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If I Started All Over Again Today This Is What I’d Do · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
0:11
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0:15
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Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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Don't miss out.
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Go check it out right now.
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Visit LOKestudy.com and download your free copy today.
1:03
Hey, listeners, Jeff Zimfer host of The Mortgage Market Radio Podcast.
1:14
Glad you're here.
1:15
Thanks for tuning in with my best radio voice.
1:17
Okay.
1:18
So really excited to bring on my special guest in just a moment.
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But before I do, another reminder for those of you who haven't yet joined the private
1:26
Facebook group, we get some good stuff going down in there.
1:29
I'm talking live streams, ask me any things, subject matter experts coming in.
1:34
That's right.
1:34
I'm trying to cajol tease convince you to go to Facebook.
1:39
And if you haven't yet joined the podcast group, you type into Facebook mortgage marketing
1:44
radio and that's where you can find more good content, more of what I'm doing.
1:48
Should you be so inclined to want to listen and get access to that and do it soon because
1:54
through the rest of December, I'm going to be doing some cool stuff and I'd love to
1:58
have you participate.
1:59
All right.
2:00
So my special guest, this episode, who I believe is if not the only one of less than five
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people out of over 220 interviews, that is back for a third time on the podcast.
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Wow.
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That's right.
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Everybody who's back for a third times gets the James Brown shout out.
2:24
Hopefully that didn't startle you too much.
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You never know if your volume's up loud in your earbuds or whatever.
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But anyway, thrilled to bring her back.
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Who am I talking about?
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None other than the lovely and talented and pleasant Sue Woodard.
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Yes.
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Sue is a mortgage and FinTech evangelist, a public speaker.
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She's a senior advisor at Stratmore Group.
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She's had a stellar career as a successful mortgage originator as a president and CEO for
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vantage production, the chief customer officer for total expert and just as a wealth of
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knowledge and insight and always have good conversations with her.
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But I presented an idea to her recently, which was what would you do if you had to start
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all over again, knowing what you know now?
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Of course, Sue, being who she is, decided to take that on, loves the challenge and that's
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today what we got together was to have her share what she would do differently, how would
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she approach being in this business, how would she approach life personally and professionally
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if she had to start all over again, today, knowing what she knows now.
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So I hope you enjoy this conversation.
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I know I did.
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I took notes.
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I've got some nuggets here and I think what I love about this is there's not only business
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application from what she shares, but there's also the personal side of things as well and
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as she says at the end, the business we're in, it's a personal business, right?
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We're dealing with people personally, real estate agents and of course our clients on a very
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personal level as well.
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And there's a lot that goes on throughout the course of a day or week or our career in
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this business.
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That's Sue's advice, I think, will prove to be valuable to you.
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So with that said, let's get into our special guest, Sue Woodard.
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Let's get right into the show.
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Sue Woodard, welcome back to the show.
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It's great to be back.
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Yes.
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I was thinking about this ahead of time and I don't know.
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There might be one other, but you are definitely one of a very, very short list who is back the
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third time.
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Wow.
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This is our third time.
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Amazing.
4:38
Well, I feel very honored.
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So, so thank you.
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This is one of my favorite podcasts and so I really appreciate the opportunity to be
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back again.
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I love having you on because, first of all, who you are as a person, right?
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Thank you.
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And second of all, because your perspective, you know, you've been in this industry a long
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time, right?
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What are you saying?
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You say animal.
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You've got quite a perspective.
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You are obviously a very successful producer, you know, and now you, you know, you moved
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into different phases in your career and now you're with Stratmore.
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So you've got, I assume, some access and exposure to executive conversations.
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Yeah.
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Like you've always had.
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But so first of all, thank you.
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I'm a fanboy, if you can't tell.
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And then secondly, let's, let's get into the premise of what we wanted to bring to
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all listeners here today, which I threw this at you.
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You were willing to take it on and I thought, okay, let's take Sue's years of
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experience because you were originating when I was, I started in 2000, what year did
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you start originating?
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1995.
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Yeah.
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I started in financial services in 1990, which is about 31 years ago.
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And yeah, I actually started originating in 95.
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Yeah.
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And you did very well.
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You know, you can throw out numbers if you want.
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I'm sure everybody knows your name by now, but you're obviously very successful.
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And I thought it would be interesting to talk about if you had to start all over again.
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Like the knowledge you have now, and that's of course the advantage you have, right?
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If I had to start all over again today, what would you do?
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And some of that might be different, some of it might be the same, but that's where
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we're starting.
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How do you feel about that?
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Yeah.
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I love this topic because there's all kinds of things that, you know, and I think we
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can all look back in our lives and just go like, you know, and I will say I don't have
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a lot of regrets in my life.
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However, there are things that it's like, oh, man, if I only want to start in doing that,
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you know, sooner, all what a huge difference it could make in a career or just even, you
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know, just again, approaching certain things differently.
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So I do have a few things that you see my kitty cat up there, it's stressful.
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She walks the plank up there.
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But yeah, I do have a few things that I think, you know, if I use them, what I know now.
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And so that's what, yeah, I'm excited to dig into this.
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And I would tell you the very first thing that came to mind for me on this topic was to
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choose taking action over waiting for perfection.
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And a great example of that, I would say, is building up my database, right, building
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up my database, building up my customer journey is another part of it for how I was going
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to communicate to that database.
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I literally remember, Jeff, and it's so crazy when I think about it now.
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I used to do a pre-approval and I would talk it away in my drawer and if they would
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call back, I'd go into my drawer and I'd pull it out.
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And I remember there one year, I was like, well, I was getting full, you know, I should
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go through there.
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And I realized all kinds of these people hadn't called me back.
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And I thought, again, blinding flash of the obvious.
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But like part of the reason I wasn't getting in touch with them is that, yeah, I was thinking
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I've got to come up with like the perfect way to do my database.
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I've got to pick the perfect, you know, tool to do.
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I've got to pick the perfect, you know, machine to try to, like, you know, I mean, back
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in those days, you know, we had ACT.
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That was about as cool as the technology got.
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But I should have chosen action over perfection, right?
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I was trying to wait until I had these, you know, kind of systems perfected and all the
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right perfect things to do.
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And I would do that with sometimes realtor presentations and, you know, and it's like,
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I remember somebody that used to work for Carla Lundy.
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She's a guild mortgage now.
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I was used to be in my boss at Countrywide Home Loans.
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And I was, get ready to do a realtor presentation.
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And I remember I was just like grinding on all of this, that, you know, and I didn't want
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to put it out there.
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And she said, you know, you're so funny.
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Do you really think people think about you, like all that terribly much, like just do it.
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Just get it done, get it out there.
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And just kind of getting over the hump with taking the action rather than waiting for it
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to be perfect.
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Nothing is ever going to be perfect because we're in perfect creatures, right?
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So for me, I wish I would have earlier in my career taken more action instead of, you
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know, waiting to try to make something perfect.
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Okay.
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I love that.
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And if it's okay with you, I also want to ask the other side of the coin on that, which
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is, and I don't necessarily want to hang out in like regret.
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Like you said, you don't have any regrets.
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But what if you missed out on by not doing that earlier?
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Yeah.
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I would say business and relationships because I literally, like I said, I'm not going
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to say that.
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I know I missed out on business.
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I, again, I remember a lady calling me telling me that, you know, this wild story about how
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she tracked my phone number down and I realized there's probably 100 people for this one that
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tracked my phone number down that I wasn't staying in contact with.
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Or I remember my, my nail girl where I feel like over the years I spent thousands of dollars
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with her.
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She's telling me about this fantastic place that, you know, she and her husband had just
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bought and, you know, and all the stuff.
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And I'm thinking, like, why wouldn't you have used me?
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But like, I never asked.
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I never made it clear.
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I never put her in my database.
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I never made it clear that this is how we work is I'm referrals.
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I love to help you with this.
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So I just think I missed out on, I missed out on a lot of business, I would say, you know,
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probably other things too.
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But I just think I missed opportunities waiting for perfection.
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Yeah.
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No, that's a good lesson.
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I think that's a smart one for number one.
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And it's funny.
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I'm sure you hear it.
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I still hear it today.
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With realtors as well, you know, they come to me and they're like, so I'm like, do you
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have a database and you'll hear all the answers I know you've heard?
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Well, I have a cell or I've got a video marketing.
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That's another one too.
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If you're not doing video, if you're missed out and people don't do video, because they're
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like, well, you know, say it's not perfect.
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I've got as my phone.
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Your phone is like a thousand dollar camera.
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Like, take it up and use it and just, yeah, ship it.
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So just.
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The database was number one, right?
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Clear, missed out on business and also missed out on easier business, right?
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Yes.
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It's much more to convince a new person than to convert the people.
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Yes.
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Yes.
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All right.
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Was number two video marketing?
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Or is that just piling on that?
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That's just kind of with this one concept of action over perfection.
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I mean, that's just, you know, there's a lot of things that come under that with things
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I missed out on not, you know, probably doing as well as I could have by not just taking
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action and waiting for things to be perfect.
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So if I knew then what I know now, I'd take more action rather than waiting for perfection.
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Got it.
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Action over perfection.
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That's the big takeaway there.
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Okay.
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Yes.
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What else do you have for us?
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See you.
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Number two, I would say learning how to say no and choosing very little more wisely where
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I'm putting my time and energy.
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Aaron Buffett actually says that the biggest difference between successful people and really
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successful people is he said the really successful people say no to almost everything.
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Think about that.
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And there was actually something I read just gosh, just this week it was like the 525 list
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where he said, you know, it was long story, but he basically, you know, said if you make
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a list of the 25 things you want to accomplish over the next couple of years and pick the
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top five and you don't take the 20 and say, but I'll make time for those, you literally
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those turn into your do not do these things, avoid these things that I'll cost these other
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20 because if you're trying to do 25 things, you're never going to really get to the 500
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most important.
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And so it's learning to say no to all kinds of things so that you're saying yes to the
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right things, you know, and so, you know, I can just say in my career, you know, I certainly
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look back and I have a big believer in saying yes, like I don't know, do you remember
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that movie Yes Man where he was, you know, there was Jim Carrey and he was like saying yes
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to everything and he got into all these crazy things.
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So I'm a big one to yes, I want to, you know, I'd rather try something, but I did learn
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over my career, I, you know, I just, I got to points in my career where I had really
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exhausted myself, then not very healthy, you know, physically because I was just running
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so hard, maybe not been, you know, as a tendo with my, you know, my daughter or my family
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and I just, I kind of look back and say, you know, there's, there are some places where
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I should have, you know, pulled up and made some different choices and learned what to
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say no to.
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Yeah.
13:05
Yeah.
13:06
That's a good point.
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I think we all can relate to that.
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And then some people or relationships to also, I'm sure that's part of what you're thinking,
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but just to clarify for people.
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Yes.
13:14
Yes.
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Yes.
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Do you think about, like, I'm sure you've done this, but have you ever fired a Realtor?
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Yes.
13:23
It's, yeah, it can be daunting.
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Yes.
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Daunting, but it's whether it's, you know, I mean, I remember firing a Realtor who was,
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it was so funny.
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Again, it was one of those times I remembered thinking this particular Realtor, who
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shall go on named, I thought, well, we must be doing tons of business with this Realtor
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because I spend tons of time with her and all these pre-approvals.
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But again, when I kind of pulled up and said, how many deals am I actually closing for
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this Realtor?
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And there was, like, two over the previous, you know, year, and I'd spent lots of time,
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and I realized this was a relationship that I needed to cut off because there was a lot
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of time being extended, but it really wasn't.
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It was, you know, not a fruitful relationship or a lot of wise for me.
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And so, yes, there's times that you do need to say no to people, to relationships, so
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that again, behind, behind every no, there's a better yes.
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And so, you want to say no to certain things so that you can say yes to the right things.
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Yeah, it reminds me of, you know, we put up with certain things or attributes from people
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and in this contact real estate agents, because we, oh, we'll get business, whatever.
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And then people put those on, unfounded demands on us, like, oh, respond in 30 minutes
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or whatever and stuff.
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And it reminds me of one of my favorite sayings, which is go where you're celebrated,
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not tolerated.
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Yes.
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It's like, oh, I love that.
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When somebody brought that to me, I was just like, yeah, man, it's like you have worth,
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you have value.
14:53
Yeah.
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And like you said, there's somebody right behind that person who's going to love you and
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who's going to love the work on your terms.
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That's right.
14:59
That's right.
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Say no.
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Say no.
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Yes.
15:03
Are we moving on?
15:04
Number three?
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Moving on.
15:06
Yeah.
15:07
The third one is I think choosing to speak up and learning to find my voice.
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I think there are lots of times in my career that I was told, oh, Sue, you don't know how
15:17
things are.
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This is not how things work.
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And I think, I don't want to say it's because of being maybe at the time young or a woman
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or blonde or what have you.
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But I do think that I have, and there's times I have regretted speaking up, but more often
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I would say professionally, I can look back and say I regretted not speaking up when
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I knew inside that something was wrong, right?
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And I accepted somebody telling me like, oh, you don't know.
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So I do think that there is something in one of the things that I do think women in
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particular will do is they'll kind of apologize.
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They'll say, hey, I'm sorry, but could I just say something?
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It's like, you not only just apologize, but you did just say something.
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It's like, don't do that.
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The world needs to hear your voice.
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I mean, be thoughtful.
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I absolutely believe, yes, the two years one mouth, do more listening than you do speaking.
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But the world needs more people to speak up.
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And I think sometimes you need to speak up because how many times have you found, I'm sure
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you say something.
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There's 10 other people that were thinking of the same things that tell you later, I'm
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so glad that you brought that up because nobody was saying it.
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So find your courage because I think sometimes you need to speak up because there might
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be somebody else that doesn't have the courage to speak up and need you to.
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And so just finding your voice and not accepting, you don't know how things are, you don't
16:43
know how things work.
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Ask the question.
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Speak up.
16:46
Yeah.
16:47
It's really unfortunate that that happened to you, happens to others.
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I'm thinking of so many stories in my head.
16:54
My wife, she works for a company where the CEO has is very cognizant and hires a lot
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of women and hires women, strong women, like his CIO is a woman.
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Yeah.
17:07
And so he empowers that and she has faced a lot of that in working in the industry.
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She's in high tech, a lot of that in this in the executives, the other companies come in
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and they're like, are you the one who's going to be?
17:21
You know, like that.
17:22
I think like, where's the guy?
17:25
Yeah.
17:26
Oh, I'm sorry.
17:28
I am.
17:29
The guy.
17:30
Yeah.
17:31
Yeah, exactly.
17:32
Exactly.
17:33
And it's not.
17:34
I will say, you know, I mean, honestly, there's heard somebody say recently that, you know,
17:40
there's the saying that, you know, behind every great man is a great woman, but I think
17:43
behind every great woman is often a great man.
17:46
I mean, I will tell you because none of this is about like, oh, it's, you know, I'm not
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into though.
17:50
It's so hard to be a female.
17:51
I have had so many amazing men in my career who have helped me, who have given me a hand
17:57
up and who have, you know, opened doors and, you know, given me, you know, support and
18:03
criticism and feedback.
18:05
And so it's more something about, you know, for whatever the reasons, you know, whoever
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you are, you know, don't be afraid to speak up and, you know, really use, use your voice
18:17
and ask the questions because again, you know, the world needs you.
18:21
And so again, when I look back, I look back and I just say, man, there's times that I
18:26
knew it.
18:27
I knew something was wrong.
18:28
And I, I allowed myself to be talked out of it and I should have spoken up.
18:31
Yeah.
18:32
That's also trusting your gut.
18:33
Yes.
18:34
All right.
18:35
Love that number three.
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Number four.
18:37
Number four is, I think you can't always choose your circumstances or your challenges,
18:44
but you can always choose your reactions and your interpretations.
18:48
I think, you know, I can look back and say there's lots of times in my career that something
18:52
would happen and I would interpret it in a, you know, in a certain way, right?
18:58
And sometimes it's true, right?
18:59
You know, you'll have adversity.
19:00
There's a lot of challenges out there.
19:03
But I remember making a very pointed shift in my career where I was going to decide that
19:09
when adversity would strike or when somebody else was behaving in a, in a way that was
19:14
really tough.
19:15
You know, I, I choose now to really think about like, I don't know what's going on in
19:25
that person's life.
19:26
You know, when you have somebody that's horribly rude, you think, man, you know, for all
19:30
I know, they've, they've got something horrible going on in life.
19:33
I don't know what path that they're walking down.
19:34
So I'm going to choose, you know, to, to think the best of them.
19:37
And honestly, Jeff, there's times when I get really bad service that, and I remember
19:42
telling my daughter this, we get bad service.
19:44
Be thankful.
19:45
Be thankful because the bar is so low out there for what service is.
19:49
And right now, it's really bad, it's really bad, right?
19:54
The bar is so low that when you're willing to just be, you know, be a little bit better,
19:59
you know, better communication, care a little bit more about, you know, what you're, what
20:02
you're customer, your referral partners are going through.
20:05
Oh, man, you know, you win.
20:07
So I'm almost thankful when I get bad service because I think, man, this is just making
20:10
it easier for other people who care to be successful.
20:15
So I think it's just, it's again, kind of making that shift.
20:17
I think I did probably, you know, early on, you know, had some adversity, people making
20:23
judgments about me and kind of took it more as, you know, I think a lot more personally.
20:28
And now I kind of look at it and say, man, I don't know what's going on in their life.
20:30
And if somebody doesn't like me and, you know, there's people that don't, but I think
20:34
hey, they just don't know me.
20:36
And also choosing to make that shift and just maintain that mindset of, assume positive
20:43
intent.
20:44
Yeah.
20:45
Yeah.
20:46
So what I wrote down as a short version of that is it's not what happens.
20:48
It's what you do or it's how you respond.
20:50
Yeah.
20:51
And also, as I'm hearing you describe this, don't you think that's also a bit of, you know,
20:56
as we mature, as we get older, right, that kind of, we get, we get, we get to understand
21:02
a little bit more.
21:03
Right.
21:04
And we're not, we're not, hopefully, as much self-focused.
21:07
Right.
21:08
That's right.
21:09
And so we understand the bigger picture, like you said, of you don't know what that person's
21:12
going through.
21:13
Yeah.
21:14
Absolutely.
21:15
That's cool.
21:16
So awesome.
21:17
It's about how you respond.
21:18
It's not what happens.
21:19
Think about all the situations people you face every single day from fires, loans, blowing
21:22
up.
21:23
People, realtors yelling at you, borrowers saying, no, yes, you know, I heard a guy who's
21:27
very successful once say it, you know, he really got to the point where it wasn't that
21:34
something got him down or pushed him down or made him sad or depressed.
21:38
It was how long he hung out there.
21:40
Yeah.
21:41
And that was for him, the benchmark, like he described a particular situation that was,
21:44
you know, quite devastating.
21:45
And he was like, I knew I had arrived at this place of self-mastery, if you will, when
21:51
literally he was over that thing, like in 30 minutes.
21:54
Yeah.
21:55
Well, and, you know, it's interesting, like you can't, you can't help sometimes how
21:59
you feel, right?
22:00
I mean, it's like, you know, people will say, like, well, stop being sad, you know, or
22:04
stop being angry.
22:05
It's like telling, you know, diabetic, you know, stop doing that.
22:08
We're a good buncher thing.
22:09
You know, I mean, it's like, sometimes you can't help what your feelings are, but you
22:12
can always help, you know, how you choose to act or react or, you know, not to act or
22:19
react, right?
22:20
But you've always got a choice in what you're going to do or say in response to something.
22:25
That's funny.
22:26
I mean, I don't know how old your daughter is, but I've got a 19-year-old.
22:30
24 now, as well.
22:32
All right.
22:33
So, yeah, all right.
22:34
Different phase of maturity.
22:35
Yeah.
22:36
Maybe.
22:37
Maybe.
22:38
Hopefully, right?
22:39
I mean, I had a situation the other day with my 19-year-old who, like, threw a little
22:45
temper tantrum, you know, and I'm just like, what are you six again?
22:48
What is going on, man?
22:50
Yeah.
22:51
Yes, yes.
22:52
I hear you.
22:53
So, it's all about how you respond.
22:54
I love that.
22:55
Okay.
22:56
We're coming to number five here.
22:57
Here we are.
22:58
Number five.
22:59
What would you do?
23:00
What would you change if you could start all over again?
23:02
Go.
23:03
You know, I will say this is one that I think I've been reasonably good at for most of
23:06
my career, but I would probably do more of it earlier, and that's really choosing
23:11
places to give back.
23:14
And part of what I mean is to, you know, not just, you know, give and donate, and there's
23:20
so many amazing, like, cool nonprofits that are out there, but also to really invest
23:24
time in other people.
23:25
You know, it's like I said earlier, you know, a key thing is finding some great mentors
23:30
who will give you a, you know, just give you a hand and give you that support and encouragement
23:34
in your career, but then turn around and say, who is it that needs your help?
23:39
Who can you give to?
23:41
That is a great investment of your time because we all got to where we're at because somebody,
23:47
somebody helped, somebody gave us a hand, somebody supported us, somebody encouraged us,
23:51
somebody, maybe it was just, you know, at home taking care of things so we could go,
23:55
you know, do what we're doing.
23:57
And I think sometimes people feel like they don't have necessarily, you know, anything.
24:04
It's like, well, maybe you're newer in the business or you're not have been produced.
24:07
It doesn't matter.
24:08
You've gone through something that it makes you uniquely able to help provide information,
24:16
advice, encouragement, something to someone else who really needs it.
24:20
And so that's, it's just, it's powerful to give.
24:23
And there's a good friend of, I think both of us, Ginger Bell.
24:26
And she talks about giving palm down, palm down.
24:30
And what she means by that is a lot of times people give, they give to somebody else,
24:34
but it's like, well, what are you going to give me back, right?
24:36
And she talks about giving palm down, meaning you just give and you're not looking for anything
24:41
in return.
24:42
Right.
24:43
And, you know, there's probably somebody in your life right now who needs you to give.
24:47
And I know you probably feel like, well, I don't have time to give anything to anybody
24:50
else, but you know what, give anyways, you know, and, and that's something that again,
24:57
over over the years, I feel like I've done reasonably well at it, but I probably would
25:01
have started earlier than, perhaps more intentional about it.
25:07
And just giving, like I said, giving, giving palm down, giving palm down, I'm going to take
25:11
in copious notes here.
25:14
You said something real quick there is that you said you can give somebody your time and
25:18
attention.
25:19
And sometimes that's all somebody needs, right?
25:22
Yes.
25:23
Even if it's only a few minutes, just to listen or be encouraging or just with somebody,
25:29
you don't always have to be like figuring out the master plan or solving.
25:33
That's right.
25:34
You know, the world's problem.
25:35
Yes, that is right.
25:36
But just being, yes, and I think, you know what honestly, the world is a crazy place
25:40
right now.
25:41
And there's a lot of, there's just a lot of stress in the world.
25:46
There's not a lot of trust in the world.
25:48
There's a lot of friction in the world.
25:50
And I think just being, yes, a source of listening to someone, encouraging someone, hearing
25:56
someone, lifting somebody up, telling them they looked great.
25:58
You know, whatever, you know, whatever that is, but just being just thoughtful of where
26:04
can you, we've all been given things, we've all been, you know, we've all received things
26:09
and all been given things were, you know, we're, you and I both.
26:12
We're sitting where we're sitting right now because somebody gave to us and continues
26:17
to, right?
26:18
Supported us, helped us, you know, loved us, encouraged us.
26:20
So where are you intentionally doing that for other people that need to hear specifically
26:25
from you?
26:26
Yeah.
26:27
I love that.
26:28
I did a solo podcast session a few weeks ago that was all about intentional living and
26:33
versus having good intentions, right?
26:35
And there's a big difference.
26:36
Well, that's a good one.
26:38
I really like that.
26:39
I don't have to go back.
26:40
I don't think I got that episode.
26:41
I'm going to have to listen to it.
26:43
I mean, we all have good intentions, but are we being intentional?
26:45
Right?
26:46
Absolutely.
26:47
The whole thing that goes with that, which is actually right following through taking
26:50
action.
26:51
I love it.
26:52
I'm going to sum this all up right here because you actually just tied in what I think
26:55
is so relevant to is like what's going on in the world right now.
26:58
This tension and this energy and this place were in which I think we'll work our way through
27:04
like historically, we often have or always have, but not the sidebar on that.
27:08
But the point is I think the five things that you would have done looking back to if you're
27:12
starting over today, I also think they tie into what you just said, how to live today
27:19
in today's world, which is to recap, taking action, right?
27:25
And of course, you tied that into building your database, but taking it, we all have
27:27
certain areas of our life.
27:28
We need to take action.
27:29
And whatever this comes up for you as you're listening, maybe it's taking action on a cause
27:33
that you've been thinking about for some time and haven't pursued.
27:36
Number two is learning to say no.
27:38
I love that.
27:39
There's so many things we could say no to today, you know, get off a social media, get
27:44
off a Twitter, whatever that is, right?
27:47
Number three is choosing to speak up and finding my voice.
27:52
So important today.
27:53
So important.
27:54
And some people need others to speak up for them too, right, on their behalf.
27:59
Number four, it's not what happens is what you do.
28:01
It's how you respond critical because there's so much triggering going on today and how
28:05
we respond.
28:06
And then number five, choosing to give back, be of service, selfless giving, palm down.
28:12
I think that's a recipe for living a good life.
28:14
Well, it is.
28:15
And you know what, business, business is life.
28:17
I mean, there's, there's, this is how we spend a lot of our time.
28:20
If you're in the mortgage industry, you're spending a lot of time in your life doing
28:24
your business.
28:25
And I will tell you that I've never been very good about, you know, I won't say I'm not
28:29
good about separating, you know, business from life.
28:32
I mean, I have a great, you know, great personal life and don't all kinds of fun things.
28:36
But this is a personal business is maybe what I mean.
28:39
And so, you know, if you're in this business, it's a people-to-people business, your heart
28:43
is in this business.
28:44
And yes, we all have things that we need to do.
28:47
And it's going to look a little bit different for everybody that's, you know, listening to
28:50
this.
28:51
I mean, there's so many things, whether it be your database, whether it be, you know,
28:55
really reaching back out and, you know, part of speaking up is maybe not being afraid
28:59
of speaking up and talking with referral partners that we need to reconnect with, right?
29:03
I mean, there's any variety of things, tactics that we need to do, getting ourselves educated,
29:08
bringing things of value out to, you know, the real estate agent partners, which I know,
29:12
you have so much great stuff.
29:14
I mean, when I were talking right before we started, like just the time is so ripe to
29:20
be able to bring out value to real estate agents.
29:23
And this is like what you do and you do it so incredibly well.
29:26
So again, hopefully everybody listening is part of your family and is checked to stuff
29:30
out, but it's just, there's never been a better time.
29:34
We have been lost in refinance world and standing in the money machine.
29:37
It's time to dig back into relationships.
29:39
And so, yes, I do think a lot of these things, these are kind of more like life and business
29:44
things, but they really apply, I think to both, whatever the tactics are, that you need
29:50
to execute, you know, hopefully these things will, will help, you know, as you think
29:55
about that.
29:56
I think they, they will help.
29:57
And I think especially going into this time of the season, after just coming on Thanksgiving,
30:01
we're going to Christmas.
30:02
So a lot of this is kind of up and more present for people, you know, in terms of where their
30:05
emotions are at.
30:06
And I think if any message I have is, you know, don't just listen to this, take a whatever
30:11
one or two or all five of these things and see where you can apply them in your life
30:15
and your business.
30:16
So, Sue, as always, you nailed it.
30:19
Thank you so much.
30:20
I love hanging out with you.
30:21
It's always fun having a conversation with you.
30:24
And hopefully we'll be crossing paths even face to face sometime in the next year.
30:28
I really hope that's going to happen, as yeah, definitely get to go to some conferences
30:31
for sure.
30:32
Okay, so what I'm going to do is this.
30:33
If you're okay with it, is I'm going to put a link to your LinkedIn profile show
30:37
now.
30:38
So people can connect with you on LinkedIn.
30:39
How's that?
30:40
I would love that.
30:41
That'd be great.
30:42
Yeah.
30:43
So feel free to send me a note.
30:44
I love connecting.
30:45
I do use LinkedIn as my platform of choice.
30:46
Oh, yeah.
30:47
Look me up on LinkedIn.
30:48
I'd love to chat.
30:49
If there's anything I can do for any of you, just reach out.
30:52
I mean, come on.
30:53
You're giving like movie quotes out there and stuff like that.
30:56
What's that movie again?
30:57
I can't remember it.
30:59
What is it?
31:00
Oh, my gosh.
31:01
Your favorite.
31:02
Somebody from posted your favorite movie there, Favorite Movie Quote, that Wes Stern.
31:06
Oh, gosh.
31:07
I'm sorry.
31:08
Oh, yeah.
31:09
You know, oh, tell him.
31:10
Tell him.
31:11
Hell's coming with me.
31:12
Tombstone.
31:13
Tombstone.
31:14
See, that's real and raw in the moment.
31:16
I'm just on LinkedIn and look at it.
31:18
You got to follow her on LinkedIn because you get tombstone movie quotes.
31:20
Who knows what you're going to get.
31:22
That's right.
31:23
All right.
31:24
So thanks again and listeners as always.
31:25
Thank you for tuning in.
31:26
If you like this episode, you know what to do.
31:27
Leave us a review.
31:28
We'll see you on the next one.
31:30
Bye for now.
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