Latest / The Realtor Who Wines / Develop a Successful Real Estate Business by Turning Doubt into Drive and Building Community through Leadership

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Develop a Successful Real Estate Business by Turning Doubt into Drive and Building Community through Leadership · The Realtor Who Wines

• 0:00
  Welcome to the Realtor Who Wines podcast.
• 0:02
  I'm Rachelle Newmeyer, your hostess with the mostest 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.
• 0:32
  Hi, everyone.
• 0:33
  Welcome back to the realtor who whines I'm Rachelle Neumeyer, your local realtor who loves to whine.
• 0:38
  Today I have Lindsey with me.
• 0:40
  Cheers, Lindsey. Thank you for being here.
• 0:43
  Thank you for having me.
• 0:46
  It's a skill learning how to drink a glass of wine around a mic.
• 0:49
  It's like this. I go, yeah, yeah.
• 0:52
  Today we're drinking, a Pinot noir from Saffron Fields Vineyard, which is actually located in Yamhill.
• 0:59
  Carlton, have you been out there before?
• 1:00
  I have, it's a winery, though.
• 1:02
  Oh, okay. Now you've been in Yamhill County?
• 1:05
  Yeah, well, you're a realtor, so.
• 1:06
  I mean, we like wine. We like wine.
• 1:08
  Yeah, but Saffron Fields is a really cool vineyard.
• 1:12
  They have estate groups there, but then they also have, like, a koi pond.
• 1:16
  They it's also, they use their space as, like an art museum, but like art studio.
• 1:23
  So, like, different artists have art up there and stuff.
• 1:25
  It's really cool. And their wine is delicious. It's very good.
• 1:28
  So I'll have to take you out there sometime.
• 1:29
  Yeah, I'd really like, I would love that.
• 1:29
  We could definitely talk about.
• 1:32
  Yeah, yeah. Wine and work.
• 1:32
  That's the best.
• 1:34
  So will you please introduce yourself to everybody?
• 1:37
  Okay. Lindsay Culver here.
• 1:39
  And I'm a principal broker at Premier Property Group.
• 1:43
  I've been licensed, since 2006, in July.
• 1:47
  So I just have my 19th year anniversary.
• 1:49
  Oh, we got to have a big party next.
• 1:51
  I was only 13 when I got my license.
• 1:51
  Just came.
• 1:54
  No, I was really young when I got my license, and, what else should I tell you?
• 1:58
  I'm all your leadership roles.
• 1:59
  You're the current president of the Portland Metropolitan Realtors Association. Okay. That's right. Okay.
• 2:05
  I am currently the president of Portland Metropolitan Association of Realtors.
• 2:09
  I'm the past Women's Council of Realtors president, Greater Portland Area Network.
• 2:15
  In 2011.
• 2:16
  You're the incoming, incoming RC.
• 2:21
  Oh, I'm currently the RC president for Oregon.
• 2:24
  And incoming next year they do a two year stint, and then I'll be the RC National Board of Directors member, which is cool nationally.
• 2:34
  Yeah.
• 2:35
  Well, and for those that don't know what RC means, do you mean.
• 2:38
  Yes. Sorry. No acronyms. My bad.
• 2:40
  Residential real estate council.
• 2:42
  So what that is, is, kind of like as women's council is they have, designation.
• 2:47
  So like Women's council has p n r RC has CRS designation.
• 2:53
  Yeah.
• 2:54
  And a designation is like a specialty that Realtors can earn through education and stuff.
• 2:59
  So sometimes for those of you not in the real estate industry, if, person ever says to you like, oh, I specialize in this, if you really want to throw them off.
• 3:07
  So do you have a designation on that?
• 3:09
  Because some people say they specialize in something because I've done two relocation deals and I'm like, I specialize in relocation, but it's like where you actually educated on that.
• 3:19
  Like what makes you specialize in that?
• 3:20
  So that's a good question to ask when you're interviewing real estate agencies.
• 3:24
  Do you have a designation or not?
• 3:26
  I like that, yeah.
• 3:27
  So obviously Lindsay holds multiple leadership roles and hats and things like that.
• 3:34
  How did your journey start as a baby agent to now being the leader that you are?
• 3:41
  Well, I started in real estate because of my aunt, which is technically my husband's, aunt.
• 3:46
  And she is a long time realtor, still a realtor in the community.
• 3:51
  And basically she was like, hey, you're working at Starbucks.
• 3:54
  I love your customer service.
• 3:55
  You're so, you know, outgoing.
• 3:58
  I think it would be a great opportunity for you to have some flexibility.
• 4:02
  As we all know, that's kind of yeah, Realtors make their own time, right?
• 4:06
  But also, you can make a great living in this career.
• 4:08
  And there's really no glass ceiling.
• 4:10
  So I thought, well okay, I'll give it a shot.
• 4:12
  Yeah.
• 4:13
  And so at 23, I decided to get my real estate license and, work for her at, a previous real estate company.
• 4:20
  And that's kind of how I got started in that portion of it.
• 4:24
  Yeah.
• 4:24
  When did you get your first bite of wanting to be more in a leadership role?
• 4:30
  Literally right away.
• 4:31
  So I went to the previous company. They did, quarterly events at the Mac club.
• 4:36
  And if anybody remembers the Mac club, it wasn't, so posh.
• 4:41
  And this was like 19 years ago, folks.
• 4:43
  So, you know, things have changed in our industry.
• 4:45
  Like now you can see people wearing, like, jeans and like, chill clothes, like, no, you were wearing like a three piece suit.
• 4:51
  Yeah.
• 4:51
  Like nylons.
• 4:52
  All the nylons.
• 4:54
  You know, like the long skirt.
• 4:54
  I mean, it was like a big deal.
• 4:57
  So I remember being, like, 20, like these people are so amazing.
• 5:01
  And then, like, all of the heavy hitters and all this and this one lady, everyone has a blazer.
• 5:07
  Everybody has a blazer.
• 5:07
  Probably fancier than that.
• 5:09
  So it was probably like, you know, nine. Yeah.
• 5:11
  Very.
• 5:12
  And Taylor, very high shoulder pads very impressed us.
• 5:16
  Yeah. The puffs, Powerpuff. Yes.
• 5:18
  Actually they're coming back. It's coming back.
• 5:20
  They are. It's legit.
• 5:22
  And there was a lady named Betty Young, so she's still a realtor.
• 5:25
  She's out of Lake Oswego.
• 5:27
  And at the time, we're all talking in at the map club, and she goes, you're a new realtor.
• 5:32
  You need to join Women's Council.
• 5:34
  And I go, I do.
• 5:35
  And she goes, you do. And I go, okay.
• 5:37
  And that was literally the start.
• 5:39
  She was the catalyst.
• 5:40
  And it's funny because people go, it's that easy.
• 5:42
  Like that's how your leadership trajectory started.
• 5:45
  I was like, yeah, pretty much yeah, that's how it goes.
• 5:48
  Well, you don't know what you don't know.
• 5:50
  So until someone tells you to show up for something.
• 5:52
  Yeah.
• 5:52
  So talk about Women's Council and how Women's Council of Realtors has impacted you as an agent, but then also a leader.
• 5:59
  Yeah.
• 6:00
  So once I join a women's council locally, I kind of wanted to get my feet wet a little bit, but like from a little bit of a distance.
• 6:07
  So I didn't jump into any type of board leadership right away.
• 6:11
  I did what's called check in.
• 6:13
  So you get to meet and greet people and like register, register registration.
• 6:17
  And I was like, what's your name at like the office?
• 6:20
  Are you out of all the things like that?
• 6:21
  And then the next year they're like, Lindsay, you need to step up.
• 6:24
  We received more than just registration for you.
• 6:27
  We see a lot of potential.
• 6:28
  And I was like, okay, we're moving in a coat check.
• 6:31
  Pretty much.
• 6:32
  They actually, upgraded me more.
• 6:34
  They were like, we're going to have you be secretary.
• 6:36
  And, I'm like, I'm left handed in my next my, my scribed skills are a little bit like another I beg props anybody that's ever in the role of secretary or first vice president, because I could never my A.D.D.
• 6:52
  or just my, like, squirrel.
• 6:53
  Squirrel or who said what?
• 6:55
  Like I could never take efficient notes for everybody else to read.
• 6:58
  I take notes for myself, but like to be able to put in ten minutes later for somebody else would be a disaster.
• 7:04
  I nailed it.
• 7:04
  I gotta say, this is in my early 20s, so like now if you asked me to do it, honestly, I don't think I could do it.
• 7:10
  But like, I was laser focused because I was like, I can't let these ladies down.
• 7:14
  I'm like, yeah, I got to, I got to be the best.
• 7:16
  So I don't want to go back to registration.
• 7:18
  I don't want to get demoted. Right?
• 7:20
  So I'm like, I can't do that.
• 7:21
  So I literally that's that's what I did.
• 7:24
  I did, I did the, secretary and then Carrie Hartnett at the time and I, who's our past National Women's Council of Realtors president nationally, like kind of a big deal, right?
• 7:37
  Was like, kind of taking me under her wing and was like, Lindsay, you'd be great.
• 7:41
  I think you could really do this.
• 7:42
  And I'm like, I don't think I could be this way.
• 7:45
  It's scary.
• 7:47
  It's scary.
• 7:47
  It was scary. It was.
• 7:49
  But she was like, now I see potential.
• 7:51
  And I was like, okay.
• 7:53
  And so then it just kept like, you know, building that inner confidence and like, no, you can do it.
• 8:00
  And like, all these ladies just were like, no, you can do it.
• 8:02
  And just kind of lifted me up.
• 8:04
  And that's what I think is amazing about Women's Council is because a lot of time, especially not to date us or anything, but we were raised in an era where, like survival of the fittest, we were lucky to have one woman in the boardroom who was it going to be?
• 8:19
  Kind of a thing?
• 8:20
  And Women's Council just really embraces like building women and leadership within real estate, but also women supporting women and collaboration over competition.
• 8:28
  And like that, sisterhood, like championing each other.
• 8:30
  Like, you can do this, you got this.
• 8:32
  And we're not going to let you fail.
• 8:34
  If for some reason you messed up.
• 8:35
  But right here, don't worry about it.
• 8:35
  Like go for it. Exactly.
• 8:38
  So it really does help launch you into other leadership roles.
• 8:43
  So you obviously did become president of the Women's Council of Realtors.
• 8:48
  And then what was your next leadership role after that?
• 8:50
  What was my next?
• 8:51
  Was it within Pbg or no, I think at that point then I, started to get into Oregon Realtors.
• 9:00
  So I was, state director a couple of years later, and then I joined some committees, a million realtors.
• 9:07
  Yeah.
• 9:08
  While Carrie Hartnett was president in 2017 for PMA, PMA.
• 9:14
  And then she kind of tapped me on the shoulder and got me on the local as a local director at PR.
• 9:19
  And so that's kind of how that propelled.
• 9:19
  Right.
• 9:22
  It's kind of like the snowball effect, as I call it.
• 9:24
  Yeah.
• 9:26
  What do you say to people when they ask that aren't in our industry and don't really understand, like we you're leading other realtors to compete with you?
• 9:35
  Like, why would you take the time to do that?
• 9:37
  How do you respond to that question?
• 9:37
  Great question.
• 9:40
  I think I think we will continually have people always question that.
• 9:45
  And for me, I'm very much into collaboration.
• 9:49
  And so those relationships that I have fostered and met other realtors, you never know when someone needs your help.
• 9:56
  You never know if somebody is across the river.
• 9:58
  And like, for example, they live on the east side, you live on the west side and they're like, hey, I don't want to service the listing on the west side.
• 10:04
  It's too far for me, right?
• 10:07
  So you never know, like just because you're working with somebody who's also a competitor, which I don't see it as a competitor.
• 10:14
  I see them as allies personally. Yeah.
• 10:17
  There's been many times I can't even tell you, like, just the relationship.
• 10:20
  But Carrie and I have, like, she moved to Astoria, so I help a lot of her business here in Portland.
• 10:26
  Well, obviously, that relationship wouldn't have been fostered, right, if we weren't working together so closely here in Portland.
• 10:32
  You just never know when someone, is going to need you or your advice.
• 10:37
  Yeah.
• 10:37
  Or how to build up your own business.
• 10:40
  And we bounce ideas off each other, so I don't look at it as like a competition.
• 10:44
  I look at it as a way to, like, build each other up.
• 10:47
  Yeah, I also look at it from I haven't held as many hats as you, but being a leader in the industry or like when I did Women's Council, a lot of people ask me like, how is being president of Women's Council help your business?
• 11:00
  And I was like, what do you mean?
• 11:01
  Like I'm a leader within the industry.
• 11:04
  That alone helps my business.
• 11:05
  But I really care about our industry and I know you do too.
• 11:09
  And the like level of professionalism.
• 11:11
  So even if it's not the referral, I'm like, glad.
• 11:14
  Oh, I know so and so on the other side of the deal, I can actually have a genuine conversation with them or not playing mind games or like strategic negotiations, you know, and all this stuff.
• 11:25
  I could just be like, Lindsey, this is what's going on with my client.
• 11:28
  Tell me what's up with the seller.
• 11:29
  How can we get both of them to win?
• 11:32
  You know, it's so much it's a much better experience for us, but also the client because it's less stressful and all this stuff.
• 11:38
  And then also having more educated agents out in the field makes everybody's jobs easier.
• 11:44
  Oh my gosh, nothing ruins a reputation for a whole group when there's just one bad apple out there doing all this crazy crap, and then people assume like, oh, all realtors do is open doors and you're like, Bradley, no, I'm just kidding.
• 11:59
  There's no Bradley.
• 11:59
  But I just made that up.
• 12:01
  But for reals. Other.
• 12:03
  Yeah, if you like that.
• 12:04
  I mean, Bradley's listening and no offense, but like, yeah, I was just like, you know what I mean?
• 12:09
  But we all know there's a handful of bad apples out there in any industry.
• 12:13
  Sure.
• 12:13
  But that's why I get into leadership.
• 12:15
  And I know you're the same way.
• 12:17
  It's like also about about, like elevating the industry as a whole.
• 12:21
  Absolutely.
• 12:22
  And through like being part of Oregon militarism and stuff.
• 12:27
  Like we both go to mid year, we go to the hill like talk a little bit about that and like what we do outside of just opening doors.
• 12:34
  Oh yeah. Advocacy.
• 12:36
  I think that's one of the things that I'm so appreciative, within our industry and some of our affinity groups, as I call it, which is like Women's Council and White Pen and the Asian Association of America and etc.
• 12:50
  a lot of these groups over time have developed the ability like, hey, we need to advocate at the Capitol.
• 12:57
  And so what we do every, every other year in Oregon is we go to the Capitol and we fight for, you know, the capital in Oregon.
• 13:05
  Thank you. Capital and Oregon, Salem.
• 13:08
  And we fight for, you know, private property rights.
• 13:11
  Saving, mortgage interest deduction, things like that, and showing our consumers like, hey, we're here to make a difference.
• 13:18
  This isn't just us for self-fulfilling purposes.
• 13:21
  Like, we're the number one trade organization in the nation, which is a huge deal like we are advocating on behalf of our clients.
• 13:28
  Yeah, as well as ourselves.
• 13:30
  And so we're doing that at a local level.
• 13:32
  And then every year we go to mid-year, which is Washington DC.
• 13:35
  And we're doing that talking to, you know, our, our local legislators and things like that.
• 13:39
  And we had a great year.
• 13:41
  I will say this is by far the most productive year that I thought, our group, we had a women's council, we had Aria, we had Narev, we had Oregon Realtors, all these different collective groups right within the industry, within the industry, go and lobby at the Capitol.
• 13:59
  And there was so much power in that room because we were there.
• 14:02
  Well, and when we say lobby to like, I think some people are picturing us like holding like fair realtors now or like some sort of negative connotation.
• 14:11
  Yeah, yeah, yeah.
• 14:12
  But it's very professional, organized conversations with our legislation.
• 14:18
  We go there prepared with measures that are either about to be brought to the floor to be voted on, or things we're hoping that get brought to the floor.
• 14:27
  And so we really have our legislation's attention because we're not just in there.
• 14:31
  Like, you know what would be neat? Yeah.
• 14:34
  Pink.
• 14:34
  Like, you know, if you just say something weird, but when we're like, hey, measure blah, blah, blah really impacts our clients.
• 14:40
  And this is how I had this one client that couldn't buy because of this.
• 14:45
  Like we give them real life scenarios and stuff like that too, which is why it's so important to have a diverse representation of all the different groups within our industry.
• 14:55
  So they get a like a very clear picture of like what the needs are nationally, but also here locally.
• 15:01
  And we also advocate on behalf of other agents.
• 15:05
  Like, like one big topic this year was health care because we're all, yeah, we're all self-employed and to 99 through our brokerages.
• 15:13
  And so we don't qualify for discounted health care.
• 15:16
  And so we were just trying to explain that, like a lot of agents are running around with no health care.
• 15:22
  Yeah. Because they can't afford it.
• 15:24
  So like we also are there on that behalf too.
• 15:27
  So which is pretty cool. Yeah.
• 15:29
  Like my deductible I mean it's for families $18,000.
• 15:33
  Yeah. That's a lot of money.
• 15:34
  Yeah. That's a deductible.
• 15:36
  Yeah.
• 15:36
  Because you and your husband are a team.
• 15:38
  You're both self-employed, both self-employed.
• 15:40
  We only have a family.
• 15:41
  Yeah, talk about that a little bit.
• 15:43
  Working with your significant other professionally.
• 15:46
  Like, we really going to talk about that?
• 15:47
  I mean, unless you have the other set and then.
• 15:52
  But not like because some people would stay away from you guys seem to be a well oiled machine when it comes to the real estate business side.
• 15:58
  How do you guys work together during the day and then come home like, is there an off switch where you're like, you're my husband right now, not my business partner?
• 16:06
  Or is it always going to go back and forth?
• 16:09
  The honest answer yeah.
• 16:10
  It never did, never shuts off.
• 16:12
  Yeah, I think it's hard.
• 16:12
  It is really hard.
• 16:15
  And that is I have a great therapist, just so you all know, I do too.
• 16:19
  It's like Disneyland. Yeah.
• 16:19
  That's a great.
• 16:21
  You're a first right there.
• 16:22
  When are you taking me to go to Disneyland?
• 16:24
  I would love to take you any time.
• 16:24
  Let's go.
• 16:26
  Any time.
• 16:27
  It's, you know, it's a give and take, I think, Noah, I always say the good cop, bad cop, because he can be kind of the the meanie of the group.
• 16:36
  He likes to negotiate, and he'll talk on the phone till, like, 1130 at night.
• 16:40
  To some people. And me, I'm just like, I'm exhausted.
• 16:43
  I want to talk to anybody.
• 16:44
  Yeah.
• 16:44
  I've been networking all day, or I've been building these relationships, so we kind of have our distinct roles.
• 16:49
  Of course, everything blends over.
• 16:51
  Sure.
• 16:52
  And it's hard because I started the business.
• 16:55
  It's hard when I know exactly what to do.
• 16:57
  And you tell your partner, like, okay, I need this and this and this and this.
• 17:00
  And he's like, oh, too much.
• 17:02
  And I was like, well, I mean, if you were my employee, like, I would need you to get those things done.
• 17:06
  So yeah, it's it's a hard balance. Sure.
• 17:10
  Yeah.
• 17:12
  The end, the end.
• 17:14
  I just gotta leave it there.
• 17:16
  That's fair.
• 17:16
  That's totally fair.
• 17:17
  Talk about, So you're at Pbg? Yep.
• 17:21
  And how long have you been with Pbg?
• 17:23
  Quite a while.
• 17:24
  I just had my nine year anniversary life.
• 17:27
  So what, do you tell agents?
• 17:29
  So you help mentor agents, and, like, we see agents hop from brokerage to brokerage and IRA throughout the years, which is totally fine.
• 17:37
  It's like a totally normal cycle.
• 17:40
  But what kind of advice do you give agents when they're interviewing brokerages?
• 17:44
  Or what should they look for in a brokerage?
• 17:45
  I don't know if I'm the best person for this because I am like, I came from corporate America like you, and so everything is very dollar related.
• 17:54
  And so I like to take the time to just arbitrarily hire somebody because they're a pulse and they have a pulse.
• 18:03
  It doesn't work for me.
• 18:04
  So I'm very much interviewing them as much as their interview.
• 18:07
  Totally.
• 18:08
  And I'm just super transparent with them.
• 18:10
  Like, to me, we have a very robust education system.
• 18:15
  Our fees are very fair.
• 18:18
  We have right now, I think, 13 reviewing brokers because we're the number one biggest real estate agency or real estate firm in the Pacific Northwest, because all of them are owned, like, you know, they're all owned so independently independent.
• 18:34
  Yeah, they're all owned. Yeah.
• 18:34
  So it's like, basically I think we have like almost 1300 agents.
• 18:40
  And so for me, it's like I look at somebody and I go, well, what's your where are you coming from?
• 18:45
  What's your intention?
• 18:46
  What are you trying to accomplish. Yeah.
• 18:48
  And a lot of them are like, well, I don't have a nest egg of a of a year, which is really hard to have a nest egg of a year.
• 18:55
  So I am probably bizarrely, I tell people to keep their job.
• 19:00
  But they've got to work hard because otherwise like how are they supposed to make a living.
• 19:06
  Like it's just very difficult especially in today's world.
• 19:10
  So that's one of my things that's probably super unconventional.
• 19:13
  Like everybody's like you got to quit your job and go full throttle.
• 19:15
  And like the problem with that is some people aren't just scared that way.
• 19:18
  I mean, well, I yeah, I see both sides of the coin.
• 19:22
  I see that like if you're a half way and half way out, you're always going to be half way and half way out.
• 19:27
  If you are keeping your job long enough to keep food on the table, lights on until you can figure out how to make real estate your full time gig.
• 19:37
  That's totally different, but then you're not really halfway and half way out.
• 19:40
  I think a lot of people do get into the industry especially.
• 19:44
  I mean, we saw this during, the Covid era when like interest rates were down to like two and a half, 3% and houses were just selling like crazy.
• 19:54
  There wasn't a lot of skill in the negotiation.
• 19:57
  A lot of people use transaction coordinators, so they weren't even doing their own paperwork.
• 20:01
  And then right now it's a little bit more dynamic of a market, and it's, you know, like there's a lot more work than just putting a sign on their yard.
• 20:09
  And so right now people are like, well, I'm going to work and till it's the market shifts.
• 20:16
  Sure.
• 20:17
  And then it's like, well you can.
• 20:19
  But then also like what do you does?
• 20:21
  You're just doing such a disservice if you're not actually like doing real estate.
• 20:26
  Yeah.
• 20:26
  To do real estate if you're doing it for when like interest rates, which by the way, they'll never be 3% again.
• 20:32
  And if they are, please call me and say you were wrong.
• 20:35
  I'm well, I would happily be wrong.
• 20:37
  We're in a slew of problems.
• 20:38
  If it happens again, let's just be right.
• 20:40
  Yeah, we're in another catastrophic like World War three.
• 20:43
  Some one like we saw here in the Pacific Northwest.
• 20:45
  I mean, home prices just like shot up because interest rates were so low and people were buying houses 75, 100, 125 over asking to like get the home.
• 20:56
  And so that created this like chaos.
• 20:59
  But if the whole like derailing a little bit here.
• 21:04
  But the whole point is like don't just be half and half out like I know so many agents that are like, well, when this happens and I'll go full time and it's like, well, you have to make that mindset like, I'm going to make this happen so I can go full time.
• 21:18
  Those agents succeed.
• 21:21
  And I agree, those are the agents that you should say, yeah, keep your job.
• 21:24
  Like keep food on the table. Right.
• 21:26
  But the agents that are like, I don't know, I think it'd be fun.
• 21:29
  You're just looking for answers.
• 21:30
  Yeah, yeah, yeah.
• 21:32
  You have to love people, not houses.
• 21:34
  If you want to be in real estate.
• 21:35
  Yeah, it's a relationship based business, right?
• 21:37
  I mean, and that's the thing.
• 21:39
  The success rate, they were always saying it's an 8020.
• 21:41
  Honestly, I think it's a 9010 right now.
• 21:43
  I think it is probably one of the most difficult markets that I have seen since the recession.
• 21:51
  Because it's randomly like some people are crushing it and others aren't.
• 21:55
  And then the metrics are so out there and one house should sell and it doesn't, or vice versa.
• 22:01
  Yeah. It's just strange.
• 22:02
  Well, and I think a lot of it has to do with what price did that go on.
• 22:07
  You know, like we've all we're in this really weird position.
• 22:11
  So for anyone listening this episode will be on in November of 2025, but we're recording in September of 2025.
• 22:18
  So just to give a little perspective of when we say today, but right now we have buyers that are frustrated with what interest rates are and how much they need for down payments, and they need help with closing costs and all of those things.
• 22:31
  And then you have sellers that have seen their friends sell in the last few years get top dollar for their property, not have to pay for repairs, not have to pay any concessions.
• 22:39
  And so the sellers want everything and buyers want everything.
• 22:43
  And it's very highly emotional out there right now.
• 22:48
  And it's a delicate dance when you're trying to navigate that conversation.
• 22:52
  And because there are quite a few agents that are I've only done a handful of deals this year.
• 22:58
  They're also worried about feeding their family.
• 22:59
  So they're very emotional.
• 22:59
  Like this has got to close.
• 23:02
  And you're like, I understand.
• 23:03
  But like what is the best option for the clients?
• 23:07
  Like, I want to feed my daughter too, but I also care about my clients.
• 23:11
  And this doesn't make sense.
• 23:12
  Like we're not going to pay for x, y, z.
• 23:14
  You know, it's just it's a really interesting market right now.
• 23:17
  We're like, sellers feel cheated, buyers feel cheated.
• 23:21
  And then you have a lot of agents that are like, if I don't close this deal, I'm done.
• 23:24
  You know, it's it's crazy.
• 23:26
  It's it's high stress. Yeah, sure. Yeah.
• 23:29
  This biz is not for the weak.
• 23:31
  It's not for the faint hearted. Yeah.
• 23:33
  So with that being said, what is some advice when you're mentoring newer agents and they are like, you know what, maybe I should get out of real estate.
• 23:40
  What is something you say to help them make that decision if they should or should not get out of real estate?
• 23:45
  Well, if you're thinking about it, should it out? No.
• 23:48
  Bye bye. Just kidding.
• 23:50
  I mean, a lot of it is grit, right?
• 23:52
  Like, this is I mean, this is where our former athletics kind of come into play, and I, I love my mentees that were former athletes or current, teachers because they're super organized and they know how to do a database and they, they're just organized in a business plan and a business.
• 24:08
  They just get it. Yeah.
• 24:10
  Those are the two people that I love mentoring and coaching because they they get it.
• 24:16
  So I, I really try and figure out, like, what are you looking for?
• 24:20
  Right.
• 24:20
  It's like asking it's me asking those question, what are you trying to accomplish out of this?
• 24:24
  Yeah, well, I want to make $100,000. Okay.
• 24:27
  What are you going to do with this?
• 24:27
  Like what?
• 24:29
  How are you going to get there? Like.
• 24:31
  And it's building backwards, right.
• 24:33
  It's one of it is really interesting how many agents will say I want to make $100,000.
• 24:39
  And then, you know, if you say why they don't actually know why.
• 24:42
  Like it's not because that because if I made $100,000, I pay all my bills.
• 24:47
  Plus I could take two vacations and build a nest egg.
• 24:50
  There's not a lot of times a full answer like that or because if I don't make $100,000, I won't be able to pay all my bills or whatever.
• 24:57
  A lot of times it's like, why?
• 24:59
  Well, it's just the number.
• 25:01
  Like, I want to make $1 million because that sounds amazing, you know?
• 25:05
  So sometimes it's simple why a $100,000?
• 25:08
  And then the how obviously, like, well, to make $100,000, how many houses do you need to sell and what's your average price point?
• 25:17
  So to your point then you like work backwards and like help them build a plan.
• 25:21
  And sometimes, like you're talking to somebody that's sold two houses in a year and they're like, want to make $100,000, which is achievable, but you obviously can't keep doing what you did to sell two houses.
• 25:32
  You have to do something different, right, to be able to sell 12 houses to make them. And the staying in contact, I think is huge.
• 25:38
  And this is where I all of my mentees, for the most part, struggle.
• 25:42
  It's the database.
• 25:43
  Yeah. They are so apprehensive.
• 25:45
  Well, I don't know what to say.
• 25:45
  I don't you don't need to.
• 25:47
  You can just go like, hey, I was thinking about you.
• 25:49
  I drove by your house today.
• 25:51
  I think people over think about it.
• 25:53
  They over like, oh, I don't know what to say.
• 25:55
  I don't know what it's like.
• 25:55
  It doesn't matter.
• 25:56
  It's it's think about, like, emotionally. Like what?
• 25:59
  What if somebody drove by my house and just picked up the phone and said, Lindsay, I just dropped by your house, and I thought about you.
• 26:03
  I'd be like, that's rad.
• 26:05
  Who would say, oh, creep me?
• 26:08
  What a creep. Yeah, well, like, nobody would say that.
• 26:10
  And frankly, if they did, I don't think they should hear.
• 26:13
  Well and we're talking.
• 26:13
  Yeah we're talking.
• 26:15
  Yeah.
• 26:15
  We are talking about real estate specific.
• 26:17
  But anybody that's listening, that's in business sales, anything like this really pertains to absolutely like data and bread.
• 26:24
  Yeah.
• 26:25
  You're building a relationship with somebody and you're connecting on a different level.
• 26:28
  Yeah.
• 26:29
  Well, nobody likes the person that's only reaching out about themselves either.
• 26:33
  Like, I actually cringe.
• 26:36
  Like if even if I have a reason to reach out.
• 26:39
  And it has to do with real estate because like, let's say you're like, hey, if this this neighborhood ever has a house for sale, I want you to call me.
• 26:46
  I still, even though you asked me to do that for like a split second, that like doubt that self doubt is like, well, that was a year ago.
• 26:55
  Or they're going to be like, seriously, you know, anyways.
• 26:58
  But like, they're always happy that you're called even when you're called because they asked you to write.
• 27:03
  But they're for sure not going to be mad if you're like, hey, I was just at XYZ and it made me think of you, or I'm at Saffron Field, so you want to come meet me and have a glass of wine kind of a thing?
• 27:14
  Yeah.
• 27:15
  People over complicate and that's in any business, right.
• 27:18
  It's it's about being genuine, authentic, your authentic self.
• 27:22
  And I think that's a lot of times like the ones that are truly thriving are being their authentic self.
• 27:28
  And they'll work with the people that are like them. Right.
• 27:30
  Like and let's be real, we don't always get the most perfect clients like us, and we get the power as much as them to say we're not a good fit.
• 27:38
  Yeah, we have that power.
• 27:40
  We don't have to work with everybody.
• 27:42
  Yeah, well, and sometimes being in business and being doing what's right is saying like, you know what?
• 27:48
  I'm not the right realtor for you.
• 27:50
  Or you know what? I don't cover that area.
• 27:53
  Like what you were just saying with like, carries in our story.
• 27:56
  Yeah, she knows our story and not us.
• 27:58
  Why would I try and sell a house in Astoria?
• 28:01
  But I gladly talk to you about wanting to buy in Astoria, partner you with Carrie, transitioned you over and put you in the right hands.
• 28:09
  Can I drive to Astoria? Sure.
• 28:11
  Does all of my licenses.
• 28:13
  Let me sell a house in Astoria.
• 28:14
  Absolutely.
• 28:14
  Would I be doing you a disservice?
• 28:17
  Yeah, probably.
• 28:18
  Yeah.
• 28:19
  Yeah, unless you're like, oh, let's roll the dice.
• 28:21
  You gamble, I'll gamble.
• 28:22
  I'll be like, okay, here we go.
• 28:24
  I don't know if this is a good neighborhood or like what you're looking for or whatever.
• 28:29
  So yeah, I think it is putting your client's needs first and just take yourself out of it a little bit.
• 28:35
  Right. Do the right thing.
• 28:37
  Be be the change you wish to see.
• 28:39
  Yeah, yeah.
• 28:41
  Well, and it's hard because sometimes when you are, let's say having a tough year and you only have one client and you know that it's not a good fit, there are agents that'll hang on for dear life.
• 28:53
  And you're like, you got to cut that client list.
• 28:55
  You guys are not a right fit for each other.
• 28:58
  Your mental health is showing.
• 28:59
  Like you gotta let them go, but it's hard.
• 29:02
  Well, actually, I have a small quick story, but basically at an agent tell me that.
• 29:07
  And they were just struggling, and I said, you're spending four times the effort with this one when you're taking away from a potential person like four people, because you're exerting so much energy on this one, it's stressing you out.
• 29:20
  Piece them out.
• 29:21
  Go refer it out, whatever it is.
• 29:24
  She did that and then she got the clients you know that's.
• 29:27
  Yeah. Because she was open minded.
• 29:29
  Realize that this was so not so focused on something else.
• 29:32
  Yeah.
• 29:32
  And it was such negative energy. Yeah.
• 29:34
  You were just draining draining.
• 29:36
  And it just wasn't a good fit.
• 29:37
  It was just she just wasn't listening to herself.
• 29:40
  Yeah. So you know it happens. Totally.
• 29:43
  Totally. Yeah.
• 29:44
  What would you, tell an agent that's like, been in the business about five years and wants to take their business to the next level.
• 29:52
  Like, they want to become a principal broker.
• 29:54
  They want to just elevate in any way.
• 29:56
  Yeah, yeah.
• 29:57
  I mean, first I'd find out where they're looking.
• 29:59
  Are they thinking leadership?
• 30:01
  Do they want to build a team?
• 30:03
  You know, where do they want to go.
• 30:05
  And then work on their five year plan.
• 30:08
  I think it's really important but to also be nimble too, because sometimes you could have a plan and things get derailed like that.
• 30:16
  Oh for sure. Like medical family, whatever it is.
• 30:19
  So you need to be versatile in the sense of okay, this is my trajectory.
• 30:23
  This is like where I want to go, but, family comes first or I've got to pivot.
• 30:28
  Pivot. Remember that from Covid.
• 30:31
  But that's pretty much that's so funny.
• 30:32
  You thought of Covid.
• 30:33
  I thought of the episode of friends when Ross is trying to like, get, oh, really?
• 30:38
  The couch? Have you ever seen.
• 30:39
  I've seen friends. Okay.
• 30:41
  I was like, you're looking at me like I'm what?
• 30:43
  I don't remember that episode.
• 30:43
  I'm gonna have to show you anyways.
• 30:45
  It's a whole thing of your friends fan.
• 30:48
  You would know they probably are excited and they would know friends.
• 30:50
  I know everybody. So that doomsday cold.
• 30:53
  There she goes.
• 30:54
  But yeah, I mean, each person's trajectory, it's it's all dependent.
• 30:57
  So I would just say, you know, sit down with somebody that you trust.
• 31:01
  Like I have people all the time that's just like, can I pick your brain?
• 31:03
  And like, you know, I'm indecisive.
• 31:05
  I don't really know where to go.
• 31:06
  I'm waiting for a sign. I'm waiting for this.
• 31:09
  And it's really just figuring out where you want to go.
• 31:12
  What's important to you?
• 31:13
  Vision boards.
• 31:14
  We've done those before. There's so many different.
• 31:17
  Well, I do think it's important if you're not going to be involved and like heavily in like your association, your brokerage, women's counsel, any of those things, right.
• 31:26
  At least still find your tribe because, like, you and I could call like, if we stop doing all leadership things tomorrow, you and I still have a big tribe, including each other.
• 31:34
  I be like, Lindsey, what do you think about this?
• 31:36
  I'm thinking about doing this kind of event for clients or even vice versa.
• 31:41
  We've, like, been like, you should bring the speaker into your brokerage.
• 31:44
  We just had the speaker at our brokerage.
• 31:44
  It was great or whatever.
• 31:47
  You know, I think it's really important to have a tribe to bounce ideas off.
• 31:50
  Well, that and that brings up a good point.
• 31:52
  I think one of the biggest mistakes that I see some with, with agents in general, is they become isolated because this industry, even though I don't know if this is the best analogy, water, water all around, but not a drop to drink even though you are surrounded by so many realtors, sometimes it is isolating and lonely because you're not necessarily connecting on a deeper level.
• 32:11
  And so I really think joining one of those affinity groups or being immersed or like watching going to women's council events or doing something to be connected.
• 32:21
  Yeah.
• 32:22
  Because one, you need to be educated, okay.
• 32:24
  And two, it's healthy to bounce ideas off of each other.
• 32:28
  I mean, how many times have we bounced ideas?
• 32:30
  Oh, tons.
• 32:31
  Well, and some of it too is also be authentic while you're at those things.
• 32:36
  Like I think some agents come in thinking when someone's like, how's business?
• 32:40
  It's great closing deals left and right and they have and closed anything all year and you're like, cool, that's awesome.
• 32:45
  But like, if that's not the truth, that's not the truth.
• 32:47
  Like tell the truth.
• 32:48
  But like, you know, this has been an interesting we've done that before.
• 32:51
  Like this quarter's been really weird or I've had like, I haven't sold a mobile home in years.
• 32:58
  And all of a sudden this year I've sold for. Yeah, it's just kind of weird.
• 33:00
  You're an expert now.
• 33:01
  Well, yes, I have a designation.
• 33:04
  No, I'm just kidding.
• 33:05
  But no, but it is weird how, like, stuff comes in waves, and so it's just like, oh, yeah, okay.
• 33:10
  But let's be honest about it for sure. Yeah.
• 33:13
  And just because one, you'll get something out of it and you'll find relate ability because even if you are closing deals left and right.
• 33:20
  Cool. Talk about that.
• 33:21
  Yeah actually that can I, can I, embellish a little more?
• 33:24
  Yeah.
• 33:24
  Cause I sure like another thing that I tell agents, too, is like.
• 33:28
  And I've been down to where I'm like one, one listing and I have no buyers, for example.
• 33:32
  Right. Well, if you just go, well, I don't have anything.
• 33:35
  And you, Debbie Downer, and you go home and sit there and twiddle your thumbs, you're perpetually putting negative energy.
• 33:40
  Yeah. Okay.
• 33:40
  So what can you do? One.
• 33:41
  Hold somebody open houses. Okay.
• 33:43
  Just being out there.
• 33:43
  Hold someone to open houses.
• 33:46
  Two you could go to someone, say, hey, I'm a little bit slower.
• 33:49
  I would love to still be involved.
• 33:50
  If you have an open or if you have a home inspection, I can do.
• 33:54
  If I could take one of your buyers when you're out of town, like keep in the real estate world.
• 33:59
  That's why it's so important to go to the education classes. Yeah.
• 34:01
  And if you're like, well, I don't have a lot of money, then you could be like, well, there's a lot of free stuff too.
• 34:05
  So they're just go sitting here.
• 34:07
  Just got to be because watch this.
• 34:09
  This is like positive.
• 34:11
  You start putting that out into the universe and you will get more business. Yeah.
• 34:15
  It just isn't inevitable.
• 34:17
  It happens to me all the time.
• 34:18
  Well and sometimes to let's say you do have a listing that's not moving and you're just like, not sure what's going on.
• 34:24
  It's priced right.
• 34:25
  Like what's happening the best thing is to ask other realtors that, you know, to go do a walkthrough and to give you honest feedback because they're not going to be like, it showed. Great.
• 34:35
  Yeah, that's not good feedback.
• 34:35
  That doesn't help the sellers.
• 34:37
  It doesn't help you. Whereas like oh did show really nice.
• 34:40
  But what was going on with our provider in the backyard that was kind of weird.
• 34:44
  You're like, oh, okay, maybe that's what's deterring people.
• 34:47
  It's nice to have somebody opinion and being candid.
• 34:50
  I did that with Deb.
• 34:52
  Like her listing that was over off of like it was in Beaverton.
• 34:55
  And I literally did a laundry list and she's like thank you so much.
• 34:58
  Yeah. Like it's it's helpful.
• 35:00
  Absolutely.
• 35:01
  I was like it should be this, you should move this, you should do this, blah blah blah.
• 35:04
  I was like, she's like, oh thank you so much.
• 35:06
  I'm like, that's what we're here for. Yeah.
• 35:07
  We build each other up.
• 35:09
  Yeah. And help each other out.
• 35:10
  Definitely.
• 35:11
  Well, and sometimes just getting agents in the house to do that, you know, and trust. Then all of a sudden they're like, you know what?
• 35:16
  Now that I'm here, I actually do have a client for this area.
• 35:20
  I didn't think about it before you mentioned it to me, or I just got them.
• 35:23
  When you first mentioned it to me, I didn't have these clients. Now I do.
• 35:26
  Well, pictures don't always do it justice.
• 35:27
  Regardless if you have a killer photographer like I do.
• 35:30
  But like sometimes you just don't have the vision or just isn't quite there.
• 35:34
  The person you know, it's all about interpretation, right?
• 35:37
  Well, and let's be honest, sometimes it's glamor shots and you show up to the place and you're like, well, this does not look like the pictures and you're disappointed.
• 35:45
  Or other times you show up and you're like, well, this place is super nice.
• 35:48
  The pictures did not do it justice.
• 35:49
  I want to do glamor shots for my next, like your headshot headshots.
• 35:53
  Oh my gosh.
• 35:54
  Please see the one with, like, the mirror and like a feather?
• 35:56
  That's what I was thinking.
• 35:57
  I'd like, have it. Oh, you can have, like, a for sale sign.
• 35:59
  I want the perm.
• 36:00
  That's, like, projected in the mirror behind you.
• 36:02
  You know what?
• 36:02
  We should do that for Women's Council.
• 36:05
  Wouldn't that be so fun if we did an event like that? Yeah.
• 36:07
  Okay. Like fake.
• 36:09
  Yeah. Headshot. Just fake headshots.
• 36:10
  But, like, if somebody really wants to use them, which I totally would, you wouldn't use a traditional glamor shot.
• 36:17
  Yes I would, oh yes I would.
• 36:19
  I can't wait to see it.
• 36:19
  We will be dressing these characters.
• 36:21
  I just said it on camera.
• 36:22
  So clearly they're going to have to.
• 36:25
  I got to hold true.
• 36:26
  Yeah.
• 36:26
  Sometimes our ideas are not the best.
• 36:30
  They're funny though.
• 36:31
  We do have a lot of fun.
• 36:32
  We do laugh a lot for sure.
• 36:35
  What's next for you with, like, leadership?
• 36:38
  I mean, you're either moving into a national role with RC.
• 36:41
  Yeah.
• 36:42
  What's beyond that?
• 36:43
  Or you just focus on that for it.
• 36:45
  That's a great question. I don't know, I've been trying to think about that.
• 36:47
  We just had hired a new CEO for, or so that's been the real big focus here the last four months.
• 36:56
  I don't know.
• 36:57
  I mean, I just want to make a difference.
• 37:00
  I know that sounds so cliche.
• 37:00
  Like I want to make a difference.
• 37:02
  That's true.
• 37:03
  But, like, I really do.
• 37:04
  Like, I love helping and mentoring agents and finding their inner flame.
• 37:10
  I think a lot of times, like a lot of people self doubt like you just said, well, they asked me a year ago, do I know go up and call them like.
• 37:17
  But I think it's just natural.
• 37:19
  Like sometimes we second guess ourselves, but the athlete is take the shot anyways, right?
• 37:22
  Like I might miss the shot.
• 37:24
  My favorite quote? Yeah.
• 37:26
  Oh my gosh, I don't know what you're wanting me to say because you have a lot of it's Wayne Gretzky, not Michael Jordan.
• 37:32
  Everybody does this.
• 37:33
  100% of the shots you don't take and that is my favorite quote because it's true.
• 37:37
  Like you never know until you ask somebody.
• 37:40
  Yeah.
• 37:40
  And obviously like I tell that to Juliet and like yeah I mean it's Julia, it's her daughter.
• 37:44
  That's my daughter.
• 37:45
  She's taking it out of context one time because like, somebody at a hockey game was like, got the hockey puck.
• 37:50
  And she goes, well, you always said.
• 37:52
  And I go, oh, you know, in this particular case, don't ask him for the hockey puck.
• 37:55
  Can I trust your kids to him?
• 37:57
  Tell him, boy, for the most part, you know it's worth a shot, right?
• 38:00
  Yeah. Like ask the questions.
• 38:00
  Yeah. You never know. Yeah.
• 38:03
  What's the worst that's going to happen?
• 38:03
  They're going to say no. Right.
• 38:05
  And you'll still be breathing.
• 38:07
  I said that to my ten year old yesterday.
• 38:09
  She's just like, well I got nervous and I was like, but you did it anyway.
• 38:12
  She down.
• 38:12
  Go on. Are you alive?
• 38:14
  She's like, can I go? No, no it's fine.
• 38:16
  There you go.
• 38:16
  Yeah. Like worse things could happen.
• 38:19
  So I appreciate you.
• 38:20
  Obviously you and I could talk for hours.
• 38:22
  I feel like hours so far.
• 38:24
  I know it really did.
• 38:25
  But I will definitely have you back next season around you.
• 38:29
  Yeah, and we'll have glamor.
• 38:31
  That's what I was just going to say.
• 38:31
  Are we going to end up?
• 38:33
  We'll show everybody the glamor. Yeah, perfect.
• 38:36
  We should do like awkward family photo glamor shots too, for like, Women's Council.
• 38:39
  Like, here's the girls.
• 38:41
  We could do like girls.
• 38:42
  Yeah, yeah, we could do like, a sitcom intro.
• 38:45
  I Estelle, I want to be a like, all areas.
• 38:50
  If you're still listening. Yeah.
• 38:50
  Thank you.
• 38:53
  If not, they will see you next time.
• 38:56
  Thank you for being here. Cheers. Cheers.
• 38:58
  Thank you everyone. I'll see you next time. Bye.