The Art and Discipline of Real Estate Sales Success with Michelle Mumoli

[0:00] welcome to the REI agent a holistic welcome to the REI agent a holistic welcome to the REI agent a holistic approach to life through real estate I’m approach to life through real estate I’m approach to life through real estate I’m Aus an agent and investor and I’m Erica Aus an agent and investor and I’m Erica Aus an agent and investor and I’m Erica a licensed therapist join us as we a licensed therapist join us as we a licensed therapist join us as we interview guests that also strive to interview guests that also strive to interview guests that also strive to Live Bold and fulfilled lives through Live Bold and fulfilled lives through Live Bold and fulfilled lives through business and real estate investing tune business and real estate investing tune business and real estate investing tune in every week for interviews with real in every week for interviews with real in every week for interviews with real estate agents and investors ready to estate agents and investors ready to estate agents and investors ready to level up let’s do level up let’s do level up let’s do [Music] it welcome back to the REI agent um it

[0:27] it welcome back to the REI agent um it it welcome back to the REI agent um it is a warmer day for the first time in a is a warmer day for the first time in a is a warmer day for the first time in a while we’ve had a long winter um the while we’ve had a long winter um the while we’ve had a long winter um the time of recording this is February the time of recording this is February the time of recording this is February the 24th and it’s making me feel 24th and it’s making me feel 24th and it’s making me feel orry oh my word to both of those things orry oh my word to both of those things orry oh my word to both of those things yes the sun is out and yes Matias is in yes the sun is out and yes Matias is in yes the sun is out and yes Matias is in a rare form right a rare form right a rare form right now very energetic which I you know our now very energetic which I you know our now very energetic which I you know our son was also this morning so maybe it is son was also this morning so maybe it is son was also this morning so maybe it is the weather maybe it’s just like thank the weather maybe it’s just like thank

[0:57] the weather maybe it’s just like thank finally God yeah we we’ve uh had a finally God yeah we we’ve uh had a finally God yeah we we’ve uh had a longer winter and ready for it to uh longer winter and ready for it to uh longer winter and ready for it to uh warm up I I always am hesitant at this warm up I I always am hesitant at this warm up I I always am hesitant at this stage in particular um again this is stage in particular um again this is stage in particular um again this is going to come out a couple weeks after going to come out a couple weeks after going to come out a couple weeks after this recording or the time of recording this recording or the time of recording this recording or the time of recording uh but it’s always you know when when uh but it’s always you know when when uh but it’s always you know when when you have a nice week and it’s warm and you have a nice week and it’s warm and you have a nice week and it’s warm and you’re like kind of like oh I can go on you’re like kind of like oh I can go on you’re like kind of like oh I can go on the deck maybe I’ll have a beer out on

[1:21] the deck maybe I’ll have a beer out on the deck maybe I’ll have a beer out on the deck that’d be fun um and then the deck that’d be fun um and then the deck that’d be fun um and then there’s like a snowstorm like the next there’s like a snowstorm like the next there’s like a snowstorm like the next week you’re like come week you’re like come week you’re like come on no more on no more on no more yeah see my this March is I have a lot yeah see my this March is I have a lot yeah see my this March is I have a lot of feelings about March my birthday is of feelings about March my birthday is of feelings about March my birthday is in March and it’s the week after spring in March and it’s the week after spring in March and it’s the week after spring starts and so in my head I’m thinking starts and so in my head I’m thinking starts and so in my head I’m thinking well it’s springtime so it should be a well it’s springtime so it should be a well it’s springtime so it should be a beautiful birthday and it never is beautiful birthday and it never is beautiful birthday and it never is almost never it’s always usually very

[1:49] almost never it’s always usually very almost never it’s always usually very cold sometimes there’s snow um but can cold sometimes there’s snow um but can cold sometimes there’s snow um but can almost never go outside on the deck and almost never go outside on the deck and almost never go outside on the deck and so I’ve I’ve tried to plan sorry I just so I’ve I’ve tried to plan sorry I just so I’ve I’ve tried to plan sorry I just cut you off well all I was just going to cut you off well all I was just going to cut you off well all I was just going to say is your birthday is in September say is your birthday is in September say is your birthday is in September which is always absolutely gorgeous such which is always absolutely gorgeous such which is always absolutely gorgeous such gorgeous weather I uh what I was goingon to say weather I uh what I was goingon to say weather I uh what I was goingon to say is I’ve tried to is I’ve tried to is I’ve tried to plan multiple trips to the dolly SIDS to plan multiple trips to the dolly SIDS to plan multiple trips to the dolly SIDS to to go backpacking with you on your

[2:18] to go backpacking with you on your to go backpacking with you on your birthday and it’s never a good time so I birthday and it’s never a good time so I birthday and it’s never a good time so I stopped trying also we have three kids stopped trying also we have three kids stopped trying also we have three kids and that makes it hard yeah you also and that makes it hard yeah you also and that makes it hard yeah you also took me to DC to go see the cherry took me to DC to go see the cherry took me to DC to go see the cherry blossoms you piped that one up we were blossoms you piped that one up we were blossoms you piped that one up we were we were in the Metro hadn’t seen we were in the Metro hadn’t seen we were in the Metro hadn’t seen anything yet we were just getting to the anything yet we were just getting to the anything yet we were just getting to the what the National Monument area and I what the National Monument area and I what the National Monument area and I was like when we get up out of this was like when we get up out of this was like when we get up out of this Metro out of the ground we it’s gonna be

[2:41] Metro out of the ground we it’s gonna be Metro out of the ground we it’s gonna be pink everywhere it’s just gonna be this pink everywhere it’s just gonna be this pink everywhere it’s just gonna be this gorgeous gorgeous gorgeous scene we go up nothing it was brown it scene we go up nothing it was brown it scene we go up nothing it was brown it was completely was completely was completely Brown so so I guess all that to say I Brown so so I guess all that to say I Brown so so I guess all that to say I don’t have high expectations for March don’t have high expectations for March don’t have high expectations for March when this actually airs I think it will when this actually airs I think it will when this actually airs I think it will be exactly the same weather and I am be exactly the same weather and I am be exactly the same weather and I am just like I’m just soaking in the just like I’m just soaking in the just like I’m just soaking in the sunshine that we’re getting this week as sunshine that we’re getting this week as sunshine that we’re getting this week as it comes because I know it’s not going

[3:05] it comes because I know it’s not going it comes because I know it’s not going to stay for another month or two yeah to stay for another month or two yeah to stay for another month or two yeah well let’s enjoy it so yeah today uh we well let’s enjoy it so yeah today uh we well let’s enjoy it so yeah today uh we have uh Michelle on the podcast um she have uh Michelle on the podcast um she have uh Michelle on the podcast um she is a team leader um at over in New is a team leader um at over in New is a team leader um at over in New Jersey uh close to New York City um she Jersey uh close to New York City um she Jersey uh close to New York City um she has a lot of experience a lot of wisdom has a lot of experience a lot of wisdom has a lot of experience a lot of wisdom to to give to us including kind of the to to give to us including kind of the to to give to us including kind of the Dynamics that happen when you are kind Dynamics that happen when you are kind Dynamics that happen when you are kind of creating a team and and how to think of creating a team and and how to think of creating a team and and how to think about when you have reached that level

[3:35] about when you have reached that level about when you have reached that level of success um that you need to kind of of success um that you need to kind of of success um that you need to kind of expand and how can you kind of focus on expand and how can you kind of focus on expand and how can you kind of focus on your own personal happiness yep and your own personal happiness yep and your own personal happiness yep and interesting uh piece to her story she interesting uh piece to her story she interesting uh piece to her story she comes from an arts background prior to comes from an arts background prior to comes from an arts background prior to joining the real estate um field and joining the real estate um field and joining the real estate um field and that still plays a large role in her that still plays a large role in her that still plays a large role in her life today yeah so without further Ado life today yeah so without further Ado life today yeah so without further Ado here’s uh Michelle mamle welcome back to the REI agent I’m here welcome back to the REI agent I’m here welcome back to the REI agent I’m here with Michelle Molle and my lovely wife

[4:10] with Michelle Molle and my lovely wife with Michelle Molle and my lovely wife Erica I figured I should introduce her Erica I figured I should introduce her Erica I figured I should introduce her too are you hi guys good how are you too are you hi guys good how are you too are you hi guys good how are you we’re we’re doing great we’re doing we’re we’re doing great we’re doing we’re we’re doing great we’re doing great we just got a crossfit workout in great we just got a crossfit workout in great we just got a crossfit workout in so we are I’m feeling a little so we are I’m feeling a little so we are I’m feeling a little extraordinary but um yeah how are you I extraordinary but um yeah how are you I extraordinary but um yeah how are you I did not just get a crossfit workout in did not just get a crossfit workout in did not just get a crossfit workout in but I probably should but I’m great I’m but I probably should but I’m great I’m but I probably should but I’m great I’m great Michelle you are um a realtor out great Michelle you are um a realtor out great Michelle you are um a realtor out of New Jersey um what part of New Jersey

[4:38] of New Jersey um what part of New Jersey of New Jersey um what part of New Jersey is this like uh close to New York City is this like uh close to New York City is this like uh close to New York City or yeah uh I am literally right across or yeah uh I am literally right across or yeah uh I am literally right across the river from New York City and I the river from New York City and I the river from New York City and I service around an hour commute to New service around an hour commute to New service around an hour commute to New York City and that radius is a massive York City and that radius is a massive York City and that radius is a massive radius because we’re one of the most radius because we’re one of the most radius because we’re one of the most densely populated states in New Jersey densely populated states in New Jersey densely populated states in New Jersey um and so we are a direct front door to um and so we are a direct front door to um and so we are a direct front door to the Manhattan market so for people who the Manhattan market so for people who the Manhattan market so for people who cannot really afford the space or need

[5:06] cannot really afford the space or need cannot really afford the space or need more space in Manhattan and the buroughs more space in Manhattan and the buroughs more space in Manhattan and the buroughs they come to New Jersey sure yeah so do they come to New Jersey sure yeah so do they come to New Jersey sure yeah so do you cross over into New York as well or you cross over into New York as well or you cross over into New York as well or do you have licens over there you just do you have licens over there you just do you have licens over there you just stay in special I do not I I stay I stay stay in special I do not I I stay I stay stay in special I do not I I stay I stay in my state I stay in New Jersey it’s in my state I stay in New Jersey it’s in my state I stay in New Jersey it’s it’s interesting I I have kind of a a a it’s interesting I I have kind of a a a it’s interesting I I have kind of a a a line too that I I don’t cross typically line too that I I don’t cross typically line too that I I don’t cross typically in my area and um you know I’ll go in my area and um you know I’ll go

[5:31] in my area and um you know I’ll go further some directions but there’s a further some directions but there’s a further some directions but there’s a One Direction I just kind of stop um and One Direction I just kind of stop um and One Direction I just kind of stop um and it’s not line uh it’s just a different it’s not line uh it’s just a different it’s not line uh it’s just a different Market Charlottesville um so you know I Market Charlottesville um so you know I Market Charlottesville um so you know I will travel an hour north south often uh will travel an hour north south often uh will travel an hour north south often uh but when I get over to Charlottesville I but when I get over to Charlottesville I but when I get over to Charlottesville I just it’s just some for some reason I just it’s just some for some reason I just it’s just some for some reason I haven’t sold anything in there yet um it haven’t sold anything in there yet um it haven’t sold anything in there yet um it might be a similar kind of thing where might be a similar kind of thing where might be a similar kind of thing where they have a really strong Market they

[5:51] they have a really strong Market they they have a really strong Market they have really you know lots of great have really you know lots of great have really you know lots of great agents and it just for some reason I’ve agents and it just for some reason I’ve agents and it just for some reason I’ve never uh gone over there but also never uh gone over there but also never uh gone over there but also interesting I don’t know if this has interesting I don’t know if this has interesting I don’t know if this has anything to do with that but it’s anything to do with that but it’s anything to do with that but it’s geographically you know we’re in a geographically you know we’re in a geographically you know we’re in a valley so North and South but to get to valley so North and South but to get to valley so North and South but to get to Charlottesville um you go over a Charlottesville um you go over a Charlottesville um you go over a mountain oh so that is like almost like mountain oh so that is like almost like mountain oh so that is like almost like a natural dividing line yeah kind of a natural dividing line yeah kind of

[6:12] a natural dividing line yeah kind of like the river that you’re talking about like the river that you’re talking about like the river that you’re talking about yeah yeah except I’m physically not yeah yeah except I’m physically not yeah yeah except I’m physically not licensed in the state of New York licensed in the state of New York licensed in the state of New York so the way it’s interesting because so the way it’s interesting because so the way it’s interesting because every state has you know you know this every state has you know you know this every state has you know you know this because you’re real estate agents every because you’re real estate agents every because you’re real estate agents every state has different uh real estate state has different uh real estate state has different uh real estate requirements real requirements real requirements real laws um and in New Jersey the way that a laws um and in New Jersey the way that a laws um and in New Jersey the way that a real estate uh transaction is conducted real estate uh transaction is conducted real estate uh transaction is conducted is completely opposite of how it is

[6:40] is completely opposite of how it is is completely opposite of how it is conducted in New York so you know conducted in New York so you know conducted in New York so you know sometimes I you will see a lot of agents sometimes I you will see a lot of agents sometimes I you will see a lot of agents that are duly licensed in New York and that are duly licensed in New York and that are duly licensed in New York and New Jersey and again it’s one of those New Jersey and again it’s one of those New Jersey and again it’s one of those things where I usually try to tell things where I usually try to tell things where I usually try to tell people like pick what you want to do and people like pick what you want to do and people like pick what you want to do and be really good at it but you can’t do be really good at it but you can’t do be really good at it but you can’t do both because you’re talking about a lot both because you’re talking about a lot both because you’re talking about a lot of co-ops in New York City where they of co-ops in New York City where they of co-ops in New York City where they are you know 100 to 200 Page Co-op

[7:02] are you know 100 to 200 Page Co-op are you know 100 to 200 Page Co-op packets and applications and things like packets and applications and things like packets and applications and things like that we don’t really have that here um that we don’t really have that here um that we don’t really have that here um we have very few co-ops if if you know we have very few co-ops if if you know we have very few co-ops if if you know really a handful um and so it’s just a really a handful um and so it’s just a really a handful um and so it’s just a totally different way of of doing totally different way of of doing totally different way of of doing business and we’re an attorney state so business and we’re an attorney state so business and we’re an attorney state so that’s a lot of you know something that that’s a lot of you know something that that’s a lot of you know something that a lot of states are not attorney States a lot of states are not attorney States a lot of states are not attorney States so a lot of people don’t know so a lot of people don’t know so a lot of people don’t know that yeah we’re we’re not um so that

[7:24] that yeah we’re we’re not um so that that yeah we’re we’re not um so that that makes a ton of sense I’m I’m that makes a ton of sense I’m I’m that makes a ton of sense I’m I’m curious to know that in in the DC area I curious to know that in in the DC area I curious to know that in in the DC area I think a lot of people are like Tri think a lot of people are like Tri think a lot of people are like Tri licensed in the tri-state area that licensed in the tri-state area that licensed in the tri-state area that they’re often uh selling in all the they’re often uh selling in all the they’re often uh selling in all the different areas that where they meet um different areas that where they meet um different areas that where they meet um so I’m curious how that is for them I’ll so I’m curious how that is for them I’ll so I’m curious how that is for them I’ll have to get somebody like that on the have to get somebody like that on the have to get somebody like that on the podcast sometime but but anyway Michelle podcast sometime but but anyway Michelle podcast sometime but but anyway Michelle where uh tell us about how you got

[7:43] where uh tell us about how you got where uh tell us about how you got started how did you get into real estate started how did you get into real estate started how did you get into real estate I kind of grew up in real estate I kind of grew up in real estate I kind of grew up in real estate actually uh my parents were immigrants actually uh my parents were immigrants actually uh my parents were immigrants they were able to do that the brr method they were able to do that the brr method they were able to do that the brr method before anybody was talking about brr but before anybody was talking about brr but before anybody was talking about brr but basically they would buy multif family basically they would buy multif family basically they would buy multif family homes and we would live in them and um homes and we would live in them and um homes and we would live in them and um you know purchased one using the equity you know purchased one using the equity you know purchased one using the equity purchased another etc etc so we would purchased another etc etc so we would purchased another etc etc so we would like manage these buildings ourselves as

[8:10] like manage these buildings ourselves as like manage these buildings ourselves as a family um I later got into the Arts a family um I later got into the Arts a family um I later got into the Arts and just decided that you know I kind of and just decided that you know I kind of and just decided that you know I kind of like I kind of got real estate like I like I kind of got real estate like I like I kind of got real estate like I understood real the just like the vision understood real the just like the vision understood real the just like the vision of real estate and what it did for my of real estate and what it did for my of real estate and what it did for my family um and really got licensed in uh family um and really got licensed in uh family um and really got licensed in uh 2013 and have been Full Speed Ahead ever 2013 and have been Full Speed Ahead ever 2013 and have been Full Speed Ahead ever since I once I got my license I was since I once I got my license I was since I once I got my license I was lucky enough to not really be able to lucky enough to not really be able to lucky enough to not really be able to have to have a full-time job other than

[8:38] have to have a full-time job other than have to have a full-time job other than real estate so that’s all I’ve been real estate so that’s all I’ve been real estate so that’s all I’ve been doing oh that’s awesome yeah that’s doing oh that’s awesome yeah that’s doing oh that’s awesome yeah that’s that’s not normal a lot of people will that’s not normal a lot of people will that’s not normal a lot of people will uh juggle a couple things there for a uh juggle a couple things there for a uh juggle a couple things there for a while uh including me I I had a we were while uh including me I I had a we were while uh including me I I had a we were doing the the debt payoff thing at that doing the the debt payoff thing at that doing the the debt payoff thing at that time and so we were juggling a couple time and so we were juggling a couple time and so we were juggling a couple jobs each um for for a few years but jobs each um for for a few years but jobs each um for for a few years but yeah so yeah um you you mentioned that yeah so yeah um you you mentioned that yeah so yeah um you you mentioned that you you started off as a a solo agent

[9:03] you you started off as a a solo agent you you started off as a a solo agent and then you got into a team can you can and then you got into a team can you can and then you got into a team can you can you describe that a little bit for me um you describe that a little bit for me um you describe that a little bit for me um so I was at a couple different so I was at a couple different so I was at a couple different brokerages in my career I’m now at brokerages in my career I’m now at brokerages in my career I’m now at Compass but when I was at Keller Compass but when I was at Keller Compass but when I was at Keller Williams I started a team and I also Williams I started a team and I also Williams I started a team and I also used to coach new agents um and that used to coach new agents um and that used to coach new agents um and that sort of the need arose from I think when sort of the need arose from I think when sort of the need arose from I think when you walk into some of those brokerages you walk into some of those brokerages you walk into some of those brokerages of that nature they’ll give you like a

[9:28] of that nature they’ll give you like a of that nature they’ll give you like a book that somebody WR you know and at book that somebody WR you know and at book that somebody WR you know and at that time when you walked into Keller that time when you walked into Keller that time when you walked into Keller Williams they would give you the Williams they would give you the Williams they would give you the millionaire uh millionaire Agent millionaire uh millionaire Agent millionaire uh millionaire Agent Handbook which Handbook which Handbook which is amazing for what it has had for that is amazing for what it has had for that is amazing for what it has had for that time but also amazing because it does time but also amazing because it does time but also amazing because it does kind of give you like a mini MBA right kind of give you like a mini MBA right kind of give you like a mini MBA right like if you’re doing this much this is like if you’re doing this much this is like if you’re doing this much this is how you have to scale if you’re you know how you have to scale if you’re you know how you have to scale if you’re you know if you’re doing this many deals this is

[9:51] if you’re doing this many deals this is if you’re doing this many deals this is your infographic on all of the people your infographic on all of the people your infographic on all of the people and the and the team or structure that and the and the team or structure that and the and the team or structure that you need to have which is great um and I you need to have which is great um and I you need to have which is great um and I kind of took from that what I needed and kind of took from that what I needed and kind of took from that what I needed and you know created this team you know created this team you know created this team um not a great fit I think sometimes um not a great fit I think sometimes um not a great fit I think sometimes like you put people in certain positions like you put people in certain positions like you put people in certain positions and they’re just not a great fit for and they’re just not a great fit for and they’re just not a great fit for that point in time and maybe your that point in time and maybe your that point in time and maybe your leadership skills at that point in time

[10:14] leadership skills at that point in time leadership skills at that point in time are not fully developed enough or you are not fully developed enough or you are not fully developed enough or you don’t have enough time I think that’s don’t have enough time I think that’s don’t have enough time I think that’s one of the things that’s really one of the things that’s really one of the things that’s really important to consider time important to consider time important to consider time because um you are essentially the because um you are essentially the because um you are essentially the person at the top of that pyramid that person at the top of that pyramid that person at the top of that pyramid that is creating the lead structure for is creating the lead structure for is creating the lead structure for everybody body else under you and so yes everybody body else under you and so yes everybody body else under you and so yes it’s great and they could bring leads to it’s great and they could bring leads to it’s great and they could bring leads to the table but at the end of the day you the table but at the end of the day you

[10:35] the table but at the end of the day you know they’re looking to you for that know they’re looking to you for that know they’re looking to you for that mentorship they’re looking to you for mentorship they’re looking to you for mentorship they’re looking to you for the oneon-one the accountability has to the oneon-one the accountability has to the oneon-one the accountability has to be there and so um now uh in having this be there and so um now uh in having this be there and so um now uh in having this team at Compass there’s so many team at Compass there’s so many team at Compass there’s so many different things that are already dealt different things that are already dealt different things that are already dealt with um on the compass end that you know with um on the compass end that you know with um on the compass end that you know you don’t really have to do in terms of you don’t really have to do in terms of you don’t really have to do in terms of platform wise and CRM you don’t really platform wise and CRM you don’t really platform wise and CRM you don’t really have to like re learn the wheel um but

[11:01] have to like re learn the wheel um but have to like re learn the wheel um but you still have to have that you still have to have that you still have to have that accountability with the people that you accountability with the people that you accountability with the people that you are working with on your team because are working with on your team because are working with on your team because when you don’t have it um they don’t when you don’t have it um they don’t when you don’t have it um they don’t show up you know like people somebody show up you know like people somebody show up you know like people somebody said something very interesting to me said something very interesting to me said something very interesting to me one day where they said there’s very few one day where they said there’s very few one day where they said there’s very few leaders in this world and there’s a lot leaders in this world and there’s a lot leaders in this world and there’s a lot more followers so if you lead really more followers so if you lead really more followers so if you lead really well people will follow you and um those

[11:26] well people will follow you and um those well people will follow you and um those were really amazing words that just kind were really amazing words that just kind were really amazing words that just kind of have stuck in my brain through of have stuck in my brain through of have stuck in my brain through different periods of time in my in my different periods of time in my in my different periods of time in my in my career and my expansion of a team and so career and my expansion of a team and so career and my expansion of a team and so when you lead people will follow exactly when you lead people will follow exactly when you lead people will follow exactly what it is that you are modeling to them what it is that you are modeling to them what it is that you are modeling to them um and that’s something really that’s um and that’s something really that’s um and that’s something really that’s really important for people to remember really important for people to remember really important for people to remember when they’re like building a team of when they’re like building a team of when they’re like building a team of anything you know you could be building

[11:48] anything you know you could be building anything you know you could be building a construction team you could be a construction team you could be a construction team you could be building any type of business because building any type of business because building any type of business because this is your own business I I wanted to this is your own business I I wanted to this is your own business I I wanted to go back just for a second because I I’m go back just for a second because I I’m go back just for a second because I I’m thinking you know you you have it sounds thinking you know you you have it sounds thinking you know you you have it sounds like two sides to you that you’ve like two sides to you that you’ve like two sides to you that you’ve developed quite well one being um Your developed quite well one being um Your developed quite well one being um Your Love of the Arts which I’m really Love of the Arts which I’m really Love of the Arts which I’m really curious about because um it’s a it curious about because um it’s a it curious about because um it’s a it requires a lot of creative mind and I’m

[12:13] requires a lot of creative mind and I’m requires a lot of creative mind and I’m curious how that still is used by you or curious how that still is used by you or curious how that still is used by you or if you do um if you’re in into that at if you do um if you’re in into that at if you do um if you’re in into that at all anymore and then kind of this all anymore and then kind of this all anymore and then kind of this business side which I know we’re business side which I know we’re business side which I know we’re focusing on more today but can you speak focusing on more today but can you speak focusing on more today but can you speak more to the the film The Arts um that more to the the film The Arts um that more to the the film The Arts um that piece of you and how that how that is piece of you and how that how that is piece of you and how that how that is still a part of you still a part of you still a part of you now um I think on a visual level right now um I think on a visual level right now um I think on a visual level right it’s aesthetically you know walking into it’s aesthetically you know walking into

[12:36] it’s aesthetically you know walking into a listing presentation I think the first a listing presentation I think the first a listing presentation I think the first thing that somebody come you know and thing that somebody come you know and thing that somebody come you know and asks me is um what do I do to this space asks me is um what do I do to this space asks me is um what do I do to this space to make it look better you know so to make it look better you know so to make it look better you know so that’s like the first thing is like the that’s like the first thing is like the that’s like the first thing is like the missing scene of the whole thing of missing scene of the whole thing of missing scene of the whole thing of putting together this story of this putting together this story of this putting together this story of this condo or this house or whatever it is condo or this house or whatever it is condo or this house or whatever it is that I’m selling to make it look a that I’m selling to make it look a that I’m selling to make it look a appealing to a buyer but aside from that

[13:02] appealing to a buyer but aside from that appealing to a buyer but aside from that it’s really coming from like a it’s really coming from like a it’s really coming from like a non-corporate world um mind you know non-corporate world um mind you know non-corporate world um mind you know problem solving mind so everything that problem solving mind so everything that problem solving mind so everything that I look at is probably not the way that I look at is probably not the way that I look at is probably not the way that somebody else who may be in a more somebody else who may be in a more somebody else who may be in a more corporate thinking structure might be corporate thinking structure might be corporate thinking structure might be looking at something to solve a problem looking at something to solve a problem looking at something to solve a problem and there are problems as you know and there are problems as you know and there are problems as you know there’s no deal that is like any other there’s no deal that is like any other there’s no deal that is like any other deal I say that to every single buyer

[13:28] deal I say that to every single buyer deal I say that to every single buyer that I encounter because they’re like is that I encounter because they’re like is that I encounter because they’re like is this normal and I’m like nothing is this normal and I’m like nothing is this normal and I’m like nothing is normal you know there is no normaly to normal you know there is no normaly to normal you know there is no normaly to the business that you know most buyers the business that you know most buyers the business that you know most buyers really don’t need to know about the ins really don’t need to know about the ins really don’t need to know about the ins and outs of what we do on the back end and outs of what we do on the back end and outs of what we do on the back end because we present this really amazing because we present this really amazing because we present this really amazing you know at least for me a concierge you know at least for me a concierge you know at least for me a concierge type service that it’s like don’t worry type service that it’s like don’t worry type service that it’s like don’t worry about it it’s been taken care of if you

[13:48] about it it’s been taken care of if you about it it’s been taken care of if you have brought been brought into the fold have brought been brought into the fold have brought been brought into the fold and someone mentioned something to you and someone mentioned something to you and someone mentioned something to you in the transaction and you don’t know in the transaction and you don’t know in the transaction and you don’t know what it is it’s probably already been what it is it’s probably already been what it is it’s probably already been taken care of so don’t even worry about taken care of so don’t even worry about taken care of so don’t even worry about it um but it’s looking at things from it um but it’s looking at things from it um but it’s looking at things from different ways of uh creatively solving different ways of uh creatively solving different ways of uh creatively solving a problem that somebody who may not have a problem that somebody who may not have a problem that somebody who may not have been in the Arts may not be thinking been in the Arts may not be thinking been in the Arts may not be thinking about it that way um and that has really

[14:11] about it that way um and that has really about it that way um and that has really I really played such a crucial role in I really played such a crucial role in I really played such a crucial role in my success in this business because my success in this business because my success in this business because again looking at something like it’s a again looking at something like it’s a again looking at something like it’s a brand new puzzle every single brand new puzzle every single brand new puzzle every single time that’s a good way to describe that time that’s a good way to describe that time that’s a good way to describe that and and you know you’re so close to so and and you know you’re so close to so and and you know you’re so close to so many different uh many different uh many different uh museums and art and theater do you museums and art and theater do you museums and art and theater do you explore any of that aside from the explore any of that aside from the explore any of that aside from the business side all the time all the time business side all the time all the time business side all the time all the time I mean it’s like right here at our

[14:38] I mean it’s like right here at our I mean it’s like right here at our fingertips um New York City is literally fingertips um New York City is literally fingertips um New York City is literally like two miles away you know so anytime like two miles away you know so anytime like two miles away you know so anytime that you know you want to go see that you know you want to go see that you know you want to go see something that is culturally impactful something that is culturally impactful something that is culturally impactful you go but also um you know New Jersey you go but also um you know New Jersey you go but also um you know New Jersey has a lot of very prominent cultural has a lot of very prominent cultural has a lot of very prominent cultural establishments as well so there’s always establishments as well so there’s always establishments as well so there’s always that is actually my downtime is is like that is actually my downtime is is like that is actually my downtime is is like getting out of the problem solving mode getting out of the problem solving mode getting out of the problem solving mode and just going to see you know a

[15:04] and just going to see you know a and just going to see you know a beautiful art show or a lot of my beautiful art show or a lot of my beautiful art show or a lot of my friends are artists so just hanging out friends are artists so just hanging out friends are artists so just hanging out with them and literally just with them and literally just with them and literally just decompressing um is beneficial to my decompressing um is beneficial to my decompressing um is beneficial to my brain yeah I love that help us get to brain yeah I love that help us get to brain yeah I love that help us get to know just how how you are how you know just how how you are how you know just how how you are how you function you know we we recently took um function you know we we recently took um function you know we we recently took um the Clifton strengths test I don’t know the Clifton strengths test I don’t know the Clifton strengths test I don’t know if you’ve heard of that Matas and I did if you’ve heard of that Matas and I did if you’ve heard of that Matas and I did and it’s a personality assessment but it

[15:28] and it’s a personality assessment but it and it’s a personality assessment but it helped us helped us helped us understand how we naturally like what understand how we naturally like what understand how we naturally like what qualities we naturally lead with and qualities we naturally lead with and qualities we naturally lead with and what we we don’t per se and then how we what we we don’t per se and then how we what we we don’t per se and then how we work together um and I’m just curious work together um and I’m just curious work together um and I’m just curious for you how you would for you how you would for you how you would describe um how you naturally lead what describe um how you naturally lead what describe um how you naturally lead what qualities come out naturally for you qualities come out naturally for you qualities come out naturally for you what’s been more of a learning curve for what’s been more of a learning curve for what’s been more of a learning curve for you one of the uh you know the amazing you one of the uh you know the amazing you one of the uh you know the amazing qualities that we have as business

[15:54] qualities that we have as business qualities that we have as business owners is owners is owners is that we have we carry our name with us that we have we carry our name with us that we have we carry our name with us our name is our reputation right and so our name is our reputation right and so our name is our reputation right and so delegating um when it comes to how you delegating um when it comes to how you delegating um when it comes to how you are going to let someone else take a are going to let someone else take a are going to let someone else take a lead you know a a lead or a listing or lead you know a a lead or a listing or lead you know a a lead or a listing or something that has to do with the something that has to do with the something that has to do with the business um is really crucial uh and business um is really crucial uh and business um is really crucial uh and it’s something that I’ve had a really it’s something that I’ve had a really it’s something that I’ve had a really hard time doing um in the past and I’m hard time doing um in the past and I’m hard time doing um in the past and I’m starting to learn to let it go because

[16:29] starting to learn to let it go because starting to learn to let it go because because I have to believe uh and the way because I have to believe uh and the way because I have to believe uh and the way that I I like to train my agents is that that I I like to train my agents is that that I I like to train my agents is that they are they Shadow me they they listen they are they Shadow me they they listen they are they Shadow me they they listen to my phone conversations they listen to to my phone conversations they listen to to my phone conversations they listen to the buyer consultations they come to the buyer consultations they come to the buyer consultations they come to seller um listing appointments they seller um listing appointments they seller um listing appointments they they’re seeing what I’m doing they’re they’re seeing what I’m doing they’re they’re seeing what I’m doing they’re listening to me talk they understand my listening to me talk they understand my listening to me talk they understand my mission they understand my um my vision mission they understand my um my vision

[16:53] mission they understand my um my vision for the future of the mle collective and for the future of the mle collective and for the future of the mle collective and how I do business and imbue that upon how I do business and imbue that upon how I do business and imbue that upon them and so they take that with them and them and so they take that with them and them and so they take that with them and they follow through and I can kind of I they follow through and I can kind of I they follow through and I can kind of I can kind of tell when they’re not um and can kind of tell when they’re not um and can kind of tell when they’re not um and when they’re not it’s like well bouncing when they’re not it’s like well bouncing when they’re not it’s like well bouncing back on the accountability so although I back on the accountability so although I back on the accountability so although I have not taken this test that you’ve have not taken this test that you’ve have not taken this test that you’ve taken I would love to learn more about taken I would love to learn more about taken I would love to learn more about it because it could probably help me

[17:20] it because it could probably help me it because it could probably help me grow as a business owner as well um but grow as a business owner as well um but grow as a business owner as well um but how I usually like to work is how I usually like to work is how I usually like to work is essentially I do like to work essentially I do like to work essentially I do like to work collaboratively I mean even you’re collaboratively I mean even you’re collaboratively I mean even you’re talking about um bringing you know the talking about um bringing you know the talking about um bringing you know the the minute that you start talking to a the minute that you start talking to a the minute that you start talking to a buyer and you start to engage a buyer buyer and you start to engage a buyer buyer and you start to engage a buyer you’re like you’re constantly honing in you’re like you’re constantly honing in you’re like you’re constantly honing in on that initial consultation needs and on that initial consultation needs and on that initial consultation needs and wants list right because there might be

[17:44] wants list right because there might be wants list right because there might be two parties that are looking at things two parties that are looking at things two parties that are looking at things two parties might have different ideas two parties might have different ideas two parties might have different ideas of what it is that they’re talking about of what it is that they’re talking about of what it is that they’re talking about so I bring it back you know to okay so I bring it back you know to okay so I bring it back you know to okay let’s go back to that list let’s discuss let’s go back to that list let’s discuss let’s go back to that list let’s discuss again it is a very collaborative again it is a very collaborative again it is a very collaborative environment when you’re working with environment when you’re working with environment when you’re working with somebody um and you know leading for me somebody um and you know leading for me somebody um and you know leading for me I think is like I have a natural I think is like I have a natural I think is like I have a natural leadership quality and sometimes that

[18:09] leadership quality and sometimes that leadership quality and sometimes that could come across as being very could come across as being very could come across as being very demanding um but I think that that word demanding um but I think that that word demanding um but I think that that word demanding demanding and women in the demanding demanding and women in the demanding demanding and women in the same sentence has gotten a really bad same sentence has gotten a really bad same sentence has gotten a really bad connotation you know like oh she’s a connotation you know like oh she’s a connotation you know like oh she’s a woman and she shouldn’t be demanding but woman and she shouldn’t be demanding but woman and she shouldn’t be demanding but it’s our business and so we need to be it’s our business and so we need to be it’s our business and so we need to be demanding and so we’re not seeing the demanding and so we’re not seeing the demanding and so we’re not seeing the results that we want um we need to results that we want um we need to results that we want um we need to demand better results and if those

[18:33] demand better results and if those demand better results and if those results are not being given to us results are not being given to us results are not being given to us specifically by the people that we specifically by the people that we specifically by the people that we are quote unquote are quote unquote are quote unquote employing um then we need to you know employing um then we need to you know employing um then we need to you know either either they see themselves out either either they see themselves out either either they see themselves out because naturally that’s what happens because naturally that’s what happens because naturally that’s what happens you know like fat just sort of floats up you know like fat just sort of floats up you know like fat just sort of floats up to the surface and then it sees itself to the surface and then it sees itself to the surface and then it sees itself out or you know we we request that they out or you know we we request that they out or you know we we request that they move on or that they take on a different move on or that they take on a different

[18:57] move on or that they take on a different role of you really like them as a person role of you really like them as a person role of you really like them as a person or you know maybe have some more uh or you know maybe have some more uh or you know maybe have some more uh mentorship time you know to develop mentorship time you know to develop mentorship time you know to develop their skills um but any business owner their skills um but any business owner their skills um but any business owner is going to be demanding because it’s is going to be demanding because it’s is going to be demanding because it’s your name your name is on everything your name your name is on everything your name your name is on everything your name is your reputation your name your name is your reputation your name your name is your reputation your name is everything I I’m curious what kind of is everything I I’m curious what kind of is everything I I’m curious what kind of um Team structure you you use uh do you um Team structure you you use uh do you um Team structure you you use uh do you have Specialties like buyer agent seller

[19:22] have Specialties like buyer agent seller have Specialties like buyer agent seller agent that kind of stuff I don’t I think agent that kind of stuff I don’t I think agent that kind of stuff I don’t I think naturally naturally if it’s a newer naturally naturally if it’s a newer naturally naturally if it’s a newer agent uh um a newer agent is just going agent uh um a newer agent is just going agent uh um a newer agent is just going to automatically become a buyer’s agent to automatically become a buyer’s agent to automatically become a buyer’s agent or you know we have a lot of you know or you know we have a lot of you know or you know we have a lot of you know tenants here as well so we a buyer agent tenants here as well so we a buyer agent tenants here as well so we a buyer agent or a tenant agent that’s going to take or a tenant agent that’s going to take or a tenant agent that’s going to take leads out I think that’s just a natural leads out I think that’s just a natural leads out I think that’s just a natural progression of the business and maybe progression of the business and maybe

[19:42] progression of the business and maybe even potentially incorporating like a even potentially incorporating like a even potentially incorporating like a showing agent status like you’re going showing agent status like you’re going showing agent status like you’re going to all you’re going to do for these you to all you’re going to do for these you to all you’re going to do for these you know three showings is you’re going to know three showings is you’re going to know three showings is you’re going to go open a door you’re not going to go open a door you’re not going to go open a door you’re not going to discuss the property the prop they will discuss the property the prop they will discuss the property the prop they will discuss the property with me and you discuss the property with me and you discuss the property with me and you will learn from that will learn from that will learn from that how to open a door because believe it or how to open a door because believe it or how to open a door because believe it or not a lot of people don’t read showing not a lot of people don’t read showing

[20:02] not a lot of people don’t read showing instructions anymore so that that’s step instructions anymore so that that’s step instructions anymore so that that’s step one of the elimination process you know one of the elimination process you know one of the elimination process you know did you read those showing did you read those showing did you read those showing remarks you know I get like so many remarks you know I get like so many remarks you know I get like so many phone calls where people are like I phone calls where people are like I phone calls where people are like I don’t know what the code is I can’t and don’t know what the code is I can’t and don’t know what the code is I can’t and I’m like did you read the showing I’m like did you read the showing I’m like did you read the showing instructions I see you scheduled it but instructions I see you scheduled it but instructions I see you scheduled it but did you read it and then five seconds did you read it and then five seconds did you read it and then five seconds later it’s like oh later it’s like oh later it’s like oh okay I get it I saw it

[20:29] okay I get it I saw it okay I get it I saw it it’s true that’s true um yeah that’s it’s true that’s true um yeah that’s it’s true that’s true um yeah that’s that’s interesting how did you pull this that’s interesting how did you pull this that’s interesting how did you pull this team together how did how did you decide team together how did how did you decide team together how did how did you decide who you wanted in your team and what you who you wanted in your team and what you who you wanted in your team and what you wanted that to look wanted that to look wanted that to look like I I still am growing the team and I like I I still am growing the team and I like I I still am growing the team and I am still fine too it’s still going am still fine too it’s still going am still fine too it’s still going through people with a fine tooth cone through people with a fine tooth cone through people with a fine tooth cone because I think that you know people are because I think that you know people are because I think that you know people are people and people have personalities and people and people have personalities and

[20:56] people and people have personalities and so you have to be flexible with the so you have to be flexible with the so you have to be flexible with the personality that you’re working with but personality that you’re working with but personality that you’re working with but it also the person that you choose for it also the person that you choose for it also the person that you choose for the team at least for me has to be a the team at least for me has to be a the team at least for me has to be a person that really has a lot of person that really has a lot of person that really has a lot of willingness to learn consistently like willingness to learn consistently like willingness to learn consistently like it you know I I don’t usually typically it you know I I don’t usually typically it you know I I don’t usually typically love people that talk too much because love people that talk too much because love people that talk too much because if you’re talking too much you’re not if you’re talking too much you’re not if you’re talking too much you’re not really listening um and so I’m still

[21:21] really listening um and so I’m still really listening um and so I’m still very particular with the people that I’m very particular with the people that I’m very particular with the people that I’m bringing on and I’m always like training bringing on and I’m always like training bringing on and I’m always like training people on how to listen really well on people on how to listen really well on people on how to listen really well on the team because it’s really important the team because it’s really important the team because it’s really important that you’re listening your your whole that you’re listening your your whole that you’re listening your your whole existence in this business is listening existence in this business is listening existence in this business is listening to your client they don’t care about you to your client they don’t care about you to your client they don’t care about you they don’t care about your stories they they don’t care about your stories they they don’t care about your stories they don’t care about you they don’t care if don’t care about you they don’t care if

[21:42] don’t care about you they don’t care if you’re driving a fancy car they don’t you’re driving a fancy car they don’t you’re driving a fancy car they don’t care what kind of clothes you’re wearing care what kind of clothes you’re wearing care what kind of clothes you’re wearing that whole reality TV show BS is that whole reality TV show BS is that whole reality TV show BS is non-existent in the real world um all non-existent in the real world um all non-existent in the real world um all they care about is that every single they care about is that every single they care about is that every single time they tell you something that you’ve time they tell you something that you’ve time they tell you something that you’ve made an adjustment on what it is that made an adjustment on what it is that made an adjustment on what it is that you’re showing them um or that you’re you’re showing them um or that you’re you’re showing them um or that you’re list listening to them and and now list listening to them and and now list listening to them and and now something else is coming to the table something else is coming to the table

[22:01] something else is coming to the table that is going to benefit them because that is going to benefit them because that is going to benefit them because that’s it that’s the whole job it’s that’s it that’s the whole job it’s that’s it that’s the whole job it’s client client client focused I was just thinking we had um so focused I was just thinking we had um so focused I was just thinking we had um so going back to this Clifton strength test going back to this Clifton strength test going back to this Clifton strength test we had Rosie Noel on the show she’s a we had Rosie Noel on the show she’s a we had Rosie Noel on the show she’s a personality coach specifically for personality coach specifically for personality coach specifically for clipon strengths and one of the the clipon strengths and one of the the clipon strengths and one of the the pieces that she did for us and she does pieces that she did for us and she does pieces that she did for us and she does for teams is she can pull the for teams is she can pull the for teams is she can pull the personality assessment from each personality assessment from each

[22:23] personality assessment from each individual person all together so you individual person all together so you individual person all together so you can see the team’s strengths and how can see the team’s strengths and how can see the team’s strengths and how balanced the team is and their balanced the team is and their balanced the team is and their personalities mesh together which I personalities mesh together which I personalities mesh together which I thought was so cool that is really cool thought was so cool that is really cool thought was so cool that is really cool yeah yeah and her whole point too was yeah yeah and her whole point too was yeah yeah and her whole point too was you know you you don’t want to ask you know you you don’t want to ask you know you you don’t want to ask somebody to do something that they don’t somebody to do something that they don’t somebody to do something that they don’t naturally lead with and so you want to naturally lead with and so you want to naturally lead with and so you want to focus you know Focus what you’re asking focus you know Focus what you’re asking

[22:43] focus you know Focus what you’re asking of someone to be what their strength is of someone to be what their strength is of someone to be what their strength is already and that way you know you use already and that way you know you use already and that way you know you use your team as efficiently as possible your team as efficiently as possible your team as efficiently as possible which I thought was brilliant that is so which I thought was brilliant that is so which I thought was brilliant that is so brilliant I feel like I’m going to brilliant I feel like I’m going to brilliant I feel like I’m going to research that after this because from research that after this because from research that after this because from the get-go like you know sometimes I’m the get-go like you know sometimes I’m the get-go like you know sometimes I’m not the greatest judge of character you not the greatest judge of character you not the greatest judge of character you know so it’s like if they’re a newer know so it’s like if they’re a newer know so it’s like if they’re a newer agent and they’re coming on the team it

[23:08] agent and they’re coming on the team it agent and they’re coming on the team it kind of like I I have to feel them out kind of like I I have to feel them out kind of like I I have to feel them out for what it is that their strengths are for what it is that their strengths are for what it is that their strengths are and sometimes I can just again having and sometimes I can just again having and sometimes I can just again having that leadership quality I’m like really that leadership quality I’m like really that leadership quality I’m like really pushing people to a limit that they’re pushing people to a limit that they’re pushing people to a limit that they’re not really comfortable with and it could not really comfortable with and it could not really comfortable with and it could be because they should be doing this be because they should be doing this be because they should be doing this strength strength strength assessment yeah it it’s interesting and assessment yeah it it’s interesting and assessment yeah it it’s interesting and and uh one of the the people I’m and uh one of the the people I’m

[23:30] and uh one of the the people I’m bringing on my team is uh was really bringing on my team is uh was really bringing on my team is uh was really familiar with it and really excited familiar with it and really excited familiar with it and really excited about it and so that’s one of the things about it and so that’s one of the things about it and so that’s one of the things that we’re we’re trying is we’re going that we’re we’re trying is we’re going that we’re we’re trying is we’re going to have everybody take that that test we to have everybody take that that test we to have everybody take that that test we haven’t uh done anything yet as far as haven’t uh done anything yet as far as haven’t uh done anything yet as far as like group coaching putting them all like group coaching putting them all like group coaching putting them all together but it is really curious as to together but it is really curious as to together but it is really curious as to yeah how how different people lead with yeah how how different people lead with yeah how how different people lead with different strengths and and it’s like I

[23:50] different strengths and and it’s like I different strengths and and it’s like I would I would guess from hearing you would I would guess from hearing you would I would guess from hearing you talk you’ve talked like probably like talk you’ve talked like probably like talk you’ve talked like probably like you have some influence um at one of the you have some influence um at one of the you have some influence um at one of the core strengths and then also feature core strengths and then also feature core strengths and then also feature istic Vision like you have you have istic Vision like you have you have istic Vision like you have you have those attributes I would guess and uh those attributes I would guess and uh those attributes I would guess and uh and those are great and and like uh and those are great and and like uh and those are great and and like uh Rosie herself she was really high Rosie herself she was really high Rosie herself she was really high futuristic and she said her husband was futuristic and she said her husband was futuristic and she said her husband was like that was like his last one and so

[24:11] like that was like his last one and so like that was like his last one and so like she’s like trying to like help him like she’s like trying to like help him like she’s like trying to like help him understand like where her mind is is understand like where her mind is is understand like where her mind is is like is she now that she understands like is she now that she understands like is she now that she understands that that’s like that big of a that that’s like that big of a that that’s like that big of a discrepancy um she has to tailor how she discrepancy um she has to tailor how she discrepancy um she has to tailor how she communicates to him so that they’re kind communicates to him so that they’re kind communicates to him so that they’re kind of on the same page more or less which of on the same page more or less which of on the same page more or less which yeah it’s it’s super f I love yeah it’s it’s super f I love yeah it’s it’s super f I love personality stuff in general but this personality stuff in general but this personality stuff in general but this one is a really is a really good one

[24:32] one is a really is a really good one one is a really is a really good one that sounds really intriguing because that sounds really intriguing because that sounds really intriguing because that is essentially it’s all about that is essentially it’s all about that is essentially it’s all about communication and communication and communication and so understanding like where somebody is so understanding like where somebody is so understanding like where somebody is and how they are understanding and how they are understanding and how they are understanding you enables you to be able to you enables you to be able to you enables you to be able to communicate with them better um communicate with them better um communicate with them better um especially when you know you’re especially when you know you’re especially when you know you’re everyone’s trying to go in One Direction everyone’s trying to go in One Direction everyone’s trying to go in One Direction if somebody is thinking outside of that if somebody is thinking outside of that if somebody is thinking outside of that now they’re like the third wheel on that

[24:58] now they’re like the third wheel on that now they’re like the third wheel on that buts is like pulling it in another buts is like pulling it in another buts is like pulling it in another Direction and it can really ruin things Direction and it can really ruin things Direction and it can really ruin things you know better than you know better than you know better than I I mean I’m just saying like I I I I mean I’m just saying like I I I I mean I’m just saying like I I haven’t really had a ton of experience haven’t really had a ton of experience haven’t really had a ton of experience with actually implementing this it’s all with actually implementing this it’s all with actually implementing this it’s all kind of theory at this point uh for me kind of theory at this point uh for me kind of theory at this point uh for me but I I was I know that like people but I I was I know that like people but I I was I know that like people often use dis um assessment yeah quickly often use dis um assessment yeah quickly often use dis um assessment yeah quickly analyze maybe their clients as well and analyze maybe their clients as well and

[25:21] analyze maybe their clients as well and I don’t know maybe if you got really I don’t know maybe if you got really I don’t know maybe if you got really familiar with the strengths familiar with the strengths familiar with the strengths personalities you’d be able to like kind personalities you’d be able to like kind personalities you’d be able to like kind of figure out what their core colors are of figure out what their core colors are of figure out what their core colors are there’s basically four different um there’s basically four different um there’s basically four different um areas within all the different strengths areas within all the different strengths areas within all the different strengths um and that might help you also be able um and that might help you also be able um and that might help you also be able to kind of communicate with them more to kind of communicate with them more to kind of communicate with them more effective I found that I I do remember effective I found that I I do remember effective I found that I I do remember taking that and and when I was at Keller

[25:40] taking that and and when I was at Keller taking that and and when I was at Keller Williams giving agents that um that test Williams giving agents that um that test Williams giving agents that um that test the the the way that the Keller Williams the the the way that the Keller Williams the the the way that the Keller Williams model of hiring somebody was like model of hiring somebody was like model of hiring somebody was like ridicul it was like 10 interviews before ridicul it was like 10 interviews before ridicul it was like 10 interviews before you hired them it was like really you hired them it was like really you hired them it was like really extracting like the dis personality and extracting like the dis personality and extracting like the dis personality and like extracting like but where do you like extracting like but where do you like extracting like but where do you see yourself in 3 months you see see yourself in 3 months you see see yourself in 3 months you see yourself in 6 months to like very yourself in 6 months to like very yourself in 6 months to like very specific concentrated wise and I just

[26:04] specific concentrated wise and I just specific concentrated wise and I just felt like I felt like that may not be felt like I felt like that may not be felt like I felt like that may not be for everybody I think that like if you for everybody I think that like if you for everybody I think that like if you can just ping the personality and can just ping the personality and can just ping the personality and understand like the the way that they understand like the the way that they understand like the the way that they think that it would help you understand think that it would help you understand think that it would help you understand that person and so that’s probably that person and so that’s probably that person and so that’s probably better than going through like this better than going through like this better than going through like this whole dis analysis because sometimes whole dis analysis because sometimes whole dis analysis because sometimes there’s like crossover right of like there’s like crossover right of like there’s like crossover right of like sometimes it’s the D and the C sometimes

[26:27] sometimes it’s the D and the C sometimes sometimes it’s the D and the C sometimes it’s the I and you know I you’re just it’s the I and you know I you’re just it’s the I and you know I you’re just like what if you’re a little bit of all like what if you’re a little bit of all like what if you’re a little bit of all right you could be yeah yeah um she she right you could be yeah yeah um she she right you could be yeah yeah um she she mentioned back to the strength uh part mentioned back to the strength uh part mentioned back to the strength uh part Rosie mentioned that you know sometimes Rosie mentioned that you know sometimes Rosie mentioned that you know sometimes uh there somebody might not be high in a uh there somebody might not be high in a uh there somebody might not be high in a certain color but they’re strategic and certain color but they’re strategic and certain color but they’re strategic and so they have a strategy for doing a so they have a strategy for doing a so they have a strategy for doing a thing um that that if you looked at thing um that that if you looked at thing um that that if you looked at their just their strengths you’d be like

[26:50] their just their strengths you’d be like their just their strengths you’d be like they’re probably terrible at this uh but they’re probably terrible at this uh but they’re probably terrible at this uh but then they have a strategy for it uh that then they have a strategy for it uh that then they have a strategy for it uh that that makes up for it so it’s it’s really that makes up for it so it’s it’s really that makes up for it so it’s it’s really curious and you know there’s probably curious and you know there’s probably curious and you know there’s probably you could probably spend tons of time you could probably spend tons of time you could probably spend tons of time trying to really really understand it trying to really really understand it trying to really really understand it and I I enjoy it but you know there’s and I I enjoy it but you know there’s and I I enjoy it but you know there’s also business to be done yeah yes that’s also business to be done yeah yes that’s also business to be done yeah yes that’s a whole like you you you need to hire a whole like you you you need to hire

[27:10] a whole like you you you need to hire like a full-time personality person for like a full-time personality person for like a full-time personality person for the team to you know and maybe that’s an the team to you know and maybe that’s an the team to you know and maybe that’s an operations management role right for operations management role right for operations management role right for somebody to be like sus this person out somebody to be like sus this person out somebody to be like sus this person out for how they’re going to be able to for how they’re going to be able to for how they’re going to be able to work yeah yeah totally I I think again work yeah yeah totally I I think again work yeah yeah totally I I think again Future Future Vision yeah exactly well I Future Future Vision yeah exactly well I Future Future Vision yeah exactly well I just I just had um somebody uh talked to just I just had um somebody uh talked to just I just had um somebody uh talked to me about it about their team and they me about it about their team and they me about it about their team and they had a meeting where it seemed like

[27:34] had a meeting where it seemed like had a meeting where it seemed like everybody was just super Analytical in everybody was just super Analytical in everybody was just super Analytical in the in the group and there was no none the in the group and there was no none the in the group and there was no none of the relationship piece and so like I of the relationship piece and so like I of the relationship piece and so like I think it just sounded like it was think it just sounded like it was think it just sounded like it was everybody was just kind of not fighting everybody was just kind of not fighting everybody was just kind of not fighting but they were just they were not but they were just they were not but they were just they were not communicating in a way that was building communicating in a way that was building communicating in a way that was building a relationship together um and and I a relationship together um and and I a relationship together um and and I just thought that was something that she just thought that was something that she just thought that was something that she had mentioned it’s important often to

[27:54] had mentioned it’s important often to had mentioned it’s important often to have that relationship person in a in a have that relationship person in a in a have that relationship person in a in a team as well and this is back to Rosie team as well and this is back to Rosie team as well and this is back to Rosie she said that it was important to have she said that it was important to have she said that it was important to have that and I was thinking that’s probably that and I was thinking that’s probably that and I was thinking that’s probably one of the things they were missing at one of the things they were missing at one of the things they were missing at that meeting was there was just that meeting was there was just that meeting was there was just everybody was analyzing numbers and everybody was analyzing numbers and everybody was analyzing numbers and fighting over it and not feelings yeah fighting over it and not feelings yeah fighting over it and not feelings yeah it’s like you’re just talking in like it’s like you’re just talking in like it’s like you’re just talking in like you know ones and zeros to each other

[28:15] you know ones and zeros to each other you know ones and zeros to each other you know and it’s like it’s just robots you know and it’s like it’s just robots you know and it’s like it’s just robots like you like you like you know that I just imagine just robots know that I just imagine just robots know that I just imagine just robots sitting at at a at a table just going sitting at at a at a table just going sitting at at a at a table just going like and yeah that that because also like and yeah that that because also like and yeah that that because also this this business is very personality this this business is very personality this this business is very personality based you know like your clientele is based you know like your clientele is based you know like your clientele is personality you know like everything is personality you know like everything is personality you know like everything is about this relationship and so you have about this relationship and so you have about this relationship and so you have to kind of be able to be a flexible to kind of be able to be a flexible

[28:41] to kind of be able to be a flexible personality because you’re encountering personality because you’re encountering personality because you’re encountering all of these different types of people all of these different types of people all of these different types of people well Michelle we you we talked about a well Michelle we you we talked about a well Michelle we you we talked about a little bit of like kind of the left little bit of like kind of the left little bit of like kind of the left versus right brain earlier when we’re versus right brain earlier when we’re versus right brain earlier when we’re talking about your you know business talking about your you know business talking about your you know business versus like artistic stuff uh I think versus like artistic stuff uh I think versus like artistic stuff uh I think another parallel to that might be uh I another parallel to that might be uh I another parallel to that might be uh I think agents are often either think agents are often either think agents are often either personality agents or they are systems personality agents or they are systems

[29:01] personality agents or they are systems agents would you describe yourself as agents would you describe yourself as agents would you describe yourself as one or the other or a one or the other or a one or the other or a hybrid you know I I have to be a hybrid hybrid you know I I have to be a hybrid hybrid you know I I have to be a hybrid because I I am the team leader so this I because I I am the team leader so this I because I I am the team leader so this I establish the the systems you know I’m establish the the systems you know I’m establish the the systems you know I’m at Compass because I was constantly at Compass because I was constantly at Compass because I was constantly looking for how can my looking for how can my looking for how can my business be better how can I have business be better how can I have business be better how can I have systems that are provided to me that are systems that are provided to me that are systems that are provided to me that are going going going to make it easier for me to implement to make it easier for me to implement to make it easier for me to implement those systems instead of having like a

[29:34] those systems instead of having like a those systems instead of having like a thing here and a thing over there and thing here and a thing over there and thing here and a thing over there and you know this other app and this you you know this other app and this you you know this other app and this you know and trying to merge all these know and trying to merge all these know and trying to merge all these things which is super complicated um so things which is super complicated um so things which is super complicated um so I’m a little bit of both you know even I’m a little bit of both you know even I’m a little bit of both you know even though I don’t love doing it you know I though I don’t love doing it you know I though I don’t love doing it you know I I didn’t love sitting down and writing I didn’t love sitting down and writing I didn’t love sitting down and writing an operations manual I did not love that an operations manual I did not love that an operations manual I did not love that it was like my brain was like no not now it was like my brain was like no not now it was like my brain was like no not now you know and I was like no I have to

[29:58] you know and I was like no I have to you know and I was like no I have to like sit here and I have to do this and like sit here and I have to do this and like sit here and I have to do this and I just have to get in the zone and write I just have to get in the zone and write I just have to get in the zone and write like a 35 page operations manual that’s like a 35 page operations manual that’s like a 35 page operations manual that’s just what I have to do and in that just what I have to do and in that just what I have to do and in that operations manual it’s like now I did it operations manual it’s like now I did it operations manual it’s like now I did it and now it’s done but I’m still like in and now it’s done but I’m still like in and now it’s done but I’m still like in my head like I’ll go back to it and my head like I’ll go back to it and my head like I’ll go back to it and tweak it whenever I do something I’m tweak it whenever I do something I’m tweak it whenever I do something I’m like is that in the operations manual like is that in the operations manual like is that in the operations manual because that when created makes

[30:19] because that when created makes because that when created makes everything else just so much smoother everything else just so much smoother everything else just so much smoother for your life you know where you’re like for your life you know where you’re like for your life you know where you’re like no I can go out and like be free I I no I can go out and like be free I I no I can go out and like be free I I love doing events I’m like such a people love doing events I’m like such a people love doing events I’m like such a people person like people just re-energize me person like people just re-energize me person like people just re-energize me like just having this conversation with like just having this conversation with like just having this conversation with you is re-energizing me you know so I’m you is re-energizing me you know so I’m you is re-energizing me you know so I’m not really a systems person but I think not really a systems person but I think not really a systems person but I think that when you run your own business you that when you run your own business you that when you run your own business you have to be you have to learn to be

[30:40] have to be you have to learn to be have to be you have to learn to be yeah that’s a really good example of how yeah that’s a really good example of how yeah that’s a really good example of how you set up something so that you can do you set up something so that you can do you set up something so that you can do the thing that you love the most more the thing that you love the most more the thing that you love the most more correct more often rather than beinged correct more often rather than beinged correct more often rather than beinged down it it also reminds me of the I down it it also reminds me of the I down it it also reminds me of the I think it’s Joo willick uh says think it’s Joo willick uh says think it’s Joo willick uh says discipline equals freedom and it’s it’s discipline equals freedom and it’s it’s discipline equals freedom and it’s it’s often something you run away from uh you often something you run away from uh you often something you run away from uh you run away from like the the discipline of run away from like the the discipline of run away from like the the discipline of of whatever this is like your operations

[31:06] of whatever this is like your operations of whatever this is like your operations man that’s discipline to to write that man that’s discipline to to write that man that’s discipline to to write that down but what you find after doing it is down but what you find after doing it is down but what you find after doing it is it actually frees you up more and so if it actually frees you up more and so if it actually frees you up more and so if you or like intense scheduling like you or like intense scheduling like you or like intense scheduling like that’s what that’s been a focus of ours that’s what that’s been a focus of ours that’s what that’s been a focus of ours here recently is like we have to like we here recently is like we have to like we here recently is like we have to like we have a meeting every week basically to have a meeting every week basically to have a meeting every week basically to to go over our weekly schedule and then to go over our weekly schedule and then to go over our weekly schedule and then I am trying to you know carve out a I am trying to you know carve out a

[31:24] I am trying to you know carve out a certain amount of time at least once a certain amount of time at least once a certain amount of time at least once a week to write a book and you know all week to write a book and you know all week to write a book and you know all these other things and if you don’t yeah these other things and if you don’t yeah these other things and if you don’t yeah if you don’t have that initial extra if you don’t have that initial extra if you don’t have that initial extra discipline uh you will just get lost in discipline uh you will just get lost in discipline uh you will just get lost in the shuffle and yeah I I think that’s the shuffle and yeah I I think that’s the shuffle and yeah I I think that’s another really good theme of you know another really good theme of you know another really good theme of you know disciplin can equal Freedom if you if disciplin can equal Freedom if you if disciplin can equal Freedom if you if you have some intentionality and you you have some intentionality and you you have some intentionality and you plan out a little bit you can find

[31:44] plan out a little bit you can find plan out a little bit you can find yourself to be more free absolutely you yourself to be more free absolutely you yourself to be more free absolutely you know I think like a couple weeks ago the know I think like a couple weeks ago the know I think like a couple weeks ago the statistic came out that 74% of Agents statistic came out that 74% of Agents statistic came out that 74% of Agents didn’t close a single deal in didn’t close a single deal in didn’t close a single deal in 2024 wow and that is a very ridiculously 2024 wow and that is a very ridiculously 2024 wow and that is a very ridiculously high statistic and the reason for that I high statistic and the reason for that I high statistic and the reason for that I think is because there are these think is because there are these think is because there are these external influences of like reality TV external influences of like reality TV external influences of like reality TV or these brokerages that are like you or these brokerages that are like you or these brokerages that are like you get you could get your real estate you

[32:08] get you could get your real estate you get you could get your real estate you know be a real estate agent here and know be a real estate agent here and know be a real estate agent here and make 90% of your commission and it’s make 90% of your commission and it’s make 90% of your commission and it’s like that’s all fine and great but are like that’s all fine and great but are like that’s all fine and great but are you learning the skills to be a business you learning the skills to be a business you learning the skills to be a business owner and those skills do require a owner and those skills do require a owner and those skills do require a massive amount of massive amount of massive amount of discipline it doesn’t come easy uh it’s discipline it doesn’t come easy uh it’s discipline it doesn’t come easy uh it’s something that you know you have to take something that you know you have to take something that you know you have to take Massive Action you have to to show up uh Massive Action you have to to show up uh Massive Action you have to to show up uh over and over again to to see the

[32:31] over and over again to to see the over and over again to to see the results um that’s an understatement results um that’s an understatement results um that’s an understatement that’s an understatement saying showing that’s an understatement saying showing that’s an understatement saying showing up again and again makes it seem so easy up again and again makes it seem so easy up again and again makes it seem so easy you know because somebody will be like you know because somebody will be like you know because somebody will be like well you know I go to all the trainings well you know I go to all the trainings well you know I go to all the trainings right you go to all the trainings but right you go to all the trainings but right you go to all the trainings but are you like implementing these things are you like implementing these things are you like implementing these things right you go to all the trainings but right you go to all the trainings but right you go to all the trainings but are you like really listening right you are you like really listening right you are you like really listening right you go to all the trainings but you know

[32:51] go to all the trainings but you know go to all the trainings but you know like what are the conversations that like what are the conversations that like what are the conversations that you’re having with your people on a you’re having with your people on a you’re having with your people on a regular day-to-day basis like I I don’t regular day-to-day basis like I I don’t regular day-to-day basis like I I don’t walk into any room anymore and someone walk into any room anymore and someone walk into any room anymore and someone talks to me about I mean they could talk talks to me about I mean they could talk talks to me about I mean they could talk to me about a lot of things but the to me about a lot of things but the to me about a lot of things but the first thing to say is like how’s the first thing to say is like how’s the first thing to say is like how’s the real estate market you know and that’s real estate market you know and that’s real estate market you know and that’s what I tell to people that’s what I tell what I tell to people that’s what I tell what I tell to people that’s what I tell agents when they come into the team it’s

[33:09] agents when they come into the team it’s agents when they come into the team it’s like who you know is who you know I like who you know is who you know I like who you know is who you know I don’t know who you know but you should don’t know who you know but you should don’t know who you know but you should become the person that is their real become the person that is their real become the person that is their real their realtor the person that they trust their realtor the person that they trust their realtor the person that they trust with with with information that that discipline piece information that that discipline piece information that that discipline piece it seems like you you learned that value it seems like you you learned that value it seems like you you learned that value and that practice from an early age in and that practice from an early age in and that practice from an early age in your childhood when your family your childhood when your family your childhood when your family um was moving into these multif family um was moving into these multif family um was moving into these multif family homes and managing that property

[33:32] homes and managing that property homes and managing that property together um it seems like that’s a lot together um it seems like that’s a lot together um it seems like that’s a lot of work and took um had a lot of of work and took um had a lot of of work and took um had a lot of sacrifice too I would imagine just time sacrifice too I would imagine just time sacrifice too I would imagine just time yeah I think that the work ethic really yeah I think that the work ethic really yeah I think that the work ethic really does come from them because there was does come from them because there was does come from them because there was never like there’s never a time when never like there’s never a time when never like there’s never a time when they weren’t working you know like it they weren’t working you know like it they weren’t working you know like it was like there were no real summer was like there were no real summer was like there were no real summer vacations it was like here’s a paint vacations it was like here’s a paint vacations it was like here’s a paint bucket you know go you you’re you’re

[33:56] bucket you know go you you’re you’re bucket you know go you you’re you’re bored go pick up a paintbrush go pick up bored go pick up a paintbrush go pick up bored go pick up a paintbrush go pick up a bucket go clean something you know a bucket go clean something you know a bucket go clean something you know like go do something that is like going like go do something that is like going like go do something that is like going to you know Garner some sort of like you to you know Garner some sort of like you to you know Garner some sort of like you know uh work back into this you know know uh work back into this you know know uh work back into this you know thing that we’re trying to develop here thing that we’re trying to develop here thing that we’re trying to develop here like don’t just waste your life but like don’t just waste your life but like don’t just waste your life but there was a long time before I became a there was a long time before I became a there was a long time before I became a realtor when I was in the Arts that I realtor when I was in the Arts that I realtor when I was in the Arts that I you know was a little Freer of that

[34:25] you know was a little Freer of that you know was a little Freer of that discipline um and I didn’t see much of discipline um and I didn’t see much of discipline um and I didn’t see much of an income from an income from an income from there and I think that it was like there and I think that it was like there and I think that it was like lacking the income and wanting to live a lacking the income and wanting to live a lacking the income and wanting to live a better life that led me to the better life that led me to the better life that led me to the decision to do this for a living you decision to do this for a living you decision to do this for a living you know it was like I know real estate I know it was like I know real estate I know it was like I know real estate I should just go get my real estate should just go get my real estate should just go get my real estate license obviously you know like and I license obviously you know like and I license obviously you know like and I you know and I will work up to it but I you know and I will work up to it but I you know and I will work up to it but I will say that I you know I didn’t I

[34:54] will say that I you know I didn’t I will say that I you know I didn’t I didn’t really start making didn’t really start making didn’t really start making enough money to like pay a mortgage enough money to like pay a mortgage enough money to like pay a mortgage until I was probably in like year four until I was probably in like year four until I was probably in like year four of this business it was a lot of just of this business it was a lot of just of this business it was a lot of just like understanding people and like understanding people and like understanding people and understanding motivation and a lot of understanding motivation and a lot of understanding motivation and a lot of learning and a lot of mistakes you know learning and a lot of mistakes you know learning and a lot of mistakes you know in terms of like who I decided to pursue in terms of like who I decided to pursue in terms of like who I decided to pursue as a client and maybe sometimes those as a client and maybe sometimes those as a client and maybe sometimes those weren’t the best relationships to have weren’t the best relationships to have

[35:21] weren’t the best relationships to have um but yeah I mean you know yes to to um but yeah I mean you know yes to to um but yeah I mean you know yes to to make the super long answer I just gave make the super long answer I just gave make the super long answer I just gave you shorter yes yes it was it was my you shorter yes yes it was it was my you shorter yes yes it was it was my family’s work ethic that sort of has led family’s work ethic that sort of has led family’s work ethic that sort of has led me here I tend to try and give him space me here I tend to try and give him space me here I tend to try and give him space to ask all the real estate stuff because to ask all the real estate stuff because to ask all the real estate stuff because I could talk to you forever about I could talk to you forever about I could talk to you forever about growing up and your family and and the growing up and your family and and the growing up and your family and and the Arts um because I I am curious too uh Arts um because I I am curious too uh Arts um because I I am curious too uh and now this is me making a little bit

[35:48] and now this is me making a little bit and now this is me making a little bit of a jump so you tell me if this is true of a jump so you tell me if this is true of a jump so you tell me if this is true or not but growing up in a family that or not but growing up in a family that or not but growing up in a family that worked so hard all the time and and worked so hard all the time and and worked so hard all the time and and maybe didn’t take as many vacations it maybe didn’t take as many vacations it maybe didn’t take as many vacations it made me wonder what it’s like for you or made me wonder what it’s like for you or made me wonder what it’s like for you or if you’ve ever felt like you’ve had to if you’ve ever felt like you’ve had to if you’ve ever felt like you’ve had to earn the time spent relaxing or doing earn the time spent relaxing or doing earn the time spent relaxing or doing nothing or if that if that feels as nothing or if that if that feels as nothing or if that if that feels as productive to you as work that’s a great productive to you as work that’s a great productive to you as work that’s a great question that’s a really great question

[36:14] question that’s a really great question question that’s a really great question I often I often I often times have to put my phone on silent so times have to put my phone on silent so times have to put my phone on silent so there’s times that there’s times that there’s times that I will I have never gone on a vacation I will I have never gone on a vacation I will I have never gone on a vacation where I haven’t at least answered emails where I haven’t at least answered emails where I haven’t at least answered emails at least you know three or four days if at least you know three or four days if at least you know three or four days if it’s a 7-Day vacation it’s three or four it’s a 7-Day vacation it’s three or four it’s a 7-Day vacation it’s three or four evenings that I’m like you know going evenings that I’m like you know going evenings that I’m like you know going back to emails and answering them back to emails and answering them back to emails and answering them because I’ll have an away message but because I’ll have an away message but because I’ll have an away message but it’ll be like I’ll get back to you in a

[36:36] it’ll be like I’ll get back to you in a it’ll be like I’ll get back to you in a couple days um but I I oftentimes have couple days um but I I oftentimes have couple days um but I I oftentimes have to set the time to not answer the phone to set the time to not answer the phone to set the time to not answer the phone um dinners right times with friends I um dinners right times with friends I um dinners right times with friends I will literally put my phone on silent I will literally put my phone on silent I will literally put my phone on silent I will put it in a pocket um I will make will put it in a pocket um I will make will put it in a pocket um I will make sure that I give them my undivided sure that I give them my undivided sure that I give them my undivided attention and attention and attention and these are things that I H I have to these are things that I H I have to these are things that I H I have to structure that time if I don’t structure structure that time if I don’t structure structure that time if I don’t structure that time I I’ll work you know I’ll just that time I I’ll work you know I’ll just

[37:05] that time I I’ll work you know I’ll just I’ll answer you know I’m like I think I’ll answer you know I’m like I think I’ll answer you know I’m like I think like Christmases I’ve answered emails or like Christmases I’ve answered emails or like Christmases I’ve answered emails or I’m like trying to you know fix a I’m like trying to you know fix a I’m like trying to you know fix a problem or try to tackle a challenge um problem or try to tackle a challenge um problem or try to tackle a challenge um and if somebody answers me on the other and if somebody answers me on the other and if somebody answers me on the other line that I need an answer for I’m like line that I need an answer for I’m like line that I need an answer for I’m like great it’s Christmas otherwise I’m great it’s Christmas otherwise I’m great it’s Christmas otherwise I’m thinking to myself like well I’m sitting thinking to myself like well I’m sitting thinking to myself like well I’m sitting I’m not actively doing anything so I can I’m not actively doing anything so I can I’m not actively doing anything so I can answer an email or I can make a phone

[37:28] answer an email or I can make a phone answer an email or I can make a phone call yeah it’s hard to shut that call yeah it’s hard to shut that call yeah it’s hard to shut that off it really is so clear line with off it really is so clear line with off it really is so clear line with being an agent it’s it’s just all the being an agent it’s it’s just all the being an agent it’s it’s just all the time and so when there is something that time and so when there is something that time and so when there is something that seems obvious like Christmas to to stop seems obvious like Christmas to to stop seems obvious like Christmas to to stop it’s just it’s just yeah hard to to it’s just it’s just yeah hard to to it’s just it’s just yeah hard to to really shut it off I think I think that really shut it off I think I think that really shut it off I think I think that also the you know smartphones haven’t also the you know smartphones haven’t also the you know smartphones haven’t really helped that at all like we have really helped that at all like we have really helped that at all like we have everything bombarding us right you know

[37:52] everything bombarding us right you know everything bombarding us right you know so like I think the focus modes are are so like I think the focus modes are are so like I think the focus modes are are something that I I want to like tackle something that I I want to like tackle something that I I want to like tackle and really get better at uh I I recently and really get better at uh I I recently and really get better at uh I I recently uh had a special Focus mode for a uh had a special Focus mode for a uh had a special Focus mode for a particular person and and I turned it on particular person and and I turned it on particular person and and I turned it on if it was the evening or in the weekends if it was the evening or in the weekends if it was the evening or in the weekends and I didn’t want to get red up I it it and I didn’t want to get red up I it it and I didn’t want to get red up I it it went so far that it it took out text went so far that it it took out text went so far that it it took out text messages um of all my message uh you messages um of all my message uh you messages um of all my message uh you know iMessages or whatever it took the

[38:21] know iMessages or whatever it took the know iMessages or whatever it took the message completely out and I couldn’t message completely out and I couldn’t message completely out and I couldn’t even see it if I wanted to um oh wow so even see it if I wanted to um oh wow so even see it if I wanted to um oh wow so that was and because I had just gone that was and because I had just gone that was and because I had just gone down a little bit of a rabbit hole of down a little bit of a rabbit hole of down a little bit of a rabbit hole of like how can you you know better like how can you you know better like how can you you know better maximize these Focus modes but um I I maximize these Focus modes but um I I maximize these Focus modes but um I I think that getting good at that is think that getting good at that is think that getting good at that is another technology skill that we don’t another technology skill that we don’t another technology skill that we don’t really maybe think about as important really maybe think about as important really maybe think about as important when we get into real estate you know we

[38:44] when we get into real estate you know we when we get into real estate you know we can maximize our crms we can do all can maximize our crms we can do all can maximize our crms we can do all these different Tech things but then these different Tech things but then these different Tech things but then like how do we actually build in like uh like how do we actually build in like uh like how do we actually build in like uh do not disturb me for like this evening do not disturb me for like this evening do not disturb me for like this evening you crazy you crazy you crazy person that’s that’s so tough because I person that’s that’s so tough because I person that’s that’s so tough because I feel like um even though you know they feel like um even though you know they feel like um even though you know they may be a crazy person what like I I may be a crazy person what like I I may be a crazy person what like I I would ping you back on that question and would ping you back on that question and would ping you back on that question and say like what expectation did you set say like what expectation did you set

[39:08] say like what expectation did you set that you have one phone call with that that you have one phone call with that that you have one phone call with that person at 9:30 p.m. and all of a sudden person at 9:30 p.m. and all of a sudden person at 9:30 p.m. and all of a sudden now you you know because your boundary now you you know because your boundary now you you know because your boundary was open right you opened that boundary was open right you opened that boundary was open right you opened that boundary it was like oh I can call by it was like oh I can call by it was like oh I can call by 9:30 yeah I mean it was another agent um 9:30 yeah I mean it was another agent um 9:30 yeah I mean it was another agent um so it wasn’t a client first of all but so it wasn’t a client first of all but so it wasn’t a client first of all but it was yeah I mean there there was it was yeah I mean there there was it was yeah I mean there there was definitely I mean there was periods of definitely I mean there was periods of definitely I mean there was periods of time where it was definitely texting uh

[39:33] time where it was definitely texting uh time where it was definitely texting uh mostly just in the evenings and you know mostly just in the evenings and you know mostly just in the evenings and you know I think that’s we often fall into that I think that’s we often fall into that I think that’s we often fall into that trap a little bit but um yeah it’s just trap a little bit but um yeah it’s just trap a little bit but um yeah it’s just when things got not pleasant that I was when things got not pleasant that I was when things got not pleasant that I was like I got to take jassic like I got to take jassic like I got to take jassic action I think but I hear you both action I think but I hear you both action I think but I hear you both saying it it really takes something an saying it it really takes something an saying it it really takes something an intentional choice to set up a system so intentional choice to set up a system so intentional choice to set up a system so that you can draw a boundary because that you can draw a boundary because that you can draw a boundary because your job just the nature of it is not

[39:59] your job just the nature of it is not your job just the nature of it is not going to set it for you yeah and no going to set it for you yeah and no going to set it for you yeah and no because I mean we we are on their because I mean we we are on their because I mean we we are on their schedule if you really think about it schedule if you really think about it schedule if you really think about it that way right because some if somebody that way right because some if somebody that way right because some if somebody works from 9: to 5 when do they have works from 9: to 5 when do they have works from 9: to 5 when do they have time like they can make the time you time like they can make the time you time like they can make the time you know if their job isn’t really that know if their job isn’t really that know if their job isn’t really that demanding or whatever but like then if demanding or whatever but like then if demanding or whatever but like then if you look at our schedule I usually I use you look at our schedule I usually I use you look at our schedule I usually I use the word everybody is I’m on everybody

[40:21] the word everybody is I’m on everybody the word everybody is I’m on everybody else’s schedule because if they can only else’s schedule because if they can only else’s schedule because if they can only see things on a Sunday if they work six see things on a Sunday if they work six see things on a Sunday if they work six days a week if they work till 5 you know days a week if they work till 5 you know days a week if they work till 5 you know like now you’re like you have to figure like now you’re like you have to figure like now you’re like you have to figure out how to balance that yeah Focus time out how to balance that yeah Focus time out how to balance that yeah Focus time that you need so that you need so that you need so desperately with the time that they have desperately with the time that they have desperately with the time that they have available that you need them to be available that you need them to be available that you need them to be available because they are essentially available because they are essentially available because they are essentially your income Source it is a tough balance

[40:45] your income Source it is a tough balance your income Source it is a tough balance sorry I cut you off no no no no that was sorry I cut you off no no no no that was sorry I cut you off no no no no that was great that was great um I it’s funny you great that was great um I it’s funny you great that was great um I it’s funny you know the it’s like a double-edged sword know the it’s like a double-edged sword know the it’s like a double-edged sword maybe because you know you’re you’re on maybe because you know you’re you’re on maybe because you know you’re you’re on your client schedules and you need to be your client schedules and you need to be your client schedules and you need to be available to them and then and then available to them and then and then available to them and then and then there’s also the people in your personal there’s also the people in your personal there’s also the people in your personal life that are so important to you and life that are so important to you and life that are so important to you and the relationships you want to prioritize the relationships you want to prioritize

[41:06] the relationships you want to prioritize and how how do you appear to be as and how how do you appear to be as and how how do you appear to be as accessible as possible while also being accessible as possible while also being accessible as possible while also being present to the people close to you in a present to the people close to you in a present to the people close to you in a way that they feel it and I think that way that they feel it and I think that way that they feel it and I think that is just like the the giant Dance of the is just like the the giant Dance of the is just like the the giant Dance of the real estate agent life yeah that’s the real estate agent life yeah that’s the real estate agent life yeah that’s the million-dollar question because I think million-dollar question because I think million-dollar question because I think everybody everybody everybody knows I think you know it’s is like one knows I think you know it’s is like one knows I think you know it’s is like one of my best friends is also a very like of my best friends is also a very like of my best friends is also a very like high functioning like high level real

[41:31] high functioning like high level real high functioning like high level real estate agent and I think everyone in our estate agent and I think everyone in our estate agent and I think everyone in our lives sort of feels the same way about lives sort of feels the same way about lives sort of feels the same way about us where it’s us where it’s us where it’s like if we’re if we if we’re stepping like if we’re if we if we’re stepping like if we’re if we if we’re stepping away from a situation don’t bother us away from a situation don’t bother us away from a situation don’t bother us because we’re making a phone call it’s because we’re making a phone call it’s because we’re making a phone call it’s not like we’re taking aone time um we’re not like we’re taking aone time um we’re not like we’re taking aone time um we’re taking a phone call we’re answering an taking a phone call we’re answering an taking a phone call we’re answering an email but if we’re there then we’ll try email but if we’re there then we’ll try email but if we’re there then we’ll try to be there as as present as we possibly

[41:54] to be there as as present as we possibly to be there as as present as we possibly can it’s a we it’s a weird but that is can it’s a we it’s a weird but that is can it’s a we it’s a weird but that is again I feel like that is the plight of again I feel like that is the plight of again I feel like that is the plight of like a small business owner yeah you like a small business owner yeah you like a small business owner yeah you know yeah absolutely and you know know yeah absolutely and you know know yeah absolutely and you know hopefully getting systems and people in hopefully getting systems and people in hopefully getting systems and people in place as a team Etc can can help place as a team Etc can can help place as a team Etc can can help alleviate that a little bit um I’m sure alleviate that a little bit um I’m sure alleviate that a little bit um I’m sure there’s other things that come up there’s other things that come up there’s other things that come up because of that but uh yeah the goal because of that but uh yeah the goal because of that but uh yeah the goal being that you can prioritize more and

[42:18] being that you can prioritize more and being that you can prioritize more and more I I feel that’s that should be the more I I feel that’s that should be the more I I feel that’s that should be the goal of everybody when they’re when goal of everybody when they’re when goal of everybody when they’re when they’re in business is that they should they’re in business is that they should they’re in business is that they should be able to prioritize what they want and be able to prioritize what they want and be able to prioritize what they want and need for themselves more and more as need for themselves more and more as need for themselves more and more as they go with without sacrificing service they go with without sacrificing service they go with without sacrificing service without sacrificing business um and that without sacrificing business um and that without sacrificing business um and that would be a goal of mine for would be a goal of mine for would be a goal of mine for sure yeah I think that’s a great I think sure yeah I think that’s a great I think sure yeah I think that’s a great I think another thing that a lot of real estate

[42:36] another thing that a lot of real estate another thing that a lot of real estate agents aren’t talking about when they’re agents aren’t talking about when they’re agents aren’t talking about when they’re talking about building a team is what is talking about building a team is what is talking about building a team is what is your what is your legacy what is the your what is your legacy what is the your what is your legacy what is the legacy of your business right because legacy of your business right because legacy of your business right because you could go Full Throttle for how I’m you could go Full Throttle for how I’m you could go Full Throttle for how I’m not going to age myself I won’t date not going to age myself I won’t date not going to age myself I won’t date myself I refuse to do that but like you myself I refuse to do that but like you myself I refuse to do that but like you could you could do this till you’re dead could you could do this till you’re dead could you could do this till you’re dead you could literally do this until you’re you could literally do this until you’re

[42:55] you could literally do this until you’re dead because you’re a 10 employee you dead because you’re a 10 employee you dead because you’re a 10 employee you know you’re like you’re your own you’re know you’re like you’re your own you’re know you’re like you’re your own you’re your own business right so you could do your own business right so you could do your own business right so you could do this until you’re dead but how do you this until you’re dead but how do you this until you’re dead but how do you not do that and I’m not talking about not do that and I’m not talking about not do that and I’m not talking about some like seventh level whatever but I’m some like seventh level whatever but I’m some like seventh level whatever but I’m talking about a way to like build your talking about a way to like build your talking about a way to like build your business get it to where you want it to business get it to where you want it to business get it to where you want it to be and be able to be surrounded by a be and be able to be surrounded by a be and be able to be surrounded by a group of people that are supporting you

[43:21] group of people that are supporting you group of people that are supporting you that you trust to say okay I’m going to that you trust to say okay I’m going to that you trust to say okay I’m going to maybe go somewhere War for the winter maybe go somewhere War for the winter maybe go somewhere War for the winter for 3 months can you know how are you for 3 months can you know how are you for 3 months can you know how are you going to leverage that it’s not just going to leverage that it’s not just going to leverage that it’s not just giving it to whomever it’s giving it to whomever it’s giving it to whomever it’s really TR building the team trusting really TR building the team trusting really TR building the team trusting them you know and saying I I may move them you know and saying I I may move them you know and saying I I may move for a year I may want to travel for a for a year I may want to travel for a for a year I may want to travel for a year I’m still going to the the brand is year I’m still going to the the brand is year I’m still going to the the brand is still there the name is still there I

[43:48] still there the name is still there I still there the name is still there I still may be working on some capacity on still may be working on some capacity on still may be working on some capacity on like those touches or those like those touches or those like those touches or those conversations but somebody else is conversations but somebody else is conversations but somebody else is taking the ball and really is the ground taking the ball and really is the ground taking the ball and really is the ground running it so like that’s something that running it so like that’s something that running it so like that’s something that I don’t even think I don’t I can’t have I don’t even think I don’t I can’t have I don’t even think I don’t I can’t have that conversation with a lot of real that conversation with a lot of real that conversation with a lot of real estate AG because they’re not really estate AG because they’re not really estate AG because they’re not really thinking about it yeah and this is also thinking about it yeah and this is also thinking about it yeah and this is also like that precludes you know people that

[44:09] like that precludes you know people that like that precludes you know people that have their kids on their team because if have their kids on their team because if have their kids on their team because if you have like a family member on a team you have like a family member on a team you have like a family member on a team and and not even husband and wife either and and not even husband and wife either and and not even husband and wife either because let’s just just you’re not going because let’s just just you’re not going because let’s just just you’re not going to like your legacy is not going to be to like your legacy is not going to be to like your legacy is not going to be left to the other party it’s like you left to the other party it’s like you left to the other party it’s like you want to leave the Legacy to somebody want to leave the Legacy to somebody want to leave the Legacy to somebody else so the two of you can enjoy your else so the two of you can enjoy your else so the two of you can enjoy your lives you know yeah no it’s very true lives you know yeah no it’s very true

[44:27] lives you know yeah no it’s very true uh I do have to ask if if you have a uh I do have to ask if if you have a uh I do have to ask if if you have a fundamental book um or maybe a favorite fundamental book um or maybe a favorite fundamental book um or maybe a favorite book you’re currently reading that you’d book you’re currently reading that you’d book you’re currently reading that you’d recommend people to recommend people to recommend people to read um right now I’ve been reading read um right now I’ve been reading read um right now I’ve been reading stimets from Atomic stimets from Atomic stimets from Atomic habits which I think is really great habits which I think is really great habits which I think is really great because it’s talking about it is talking because it’s talking about it is talking because it’s talking about it is talking about so much about discipline and like about so much about discipline and like about so much about discipline and like and I think that um anything that’s like and I think that um anything that’s like and I think that um anything that’s like mindset related of like there there are

[44:55] mindset related of like there there are mindset related of like there there are no losses right there like there’s no no losses right there like there’s no no losses right there like there’s no such thing as a loss in this business such thing as a loss in this business such thing as a loss in this business because as soon as you if you don’t have because as soon as you if you don’t have because as soon as you if you don’t have enough in the pipeline that you are enough in the pipeline that you are enough in the pipeline that you are lamenting a deal that fell through or lamenting a deal that fell through or lamenting a deal that fell through or you are you know lamenting one little you are you know lamenting one little you are you know lamenting one little component of something deals fell component of something deals fell component of something deals fell through people say no we’re in sales through people say no we’re in sales through people say no we’re in sales right like that’s just our business next right like that’s just our business next right like that’s just our business next what’s next what are you doing what

[45:16] what’s next what are you doing what what’s next what are you doing what learn from it pick it up you know keep learn from it pick it up you know keep learn from it pick it up you know keep moving um but I think something that has moving um but I think something that has moving um but I think something that has always been very uh top of mind for me always been very uh top of mind for me always been very uh top of mind for me is um is um is um How to Win Friends and Influence People How to Win Friends and Influence People How to Win Friends and Influence People right because right because right because everyone very specifically in the everyone very specifically in the everyone very specifically in the business that we’re in I only do business that we’re in I only do business that we’re in I only do referral business I don’t cold call yeah referral business I don’t cold call yeah referral business I don’t cold call yeah so everyone that I know knows that I’m a so everyone that I know knows that I’m a so everyone that I know knows that I’m a real estate agent everyone that I have real estate agent everyone that I have

[45:43] real estate agent everyone that I have ever encountered you know knows that I’m ever encountered you know knows that I’m ever encountered you know knows that I’m a real estate agent and it’s not from a real estate agent and it’s not from a real estate agent and it’s not from being this super salesy person it’s from being this super salesy person it’s from being this super salesy person it’s from providing them with a surface and providing them with a surface and providing them with a surface and information and education and that is information and education and that is information and education and that is the helpful component how like it all the helpful component how like it all the helpful component how like it all comes back to um your your life as a comes back to um your your life as a comes back to um your your life as a whole pie as this you know person doing whole pie as this you know person doing whole pie as this you know person doing this type of this type of this type of business we we should have a special business we we should have a special business we we should have a special noise when they they mention when when a

[46:11] noise when they they mention when when a noise when they they mention when when a guest mentions how to friends and guest mentions how to friends and guest mentions how to friends and influence people like I should have that influence people like I should have that influence people like I should have that on on because like that’s that’s the one on on because like that’s that’s the one on on because like that’s that’s the one I have Erica probably was laughing when I have Erica probably was laughing when I have Erica probably was laughing when you said it because like I have wanted you said it because like I have wanted you said it because like I have wanted to give that secretly to people yeah to give that secretly to people yeah to give that secretly to people yeah multiple times uh maybe it just shows up multiple times uh maybe it just shows up multiple times uh maybe it just shows up in their mailbox one day you know and in their mailbox one day you know and in their mailbox one day you know and hope uh but it it is it was a big one hope uh but it it is it was a big one hope uh but it it is it was a big one for me I I uh you know I I I lived in

[46:33] for me I I uh you know I I I lived in for me I I uh you know I I I lived in Germany for a year and they have a very Germany for a year and they have a very Germany for a year and they have a very uh abrasive not abrasive but like uh uh abrasive not abrasive but like uh uh abrasive not abrasive but like uh it’s more confrontational the culture it’s more confrontational the culture it’s more confrontational the culture it’s it’s you don’t avoid conflict you it’s it’s you don’t avoid conflict you it’s it’s you don’t avoid conflict you don’t avoid the the acute angle um and don’t avoid the the acute angle um and don’t avoid the the acute angle um and and so I coming back from there and just and so I coming back from there and just and so I coming back from there and just kind of just me in general who I was I kind of just me in general who I was I kind of just me in general who I was I just you know really tried to I read just you know really tried to I read just you know really tried to I read that a bunch of times uh before I had that a bunch of times uh before I had that a bunch of times uh before I had any idea I was going to be a real estate

[46:54] any idea I was going to be a real estate any idea I was going to be a real estate agent I just you know felt like it was agent I just you know felt like it was agent I just you know felt like it was really a good book uh really fundamental really a good book uh really fundamental really a good book uh really fundamental I feel like it’s a maybe even like a I feel like it’s a maybe even like a I feel like it’s a maybe even like a cult American culture like Business book cult American culture like Business book cult American culture like Business book 101 kind of you know I think anybody 101 kind of you know I think anybody 101 kind of you know I think anybody could benefit it it probably wouldn’t could benefit it it probably wouldn’t could benefit it it probably wouldn’t work perfectly in other cultures but I work perfectly in other cultures but I work perfectly in other cultures but I think here it’s if you want to think here it’s if you want to think here it’s if you want to understand the way business works here understand the way business works here understand the way business works here and and kind of the culture around it

[47:12] and and kind of the culture around it and and kind of the culture around it it’s a really really good it’s a really really good it’s a really really good book and I also feel like a lot of book and I also feel like a lot of book and I also feel like a lot of younger people that are inheriting younger people that are inheriting younger people that are inheriting businesses from their parents haven’t businesses from their parents haven’t businesses from their parents haven’t really read it like I’ve I’ve really read it like I’ve I’ve really read it like I’ve I’ve experienced you know two generations of experienced you know two generations of experienced you know two generations of like you know somebody that I’m doing like you know somebody that I’m doing like you know somebody that I’m doing business with and having the old world business with and having the old world business with and having the old world you know the old world you know person you know the old world you know person you know the old world you know person who owns the business who’s it’s almost who owns the business who’s it’s almost

[47:36] who owns the business who’s it’s almost like a very natural thing that comes to like a very natural thing that comes to like a very natural thing that comes to them and then having to interact with them and then having to interact with them and then having to interact with like the junior that’s coming in and like the junior that’s coming in and like the junior that’s coming in and taking over that business it it’s it taking over that business it it’s it taking over that business it it’s it seems very forced and yes I agree I seems very forced and yes I agree I seems very forced and yes I agree I think they should read that book because think they should read that book because think they should read that book because there’s something that’s very natural there’s something that’s very natural there’s something that’s very natural about somebody who understands just like about somebody who understands just like about somebody who understands just like business demeanor how you do business business demeanor how you do business business demeanor how you do business and business is in nature a servicing

[48:01] and business is in nature a servicing and business is in nature a servicing type of platform right it’s like um what type of platform right it’s like um what type of platform right it’s like um what do you need I might have that for you do you need I might have that for you do you need I might have that for you that’s it I mean that’s this is what it that’s it I mean that’s this is what it that’s it I mean that’s this is what it is what do you need I might have that is what do you need I might have that is what do you need I might have that for you um and then you you kind of like for you um and then you you kind of like for you um and then you you kind of like you’re putting someone into like a role you’re putting someone into like a role you’re putting someone into like a role of taking over for that person and of taking over for that person and of taking over for that person and sometimes it feels like they don’t sometimes it feels like they don’t sometimes it feels like they don’t really get it like they’re like really really get it like they’re like really really get it like they’re like really uncomfortable with a natural

[48:23] uncomfortable with a natural uncomfortable with a natural communication of I might have that for communication of I might have that for communication of I might have that for you you know what is it that you need I you you know what is it that you need I you you know what is it that you need I might have that for you and it’s like might have that for you and it’s like might have that for you and it’s like that’s a that is part of the influence that’s a that is part of the influence that’s a that is part of the influence yeah I think you know the seasoned real yeah I think you know the seasoned real yeah I think you know the seasoned real estate agents have built all of these estate agents have built all of these estate agents have built all of these micro skills that I don’t even know if micro skills that I don’t even know if micro skills that I don’t even know if you’ve realized you’ve developed until you’ve realized you’ve developed until you’ve realized you’ve developed until you maybe see a new or um younger you maybe see a new or um younger you maybe see a new or um younger version that maybe hasn’t learned this

[48:46] version that maybe hasn’t learned this version that maybe hasn’t learned this finesse we joke about this in the finesse we joke about this in the finesse we joke about this in the therapy world too you know the seasoned therapy world too you know the seasoned therapy world too you know the seasoned therapists that show up in like their therapists that show up in like their therapists that show up in like their sweatpants and are just like you know sweatpants and are just like you know sweatpants and are just like you know give it to me what are we going to talk give it to me what are we going to talk give it to me what are we going to talk about today as opposed to the new ones about today as opposed to the new ones about today as opposed to the new ones are you know dressed to the nines and are you know dressed to the nines and are you know dressed to the nines and using all their clinical jargon um you using all their clinical jargon um you using all their clinical jargon um you just you know you you build your your just you know you you build your your just you know you you build your your flow and it just you know you don’t

[49:06] flow and it just you know you don’t flow and it just you know you don’t quite realize how much skill you’re quite realize how much skill you’re quite realize how much skill you’re building until you maybe see somebody building until you maybe see somebody building until you maybe see somebody new who hasn’t quite done that yet new who hasn’t quite done that yet new who hasn’t quite done that yet that’s very true there’s just nuances of that’s very true there’s just nuances of that’s very true there’s just nuances of vernacular you know there’s nuances vernacular you know there’s nuances vernacular you know there’s nuances of so many I mean really there are so of so many I mean really there are so of so many I mean really there are so many things that I probably I couldn’t I many things that I probably I couldn’t I many things that I probably I couldn’t I wouldn’t be able to pick it up I wouldn’t be able to pick it up I wouldn’t be able to pick it up I wouldn’t be able to say like you know do wouldn’t be able to say like you know do wouldn’t be able to say like you know do this or mirror you know just like

[49:30] this or mirror you know just like this or mirror you know just like general you know Common Sense things general you know Common Sense things general you know Common Sense things where it’s like if you like someone where it’s like if you like someone where it’s like if you like someone you’re kind of you start to mirror them you’re kind of you start to mirror them you’re kind of you start to mirror them a little bit you know I don’t think that a little bit you know I don’t think that a little bit you know I don’t think that people really understand that if they’re people really understand that if they’re people really understand that if they’re not coming from a place of knowing that not coming from a place of knowing that not coming from a place of knowing that so it’s yeah it’s just so many things so it’s yeah it’s just so many things so it’s yeah it’s just so many things yeah absolutely absolutely uh Michelle yeah absolutely absolutely uh Michelle yeah absolutely absolutely uh Michelle if anybody is wanting to sell a house in if anybody is wanting to sell a house in if anybody is wanting to sell a house in New Jersey or just wants to follow your

[49:55] New Jersey or just wants to follow your New Jersey or just wants to follow your journey where what’s the best place is journey where what’s the best place is journey where what’s the best place is there social media that they could there social media that they could there social media that they could follow you on yes you can find me on follow you on yes you can find me on follow you on yes you can find me on Instagram at Michelle mle realtor or at Instagram at Michelle mle realtor or at Instagram at Michelle mle realtor or at the mol Collective and you can find me the mol Collective and you can find me the mol Collective and you can find me online on my website the m online on my website the m online on my website the m collective.com and you can Google me I’m collective.com and you can Google me I’m collective.com and you can Google me I’m very easy to find wonderful one of the very easy to find wonderful one of the very easy to find wonderful one of the other curses of being a real yes yes other curses of being a real yes yes other curses of being a real yes yes indeed Michelle thank you so much for

[50:21] indeed Michelle thank you so much for indeed Michelle thank you so much for being on it’s been a pleasure thank you being on it’s been a pleasure thank you being on it’s been a pleasure thank you for having me on I really appreciate it for having me on I really appreciate it for having me on I really appreciate it thanks for listening to the REI agent if thanks for listening to the REI agent if thanks for listening to the REI agent if you enjoyed this episode hit subscribe you enjoyed this episode hit subscribe you enjoyed this episode hit subscribe to catch new shows every week visit REI to catch new shows every week visit REI to catch new shows every week visit REI agent.com for more content until next agent.com for more content until next agent.com for more content until next time keep building the life you want all time keep building the life you want all time keep building the life you want all content in the show is not investment content in the show is not investment content in the show is not investment advice or mental health therapy it is advice or mental health therapy it is

[50:42] advice or mental health therapy it is intended for entertainment purposes only