Reluctantly Building a Powerfully Inspiring Empire from Welfare to Wealth with Kellie Revoir

[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. approach to life through real estate. approach to life through real estate. I’m Matias, an agent and investor, I’m Matias, an agent and investor, I’m Matias, an agent and investor, >> and I’m Erica, a licensed therapist. >> and I’m Erica, a licensed therapist. >> and I’m Erica, a licensed therapist. >> Join us as we interview guests that also >> Join us as we interview guests that also >> Join us as we interview guests that also strive to live bold and fulfilled lives strive to live bold and fulfilled lives strive to live bold and fulfilled lives through business and real estate through business and real estate through business and real estate investing.

[0:14] investing. investing. >> Tune in every week for interviews with >> Tune in every week for interviews with >> Tune in every week for interviews with real estate agents and investors. real estate agents and investors. real estate agents and investors. >> Ready to level up? >> Ready to level up? >> Ready to level up? >> Let’s do it. >> Welcome back to the REI agent. It’s just >> Welcome back to the REI agent. It’s just >> Welcome back to the REI agent. It’s just Matias again. actually wanted to talk a Matias again. actually wanted to talk a Matias again. actually wanted to talk a little bit about this um Erica not being little bit about this um Erica not being little bit about this um Erica not being here and kind of where she’s at with it.

[0:32] here and kind of where she’s at with it. here and kind of where she’s at with it. Uh I we probably mentioned things to a Uh I we probably mentioned things to a Uh I we probably mentioned things to a certain extent before, but I just wanted certain extent before, but I just wanted certain extent before, but I just wanted to to address it again. Uh we had, you to to address it again. Uh we had, you to to address it again. Uh we had, you know, the knee surgery for a while, know, the knee surgery for a while, know, the knee surgery for a while, which took her out for a good bit of which took her out for a good bit of which took her out for a good bit of time. Her her schedule’s been filled up time. Her her schedule’s been filled up time. Her her schedule’s been filled up with PT on top of, you know, seeing with PT on top of, you know, seeing with PT on top of, you know, seeing clients. Uh but but really right now clients. Uh but but really right now clients. Uh but but really right now we’re in the midsummer months at the we’re in the midsummer months at the we’re in the midsummer months at the time of recording and she just really

[0:55] time of recording and she just really time of recording and she just really feels like it’s a important to her that feels like it’s a important to her that feels like it’s a important to her that she gives our kids a good summer she gives our kids a good summer she gives our kids a good summer holiday. So, they are all going to some holiday. So, they are all going to some holiday. So, they are all going to some sort of camp, daycare situation um sort of camp, daycare situation um sort of camp, daycare situation um during the days and we would have during the days and we would have during the days and we would have options to to keep them there until, you options to to keep them there until, you options to to keep them there until, you know, 5 or whatever. And that would know, 5 or whatever. And that would know, 5 or whatever. And that would afford her more time to be able to be on afford her more time to be able to be on afford her more time to be able to be on these podcasts to help record, be a these podcasts to help record, be a these podcasts to help record, be a co-host, but that doesn’t leave much

[1:20] co-host, but that doesn’t leave much co-host, but that doesn’t leave much time for things like going to the time for things like going to the time for things like going to the swimming pool. So, she’s opted to to put swimming pool. So, she’s opted to to put swimming pool. So, she’s opted to to put that as a priority to, you know, take that as a priority to, you know, take that as a priority to, you know, take them to the pool when she can. Um, make them to the pool when she can. Um, make them to the pool when she can. Um, make sure that they’re having a great summer sure that they’re having a great summer sure that they’re having a great summer experience. And I mean, that’s kind of experience. And I mean, that’s kind of experience. And I mean, that’s kind of what the show’s all about. Uh, so I do what the show’s all about. Uh, so I do what the show’s all about. Uh, so I do join sometimes. Don’t don’t get me join sometimes. Don’t don’t get me join sometimes. Don’t don’t get me wrong. It’s not that I’m the only one wrong. It’s not that I’m the only one wrong. It’s not that I’m the only one working and she’s the only one having

[1:42] working and she’s the only one having working and she’s the only one having fun with the kids. Uh, we’ve we’re going fun with the kids. Uh, we’ve we’re going fun with the kids. Uh, we’ve we’re going camping this coming weekend. We were camping this coming weekend. We were camping this coming weekend. We were just in the Philly area this past just in the Philly area this past just in the Philly area this past weekend all together as a family. Uh, so weekend all together as a family. Uh, so weekend all together as a family. Uh, so we definitely are trying to have those we definitely are trying to have those we definitely are trying to have those summer moments together. We’re going to summer moments together. We’re going to summer moments together. We’re going to be going to uh the beach Hilton Head be going to uh the beach Hilton Head be going to uh the beach Hilton Head later. I think that’s in August. And uh later. I think that’s in August. And uh later. I think that’s in August. And uh so yeah, we have a lot of good summer so yeah, we have a lot of good summer so yeah, we have a lot of good summer activities planned. Next year we hope to

[2:05] activities planned. Next year we hope to activities planned. Next year we hope to go to Spain. Um and then Erica just go to Spain. Um and then Erica just go to Spain. Um and then Erica just mentioned that maybe we’ll go to Costa mentioned that maybe we’ll go to Costa mentioned that maybe we’ll go to Costa Rica or something later in the the Rica or something later in the the Rica or something later in the the winter months. So stay tuned for that. winter months. So stay tuned for that. winter months. So stay tuned for that. We’ll see if that one comes to fruition. We’ll see if that one comes to fruition. We’ll see if that one comes to fruition. Uh but yeah, again like it’s it’s life Uh but yeah, again like it’s it’s life Uh but yeah, again like it’s it’s life is more than um the pursuit of all my is more than um the pursuit of all my is more than um the pursuit of all my business ideas, adventures, all my business ideas, adventures, all my business ideas, adventures, all my hobbies and and things that I’m into. Um hobbies and and things that I’m into. Um hobbies and and things that I’m into. Um we the time of recording have hit 106

[2:31] we the time of recording have hit 106 we the time of recording have hit 106 episodes in the podcast, which is episodes in the podcast, which is episodes in the podcast, which is awesome. I really wanted to do something awesome. I really wanted to do something awesome. I really wanted to do something for the hundth episode, but it snuck up for the hundth episode, but it snuck up for the hundth episode, but it snuck up on me. And honestly, the way this on me. And honestly, the way this on me. And honestly, the way this podcast works well for me is just to podcast works well for me is just to podcast works well for me is just to kind of keep my nose down and just grind kind of keep my nose down and just grind kind of keep my nose down and just grind um and try to give you all the best um and try to give you all the best um and try to give you all the best content, recording interesting people um content, recording interesting people um content, recording interesting people um and having that come out regularly. So, and having that come out regularly. So, and having that come out regularly. So, uh didn’t plan a good 100th celebration

[2:54] uh didn’t plan a good 100th celebration uh didn’t plan a good 100th celebration episode, but um you know that we we did episode, but um you know that we we did episode, but um you know that we we did a little cheers and celebration here at a little cheers and celebration here at a little cheers and celebration here at home. Uh it is a awesome milestone to home. Uh it is a awesome milestone to home. Uh it is a awesome milestone to hit. Uh today we have a really good hit. Uh today we have a really good hit. Uh today we have a really good guest and uh she kind of is the epitome guest and uh she kind of is the epitome guest and uh she kind of is the epitome of what this show is all about. Um so we of what this show is all about. Um so we of what this show is all about. Um so we have Kelly. Oh, I can do this. Revor.

[3:15] have Kelly. Oh, I can do this. Revor. have Kelly. Oh, I can do this. Revor. Yeah, I think that’s right. I’ll say it Yeah, I think that’s right. I’ll say it Yeah, I think that’s right. I’ll say it right when we come on. Um but anyway, right when we come on. Um but anyway, right when we come on. Um but anyway, Kelly is a agent. She’s been one uh for Kelly is a agent. She’s been one uh for Kelly is a agent. She’s been one uh for a while. She is a team lead. She has a while. She is a team lead. She has a while. She is a team lead. She has invested in in uh real estate as well. invested in in uh real estate as well. invested in in uh real estate as well. and she grew up with her parents and she grew up with her parents and she grew up with her parents investing in real estate and she’s done investing in real estate and she’s done investing in real estate and she’s done flips and all those kind of things. And flips and all those kind of things. And flips and all those kind of things. And we get into some really good we get into some really good we get into some really good conversation about all those areas and

[3:40] conversation about all those areas and conversation about all those areas and you know also how to kind of keep you know also how to kind of keep you know also how to kind of keep ourselves grounded and and you know sane ourselves grounded and and you know sane ourselves grounded and and you know sane and not burn out in this in this crazy and not burn out in this in this crazy and not burn out in this in this crazy business. So it’s a great episode. Uh business. So it’s a great episode. Uh business. So it’s a great episode. Uh definitely don’t miss this one. U and definitely don’t miss this one. U and definitely don’t miss this one. U and without further ado, here is Kelly. Welcome back to the REI agent. We are Welcome back to the REI agent. We are Welcome back to the REI agent. We are here with Kelly Ravour. Thanks so much here with Kelly Ravour. Thanks so much here with Kelly Ravour. Thanks so much for joining us, Kelly.

[4:02] for joining us, Kelly. for joining us, Kelly. >> Thank you. It’s definitely a pleasure. I >> Thank you. It’s definitely a pleasure. I >> Thank you. It’s definitely a pleasure. I have been looking forward to this for a have been looking forward to this for a have been looking forward to this for a while. So, thank you so much for having while. So, thank you so much for having while. So, thank you so much for having me today. me today. me today. >> Well, thank you. Yeah, we we talked >> Well, thank you. Yeah, we we talked >> Well, thank you. Yeah, we we talked briefly before the show. Uh you’re a briefly before the show. Uh you’re a briefly before the show. Uh you’re a you’re a natural fit for the show. Uh you’re a natural fit for the show. Uh you’re a natural fit for the show. Uh you you uh kind of bridge the gap uh do you you uh kind of bridge the gap uh do you you uh kind of bridge the gap uh do both uh investing and the sales. Uh but both uh investing and the sales. Uh but both uh investing and the sales. Uh but let’s kind of get started on how you got

[4:22] let’s kind of get started on how you got let’s kind of get started on how you got into real estate in general. What what into real estate in general. What what into real estate in general. What what got you into the business? So life got got you into the business? So life got got you into the business? So life got me into the business and actually I had me into the business and actually I had me into the business and actually I had no desire to get into the business. Uh no desire to get into the business. Uh no desire to get into the business. Uh my father started building houses in the my father started building houses in the my father started building houses in the 80s. He still builds houses.

[4:35] 80s. He still builds houses. 80s. He still builds houses. >> Okay. >> Okay. >> Okay. >> And my mother became a real estate agent >> And my mother became a real estate agent >> And my mother became a real estate agent in 2006. Uh the recession hit in 2008. in 2006. Uh the recession hit in 2008. in 2006. Uh the recession hit in 2008. Everybody got out of the business or Everybody got out of the business or Everybody got out of the business or majority of the agents got out of the majority of the agents got out of the majority of the agents got out of the business. So her business skyrocketed. business. So her business skyrocketed. business. So her business skyrocketed. >> Oh really?

[4:49] >> Oh really? >> Oh really? >> Her business grew during the recession. >> Her business grew during the recession. >> Her business grew during the recession. So, I found myself unemployed, living on So, I found myself unemployed, living on So, I found myself unemployed, living on welfare, and she asked me to come join welfare, and she asked me to come join welfare, and she asked me to come join her as her TC while I figured out what I her as her TC while I figured out what I her as her TC while I figured out what I wanted to do for the rest of my life. wanted to do for the rest of my life. wanted to do for the rest of my life. And here we are 12 years later, still And here we are 12 years later, still And here we are 12 years later, still still doing it, although I’m no longer still doing it, although I’m no longer still doing it, although I’m no longer her TC. So, I did I did upgrade a little her TC. So, I did I did upgrade a little her TC. So, I did I did upgrade a little bit.

[5:10] bit. bit. >> Yeah, that’s the end of the story. Uh my >> Yeah, that’s the end of the story. Uh my >> Yeah, that’s the end of the story. Uh my transaction coordinate and we are uh it transaction coordinate and we are uh it transaction coordinate and we are uh it was nice talking to you. was nice talking to you. was nice talking to you. >> No, that’s that’s awesome. Okay. So, you >> No, that’s that’s awesome. Okay. So, you >> No, that’s that’s awesome. Okay. So, you you did TC for a while and that’s I you did TC for a while and that’s I you did TC for a while and that’s I think that’s a really good way. I mean, think that’s a really good way. I mean, think that’s a really good way. I mean, I think that’s probably I I know that a I think that’s probably I I know that a I think that’s probably I I know that a team lead or somebody may not want to team lead or somebody may not want to team lead or somebody may not want to hire somebody who wants to move past the hire somebody who wants to move past the hire somebody who wants to move past the TC position necessarily. They might want

[5:31] TC position necessarily. They might want TC position necessarily. They might want to kind of stick with one person, but to kind of stick with one person, but to kind of stick with one person, but that’s a really great way of learning that’s a really great way of learning that’s a really great way of learning the the business, right? I mean, was the the business, right? I mean, was the the business, right? I mean, was that a huge advantage for you? that a huge advantage for you? that a huge advantage for you? >> Uh yeah, I that’s that was the job that >> Uh yeah, I that’s that was the job that >> Uh yeah, I that’s that was the job that I had done before that I was an office I had done before that I was an office I had done before that I was an office manager. So, it was a very easy manager. So, it was a very easy manager. So, it was a very easy transition for me to get into for sure.

[5:45] transition for me to get into for sure. transition for me to get into for sure. Uh, and you know, with being a TC, Uh, and you know, with being a TC, Uh, and you know, with being a TC, there’s so many there’s there’s a fine there’s so many there’s there’s a fine there’s so many there’s there’s a fine line on what you can and cannot do. So, line on what you can and cannot do. So, line on what you can and cannot do. So, it was just easier for me to get my it was just easier for me to get my it was just easier for me to get my license. I did not want to get my license. I did not want to get my license. I did not want to get my license because at the end of the day, I license because at the end of the day, I license because at the end of the day, I did not want to be a real estate agent.

[5:57] did not want to be a real estate agent. did not want to be a real estate agent. I’d watched the ups and the downs and I’d watched the ups and the downs and I’d watched the ups and the downs and the struggles that my parents had gone the struggles that my parents had gone the struggles that my parents had gone through over the years, and I had no through over the years, and I had no through over the years, and I had no desire. But she uh she kind of forced me desire. But she uh she kind of forced me desire. But she uh she kind of forced me to get my real estate license and then to get my real estate license and then to get my real estate license and then pretty much, I like to say, she threw me pretty much, I like to say, she threw me pretty much, I like to say, she threw me in sharkinfested waters and it was in sharkinfested waters and it was in sharkinfested waters and it was either sink or swim. So, I had to learn either sink or swim. So, I had to learn either sink or swim. So, I had to learn how to swim real quick. Um, but yeah, how to swim real quick. Um, but yeah, how to swim real quick. Um, but yeah, it’s it was good learning experience for

[6:18] it’s it was good learning experience for it’s it was good learning experience for sure. sure. sure. >> Sure. What what things were you limited >> Sure. What what things were you limited >> Sure. What what things were you limited from doing? I mean, I know that in from doing? I mean, I know that in from doing? I mean, I know that in Virginia at least, I think TC’s Virginia at least, I think TC’s Virginia at least, I think TC’s unlicensed could in theory write unlicensed could in theory write unlicensed could in theory write contracts as long as they weren’t contracts as long as they weren’t contracts as long as they weren’t sending them out without having a lency sending them out without having a lency sending them out without having a lency review them. What What were the review them. What What were the review them. What What were the limitations and how did licensing limitations and how did licensing limitations and how did licensing uh yeah, open more doors for you?

[6:40] uh yeah, open more doors for you? uh yeah, open more doors for you? Um, Um, Um, you really can’t talk a lot to the you really can’t talk a lot to the you really can’t talk a lot to the clients and answer a lot of questions is clients and answer a lot of questions is clients and answer a lot of questions is what it boiled down to. My first, you what it boiled down to. My first, you what it boiled down to. My first, you know, quote unquote job when I became a know, quote unquote job when I became a know, quote unquote job when I became a licensed agent outside of the TC world licensed agent outside of the TC world licensed agent outside of the TC world was there were people online that wanted was there were people online that wanted was there were people online that wanted to go look at a sun room. And so I had to go look at a sun room. And so I had to go look at a sun room. And so I had to go to the house, open up the lock to go to the house, open up the lock to go to the house, open up the lock box, take extra pictures of the sun box, take extra pictures of the sun box, take extra pictures of the sun room. It was just little things like

[7:03] room. It was just little things like room. It was just little things like that. attend closings, uh, you know, that. attend closings, uh, you know, that. attend closings, uh, you know, show a couple of houses when she didn’t show a couple of houses when she didn’t show a couple of houses when she didn’t have the availability to show. So, it have the availability to show. So, it have the availability to show. So, it was whatever she needed me to do, I I was whatever she needed me to do, I I was whatever she needed me to do, I I couldn’t do it as an unlicensed person. couldn’t do it as an unlicensed person. couldn’t do it as an unlicensed person. All I could do was go into the office, All I could do was go into the office, All I could do was go into the office, not hardly talk to her clients at all, not hardly talk to her clients at all, not hardly talk to her clients at all, just make sure that all the eyes were just make sure that all the eyes were just make sure that all the eyes were dotted and tees were crossed on the dotted and tees were crossed on the dotted and tees were crossed on the contract, and she needed a lot more at

[7:23] contract, and she needed a lot more at contract, and she needed a lot more at that point. that point. that point. >> Yeah, that makes sense. U, so then that >> Yeah, that makes sense. U, so then that >> Yeah, that makes sense. U, so then that that kind of grew. You got thrown into that kind of grew. You got thrown into that kind of grew. You got thrown into the sharkinfested water. uh you were the sharkinfested water. uh you were the sharkinfested water. uh you were helping her with um the extra things as helping her with um the extra things as helping her with um the extra things as well, still TCing. When did you kind of well, still TCing. When did you kind of well, still TCing. When did you kind of move into just being a solo agent or move into just being a solo agent or move into just being a solo agent or how’d that evolve from there?

[7:41] how’d that evolve from there? how’d that evolve from there? >> So, we actually still work together all >> So, we actually still work together all >> So, we actually still work together all these years later. Um we started in these years later. Um we started in these years later. Um we started in 2016, let’s see, I got licensed in 2013 2016, let’s see, I got licensed in 2013 2016, let’s see, I got licensed in 2013 and then in 2016 we her and I were just and then in 2016 we her and I were just and then in 2016 we her and I were just we were killing it and we were running we were killing it and we were running we were killing it and we were running ragged. I mean, lots of nights, lots of ragged. I mean, lots of nights, lots of ragged. I mean, lots of nights, lots of weekends. I was and still am a single weekends. I was and still am a single weekends. I was and still am a single mother. My kids were a lot younger then mother. My kids were a lot younger then mother. My kids were a lot younger then and so it was really really hard and I and so it was really really hard and I

[8:04] and so it was really really hard and I said there’s just got to be a better way said there’s just got to be a better way said there’s just got to be a better way to do this and we dabbled in real estate to do this and we dabbled in real estate to do this and we dabbled in real estate coaching at the time. So in 2016 we we coaching at the time. So in 2016 we we coaching at the time. So in 2016 we we hired our first real estate coach and hired our first real estate coach and hired our first real estate coach and started building a team. So she was the started building a team. So she was the started building a team. So she was the team leader and I assisted her and we team leader and I assisted her and we team leader and I assisted her and we just went allin on team building which just went allin on team building which just went allin on team building which is what we still do to this day and she is what we still do to this day and she is what we still do to this day and she is now since pretty much retired. I run is now since pretty much retired. I run is now since pretty much retired. I run the team on my own at this point, but uh

[8:29] the team on my own at this point, but uh the team on my own at this point, but uh you know, prior to that, it was you know, prior to that, it was you know, prior to that, it was something that the two of us did something that the two of us did something that the two of us did together and and absolutely loved it. together and and absolutely loved it. together and and absolutely loved it. Helped us with leverage and gaining some Helped us with leverage and gaining some Helped us with leverage and gaining some of our life back. of our life back. of our life back. >> Awesome. Okay. So, what what were the >> Awesome. Okay. So, what what were the >> Awesome. Okay. So, what what were the first steps in and forming the team? Uh first steps in and forming the team? Uh first steps in and forming the team? Uh did you did you bring on a separate TC?

[8:45] did you did you bring on a separate TC? did you did you bring on a separate TC? Um or did you you know get showing Um or did you you know get showing Um or did you you know get showing agents? Did you divide it that way or agents? Did you divide it that way or agents? Did you divide it that way or was it just kind of referring the was it just kind of referring the was it just kind of referring the additional business that you couldn’t additional business that you couldn’t additional business that you couldn’t handle to the people in the team? handle to the people in the team? handle to the people in the team? >> We went all in. There’s so many >> We went all in. There’s so many >> We went all in. There’s so many different ways to build a team. We different ways to build a team. We different ways to build a team. We really went all in on the traditional really went all in on the traditional really went all in on the traditional model. Uh we hired a TC and then we model. Uh we hired a TC and then we model. Uh we hired a TC and then we started hiring agents to join the team.

[9:05] started hiring agents to join the team. started hiring agents to join the team. We actually built a lot and people are We actually built a lot and people are We actually built a lot and people are going to I’m sure throw eggs at me, but going to I’m sure throw eggs at me, but going to I’m sure throw eggs at me, but we built a lot of our um a lot of when we built a lot of our um a lot of when we built a lot of our um a lot of when we first started on Zillow. So Zillow we first started on Zillow. So Zillow we first started on Zillow. So Zillow was I mean pretty much at that point was I mean pretty much at that point was I mean pretty much at that point nobody was doing Zillow leads. I think nobody was doing Zillow leads. I think nobody was doing Zillow leads. I think we were spending three or four or $500 a we were spending three or four or $500 a we were spending three or four or $500 a month on Zillow leads. And I remember month on Zillow leads. And I remember month on Zillow leads. And I remember going, “Oh my gosh, that’s so much going, “Oh my gosh, that’s so much going, “Oh my gosh, that’s so much money.” But we just we went really heavy

[9:29] money.” But we just we went really heavy money.” But we just we went really heavy into Zillow leads. And then we went into into Zillow leads. And then we went into into Zillow leads. And then we went into Tiger Leads. For anybody that’s been Tiger Leads. For anybody that’s been Tiger Leads. For anybody that’s been around long enough knows what Tiger around long enough knows what Tiger around long enough knows what Tiger Leads are, that Howard Tager uh created Leads are, that Howard Tager uh created Leads are, that Howard Tager uh created that company. And so we just started that company. And so we just started that company. And so we just started buying leads and and getting uh team buying leads and and getting uh team buying leads and and getting uh team agents to join our team. And I worked agents to join our team. And I worked agents to join our team. And I worked harder then. I worked harder for harder then. I worked harder for harder then. I worked harder for probably the first three years of probably the first three years of probably the first three years of building a team than I had ever worked

[9:48] building a team than I had ever worked building a team than I had ever worked in my entire life. I feel it was very in my entire life. I feel it was very in my entire life. I feel it was very very very challenging. Um I thought I very very challenging. Um I thought I very very challenging. Um I thought I was going to get some of my life back. was going to get some of my life back. was going to get some of my life back. It did not happen for a few years but It did not happen for a few years but It did not happen for a few years but eventually it it did. So it’s it was a eventually it it did. So it’s it was a eventually it it did. So it’s it was a huge blessing to start building a team. huge blessing to start building a team.

[10:02] huge blessing to start building a team. I’m really happy and so much has changed I’m really happy and so much has changed I’m really happy and so much has changed since then. But we really just went in since then. But we really just went in since then. But we really just went in all in on the traditional building a all in on the traditional building a all in on the traditional building a team model. I’ve never wanted to do the team model. I’ve never wanted to do the team model. I’ve never wanted to do the showing agent assistant. I do believe showing agent assistant. I do believe showing agent assistant. I do believe that if you just hand out referrals, that if you just hand out referrals, that if you just hand out referrals, they don’t agents just don’t work them they don’t agents just don’t work them they don’t agents just don’t work them um like they do when you’re on a team.

[10:19] um like they do when you’re on a team. um like they do when you’re on a team. So, So, So, >> okay. Yeah, that makes sense. And I I’m >> okay. Yeah, that makes sense. And I I’m >> okay. Yeah, that makes sense. And I I’m curious, what was the thing that curious, what was the thing that curious, what was the thing that transitioned you to having more of like transitioned you to having more of like transitioned you to having more of like you worked really hard for three years you worked really hard for three years you worked really hard for three years and then you were able to kind of and then you were able to kind of and then you were able to kind of balance things out? Did you have to take balance things out? Did you have to take balance things out? Did you have to take some intentional like steps to do so or some intentional like steps to do so or some intentional like steps to do so or or what did that look like? Was it just or what did that look like? Was it just or what did that look like? Was it just building the team up to the point where building the team up to the point where

[10:37] building the team up to the point where you could step back or it was always in you could step back or it was always in you could step back or it was always in the grand plan or did you have to be the grand plan or did you have to be the grand plan or did you have to be like, “All right, we need to we need to like, “All right, we need to we need to like, “All right, we need to we need to change how things are going or else I’m change how things are going or else I’m change how things are going or else I’m going to run run myself into the going to run run myself into the going to run run myself into the ground.” ground.” ground.” >> I Well, after about 3 years is when I >> I Well, after about 3 years is when I >> I Well, after about 3 years is when I finally got to the point that I felt finally got to the point that I felt finally got to the point that I felt comfortable enough to hand all of the comfortable enough to hand all of the comfortable enough to hand all of the leads, the incoming leads to my agents leads, the incoming leads to my agents leads, the incoming leads to my agents and I only work sphere and referral. So,

[10:56] and I only work sphere and referral. So, and I only work sphere and referral. So, that’s that’s all I do now. Sphere and that’s that’s all I do now. Sphere and that’s that’s all I do now. Sphere and referral, past clients, of course, referral, past clients, of course, referral, past clients, of course, that’s that’s all that I work now. So I that’s that’s all that I work now. So I that’s that’s all that I work now. So I don’t have to a lot of times with online don’t have to a lot of times with online don’t have to a lot of times with online leads there’s a lot of nights and leads there’s a lot of nights and leads there’s a lot of nights and there’s a lot of weekends and you’ve got there’s a lot of weekends and you’ve got there’s a lot of weekends and you’ve got a little bit more flexibility when a little bit more flexibility when a little bit more flexibility when you’re working your sphere and referral you’re working your sphere and referral you’re working your sphere and referral agents. So you know and just kind of agents. So you know and just kind of agents. So you know and just kind of just kind of increased that aspect. So I

[11:16] just kind of increased that aspect. So I just kind of increased that aspect. So I don’t take any of the leads anymore for don’t take any of the leads anymore for don’t take any of the leads anymore for our team. our team. our team. >> Yeah, that that’s a really good >> Yeah, that that’s a really good >> Yeah, that that’s a really good distinction or one way to to look at the distinction or one way to to look at the distinction or one way to to look at the difference between that really cold difference between that really cold difference between that really cold versus warm leads. Uh where you know you versus warm leads. Uh where you know you versus warm leads. Uh where you know you they’re they’re wanting to work with you they’re they’re wanting to work with you they’re they’re wanting to work with you if they’re warm. They’re they’re gonna, if they’re warm. They’re they’re gonna, if they’re warm. They’re they’re gonna, you know, work with you under your you know, work with you under your you know, work with you under your schedule if they can versus I don’t know schedule if they can versus I don’t know

[11:36] schedule if they can versus I don’t know you. I want to see this house now. I you. I want to see this house now. I you. I want to see this house now. I mean, that’s kind of what it boils down mean, that’s kind of what it boils down mean, that’s kind of what it boils down to, right? to, right? to, right? >> Yep. Yeah. And if you don’t show me the >> Yep. Yeah. And if you don’t show me the >> Yep. Yeah. And if you don’t show me the house tonight, I will go find the next house tonight, I will go find the next house tonight, I will go find the next agent down the list that will. So, agent down the list that will. So, agent down the list that will. So, >> exactly. >> exactly.

[11:46] >> exactly. >> It’s It takes a while to get there, but >> It’s It takes a while to get there, but >> It’s It takes a while to get there, but eventually it happens. eventually it happens. eventually it happens. >> Yeah. So, Okay. So, that’s still kind of >> Yeah. So, Okay. So, that’s still kind of >> Yeah. So, Okay. So, that’s still kind of the the business model for the team in the the business model for the team in the the business model for the team in general. You’re you’re you’re bringing general. You’re you’re you’re bringing general. You’re you’re you’re bringing in leads uh that they that they will in leads uh that they that they will in leads uh that they that they will work with. Um, do you have systems, CRM, work with. Um, do you have systems, CRM, work with. Um, do you have systems, CRM, that kind of stuff in place for them to that kind of stuff in place for them to that kind of stuff in place for them to help kind of nurture to transition those help kind of nurture to transition those help kind of nurture to transition those cold leads into, you know, the the

[12:04] cold leads into, you know, the the cold leads into, you know, the the longer term kind of relationship to make longer term kind of relationship to make longer term kind of relationship to make it, you know, more sphere and referral it, you know, more sphere and referral it, you know, more sphere and referral based in the future? based in the future? based in the future? >> Absolutely. Yeah, we started uh 2017 >> Absolutely. Yeah, we started uh 2017 >> Absolutely. Yeah, we started uh 2017 using Follow-up Boss, which we still use using Follow-up Boss, which we still use using Follow-up Boss, which we still use that today all these years later. And we that today all these years later. And we that today all these years later. And we are big on nurturing. We host client are big on nurturing. We host client are big on nurturing. We host client events. We host team events. We send out events. We host team events. We send out events. We host team events. We send out monthly newsletters through snail mail monthly newsletters through snail mail monthly newsletters through snail mail and email. We’re just very very good at

[12:29] and email. We’re just very very good at and email. We’re just very very good at staying on top of our clients. I hold staying on top of our clients. I hold staying on top of our clients. I hold the team accountable. So they have a the team accountable. So they have a the team accountable. So they have a required number of calls that they have required number of calls that they have required number of calls that they have to make and contacts they have to make to make and contacts they have to make to make and contacts they have to make and contracts that they have to uh sign and contracts that they have to uh sign and contracts that they have to uh sign too. So you know there’s a lot of too. So you know there’s a lot of too. So you know there’s a lot of accountability to be on our team. I I accountability to be on our team. I I accountability to be on our team. I I like high producing agents that have a like high producing agents that have a like high producing agents that have a great work ethic. doesn’t always happen, great work ethic. doesn’t always happen, great work ethic. doesn’t always happen, but um you know, those are the preferred

[12:49] but um you know, those are the preferred but um you know, those are the preferred agents on the team for sure. So, we we agents on the team for sure. So, we we agents on the team for sure. So, we we have a we have a great culture. I’m very have a we have a great culture. I’m very have a we have a great culture. I’m very very proud of what we’ve developed over very proud of what we’ve developed over very proud of what we’ve developed over the years. the years. the years. >> And have you had any agents that have >> And have you had any agents that have >> And have you had any agents that have kind of I don’t I don’t know if kind of I don’t I don’t know if kind of I don’t I don’t know if graduating is the right term, but kind graduating is the right term, but kind graduating is the right term, but kind of also gotten tired of the online lead of also gotten tired of the online lead of also gotten tired of the online lead uh method and have been able to have uh method and have been able to have uh method and have been able to have enough business that they were happy enough business that they were happy

[13:06] enough business that they were happy with uh from the sphere and repeat with uh from the sphere and repeat with uh from the sphere and repeat business model. business model. business model. >> Yeah, absolutely. Yeah. And that’s a >> Yeah, absolutely. Yeah. And that’s a >> Yeah, absolutely. Yeah. And that’s a great transition for them, too, because great transition for them, too, because great transition for them, too, because they do feel like they’re getting some they do feel like they’re getting some they do feel like they’re getting some of their life back as well. I’ve had of their life back as well. I’ve had of their life back as well. I’ve had agents on my team that have been there agents on my team that have been there agents on my team that have been there for probably, let’s see, we’ve built a for probably, let’s see, we’ve built a for probably, let’s see, we’ve built a team now for 10 years. So, I have agents team now for 10 years. So, I have agents team now for 10 years. So, I have agents that have been on my team for six years that have been on my team for six years

[13:25] that have been on my team for six years at this point. And then some agents that at this point. And then some agents that at this point. And then some agents that just joined last month. So, I I have a just joined last month. So, I I have a just joined last month. So, I I have a good range of all of them. Um, but yeah, good range of all of them. Um, but yeah, good range of all of them. Um, but yeah, the ones that have been on the team the ones that have been on the team the ones that have been on the team forever are definitely at that point forever are definitely at that point forever are definitely at that point where they don’t they don’t need to take where they don’t they don’t need to take where they don’t they don’t need to take as many leads as they do, unless, you as many leads as they do, unless, you as many leads as they do, unless, you know, it’s totally up to them if they know, it’s totally up to them if they know, it’s totally up to them if they want to. But, want to. But, want to. But, >> Sure. No, that makes sense. I mean, >> Sure. No, that makes sense. I mean,

[13:42] >> Sure. No, that makes sense. I mean, that’s kind of maybe the the natural that’s kind of maybe the the natural that’s kind of maybe the the natural ladder of progression, if you will, in ladder of progression, if you will, in ladder of progression, if you will, in in the in the business. And and it’s in the in the business. And and it’s in the in the business. And and it’s unfortunate for the people that don’t unfortunate for the people that don’t unfortunate for the people that don’t treat their, you know, sphere or the treat their, you know, sphere or the treat their, you know, sphere or the people that they sell to if they have people that they sell to if they have people that they sell to if they have this like that’s the danger with like this like that’s the danger with like this like that’s the danger with like the buying leads, I think, is if you’re the buying leads, I think, is if you’re the buying leads, I think, is if you’re you’ve got this like, you know, you’ve got this like, you know, you’ve got this like, you know, sometimes it can be feel like a, you sometimes it can be feel like a, you

[14:00] sometimes it can be feel like a, you know, fire hose blast. You you’re know, fire hose blast. You you’re know, fire hose blast. You you’re playing secretary. You’re having to like playing secretary. You’re having to like playing secretary. You’re having to like keep up with all this stuff. It’s really keep up with all this stuff. It’s really keep up with all this stuff. It’s really hard. So remember that you’ve got to hard. So remember that you’ve got to hard. So remember that you’ve got to nurture the people that you’ve already nurture the people that you’ve already nurture the people that you’ve already spoken with um or that you’ve already spoken with um or that you’ve already spoken with um or that you’ve already sold to uh so that that you can kind of sold to uh so that that you can kind of sold to uh so that that you can kind of get past that cuz I I mean personally I get past that cuz I I mean personally I get past that cuz I I mean personally I don’t love being on call all the time don’t love being on call all the time don’t love being on call all the time like that. It’s it it would drive me

[14:19] like that. It’s it it would drive me like that. It’s it it would drive me crazy. I’ve never I’ve dabbled in it a crazy. I’ve never I’ve dabbled in it a crazy. I’ve never I’ve dabbled in it a little bit but it’s not really been my little bit but it’s not really been my little bit but it’s not really been my uh way I I I like to work. Um, so I I uh way I I I like to work. Um, so I I uh way I I I like to work. Um, so I I can see how that is a natural can see how that is a natural can see how that is a natural progression and yeah, people just have progression and yeah, people just have progression and yeah, people just have to be intentional about building the to be intentional about building the to be intentional about building the systems and building everything so that systems and building everything so that systems and building everything so that they can uh kind of move past that one they can uh kind of move past that one they can uh kind of move past that one day if that’s the their end all be all day if that’s the their end all be all day if that’s the their end all be all goal.

[14:39] goal. goal. >> Yeah, I think that’s the hardest part >> Yeah, I think that’s the hardest part >> Yeah, I think that’s the hardest part too when it comes to building a team or too when it comes to building a team or too when it comes to building a team or or even just being a real estate agent. or even just being a real estate agent. or even just being a real estate agent. I think when people see real estate I think when people see real estate I think when people see real estate agent they see us showing houses and agent they see us showing houses and agent they see us showing houses and talking to people all day and there’s so talking to people all day and there’s so talking to people all day and there’s so much more to it that if you don’t have much more to it that if you don’t have much more to it that if you don’t have your systems and processes built out, your systems and processes built out, your systems and processes built out, you’ll you’re going to fail or you’re you’ll you’re going to fail or you’re you’ll you’re going to fail or you’re going to struggle. You might not fail,

[14:55] going to struggle. You might not fail, going to struggle. You might not fail, but you’re definitely going to struggle. but you’re definitely going to struggle. but you’re definitely going to struggle. >> Yeah. Yeah. I mean, that’s and and so >> Yeah. Yeah. I mean, that’s and and so >> Yeah. Yeah. I mean, that’s and and so I’ve been big into like the personality I’ve been big into like the personality I’ve been big into like the personality theory and strength-based stuff uh with theory and strength-based stuff uh with theory and strength-based stuff uh with with my team and just kind of been on with my team and just kind of been on with my team and just kind of been on that kick for a while. Um and I I think that kick for a while. Um and I I think that kick for a while. Um and I I think that it’s also when you talk about that it’s also when you talk about that it’s also when you talk about somebody getting into the business and somebody getting into the business and somebody getting into the business and what they think it’s going to be, uh what they think it’s going to be, uh

[15:14] what they think it’s going to be, uh they don’t really expect to have all the they don’t really expect to have all the they don’t really expect to have all the hats that we have to have, right? I hats that we have to have, right? I hats that we have to have, right? I mean, we have to be like a marketing mean, we have to be like a marketing mean, we have to be like a marketing director. We have to do all this kind of director. We have to do all this kind of director. We have to do all this kind of stuff uh that you may not have been stuff uh that you may not have been stuff uh that you may not have been expecting to do. Um, and that’s, you expecting to do. Um, and that’s, you expecting to do. Um, and that’s, you know, I think one of the another know, I think one of the another know, I think one of the another advantage of having a team is that you advantage of having a team is that you advantage of having a team is that you can kind of have people that are can kind of have people that are can kind of have people that are specialized in certain areas they’re specialized in certain areas they’re

[15:31] specialized in certain areas they’re good at and that that that don’t drain good at and that that that don’t drain good at and that that that don’t drain them. Um, have you have you taken any them. Um, have you have you taken any them. Um, have you have you taken any approaches when you hire? Uh, do you do approaches when you hire? Uh, do you do approaches when you hire? Uh, do you do disk assessment, any kind of assessments disk assessment, any kind of assessments disk assessment, any kind of assessments to see uh if if they’re going to be a to see uh if if they’re going to be a to see uh if if they’re going to be a good fit or kind of how they they fit good fit or kind of how they they fit good fit or kind of how they they fit into the team in general?

[15:46] into the team in general? into the team in general? >> The only time I ever do a disk >> The only time I ever do a disk >> The only time I ever do a disk assessment is if I’m hiring staff. But assessment is if I’m hiring staff. But assessment is if I’m hiring staff. But for a team for a team member, I don’t do for a team for a team member, I don’t do for a team for a team member, I don’t do a disk assessment because we don’t have a disk assessment because we don’t have a disk assessment because we don’t have our a lot of times uh people do a disk our a lot of times uh people do a disk our a lot of times uh people do a disk assessment if they separate buyers assessment if they separate buyers assessment if they separate buyers agents versus listing agents and we agents versus listing agents and we agents versus listing agents and we don’t have that separation. So you can don’t have that separation. So you can don’t have that separation. So you can you can figure out pretty quick what you can figure out pretty quick what you can figure out pretty quick what kind of person they are um it doesn’t

[16:06] kind of person they are um it doesn’t kind of person they are um it doesn’t take that long um to figure it out. So I take that long um to figure it out. So I take that long um to figure it out. So I don’t I don’t worry about it too much. don’t I don’t worry about it too much. don’t I don’t worry about it too much. And And And >> yeah and I think >> yeah and I think >> yeah and I think >> surprise you. >> surprise you. >> surprise you. >> Oh absolutely. And I think that’s Yeah. >> Oh absolutely. And I think that’s Yeah. >> Oh absolutely. And I think that’s Yeah. I mean, this is the kind of business I mean, this is the kind of business I mean, this is the kind of business that you uh I mean, it could it’s the that you uh I mean, it could it’s the that you uh I mean, it could it’s the the bad thing is is that if you are the bad thing is is that if you are the bad thing is is that if you are somebody looking to get into the somebody looking to get into the somebody looking to get into the business and you and you’re like being business and you and you’re like being

[16:24] business and you and you’re like being approached by teams or or um or approached by teams or or um or approached by teams or or um or brokerages in general, you might feel brokerages in general, you might feel brokerages in general, you might feel flattered that they want you, but in the flattered that they want you, but in the flattered that they want you, but in the reality is like a lot of places, they reality is like a lot of places, they reality is like a lot of places, they don’t really care if you’re successful don’t really care if you’re successful don’t really care if you’re successful or not. You can you’re not going to cost or not. You can you’re not going to cost or not. You can you’re not going to cost them that much money. If you come in and them that much money. If you come in and them that much money. If you come in and are successful, it’s a great win. If are successful, it’s a great win. If are successful, it’s a great win. If not, then you know, it’s not like not, then you know, it’s not like not, then you know, it’s not like they’re paying you an annual salary. Um

[16:42] they’re paying you an annual salary. Um they’re paying you an annual salary. Um and and so that’s yeah one of the and and so that’s yeah one of the and and so that’s yeah one of the downsides of it but I think you know downsides of it but I think you know downsides of it but I think you know there are ways of and this can be a there are ways of and this can be a there are ways of and this can be a personal thing for anybody going through personal thing for anybody going through personal thing for anybody going through the the business of focusing on what the the business of focusing on what the the business of focusing on what you’re strong at what you’re good at and you’re strong at what you’re good at and you’re strong at what you’re good at and learning how to delegate uh the things learning how to delegate uh the things learning how to delegate uh the things that you’re not uh so that you’re not that you’re not uh so that you’re not that you’re not uh so that you’re not you know burning yourself out and I you know burning yourself out and I you know burning yourself out and I think that’s very common in the business

[17:02] think that’s very common in the business think that’s very common in the business as well. as well. as well. >> Yeah I agree with that completely. I >> Yeah I agree with that completely. I >> Yeah I agree with that completely. I think a lot of and just being an think a lot of and just being an think a lot of and just being an entrepreneur in itself and a business entrepreneur in itself and a business entrepreneur in itself and a business owner is harder than what most people owner is harder than what most people owner is harder than what most people think because you have to be extremely think because you have to be extremely think because you have to be extremely self motivated to get up and do the self motivated to get up and do the self motivated to get up and do the right thing.

[17:14] right thing. right thing. >> 100%. 100%. Uh so I guess the next >> 100%. 100%. Uh so I guess the next >> 100%. 100%. Uh so I guess the next question I I have is is just kind of how question I I have is is just kind of how question I I have is is just kind of how did you get into the investing side of did you get into the investing side of did you get into the investing side of real estate as well? When did that start real estate as well? When did that start real estate as well? When did that start and what did that look like? and what did that look like? and what did that look like? I was very very fortunate that I was very very fortunate that I was very very fortunate that everything that I have learned in the everything that I have learned in the everything that I have learned in the real estate realm came from my parents real estate realm came from my parents real estate realm came from my parents when my father was building in the 80s.

[17:36] when my father was building in the 80s. when my father was building in the 80s. He ran into one of the wealthiest He ran into one of the wealthiest He ran into one of the wealthiest gentlemen at the time here locally uh in gentlemen at the time here locally uh in gentlemen at the time here locally uh in my market in southwest Missouri. And my market in southwest Missouri. And my market in southwest Missouri. And just chatting with him, that gentleman just chatting with him, that gentleman just chatting with him, that gentleman said, “Buy one rental property every said, “Buy one rental property every said, “Buy one rental property every year and you’ll retire comfortably.” And year and you’ll retire comfortably.” And year and you’ll retire comfortably.” And so that they they took note of that and so that they they took note of that and so that they they took note of that and they my parents have literally taught me they my parents have literally taught me they my parents have literally taught me everything. I mean they own 50 some odd everything. I mean they own 50 some odd everything. I mean they own 50 some odd single family doors um duplexes you know

[18:02] single family doors um duplexes you know single family doors um duplexes you know things like that. I personally own nine. things like that. I personally own nine. things like that. I personally own nine. I started finally when I was 37 which my I started finally when I was 37 which my I started finally when I was 37 which my father actually started at 37. And I father actually started at 37. And I father actually started at 37. And I know a lot of when I was 37 and I was know a lot of when I was 37 and I was know a lot of when I was 37 and I was buying my first rental property I was buying my first rental property I was buying my first rental property I was like oh my gosh I’m so far behind the like oh my gosh I’m so far behind the like oh my gosh I’m so far behind the game. I should have started this sooner game. I should have started this sooner game. I should have started this sooner and I’m so old. I’m 45 now. So, it’s and I’m so old. I’m 45 now. So, it’s and I’m so old. I’m 45 now. So, it’s comical to think at 37 I felt old. But I comical to think at 37 I felt old. But I comical to think at 37 I felt old. But I was like, “Oh, I’m so old. I’m so far

[18:27] was like, “Oh, I’m so old. I’m so far was like, “Oh, I’m so old. I’m so far behind.” And you’re not. I mean, I I see behind.” And you’re not. I mean, I I see behind.” And you’re not. I mean, I I see now that I am very very lucky. real now that I am very very lucky. real now that I am very very lucky. real estate, we literally have a golden estate, we literally have a golden estate, we literally have a golden ticket to changing the lives of the ticket to changing the lives of the ticket to changing the lives of the people around us, changing our buyers people around us, changing our buyers people around us, changing our buyers and sellers lives, changing legacies for and sellers lives, changing legacies for and sellers lives, changing legacies for ourselves, for generations down the line ourselves, for generations down the line ourselves, for generations down the line through investing. And so many people through investing. And so many people through investing. And so many people want the knowledge, the information, the want the knowledge, the information, the want the knowledge, the information, the the things that we have at our

[18:52] the things that we have at our the things that we have at our fingertips. So, if you’re not taking fingertips. So, if you’re not taking fingertips. So, if you’re not taking advantage of investing, I mean, you’re advantage of investing, I mean, you’re advantage of investing, I mean, you’re crazy. You need to learn how to do it. crazy. You need to learn how to do it. crazy. You need to learn how to do it. You need to lean on people that know how You need to lean on people that know how You need to lean on people that know how to do it. And so I started um my first to do it. And so I started um my first to do it. And so I started um my first one was in 2017 and then I’ve when I run one was in 2017 and then I’ve when I run one was in 2017 and then I’ve when I run across good deals I I snatch them up. So across good deals I I snatch them up. So across good deals I I snatch them up. So now I have nine. So in you know what now I have nine. So in you know what now I have nine. So in you know what would that be? Eight years I’ve got nine would that be? Eight years I’ve got nine would that be? Eight years I’ve got nine rental properties.

[19:15] rental properties. rental properties. >> Yeah. It’s awesome. And and what a great >> Yeah. It’s awesome. And and what a great >> Yeah. It’s awesome. And and what a great uh thing to grow up with. What a great uh thing to grow up with. What a great uh thing to grow up with. What a great environment to grow up with. I mean it’s environment to grow up with. I mean it’s environment to grow up with. I mean it’s it’s so common to think you know that it’s so common to think you know that it’s so common to think you know that you’ve missed the boat uh with you’ve missed the boat uh with you’ve missed the boat uh with investing. investing. investing. >> Uh it’s so common. I mean, and I think >> Uh it’s so common. I mean, and I think >> Uh it’s so common. I mean, and I think it’s also I mean, we see this when we we it’s also I mean, we see this when we we it’s also I mean, we see this when we we sell uh to people in general that it sell uh to people in general that it sell uh to people in general that it always feels like you’re overpaying when always feels like you’re overpaying when

[19:36] always feels like you’re overpaying when you buy like it feels like you’re you buy like it feels like you’re you buy like it feels like you’re overpaying. overpaying. overpaying. >> And you know, you look back at what real >> And you know, you look back at what real >> And you know, you look back at what real estate prices were, you know, when we estate prices were, you know, when we estate prices were, you know, when we started, 2013, 2014 is when I started, started, 2013, 2014 is when I started, started, 2013, 2014 is when I started, but but but >> um you know, yeah, it would have been >> um you know, yeah, it would have been >> um you know, yeah, it would have been great to scoop up a ton of real estate great to scoop up a ton of real estate great to scoop up a ton of real estate then and look what happened in the then and look what happened in the then and look what happened in the pandemic. It was amazing. But pandemic. It was amazing. But pandemic. It was amazing. But >> but the fact is is it’s like a tree, >> but the fact is is it’s like a tree,

[19:54] >> but the fact is is it’s like a tree, right? Like the the best time to plant right? Like the the best time to plant right? Like the the best time to plant one was 10 years ago. the next best time one was 10 years ago. the next best time one was 10 years ago. the next best time is now. Um, and if you are able to just, is now. Um, and if you are able to just, is now. Um, and if you are able to just, you know, even if the numbers aren’t you know, even if the numbers aren’t you know, even if the numbers aren’t perfect, you know, I think it’s really perfect, you know, I think it’s really perfect, you know, I think it’s really important to analyze and and be smart important to analyze and and be smart important to analyze and and be smart about your financial decisions, but just about your financial decisions, but just about your financial decisions, but just know that it gets better and better and know that it gets better and better and know that it gets better and better and better over time. And and I mean, your better over time. And and I mean, your better over time. And and I mean, your your parents could attest to that. Their

[20:15] your parents could attest to that. Their your parents could attest to that. Their portfolio, I’m sure, has grown portfolio, I’m sure, has grown portfolio, I’m sure, has grown significantly in value and the rents significantly in value and the rents significantly in value and the rents have gone up. Uh, so the cash flow, all have gone up. Uh, so the cash flow, all have gone up. Uh, so the cash flow, all that stuff has gotten way better. Not to that stuff has gotten way better. Not to that stuff has gotten way better. Not to mention that the fact that you know you mention that the fact that you know you mention that the fact that you know you have they have 50 tenants paying down have they have 50 tenants paying down have they have 50 tenants paying down mortgages. Maybe not anymore. Uh but you mortgages. Maybe not anymore. Uh but you mortgages. Maybe not anymore. Uh but you know that’s you add that up you compound know that’s you add that up you compound know that’s you add that up you compound all these things over time and over all these things over time and over all these things over time and over numbers of properties. It it’s powerful.

[20:39] numbers of properties. It it’s powerful. numbers of properties. It it’s powerful. Um and yeah, you’re absolutely right. I Um and yeah, you’re absolutely right. I Um and yeah, you’re absolutely right. I mean we have the ability to change our mean we have the ability to change our mean we have the ability to change our clients lives. Um and we do help clients lives. Um and we do help clients lives. Um and we do help investors and we do help people buy investors and we do help people buy investors and we do help people buy their own houses, but it’s amazing their own houses, but it’s amazing their own houses, but it’s amazing sometimes, you know, agents don’t buy sometimes, you know, agents don’t buy sometimes, you know, agents don’t buy themselves. And I think it’s yeah, it’s themselves. And I think it’s yeah, it’s themselves. And I think it’s yeah, it’s a shame. I mean, it it is the best way a shame. I mean, it it is the best way a shame. I mean, it it is the best way to get wealthy.

[20:58] to get wealthy. to get wealthy. >> It is. I mean, I’ll scream it to the >> It is. I mean, I’ll scream it to the >> It is. I mean, I’ll scream it to the rooftops. And one of the things that I rooftops. And one of the things that I rooftops. And one of the things that I truly believe with us building our team truly believe with us building our team truly believe with us building our team is is I want my agents not just to work is is I want my agents not just to work is is I want my agents not just to work with buyers and sellers. I want to teach with buyers and sellers. I want to teach with buyers and sellers. I want to teach them all these other ways to build a them all these other ways to build a them all these other ways to build a passive income lifestyle. So, I’m we’re passive income lifestyle. So, I’m we’re passive income lifestyle. So, I’m we’re very big on that here. We teach them how very big on that here. We teach them how very big on that here. We teach them how to do property management. We teach them to do property management. We teach them to do property management. We teach them how to buy and hold and fix and flip. Uh

[21:19] how to buy and hold and fix and flip. Uh how to buy and hold and fix and flip. Uh we teach them about new construction if we teach them about new construction if we teach them about new construction if they’re interested. I mean pretty much I they’re interested. I mean pretty much I they’re interested. I mean pretty much I can teach them seven different ways to can teach them seven different ways to can teach them seven different ways to build an income here on the team that is build an income here on the team that is build an income here on the team that is not just working with buyers and sellers not just working with buyers and sellers not just working with buyers and sellers and it is so important to do that. I and it is so important to do that. I and it is so important to do that. I mean so much wealth is built. I I cannot mean so much wealth is built. I I cannot mean so much wealth is built. I I cannot remember where the wealthiest people it remember where the wealthiest people it remember where the wealthiest people it seems like I read somewhere the seems like I read somewhere the

[21:37] seems like I read somewhere the wealthiest people all own real estate. I wealthiest people all own real estate. I wealthiest people all own real estate. I know a lot of people own businesses and know a lot of people own businesses and know a lot of people own businesses and stuff as well but I mean you have to stuff as well but I mean you have to stuff as well but I mean you have to have a lot of capital to own a business. have a lot of capital to own a business. have a lot of capital to own a business. You don’t necessarily have to have a lot You don’t necessarily have to have a lot You don’t necessarily have to have a lot of capital to buy your first rental of capital to buy your first rental of capital to buy your first rental property. So, um, property. So, um, property. So, um, >> yeah, especially if you’re if you’re >> yeah, especially if you’re if you’re >> yeah, especially if you’re if you’re doing a house hack, um, or or even just doing a house hack, um, or or even just doing a house hack, um, or or even just buying a place to live and then moving buying a place to live and then moving

[21:55] buying a place to live and then moving when you can, um, that’s such a when you can, um, that’s such a when you can, um, that’s such a lowhanging fruit way to get in, uh, the lowhanging fruit way to get in, uh, the lowhanging fruit way to get in, uh, the business and, uh, yeah, it it works and business and, uh, yeah, it it works and business and, uh, yeah, it it works and you have to, you know, there there are you have to, you know, there there are you have to, you know, there there are headaches. Um, and I think, you know, a headaches. Um, and I think, you know, a headaches. Um, and I think, you know, a certain point you have to understand certain point you have to understand certain point you have to understand yourself as well. If if if not getting yourself as well. If if if not getting yourself as well. If if if not getting property management, doing it yourself property management, doing it yourself property management, doing it yourself is going to make you get out of the is going to make you get out of the is going to make you get out of the game, then maybe it’s better to hire the

[22:17] game, then maybe it’s better to hire the game, then maybe it’s better to hire the property management because again, we’re property management because again, we’re property management because again, we’re looking at the big term. We’re not looking at the big term. We’re not looking at the big term. We’re not looking at when we say this is the best looking at when we say this is the best looking at when we say this is the best way to get to become wealthy, to become way to get to become wealthy, to become way to get to become wealthy, to become a millionaire or whatever. Um this isn’t a millionaire or whatever. Um this isn’t a millionaire or whatever. Um this isn’t like, yeah, you buy one rental and like, yeah, you buy one rental and like, yeah, you buy one rental and you’re wealthy. It’s not like you buy 10 you’re wealthy. It’s not like you buy 10 you’re wealthy. It’s not like you buy 10 rentals necessarily and you’re wealthy.

[22:30] rentals necessarily and you’re wealthy. rentals necessarily and you’re wealthy. Um, it takes time, but uh once you start Um, it takes time, but uh once you start Um, it takes time, but uh once you start experiencing that power over time, it experiencing that power over time, it experiencing that power over time, it just Yeah, it’s so drastically just Yeah, it’s so drastically just Yeah, it’s so drastically different. I mean, I bought my first different. I mean, I bought my first different. I mean, I bought my first house um for like $144,000. We lived in house um for like $144,000. We lived in house um for like $144,000. We lived in it. We put $7,000 into it. And um that it. We put $7,000 into it. And um that it. We put $7,000 into it. And um that house is probably worth like 275 now. Um house is probably worth like 275 now. Um house is probably worth like 275 now. Um and we actually we put it on a 15-year and we actually we put it on a 15-year and we actually we put it on a 15-year mortgage, which I probably wouldn’t have mortgage, which I probably wouldn’t have mortgage, which I probably wouldn’t have done. Uh but we owe like $40,000 on it

[22:59] done. Uh but we owe like $40,000 on it done. Uh but we owe like $40,000 on it now. And it’s just uh yeah, it’s been a now. And it’s just uh yeah, it’s been a now. And it’s just uh yeah, it’s been a a great thing. It is needing to be a great thing. It is needing to be a great thing. It is needing to be remodeled whenever these tenants move remodeled whenever these tenants move remodeled whenever these tenants move out. That’s the uh downside. Um but out. That’s the uh downside. Um but out. That’s the uh downside. Um but we’re just kind of, you know, they’re we’re just kind of, you know, they’re we’re just kind of, you know, they’re they’re happy paying their rent as it they’re happy paying their rent as it they’re happy paying their rent as it is. And you know, if we kicked them out, is. And you know, if we kicked them out, is. And you know, if we kicked them out, we’d have to put a decent amount of we’d have to put a decent amount of we’d have to put a decent amount of money still worth it into it to get it money still worth it into it to get it money still worth it into it to get it back and ready. Uh but yeah, it’s just

[23:24] back and ready. Uh but yeah, it’s just back and ready. Uh but yeah, it’s just you get you get used to those kind of you get you get used to those kind of you get you get used to those kind of things. I mean, it’s just like sales. I things. I mean, it’s just like sales. I things. I mean, it’s just like sales. I mean, you kind of get used to the ups mean, you kind of get used to the ups mean, you kind of get used to the ups and downs. Like there’s there’s things and downs. Like there’s there’s things and downs. Like there’s there’s things that are stressful in sales and you that are stressful in sales and you that are stressful in sales and you know, managing properties, but yeah, you know, managing properties, but yeah, you know, managing properties, but yeah, you the more you experience it, the more you the more you experience it, the more you the more you experience it, the more you you kind of just get used to it and go you kind of just get used to it and go you kind of just get used to it and go with the flow and it just is what it is.

[23:41] with the flow and it just is what it is. with the flow and it just is what it is. It’s just take care of it. It’s just take care of it. It’s just take care of it. >> Yeah, you just you’re right, you just >> Yeah, you just you’re right, you just >> Yeah, you just you’re right, you just have to take care of it. And when I have to take care of it. And when I have to take care of it. And when I started uh in 2017 with my first rental started uh in 2017 with my first rental started uh in 2017 with my first rental property, I really did not want to be a property, I really did not want to be a property, I really did not want to be a property manager. I was a single mom to property manager. I was a single mom to property manager. I was a single mom to two little boys trying to run all these two little boys trying to run all these two little boys trying to run all these other businesses and and build a other businesses and and build a other businesses and and build a successful real estate career and a successful real estate career and a successful real estate career and a successful real estate team and I was

[24:01] successful real estate team and I was successful real estate team and I was like I don’t mind to pay her 10%. So I like I don’t mind to pay her 10%. So I like I don’t mind to pay her 10%. So I paid it wasn’t truthfully let’s see now paid it wasn’t truthfully let’s see now paid it wasn’t truthfully let’s see now it’s been eight years and it wasn’t it’s been eight years and it wasn’t it’s been eight years and it wasn’t until this last year that I bought two until this last year that I bought two until this last year that I bought two and decided to start to manage those two and decided to start to manage those two and decided to start to manage those two on my own. And she still holds the first on my own. And she still holds the first on my own. And she still holds the first six um the first seven that I had. So, six um the first seven that I had. So, six um the first seven that I had. So, she still has them because I don’t I she still has them because I don’t I she still has them because I don’t I didn’t want to take all of them on at didn’t want to take all of them on at didn’t want to take all of them on at once. So, I just wanted to dabble and if

[24:25] once. So, I just wanted to dabble and if once. So, I just wanted to dabble and if this didn’t work out for me, I was going this didn’t work out for me, I was going this didn’t work out for me, I was going to give those two back to her. But, um, to give those two back to her. But, um, to give those two back to her. But, um, so it really is a slow game. And you do so it really is a slow game. And you do so it really is a slow game. And you do have to you do have to prioritize. For have to you do have to prioritize. For have to you do have to prioritize. For me, it was completely worth it because I me, it was completely worth it because I me, it was completely worth it because I didn’t want to have to go worry about didn’t want to have to go worry about didn’t want to have to go worry about unclogging a toilet at 2 a.m. because unclogging a toilet at 2 a.m. because unclogging a toilet at 2 a.m. because somebody’s dog shoved a bone down the somebody’s dog shoved a bone down the somebody’s dog shoved a bone down the toilet. I just I didn’t want to do it. I toilet. I just I didn’t want to do it. I

[24:43] toilet. I just I didn’t want to do it. I did not want the checks to show up in my did not want the checks to show up in my did not want the checks to show up in my mailbox. I didn’t want my tenants to mailbox. I didn’t want my tenants to mailbox. I didn’t want my tenants to know where I was living because, you know where I was living because, you know where I was living because, you know, single parents. So, all these know, single parents. So, all these know, single parents. So, all these things I was I was concerned about. So, things I was I was concerned about. So, things I was I was concerned about. So, I just dipped my toe in last year. So, I just dipped my toe in last year. So, I just dipped my toe in last year. So, it’s definitely a slow game. You’re not it’s definitely a slow game. You’re not it’s definitely a slow game. You’re not going to get rich overnight building out going to get rich overnight building out going to get rich overnight building out your portfolio, but it is a good ret.

[25:01] your portfolio, but it is a good ret. your portfolio, but it is a good ret. It’s our 401k, you know, it It’s our 401k, you know, it It’s our 401k, you know, it >> it is like the real 401k. Um because >> it is like the real 401k. Um because >> it is like the real 401k. Um because there’s also the great tax advantages of there’s also the great tax advantages of there’s also the great tax advantages of it. I mean there’s, you know, if you can it. I mean there’s, you know, if you can it. I mean there’s, you know, if you can get even that accelerated depreciation get even that accelerated depreciation get even that accelerated depreciation uh added in the mix, that’s can be a uh added in the mix, that’s can be a uh added in the mix, that’s can be a huge uh tax write off for uh you as a huge uh tax write off for uh you as a huge uh tax write off for uh you as a you know real estate professional. So you know real estate professional. So you know real estate professional. So it’s it’s it’s really a really good it’s it’s it’s really a really good it’s it’s it’s really a really good opportunity for agents to to get into.

[25:27] opportunity for agents to to get into. opportunity for agents to to get into. And I think if you are going to And I think if you are going to And I think if you are going to self-manage, uh one of the ways I’ve self-manage, uh one of the ways I’ve self-manage, uh one of the ways I’ve looked at it or or had to reframe uh looked at it or or had to reframe uh looked at it or or had to reframe uh because I mean often when some something because I mean often when some something because I mean often when some something happens a you’re annoyed that you’re happens a you’re annoyed that you’re happens a you’re annoyed that you’re getting bugged. There’s that. There’s getting bugged. There’s that. There’s getting bugged. There’s that. There’s that, right? And then B, you’re like, that, right? And then B, you’re like, that, right? And then B, you’re like, “Oh, how much is this going to cost?” “Oh, how much is this going to cost?” “Oh, how much is this going to cost?” And can I go over there and fix it or do And can I go over there and fix it or do And can I go over there and fix it or do something? And and I’m not super handy.

[25:47] something? And and I’m not super handy. something? And and I’m not super handy. So, I’m like, it’s usually not that’s So, I’m like, it’s usually not that’s So, I’m like, it’s usually not that’s not the first thing I I, you know, think not the first thing I I, you know, think not the first thing I I, you know, think of. Um, but I kind of try to reframe it of. Um, but I kind of try to reframe it of. Um, but I kind of try to reframe it to be like, okay, you’re the property to be like, okay, you’re the property to be like, okay, you’re the property manager for this these properties. These manager for this these properties. These manager for this these properties. These are businesses. You’re not relying on are businesses. You’re not relying on are businesses. You’re not relying on this income. This is a long-term thing.

[26:01] this income. This is a long-term thing. this income. This is a long-term thing. Um, and I just send a professional to Um, and I just send a professional to Um, and I just send a professional to take care of it and that’s it. It just take care of it and that’s it. It just take care of it and that’s it. It just and and again like you know it it may and and again like you know it it may and and again like you know it it may not be the most cost effective way of not be the most cost effective way of not be the most cost effective way of doing it. Uh but at the same time like doing it. Uh but at the same time like doing it. Uh but at the same time like I’m not managing having having it I’m not managing having having it I’m not managing having having it managed. So like I’m saving there and managed. So like I’m saving there and managed. So like I’m saving there and it’s just the decision I make to keep it it’s just the decision I make to keep it it’s just the decision I make to keep it easier on me and less stressful.

[26:25] easier on me and less stressful. easier on me and less stressful. >> Yeah. And that to you might be worth >> Yeah. And that to you might be worth >> Yeah. And that to you might be worth everything. And so it might not be the everything. And so it might not be the everything. And so it might not be the most cost effective when it comes to most cost effective when it comes to most cost effective when it comes to your checkbook, but you’re also having your checkbook, but you’re also having your checkbook, but you’re also having to look at the opportunity cost. How to look at the opportunity cost. How to look at the opportunity cost. How many other potential buyers or sellers many other potential buyers or sellers many other potential buyers or sellers could you working with instead of could you working with instead of could you working with instead of chasing down a plumber? So there’s chasing down a plumber? So there’s chasing down a plumber? So there’s there’s always a cost benefit uh one way there’s always a cost benefit uh one way there’s always a cost benefit uh one way or the other for you know, you’re either

[26:43] or the other for you know, you’re either or the other for you know, you’re either boots on the ground, just getting boots on the ground, just getting boots on the ground, just getting started, or you’re at the point where started, or you’re at the point where started, or you’re at the point where you can pay a little bit more for a you can pay a little bit more for a you can pay a little bit more for a reliable plumber while you go make reliable plumber while you go make reliable plumber while you go make another sale. another sale. another sale. >> Yeah. And I think there’s always a grind >> Yeah. And I think there’s always a grind >> Yeah. And I think there’s always a grind phase. Um, and that’s true with sales phase. Um, and that’s true with sales phase. Um, and that’s true with sales and true with investing. Um, and and you and true with investing. Um, and and you and true with investing. Um, and and you you do maybe do a few more things in the you do maybe do a few more things in the you do maybe do a few more things in the grind phase than you would like to or

[27:05] grind phase than you would like to or grind phase than you would like to or where you can get to eventually. But where you can get to eventually. But where you can get to eventually. But again, as time goes on, you’re become again, as time goes on, you’re become again, as time goes on, you’re become more successful. You don’t have to do more successful. You don’t have to do more successful. You don’t have to do that grind stuff as much. Like we talked that grind stuff as much. Like we talked that grind stuff as much. Like we talked about like getting the leads in or or about like getting the leads in or or about like getting the leads in or or you know, you have more equity, the rent you know, you have more equity, the rent you know, you have more equity, the rent has gone up, the so that the cash flow has gone up, the so that the cash flow has gone up, the so that the cash flow is better. You can just choose to pay is better. You can just choose to pay is better. You can just choose to pay for a plumber to come um and and not go for a plumber to come um and and not go for a plumber to come um and and not go try to get that dog bone out.

[27:27] But But But >> people those non those flushable wipes >> people those non those flushable wipes >> people those non those flushable wipes that really are never flushable, you that really are never flushable, you that really are never flushable, you know, those are the worst. know, those are the worst. know, those are the worst. >> Yeah. >> Yeah. >> Yeah. >> Yeah. I mean, yeah. So, it’s not without >> Yeah. I mean, yeah. So, it’s not without >> Yeah. I mean, yeah. So, it’s not without headache, but it is an incredible tool. headache, but it is an incredible tool. headache, but it is an incredible tool. And it’s awesome that you’re teaching And it’s awesome that you’re teaching And it’s awesome that you’re teaching your your your people uh and your team your your your people uh and your team your your your people uh and your team to invest as well. Um, through the to invest as well. Um, through the to invest as well. Um, through the years, have you found that there’s years, have you found that there’s years, have you found that there’s anything that kind of helps keep your

[27:50] anything that kind of helps keep your anything that kind of helps keep your brain right, helps keep you from burning brain right, helps keep you from burning brain right, helps keep you from burning out? What do you what do you do to kind out? What do you what do you do to kind out? What do you what do you do to kind of I I don’t want to say balance, but of I I don’t want to say balance, but of I I don’t want to say balance, but how do you keep yourself going and and how do you keep yourself going and and how do you keep yourself going and and motivated and there at 100% whenever you motivated and there at 100% whenever you motivated and there at 100% whenever you need to be? need to be? need to be? Well, I’ve definitely failed at this Well, I’ve definitely failed at this Well, I’ve definitely failed at this many, many times over the years where many, many times over the years where many, many times over the years where I’ve experienced burnout. And um the I’ve experienced burnout. And um the I’ve experienced burnout. And um the when I first started definitely when I first started definitely

[28:15] when I first started definitely experienced burnout and the thing that I experienced burnout and the thing that I experienced burnout and the thing that I had to learn, which was the hardest had to learn, which was the hardest had to learn, which was the hardest thing I think at for any of my learning thing I think at for any of my learning thing I think at for any of my learning experiences that I’ve had, is that I had experiences that I’ve had, is that I had experiences that I’ve had, is that I had to put my kids in my calendar. And then to put my kids in my calendar. And then to put my kids in my calendar. And then I had to make sure that my clients did I had to make sure that my clients did I had to make sure that my clients did not know my kids were in my calendar not know my kids were in my calendar not know my kids were in my calendar because I your kids are appointments or because I your kids are appointments or because I your kids are appointments or your your family, you know, whatever your your family, you know, whatever your your family, you know, whatever your priorities are, whether that be a

[28:36] your priorities are, whether that be a your priorities are, whether that be a spouse, children, family, it could be spouse, children, family, it could be spouse, children, family, it could be alien parents. They uh they need to be a alien parents. They uh they need to be a alien parents. They uh they need to be a priority in your calendar. And priority in your calendar. And priority in your calendar. And unfortunately, you can’t tell your unfortunately, you can’t tell your unfortunately, you can’t tell your clients that they are. I lost a client clients that they are. I lost a client clients that they are. I lost a client because I wanted to spend some time with because I wanted to spend some time with because I wanted to spend some time with my kids. And your clients are always my kids. And your clients are always my kids. And your clients are always when you say, “I’m so sorry I can’t show when you say, “I’m so sorry I can’t show when you say, “I’m so sorry I can’t show that house to you tomorrow night because that house to you tomorrow night because that house to you tomorrow night because my child has a basketball game.” you can

[28:54] my child has a basketball game.” you can my child has a basketball game.” you can hear the irritation. But if you say, hear the irritation. But if you say, hear the irritation. But if you say, “I’m so sorry. I’ve already got other “I’m so sorry. I’ve already got other “I’m so sorry. I’ve already got other appointments tomorrow night. How about appointments tomorrow night. How about appointments tomorrow night. How about the following night?” That’s okay. And the following night?” That’s okay. And the following night?” That’s okay. And that it’s not the it’s not right. I’m that it’s not the it’s not right. I’m that it’s not the it’s not right. I’m not saying that it’s right, but it’s not saying that it’s right, but it’s not saying that it’s right, but it’s just the way that our clients think. So, just the way that our clients think. So, just the way that our clients think. So, that was the biggest learning experience that was the biggest learning experience that was the biggest learning experience for me. Um, through then, I mean, I’ve for me. Um, through then, I mean, I’ve for me. Um, through then, I mean, I’ve had so many ups and downs of of burnout.

[29:15] had so many ups and downs of of burnout. had so many ups and downs of of burnout. And the thing that I do now that is a And the thing that I do now that is a And the thing that I do now that is a non-negotiable for me. I get up in the non-negotiable for me. I get up in the non-negotiable for me. I get up in the morning and I work out. And I did have morning and I work out. And I did have morning and I work out. And I did have some help this year last year, so I did some help this year last year, so I did some help this year last year, so I did have to take some time off from that. have to take some time off from that. have to take some time off from that. But work out in the mornings, meditate, But work out in the mornings, meditate, But work out in the mornings, meditate, I journal at night. I do a ton of I journal at night. I do a ton of I journal at night. I do a ton of reading. I’m a huge reader. These are reading. I’m a huge reader. These are reading. I’m a huge reader. These are all things that I have to do. Uh I bring all things that I have to do. Uh I bring all things that I have to do. Uh I bring my lunch even now. I mean, it’s sitting

[29:36] my lunch even now. I mean, it’s sitting my lunch even now. I mean, it’s sitting right over here. So I have to bring my right over here. So I have to bring my right over here. So I have to bring my lunch every day. I pack it the night lunch every day. I pack it the night lunch every day. I pack it the night before with very healthy foods because before with very healthy foods because before with very healthy foods because if you just eat junk, we are all on the if you just eat junk, we are all on the if you just eat junk, we are all on the road all the time. I’ve had more food road all the time. I’ve had more food road all the time. I’ve had more food spilled on me because I had to slam on spilled on me because I had to slam on spilled on me because I had to slam on my brakes than I care to admit. But um I my brakes than I care to admit. But um I my brakes than I care to admit. But um I eating healthy, planning healthy meals eating healthy, planning healthy meals eating healthy, planning healthy meals because it’s easy for our day to get because it’s easy for our day to get because it’s easy for our day to get ahead of us and to run through

[29:59] ahead of us and to run through ahead of us and to run through Chick-fil-A and grab, you know, junk for Chick-fil-A and grab, you know, junk for Chick-fil-A and grab, you know, junk for uh lunch. So uh lunch. So uh lunch. So >> absolutely >> absolutely >> absolutely >> just and they sound so simple, >> just and they sound so simple, >> just and they sound so simple, >> but yet it sounds so like, oh my gosh, I >> but yet it sounds so like, oh my gosh, I >> but yet it sounds so like, oh my gosh, I don’t know how I can do all that, but it don’t know how I can do all that, but it don’t know how I can do all that, but it needs to be a priority.

[30:13] needs to be a priority. needs to be a priority. >> Yeah, I think it’s it’s being >> Yeah, I think it’s it’s being >> Yeah, I think it’s it’s being intentional and prioritizing is is kind intentional and prioritizing is is kind intentional and prioritizing is is kind of what you’re talking about. And it is of what you’re talking about. And it is of what you’re talking about. And it is it is hard. I mean, you can also get in it is hard. I mean, you can also get in it is hard. I mean, you can also get in the trap of always having like, you the trap of always having like, you the trap of always having like, you know, business lunches. Uh, so like know, business lunches. Uh, so like know, business lunches. Uh, so like there’s times where it’s good to, you there’s times where it’s good to, you there’s times where it’s good to, you know, meet your clients and everything know, meet your clients and everything know, meet your clients and everything for lunch. U, that could be a good way for lunch. U, that could be a good way for lunch. U, that could be a good way of of having a great connection with

[30:32] of of having a great connection with of of having a great connection with somebody. Um, but, you know, if if somebody. Um, but, you know, if if somebody. Um, but, you know, if if you’re just in the habit of eating out you’re just in the habit of eating out you’re just in the habit of eating out every single lunch, it Yeah, most of the every single lunch, it Yeah, most of the every single lunch, it Yeah, most of the food you get on the when you eat out is food you get on the when you eat out is food you get on the when you eat out is not healthy. And it’s really hard, not healthy. And it’s really hard, not healthy. And it’s really hard, especially for me, to go somewhere and especially for me, to go somewhere and especially for me, to go somewhere and order what would be the healthier option order what would be the healthier option order what would be the healthier option when there’s something that’s way better when there’s something that’s way better when there’s something that’s way better there.

[30:49] there. there. >> Uh-huh. No, I completely agree. There’s >> Uh-huh. No, I completely agree. There’s >> Uh-huh. No, I completely agree. There’s a whole book on that says Never Eat a whole book on that says Never Eat a whole book on that says Never Eat Alone. And I look at that book and and I Alone. And I look at that book and and I Alone. And I look at that book and and I think to myself, oh my gosh, you know think to myself, oh my gosh, you know think to myself, oh my gosh, you know how expensive that is? I think when the how expensive that is? I think when the how expensive that is? I think when the book was made, lunches were still like book was made, lunches were still like book was made, lunches were still like $7. Now you’re dropping 20 or $25 a $7. Now you’re dropping 20 or $25 a $7. Now you’re dropping 20 or $25 a lunch times five. That’s $125 a week lunch times five. That’s $125 a week lunch times five. That’s $125 a week times, you know. So, it gets to be times, you know. So, it gets to be times, you know. So, it gets to be expensive now. And it’s not good for

[31:10] expensive now. And it’s not good for expensive now. And it’s not good for your waistline. It’s not good for your your waistline. It’s not good for your your waistline. It’s not good for your health. health. health. >> No matter how healthy. I mean, it’s >> No matter how healthy. I mean, it’s >> No matter how healthy. I mean, it’s still not as healthy as a home still not as healthy as a home still not as healthy as a home homecooked meal. homecooked meal. homecooked meal. >> Yeah. and and you’re and you’re going to >> Yeah. and and you’re and you’re going to >> Yeah. and and you’re and you’re going to often feel sluggish afterwards as well, often feel sluggish afterwards as well, often feel sluggish afterwards as well, not be able to as be as productive uh not be able to as be as productive uh not be able to as be as productive uh the rest of the afternoon. So, it the rest of the afternoon. So, it the rest of the afternoon. So, it definitely has a big impact overall. For definitely has a big impact overall. For definitely has a big impact overall. For sure.

[31:28] sure. sure. >> Yeah. >> Yeah. >> Yeah. >> Um do you do you help your agents when >> Um do you do you help your agents when >> Um do you do you help your agents when they come into the team kind of with they come into the team kind of with they come into the team kind of with this uh work life balance? Um do you do this uh work life balance? Um do you do this uh work life balance? Um do you do you give them suggestions etc as you as you give them suggestions etc as you as you give them suggestions etc as you as they kind of get busier and busier? they kind of get busier and busier? they kind of get busier and busier? >> Yes, we do talk about it is on their >> Yes, we do talk about it is on their >> Yes, we do talk about it is on their onboarding as well. There’s a lot of onboarding as well. There’s a lot of onboarding as well. There’s a lot of self-care on their onboarding and I’m self-care on their onboarding and I’m self-care on their onboarding and I’m really big on my social media and just really big on my social media and just

[31:47] really big on my social media and just talking about it in person. I don’t talking about it in person. I don’t talking about it in person. I don’t necessarily teach them. It’s not like I necessarily teach them. It’s not like I necessarily teach them. It’s not like I teach classes on it, but they they know teach classes on it, but they they know teach classes on it, but they they know that I’m pretty big on on work life that I’m pretty big on on work life that I’m pretty big on on work life balance. Um, balance. Um, balance. Um, >> it’s a personal journey, too. >> it’s a personal journey, too. >> it’s a personal journey, too. >> Oh, man. It is such a personal journey >> Oh, man. It is such a personal journey >> Oh, man. It is such a personal journey for sure. And I notice even when I don’t for sure. And I notice even when I don’t for sure. And I notice even when I don’t journal, if I don’t journal for a long journal, if I don’t journal for a long journal, if I don’t journal for a long time, yeah, I’ll notice that my head time, yeah, I’ll notice that my head

[32:08] time, yeah, I’ll notice that my head space starts to fill up and get space starts to fill up and get space starts to fill up and get cluttered and and I start to feel cluttered and and I start to feel cluttered and and I start to feel irritated and annoyed. um for no reason, irritated and annoyed. um for no reason, irritated and annoyed. um for no reason, you know, other than I just didn’t have you know, other than I just didn’t have you know, other than I just didn’t have I call it Kelly time. Kelly just hasn’t I call it Kelly time. Kelly just hasn’t I call it Kelly time. Kelly just hasn’t had her time. So, and and I I truly had her time. So, and and I I truly had her time. So, and and I I truly believe being selfish with our time is believe being selfish with our time is believe being selfish with our time is one of the most selfless things that you one of the most selfless things that you one of the most selfless things that you can do for the people around you.

[32:29] can do for the people around you. can do for the people around you. >> Yeah, that’s that’s well said. And I I >> Yeah, that’s that’s well said. And I I >> Yeah, that’s that’s well said. And I I think it’s also, you know, we talked think it’s also, you know, we talked think it’s also, you know, we talked again about the the the grind phase again about the the the grind phase again about the the the grind phase where you’re you’re going to be, you where you’re you’re going to be, you where you’re you’re going to be, you know, trying to cater to other people a know, trying to cater to other people a know, trying to cater to other people a little bit more than you can get to when little bit more than you can get to when little bit more than you can get to when you’re, you know, working more with uh you’re, you know, working more with uh you’re, you know, working more with uh warm people that want to work with you, warm people that want to work with you, warm people that want to work with you, etc. Um, but yeah, I I think I think etc. Um, but yeah, I I think I think etc. Um, but yeah, I I think I think especially those kind of clientele that

[32:49] especially those kind of clientele that especially those kind of clientele that know you, that know your family, that, know you, that know your family, that, know you, that know your family, that, you know, all that kind of stuff, they you know, all that kind of stuff, they you know, all that kind of stuff, they they’re more likely to be okay with you they’re more likely to be okay with you they’re more likely to be okay with you uh, you know, going to your your kids’ uh, you know, going to your your kids’ uh, you know, going to your your kids’ basketball game. Um, they’re going to be basketball game. Um, they’re going to be basketball game. Um, they’re going to be happy for you and that kind of stuff. So happy for you and that kind of stuff. So happy for you and that kind of stuff. So like it it’s it’s definitely one of the like it it’s it’s definitely one of the like it it’s it’s definitely one of the ways to move forward but and you have to ways to move forward but and you have to ways to move forward but and you have to you know it’s hard to transition from you know it’s hard to transition from

[33:07] you know it’s hard to transition from you know doing whatever it takes to get you know doing whatever it takes to get you know doing whatever it takes to get to make it uh setting boundaries like to make it uh setting boundaries like to make it uh setting boundaries like and you know what do you do with your and you know what do you do with your and you know what do you do with your text messages your email reply responses text messages your email reply responses text messages your email reply responses what do you have like times that you what do you have like times that you what do you have like times that you just won’t respond are people expecting just won’t respond are people expecting just won’t respond are people expecting you to to you know be back in touch with you to to you know be back in touch with you to to you know be back in touch with them within like five minutes or how do them within like five minutes or how do them within like five minutes or how do you kind of work that you kind of work that you kind of work that >> I hope not because they’ll be sadly >> I hope not because they’ll be sadly

[33:28] >> I hope not because they’ll be sadly disappointed Um, yeah, I’ve gotten to the point now Um, yeah, I’ve gotten to the point now Um, yeah, I’ve gotten to the point now where I do have a VA that does monitor a where I do have a VA that does monitor a where I do have a VA that does monitor a lot of my emails, but obviously they lot of my emails, but obviously they lot of my emails, but obviously they that’s not that is not where I started that’s not that is not where I started that’s not that is not where I started at all. I did it all on my own. So, um, at all. I did it all on my own. So, um, at all. I did it all on my own. So, um, >> uh, my text messages and stuff. No, I I >> uh, my text messages and stuff. No, I I >> uh, my text messages and stuff. No, I I like obviously I’m here with you right like obviously I’m here with you right like obviously I’m here with you right now and so I’m not checking my phone.

[33:51] now and so I’m not checking my phone. now and so I’m not checking my phone. I’m not responding to phone calls or I’m not responding to phone calls or I’m not responding to phone calls or text messages. And that’s that’s really text messages. And that’s that’s really text messages. And that’s that’s really what I had to get around to when it came what I had to get around to when it came what I had to get around to when it came to being able to tell my clients that, to being able to tell my clients that, to being able to tell my clients that, you know, again, back in the instance of you know, again, back in the instance of you know, again, back in the instance of um one of my kids’ basketball games. I um one of my kids’ basketball games. I um one of my kids’ basketball games. I am here with you right now and I’m not am here with you right now and I’m not am here with you right now and I’m not checking my phone or my email, how come checking my phone or my email, how come checking my phone or my email, how come I do not give my child the same amount I do not give my child the same amount

[34:10] I do not give my child the same amount of respect? And if I can’t respect my of respect? And if I can’t respect my of respect? And if I can’t respect my own family, then how can I expect my own family, then how can I expect my own family, then how can I expect my clients to respect me? So, I had to put clients to respect me? So, I had to put clients to respect me? So, I had to put my phone away when it came to watching my phone away when it came to watching my phone away when it came to watching basketball games. I had to put my phone basketball games. I had to put my phone basketball games. I had to put my phone away when I was driving them from away when I was driving them from away when I was driving them from practice to practice. Now they’re older.

[34:24] practice to practice. Now they’re older. practice to practice. Now they’re older. They’re driving themselves. But it’s They’re driving themselves. But it’s They’re driving themselves. But it’s really important to me to be 100% really important to me to be 100% really important to me to be 100% present as I am meeting with clients, as present as I am meeting with clients, as present as I am meeting with clients, as I’m going to listing appointments. I I’m going to listing appointments. I I’m going to listing appointments. I don’t check my phone then. And if don’t check my phone then. And if don’t check my phone then. And if somebody’s really upset with me for not somebody’s really upset with me for not somebody’s really upset with me for not answering a text message immediately, answering a text message immediately, answering a text message immediately, they’re probably not the right client they’re probably not the right client they’re probably not the right client for me%.

[34:40] for me%. for me%. >> So, and there’s a lot of people that do >> So, and there’s a lot of people that do >> So, and there’s a lot of people that do set those boundaries up front. I don’t set those boundaries up front. I don’t set those boundaries up front. I don’t necessarily set those boundaries up necessarily set those boundaries up necessarily set those boundaries up front. Um, you know, knock on wood, I’ve front. Um, you know, knock on wood, I’ve front. Um, you know, knock on wood, I’ve been really fortunate. I’ve not had to been really fortunate. I’ve not had to been really fortunate. I’ve not had to fire a client because they got mad I fire a client because they got mad I fire a client because they got mad I wasn’t answering at a certain time wasn’t answering at a certain time wasn’t answering at a certain time period. Um, so period. Um, so period. Um, so >> yeah, >> yeah, >> yeah, >> I just don’t like to attract those types >> I just don’t like to attract those types >> I just don’t like to attract those types of people in my world.

[34:58] of people in my world. of people in my world. >> I think that’s that’s basically where >> I think that’s that’s basically where >> I think that’s that’s basically where I’m at too with it. Um, and I I don’t I’m at too with it. Um, and I I don’t I’m at too with it. Um, and I I don’t Yeah, I I I I think it could be Yeah, I I I I think it could be Yeah, I I I I think it could be beneficial. Um, and I and I haven’t set beneficial. Um, and I and I haven’t set beneficial. Um, and I and I haven’t set up a system or or exactly a practice up a system or or exactly a practice up a system or or exactly a practice that I can, you know, talk about with a that I can, you know, talk about with a that I can, you know, talk about with a client, but in an intro meeting, you client, but in an intro meeting, you client, but in an intro meeting, you know, just explaining like, hey, I’m know, just explaining like, hey, I’m know, just explaining like, hey, I’m 100% with you right now. like you just 100% with you right now. like you just 100% with you right now. like you just said, you know, I don’t I’m not checking

[35:19] said, you know, I don’t I’m not checking said, you know, I don’t I’m not checking my phone. I’m not taking a phone call. my phone. I’m not taking a phone call. my phone. I’m not taking a phone call. I’m not, you know, uh answering text I’m not, you know, uh answering text I’m not, you know, uh answering text messages right now. Um and and just messages right now. Um and and just messages right now. Um and and just understand that when I’m with other understand that when I’m with other understand that when I’m with other people, that’s true, too. And I will get people, that’s true, too. And I will get people, that’s true, too. And I will get back to you. Um and I know what is back to you. Um and I know what is back to you. Um and I know what is pressing and what’s not. And you know, I pressing and what’s not. And you know, I pressing and what’s not. And you know, I we’ve never never had a ball drop so bad we’ve never never had a ball drop so bad we’ve never never had a ball drop so bad that, you know, we couldn’t recover from that, you know, we couldn’t recover from that, you know, we couldn’t recover from it um from just not checking a text

[35:39] it um from just not checking a text it um from just not checking a text message right away. So, I mean, we’ll message right away. So, I mean, we’ll message right away. So, I mean, we’ll get through it uh together. But yeah, I get through it uh together. But yeah, I get through it uh together. But yeah, I think I think there’s room for something think I think there’s room for something think I think there’s room for something to be stated, but I think I also just by to be stated, but I think I also just by to be stated, but I think I also just by not constantly responding immediately, not constantly responding immediately, not constantly responding immediately, that precedent is set without having to that precedent is set without having to that precedent is set without having to say it.

[35:55] say it. say it. >> Y I completely agree with that. They >> Y I completely agree with that. They >> Y I completely agree with that. They wouldn’t expect it either. I mean, they wouldn’t expect it either. I mean, they wouldn’t expect it either. I mean, they all have jobs. I mean, she would they all have jobs. I mean, she would they all have jobs. I mean, she would they wouldn’t expect it either. wouldn’t expect it either. wouldn’t expect it either. >> Yeah. And I it’s just that the whole you >> Yeah. And I it’s just that the whole you >> Yeah. And I it’s just that the whole you know that this is the most exciting know that this is the most exciting know that this is the most exciting stressful whatever thing that they’re stressful whatever thing that they’re stressful whatever thing that they’re going to do in their lives like for the going to do in their lives like for the going to do in their lives like for the next at least seven years maybe. Um so next at least seven years maybe. Um so next at least seven years maybe. Um so it is you know that they might be more

[36:15] it is you know that they might be more it is you know that they might be more ready and and on it and want to you know ready and and on it and want to you know ready and and on it and want to you know move quickly and and just be maybe move quickly and and just be maybe move quickly and and just be maybe tunnel visioned on it. Uh but you know tunnel visioned on it. Uh but you know tunnel visioned on it. Uh but you know they have to understand that that this they have to understand that that this they have to understand that that this is you’re bringing out the calm the the is you’re bringing out the calm the the is you’re bringing out the calm the the place they can feel you know that that place they can feel you know that that place they can feel you know that that this is going to be taken care of in a this is going to be taken care of in a this is going to be taken care of in a in a you know rational level-headed way.

[36:33] in a you know rational level-headed way. in a you know rational level-headed way. Um and so you’re not going to be at that Um and so you’re not going to be at that Um and so you’re not going to be at that level with them. level with them. level with them. >> So I tell my team that I feel that we >> So I tell my team that I feel that we >> So I tell my team that I feel that we are the EMS of real estate. And if you are the EMS of real estate. And if you are the EMS of real estate. And if you think about it you you know you’re think about it you you know you’re think about it you you know you’re you’re somebody in your family is having you’re somebody in your family is having you’re somebody in your family is having a heart attack. Ambulance comes. If the a heart attack. Ambulance comes. If the a heart attack. Ambulance comes. If the EMS races into the door and they’re EMS races into the door and they’re EMS races into the door and they’re like, “Oh my god, everything’s going on like, “Oh my god, everything’s going on like, “Oh my god, everything’s going on fire. Oh my god.” If they’re panicking,

[36:53] fire. Oh my god.” If they’re panicking, fire. Oh my god.” If they’re panicking, all of a sudden, everybody in the room all of a sudden, everybody in the room all of a sudden, everybody in the room is on a meltdown and panicking. As EMS is on a meltdown and panicking. As EMS is on a meltdown and panicking. As EMS of real estate, it’s our job to walk in of real estate, it’s our job to walk in of real estate, it’s our job to walk in there and say, “Okay, it’s okay. All there and say, “Okay, it’s okay. All there and say, “Okay, it’s okay. All right, you just go sit down. Just let me right, you just go sit down. Just let me right, you just go sit down. Just let me take care of it. I’ve got it. I just take care of it. I’ve got it. I just take care of it. I’ve got it. I just need all of you to back up. Let me work need all of you to back up. Let me work need all of you to back up. Let me work at the problem at hand.” And as long as at the problem at hand.” And as long as at the problem at hand.” And as long as we are calm, then the whole room is we are calm, then the whole room is we are calm, then the whole room is calm. So, you just got to try to

[37:13] calm. So, you just got to try to calm. So, you just got to try to remember that when it comes to deals and remember that when it comes to deals and remember that when it comes to deals and transactions. I mean, I’ve been doing transactions. I mean, I’ve been doing transactions. I mean, I’ve been doing this a long time and there’s nothing this a long time and there’s nothing this a long time and there’s nothing that’s been such a meltdown to where that’s been such a meltdown to where that’s been such a meltdown to where everything the world stopped for a everything the world stopped for a everything the world stopped for a moment so that we could fix this. There moment so that we could fix this. There moment so that we could fix this. There just there’s not a lot of emergencies in just there’s not a lot of emergencies in just there’s not a lot of emergencies in real estate. There really isn’t that real estate. There really isn’t that real estate. There really isn’t that need to be handled within minutes.

[37:30] need to be handled within minutes. need to be handled within minutes. >> Yeah, that’s a really good analogy. I >> Yeah, that’s a really good analogy. I >> Yeah, that’s a really good analogy. I like that. Um, I think to add to it as like that. Um, I think to add to it as like that. Um, I think to add to it as well, like while the e the EMTs or well, like while the e the EMTs or well, like while the e the EMTs or whatever, they’re not coming in there whatever, they’re not coming in there whatever, they’re not coming in there panicking, um, it’s also nice when panicking, um, it’s also nice when panicking, um, it’s also nice when they’re are actually attentive to you they’re are actually attentive to you they’re are actually attentive to you and not talking to each other about, you and not talking to each other about, you and not talking to each other about, you know, the the party they’re going to go know, the the party they’re going to go know, the the party they’re going to go to afterwards or what, you know what I to afterwards or what, you know what I to afterwards or what, you know what I mean? They’re also providing, you know,

[37:49] mean? They’re also providing, you know, mean? They’re also providing, you know, the the the attention and the the care the the the attention and the the care the the the attention and the the care to the person. So, that’s a really good to the person. So, that’s a really good to the person. So, that’s a really good analogy. analogy. analogy. >> One of my real estate coaches over the >> One of my real estate coaches over the >> One of my real estate coaches over the years has told me that and I was like, years has told me that and I was like, years has told me that and I was like, that is awesome. And it’s funny, I tell that is awesome. And it’s funny, I tell that is awesome. And it’s funny, I tell everybody on my team, it’s like everybody on my team, it’s like everybody on my team, it’s like something clicks. You know, you can tell something clicks. You know, you can tell something clicks. You know, you can tell as you’re just in this real estate as you’re just in this real estate as you’re just in this real estate world, the agents that panic, they think world, the agents that panic, they think

[38:11] world, the agents that panic, they think it’s their own personal house. I’m like, it’s their own personal house. I’m like, it’s their own personal house. I’m like, goodness gracious, people only do this goodness gracious, people only do this goodness gracious, people only do this every seven to eight years because it’s every seven to eight years because it’s every seven to eight years because it’s extremely stressful. We do it however extremely stressful. We do it however extremely stressful. We do it however many times a year. I think we’d all have many times a year. I think we’d all have many times a year. I think we’d all have ulcers if we got as stressed out as our ulcers if we got as stressed out as our ulcers if we got as stressed out as our clients would. We would have had a clients would. We would have had a clients would. We would have had a nervous breakdown a long time ago.

[38:24] nervous breakdown a long time ago. nervous breakdown a long time ago. >> Yeah, I definitely can limit people’s >> Yeah, I definitely can limit people’s >> Yeah, I definitely can limit people’s abilities to to perform because they’re abilities to to perform because they’re abilities to to perform because they’re too emotionally invested. Um and and too emotionally invested. Um and and too emotionally invested. Um and and that was a transition for me as well. Uh that was a transition for me as well. Uh that was a transition for me as well. Uh where you know caring so much because I where you know caring so much because I where you know caring so much because I wanted to succeed in this uh more than wanted to succeed in this uh more than wanted to succeed in this uh more than anything to like just kind of be like I anything to like just kind of be like I anything to like just kind of be like I need to depersonalize a little bit. I need to depersonalize a little bit. I need to depersonalize a little bit. I need to like not need to like not need to like not >> bear the weight that they are putting on

[38:44] >> bear the weight that they are putting on >> bear the weight that they are putting on me um but still be there and be me um but still be there and be me um but still be there and be professional and get the deal done. And professional and get the deal done. And professional and get the deal done. And honestly, I feel like that shift um also honestly, I feel like that shift um also honestly, I feel like that shift um also the the feedback I got throughout the the the feedback I got throughout the the the feedback I got throughout the you know that shift I feel like people you know that shift I feel like people you know that shift I feel like people just now mention me as this like very just now mention me as this like very just now mention me as this like very calm um a calming person in the calm um a calming person in the calm um a calming person in the transaction like that they could they transaction like that they could they transaction like that they could they you know it’s stressful but I was always you know it’s stressful but I was always you know it’s stressful but I was always there and always calm and and able to

[39:06] there and always calm and and able to there and always calm and and able to walk them through it. So it’s a yeah walk them through it. So it’s a yeah walk them through it. So it’s a yeah it’s a probably another skill to learn it’s a probably another skill to learn it’s a probably another skill to learn for sure. for sure. for sure. >> I definitely agree with that. My mother >> I definitely agree with that. My mother >> I definitely agree with that. My mother was very much that kind of person. She was very much that kind of person. She was very much that kind of person. She would cry at the dinner table along with would cry at the dinner table along with would cry at the dinner table along with the clients, you know. I I guess I’m the clients, you know. I I guess I’m the clients, you know. I I guess I’m much colder than that. That was never much colder than that. That was never much colder than that. That was never that was never me.

[39:25] that was never me. that was never me. All different. Going back to the discs, All different. Going back to the discs, All different. Going back to the discs, we’re all different personality styles, we’re all different personality styles, we’re all different personality styles, but it is definitely something that has but it is definitely something that has but it is definitely something that has to be learned. Um I see it a lot with my to be learned. Um I see it a lot with my to be learned. Um I see it a lot with my agents, too. So, good for you for agents, too. So, good for you for agents, too. So, good for you for recognizing it, though, because I think recognizing it, though, because I think recognizing it, though, because I think people that get incredibly invested like people that get incredibly invested like people that get incredibly invested like that can experience burnout much, much that can experience burnout much, much that can experience burnout much, much faster. Yeah, I mean because we all have faster. Yeah, I mean because we all have faster. Yeah, I mean because we all have stressful things that happen to you and

[39:48] stressful things that happen to you and stressful things that happen to you and then sometimes they all happen at once then sometimes they all happen at once then sometimes they all happen at once and it it it can be a lot to bear but uh and it it it can be a lot to bear but uh and it it it can be a lot to bear but uh I think the more you are able to handle I think the more you are able to handle I think the more you are able to handle the easier or the the less it feels like the easier or the the less it feels like the easier or the the less it feels like it’s pulling you down when when these it’s pulling you down when when these it’s pulling you down when when these things happen especially if you get things happen especially if you get things happen especially if you get through a really rough one. Um like the through a really rough one. Um like the through a really rough one. Um like the next little problems that come up are next little problems that come up are next little problems that come up are like you know a walk in the park. It’s like you know a walk in the park. It’s like you know a walk in the park. It’s it’s nothing. Um, so it’s it’s good

[40:11] it’s nothing. Um, so it’s it’s good it’s nothing. Um, so it’s it’s good perspective when you’re in the thick of perspective when you’re in the thick of perspective when you’re in the thick of it to know that once you get past it, it to know that once you get past it, it to know that once you get past it, nothing’s going to phase you. I mean, nothing’s going to phase you. I mean, nothing’s going to phase you. I mean, that that’s been something helpful for that that’s been something helpful for that that’s been something helpful for me as well. me as well. me as well. >> Well, and you have a responsibility to >> Well, and you have a responsibility to >> Well, and you have a responsibility to all of your clients to show up to the all of your clients to show up to the all of your clients to show up to the best of your abilities. And if you’ve best of your abilities. And if you’ve best of your abilities. And if you’ve gotten completely overwhelmed about this gotten completely overwhelmed about this gotten completely overwhelmed about this one client, about Jack Jack and Jane

[40:28] one client, about Jack Jack and Jane one client, about Jack Jack and Jane Doe, and you are just completely Doe, and you are just completely Doe, and you are just completely emotionally spent by the time that you emotionally spent by the time that you emotionally spent by the time that you get off the phone with them, you can’t get off the phone with them, you can’t get off the phone with them, you can’t show up for the rest of your clients, show up for the rest of your clients, show up for the rest of your clients, and that’s doing the rest of them a and that’s doing the rest of them a and that’s doing the rest of them a disservice. So, you know, I think we’ve disservice. So, you know, I think we’ve disservice. So, you know, I think we’ve got to just say we’ve all got a got to just say we’ve all got a got to just say we’ve all got a responsibility to our clients to show up responsibility to our clients to show up responsibility to our clients to show up to the best of our ability that we can.

[40:44] to the best of our ability that we can. to the best of our ability that we can. That’s why I still practice self-care. I That’s why I still practice self-care. I That’s why I still practice self-care. I get all that anger and aggression out in get all that anger and aggression out in get all that anger and aggression out in the morning uh at the gym. Um, and try the morning uh at the gym. Um, and try the morning uh at the gym. Um, and try not to let it burden me. And I’m not not to let it burden me. And I’m not not to let it burden me. And I’m not saying I’m perfect. Trust me, I have saying I’m perfect. Trust me, I have saying I’m perfect. Trust me, I have definitely had my meltdowns with my definitely had my meltdowns with my definitely had my meltdowns with my clients. And I’ve had agents that have clients. And I’ve had agents that have clients. And I’ve had agents that have screamed at me on the phone more than screamed at me on the phone more than screamed at me on the phone more than once. My poor children are like, “Is once. My poor children are like, “Is once. My poor children are like, “Is that a real estate agent?” Yep. I just

[41:04] that a real estate agent?” Yep. I just that a real estate agent?” Yep. I just got yelled at. But, uh, you know, you got yelled at. But, uh, you know, you got yelled at. But, uh, you know, you never know what somebody’s experiencing. never know what somebody’s experiencing. never know what somebody’s experiencing. So, So, So, >> yeah, it’s that’s always funny to me why >> yeah, it’s that’s always funny to me why >> yeah, it’s that’s always funny to me why why people feel like they need to to go why people feel like they need to to go why people feel like they need to to go there. Um, but but anyway, um, there. Um, but but anyway, um, there. Um, but but anyway, um, >> just reminds us what we don’t want to >> just reminds us what we don’t want to >> just reminds us what we don’t want to be.

[41:20] >> Oh, I sent I had the most beautiful uh >> Oh, I sent I had the most beautiful uh >> Oh, I sent I had the most beautiful uh message written to another realtor message written to another realtor message written to another realtor earlier this year that was one of the earlier this year that was one of the earlier this year that was one of the worst agents I’d worked with, probably. worst agents I’d worked with, probably. worst agents I’d worked with, probably. Um, and I just had this beautifully Um, and I just had this beautifully Um, and I just had this beautifully crafted email that was so nasty. You crafted email that was so nasty. You crafted email that was so nasty. You know, I I wrote it in the notes app. I know, I I wrote it in the notes app. I know, I I wrote it in the notes app. I didn’t write it in my email app. I, you didn’t write it in my email app. I, you didn’t write it in my email app. I, you know, I didn’t have their name in there know, I didn’t have their name in there know, I didn’t have their name in there already ready to send because I knew it already ready to send because I knew it

[41:41] already ready to send because I knew it was one of those things that just I just was one of those things that just I just was one of those things that just I just needed to write and not actually send. needed to write and not actually send. needed to write and not actually send. >> I’ve done that. >> I’ve done that. >> I’ve done that. >> And then luckily there was a couple >> And then luckily there was a couple >> And then luckily there was a couple things that happened still that like if things that happened still that like if things that happened still that like if I had thought about sending it, it would I had thought about sending it, it would I had thought about sending it, it would which I didn’t actually seriously which I didn’t actually seriously which I didn’t actually seriously consider. Uh, it would have made things consider. Uh, it would have made things consider. Uh, it would have made things even worse um going forward. But um I I even worse um going forward. But um I I even worse um going forward. But um I I got got got I guess maybe this transitions us into a

[42:02] I guess maybe this transitions us into a I guess maybe this transitions us into a golden nugget. Um, do you have any golden nugget. Um, do you have any golden nugget. Um, do you have any golden nuggets? Like writing nasty golden nuggets? Like writing nasty golden nuggets? Like writing nasty emails in your notes app so you don’t emails in your notes app so you don’t emails in your notes app so you don’t accidentally send. accidentally send. accidentally send. >> Yeah, that’s a great one. Definitely do >> Yeah, that’s a great one. Definitely do >> Yeah, that’s a great one. Definitely do that and don’t push the send button. So, that and don’t push the send button. So, that and don’t push the send button. So, good for you for having the strength to good for you for having the strength to good for you for having the strength to delete it.

[42:16] delete it. delete it. >> Um, but you know that that actually is a >> Um, but you know that that actually is a >> Um, but you know that that actually is a great transition. I think all of us need great transition. I think all of us need great transition. I think all of us need to maintain a level of professionalism to maintain a level of professionalism to maintain a level of professionalism because our buyers and sellers will come because our buyers and sellers will come because our buyers and sellers will come and go, but as realtors, we all need to and go, but as realtors, we all need to and go, but as realtors, we all need to be able to get along. they’re our actual be able to get along. they’re our actual be able to get along. they’re our actual co-workers and we’ve got to be able to co-workers and we’ve got to be able to co-workers and we’ve got to be able to get along with them. So, you know, if get along with them. So, you know, if get along with them. So, you know, if you say, “Oh, I’m fighting the hardest you say, “Oh, I’m fighting the hardest you say, “Oh, I’m fighting the hardest that I can for Mr. Seller, Mr. Buyer,” a

[42:37] that I can for Mr. Seller, Mr. Buyer,” a that I can for Mr. Seller, Mr. Buyer,” a real estate agent probably isn’t going real estate agent probably isn’t going real estate agent probably isn’t going to want to work with you if you’re just to want to work with you if you’re just to want to work with you if you’re just going to bully them and and try to going to bully them and and try to going to bully them and and try to pressure them and just be hateful to pressure them and just be hateful to pressure them and just be hateful to them. The next time that you’re in a them. The next time that you’re in a them. The next time that you’re in a multiple offer situation, you’ve done multiple offer situation, you’ve done multiple offer situation, you’ve done done yourself a disservice. So, um you done yourself a disservice. So, um you done yourself a disservice. So, um you know, maintain professionalism at all know, maintain professionalism at all know, maintain professionalism at all time. It’s a very easy job. One to time. It’s a very easy job. One to time. It’s a very easy job. One to overwhelm you. Uh two to get you

[42:57] overwhelm you. Uh two to get you overwhelm you. Uh two to get you emotionally wrapped up in it. But we emotionally wrapped up in it. But we emotionally wrapped up in it. But we have to maintain the level of have to maintain the level of have to maintain the level of professionalism at all time. But professionalism at all time. But professionalism at all time. But truthfully, my golden nugget for truthfully, my golden nugget for truthfully, my golden nugget for everybody here is just to just just everybody here is just to just just everybody here is just to just just start dabbling in investing. You know, start dabbling in investing. You know, start dabbling in investing. You know, listen to this podcast, learn everything listen to this podcast, learn everything listen to this podcast, learn everything that you can learn from people way that you can learn from people way that you can learn from people way smarter than you because it really is smarter than you because it really is smarter than you because it really is it. We really do have a golden ticket it. We really do have a golden ticket

[43:16] it. We really do have a golden ticket and people would do anything to have the and people would do anything to have the and people would do anything to have the information and the knowledge and the information and the knowledge and the information and the knowledge and the expertise that we have at our expertise that we have at our expertise that we have at our fingertips. So, you know, do not fingertips. So, you know, do not fingertips. So, you know, do not discount that. We we really are discount that. We we really are discount that. We we really are extremely fortunate people as long as we extremely fortunate people as long as we extremely fortunate people as long as we take action and and do things with what take action and and do things with what take action and and do things with what we’re learning.

[43:32] we’re learning. we’re learning. >> I love it. >> I love it. >> I love it. >> You can you can change your family tree. >> You can you can change your family tree. >> You can you can change your family tree. You can change generations down the You can change generations down the You can change generations down the line. line. line. >> Yeah. Yeah. I mean, buy a rental >> Yeah. Yeah. I mean, buy a rental >> Yeah. Yeah. I mean, buy a rental property for each kid. Um, and by the property for each kid. Um, and by the property for each kid. Um, and by the time uh they’re if you’re if you’re time uh they’re if you’re if you’re time uh they’re if you’re if you’re holding it till they they are going to holding it till they they are going to holding it till they they are going to inherit it, for example, I mean, that’s inherit it, for example, I mean, that’s inherit it, for example, I mean, that’s going to be a crazy, you know, hopefully going to be a crazy, you know, hopefully going to be a crazy, you know, hopefully be paid off by then, but also it will

[43:55] be paid off by then, but also it will be paid off by then, but also it will >> Yeah, also it’ll be worth so much more. >> Yeah, also it’ll be worth so much more. >> Yeah, also it’ll be worth so much more. Um, but yeah, you’re right. It really Um, but yeah, you’re right. It really Um, but yeah, you’re right. It really can change your family tree. And I think can change your family tree. And I think can change your family tree. And I think that is a whole another topic that I that is a whole another topic that I that is a whole another topic that I love getting into. uh we probably don’t love getting into. uh we probably don’t love getting into. uh we probably don’t have time for now is just to how to you have time for now is just to how to you have time for now is just to how to you know have kids that you know be having know have kids that you know be having know have kids that you know be having to say no we can do that but we’re not to say no we can do that but we’re not to say no we can do that but we’re not going to versus like we just can’t going to versus like we just can’t

[44:16] going to versus like we just can’t afford that and I think this is you know afford that and I think this is you know afford that and I think this is you know trying to raise uh good self-sufficient trying to raise uh good self-sufficient trying to raise uh good self-sufficient kids is is a whole another battle. kids is is a whole another battle. kids is is a whole another battle. Wouldn’t you rather have that Wouldn’t you rather have that Wouldn’t you rather have that >> than not? >> than not? >> than not? >> Yes sir. >> Yes sir. >> Yes sir. But that’s I don’t even know if you can But that’s I don’t even know if you can But that’s I don’t even know if you can solve those world problems in one hour.

[44:33] solve those world problems in one hour. solve those world problems in one hour. I think that takes like a whole decade. I think that takes like a whole decade. I think that takes like a whole decade. >> Yeah. >> Yeah. >> Yeah. >> Just hoping you don’t screw it up too >> Just hoping you don’t screw it up too >> Just hoping you don’t screw it up too bad. bad. bad. >> Exactly. I mean, and we’re all going to >> Exactly. I mean, and we’re all going to >> Exactly. I mean, and we’re all going to screw, like you said, nobody’s perfect, screw, like you said, nobody’s perfect, screw, like you said, nobody’s perfect, so we’re all screwing some something up so we’re all screwing some something up so we’re all screwing some something up along the way. Um, and my wife’s a along the way. Um, and my wife’s a along the way. Um, and my wife’s a therapist, and you know, she’s like, therapist, and you know, she’s like, therapist, and you know, she’s like, “Yeah, we’re the goal is just to “Yeah, we’re the goal is just to “Yeah, we’re the goal is just to minimize the amount of therapy that’s

[44:50] minimize the amount of therapy that’s minimize the amount of therapy that’s needed after you get through with kids.” needed after you get through with kids.” needed after you get through with kids.” >> I love that. >> I love that. >> I love that. >> It’s not like you’re going to be perfect >> It’s not like you’re going to be perfect >> It’s not like you’re going to be perfect and they’re not going to need anything. and they’re not going to need anything. and they’re not going to need anything. So, So, So, >> um, >> um, >> um, >> yeah. >> yeah. >> yeah. >> Yeah. So, okay. So, that moves us into a >> Yeah. So, okay. So, that moves us into a >> Yeah. So, okay. So, that moves us into a favorite book. If you have, you said favorite book. If you have, you said favorite book. If you have, you said you’re a big reader. I don’t know if you you’re a big reader. I don’t know if you you’re a big reader. I don’t know if you have a fundamental one that you think have a fundamental one that you think have a fundamental one that you think everybody should read or uh maybe just a

[45:08] everybody should read or uh maybe just a everybody should read or uh maybe just a current favorite. current favorite. current favorite. >> I read all the time. So, if anybody ever >> I read all the time. So, if anybody ever >> I read all the time. So, if anybody ever wants to reach out to me on social media wants to reach out to me on social media wants to reach out to me on social media and say, “I want a good book on on X,” I and say, “I want a good book on on X,” I and say, “I want a good book on on X,” I can definitely do that. Uh, one that I can definitely do that. Uh, one that I can definitely do that. Uh, one that I have fallen in love with, this is more have fallen in love with, this is more have fallen in love with, this is more of a personal development one. Jamie of a personal development one. Jamie of a personal development one. Jamie Kern Lima wrote an amazing book called Kern Lima wrote an amazing book called Kern Lima wrote an amazing book called Worthy for anybody that struggles with Worthy for anybody that struggles with Worthy for anybody that struggles with worthiness and their value in life. When

[45:27] worthiness and their value in life. When worthiness and their value in life. When it comes to business, always think and it comes to business, always think and it comes to business, always think and grow rich, I think, is great. um by grow rich, I think, is great. um by grow rich, I think, is great. um by Napoleon Hill uh Rich Dad Poor Dad by Napoleon Hill uh Rich Dad Poor Dad by Napoleon Hill uh Rich Dad Poor Dad by Robert Kiyosaki. But one I think that’s Robert Kiyosaki. But one I think that’s Robert Kiyosaki. But one I think that’s really changed uh my life and my viewing really changed uh my life and my viewing really changed uh my life and my viewing and a lot of things is the compound and a lot of things is the compound and a lot of things is the compound effect. That is one that I read almost effect. That is one that I read almost effect. That is one that I read almost every year by Darren Hardy because it every year by Darren Hardy because it every year by Darren Hardy because it goes back to showing you like where I goes back to showing you like where I goes back to showing you like where I was just in 2013. I was living on food

[45:51] was just in 2013. I was living on food was just in 2013. I was living on food stamps, welfare, um, unemployment to now stamps, welfare, um, unemployment to now stamps, welfare, um, unemployment to now being able to own nine rental being able to own nine rental being able to own nine rental properties. And it’s taken me 12 years properties. And it’s taken me 12 years properties. And it’s taken me 12 years to get here. And it’s just the compound to get here. And it’s just the compound to get here. And it’s just the compound effect of just showing up every single effect of just showing up every single effect of just showing up every single day. So, the compound effect by Darren day. So, the compound effect by Darren day. So, the compound effect by Darren Hardy, I would say, is just a fantastic Hardy, I would say, is just a fantastic Hardy, I would say, is just a fantastic fundamental read and some one that I fundamental read and some one that I fundamental read and some one that I think should be read more than once. Use think should be read more than once. Use think should be read more than once. Use it as a workbook.

[46:12] it as a workbook. it as a workbook. >> I love it. Those are great >> I love it. Those are great >> I love it. Those are great recommendations. Thanks so much. recommendations. Thanks so much. recommendations. Thanks so much. >> Yeah. Uh, Kelly, finally, uh, if if >> Yeah. Uh, Kelly, finally, uh, if if >> Yeah. Uh, Kelly, finally, uh, if if there’s anybody that does want to reach there’s anybody that does want to reach there’s anybody that does want to reach out to you about a book or just follow out to you about a book or just follow out to you about a book or just follow you along the way, uh, is there a good you along the way, uh, is there a good you along the way, uh, is there a good social media slash uh, business websites social media slash uh, business websites social media slash uh, business websites that they could find you at?

[46:27] that they could find you at? that they could find you at? >> Yeah, Kelly Ravour on pretty much >> Yeah, Kelly Ravour on pretty much >> Yeah, Kelly Ravour on pretty much everything. So, Kelly, which is ke l and everything. So, Kelly, which is ke l and everything. So, Kelly, which is ke l and then my last name is Re V as in Victor then my last name is Re V as in Victor then my last name is Re V as in Victor OI. You can pretty much find me on all OI. You can pretty much find me on all OI. You can pretty much find me on all places, LinkedIn, YouTube, Instagram, places, LinkedIn, YouTube, Instagram, places, LinkedIn, YouTube, Instagram, Facebook. I do have a Tik Tok account. Facebook. I do have a Tik Tok account.

[46:42] Facebook. I do have a Tik Tok account. I’m kind of wondering if I should dabble I’m kind of wondering if I should dabble I’m kind of wondering if I should dabble back into that. So, if you all want to back into that. So, if you all want to back into that. So, if you all want to like reach out and say, “Yes, I need to like reach out and say, “Yes, I need to like reach out and say, “Yes, I need to do that.” I don’t know. I had it I had do that.” I don’t know. I had it I had do that.” I don’t know. I had it I had one one post go viral however many years one one post go viral however many years one one post go viral however many years ago because my kid was screaming at me ago because my kid was screaming at me ago because my kid was screaming at me and I recorded it and I was laughing the and I recorded it and I was laughing the and I recorded it and I was laughing the whole time. And uh then I’m like, you whole time. And uh then I’m like, you whole time. And uh then I’m like, you know what? This kind of this is just too know what? This kind of this is just too know what? This kind of this is just too overwhelming. So, I stopped.

[47:01] overwhelming. So, I stopped. overwhelming. So, I stopped. >> Yeah, it’s a whole thing. Uh it’s there >> Yeah, it’s a whole thing. Uh it’s there >> Yeah, it’s a whole thing. Uh it’s there was a funny real or meme or something was a funny real or meme or something was a funny real or meme or something about uh agents like you know like in about uh agents like you know like in about uh agents like you know like in their 40s 50s that are like at houses their 40s 50s that are like at houses their 40s 50s that are like at houses trying to dance. Like I didn’t realize I trying to dance. Like I didn’t realize I trying to dance. Like I didn’t realize I was going to be like having to learn how was going to be like having to learn how was going to be like having to learn how to dance in front of a camera for my to dance in front of a camera for my to dance in front of a camera for my business.

[47:19] business. business. >> Yeah. The things you don’t think about. >> Yeah. The things you don’t think about. >> Yeah. The things you don’t think about. >> Yes. I really wanted to stare far away >> Yes. I really wanted to stare far away >> Yes. I really wanted to stare far away from that. But we do so many flips from that. But we do so many flips from that. But we do so many flips throughout the years that the before and throughout the years that the before and throughout the years that the before and afters I’ve heard would make great great afters I’ve heard would make great great afters I’ve heard would make great great Absolutely. Great media. So Absolutely. Great media. So Absolutely. Great media. So >> 100%. It does it really doesn’t have to >> 100%. It does it really doesn’t have to >> 100%. It does it really doesn’t have to be a dance. I mean you can yeah be a dance. I mean you can yeah be a dance. I mean you can yeah definitely make it your own. I’ve not definitely make it your own. I’ve not definitely make it your own. I’ve not I’ve yet to dance on on any of the

[47:39] I’ve yet to dance on on any of the I’ve yet to dance on on any of the social medias. So, I had a 19-year-old social medias. So, I had a 19-year-old social medias. So, I had a 19-year-old kid. He he literally just uh moved to kid. He he literally just uh moved to kid. He he literally just uh moved to Dallas a couple weeks ago, but he all of Dallas a couple weeks ago, but he all of Dallas a couple weeks ago, but he all of our new construction homes, he would go our new construction homes, he would go our new construction homes, he would go and create these videos within our new and create these videos within our new and create these videos within our new construction homes. He sat in in construction homes. He sat in in construction homes. He sat in in bathtubs and sinks and made funny poses bathtubs and sinks and made funny poses bathtubs and sinks and made funny poses in the shower. I mean, and my gosh, my n in the shower. I mean, and my gosh, my n in the shower. I mean, and my gosh, my n this 19-year-old kid was one of the top this 19-year-old kid was one of the top this 19-year-old kid was one of the top agents on my team up until he left. And

[48:03] agents on my team up until he left. And agents on my team up until he left. And you would have never thought it, but you would have never thought it, but you would have never thought it, but that media that media that media >> that works. >> that works. >> that works. >> It works. Yeah. >> It works. Yeah. >> It works. Yeah. >> That’s awesome. >> That’s awesome. >> That’s awesome. >> Yeah. Cool. Well, thanks so much, Kelly, >> Yeah. Cool. Well, thanks so much, Kelly, >> Yeah. Cool. Well, thanks so much, Kelly, for being on the show. It’s been a lot for being on the show. It’s been a lot for being on the show. It’s been a lot of fun. We covered a lot of ground. I of fun. We covered a lot of ground. I of fun. We covered a lot of ground. I feel like we could have probably uh feel like we could have probably uh feel like we could have probably uh covered a lot more if we had a few more covered a lot more if we had a few more covered a lot more if we had a few more hours.

[48:18] hours. hours. >> Yeah, I’d love to. I mean, anytime. >> Yeah, I’d love to. I mean, anytime. >> Yeah, I’d love to. I mean, anytime. >> We love to do a part two. >> We love to do a part two. >> We love to do a part two. >> Yeah. >> Yeah. >> Yeah. >> Oh, yeah. Thanks, Kelly. >> Oh, yeah. Thanks, Kelly. >> Oh, yeah. Thanks, Kelly. >> Thank you. Have a great rest of your >> Thank you. Have a great rest of your >> Thank you. Have a great rest of your day. day. day. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week.

[48:32] subscribe to catch new shows every week. subscribe to catch new shows every week. >> Visit reiagent.com >> Visit reiagent.com >> Visit reiagent.com for more content. for more content. for more content. >> Until next time, keep building the life >> Until next time, keep building the life >> Until next time, keep building the life you want. All content in the show is not you want. All content in the show is not you want. All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy.