Latest / Callis Mindset with Kannon Callis / CM 21 Relationships and Trust: Juliana Cantele on Opportunity, Connection and Building a Network

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CM 21 Relationships and Trust: Juliana Cantele on Opportunity, Connection and Building a Network · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome back to Callus Mindset Podcast. Today's guest is someone
• 0:03
  Speaker 1: I've gotten to know through Amherst Madison, the brokerage at
• 0:06
  Speaker 1: which we are agents with. One of the first things
• 0:09
  Speaker 1: that stood out to me about this person is that
• 0:12
  Speaker 1: her energy is always on.
• 0:14
  Speaker 2: She's warm.
• 0:15
  Speaker 1: She's always smiling, inviting people, friendly, easy in conversation, and
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  Speaker 1: has a way of making people feel comfortable and genuinely valued.
• 0:24
  Speaker 2: In real estate, I don't.
• 0:25
  Speaker 1: Think we can underestimate how powerful that skill actually is.
• 0:29
  Speaker 1: We're helping people through some of the most biggest financial,
• 0:34
  Speaker 1: sometimes turbulent, personal decisions of their lives. And before they
• 0:38
  Speaker 1: ever make a decision to transact, they have to trust you.
• 0:42
  Speaker 1: Juliana has built a really interesting real estate business around relocations,
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  Speaker 1: serving Idaho's Brazilian community, and she's becoming one of the
• 0:51
  Speaker 1: top premier agents at Amherst Madison. But what I really
• 0:54
  Speaker 1: want to unpack today isn't just the titles and kind
• 0:57
  Speaker 1: of the transactions.
• 0:58
  Speaker 2: It's more Why people trust her.
• 1:05
  Speaker 1: From the time I've met her just in the last
• 1:07
  Speaker 1: year or so, she set a great example for other agents.
• 1:10
  Speaker 1: She's always showing up. Work ethic is unmatched and she
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  Speaker 1: treats people very kindly. So today we're going to talk
• 1:17
  Speaker 1: about her story, the relocation and the Brazilian community niche
• 1:21
  Speaker 1: that she's tapped into building a great reputation and relationships
• 1:24
  Speaker 1: along the way and why sometimes the hardest things are
• 1:28
  Speaker 1: actually simple if you're focused on the right things. Juliana,
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  Speaker 1: welcome to Calus Mindset.
• 1:34
  Speaker 3: Thank you so much for having me today.
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  Speaker 4: It's such a pleasure to be here and to be
• 1:38
  Speaker 4: chosen by you to be here today. And for all
• 1:41
  Speaker 4: your kind words about me, it got me a little surprised.
• 1:46
  Speaker 3: I feel like we can stop right now. Thank you
• 1:48
  Speaker 3: so much for stopping.
• 1:49
  Speaker 2: Yeah, of course. Of course. Well, thanks for taking the time.
• 1:53
  Speaker 2: I know you're busy.
• 1:54
  Speaker 1: I've seen you in the office all the time and
• 1:57
  Speaker 1: always working with your clients and putting them first. But
• 2:01
  Speaker 1: I want to tell your story. And before we go
• 2:03
  Speaker 1: backwards to your past of how you got here, what
• 2:06
  Speaker 1: are you doing today? So tell me a little bit
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  Speaker 1: about yourself.
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  Speaker 4: So my name is Juliana Cantelli. I am a realtor
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  Speaker 4: here with Amherst Medicine. This is how we met. I've
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  Speaker 4: been here in Idaho for almost six years now. Since then,
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  Speaker 4: I'm doing real estate. I am a mom as well
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  Speaker 4: and a wife. And yeah, I love life. I love
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  Speaker 4: what I do. And I actually want to say thank
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  Speaker 4: you so much for doing this, because as a realtor,
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  Speaker 4: inviting other realtors, it's for me like the biggest sign
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  Speaker 4: of abundancy, which in real estate, a lot of people
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  Speaker 4: think it doesn't exist. And I think you are a
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  Speaker 4: great example that it's there. It's here for the good professionals.
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  Speaker 4: And I admire you for that.
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  Speaker 2: Yeah, thank you.
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  Speaker 1: I love working with other realtors. I know I do
• 2:53
  Speaker 1: property management too, so I do a little bit of both,
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  Speaker 1: but I work with realtors for my other business and
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  Speaker 1: we work together for referrals for rental clients and helping
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  Speaker 1: people position themselves while they're looking to buy with you.
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  Speaker 2: And so there's always a synergy.
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  Speaker 1: There's always some way we can work together if you
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  Speaker 1: have that mindset of abundance, of let's do this together
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  Speaker 1: and not just take take take you know it's like
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  Speaker 1: we have we have that different mindset and let's go
• 3:24
  Speaker 1: back a little bit to you've been here for six
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  Speaker 1: years did you did you have an experience in real
• 3:30
  Speaker 1: estate before that or did you start when you arrived here.
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  Speaker 4: Just a bad one just like going through all the
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  Speaker 4: exam and the test I was in Colorado and I
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  Speaker 4: wanted to become a realtor I knew I wanted to
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  Speaker 4: become a realtor and I studied for it. I passed
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  Speaker 4: the exams, but then I got pregnant and I didn't work.
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  Speaker 3: We moved away. So I let my.
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  Speaker 4: License go and I didn't work as a realtor before now.
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  Speaker 4: So it's been basically five and a half years as.
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  Speaker 3: A realtor in Idaho.
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  Speaker 2: Okay. And where were you before that?
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  Speaker 3: Colorado.
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  Speaker 2: Colorado. What part?
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  Speaker 3: Fort Collins.
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  Speaker 2: Fort Collins. No kidding.
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  Speaker 1: I actually lived in Denver for three years. Before I
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  Speaker 1: came to Idaho, I moved to Denver from Texas. I
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  Speaker 1: met my wife from Boise, Idaho in Denver. During COVID,
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  Speaker 1: we moved back to Texas and then we came to Idaho.
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  Speaker 1: So I love Fort Collins and all the way down
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  Speaker 1: to the Colorado Springs. One of my favorite places was Colorado.
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  Speaker 2: And how did you end up there?
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  Speaker 4: It was, you know, I met my husband in New
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  Speaker 4: Zealand 15 years ago and we were travelers before the
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  Speaker 4: kids and just kind of like, backpacking and living the life.
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  Speaker 4: I've lived in five countries and Colorado was just kind
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  Speaker 4: of like, let's go and live in US after we
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  Speaker 4: lived in New Zealand and Australia. And we actually had
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  Speaker 4: our first kid in Australia and we were like, well,
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  Speaker 4: you know, visa is hard to figure things out. We
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  Speaker 4: have the opportunity to live in a great economy. Let's
• 5:01
  Speaker 4: just go to US. And because he's from Arkansas and
• 5:05
  Speaker 4: I knew I didn't want to live in Arkansas, I
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  Speaker 4: started looking for a place and I found Colorado. This
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  Speaker 4: is how we ended up going there. We lived there
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  Speaker 4: for three and a half years. It was a good experience.
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  Speaker 4: It was not definitely my favorite place comparing to the others,
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  Speaker 4: especially comparing to Idaho. But it was a good experience.
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  Speaker 4: But it was the three and a half years and
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  Speaker 4: that was it.
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  Speaker 3: And we left.
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  Speaker 1: Got it.
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  Speaker 2: OK, well, that makes more sense.
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  Speaker 1: And I didn't realize how many countries you lived in.
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  Speaker 1: So New Zealand before Colorado, Colorado before Idaho, Australia before
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  Speaker 1: New Zealand.
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  Speaker 3: Yeah.
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  Speaker 2: And where else did you live?
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  Speaker 4: After after Colorado, I wanted to go to the beach
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  Speaker 4: because this is where I come from. Right. So California
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  Speaker 4: was out of reach because it's too expensive. No kidding
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  Speaker 4: that I have a lot of relocation as well from
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  Speaker 4: California because people are like running away from the from
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  Speaker 4: the view. And I didn't want to go that direction
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  Speaker 4: because of these. So I wanted to be close to
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  Speaker 4: the beach. So we went to Portugal. And that's actually
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  Speaker 4: where I had my second kid.
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  Speaker 3: And it was good.
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  Speaker 4: We spent one year there and realized that economically just
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  Speaker 4: made more sense to come back to U.S. Life was
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  Speaker 4: a little easier with two little ones to be able
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  Speaker 4: to build.
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  Speaker 3: Because remember, we were backpackers.
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  Speaker 4: So we were just traveling and money was not a priority.
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  Speaker 4: So everything came very late. We were traveling, spending money,
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  Speaker 4: just having fun and living the life. And then when
• 6:38
  Speaker 4: we realized that, well, we have to stop somewhere that
• 6:41
  Speaker 4: we actually have the opportunity to build, this is when
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  Speaker 4: we came back from Portugal to U.S. And then a
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  Speaker 4: pandemic hit. We stopped in Arkansas for a year. And
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  Speaker 4: over there is when I found Boise Online. And we
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  Speaker 4: came over here. And we've been here since then.
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  Speaker 2: Wow. What a journey.
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  Speaker 3: All right.
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  Speaker 1: I think I thought I would live a lot of
• 7:05
  Speaker 1: places because I've lived in three different states, four different
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  Speaker 1: states in the US, but you've come from different places
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  Speaker 1: overseas and other.
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  Speaker 2: That's incredible.
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  Speaker 1: And you probably you probably experienced a lot of different
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  Speaker 1: cultures and communication across different languages even. And that's really interesting.
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  Speaker 1: How does that compare to when you came to America?
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  Speaker 1: What did you think of the culture here?
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  Speaker 4: First, you know, it's, it's an interesting question that you
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  Speaker 4: were asking because it's so good when we can, um,
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  Speaker 4: just grow out of like experience, you know, my first
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  Speaker 4: experience in America in Colorado, since I've lived in New Zealand, Australia, Portugal,
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  Speaker 4: I've never been here. Uh, I came here because of
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  Speaker 4: my husband and, uh, I didn't love it. I, I,
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  Speaker 4: I was full of prejudice in many ways and, uh,
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  Speaker 4: unnecessary prejudice to be honest.
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  Speaker 3: And, uh, And we left. And then when I was out,
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  Speaker 3: I realized how good it was.
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  Speaker 4: And when I came back and we came to Idaho,
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  Speaker 4: this is how I felt really like I'm home, you know,
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  Speaker 4: and I don't want to go anywhere else. And the
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  Speaker 4: cultural part is very interesting. And that was one thing
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  Speaker 4: that I actually used a lot in my favor when
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  Speaker 4: I became a realtor. Because when you were in a
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  Speaker 4: place like Idaho, when I started five and a half
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  Speaker 4: years ago, it was not like it. there were so
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  Speaker 4: many real, I mean, there were, but there were not
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  Speaker 4: many people moving over here right after it started, but
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  Speaker 4: in the beginning was not. And I remember the cultural
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  Speaker 4: thing helped me because I could not say I am local.
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  Speaker 3: You know, I could not say that I'm local.
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  Speaker 4: I know everything, but I could say I've lived in
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  Speaker 4: five countries. I have an amazing cultural background. I know
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  Speaker 4: what's a good life in certain places and what's a
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  Speaker 4: bad life in certain places. So I used that in
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  Speaker 4: my favor to convince people that they could work with me,
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  Speaker 4: feel comfortable. And although I have this weird accent, I'm
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  Speaker 4: not an Idaho local, I will be able to help
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  Speaker 4: you find what fits your needs.
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  Speaker 3: You know what I mean? Yeah. Yeah.
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  Speaker 2: And I think that matters a lot. It matters.
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  Speaker 1: I can understand accents fairly easy. I've worked in technology
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  Speaker 1: and software and, you know, basically a lot of the
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  Speaker 1: companies were overseas. And so that was my working knowledge
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  Speaker 1: was learning how to listen and to understand. But at
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  Speaker 1: the same time, if you can get through what matters
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  Speaker 1: to them and do the job that matters more about
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  Speaker 1: their interests and treat them the way they want to
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  Speaker 1: be treated, an accent isn't a reason in my opinion to,
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  Speaker 1: you know, to not work with someone, especially if you've
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  Speaker 1: been treated that way coming into America and, you know,
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  Speaker 1: maybe they hurt your accent and then, but we're also.
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  Speaker 2: The most diverse country in the world.
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  Speaker 1: And so there's so many different accents and, That's something
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  Speaker 1: I try to listen for and understand because a lot
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  Speaker 1: of my clients are also from overseas or they are
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  Speaker 1: immigrants and even in the rental side, you know, over
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  Speaker 1: 50% of my clients, they have a different background. And
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  Speaker 1: so it's good to be around that, I think. And
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  Speaker 1: it also helps you connect with people when they don't
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  Speaker 1: feel alone. When they're like, oh my gosh, I need
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  Speaker 1: someone who knows what it's like. who's moved here brand new,
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  Speaker 1: who might not know, like you said, might not know
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  Speaker 1: everything about local, but over the last five and a half,
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  Speaker 1: six years, I'm sure you've really gained a ton of
• 10:29
  Speaker 1: experience in learning, becoming that local expert as well.
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  Speaker 3: Yeah, yeah, for sure.
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  Speaker 4: And that actually, nowadays, when I look back and having
• 10:38
  Speaker 4: all these backgrounds of culturally experience, it just adds because
• 10:43
  Speaker 4: the local I'm learning, but that's something that I I
• 10:46
  Speaker 4: couldn't get if I didn't have that experience today. I
• 10:49
  Speaker 4: couldn't learn that, you know, so that's definitely something that
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  Speaker 4: I'm really proud of and I love the experience I
• 10:57
  Speaker 4: had for sure.
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  Speaker 1: Yeah, it's a huge strength, I think, especially with Micron
• 11:02
  Speaker 1: and a lot of the people that are moving here
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  Speaker 1: for those high, you know, very high level tech jobs
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  Speaker 1: are from other markets. I had an open house just
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  Speaker 1: a few months ago where the couple had already lived.
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  Speaker 2: In the neighborhood.
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  Speaker 1: They were just looking to upsize, you know, a little
• 11:17
  Speaker 1: bit larger house. And they were here from, I think
• 11:21
  Speaker 1: it was Taiwan.
• 11:23
  Speaker 2: I believe it was. Yeah, it was Taiwan.
• 11:25
  Speaker 1: They were here for semiconductor, like for Micron. And it
• 11:28
  Speaker 1: was just incredible to see the talent that it's pulling
• 11:30
  Speaker 1: from all different markets worldwide. So I think we're going
• 11:32
  Speaker 1: to see more of that in the coming years. It's
• 11:35
  Speaker 1: going to add to Boise and the growth here and
• 11:38
  Speaker 1: I'm really excited about it.
• 11:39
  Speaker 2: I want to also ask, how did you decide on
• 11:42
  Speaker 2: real estate?
• 11:43
  Speaker 1: I know you were a big-time adventurer, backpacking, traveling, probably
• 11:49
  Speaker 1: very minimalistic with your items at that time of your life.
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  Speaker 3: Everything fits inside the bag.
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  Speaker 2: Right. Yeah. And you had a period.
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  Speaker 4: I'll go.
• 11:58
  Speaker 3: I'll go.
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  Speaker 4: And I left Brazil. You know, Brazil, it's an undeveloped country.
• 12:02
  Speaker 4: We're not talking about U.S. I traveled and my husband
• 12:06
  Speaker 4: jokes with me up to today. I traveled with iron
• 12:08
  Speaker 4: inside my bag because I wanted to iron some of it.
• 12:15
  Speaker 3: Yeah. But like real estate came.
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  Speaker 4: I joke that out of my age, you know, I
• 12:20
  Speaker 4: became a realtor five and a half years ago.
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  Speaker 3: I'm 44 today.
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  Speaker 4: I guess for a woman, especially that is, I think
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  Speaker 4: it's statistically, it's proven that there is a lot of
• 12:29
  Speaker 4: women in the older age after 40 becoming realtors.
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  Speaker 3: And for me, I have the explanation. I was always
• 12:38
  Speaker 3: very career driven. Always. I, our career always.
• 12:41
  Speaker 4: Was the first thing in mind to the point that
• 12:43
  Speaker 4: in the past, I used to say that I didn't
• 12:45
  Speaker 4: want to have kids because of my career.
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  Speaker 3: I had a big management fashion store job in Brazil.
• 12:54
  Speaker 4: And I, got a job, like I worked for 10
• 12:57
  Speaker 4: years in the same job. And so for me, there was,
• 13:00
  Speaker 4: I just left that job to go to New Zealand.
• 13:03
  Speaker 4: I was always very career motivated. And then when I
• 13:06
  Speaker 4: had my kids, I had both of them. One is 11,
• 13:09
  Speaker 4: one is seven. Everything goes away.
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  Speaker 3: You know what I mean?
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  Speaker 4: I love being a mom. I would not exchange that
• 13:16
  Speaker 4: for anything. but when you are so career driven, that's
• 13:21
  Speaker 4: just so hard because when you come back and I
• 13:23
  Speaker 4: understand other women in the same situation, when I come back,
• 13:26
  Speaker 4: when I came back to the workforce, I was like,
• 13:30
  Speaker 4: what do I do now? I didn't know. And real
• 13:34
  Speaker 4: estate was always something that was always in the back
• 13:36
  Speaker 4: of my mind. I like, I like the interaction with people.
• 13:39
  Speaker 4: I like the fact that I can show homes, which
• 13:44
  Speaker 4: in the beginning we think that's all you do, but
• 13:46
  Speaker 4: then you learn. I love the home designing and just
• 13:51
  Speaker 4: seeing the different opinions and things from the house. And
• 13:56
  Speaker 4: a lot of the things are so different from what
• 13:57
  Speaker 4: I grew up with, the construction. And so everything influenced
• 14:02
  Speaker 4: me going.
• 14:02
  Speaker 3: That direction and doing these.
• 14:04
  Speaker 4: But basically choosing Real Stage was because I was coming
• 14:08
  Speaker 4: back from being only a mom and I wanted to
• 14:11
  Speaker 4: build a career again. And I saw an opportunity in
• 14:14
  Speaker 4: Real Stage because of the combination of my personality and
• 14:18
  Speaker 4: the job itself.
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  Speaker 2: Yeah.
• 14:20
  Speaker 3: Yeah.
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  Speaker 1: And I think it's a very strong combination. I mean, your,
• 14:23
  Speaker 1: your experience, your skillset, the way that you present yourself
• 14:27
  Speaker 1: and the way that you dress and the design factor,
• 14:30
  Speaker 1: you always look nice. You know, it's like, it's kind of,
• 14:34
  Speaker 1: I noticed that immediately when I walked into the brokerage
• 14:37
  Speaker 1: office for the first time, I looked around and I'm like, man,
• 14:39
  Speaker 1: everyone here is dressed as nice or nicer than myself.
• 14:43
  Speaker 2: Like every person.
• 14:45
  Speaker 4: And the funny thing you say that is because I
• 14:47
  Speaker 4: interviewed a lot of brokerage and Amherst medicine kind of
• 14:51
  Speaker 4: like scared me a little bit, you know, it was like,
• 14:53
  Speaker 4: it intimidated me a little bit. I'm like, I don't
• 14:56
  Speaker 4: know if I am that fancy because I'm not, but
• 14:59
  Speaker 4: you know, I think in the end it's like being
• 15:01
  Speaker 4: surrounded by good people just make you be better. You know,
• 15:04
  Speaker 4: I was always good with my fashion. I worked with fashion,
• 15:07
  Speaker 4: but It's nice to be surrounded by people with good
• 15:11
  Speaker 4: taste and who want to grow.
• 15:15
  Speaker 3: That makes you go that direction as well.
• 15:18
  Speaker 2: Yeah, I agree.
• 15:19
  Speaker 1: If you surround yourself by people that have a high standard,
• 15:22
  Speaker 1: they carry themselves with confidence and they know what they're
• 15:25
  Speaker 1: doing because of experience, you sometimes will grow to that
• 15:29
  Speaker 1: expectation as well. They say you surround yourself or who
• 15:32
  Speaker 1: you surround yourself with, that's who you become. And if
• 15:35
  Speaker 1: you surround yourself with the worst people, I just don't
• 15:39
  Speaker 1: believe it's going to make you better.
• 15:40
  Speaker 3: You know, it's like a hundred percent. Yeah.
• 15:43
  Speaker 2: No, I agree. That was, that was something that stood
• 15:45
  Speaker 2: out to me as well.
• 15:45
  Speaker 1: And then, you know, with these momentum conferences and forums
• 15:48
  Speaker 1: and some of the extra, the workshops that we did
• 15:50
  Speaker 1: at the beginning and the support, it just stood out.
• 15:53
  Speaker 1: And so I want to talk about how you got
• 15:55
  Speaker 1: your first client ever in Idaho.
• 15:59
  Speaker 3: Yeah. Yeah.
• 16:01
  Speaker 4: She's actually still a good friend. We are about to
• 16:03
  Speaker 4: get together. She's probably around 70 years old. And it's
• 16:07
  Speaker 4: her and her son who lives with her. And Andy
• 16:10
  Speaker 4: should be around, I want to say, 45 or so.
• 16:14
  Speaker 4: So they were moving from California. And I was doing
• 16:17
  Speaker 4: this open house. And if she tells this story, she's
• 16:21
  Speaker 4: going to say that she walked to the open house.
• 16:24
  Speaker 4: They were looking to buy a house. I was very friendly.
• 16:26
  Speaker 4: And they left to the open house. And I ran
• 16:31
  Speaker 4: after them because I didn't get their contact.
• 16:34
  Speaker 3: I am not.
• 16:35
  Speaker 4: I don't do a lot of the whole sheet thing
• 16:37
  Speaker 4: signing here. And that's not just who I am. And then,
• 16:42
  Speaker 4: but I miss out a lot because I don't make
• 16:44
  Speaker 4: people do these things.
• 16:46
  Speaker 3: And I like the connection, the natural connection.
• 16:49
  Speaker 4: So the natural connection existed, but because it was my,
• 16:52
  Speaker 4: my beginning of experience, it was 11 months in the business.
• 16:56
  Speaker 4: I had to run after them and say, Hey, I
• 16:58
  Speaker 4: really liked you. Why didn't you get your number?
• 17:01
  Speaker 3: You know?
• 17:01
  Speaker 4: So I ended up getting their number. And they fell
• 17:04
  Speaker 4: in love with me. We saw some houses. They knew
• 17:08
  Speaker 4: another realtor, but they ended up choosing me. The other
• 17:10
  Speaker 4: realtor was from Australia, actually. We'll never forget that.
• 17:13
  Speaker 3: So we both had the.
• 17:14
  Speaker 4: Accent, but they chose me and they became really good friends.
• 17:19
  Speaker 4: They've been here for five and a half years is
• 17:21
  Speaker 4: the time I have my license. And yeah, and they
• 17:26
  Speaker 4: love me. They send me texts. They send gifts to
• 17:28
  Speaker 4: my kids every year.
• 17:30
  Speaker 3: And they are amazing people.
• 17:32
  Speaker 2: That's awesome. And that says a lot.
• 17:34
  Speaker 1: It really, it speaks volumes that your very first client
• 17:38
  Speaker 1: ever still is a big.
• 17:40
  Speaker 2: Part of your life.
• 17:41
  Speaker 1: They do care about your wellbeing, you know, because you've
• 17:43
  Speaker 1: built that and you fostered that relationship. And it just,
• 17:46
  Speaker 1: it shows based on, you know, almost six years later,
• 17:50
  Speaker 1: here we are and they're still in your life. So
• 17:53
  Speaker 1: you built that bridge and you know, it's still there.
• 17:55
  Speaker 2: Was, were they your first Brazilian clients?
• 17:58
  Speaker 4: No, they are Americans and they live in California. Yeah,
• 18:02
  Speaker 4: they are Americans. And yeah, I do have a huge
• 18:06
  Speaker 4: Brazilian community. I have a small Greek community as well
• 18:09
  Speaker 4: that I am part of. And just because I have
• 18:13
  Speaker 4: a really good client who is from Greece and I.
• 18:16
  Speaker 3: Met her actually in the shore lodge in Macau. I
• 18:19
  Speaker 3: was on a date trip with my husband. She was there.
• 18:21
  Speaker 4: They were moving here. So I ended up meeting her
• 18:24
  Speaker 4: and she introduced me to her community. I have a
• 18:27
  Speaker 4: couple of Greek clients as well. So it's a very fun.
• 18:30
  Speaker 4: I'm not like I don't I don't niche myself as much.
• 18:34
  Speaker 4: I sometimes think I should a little more, but I
• 18:38
  Speaker 4: don't niche myself because, you know, when you are starting
• 18:41
  Speaker 4: one of the things that I I still don't agree
• 18:44
  Speaker 4: with the way we learn in real stage is when
• 18:46
  Speaker 4: people tell you you have to you have to find
• 18:50
  Speaker 4: the niche. You have to find a niche. I always
• 18:54
  Speaker 4: thought that the niche is going to find me. And
• 18:57
  Speaker 4: if it takes longer, it takes longer. And the reason
• 19:00
  Speaker 4: why is just because I like everything to be more natural.
• 19:04
  Speaker 4: And I like the organic side of everything. So I
• 19:07
  Speaker 4: work for the client. So if I have an amazing
• 19:10
  Speaker 4: client that I love as a person and I have
• 19:14
  Speaker 4: to sell their super simple house or if they have
• 19:18
  Speaker 4: a super luxury home, I don't care. I would do
• 19:21
  Speaker 4: the same job. And I'm sure you are like this too.
• 19:23
  Speaker 4: I would do the same job. I would offer the
• 19:25
  Speaker 4: same thing because for me, the important is for him
• 19:29
  Speaker 4: to be happy or her to be happy. So my
• 19:32
  Speaker 4: niche ended up finding me, obviously with the second language,
• 19:36
  Speaker 4: being Portuguese makes easier for a lot of the Brazilians
• 19:39
  Speaker 4: come to me. And I am, I think one of
• 19:41
  Speaker 4: the three Brazilian realtors here, but I think I am
• 19:43
  Speaker 4: the only really full-time Brazilian realtor. So I am in
• 19:48
  Speaker 4: all the communities. So, whenever they talk housing, they send
• 19:51
  Speaker 4: them to me. And I'm trying to do the same
• 19:54
  Speaker 4: thing with the Greek community, not because I'm trying to
• 19:56
  Speaker 4: get another community, but because their culture is so similar
• 20:00
  Speaker 4: to my culture that that would be amazing.
• 20:03
  Speaker 3: It's kind of multiplying the Brazilian, you know.
• 20:06
  Speaker 4: So basically that, that's how my Brazilian group comes to me.
• 20:11
  Speaker 1: Well, I think you have a great framing in which
• 20:15
  Speaker 1: your business is positioned. You know, the way in the,
• 20:18
  Speaker 1: where your business is positioned is very strategic. Even if
• 20:22
  Speaker 1: it's a, you're not trying to box yourself into, I
• 20:25
  Speaker 1: am the number one Brazilian realtor, you know, for relocations,
• 20:27
  Speaker 1: which in my opinion, you are, but you don't have
• 20:30
  Speaker 1: to say it, you know. From there, the Greek community
• 20:34
  Speaker 1: would be great. But I think your niche is also
• 20:36
  Speaker 1: it's trust and relationships. Because like what you just said
• 20:39
  Speaker 1: is it doesn't matter if the client is selling a
• 20:42
  Speaker 1: very basic small home or if they're buying luxury or
• 20:45
  Speaker 1: selling luxury, you're going to treat them the same way.
• 20:48
  Speaker 2: Your niche is you. It's your, the way.
• 20:52
  Speaker 1: You run your business and the way that your relationships
• 20:55
  Speaker 1: are so front and center. That's what stood out to
• 20:59
  Speaker 1: me in just, you know, what we're talking about right now.
• 21:01
  Speaker 2: So That's universal, right?
• 21:04
  Speaker 1: You don't have to be Brazilian or Greek or relocating
• 21:08
  Speaker 1: from another place.
• 21:09
  Speaker 3: Yeah.
• 21:10
  Speaker 4: And it's funny because when I started real estate and
• 21:12
  Speaker 4: I heard, and I'm sure you did too, and I'm
• 21:14
  Speaker 4: not saying it's wrong. I'm just saying that is a
• 21:16
  Speaker 4: path for everyone. And that was not my path to
• 21:20
  Speaker 4: like find your niche. So do new construction and only
• 21:23
  Speaker 4: advertise new construction. Do a luxury, only advertise luxury.
• 21:29
  Speaker 3: I know an agent.
• 21:30
  Speaker 4: He's an amazing agent. And he only basically does.
• 21:34
  Speaker 3: Mobile homes, you know.
• 21:36
  Speaker 4: So I didn't want to do that. And I will
• 21:38
  Speaker 4: tell you a quick story that I've never told anyone.
• 21:41
  Speaker 4: But when I left Brazil and I went to New Zealand,
• 21:44
  Speaker 4: I went by myself. I didn't know my husband then.
• 21:47
  Speaker 3: And I went backpacking.
• 21:49
  Speaker 4: And I could just imagine how, you know, you meet
• 21:52
  Speaker 4: some elderly people and they are lonely.
• 21:55
  Speaker 3: A lot of them have lost their families. partner have lost,
• 21:59
  Speaker 3: kids live.
• 22:00
  Speaker 4: Far away and they are by themselves. And we always
• 22:03
  Speaker 4: hear how lonely life gets with time and they get
• 22:05
  Speaker 4: more sensitive. In that trip, I was so lonely. I
• 22:10
  Speaker 4: didn't have a partner. I didn't have kids at the time.
• 22:13
  Speaker 4: My family was all so far away. It was my decision,
• 22:16
  Speaker 4: but I was trying to explore the world. And that,
• 22:19
  Speaker 4: I know I was always a good, I have always
• 22:21
  Speaker 4: been a good person, but that trip and that time
• 22:24
  Speaker 4: by myself made me look inside and and treat people differently,
• 22:29
  Speaker 4: treat every human being as a amazing connection to me.
• 22:34
  Speaker 4: And that made me a better person. And I started
• 22:38
  Speaker 4: seeing life a little different. And honestly, everybody who I see,
• 22:44
  Speaker 4: I'm not saying I'm perfect. Of course, everybody judges and
• 22:47
  Speaker 4: there will be times I would judge. But everybody that
• 22:50
  Speaker 4: I see, as bad as they can be, I always
• 22:53
  Speaker 4: try to understand why I always try to to see
• 22:56
  Speaker 4: if they are going through something. And I think that
• 22:59
  Speaker 4: sensitivity makes me open for people. And I think people
• 23:04
  Speaker 4: can feel that. And this is why I didn't look
• 23:07
  Speaker 4: for a niche.
• 23:08
  Speaker 3: Because for me, I want to be here.
• 23:10
  Speaker 4: It's almost like if I was not a realtor, I
• 23:13
  Speaker 4: would be like a psychologist or something like this. I
• 23:15
  Speaker 4: want to be here for people to count on me.
• 23:18
  Speaker 4: Am I friends with all my clients? No, absolutely not.
• 23:20
  Speaker 4: Especially as we grow, there are a lot of things
• 23:23
  Speaker 4: that we have to too sad she's professional and and
• 23:28
  Speaker 4: happens with time but I am open at first to
• 23:33
  Speaker 4: be friends with all of them sometimes we see it's
• 23:35
  Speaker 4: not always the connection doesn't happen always but I'm still
• 23:39
  Speaker 4: very open so I didn't look I didn't look for
• 23:41
  Speaker 4: a niche to put myself inside that box as opposite
• 23:46
  Speaker 4: and just kind of open and whatever comes I am
• 23:49
  Speaker 4: hope happy to.
• 23:50
  Speaker 1: Deal with yeah that makes sense and You kind of
• 23:55
  Speaker 1: reminded me of something that happened to me this year
• 23:58
  Speaker 1: with a client that I thought I went above and
• 24:02
  Speaker 1: beyond for. They were relocating from Florida, another state, pretty
• 24:06
  Speaker 1: far from southeast to northwest. And that's quite a trip.
• 24:10
  Speaker 1: But they also were relocating for a job. And then
• 24:12
  Speaker 1: they had.
• 24:13
  Speaker 2: Their family with them. And it was a bit of
• 24:14
  Speaker 2: a stressful time.
• 24:16
  Speaker 1: And I had done some video tours and gone around
• 24:20
  Speaker 1: to make sure I could do as much as I
• 24:22
  Speaker 1: could hands on so they could just know that it's
• 24:24
  Speaker 1: taken care of, you know, the NHO, all of the stuff.
• 24:28
  Speaker 2: That we need to do in person, I did it.
• 24:30
  Speaker 1: And then on closing day, and I might've mentioned this before,
• 24:34
  Speaker 1: I think you were in the room when I mentioned this,
• 24:36
  Speaker 1: the last conversation I had with my clients was they
• 24:40
  Speaker 1: hung up on me and they were mad about the
• 24:42
  Speaker 1: funding and the financing and the timing of the loan,
• 24:46
  Speaker 1: not necessarily being on time.
• 24:48
  Speaker 2: And they were really stressed out about it.
• 24:50
  Speaker 1: And it didn't make sense to me at the time.
• 24:53
  Speaker 1: And just this week, I talked to that lender again
• 24:57
  Speaker 1: who had more information than I had. And there was
• 25:00
  Speaker 1: something very, very personal going on in their family at
• 25:03
  Speaker 1: that time. And it's one of those things that I'm
• 25:05
  Speaker 1: not going to disclose anything about it, but it's just
• 25:07
  Speaker 1: a serious life matter was going on.
• 25:09
  Speaker 2: And you never know, like you.
• 25:11
  Speaker 1: Can't possibly guess what has happened in that week, that day,
• 25:16
  Speaker 1: that year to your clients. And so I try to
• 25:20
  Speaker 1: give the benefit of the doubt. I still sent a
• 25:23
  Speaker 1: gift saying, thank you so much for working with me
• 25:25
  Speaker 1: and I hope it's the home you dreamt of. But
• 25:29
  Speaker 1: it made me realize and it made me have the
• 25:30
  Speaker 1: closure I needed because I thought maybe I did something
• 25:32
  Speaker 1: wrong along the way and I was blaming myself.
• 25:35
  Speaker 2: I'm like, where did I mess up? I'm trying to
• 25:36
  Speaker 2: figure this out because I want to fix it.
• 25:39
  Speaker 1: And then I heard the update from the lender that
• 25:42
  Speaker 1: knew more than I did after another conversation. And it's
• 25:45
  Speaker 1: something that you can't control. It's something, it's a life circumstance.
• 25:50
  Speaker 2: You know, was happening.
• 25:51
  Speaker 1: And it made me realize, you know what, no matter
• 25:53
  Speaker 1: what happened, I'm glad that I didn't yell or get,
• 25:56
  Speaker 1: you know, irate or send a mean email or a
• 25:59
  Speaker 1: text message saying, what's wrong with you?
• 26:02
  Speaker 4: And this is why, and this is why I said,
• 26:04
  Speaker 4: not everybody's going to be your friend. And in the beginning,
• 26:07
  Speaker 4: I thought all my clients were going to be my friend,
• 26:09
  Speaker 4: but I realized that It's not that they are bad
• 26:12
  Speaker 4: or I am bad. It's just because sometimes we are
• 26:14
  Speaker 4: in a different connection. We are in a different timeframe
• 26:16
  Speaker 4: in life. We are in a different mindset in life.
• 26:19
  Speaker 3: That happens too.
• 26:20
  Speaker 4: And it doesn't mean that they are not going to
• 26:22
  Speaker 4: get to that mindset and look back and say, wow,
• 26:25
  Speaker 4: I was not as nice with these guys as I
• 26:27
  Speaker 4: should have been. They are just not in that time yet.
• 26:30
  Speaker 4: So I think when you step back as a professional
• 26:33
  Speaker 4: and you understand that, I think the growth is tremendous.
• 26:36
  Speaker 3: You know, I'm sure you learned a bunch.
• 26:38
  Speaker 4: I'm sure you are going to maybe do some things
• 26:41
  Speaker 4: differently next time. And some of the things you're going
• 26:44
  Speaker 4: to do the same because not necessarily was your fault,
• 26:47
  Speaker 4: but the time that they had in life. And yeah,
• 26:51
  Speaker 4: and I think that's just like learning experience.
• 26:54
  Speaker 2: Yeah, that's true.
• 26:55
  Speaker 1: And just what I've learned is no matter what's going on,
• 26:59
  Speaker 1: just do the right thing. That's, you know, like not
• 27:03
  Speaker 1: using emotion, not escalating problems, trying to deescalate and just
• 27:08
  Speaker 1: solve the, like we're, we're in this together, you.
• 27:11
  Speaker 2: Know, like let's fix this problem together.
• 27:13
  Speaker 4: If you talk to my husband, he's going to say,
• 27:16
  Speaker 4: I'm still in that learning experience for that because you know, Brazilians,
• 27:20
  Speaker 4: I don't know if how many Brazilians, you know, but
• 27:22
  Speaker 4: we are like, wow, that's a whole coast.
• 27:26
  Speaker 2: I've met a few Brazilians and I can attest to that.
• 27:28
  Speaker 1: It's sometimes it's, uh, it kind of reminds me of, um,
• 27:34
  Speaker 1: I think in America we have sayings about certain countries
• 27:37
  Speaker 1: like French, for example, have a similar, like they're going
• 27:41
  Speaker 1: to pull a gun on you, but then want.
• 27:43
  Speaker 2: To have your babies or something.
• 27:44
  Speaker 3: Right.
• 27:44
  Speaker 2: Like, like that's literally like what I've heard.
• 27:47
  Speaker 4: It's just emotionally very expressive.
• 27:51
  Speaker 2: And passionate, expressive, in tune with the feelings.
• 27:56
  Speaker 3: Yeah. A hundred percent. Yeah. Yeah.
• 27:58
  Speaker 2: Yes. Well, that's great. So it looks like you're at
• 28:01
  Speaker 2: the office right now at the building. I can see
• 28:03
  Speaker 2: the background. It's a nice, lovely day. Did you have
• 28:07
  Speaker 2: any showings or anything in person that you were doing today?
• 28:10
  Speaker 4: I do have an inspection that I'm going to do
• 28:14
  Speaker 4: here soon for a client from out of state as
• 28:16
  Speaker 4: well that I'm working.
• 28:17
  Speaker 3: With right now. Yeah.
• 28:20
  Speaker 4: But besides that, just kind of catching up in my emails.
• 28:22
  Speaker 4: My mom's here visiting from Brazil. She comes every year.
• 28:25
  Speaker 4: And the kids were in school yesterday. So I took
• 28:28
  Speaker 4: her and I took kind of a day off with
• 28:30
  Speaker 4: her just to give her some like her moments without
• 28:33
  Speaker 4: the kids around. And today when I got here, there
• 28:36
  Speaker 4: were a lot of emails to catch up. So this
• 28:38
  Speaker 4: is what I was doing. And some work.
• 28:41
  Speaker 3: Later, a little more.
• 28:43
  Speaker 2: Yeah, that makes sense.
• 28:44
  Speaker 1: Well, I've always seen, you know, you're always staying busy,
• 28:47
  Speaker 1: getting stuff done. You know, I really appreciate the time
• 28:51
  Speaker 1: you've taken today. But I want to dig into just
• 28:52
  Speaker 1: a couple more topics before we end. The first topic is,
• 28:58
  Speaker 1: what did you do when you got here to start
• 29:01
  Speaker 1: building your own network and your own community? I moved
• 29:05
  Speaker 1: here from another state and it's been about three years
• 29:09
  Speaker 1: right around now. And I feel like I'm just now
• 29:12
  Speaker 1: finally starting to get into my network and the connections
• 29:15
  Speaker 1: I've been building. And it's starting to feel like it's working.
• 29:19
  Speaker 1: But what was it that you did just to take
• 29:21
  Speaker 1: those first steps? Because so many people are becoming transplants here.
• 29:25
  Speaker 4: And you were already exploding. Imagine you in a year
• 29:27
  Speaker 4: or so. It's going to be.
• 29:31
  Speaker 2: Like... I can't wait to see where we're at.
• 29:33
  Speaker 4: In a year.
• 29:33
  Speaker 3: You were awesome. Yeah, I see your property manager company.
• 29:37
  Speaker 4: I love it. And try to send... clients to you
• 29:40
  Speaker 4: for sure. You know, I just moved here and it's
• 29:46
  Speaker 4: a beautiful place. So I just wanted to explore as
• 29:48
  Speaker 4: much as possible. I explore a lot with my family,
• 29:52
  Speaker 4: all the hot springs, the lakes and the nearby cities
• 29:57
  Speaker 4: and anything that I.
• 29:59
  Speaker 3: I mean, I've lived in five countries. That is obviously
• 30:02
  Speaker 3: a lot of exploring.
• 30:03
  Speaker 4: So I doing in Idaho, there are so many places
• 30:06
  Speaker 4: that I still don't know in here.
• 30:07
  Speaker 3: So that's a big part.
• 30:09
  Speaker 4: And it's really like kind of keeping my energy up,
• 30:12
  Speaker 4: you know, like if I am in a bar having
• 30:14
  Speaker 4: a glass of wine or a beer with my husband
• 30:17
  Speaker 4: and have someone in the side and.
• 30:19
  Speaker 3: There is a little conversation.
• 30:20
  Speaker 4: I mean, I try to explore the conversation and I've
• 30:23
  Speaker 4: made good friends out of that. You know, I've made
• 30:25
  Speaker 4: good friends out of a barbecue in a place that
• 30:28
  Speaker 4: I didn't know anyone. So again, comes back to the connection, um,
• 30:32
  Speaker 4: just be open. And this is what I did. I
• 30:34
  Speaker 4: was always open to today. I'm going to meet someone
• 30:37
  Speaker 4: and it's going to be someone that's going to maybe
• 30:39
  Speaker 4: add a lot to my life.
• 30:40
  Speaker 3: And it's going to maybe become part of my life.
• 30:42
  Speaker 4: You're my kids and, and it's going to become a
• 30:44
  Speaker 4: friend and it's going to come to barbecue in my house.
• 30:46
  Speaker 4: And I think it being open when I moved here,
• 30:50
  Speaker 4: helped with the networking and meeting people and making new friends. And, um,
• 30:56
  Speaker 4: I think I always mention that when I talk to
• 30:58
  Speaker 4: the new agents here is like also kind of being
• 31:01
  Speaker 4: that go-to person. Like you don't know, you don't know
• 31:05
  Speaker 4: where you can find these.
• 31:07
  Speaker 3: Come to me.
• 31:07
  Speaker 4: And even though it's not real estate related and I
• 31:10
  Speaker 4: might not know the answer, I'll get you the answer.
• 31:13
  Speaker 3: I talk to people who will know when I bring
• 31:15
  Speaker 3: it to you.
• 31:16
  Speaker 4: That definitely builds a lot of trust to a lot
• 31:19
  Speaker 4: of the people I know. And my name started going
• 31:23
  Speaker 4: out very easily. Even nowadays, like I send some clients
• 31:26
  Speaker 4: sometimes to reward to some other property manager that I know.
• 31:30
  Speaker 4: And the reason why is just because everybody comes to
• 31:33
  Speaker 4: me when it's anything housing related. I just don't deal
• 31:37
  Speaker 4: with property management, but I have so many people. I
• 31:39
  Speaker 4: know you don't work with rentals, but we are looking for.
• 31:43
  Speaker 4: So that's so normal for me nowadays. But just because
• 31:47
  Speaker 4: my name became that kind of like, link to the
• 31:51
  Speaker 4: housing thing, no matter if it's rental and buying. And
• 31:55
  Speaker 4: I'm always happy to help recommending someone that I know
• 31:59
  Speaker 4: works well, like your company, for example.
• 32:01
  Speaker 1: Yeah, you've done an incredible job at not just building
• 32:06
  Speaker 1: a sphere of influence, but you've leveled up past that.
• 32:10
  Speaker 1: What you're at now is the center of influence. When
• 32:13
  Speaker 1: people come to you for everything and not just real estate,
• 32:17
  Speaker 1: but everything that they can think of. They trust you.
• 32:20
  Speaker 1: They know you're going to do a great job. They
• 32:21
  Speaker 1: know you're going to have a trustworthy resource. That's the
• 32:24
  Speaker 1: center of influence. That's goals. Like long-term, that is goals.
• 32:28
  Speaker 1: So congrats on that. And I know it's only going
• 32:31
  Speaker 1: to multiply just based on your mindset, the way that
• 32:35
  Speaker 1: you're manifesting success through being open-minded, putting yourself in rooms
• 32:39
  Speaker 1: with people that you know, there is an opportunity somewhere here.
• 32:43
  Speaker 2: I'm open to it.
• 32:45
  Speaker 1: Maybe they're going to maybe my life will be better
• 32:47
  Speaker 1: because of someone I meet here today. That's incredible. People
• 32:52
  Speaker 1: don't usually think like that, I don't think. And that's
• 32:55
  Speaker 1: what this mindset's about is that being open-minded to good
• 33:00
  Speaker 1: things happening, believing that you can do it, doing it,
• 33:04
  Speaker 1: and then accepting that you've done it the right way.
• 33:07
  Speaker 1: That's incredible. So thank you so much for sharing. I
• 33:11
  Speaker 1: know this wasn't the longest one today. Are there any
• 33:14
  Speaker 1: other topics that you'd like to discuss? I don't usually
• 33:17
  Speaker 1: talk about how's the real estate market today, you know?
• 33:22
  Speaker 3: Yeah, yeah, yeah.
• 33:24
  Speaker 4: No, I just want to truly say these because one
• 33:28
  Speaker 4: of the things we hear so much whenever we become
• 33:30
  Speaker 4: a realtor and even with some people that I know
• 33:34
  Speaker 4: that don't like realtors and they don't want to work,
• 33:36
  Speaker 4: I think we are the big.
• 33:39
  Speaker 3: Example of good realtors.
• 33:41
  Speaker 4: When we talk openly about off real estate and you
• 33:44
  Speaker 4: are a realtor and you interviewing me who am also
• 33:47
  Speaker 4: a realtor, like we mentioned in the beginning, the abundance
• 33:50
  Speaker 4: is so big and, and there will be a lot
• 33:52
  Speaker 4: of like things in this career that will make you
• 33:55
  Speaker 4: go down. I've had clients who are very hard and
• 33:59
  Speaker 4: one is specifically that truly made me question what I
• 34:03
  Speaker 4: was doing. And if I wanted to keep doing, but
• 34:07
  Speaker 4: when you, when you have a purpose and you know
• 34:10
  Speaker 4: how many people you can touch doing these, it just
• 34:14
  Speaker 4: shifts completely. So any thoughts of like, I'm not doing
• 34:17
  Speaker 4: that anymore, goes away and you know your value. And
• 34:21
  Speaker 4: I appreciate you so much for taking the time to
• 34:24
  Speaker 4: do it, not just with me today, but with so
• 34:26
  Speaker 4: many great realtors and CEOs and good people who are
• 34:32
  Speaker 4: here to share great stories about this amazing industry called
• 34:36
  Speaker 4: the real estate.
• 34:37
  Speaker 3: So I appreciate that.
• 34:39
  Speaker 2: Yeah, absolutely.
• 34:40
  Speaker 1: I'm happy to create a platform and to have people
• 34:43
  Speaker 1: on and specifically you today. So thank you for joining.
• 34:46
  Speaker 1: I think the biggest takeaway from today that you can
• 34:52
  Speaker 1: learn from sales, marketing, real estate is building trust and
• 34:56
  Speaker 1: reputation is just doing the right thing one interaction at
• 35:01
  Speaker 1: a time. being open-minded to opportunity, doing what you say
• 35:05
  Speaker 1: you're going to do and helping people solve problems. And
• 35:08
  Speaker 1: you've done a great job of showing that through your business,
• 35:11
  Speaker 1: you know, built around community relationships, doing right by people
• 35:15
  Speaker 1: every time. And I think that's something we can definitely
• 35:17
  Speaker 1: learn from. Thank you again for sharing your story and
• 35:20
  Speaker 1: to everyone listening or watching check Juliana online. She's an
• 35:25
  Speaker 1: agent with Amherst Madison. If you enjoyed this episode, definitely subscribe,
• 35:29
  Speaker 1: look for our next one because every other episode, is
• 35:32
  Speaker 1: a real estate professional. Thanks again for listening to Calus Mindset.