:32
  And so I've just been calling them and say, are you ready for another bedroom or if you know anybody.
• 9:37
  Yeah. So so those work really well for me.
• 9:40
  And then also I do call phase both for sale by owners and I don't try to sell their house.
• 9:46
  I just ask them, would you like, can I come in and take, like a video tour and send it to my clients?
• 9:50
  Am I like your home? Yeah.
• 9:53
  It gets me face to face with them. Yeah.
• 9:53
  And what?
• 9:55
  And again, sometimes people don't know what they don't know.
• 9:58
  So sometimes our sell by owners are selling because they've heard things or they've had a really poor experience.
• 10:04
  So for example back to those expired, like maybe they had a really bad experience with an agent and now they just want to try it on their own.
• 10:10
  Yeah, but really, sometimes it just takes at face to face, right?
• 10:13
  Or just say, can I please host an open house for you?
• 10:17
  You don't have to pay me.
• 10:18
  I'm not going to try anything, but this way I can get people in your house.
• 10:22
  And I could also potentially get a client.
• 10:24
  Yeah, that might want to buy your house.
• 10:26
  And then once I see you doing work and like that, you're there for them.
• 10:30
  And it's not just about you and the commission. Right.
• 10:32
  They then understand, like, oh, okay, she's actually going to market my house, sell my house, work for me.
• 10:38
  I work for her. Exactly.
• 10:39
  And I think that's like the big thing in our industry is to the general public, is that we have this, like stigma out there about us.
• 10:47
  It's all about like, right.
• 10:49
  Yeah.
• 10:49
  When so many agents are like you and I, where it's like about the client.
• 10:52
  Yeah. And they come first all the time.
• 10:54
  Oh of course yeah.
• 10:55
  We don't have commission breath. No.
• 10:58
  Oh my gosh I love that.
• 10:59
  Yeah. You should see shaking.
• 11:02
  Yeah.
• 11:02
  They can sense I smell your commission breath.
• 11:05
  That's so funny I yeah it's very obvious when that's the case.
• 11:09
  And so yeah you're also very active on social media.
• 11:13
  Is that more just to engage with your own sphere.
• 11:16
  Do you get new clients out of it or build teams out of it, or is it for fun?
• 11:20
  It's all of the same for me.
• 11:23
  Yeah, yeah.
• 11:24
  So, it is a I mean, it's a great way to stay in front of my sphere.
• 11:29
  I would say that is the most important thing, but coupled with that, I have to constantly grow my sphere, because if I'm only in front of the the same old people that, like, limits me.
• 11:41
  So I add people to my social media when I'm out in the world or events all the time, like yesterday, I, I pulled over.
• 11:51
  There's these guys with the taco truck, and I pulled over just to see if they ever did special events, you know, because I was doing special events and they said, yeah, now we're best friends and they're on social media.
• 12:00
  I love it.
• 12:01
  Like I just everywhere I go, I try to add people in and yeah, so social media allows me to then stay in front of these people.
• 12:09
  And then I do meet lots of great agents, if they're in Oregon, I love, like seeing if they're a good fit for my team, of course, but like, literally.
• 12:20
  So I, I nurture my relationships with other agents in other markets and states just as much as I do people that I'm that are in some that might because so much my business is incoming referrals and I send out a lot too.
• 12:33
  But like I calculated my, like last year, like eight deals from from where he did.
• 12:43
  And so I love connecting with other agents.
• 12:46
  And then I do get leads from it. Yeah.
• 12:50
  Well, and the same with connecting with other agents out of state, even agents in our own state.
• 12:54
  I've talked about this before, too.
• 12:56
  Is like, well, you'll experience this because you're in Salem.
• 12:59
  I know a lot of agents.
• 13:00
  I won't go to Salem. Right? Right.
• 13:00
  Yeah, I'll go to Sarah.
• 13:03
  But for those at home, you're a great referral partner.
• 13:07
  Then.
• 13:07
  Like, some agents in Salem would never drive to Portland.
• 13:10
  Right?
• 13:10
  So, like, sometimes it's not even.
• 13:12
  It's like 40 minutes and no, not show.
• 13:14
  And agents are like, now it's on my area.
• 13:16
  So having referral partners is just such a great way.
• 13:20
  Yeah.
• 13:20
  To like, help your clients because you're doing them a disservice if you are trying to sell in an area you're not familiar with and you can't really help them as much, right?
• 13:28
  But you also don't want them to just flounder and not know who to work with.
• 13:33
  So I love that. Like, you can just be like, oh, you know what?
• 13:35
  Let me connect you with Jordan.
• 13:36
  She can take care of you and she can show you the saint.
• 13:39
  Like everything about Salem.
• 13:40
  Yeah, she can help you find a dentist.
• 13:42
  All the things, a hairdresser, all the things she knows.
• 13:45
  Everybody in Salem.
• 13:46
  So I just think that's important to connect with other agents.
• 13:48
  And then you feel good about receiving the referral or giving it.
• 13:52
  Yeah. Yeah, 100%. Yeah, yeah.
• 13:54
  What's coaching too?
• 13:55
  Because I know that you do a lot of coaching.
• 13:57
  Do you coach agents outside of Oregon or just inside of Oregon?
• 14:00
  Yeah, I have three right now that I'm coaching outside.
• 14:04
  Like basically what it is, is I have like a video library.
• 14:08
  I have materials that I've created.
• 14:10
  And then I do several live zoom missions for them.
• 14:14
  And then also goal strategy sessions. Yeah.
• 14:17
  Just, you know, there's so many resources that I can give them that aren't XP related.
• 14:23
  I mean, if someone's at XP, that's a whole different proposition of them.
• 14:27
  Yeah, but you know, if an agent is a good human that likes people, that wants to work hard and like that person will succeed no matter what brokerage you're at.
• 14:39
  Like, I could come to Coldwell Banker and I would do great, and you could come to expand.
• 14:43
  You like. Yeah, it has to do with the individual.
• 14:46
  And then, you know, they find where they are.
• 14:48
  And so so yeah.
• 14:50
  So it really works like across any brokerage.
• 14:53
  So, what's it love it.
• 14:55
  What's a piece of advice that you'd like to give like new agents when they're shopping brokerages.
• 14:59
  Like what kind of questions do you tell them to ask or think.
• 15:02
  So for yeah, I actually have a list that I may like.
• 15:05
  So if anyone watching this wants it, it's just what I advise any new agent to ask the team or brokerage.
• 15:12
  Yeah.
• 15:12
  But of course some of it's the financial chat.
• 15:15
  Now, do you have a cap?
• 15:15
  What are your splits?
• 15:18
  Do you have any desk fees or additional?
• 15:20
  You know, so there's the financial one for anyone listening.
• 15:24
  That's not in real estate, a cap is like, you cap at a certain amount.
• 15:28
  So for I'm just going to throw numbers out there.
• 15:30
  Don't come for me in the comments.
• 15:30
  These are made up numbers.
• 15:33
  But for example, like if you're let's say Smith Company, which is a made up company, okay.
• 15:39
  And the cap is $30,000.
• 15:41
  It means once you pay up to $30,000 in fees to that Smith company, then you don't have to pay them for the rest of the year.
• 15:50
  A lot of agents tend to cap in 5 to 8 transactions, depending on the company.
• 15:55
  Right. Exactly. Yeah. Yeah. Yeah.
• 15:58
  So and a lot of not a lot of brokerages, but there are many especially boutique brokerages that are so wonderful for other reasons, but many don't have caps at all.
• 16:08
  And that's not necessarily a bad thing.
• 16:10
  And and if somebody just as a few a year and they wouldn't cap somewhere else, then why not. Like that might be a great fit for them.
• 16:17
  So it just depends on the agent's goals and and what the brokerage provides or the team.
• 16:25
  Yeah. Yep.
• 16:26
  And so also, asking what kind of mentorship they offer.
• 16:31
  And the support, asking what the requirements are like, do I need to, you know, call X amount of like leads or do I need to cold call em?
• 16:42
  Things like that.
• 16:44
  But the, the most important thing that I tell everybody, I'm like, if nothing else, call the other agents on the team.
• 16:51
  Yeah.
• 16:51
  And ask them how it is to how it is.
• 16:53
  Are they happy? Yeah.
• 16:55
  Like literally if I'm sitting there presenting my team or my brokerage to someone, I literally tell them, you need to talk to at least two other people.
• 17:03
  Yeah, because I could be. I said, I'm not.
• 17:05
  And you can call it agents on my team, but I could be saying whatever I want.
• 17:09
  Yeah.
• 17:10
  What you want to hear to get you to join and especially if they're new agent they might join from.
• 17:15
  And I'm like, you got you want to make sure that you you check with the other agents because somebody can tell you just like a relationship.
• 17:22
  So we can tell you what you want to hear.
• 17:24
  Well and also just seen especially if you're joining a team like Jordan might be amazing and you connect with her and she's awesome.
• 17:32
  And then you talk to two other people on the team and the vibe wasn't there, right? Yep.
• 17:36
  And then so you're like, well, I came because I really like Jordan, but I didn't know so and so on and so and so and so so that happens too with teams or offices like you might really vibe, but the one person you're talking to and be like, this sounds amazing.
• 17:48
  Yeah.
• 17:48
  And then you meet somebody else and they're like, oh, I don't know if I like that or vice versa.
• 17:51
  Yeah.
• 17:53
  Like you might be like, Jordan's okay.
• 17:56
  But then you talk to like three other team members, you're like, oh, this team.
• 17:58
  So like, I like this.
• 17:59
  Yeah. This is amazing. Yes.
• 18:01
  So I agree with you.
• 18:02
  Like definitely interviewing more than just one person about the brokerage.
• 18:06
  Yeah.
• 18:07
  And then also not just mentorship on like new agents but like what happens.
• 18:12
  What are you going to do for me at five years and ten years and ten years, like, is there something here that'll help me grow beyond my first three years?
• 18:20
  Right, right.
• 18:21
  That's so important. Yes, exactly.
• 18:23
  Like as agents, we most of us by nature are we want to grow.
• 18:29
  We don't want monotony.
• 18:31
  And we, you know, we are just always.
• 18:35
  Yeah, looking to grow and get better.
• 18:37
  And so if we feel like we're just going to be, like, in the same spot, I mean, that's why that's the way I got out of like even exp corporate, which is wonderful.
• 18:46
  But I'm the type that I want more than that.
• 18:48
  Like I don't want limits.
• 18:50
  And so, I think a lot of agents are coming from W-2s because they don't want those limits anymore.
• 18:56
  Yeah.
• 18:57
  Well, a lot of people say they get into real estate because of the schedule, which is yeah yeah yeah. Laughs.
• 19:03
  Because our schedule, like you just said earlier, you're like I was working 80 hours a week.
• 19:07
  Yeah. Like our schedules can be crazy.
• 19:10
  And you are still working nights and weekends.
• 19:12
  But what's nice is you don't need permission to like go to the dentist, right.
• 19:14
  Or to pick it up from storage.
• 19:17
  You make your schedule.
• 19:17
  Your schedule. Yeah.
• 19:19
  Or to your client's needs too, because you're also not going to tell your client like, no, you can't see that house today because I don't feel like it.
• 19:25
  Yeah, exactly.
• 19:26
  But yeah, I'm available tomorrow morning.
• 19:29
  Yeah. After I've slept.
• 19:30
  It's just more of a dynamic schedule, is what it is.
• 19:33
  But it's not complete freedom.
• 19:34
  Yeah, yeah. So. Yeah.
• 19:36
  What is, something else that has surprised you about real estate?
• 19:40
  I think a lot of people that see me just open doors, I see HDTV that looks like so easy breezy. Oh, I wish, I wish it was like that.
• 19:51
  Yeah, but, what is something else that kind of cut you off guard or that you learned, like when you were first getting into the trenches?
• 19:59
  Yeah, I would say just.
• 20:00
  I didn't realize how important like time blocking and management was.
• 20:05
  I tend to be by nature.
• 20:07
  I mean, I learned discipline over the years, but just myself.
• 20:12
  By nature, I am by nature a procrastinator and very impulsive and just like to be a free spirit.
• 20:19
  And so while I can still use those things in a, in a good way, I have had to learn how to become very disciplined.
• 20:28
  Yeah.
• 20:28
  And so treating time just the same as a financial budget, like, I need to know where every dollar goes.
• 20:37
  Yeah. Otherwise, the end of the month, it's.
• 20:39
  And like, you know, for so much of my life, like, where did all my money go?
• 20:42
  Yeah. Like, I don't know what I spent it on.
• 20:44
  So times the same way.
• 20:46
  And I was learning like where did my week go?
• 20:49
  I didn't like actually I did so much I did nothing.
• 20:52
  Yeah.
• 20:53
  And so I had to learn time blocking how to treat even this.
• 20:58
  You know even if it's just do social media engagement for half an hour.
• 21:02
  Sure. That's easy to be like.
• 21:04
  It'll be fine.
• 21:04
  I'll just catch up with it tomorrow like learn to know this.
• 21:07
  This is important as a doctor.
• 21:09
  Well and opposite like when you're like, I'm going to do social media engagement for a half an hour, and then the next thing you know, it's been an hour and a half because you've been like, for reals and stuff and you're like, oh my gosh, I do.
• 21:18
  Yeah, yeah.
• 21:18
  It's like just treating these things.
• 21:20
  And so I now I have a very detailed calendar that I stick to, which is funny because I miss I'm totally fine.
• 21:31
  I had to rearrange our schedule today, but it's like even what I was doing during that time, I had it time blocked in which I was preparing for a special event I'm doing.
• 21:41
  And so it's like, yeah, just knowing where every minute goes and, just taking it seriously and but still blocking in workout time, lunch time.
• 21:51
  Like those things too, for like self-care.
• 21:54
  Yeah.
• 21:55
  I even put on my calendar, like early release for my daughter.
• 21:58
  So then like because sometimes you do just get in the trenches or paperwork or something pops up on a home inspection.
• 22:04
  Yeah. Now you're calling eight roofers.
• 22:04
  Yes. And things.
• 22:07
  And so it's just nice.
• 22:08
  Not that I would forget her, but I have a calendar reminder like, hey, Ryan gets off school on 30 minutes. Yes.
• 22:14
  So I'm like, oh yeah.
• 22:15
  So then I wrap up what I'm doing and things like that.
• 22:18
  Yeah, it really does help because otherwise you are just kind of like floundering.
• 22:22
  Yeah.
• 22:23
  And it's easy to get lost in time. Right.
• 22:25
  And feel like I feel like I did a lot this week.
• 22:28
  What did I do. Yeah. Kind of basically.
• 22:30
  Yep. Yeah.
• 22:31
  And it really helps with tracking what's working.
• 22:34
  Because if we keep a detailed calendar, then, if we are just realizing, like, I'm not getting the amount of needs from my lead generation efforts, it's so easy to look back and see accurately exactly where our time is spent.
• 22:48
  And like, okay, like obviously this isn't working.
• 22:51
  So I'm going to adjust things and then try that.
• 22:54
  So yeah, yeah, I know I teach a lot of social media classes and I always laugh when people are like, well, I tried Social Net didn't work and I'm like, oh, what did you do?
• 23:03
  And they're like, well, I posted on Facebook once, yeah.
• 23:06
  You're like, oh, okay.
• 23:07
  Well, your effort wasn't really there.
• 23:09
  Yeah, that's and that's the same with any task. Right.
• 23:11
  Like if you could call one person one time, right.
• 23:14
  Yeah. Your results are going to be what they are.
• 23:16
  Yeah. It's the same thing but they're always correcting it.
• 23:18
  But it is nice if you time like because then you can be like, okay I've called this many hours for this many days and I've gotten this many appointments.
• 23:25
  So then, you know, if that's a true good avenue for you to keep spending time.
• 23:29
  Yeah. Or maybe cold calling is not for you, right?
• 23:32
  And you need to do something different.
• 23:34
  Yeah I love that advice.
• 23:36
  I want to talk a little bit too about you have two podcasts going on right now and I'd like to dive in.
• 23:41
  They're both like different but very entertaining and fun.
• 23:44
  Yeah.
• 23:44
  So let's why don't you talk about the Salem one for some Salem business owners and then I'll transition to the other one.
• 23:50
  Yes. So I was so there is a local like essentially newspaper in Salem called Salem Business Journal.
• 23:59
  And it's been exactly that for like 35 years.
• 24:02
  And print and print and then became digital and like news stories like okay and geared towards business owners.
• 24:09
  So business Journal so any kind of news or articles that business owner might care about.
• 24:14
  Yeah.
• 24:14
  And then and did they come up with the name or did you name it, the, my podcast, I, I came up with it with the owner of Salem Business Journal.
• 24:25
  Okay.
• 24:25
  So I met the, the owner now, but he was just partners with.
• 24:31
  He was co-owner last summer.
• 24:33
  And, and we got along great, like, just, you know, like talking about business and we were very like minded.
• 24:39
  And so he ended up buying out his business partner in January this last January.
• 24:44
  Okay.
• 24:44
  And was like I'm modernizing this thing.
• 24:46
  Yeah. This is not like an old dusty thing.
• 24:49
  Like it's been forever.
• 24:50
  Like it's always been good. But it's 2025.
• 24:52
  Yeah. You got to pivot.
• 24:53
  Yeah. So he started a media company.
• 24:55
  So it's essentially at now it's like a media company that owns a newspaper and also a lot of other, media products.
• 25:03
  And with that, he, he started five podcasts, all different ones, I ones local news.
• 25:09
  Well, so he wanted a business podcast and he, came to me, like, I think December or January, right around the time he fully bought it.
• 25:18
  And he said, Will you do like a boss babes type business?
• 25:23
  Yeah.
• 25:23
  Guest I want to have like a but like maybe a guy do one.
• 25:26
  You do the boss babe and pink and high heels and blah blah blah.
• 25:30
  And I said no, I was like, I love the idea of doing a podcast for you because you are amazing and I love how you're running your company.
• 25:38
  But I said, I'm just not really a boss babe type.
• 25:41
  I am, I, I'm a babe and I am boss and I do wear heels.
• 25:46
  But like of my, the, the people that I'm around in that I talk with and I do business with our, our men and women and I don't really carry the way and I don't put a lot of energy, I don't I agree that it's really needed and necessary, but I think I'm just so much like like, not that I'm like a negative feminist or anything, but it's like I'm so much that way where I don't see any difference and I'm like, I feel I already feel equal.
• 26:14
  So I'm not really putting energy into just like that space, like I yeah, I agree with it.
• 26:20
  I'm just I'm like, I'm just not at one of those like, you know, like women power people like I just yeah, power.
• 26:25
  Like more power to us all.
• 26:27
  And we're all just playing ball and that's it.
• 26:29
  And so I said, but if you ever want to do just like a business podcast.
• 26:33
  Yeah, I'll be there. Yeah.
• 26:35
  So then a few weeks later is like, okay, like you just have to do it like business.
• 26:39
  Business podcast.
• 26:40
  Yes.
• 26:41
  And so, so it was mostly his idea, the name, he's like, I really want to like, incorporate like a, like a American story, something that everybody knows about.
• 26:52
  And it's really powerful.
• 26:54
  And so we spent a while identifying like who's the target audience, business owners and entrepreneurs.
• 27:00
  Sure. Small the medium.
• 27:01
  Yeah.
• 27:02
  And, just the failure rate is really high.
• 27:05
  It's hard to run a small business. Yeah.
• 27:09
  Some industries more than others.
• 27:11
  And the I was like, I just want to host it and give them the best chance that they can. So, like. Guest.
• 27:17
  Yeah.
• 27:18
  And like, each guest like, offers up a tool or a strategy or a piece of advice that business owners of any industry can like, take that strategy and implement it into their business right away.
• 27:31
  Yeah.
• 27:31
  And so he said, how about the story of the Wright brothers?
• 27:35
  Because here are these two brothers with a bicycle shop, the dirt to the ground.
• 27:40
  And they were the underdogs because they were, up against like the creating the airplane.
• 27:45
  They were up against a federally backed kind of giant.
• 27:48
  Yeah.
• 27:49
  And and they still with because of grit and hard work, they still developed the airplane quicker than like with not nothing.
• 27:56
  Yeah. And so they were the underdog.
• 27:59
  There was somebody bigger and better, badder and still.
• 28:03
  Yeah, we're able to create their plane first.
• 28:05
  So dirty Sky Business Podcast is the name which I love.
• 28:10
  And what's so funny is when you tell that story, it just gives a totally different perspective.
• 28:14
  But I know, you know, when I first saw it on your Instagram, I was like, oh, that's so cute to me because I thought of it as real estate.
• 28:22
  Like, yeah, the houses start from dirt.
• 28:24
  Yeah, to the sky.
• 28:25
  And I was like, oh, how cute.
• 28:27
  And then when I started listening to it, I go, yeah, well, that's not what she meant.
• 28:29
  Yeah, but that was just what I initially went for.
• 28:32
  I was like, oh, like a house, like dirt. Just. And then this other guy that I talk to is he's, Corvallis, Oregon, real estate agent.
• 28:40
  And he said, oh. Is that, what did he say?
• 28:43
  Is that about people that diet like.
• 28:47
  Yeah, but.
• 28:47
  Oh, my body's like good spirits go to.
• 28:51
  Yes. And I will be channeling everyone.
• 28:53
  People that die by channeling everyone's past loved ones on this podcast.
• 28:58
  Oh, my gosh, all the businesses that die is better.
• 29:02
  Oh my gosh. No.
• 29:02
  Yeah. I just instantly thought real estate and then I listened.
• 29:05
  I started listening to it and I was like, oh no, it's about like business, like growth, right? Yeah.
• 29:09
  So yeah, yeah. So it's been fun.
• 29:11
  I've been able to interview anything from a housecleaner and a physical therapist up to, people that have built a big business and franchised that all over the country.
• 29:26
  And country music singer, I mean, just like, really all sorts.
• 29:30
  He was so sweet.
• 29:30
  I just listened to that one last night.
• 29:32
  I was like, oh my gosh. Yeah, a little kitty I know.
• 29:35
  Yeah, yeah. He'll be.
• 29:36
  We actually, wrangled him up to, sing at, do live music at an event.
• 29:43
  We're doing.
• 29:44
  Oh, cool. Yeah. So. Yeah.
• 29:46
  So that'll be fun.
• 29:46
  So you can come down and meet him. Yeah.
• 29:49
  Yeah, I'd love to.
• 29:51
  And so that podcast, when new episodes come out and how people come on day.
• 29:55
  Yeah.
• 29:56
  Every Monday and it's just guy business podcast on for now Spotify YouTube.
• 30:01
  And they're working on getting getting it on the Apple Store.
• 30:07
  Yeah. It's awesome.
• 30:08
  And then talk about the other podcasts that you have with your friends.
• 30:11
  So the other one is called The Real Cut Podcast.
• 30:14
  And so this one started I mean, we're coming up on a year pretty soon, and it's my best friend Oli.
• 30:21
  He's a barber and we have been friends for like 11 years and then like best friends for like seven.
• 30:29
  And so he, like and and I will disclaimer like I, he's my best like guy friend.
• 30:36
  I have a best like girlfriend but she lives a few hours away and she's listening to her all the absolutely and actually, low key.
• 30:44
  I did try to matchmake them one time because I'm like, I could have my two best. Oh, my best.
• 30:47
  It wasn't successful, but but anyways.
• 30:50
  But yeah, so but he I mean we're just, you know, so close and we do like our triathlons together.
• 30:56
  We work out together all the things.
• 30:58
  So we're like, we should, well, when he and I talk, we're just like, just like in the podcast. Right?
• 31:03
  But, like, just, you know, have a great time.
• 31:06
  And we're like, well, why not?
• 31:08
  Let's just let's just do it. Let's sit down.
• 31:11
  And because we always would talk during our runs and our workouts and we're like, we never really hang out outside of our workouts, like, let's do a podcast.
• 31:20
  So so we did.
• 31:21
  And then we actually have quite a few people that listen.
• 31:24
  And yeah, it's kind of like a radio show, almost like someone's like, you guys should be like radio hosts, but I have too much going on.
• 31:31
  But like, so it's kind of like that, you know?
• 31:33
  And so we just have fun.
• 31:35
  It's, it's more like a lifestyle podcast.
• 31:37
  So we do reference our businesses and our, you know, kids and.
• 31:42
  Yeah, like that.
• 31:43
  But yeah, you also just talk about stuff that's in the news, like react to things going on in the world. Yeah.
• 31:48
  And share stories of each day actually day to day life. Yes.
• 31:52
  It's super fun. So it's really fun. Yeah.
• 31:54
  And that one is also on Spotify. Yes.
• 31:58
  Yeah. Yeah Spotify.
• 31:59
  And we don't have it on Apple Store right now.
• 32:02
  So it's Spotify and then we'll just do the rails on Instagram.
• 32:05
  So it's pretty casual. Yeah.
• 32:07
  And so and then you mentioned events I know that you have one coming up this episode will air in August after that event.
• 32:14
  But what other about always having or.
• 32:16
  Yeah.
• 32:16
  So we're going to be doing quarterly event for business owners called the Modern Business Workshop.
• 32:22
  Oh, cool.
• 32:23
  And so that is for business owners that are wanting to do things not kind of the old way, like how do we modernize and keep up with this ever changing world?
• 32:35
  And so that'll be a workshop and it will be for, or for people who want to become business owners and entrepreneurs and want to learn how to even put their business together.
• 32:46
  Yeah.
• 32:46
  So we'll have CPAs, we'll have like HR people like all the different elements of a business.
• 32:52
  They will be there helping people work through creating their business.
• 32:56
  Cool.
• 32:56
  Or if they're a new business owner and they're like, I need I need this because I don't have this.
• 33:01
  That's how I was.
• 33:02
  I started the business without a good bookkeeper, sure, without knowing I like.
• 33:06
  And it was a hot mess and I lost a lot of money.
• 33:08
  So yeah, well, sometimes you don't need sometimes people have all the things and yeah, like we haven't made a dollar yet.
• 33:14
  So you don't need a bookkeeper.
• 33:14
  Yeah, yeah.
• 33:16
  But once you've made a few dollars then big time.
• 33:19
  Okay.
• 33:19
  Yeah. Exactly.
• 33:21
  So we'll be doing that quarterly.
• 33:23
  So we have one in July.
• 33:24
  So we'll, we'll do another one a little while after this area.
• 33:27
  And those are in Salem will be in Salem.
• 33:30
  Yeah. And is there a certain spot you always have it or does it move around.
• 33:33
  It'll move around. Yeah.
• 33:34
  We have our first one in July.
• 33:36
  And then I'm always just doing I have a good mix between real estate agent ones or business owner ones and, just fun ones.
• 33:46
  Yeah.
• 33:47
  Because I all three is a way to network and usually lead generate.
• 33:54
  So I'm in the business space, which is why I accepted the podcast host position.
• 34:00
  But I, I make I have one.
• 34:03
  It's a wonderful source of lead gen because it's like we support each other already.
• 34:08
  We're always networking and they have jobs and they need new content.
• 34:12
  And it's like, and I can support and buy from them too.
• 34:15
  And so when the thing too is you're a connector like I am.
• 34:18
  And so that was the other reason I wanted to do my podcast is just it's more it's another avenue of being a connector and giving an avenue to another business owner. Like.
• 34:27
  And I love to show the collaboration of our competition, like you and I both could have just been like, oh yes, I did podcasts.
• 34:34
  You're an agent, I'm an agent. We're different.
• 34:36
  Yeah, but like, we're not like that at all.
• 34:38
  It's all about like building each other up and just like, bringing more professionalism to that industry too, and showing, like there's enough to go around and you can do it together and hundred percent so much more fun to to do deals with someone you know, like and trust than like a total stranger that's trying to wheel and deal on the other side. Yeah. So exactly.
• 34:57
  I love that too.
• 34:58
  Just sharing that.
• 34:59
  Like other businesses too as well.
• 35:02
  Like if I need somebody in Salem, I would call you and be like, yeah, who's your roofer?
• 35:06
  I have no idea what roofer to use in this area of Salem or whatever.
• 35:10
  Yeah, kind of a thing.
• 35:11
  And that's what's so great about being a connector.
• 35:14
  So yeah, I really appreciate you.
• 35:16
  And thank you so much for coming on today.
• 35:19
  What's next for you?
• 35:20
  Like, what are some goals that you have coming up?
• 35:22
  So let's see.
• 35:24
  So coming up, I would say, the I'm, I'm working hard this year.
• 35:30
  I think we'll get it.
• 35:31
  There's a certain production level at my brokerage, and then we get our, our cat back in stock.
• 35:36
  So, so I would love to.
• 35:38
  I mean, that's, you know, a pretty.
• 35:38
  Yeah, pretty hefty amount.
• 35:41
  Yeah.
• 35:41
  And so we need to do, like, 11 more transactions.
• 35:45
  So, so that's my goal. Should make it.
• 35:48
  And then I would love to see my team grow a little bit more, and ultimately to see them just like last month was our, their, their biggest production.
• 35:59
  Yeah.
• 36:00
  And I'm like, I feel like I'm, it's like a mom, like my little babies are growing up and so proud of them.
• 36:06
  So I think just like leveling up all of that and still maintaining work life balance, which I'm thankful I it's going pretty well.
• 36:14
  So I'm like, I want to go camping and like, be with my kids outside in the dirt in the park, not pond.
• 36:21
  That would not be.
• 36:21
  That sounds kind of gross.
• 36:23
  The river and lakes there.
• 36:24
  Yeah, yeah.
• 36:25
  It's not a pond.
• 36:25
  Yeah, I'll fish in the pond. Yeah.
• 36:28
  But yeah.
• 36:29
  So. Yeah. Well, awesome.
• 36:31
  Thank you so much.
• 36:32
  I'd like to toast you one more time. Cheers.
• 36:35
  Thanks for being on.
• 36:36
  And if you want to connect to Jordan, I will have all of her information tagged on the YouTube video, but then also on the podcast.
• 36:43
  On the web page, you can find her website, her Instagrams, her podcast, all the Things.
• 36:47
  So thank you everyone for listening to today's episode and we hope to see you back next week.
• 36:52
  Cheers, cheers.