Latest / The Real Estate Agent Playbook / The Wolf Pack Way: Her Inspiring Path from New Agent to Successful Broker Owner to Fulfilled Life | Dawn Gonzales

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The Wolf Pack Way: Her Inspiring Path from New Agent to Successful Broker Owner to Fulfilled Life | Dawn Gonzales · The Real Estate Agent Playbook

0:00
what's up and welcome to the real estate agent playbook
0:02
we are
0:02
very excited to get back into some of these collabs
0:06
with agents from around the country
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they're absolutely crushing it
0:10
most will be in the Wolf Pack
0:12
the organization of the XP I am involved with
0:15
but just talk about where they're at right
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we're gonna bring on new agents
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experienced agents
0:19
former managing brokers and everything in between
0:23
we wanna make sure
0:24
that we are giving you all the inspiration
0:28
the information and some contacts right
0:30
to reach out to
0:32
in the event that some of this resonates with you
0:34
so today I am super excited to bring on Don Gonzalez
0:39
a business partner of mine here at the Wolf Pack
0:42
don has an absolutely amazing story
0:45
she has been a solo agent
0:47
top producer turned managing broker
0:50
now she you know coaches and mentors
0:53
and is an agent here in the Wolf Pack
0:56
um as my partner so super excited to bring her on
0:59
so without further ado
1:00
we're gonna let her tell the story uh
1:02
and we'll see you uh on the podcast
1:06
what is up guys welcome to another episode
1:09
The Real State Agent Playbook
1:10
today it's not just me on the screen
1:13
we have my partner and friend
1:16
Don Gonzalez in the real state world
1:18
and she is an absolute beast
1:21
so don thanks so much for hopping on
1:24
thanks for having me I appreciate it
1:25
I don't know that I've ever been called a beast before
1:27
but I'll take it you're a beast
1:30
just I mean
1:30
your story and your journey is
1:33
is you know
1:33
nothing short of Admiral
1:35
and really excited to kind of dive in
1:37
so let's let's just start by having you explain
1:40
a little bit about yourself
1:42
tell us kind of who Don Gonzalez is
1:45
sure well
1:46
I guess Don Gonzalez says the person right
1:49
the human being first um
1:50
I'm a mom I'm a grandma
1:52
my kids are grown there at this point of the recording
1:55
they're 27 and 25
1:57
and I've got a six year old granddaughter
1:59
um these three are uh
2:02
the heartbeat of my life um
2:04
and so that's part of me on the personal side
2:07
um I'm active in serving in my church
2:09
I'm a musician I participate
2:12
and sit on the board of a non profit organization
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that I love very dearly
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um and it's for
2:17
support for families who have kids with special needs
2:20
um and so that's part of my heart
2:22
um in my personal life
2:24
um but I think in my business life
2:27
well I'm
2:28
I'm a realtor right
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just like most that are gonna be
2:30
probably watching this call
2:32
I've been doing this for oh gosh
2:35
about 12 and a half years now
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and it's always been a full time gig for me
2:39
it's it's never been a side business or something
2:42
just to support a hobby it's always been a full time uh
2:46
career for me and so
2:48
um that allows me
2:50
obviously
2:50
to serve people when they're buying and selling
2:52
or investing in houses here in Colorado
2:56
but I've also loved mentoring new agents
2:59
and that's been something that really
3:01
kind of landed on my lap very early in my career
3:04
and that's something that I enjoy very
3:06
very much and so I balance real estate with selling
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but also with teaching and coaching others
3:13
so you do it all so you're a beast right
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there you go so that's
3:20
that's a good place to start
3:21
and obviously been through so much
3:23
and you've taught me so much since
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joining the Wolf Pack and so on
3:28
so what did you do before real estate was
3:32
was part of that story yeah sure
3:34
uh so for me I um
3:37
was in straight out of high school
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I graduated at 17 years old and I got into uh
3:44
the corporate world really quickly
3:45
so just shy of just after my 18th birthday
3:48
stepped into kind of the health field
3:51
if you will I started working for a
3:53
um like a telemarketing company for uh pharmaceuticals
3:57
uh initially
3:58
and then I got into the health insurance industry
4:00
and that's where I was working
4:02
in an administrative fashion
4:03
to the sales team for um
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health products I mean
4:07
this was insurance products
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so selling insurance to individuals and families
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we did have a group side for that too
4:14
but I was in the individual family side
4:17
uh and did that
4:18
until I got married and and had my first child um
4:22
and of course analyzing the costs of daycare
4:25
and that was 27 years ago uh
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today I'm sure it's equally expensive
4:31
but more so
4:32
it caused me to re evaluate my career position
4:35
since I was gonna go to work
4:37
to pay somebody else to watch my child
4:39
made the hard decision of adjusting a budget uh
4:42
that didn't have a lot of fluff and extra in it um
4:44
but I stayed home with my daughter and um
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was a stay at home mom for fourteen and a/2 years
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of course
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I had a son that came along to just shortly after and
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um
4:56
had that privilege of getting to stay home with them
4:58
it was a huge sacrifice not one of luxury
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so before listeners are like oh that must be nice
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well we couldn't afford an emergency
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and it was really difficult
5:07
from a financial perspective
5:09
but I chose to stay home with my kids
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um that was our choice I was also homeschooling mom
5:15
for seven and a/2 of those years
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and it was when they both developed
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the desire to step back into a formalized
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school system uh
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that
5:24
it gave me an opportunity to think about career again
5:27
for me and so um
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real estate was top of mind
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uh amongst a few other things
5:33
but real estate was
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something that I had high interest in um
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and so they went back to school and so did I haha
5:41
perfect yeah
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yeah and
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and you know one of the
5:45
one of the coolest parts of the story is
5:46
what comes next right
5:48
like kind of backs against the wall again
5:51
you know not in the
5:53
you know perfect situation where you could come in
5:55
and you didn't have to sell a house um
5:58
so tell us about that first
6:00
you know 30
6:00
60 90 days
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six months in real estate
6:04
because that's something that is hall of Fame ask
6:09
well truth be told
6:10
I even have a little prop over here on my bookshelf
6:13
I I have kept this on my desk um
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since I got my license in real estate
6:19
and it provides motivation for me course
6:21
that motivation is a little different today uh
6:24
with some additional perspective
6:26
than it was when I first started
6:27
but when I decided to venture into real estate
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you know I
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I didn't have all this extra money
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if you will I mean
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even getting my license and putting myself through uh
6:38
school I used a tax refund to do that
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I didn't have extra cash it was okay
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I'm gonna take a portion of this much needed refund
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and invest it in this area
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to see what what can happen here um
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my family had been on food stamps previously to that
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and so this is my local Colorado um
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EBT card which works like a debit card uh
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that would be filled with funds to put food on
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the table for my family and so coming into real estate
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you know the conversation is often about goals
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what is it that you're striving for
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what are you aiming for for me it was like
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I wanna get off food stamps
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and I wanna be able to provide uh
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for my kids consistently I
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don't wanna be concerned about where this basic need is
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gonna come from anymore um
7:26
and so I framed that just to be motivation for me
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in those early stages of building my business
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but now it's a reminder to me
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that I want to be someone that has the ability to say
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yes more than I say no
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and to be able to respond and give to others
7:43
when the need is made um
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when I made aware of that kind of need right
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um so you asked about my beginning um
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you know I got my license
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and very quickly found myself in a place uh
7:57
where I was in a divorce and I was a single mom um
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and
8:02
and by saying that I really was gonna be the person um
8:07
watching my kids um
8:09
managing our daily life
8:10
but also financing our life solely by myself
8:14
I didn't have financial support um
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in any sort of way and I was gonna be the sole
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present parent from a local perspective
8:22
um and so
8:23
that was a real challenge
8:24
to add to the top of that plate
8:26
where now I'm trying to build a new business
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um I've been 14 and a half years
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outside of any sort of career
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um not that I had grown dumb or anything
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but just haha had been out of that hustle
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from a daily perspective for quite a while
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and then now is in a new industry
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where not only am I in sales
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but I am building a business of my own
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you know I had never been an entrepreneur before
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and so
8:52
it was a huge challenge to add that emotional layer
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on top of an already challenging opportunity
8:59
if you will but it did provide
9:01
like you said
9:02
this back against the wall circumstance for me
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where this has to work I do not have a college degree
9:09
I don't have an education to fall back on
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and I have a gap of 14 and a half years
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from my last full time job
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I had done other minimal things
9:18
but full time job
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to now new full time job had a large gap
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and so there was a gap to recover
9:25
in my opinion this has to work
9:27
this is where I'm invested
9:28
I don't have any additional cash for additional venture
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and for me more importantly
9:34
I am not going to call my mom or my sister
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and ask if we can move in
9:38
I was 35 years old I'm completely capable
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I can work hard um
9:43
I'm willing to do whatever it takes
9:45
what do I gotta do right um
9:48
my brokerage firm at the time
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didn't have a mentorship program
9:51
so it really was
9:53
uh a difficult process for me to just learn
9:57
it was kind of drink through the fire hose
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and learn as much as I could
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while being active
10:02
and trying to generate income for me and my family
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um it worked
10:07
but it certainly was difficult uh
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because I was learning in fast forward right
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um but
10:14
I was able to close 10 deals in my first four months
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in the business
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and I was able to close 18 deals in my first uh
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year and a half and hit the income goal that might
10:26
may as well been $1 million in my opinion at that time
10:29
it just had a lot of zeros and some extra mamas in it
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um but this was a financial goal because it was a
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a limiting belief and a ceiling for me
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that I was determined to break through
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and I was able to do it
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in my first year and a half in the business
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which is which is crazy
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and why you are such an amazing mentor
10:48
and eventually became a broker owner
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and we'll talk a little bit about that
10:52
um as a broker owner right having
10:55
having overseeing now
10:58
you know 50
10:58
60 agents um
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what's I mean
11:02
what was that process like to go from
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you know clearly food stamps
11:08
a time of need back against the wall and now you're
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you're helping all these other agents get going right
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and obviously
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you don't want to replicate that situation for them
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but what are some things that
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you know as a broker owner that
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you know motivated you to really push these
11:26
push these agents
11:27
and develop some of the top agents in our
11:30
current state right now right
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what what were those things like
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and what were those stories like
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well certainly I can't take credit on my own
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cause I didn't do it on my own
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um I uh
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did end up getting remarried um
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gentleman that was also in the industry as well
11:46
in real estate and had been in leadership
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functioning both in a quote unquote
11:52
team leader and managing broker perspective
11:55
had also run financials and what not
11:58
for that brokerage firm that I started at
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and that's where we met um
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that was not necessarily a vision that we had
12:05
was to start our own company
12:07
it's where we ended but it's
12:08
it's not what we had set out to do
12:12
um in our career path
12:14
if you will uh
12:15
just opportunities lead that direction
12:17
um he actually had an opportunity to
12:19
different brokerage firm we left the company we were at
12:22
um and that was an incredible opportunity for growth
12:25
for both of us uh
12:26
but when that company faced bankruptcy
12:28
and was closing their doors
12:30
and then of course
12:30
letting go of a lot of their staff and leadership
12:33
we were faced with this decision
12:35
now what where we gonna go and
12:37
and who are we gonna partner with
12:39
and part of that conversation LED to
12:41
why would we go somewhere else
12:42
when we could do this on our own
12:44
and so really it was him that had the experience
12:47
initially in that leadership capacity
12:50
to be able to take that step um
12:52
and I functioned for a a good part of those years
12:55
we had that company for seven years
12:57
and I functioned as a huge supportive role for him
13:00
doing a lot of the administrative stuff
13:02
on the backside that was not seen
13:04
helping him when it came to managing the company books
13:07
um being kind of our company event planner
13:09
creating community and connection within our agents
13:13
but
13:13
we were able to grow that company from the two of us
13:15
to 75 people within our first 12 months
13:18
and so
13:19
that brokerage firm was profitable from the beginning
13:21
which was incredible um
13:23
and we we um
13:26
we ran that company together for for five years um
13:30
and then my husband suddenly passed away
13:32
and so it was really on the heels of his passing uh
13:36
that I stepped into leadership to carry the torch
13:39
I already had my managing broker license
13:41
or I guess employing broker level license
13:44
I'd had that for a few years
13:46
but I was functioning in a subordinate role to him
13:48
in our company structure but when he passed away
13:51
it was what I wanted to do
13:54
I think it was important for me to do it
13:56
it was a way to continue to carry his legacy um
13:59
but also to keep moving as well
14:02
and so I uh
14:03
did implement quite a few things in that first year
14:06
which I look back now and I'm not quite sure how I
14:08
I did um
14:10
I had had a pretty significant injury
14:12
just a few weeks before he passed away
14:14
had broken my leg and was non weight bearing
14:16
I couldn't drive I mean just a lot of obstacles uh
14:20
you know in my
14:21
in my physical injury
14:22
and then he passed away three weeks later
14:25
so it was an incredible
14:27
incredible thing to step into and hold all of it right
14:31
not only healing my leg and learning how to walk again
14:34
but also healing my heart
14:35
and learning how to walk again
14:37
2 um but holding the company
14:40
was an important thing for me to do
14:42
at the time like I said I
14:43
I was able to bring some new things into the company
14:46
some systems and processes that helped
14:49
the compliance and auditing process
14:51
be a little bit more seamless
14:52
and automated for me
14:54
I became a CE trainer so that I could provide
14:57
continuing education for the agents in my company
15:00
made some great connections with some other powerhouse
15:02
forces in our industry um
15:05
lenders and so forth I was able to introduce
15:08
my company to some of those folks um
15:11
and of course to continue
15:12
uh the environment and the culture that we had had
15:15
um up to that point
15:16
and I ran that company for a couple years by myself um
15:20
and then made the decision
15:22
that I couldn't juggle all of it
15:23
I was still in full time production
15:25
closing over 20 deals a year myself
15:27
I was coaching agents
15:29
and graduating a good five to eight
15:30
people from my program uh
15:32
regularly and then was managing the office too
15:35
I was burning the candle at both ends
15:37
and was working all the time
15:40
and just decided this is no life
15:43
uh for me
15:44
and I need to figure out a way to step into life
15:47
giving opportunities for me
15:49
and that meant I needed to let go of something
15:52
and through a lot of you know
15:54
prayer and decision
15:56
and counsel from folks that were very dear to me
16:00
I made the decision to close the company
16:02
um that was a really hard decision
16:05
because it wasn't just about closing off a business
16:08
right it was about closing off part of my heart too
16:11
because it was
16:12
the only baby that he and I were gonna have together
16:15
and so it was hard to let that go
16:17
um but it was also very necessary for me
16:20
like I said to step into life
16:23
I was still young
16:25
and needed to embrace the fact that I still am living
16:30
and I still have opportunity in front of me
16:32
both of my personal life and in my business
16:35
and how was I gonna do that well
16:37
and so I chose to
16:38
to close it and I think in turn with that
16:40
that LED to my partnership with you
16:42
and others within our organization
16:44
here at our firm um
16:46
and it has been just that
16:48
a life giving opportunity for me
16:50
both on a business and personal level to
16:53
to join you and to partner with you
16:55
and others here in our organization
16:57
it's been incredible yeah
16:59
I think that that's I mean
17:00
obviously starting from you know
17:02
backs against the wall a couple times right
17:05
and you've you've only taken
17:06
taken that in stride
17:08
and then more successful than a lot of people uh
17:13
would have been in those situations
17:14
so you know
17:15
you kind of talk about that and now you know
17:19
when I left my dad's company right it was okay
17:22
do I wanna go to that brokerage roll
17:24
do I wanna have that and I had seen from
17:27
you know
17:27
conversation from my dad and all the things that
17:29
that's not
17:31
not the 100% life for me right
17:34
when I came to EXP I was able to be like okay
17:36
I like coach agents and I want to be an inspiration
17:40
and I want to be a resource to agents and my agents
17:43
and all the agents and the Wolf Pack right
17:45
and but I don't wanna deal with litigations
17:48
I don't wanna deal with paying you know
17:50
keeping the lights on in the office
17:52
dealing with all the paperwork
17:53
and so it was a perfect opportunity for me
17:58
and you've kind of come into that role as well right
18:02
at first you're like I don't wanna work on Sundays
18:04
I don't wanna do this
18:05
I probably gonna step out of production
18:07
and really focus on mentorship
18:09
you kind of
18:09
tailored your mentorship program that you do have now
18:12
to our model and to our group
18:14
um but then you were like
18:17
I kind of want to sell some houses again
18:19
so tell us a little bit about that transition and
18:21
and the flexibility that
18:23
that was afforded to you by taking that time and
18:26
you know really finding
18:27
finding your way yeah
18:30
well thank you
18:30
I appreciate the the question
18:32
it has been a journey for me
18:34
even just in the
18:35
now two years that I've been here at EXP
18:38
uh but one that's allowed me the ability to
18:40
to rediscover or to discover new
18:43
what is it that I enjoy
18:45
and I think that's the cool thing about this industry
18:48
that were in there
18:49
are so many different facets that you can function in
18:52
in the realm of real estate as an industry
18:55
or as a career path and I think I was given the ability
18:59
having closed down the company
19:01
also having closed down our corporate office location
19:05
removing some of that heavy weight
19:08
right that came with managing a physical office uh
19:11
let alone I think managing um
19:14
a larger company with other business owners
19:17
um on top of my own individual career
19:20
it gave me the space and the freedom I think
19:22
to discover
19:23
what is it that I really am passionate about
19:26
how can I reignite those areas of passion in my heart
19:30
and in my business life
19:32
and what does that get to look like now
19:35
because this is new this is a whole new
19:38
place and season of life that I'm in
19:40
and so what can that look like
19:43
I really took some decent time
19:45
I mean gosh
19:46
four months uh
19:47
of my my initial launch here into EXP
19:50
I was still closing down a commercial office space
19:53
so my attention was was there
19:56
but really
19:57
through the support of folks like you and of Louis
19:59
Galt that are in my direct upline
20:02
I took some time off
20:04
and I think that was most important
20:06
you guys were able to speak into my life
20:09
and encourage me that you're a person first
20:12
and then you're a business owner or operator
20:15
and I was able to step into a place and allow myself
20:18
some space and time to heal
20:20
and to think and to cast a vision and dream
20:24
in a different direction
20:25
and that was so critical for me
20:27
and that LED into taking an entire summer off
20:30
going on vacation a ton camping with my family
20:33
disconnecting not having my phone on
20:36
not having to respond to anything business related
20:39
like nobody was pulling at me
20:42
and that allowed me to think right
20:44
to think with some quiet
20:47
things can get accomplished
20:49
when our backs not against the wall
20:51
I'm in a major life changing fashion right
20:54
I think what I discovered in that time
20:56
was how much I really enjoy teaching
21:00
how much I really enjoy coming alongside others
21:03
and that can show up in the
21:04
in the client fashion
21:06
but how I enjoy coming alongside other agents
21:08
to help them build a business
21:11
that not only can support them and their families well
21:14
right not just base level
21:16
but can support them well
21:17
but also to teach them how they
21:19
they can maintain their personal life while doing that
21:23
and I I just
21:24
I think was able to remember
21:27
how much I really
21:28
enjoyed that aspect of what I was doing
21:30
and so then I dedicated six months
21:33
out of that time off for myself
21:34
I dedicated six months to pour myself into revamping
21:39
and recreating um
21:41
recording new content
21:43
specific for my mentorship program
21:45
and I'm really proud of the
21:48
curriculum I was able to build
21:49
but I took six months um
21:51
additionally off to do that and to build that um
21:55
foundation
21:56
so that then I could create a community around it
22:00
yep absolutely
22:01
and you know
22:02
obviously there's a lot of real state coaches
22:03
there's a lot of real state trainers out there
22:06
and things like that
22:08
to have the ability to be mentored by someone
22:10
like you that has done it right
22:12
lived it done it on several different levels
22:16
faced every challenge that
22:17
you know we wouldn't wish upon anyone um
22:20
to to do and
22:21
and to come out the other side of that
22:23
with that perspective
22:24
like I wanna teach other people how to do this right
22:28
that hard to serve you know
22:29
back to your involvement with your church
22:31
and all those things are apparent
22:33
right and your brand
22:35
you know shines through and um
22:37
so yeah I think that's
22:39
that's the biggest thing and as far as
22:41
you know the
22:41
the partnership of the Wolf Pack and
22:43
and where that's going um
22:46
you know obviously you offer that
22:48
that to
22:49
as a service to your agents that choose to join you
22:52
and those kind of things um
22:54
so if if someone was interested in
22:56
having a conversation with you right
22:57
not necessarily about partnering
22:59
or maybe about partnering
23:00
uh where would be the best place to kind of
23:02
reach out to you and
23:03
and follow you sure
23:05
well obviously
23:05
they can reach out to me on social
23:07
they can find me on Instagram easily
23:09
it's don dot the Gabriel Group on Instagram
23:12
um that's an easy spot to connect with me
23:15
but I think as well they can easily uh
23:17
book a call with me um
23:18
and I've provided you with my calendarly
23:21
link to do that and it offers various
23:23
different opportunities for conversation
23:25
when they go to that landing
23:26
page on calendar um
23:28
it could be just to talk to somebody about the business
23:32
it could be to talk to somebody about potential
23:34
mentorship and that's not brokerage specific um
23:37
it could also be to talk about brokerage firm
23:39
why was it that I came here
23:41
what value was it that I saw here
23:43
versus having a space of my own uh
23:45
that had an entirely different structure
23:47
um what does that offer
23:49
and I can certainly share from my experience
23:51
what that has offered to someone like me
23:54
um and I'm happy to have conversation with someone
23:58
that's entertaining any of it or all of it haha
24:00
and so you know honestly
24:02
if you're you're watching this at this point
24:04
you you've seen Don's light
24:06
what she does for agents and her heart to serve right
24:10
so if you at any point were like oh
24:12
I'm right there right
24:13
or I'm close to that breaking point doesn't have to be
24:17
you know the divorce or you know
24:18
losing the husband or anything like that reach out
24:22
right she's
24:23
she's one of the most uh amazing mentors
24:26
coaches
24:26
inspirations that that you guys can ever reach out to
24:30
so it was amazing having you on here
24:33
and just kind of highlighting your
24:35
your story and your journey
24:36
so thanks so much for all you do
24:38
and do you have anything else to leave leave them with
24:41
sure I think I would say
24:42
I have never claimed to be your
24:44
professed to be the highest performing agent
24:47
or the best in the industry by any means
24:50
but I feel like what I have been able to do is
24:54
what I said a little bit earlier
24:56
it's I've been able to provide a really great income
24:59
uh that has allowed me to support myself and my family
25:02
it's allowed me to support my hobbies and the lifestyle
25:05
the things that I enjoy
25:07
the ability to give back to charitable organizations
25:10
so it is provided for me well
25:14
but I think what I have done uh
25:15
that maybe is not uh
25:17
seen as commonly in our industry
25:19
is I've also been able to maintain a personal life
25:22
um and so
25:23
I've been able to create a great income
25:25
that has supported me in those aspirations
25:27
but also something that has um
25:29
allowed me to live my life as a person
25:32
I've often said that real estate is not who I am
25:35
it's what I do right
25:37
and so um
25:38
that's been important to me
25:39
is that I live my life first
25:41
I'm a person I'm a human being and
25:42
and those aspects of my life
25:44
relationships and what not are incredibly important
25:47
I wanna have the ability to pour into those well um
25:50
and sustain a decent living and so
25:55
new agents brokers
25:57
all the things someone burning it at both ends
26:00
like you said
26:01
don is a must follow on socials for sure
26:04
so don
26:05
thank you so much for your time
26:07
and we'll see you next time yeah
26:10
thank you so much for having me
26:11
take care
26:12
wow just an incredible story
26:14
if anything don said resonated with you right there
26:16
please do me a favor hit the
26:19
you know link in the comments below
26:21
book a time to chat with her
26:23
she is absolutely next level and dare I say a beast
26:26
haha but I look forward to reaching out again
26:30
if you're interested in partnering with us
26:31
at the Wolfpack the link is below
26:34
you can always go to already Agent Wolfpack
26:36
com book a call with me
26:38
if you reference this call
26:39
we'll make sure to get you connected with don as well
26:41
but thanks so much for tuning in
26:43
like comment subscribe
26:45
we'll see you on the next one