Flourishing Into Your Full Holistic Potential with Susanna Medrano

[0:03] Welcome back to the RAI agent. We are Welcome back to the RAI agent. We are Welcome back to the RAI agent. We are here with Susanna Madrano. Susanna, here with Susanna Madrano. Susanna, here with Susanna Madrano. Susanna, thank you so much for joining us. thank you so much for joining us. thank you so much for joining us. >> It’s absolute pleasure, Matias, thank >> It’s absolute pleasure, Matias, thank >> It’s absolute pleasure, Matias, thank you for the invite. you for the invite. you for the invite. >> Yeah. Well, tell us a little bit about >> Yeah. Well, tell us a little bit about >> Yeah. Well, tell us a little bit about who you are. Give us a elevator pitch who you are. Give us a elevator pitch who you are. Give us a elevator pitch about what you do in the real estate about what you do in the real estate about what you do in the real estate world.

[0:17] world. world. >> Sure. So, you know, I started off as a >> Sure. So, you know, I started off as a >> Sure. So, you know, I started off as a real estate agent back in 2013 and in real estate agent back in 2013 and in real estate agent back in 2013 and in the last 10 12 years, I have elevated, the last 10 12 years, I have elevated, the last 10 12 years, I have elevated, you know, grown through the ranks. I I’m you know, grown through the ranks. I I’m you know, grown through the ranks. I I’m now a partner with my brokerage and the now a partner with my brokerage and the now a partner with my brokerage and the national sales and leadership coach for national sales and leadership coach for national sales and leadership coach for our entire network. And um you know I our entire network. And um you know I our entire network. And um you know I owe it all to taking a chance in this owe it all to taking a chance in this owe it all to taking a chance in this very hard real estate profession that very hard real estate profession that very hard real estate profession that you know if you had asked me prior as a

[0:43] you know if you had asked me prior as a you know if you had asked me prior as a person who was a nonprofit social worker person who was a nonprofit social worker person who was a nonprofit social worker you know to you know leave making you know to you know leave making you know to you know leave making $35,000 a year and to an unknown $1099 $35,000 a year and to an unknown $1099 $35,000 a year and to an unknown $1099 type of person type of person type of person >> you know um I took the plunge and it >> you know um I took the plunge and it >> you know um I took the plunge and it changed my life in so many ways that I changed my life in so many ways that I changed my life in so many ways that I can’t even begin to to tell you.

[1:02] can’t even begin to to tell you. can’t even begin to to tell you. >> Yeah. Well, I mean, I came from a >> Yeah. Well, I mean, I came from a >> Yeah. Well, I mean, I came from a similar world. It wasn’t necessarily similar world. It wasn’t necessarily similar world. It wasn’t necessarily nonprofit, but uh doing therapeutic uh nonprofit, but uh doing therapeutic uh nonprofit, but uh doing therapeutic uh treatment in schools. Um so, you know, treatment in schools. Um so, you know, treatment in schools. Um so, you know, Medicaid funded and that kind of stuff Medicaid funded and that kind of stuff Medicaid funded and that kind of stuff often as well. So, um I get the shift. often as well. So, um I get the shift.

[1:17] often as well. So, um I get the shift. Uh was it something that you had in your Uh was it something that you had in your Uh was it something that you had in your bones in your DNA you feel like once you bones in your DNA you feel like once you bones in your DNA you feel like once you got there and you realized or u did you got there and you realized or u did you got there and you realized or u did you really have to take a big leap of faith? really have to take a big leap of faith? really have to take a big leap of faith? >> Well, for me, I like people. I like >> Well, for me, I like people. I like >> Well, for me, I like people. I like helping people. So that was already very helping people. So that was already very helping people. So that was already very very uh from the humanistic approach very uh from the humanistic approach very uh from the humanistic approach already natural to me. What I had to already natural to me. What I had to already natural to me. What I had to learn was sales skills and you know learn was sales skills and you know learn was sales skills and you know coming from a government liberal arts

[1:42] coming from a government liberal arts coming from a government liberal arts type of degree sales didn’t come type of degree sales didn’t come type of degree sales didn’t come naturally as you can see behind me. I naturally as you can see behind me. I naturally as you can see behind me. I mean, this this started with one book mean, this this started with one book mean, this this started with one book and it grew into an obsession throughout and it grew into an obsession throughout and it grew into an obsession throughout my career just based on, you know, once my career just based on, you know, once my career just based on, you know, once you start a career in your mid-30s, it’s you start a career in your mid-30s, it’s you start a career in your mid-30s, it’s hard to go back to school and go through hard to go back to school and go through hard to go back to school and go through the whole thing, right?

[1:58] the whole thing, right? the whole thing, right? >> So, you know, I owe it to a lot of the >> So, you know, I owe it to a lot of the >> So, you know, I owe it to a lot of the the items behind me that I I could lean the items behind me that I I could lean the items behind me that I I could lean on and and it helped elevate me not only on and and it helped elevate me not only on and and it helped elevate me not only as an agent, but as a leader and as a as an agent, but as a leader and as a as an agent, but as a leader and as a coach. That’s fascinating because I coach. That’s fascinating because I coach. That’s fascinating because I think a lot of times people um just think a lot of times people um just think a lot of times people um just assume they can’t uh get into sales if assume they can’t uh get into sales if assume they can’t uh get into sales if they’re not naturally that way. So, I they’re not naturally that way. So, I they’re not naturally that way. So, I mean, can can we lean into that a little mean, can can we lean into that a little mean, can can we lean into that a little bit more? Like, would you consider

[2:20] bit more? Like, would you consider bit more? Like, would you consider yourself more introverted? I mean, what yourself more introverted? I mean, what yourself more introverted? I mean, what are the things that you had to break are the things that you had to break are the things that you had to break through to kind of get into this this through to kind of get into this this through to kind of get into this this world? world? world? >> You know, I always was or I would say >> You know, I always was or I would say >> You know, I always was or I would say I’m a closeted introvert [laughter] I’m a closeted introvert [laughter] I’m a closeted introvert [laughter] because like it it put me in a room.

[2:34] because like it it put me in a room. because like it it put me in a room. Apparently, I’m the loudest one. And I Apparently, I’m the loudest one. And I Apparently, I’m the loudest one. And I and for me it’s always about having fun and for me it’s always about having fun and for me it’s always about having fun and always connecting with people. But and always connecting with people. But and always connecting with people. But like I do like to be in my quiet zone. like I do like to be in my quiet zone. like I do like to be in my quiet zone. You know, I do like to be a more of a You know, I do like to be a more of a You know, I do like to be a more of a quiet person. So I mean for me it was quiet person. So I mean for me it was quiet person. So I mean for me it was just having conversations on the phone just having conversations on the phone just having conversations on the phone and you know finding out the the nature and you know finding out the the nature and you know finding out the the nature of where meeting that person where they of where meeting that person where they of where meeting that person where they are whether it was a buyer or a seller

[2:57] are whether it was a buyer or a seller are whether it was a buyer or a seller or and now you know whether it’s a or and now you know whether it’s a or and now you know whether it’s a struggling agent that doesn’t have a struggling agent that doesn’t have a struggling agent that doesn’t have a pipeline, right? It’s just literally pipeline, right? It’s just literally pipeline, right? It’s just literally talking to someone and being 100% in talking to someone and being 100% in talking to someone and being 100% in that conversation and not allowing that conversation and not allowing that conversation and not allowing yourself to be in another place. yourself to be in another place. yourself to be in another place. >> Yeah. Yeah. And I think like you were >> Yeah. Yeah. And I think like you were >> Yeah. Yeah. And I think like you were talking about that the that helping talking about that the that helping talking about that the that helping people um correlation between both people um correlation between both people um correlation between both careers. I think it’s it’s such a good

[3:21] careers. I think it’s it’s such a good careers. I think it’s it’s such a good if you’re in it for the money, I mean, if you’re in it for the money, I mean, if you’re in it for the money, I mean, yes, it’s kind of it is more profitable yes, it’s kind of it is more profitable yes, it’s kind of it is more profitable for sure can be. Uh, but if you’re if for sure can be. Uh, but if you’re if for sure can be. Uh, but if you’re if your passion, if if what really gets you your passion, if if what really gets you your passion, if if what really gets you up in the morning is the money, it’s up in the morning is the money, it’s up in the morning is the money, it’s it’s going to run out. And I think it it’s going to run out. And I think it it’s going to run out. And I think it does.

[3:34] does. does. >> Um, you’re not you’re not gonna have the >> Um, you’re not you’re not gonna have the >> Um, you’re not you’re not gonna have the patience. You’re not going to have the patience. You’re not going to have the patience. You’re not going to have the um ability to handle all the stress that um ability to handle all the stress that um ability to handle all the stress that comes along with this world. comes along with this world. comes along with this world. >> Um, so that’s such a great uh, you know, >> Um, so that’s such a great uh, you know, >> Um, so that’s such a great uh, you know, why, if you will, like the why of why why, if you will, like the why of why why, if you will, like the why of why you get up and and do what you do. Um, you get up and and do what you do. Um, you get up and and do what you do. Um, and also I I think I think that’s also a and also I I think I think that’s also a and also I I think I think that’s also a key to success because people feel that key to success because people feel that key to success because people feel that they they they feel that you’re not

[3:55] they they they feel that you’re not they they they feel that you’re not there just for the paycheck that you’re there just for the paycheck that you’re there just for the paycheck that you’re they’re generally wanting to help them they’re generally wanting to help them they’re generally wanting to help them make the best move they can. make the best move they can. make the best move they can. >> It’s all based on trust. >> It’s all based on trust. >> It’s all based on trust. >> Yeah. >> Yeah. >> Yeah. >> You can’t do anything if people don’t >> You can’t do anything if people don’t >> You can’t do anything if people don’t trust you and if you don’t trust that trust you and if you don’t trust that trust you and if you don’t trust that person. I mean whether it’s a consumer, person. I mean whether it’s a consumer, person. I mean whether it’s a consumer, whether it’s an agent, whether it’s whether it’s an agent, whether it’s whether it’s an agent, whether it’s another a another leader, you know, it’s another a another leader, you know, it’s

[4:11] another a another leader, you know, it’s like if there’s no trust, there’s no like if there’s no trust, there’s no like if there’s no trust, there’s no point in in in moving forward. point in in in moving forward. point in in in moving forward. >> Yeah. Well, so so talk to me about how >> Yeah. Well, so so talk to me about how >> Yeah. Well, so so talk to me about how you got started and kind of what your you got started and kind of what your you got started and kind of what your first uh year looked like. first uh year looked like. first uh year looked like. >> Sure. So when I first got started, I >> Sure. So when I first got started, I >> Sure. So when I first got started, I well the the the nature of it, it was in well the the the nature of it, it was in well the the the nature of it, it was in the summer of 2013. I was at a gayla on the summer of 2013. I was at a gayla on the summer of 2013. I was at a gayla on a free ticket for uh kids in the court a free ticket for uh kids in the court a free ticket for uh kids in the court system and I was having like a mid-30

[4:36] system and I was having like a mid-30 system and I was having like a mid-30 life crisis and one of my very good life crisis and one of my very good life crisis and one of my very good friends was the auctioneer at the at friends was the auctioneer at the at friends was the auctioneer at the at this specific event. And me being the this specific event. And me being the this specific event. And me being the closet introvert, you know, I’m talking closet introvert, you know, I’m talking closet introvert, you know, I’m talking to judges like just, you know, working to judges like just, you know, working to judges like just, you know, working in the room, free scotch, why not, in the room, free scotch, why not, in the room, free scotch, why not, right? And so, so then he approached me right? And so, so then he approached me right? And so, so then he approached me and he’s like, “Susanna, I really think and he’s like, “Susanna, I really think and he’s like, “Susanna, I really think you should try sales and specifically you should try sales and specifically you should try sales and specifically real estate. Like, I just became this

[5:01] real estate. Like, I just became this real estate. Like, I just became this buyer agent team lead over here and you buyer agent team lead over here and you buyer agent team lead over here and you know, I think you’d be a good fit.” And know, I think you’d be a good fit.” And know, I think you’d be a good fit.” And you know, ordinarily when someone says you know, ordinarily when someone says you know, ordinarily when someone says something like that to you or even to me something like that to you or even to me something like that to you or even to me at that time, I was like, but I but I at that time, I was like, but I but I at that time, I was like, but I but I actually took it to heart and quit my actually took it to heart and quit my actually took it to heart and quit my job within 30 days, got licensed, job within 30 days, got licensed, job within 30 days, got licensed, >> went and jumped ship into this unknown >> went and jumped ship into this unknown >> went and jumped ship into this unknown world and within the first year just world and within the first year just

[5:23] world and within the first year just doing the framework and being doing the framework and being doing the framework and being consistent. I think that’s that’s where consistent. I think that’s that’s where consistent. I think that’s that’s where a lot of people fail in real estate is a lot of people fail in real estate is a lot of people fail in real estate is the consistency. uh helped 45 families the consistency. uh helped 45 families the consistency. uh helped 45 families and you know ended up selling close to and you know ended up selling close to and you know ended up selling close to $12 million of of real estate in Austin. $12 million of of real estate in Austin. $12 million of of real estate in Austin. And at the time the price point was And at the time the price point was And at the time the price point was about 375. Okay. Now it’s in it’s a about 375. Okay. Now it’s in it’s a about 375. Okay. Now it’s in it’s a completely different monster now. But I completely different monster now. But I completely different monster now. But I had a lot of volume and I had a I got a had a lot of volume and I had a I got a

[5:46] had a lot of volume and I had a I got a lot of experience in my first year to lot of experience in my first year to lot of experience in my first year to where for me I really learned that where for me I really learned that where for me I really learned that consistency does create certainty. consistency does create certainty. consistency does create certainty. Especially I mean being in the real Especially I mean being in the real Especially I mean being in the real estate world you could ask an outsider. estate world you could ask an outsider. estate world you could ask an outsider. The reason why a lot of people don’t get The reason why a lot of people don’t get The reason why a lot of people don’t get into it is because of that unknown right into it is because of that unknown right into it is because of that unknown right just that just that just that >> it’s like that big ocean. But there is >> it’s like that big ocean. But there is >> it’s like that big ocean. But there is it there is some certainty if you build it there is some certainty if you build it there is some certainty if you build the right habits and do it every day.

[6:13] the right habits and do it every day. the right habits and do it every day. And I think that’s where a lot of people And I think that’s where a lot of people And I think that’s where a lot of people end up failing is because they do not end up failing is because they do not end up failing is because they do not hold themselves accountable to that. hold themselves accountable to that. hold themselves accountable to that. Well, can you describe some of those Well, can you describe some of those Well, can you describe some of those habits that you that you were? habits that you that you were? habits that you that you were? >> For me, it was picking up the phone and >> For me, it was picking up the phone and >> For me, it was picking up the phone and making 40 uh making 40 contacts a week, making 40 uh making 40 contacts a week, making 40 uh making 40 contacts a week, 40 brand new conversations a week and 40 brand new conversations a week and 40 brand new conversations a week and knowing that I had to at least book at knowing that I had to at least book at knowing that I had to at least book at least between three to five appointments

[6:34] least between three to five appointments least between three to five appointments minimum. So, sometimes one week it would minimum. So, sometimes one week it would minimum. So, sometimes one week it would take me 100 120 dials, right? Sometimes take me 100 120 dials, right? Sometimes take me 100 120 dials, right? Sometimes I’d have to flavor in some open houses I’d have to flavor in some open houses I’d have to flavor in some open houses in the middle of that. in the middle of that. in the middle of that. >> Most of the time, like especially in >> Most of the time, like especially in >> Most of the time, like especially in this market, you’re looking at north of this market, you’re looking at north of this market, you’re looking at north of 200, maybe 300 dials now. But 200, maybe 300 dials now. But 200, maybe 300 dials now. But regardless, it’s staying consistent to regardless, it’s staying consistent to regardless, it’s staying consistent to that specific framework. And I’m going that specific framework. And I’m going that specific framework. And I’m going to I’m going to tell you, Matias, like I

[6:56] to I’m going to tell you, Matias, like I to I’m going to tell you, Matias, like I was able to help probably about between was able to help probably about between was able to help probably about between four up to six families a month after 90 four up to six families a month after 90 four up to six families a month after 90 days of just living that. That’s I mean, days of just living that. That’s I mean, days of just living that. That’s I mean, so how long did it take until you first so how long did it take until you first so how long did it take until you first got uh an appointment or a closing from got uh an appointment or a closing from got uh an appointment or a closing from because I mean like it feels like you’re because I mean like it feels like you’re because I mean like it feels like you’re you’re beating your head against the you’re beating your head against the you’re beating your head against the wall when you and wall when you and wall when you and >> it’s an unknown and it’s scary and and >> it’s an unknown and it’s scary and and >> it’s an unknown and it’s scary and and everything.

[7:18] everything. everything. >> It’s fun. >> It’s fun. >> It’s fun. >> So, >> So, >> So, >> no, you it’s it’s an emotional it’s an >> no, you it’s it’s an emotional it’s an >> no, you it’s it’s an emotional it’s an emotional like wild ride. It’s because emotional like wild ride. It’s because emotional like wild ride. It’s because some days it’s like you get something some days it’s like you get something some days it’s like you get something but then other days it’s not. But the but then other days it’s not. But the but then other days it’s not. But the consistency is what what allows you. So, consistency is what what allows you. So, consistency is what what allows you. So, okay, I got licensed at the end of okay, I got licensed at the end of okay, I got licensed at the end of September of 2013 and I had three September of 2013 and I had three September of 2013 and I had three closings in December and then I had like closings in December and then I had like closings in December and then I had like three or four in January and then it three or four in January and then it

[7:42] three or four in January and then it just kind of like started to like the just kind of like started to like the just kind of like started to like the big the big ocean wave from that. So, as big the big ocean wave from that. So, as big the big ocean wave from that. So, as you can see like October, November was you can see like October, November was you can see like October, November was the hardest year, fourth quarter as they the hardest year, fourth quarter as they the hardest year, fourth quarter as they say. But while everybody else around me say. But while everybody else around me say. But while everybody else around me was not making dials, I was making the was not making dials, I was making the was not making dials, I was making the dials and I was meeting people. And what dials and I was meeting people. And what dials and I was meeting people. And what I recognized is even if it’s a fourth I recognized is even if it’s a fourth I recognized is even if it’s a fourth quarter, when you have when you’re quarter, when you have when you’re quarter, when you have when you’re taking buyers or you’re going to

[8:04] taking buyers or you’re going to taking buyers or you’re going to listings at the end of the year, people listings at the end of the year, people listings at the end of the year, people are motivated. And so you have to you are motivated. And so you have to you are motivated. And so you have to you have to stay consistent with them and have to stay consistent with them and have to stay consistent with them and and meet them where they are. And then and meet them where they are. And then and meet them where they are. And then it just became it just became the it just became it just became the it just became it just became the consistent thing that I built in to my consistent thing that I built in to my consistent thing that I built in to my schedule. And I think that’s another schedule. And I think that’s another schedule. And I think that’s another thing is regardless on what field you’re thing is regardless on what field you’re thing is regardless on what field you’re in, you know, when you enter into an in, you know, when you enter into an in, you know, when you enter into an environment such as real estate that for

[8:26] environment such as real estate that for environment such as real estate that for the most part isn’t a 40hour a week job, the most part isn’t a 40hour a week job, the most part isn’t a 40hour a week job, right? It’s not an 8 to5, right? It’s not an 8 to5, right? It’s not an 8 to5, >> you have to make sure that you’re >> you have to make sure that you’re >> you have to make sure that you’re carving out direct income producing carving out direct income producing carving out direct income producing activities every day. activities every day. activities every day. >> Yeah. >> Yeah. >> Yeah. >> What what um where were you finding >> What what um where were you finding >> What what um where were you finding these numbers? Were you uh going through these numbers? Were you uh going through these numbers? Were you uh going through the telephone book? [laughter] the telephone book? [laughter] the telephone book? [laughter] You know, I was blessed to be part of a You know, I was blessed to be part of a You know, I was blessed to be part of a of a brokerage that that was the that

[8:48] of a brokerage that that was the that of a brokerage that that was the that was their one thing is that they do was their one thing is that they do was their one thing is that they do provide opportunities leads. You know, I provide opportunities leads. You know, I provide opportunities leads. You know, I know there’s different types of models know there’s different types of models know there’s different types of models out there, but in my in my case, which out there, but in my in my case, which out there, but in my in my case, which I’ve only been in this one model, I’ve I’ve only been in this one model, I’ve I’ve only been in this one model, I’ve not gone elsewhere, right? it’s based on not gone elsewhere, right? it’s based on not gone elsewhere, right? it’s based on just that motif is just that’s where I just that motif is just that’s where I just that motif is just that’s where I believe we’ve been able to help a lot of believe we’ve been able to help a lot of believe we’ve been able to help a lot of agents scale is just being able to agents scale is just being able to agents scale is just being able to provide that layer that usually is very

[9:11] provide that layer that usually is very provide that layer that usually is very difficult um when you’re getting started difficult um when you’re getting started difficult um when you’re getting started in real estate. in real estate. in real estate. >> Yeah. And if if somebody is looking to >> Yeah. And if if somebody is looking to >> Yeah. And if if somebody is looking to start this and and a bit lost u there’s start this and and a bit lost u there’s start this and and a bit lost u there’s there’s definitely some services you can there’s definitely some services you can there’s definitely some services you can buy some lists that that kind of thing. buy some lists that that kind of thing.

[9:23] buy some lists that that kind of thing. >> Absolutely. You could target uh >> Absolutely. You could target uh >> Absolutely. You could target uh neighborhoods um if you wanted neighborhoods um if you wanted neighborhoods um if you wanted >> door knock. I mean all of it. I’ve done >> door knock. I mean all of it. I’ve done >> door knock. I mean all of it. I’ve done it all. it all. it all. >> So So and that could be a powerful >> So So and that could be a powerful >> So So and that could be a powerful strategy. Like there’s not around me but strategy. Like there’s not around me but strategy. Like there’s not around me but a lot of areas there would be like huge a lot of areas there would be like huge a lot of areas there would be like huge subdivisions where there’s you know a subdivisions where there’s you know a subdivisions where there’s you know a lot of doors that you could try to lot of doors that you could try to lot of doors that you could try to become the expert of and if you’re become the expert of and if you’re become the expert of and if you’re farming that you could try to get a list

[9:43] farming that you could try to get a list farming that you could try to get a list of the numbers. You could you mail of the numbers. You could you mail of the numbers. You could you mail postcards. Um if that takes a little bit postcards. Um if that takes a little bit postcards. Um if that takes a little bit of money it does of money it does of money it does >> but yeah it is effective. But then you >> but yeah it is effective. But then you >> but yeah it is effective. But then you could also door knock um to to try to could also door knock um to to try to could also door knock um to to try to really concentrate on on something. So really concentrate on on something. So really concentrate on on something. So that that would be that that would be that that would be >> you know what’s another nugget too, >> you know what’s another nugget too, >> you know what’s another nugget too, Matias, is going to new construction Matias, is going to new construction Matias, is going to new construction divi subdivisions and meeting the sales divi subdivisions and meeting the sales

[10:03] divi subdivisions and meeting the sales counselors there and having them take counselors there and having them take counselors there and having them take you on a tour because I’m going to tell you on a tour because I’m going to tell you on a tour because I’m going to tell you a lot of the times those individuals you a lot of the times those individuals you a lot of the times those individuals that are sitting in these model homes that are sitting in these model homes that are sitting in these model homes are exceptional at how to show these are exceptional at how to show these are exceptional at how to show these different types of products that are different types of products that are different types of products that are brand new, right? And so I did a lot of brand new, right? And so I did a lot of brand new, right? And so I did a lot of that. I did a lot of spending time going that. I did a lot of spending time going that. I did a lot of spending time going and seeing, you know, how they were and seeing, you know, how they were and seeing, you know, how they were showing and then it then I would kind of

[10:23] showing and then it then I would kind of showing and then it then I would kind of take a little bit of those nuggets and take a little bit of those nuggets and take a little bit of those nuggets and try to elevate my game on how I was try to elevate my game on how I was try to elevate my game on how I was presenting myself to to clients. presenting myself to to clients. presenting myself to to clients. >> Sure. And how about uh your existing >> Sure. And how about uh your existing >> Sure. And how about uh your existing sphere that you already u had like you sphere that you already u had like you sphere that you already u had like you you would have had a network of friends, you would have had a network of friends, you would have had a network of friends, family maybe professionals that you were family maybe professionals that you were family maybe professionals that you were in. Were you also in. Were you also in. Were you also >> I’m a I’m a realist. You know, normally >> I’m a I’m a realist. You know, normally >> I’m a I’m a realist. You know, normally when you when people get into real

[10:43] when you when people get into real when you when people get into real estate, everybody everybody knows a estate, everybody everybody knows a estate, everybody everybody knows a realtor. Everybody knows a realtor. It’s realtor. Everybody knows a realtor. It’s realtor. Everybody knows a realtor. It’s like it’s like it’s like seven degrees like it’s like it’s like seven degrees like it’s like it’s like seven degrees of Kevin Bacon, right? Like everybody of Kevin Bacon, right? Like everybody of Kevin Bacon, right? Like everybody knows a realtor. So, it wasn’t until knows a realtor. So, it wasn’t until knows a realtor. So, it wasn’t until probably my second or third year when probably my second or third year when probably my second or third year when they started to see me prosper.

[10:57] they started to see me prosper. they started to see me prosper. >> Yeah. >> Yeah. >> Yeah. >> Consistently. That’s basically when I >> Consistently. That’s basically when I >> Consistently. That’s basically when I started opening myself up more to my started opening myself up more to my started opening myself up more to my sphere. I basically took full advantage sphere. I basically took full advantage sphere. I basically took full advantage of just working on the things that were of just working on the things that were of just working on the things that were being provided to me um in my in my being provided to me um in my in my being provided to me um in my in my early in my early days.

[11:12] early in my early days. early in my early days. >> Yeah. And I I think what you’re >> Yeah. And I I think what you’re >> Yeah. And I I think what you’re outlining there’s there’s maybe some outlining there’s there’s maybe some outlining there’s there’s maybe some different methodologies to to doing it, different methodologies to to doing it, different methodologies to to doing it, but ultimately uh yeah, spending you but ultimately uh yeah, spending you but ultimately uh yeah, spending you have like a checklist. You have a have like a checklist. You have a have like a checklist. You have a certain amount of things you have to get certain amount of things you have to get certain amount of things you have to get done each day. Um and showing up done each day. Um and showing up done each day. Um and showing up consistently to do those things that you consistently to do those things that you consistently to do those things that you know can provide um you know some sort know can provide um you know some sort know can provide um you know some sort of income in the future is is where you

[11:32] of income in the future is is where you of income in the future is is where you get that yeah that that feeling of get that yeah that that feeling of get that yeah that that feeling of stability because if you show up on stability because if you show up on stability because if you show up on those you have things you’re working on, those you have things you’re working on, those you have things you’re working on, you’re progressing things forward that you’re progressing things forward that you’re progressing things forward that will result in income down the line. Um, will result in income down the line. Um, will result in income down the line. Um, but it does you do have to push through but it does you do have to push through but it does you do have to push through like cuz I mean I think like you said like cuz I mean I think like you said like cuz I mean I think like you said that you would had a couple months where that you would had a couple months where that you would had a couple months where you know I I you probably saw some you know I I you probably saw some you know I I you probably saw some momentum but like I mean were you

[11:49] momentum but like I mean were you momentum but like I mean were you >> were you calling for weeks before you >> were you calling for weeks before you >> were you calling for weeks before you really feel like like were how much of really feel like like were how much of really feel like like were how much of uncertainty did you have while you were uncertainty did you have while you were uncertainty did you have while you were making these phone calls like to that making these phone calls like to that making these phone calls like to that you had to get through until you you had to get through until you you had to get through until you actually saw some sort of result? Well, actually saw some sort of result? Well, actually saw some sort of result? Well, in the first in the [clears throat] in the first in the [clears throat] in the first in the [clears throat] first like couple of months like to be first like couple of months like to be first like couple of months like to be able to just let’s just say the first 90 able to just let’s just say the first 90 able to just let’s just say the first 90 days for me I was treating it like an 8

[12:08] days for me I was treating it like an 8 days for me I was treating it like an 8 toive job until I got that momentum and toive job until I got that momentum and toive job until I got that momentum and then from there then it was about just then from there then it was about just then from there then it was about just hitting certain metrics that do indicate hitting certain metrics that do indicate hitting certain metrics that do indicate a having a little bit more of a pred you a having a little bit more of a pred you a having a little bit more of a pred you know a predictive type of revenue for know a predictive type of revenue for know a predictive type of revenue for me. So then you know what would take me me. So then you know what would take me me. So then you know what would take me 8 hours or you know 10 hours in a in a 8 hours or you know 10 hours in a in a 8 hours or you know 10 hours in a in a week you know I was able to kind of week you know I was able to kind of week you know I was able to kind of segment that out into like one to two segment that out into like one to two segment that out into like one to two hour call blocks and then that is what

[12:33] hour call blocks and then that is what hour call blocks and then that is what it was. You just leave everything on the it was. You just leave everything on the it was. You just leave everything on the field and you move on and do other field and you move on and do other field and you move on and do other tasks. But that you grow into that right tasks. But that you grow into that right tasks. But that you grow into that right I think what happens is a lot of people I think what happens is a lot of people I think what happens is a lot of people think oh okay one hour I’m only going to think oh okay one hour I’m only going to think oh okay one hour I’m only going to spend one hour. No you you have to you spend one hour. No you you have to you spend one hour. No you you have to you have to go all out and go with full have to go all out and go with full have to go all out and go with full Ghanas in order to like get something to Ghanas in order to like get something to Ghanas in order to like get something to happen.

[12:51] happen. happen. >> Yeah. At least for that first closing, >> Yeah. At least for that first closing, >> Yeah. At least for that first closing, >> it takes a massive massive amount of >> it takes a massive massive amount of >> it takes a massive massive amount of effort often. Um, effort often. Um, effort often. Um, >> yes. >> yes. >> yes. >> So, would you then uh suggest most >> So, would you then uh suggest most >> So, would you then uh suggest most people if they’re thinking about getting people if they’re thinking about getting people if they’re thinking about getting into the business uh go all in so they into the business uh go all in so they into the business uh go all in so they can do this kind of activity? Um, or you can do this kind of activity? Um, or you can do this kind of activity? Um, or you think it’s possible to to kind of build think it’s possible to to kind of build think it’s possible to to kind of build your business slowly while you do your business slowly while you do your business slowly while you do another job?

[13:10] another job? another job? >> So, I’m going to probably say something >> So, I’m going to probably say something >> So, I’m going to probably say something that a lot of people don’t want to hear. that a lot of people don’t want to hear. that a lot of people don’t want to hear. I think it is something that you have to I think it is something that you have to I think it is something that you have to go all in. And what I would advise is to go all in. And what I would advise is to go all in. And what I would advise is to have at least at least a 30 to 60 day a have at least at least a 30 to 60 day a have at least at least a 30 to 60 day a little bit of financing like safety net little bit of financing like safety net little bit of financing like safety net to be able to be able to lean in to be to be able to be able to lean in to be to be able to be able to lean in to be able to go full-time because I didn’t uh able to go full-time because I didn’t uh able to go full-time because I didn’t uh you know and there’s enough ramen I I you know and there’s enough ramen I I you know and there’s enough ramen I I can tell you the the ramen and the 99

[13:35] can tell you the the ramen and the 99 can tell you the the ramen and the 99 cent you know Jack in the Box tacos and cent you know Jack in the Box tacos and cent you know Jack in the Box tacos and you know after leaving my job luckily I you know after leaving my job luckily I you know after leaving my job luckily I had a friend who was in the barbecue had a friend who was in the barbecue had a friend who was in the barbecue business and had like a trailer out in business and had like a trailer out in business and had like a trailer out in the wineries outside of Austin so I was the wineries outside of Austin so I was the wineries outside of Austin so I was like cutting up brisket for gas money, like cutting up brisket for gas money, like cutting up brisket for gas money, right? So, if I could do it all over right? So, if I could do it all over right? So, if I could do it all over again, I would have I would have been a again, I would have I would have been a again, I would have I would have been a little bit more strategic in having a little bit more strategic in having a little bit more strategic in having a little bit of a savings so that I would

[13:56] little bit of a savings so that I would little bit of a savings so that I would not be so like feeling defeated or not be so like feeling defeated or not be so like feeling defeated or terrified in those first early months. terrified in those first early months. terrified in those first early months. But it ended I ended up doing okay cuz I But it ended I ended up doing okay cuz I But it ended I ended up doing okay cuz I you know I I it it it worked in my you know I I it it it worked in my you know I I it it it worked in my benefit. But I would think for a lot of benefit. But I would think for a lot of benefit. But I would think for a lot of people right now that’s probably not the people right now that’s probably not the people right now that’s probably not the way that you’d want to go.

[14:13] way that you’d want to go. way that you’d want to go. >> Yeah. Yeah. that can be stressful and >> Yeah. Yeah. that can be stressful and >> Yeah. Yeah. that can be stressful and especially if there’s uh you know especially if there’s uh you know especially if there’s uh you know depending on your situation what what depending on your situation what what depending on your situation what what kind of expenses you have um if you have kind of expenses you have um if you have kind of expenses you have um if you have a spouse that earns money if you uh have a spouse that earns money if you uh have a spouse that earns money if you uh have kids that are depending on you there’s kids that are depending on you there’s kids that are depending on you there’s there’s a lot of different factors that there’s a lot of different factors that there’s a lot of different factors that can that can play and also just kind of can that can play and also just kind of can that can play and also just kind of your goal I think there are people that your goal I think there are people that your goal I think there are people that are able to be pretty focused on um

[14:32] are able to be pretty focused on um are able to be pretty focused on um building the business um but there is building the business um but there is building the business um but there is like you had your back was against the like you had your back was against the like you had your back was against the wall you were going to have to swim or wall you were going to have to swim or wall you were going to have to swim or you were going to sink with what you were going to sink with what you were going to sink with what >> exactly and I came out okay on >> exactly and I came out okay on >> exactly and I came out okay on >> [laughter] >> [laughter] >> [laughter] >> you know, I came out okay on it. But for >> you know, I came out okay on it. But for >> you know, I came out okay on it. But for I think for a lot of other individuals, I think for a lot of other individuals, I think for a lot of other individuals, uh, especially in this specific market, uh, especially in this specific market, uh, especially in this specific market, I would advise having a little bit of a

[14:55] I would advise having a little bit of a I would advise having a little bit of a safety, a little bit of a of a of an safety, a little bit of a of a of an safety, a little bit of a of a of an essay. essay. essay. >> Yeah. Yeah. So, I mean, where did your I >> Yeah. Yeah. So, I mean, where did your I >> Yeah. Yeah. So, I mean, where did your I was going to go down a rabbit hole of was going to go down a rabbit hole of was going to go down a rabbit hole of talk about Austin’s market. talk about Austin’s market. talk about Austin’s market. >> Let’s >> Let’s >> Let’s >> let’s go bring it on. >> let’s go bring it on. >> let’s go bring it on. >> Well, let’s go to your next uh phase.

[15:08] >> Well, let’s go to your next uh phase. >> Well, let’s go to your next uh phase. Um, as you as you got established, like Um, as you as you got established, like Um, as you as you got established, like did you where did you go? Did you did did you where did you go? Did you did did you where did you go? Did you did you build a team? You said you’re now in you build a team? You said you’re now in you build a team? You said you’re now in in in the coaching world as well. So in in the coaching world as well. So in in the coaching world as well. So tell me about how you you progressed tell me about how you you progressed tell me about how you you progressed your business. your business.

[15:19] your business. >> So how I progressed is you know I >> So how I progressed is you know I >> So how I progressed is you know I started having a lot of early success on started having a lot of early success on started having a lot of early success on you know helping buyers, helping listing you know helping buyers, helping listing you know helping buyers, helping listing agents and so and being in a team agents and so and being in a team agents and so and being in a team environment it was naturally for people environment it was naturally for people environment it was naturally for people to start to gravitate towards me just to start to gravitate towards me just to start to gravitate towards me just for advice. And you know, usually for advice. And you know, usually for advice. And you know, usually salespeople can be very competitive, you salespeople can be very competitive, you salespeople can be very competitive, you know, depending on different things, but know, depending on different things, but know, depending on different things, but coming from my background, I was a

[15:41] coming from my background, I was a coming from my background, I was a little bit more collaborative. And so I little bit more collaborative. And so I little bit more collaborative. And so I think my bosses started noticing, hey, think my bosses started noticing, hey, think my bosses started noticing, hey, there’s something there that she’s there’s something there that she’s there’s something there that she’s actually willing to take time out of her actually willing to take time out of her actually willing to take time out of her day to coach. And so then from there, day to coach. And so then from there, day to coach. And so then from there, it, you know, the opportunity opened up it, you know, the opportunity opened up it, you know, the opportunity opened up for me to actually lead the help lead for me to actually lead the help lead for me to actually lead the help lead the Austin team for about four years.

[15:59] the Austin team for about four years. the Austin team for about four years. And I had a lot of success kind of And I had a lot of success kind of And I had a lot of success kind of taking from what I learned as an agent taking from what I learned as an agent taking from what I learned as an agent and then learning and putting that all and then learning and putting that all and then learning and putting that all into leadership and it being all based into leadership and it being all based into leadership and it being all based on trust, right? You can’t you can’t get on trust, right? You can’t you can’t get on trust, right? You can’t you can’t get people to do things if they don’t trust people to do things if they don’t trust people to do things if they don’t trust you, especially in what would be kind of you, especially in what would be kind of you, especially in what would be kind of a higher risk type of environment when a higher risk type of environment when a higher risk type of environment when it comes to sales. And so, um, I leaned it comes to sales. And so, um, I leaned it comes to sales. And so, um, I leaned all on that and and and being able to

[16:23] all on that and and and being able to all on that and and and being able to build relationships with my with my with build relationships with my with my with build relationships with my with my with my agents and and help them prosper. And my agents and and help them prosper. And my agents and and help them prosper. And then another opportunity after that then another opportunity after that then another opportunity after that opened up to where I now share a lot of opened up to where I now share a lot of opened up to where I now share a lot of just being kind of in that in that just being kind of in that in that just being kind of in that in that fishbowl for four years and now help fishbowl for four years and now help fishbowl for four years and now help coach not only leaders but also agents coach not only leaders but also agents coach not only leaders but also agents and sales managers and in different and sales managers and in different and sales managers and in different areas of of real estate. So all of it areas of of real estate. So all of it areas of of real estate. So all of it started with me just you know taking a

[16:48] started with me just you know taking a started with me just you know taking a taking a plunge about 12 13 years ago. taking a plunge about 12 13 years ago. taking a plunge about 12 13 years ago. >> Yeah. Yeah. It’s uh definitely is a >> Yeah. Yeah. It’s uh definitely is a >> Yeah. Yeah. It’s uh definitely is a plunge. Did you ever read Rich Dad Poor plunge. Did you ever read Rich Dad Poor plunge. Did you ever read Rich Dad Poor Dad? Did that help you get in there? Dad? Did that help you get in there? Dad? Did that help you get in there? >> The what? >> The what? >> The what? >> Did you ever read the book Rich Dad Poor >> Did you ever read the book Rich Dad Poor >> Did you ever read the book Rich Dad Poor Dad?

[17:01] Dad? Dad? >> Of course. It’s Yeah, I mean, yeah, for >> Of course. It’s Yeah, I mean, yeah, for >> Of course. It’s Yeah, I mean, yeah, for sure. I mean, that one was a was a sure. I mean, that one was a was a sure. I mean, that one was a was a critical one. Uh, Extreme Ownership was critical one. Uh, Extreme Ownership was critical one. Uh, Extreme Ownership was a big one for me that really helped me. a big one for me that really helped me. a big one for me that really helped me. I mean, I could go on. I mean, in 2018 I mean, I could go on. I mean, in 2018 I mean, I could go on. I mean, in 2018 here, let me tell you this fun fact, here, let me tell you this fun fact, here, let me tell you this fun fact, Matias. I did a dare with my broker for Matias. I did a dare with my broker for Matias. I did a dare with my broker for New Year’s Eve resolution. I said I New Year’s Eve resolution. I said I New Year’s Eve resolution. I said I would read 52 books in 52 weeks. and um would read 52 books in 52 weeks. and um would read 52 books in 52 weeks. and um and did so and so from that it’s now

[17:29] and did so and so from that it’s now and did so and so from that it’s now years later has become an obsession of years later has become an obsession of years later has become an obsession of like biographies or westerns or like like biographies or westerns or like like biographies or westerns or like whatever the year’s theme is. So I don’t whatever the year’s theme is. So I don’t whatever the year’s theme is. So I don’t even know what this coming year is going even know what this coming year is going even know what this coming year is going to bring for me when it comes to to to bring for me when it comes to to to bring for me when it comes to to books. books. books. >> Yeah, that’s amazing. Um did did you get >> Yeah, that’s amazing. Um did did you get >> Yeah, that’s amazing. Um did did you get into the investing space as well um in into the investing space as well um in into the investing space as well um in this journey? Did you uh invest in real this journey? Did you uh invest in real this journey? Did you uh invest in real estate estate estate >> as far as like investing other than just

[17:53] >> as far as like investing other than just >> as far as like investing other than just in my personal home? um that’s been the in my personal home? um that’s been the in my personal home? um that’s been the the the the actual shelf life of that. the the the actual shelf life of that. the the the actual shelf life of that. What I have what I have taken from the What I have what I have taken from the What I have what I have taken from the real estate industry is investing in real estate industry is investing in real estate industry is investing in others as far as the actual person as others as far as the actual person as others as far as the actual person as far as the actual agent or leader far as the actual agent or leader far as the actual agent or leader >> um that’s sitting in front of me. That’s >> um that’s sitting in front of me. That’s >> um that’s sitting in front of me. That’s my love it my love it my love it >> my path. Yeah, that’s been my path.

[18:12] >> my path. Yeah, that’s been my path. >> my path. Yeah, that’s been my path. >> Sure. I love it. Um so and so that’s the >> Sure. I love it. Um so and so that’s the >> Sure. I love it. Um so and so that’s the role you’re in now then? Um still role you’re in now then? Um still role you’re in now then? Um still >> Yeah, >> Yeah, >> Yeah, >> I am. >> I am. >> I am. >> Yeah. No, it’s uh I think there’s people >> Yeah. No, it’s uh I think there’s people >> Yeah. No, it’s uh I think there’s people need to the beauty of real estate and need to the beauty of real estate and need to the beauty of real estate and and people thing that people will tell and people thing that people will tell and people thing that people will tell me a lot is like you know you can kind me a lot is like you know you can kind me a lot is like you know you can kind of make it what you want. Um and and in of make it what you want. Um and and in of make it what you want. Um and and in the beginning you know I would joke you the beginning you know I would joke you

[18:31] the beginning you know I would joke you know I can choose what 18 hours a day I know I can choose what 18 hours a day I know I can choose what 18 hours a day I wanted to work and wanted to work and wanted to work and >> but I think there is the ability there. >> but I think there is the ability there. >> but I think there is the ability there. I have interviewed people that have um I have interviewed people that have um I have interviewed people that have um been very strict about things like 9 been very strict about things like 9 been very strict about things like 9 to5. I work 9 to5. That’s when I to5. I work 9 to5. That’s when I to5. I work 9 to5. That’s when I respond. That’s when and they’re you respond. That’s when and they’re you respond. That’s when and they’re you know in their position they’re doing know in their position they’re doing know in their position they’re doing sales or listings.

[18:48] sales or listings. sales or listings. >> Sure. Um, and so they’re not running >> Sure. Um, and so they’re not running >> Sure. Um, and so they’re not running buyers around when they when it need buyers around when they when it need buyers around when they when it need meets their schedule. But, um, there is meets their schedule. But, um, there is meets their schedule. But, um, there is that ability within this world to be that ability within this world to be that ability within this world to be able to, you know, make it what you able to, you know, make it what you able to, you know, make it what you want. Um, you know, I think there’s want. Um, you know, I think there’s want. Um, you know, I think there’s ability of I I don’t know if people, ability of I I don’t know if people, ability of I I don’t know if people, some people are just happy with a some people are just happy with a some people are just happy with a certain amount of sales volume. Once certain amount of sales volume. Once certain amount of sales volume. Once they have that, they they kind of stop they have that, they they kind of stop

[19:08] they have that, they they kind of stop for the year, take a long vacation. I for the year, take a long vacation. I for the year, take a long vacation. I mean there’s it’s I don’t think there’s mean there’s it’s I don’t think there’s mean there’s it’s I don’t think there’s I think I think this world is a lot of I think I think this world is a lot of I think I think this world is a lot of like you know we should we should be like you know we should we should be like you know we should we should be thinking about what we want out of life thinking about what we want out of life thinking about what we want out of life and we should be agree and we should be agree and we should be agree >> focused on that as well and not just be >> focused on that as well and not just be >> focused on that as well and not just be like if you’re competitive and and what like if you’re competitive and and what like if you’re competitive and and what really drives you is to be the number really drives you is to be the number really drives you is to be the number one agent you know that that’s great

[19:28] one agent you know that that’s great one agent you know that that’s great good for you but if if you have other good for you but if if you have other good for you but if if you have other priorities as well I think that’s you priorities as well I think that’s you priorities as well I think that’s you know not wrong you shouldn’t feel bad know not wrong you shouldn’t feel bad know not wrong you shouldn’t feel bad about that about that about that >> exactly you know there’s that whole that >> exactly you know there’s that whole that >> exactly you know there’s that whole that whole take on words like KPI key whole take on words like KPI key whole take on words like KPI key performance indicator but And now performance indicator but And now performance indicator but And now there’s a whole nuance on keeping people there’s a whole nuance on keeping people there’s a whole nuance on keeping people inspired, especially those that you know inspired, especially those that you know inspired, especially those that you know that are your teammates or or people that are your teammates or or people

[19:47] that are your teammates or or people that you’re um collaborating with. So I that you’re um collaborating with. So I that you’re um collaborating with. So I I do agree. I do think a lot of the real I do agree. I do think a lot of the real I do agree. I do think a lot of the real estate profession is probably split estate profession is probably split estate profession is probably split 50/50 on that, you know. 50/50 on that, you know. 50/50 on that, you know. >> Yeah. >> Yeah. >> Yeah. >> And I think it’s it’s easy, especially >> And I think it’s it’s easy, especially >> And I think it’s it’s easy, especially in this world, to compare yourself to in this world, to compare yourself to in this world, to compare yourself to others. And if if you’re not performing others. And if if you’re not performing others. And if if you’re not performing as much as somebody else, as much as somebody else, as much as somebody else, >> um you may feel that you’re not doing >> um you may feel that you’re not doing >> um you may feel that you’re not doing enough or something. Sure.

[20:10] enough or something. Sure. enough or something. Sure. >> I I don’t think you need to to focus on >> I I don’t think you need to to focus on >> I I don’t think you need to to focus on it. And so, you know, speak speaking of it. And so, you know, speak speaking of it. And so, you know, speak speaking of KPIs or setting goals and, you know, KPIs or setting goals and, you know, KPIs or setting goals and, you know, we’re in the fourth quarter of this we’re in the fourth quarter of this we’re in the fourth quarter of this year. Uh what areas do you think people year. Uh what areas do you think people year. Uh what areas do you think people should focus on as they plan like aside should focus on as they plan like aside should focus on as they plan like aside from just their sales? Like is there from just their sales? Like is there from just their sales? Like is there other things that uh you suggest your other things that uh you suggest your other things that uh you suggest your agents focus on um when they’re Yeah.

[20:30] agents focus on um when they’re Yeah. agents focus on um when they’re Yeah. planning for the next year? planning for the next year? planning for the next year? >> You know, in addition to just, you know, >> You know, in addition to just, you know, >> You know, in addition to just, you know, having a healthy pipeline, there is having a healthy pipeline, there is having a healthy pipeline, there is something about having the healthy something about having the healthy something about having the healthy mindset. uh this year 2025 has been a mindset. uh this year 2025 has been a mindset. uh this year 2025 has been a really brutal year for real estate really brutal year for real estate really brutal year for real estate agents regardless it doesn’t matter what agents regardless it doesn’t matter what agents regardless it doesn’t matter what state what city you’re in in this in the state what city you’re in in this in the state what city you’re in in this in the country right and so I think in addition country right and so I think in addition country right and so I think in addition to that I’m also been really help

[20:52] to that I’m also been really help to that I’m also been really help helping them uh just really understand helping them uh just really understand helping them uh just really understand like what do they really truly want like like what do they really truly want like like what do they really truly want like what you know we have team numbers what you know we have team numbers what you know we have team numbers everybody has metrics and stuff but at everybody has metrics and stuff but at everybody has metrics and stuff but at the end of the day too it’s about asking the end of the day too it’s about asking the end of the day too it’s about asking what the agent actually wants what the agent actually wants what the agent actually wants >> and then us stepping aside and being >> and then us stepping aside and being >> and then us stepping aside and being able to help lead them into that path.

[21:09] able to help lead them into that path. able to help lead them into that path. That might be a little bit different That might be a little bit different That might be a little bit different from what we may be, but at the end of from what we may be, but at the end of from what we may be, but at the end of the day, we owe that to that person. the day, we owe that to that person. the day, we owe that to that person. >> Yeah. Because I mean, if you’re if >> Yeah. Because I mean, if you’re if >> Yeah. Because I mean, if you’re if you’re not happy, if you’re burnt out, you’re not happy, if you’re burnt out, you’re not happy, if you’re burnt out, if you’re, you know, stressed, and if you’re, you know, stressed, and if you’re, you know, stressed, and you’re not going to be effective at you’re not going to be effective at you’re not going to be effective at work. So, work. So, work. So, >> there’s a there’s a lot to it. And I I I >> there’s a there’s a lot to it. And I I I >> there’s a there’s a lot to it. And I I I really liked uh kind of trying to choose really liked uh kind of trying to choose

[21:28] really liked uh kind of trying to choose three areas of focus um in general. Um, three areas of focus um in general. Um, three areas of focus um in general. Um, so for me, you know, family, family, so for me, you know, family, family, so for me, you know, family, family, health, and, you know, business is is health, and, you know, business is is health, and, you know, business is is kind of it’s for me it’s natural to kind kind of it’s for me it’s natural to kind kind of it’s for me it’s natural to kind of focus too much on the business of focus too much on the business of focus too much on the business [laughter] to [laughter] to [laughter] to >> be dreaming about the 16 steps ahead of >> be dreaming about the 16 steps ahead of >> be dreaming about the 16 steps ahead of that. I’m I’m that. I’m I’m that. I’m I’m >> um but and then also the health isn’t >> um but and then also the health isn’t >> um but and then also the health isn’t too bad. I I got into the cult of too bad. I I got into the cult of too bad. I I got into the cult of CrossFit and so I I’m obsessed with that

[21:53] CrossFit and so I I’m obsessed with that CrossFit and so I I’m obsessed with that aspect, but but eating and and the other aspect, but but eating and and the other aspect, but but eating and and the other aspects of it as well um of health that aspects of it as well um of health that aspects of it as well um of health that you know are good to focus on. Uh but you know are good to focus on. Uh but you know are good to focus on. Uh but but little things like you know being but little things like you know being but little things like you know being intentional with uh trying to have a intentional with uh trying to have a intentional with uh trying to have a certain amount of time with uh your kids certain amount of time with uh your kids certain amount of time with uh your kids uh that you are undistracted or or that uh that you are undistracted or or that uh that you are undistracted or or that kind of thing and and if you if you set kind of thing and and if you if you set kind of thing and and if you if you set that as an intention if you set that as that as an intention if you set that as

[22:13] that as an intention if you set that as like something you even track um it is like something you even track um it is like something you even track um it is something that you can see a big something that you can see a big something that you can see a big difference in like you notice it and you difference in like you notice it and you difference in like you notice it and you may not realize that okay I thought I’m may not realize that okay I thought I’m may not realize that okay I thought I’m around my kids all the time so I thought around my kids all the time so I thought around my kids all the time so I thought I was you know with them but was I I was you know with them but was I I was you know with them but was I really because I was answering emails or really because I was answering emails or really because I was answering emails or whatever on my phone. um and it whatever on my phone. um and it whatever on my phone. um and it >> being present >> being present >> being present >> as yeah as present. So, I think it’s >> as yeah as present. So, I think it’s

[22:34] >> as yeah as present. So, I think it’s great to to take some time in this, you great to to take some time in this, you great to to take some time in this, you know, when when we’re in this planning know, when when we’re in this planning know, when when we’re in this planning season. Um, usually it’s a little slower season. Um, usually it’s a little slower season. Um, usually it’s a little slower business-wise, some time to to think business-wise, some time to to think business-wise, some time to to think through about, you know, what we really through about, you know, what we really through about, you know, what we really want out of life and and, you know, want out of life and and, you know, want out of life and and, you know, business is certainly part of it, but, business is certainly part of it, but, business is certainly part of it, but, you know, others there’s definitely you know, others there’s definitely you know, others there’s definitely other factors.

[22:51] other factors. other factors. >> Definitely is. You know, it’s always >> Definitely is. You know, it’s always >> Definitely is. You know, it’s always about, you know, I’ve always been a about, you know, I’ve always been a about, you know, I’ve always been a family and family family first. That family and family family first. That family and family family first. That should always be the first thing that should always be the first thing that should always be the first thing that you block in your calendar and then you block in your calendar and then you block in your calendar and then everything else works around that. The everything else works around that. The everything else works around that. The second component would be now now you second component would be now now you second component would be now now you know with just like you you said that know with just like you you said that know with just like you you said that you started this this CrossFit I’m going you started this this CrossFit I’m going you started this this CrossFit I’m going to be doing my first Spartan race

[23:11] to be doing my first Spartan race to be doing my first Spartan race >> nice >> nice >> nice >> in March coming from kind of the camp >> in March coming from kind of the camp >> in March coming from kind of the camp gladiator world so I mean there I think gladiator world so I mean there I think gladiator world so I mean there I think in order for us to show up and be in order for us to show up and be in order for us to show up and be present to our people like we also have present to our people like we also have present to our people like we also have to be taking care of ourselves. to be taking care of ourselves. to be taking care of ourselves. >> Yeah >> Yeah >> Yeah >> whether it’s customer clients agents or >> whether it’s customer clients agents or >> whether it’s customer clients agents or leaders or co-workers like you also you leaders or co-workers like you also you leaders or co-workers like you also you have to take care of yourself.

[23:29] have to take care of yourself. have to take care of yourself. >> Yeah. I one of I love the the gym class >> Yeah. I one of I love the the gym class >> Yeah. I one of I love the the gym class kind of uh tribe thing that as as an kind of uh tribe thing that as as an kind of uh tribe thing that as as an opportunity to to a be healthy opportunity to to a be healthy opportunity to to a be healthy physically um and you’ll be more physically um and you’ll be more physically um and you’ll be more motivated I think to to be um healthy motivated I think to to be um healthy motivated I think to to be um healthy physically in that kind of environment physically in that kind of environment physically in that kind of environment but you you build that community you but you you build that community you but you you build that community you build that second space um that I think build that second space um that I think build that second space um that I think is is important or third space is is important or third space is is important or third space >> it’s crucial it’s crucial like I I was a

[23:55] >> it’s crucial it’s crucial like I I was a >> it’s crucial it’s crucial like I I was a part of a 510 a.m. group in Austin for part of a 510 a.m. group in Austin for part of a 510 a.m. group in Austin for many, many years. And it’s like most many, many years. And it’s like most many, many years. And it’s like most people would be like, “Wait, you get up people would be like, “Wait, you get up people would be like, “Wait, you get up at 4:40 a.m. to meet this group for an at 4:40 a.m. to meet this group for an at 4:40 a.m. to meet this group for an hour at 5:10.” I’m like, “I absolutely hour at 5:10.” I’m like, “I absolutely hour at 5:10.” I’m like, “I absolutely do three or four times a week. It’s do three or four times a week. It’s do three or four times a week. It’s addicting.” And you know, now I I’m I’m addicting.” And you know, now I I’m I’m addicting.” And you know, now I I’m I’m I based in Austin, but now I don’t live I based in Austin, but now I don’t live I based in Austin, but now I don’t live in Austin. I live five hours away. And I in Austin. I live five hours away. And I

[24:14] in Austin. I live five hours away. And I will tell you, we still get together will tell you, we still get together will tell you, we still get together even though we’re not working out even though we’re not working out even though we’re not working out together. It create, like you said, it together. It create, like you said, it together. It create, like you said, it creates like this second family of of creates like this second family of of creates like this second family of of things. things. things. >> And I I I love it. It’s it’s like I >> And I I I love it. It’s it’s like I >> And I I I love it. It’s it’s like I think it partly has to do with that you think it partly has to do with that you think it partly has to do with that you you it’s almost like trauma bond you it’s almost like trauma bond you it’s almost like trauma bond [laughter] and and it makes you like bonded with and and it makes you like bonded with and and it makes you like bonded with them more. Um but but it’s also I think them more. Um but but it’s also I think them more. Um but but it’s also I think a life hack like if if you’re um you

[24:40] a life hack like if if you’re um you a life hack like if if you’re um you know in a new area and you don’t have a know in a new area and you don’t have a know in a new area and you don’t have a community. I think that is a amazing community. I think that is a amazing community. I think that is a amazing place to get business. Like if you’re place to get business. Like if you’re place to get business. Like if you’re moving to another city um or and you moving to another city um or and you moving to another city um or and you just don’t want friends like I mean just don’t want friends like I mean just don’t want friends like I mean that’s I think it’s more of that. I that’s I think it’s more of that. I that’s I think it’s more of that. I think that’s a great network to tap into think that’s a great network to tap into think that’s a great network to tap into and you get really close with those and you get really close with those and you get really close with those people.

[24:54] people. people. >> I think for me I was burning out. I was >> I think for me I was burning out. I was >> I think for me I was burning out. I was crispy like KFC like in and just with crispy like KFC like in and just with crispy like KFC like in and just with a lot of things happening in my early a lot of things happening in my early a lot of things happening in my early climb of even leadership and the first climb of even leadership and the first climb of even leadership and the first thing to go is your health and so I thing to go is your health and so I thing to go is your health and so I wasn’t taking care of myself and then on wasn’t taking care of myself and then on wasn’t taking care of myself and then on a dare um I did this little 12week free a dare um I did this little 12week free a dare um I did this little 12week free little CG thing and then it just took little CG thing and then it just took little CG thing and then it just took off as far as I did not know how much of off as far as I did not know how much of off as far as I did not know how much of an impact that could make with someone

[25:24] an impact that could make with someone an impact that could make with someone until I started doing it and like my until I started doing it and like my until I started doing it and like my agents could tell if I didn’t go to a agents could tell if I didn’t go to a agents could tell if I didn’t go to a workout and if I did like there was a workout and if I did like there was a workout and if I did like there was a true difference true difference true difference >> of of that. So I have a lot of a lot of >> of of that. So I have a lot of a lot of >> of of that. So I have a lot of a lot of thanks to thanks to thanks to >> our those types of coaches, right, that >> our those types of coaches, right, that >> our those types of coaches, right, that do allow us to trauma bond and and do allow us to trauma bond and and do allow us to trauma bond and and [laughter] make us better and make us [laughter] make us better and make us [laughter] make us better and make us better people.

[25:44] better people. better people. >> I think I think like honestly the the >> I think I think like honestly the the >> I think I think like honestly the the addicting part of it is the least addicting part of it is the least addicting part of it is the least addicting part of it is the actual addicting part of it is the actual addicting part of it is the actual physical benefits, [laughter] physical benefits, [laughter] physical benefits, [laughter] >> right? No, I agree. I think all the >> right? No, I agree. I think all the >> right? No, I agree. I think all the other parts are are like almost more other parts are are like almost more other parts are are like almost more important important important >> um when you get into it and really yeah >> um when you get into it and really yeah >> um when you get into it and really yeah get into that world.

[26:02] get into that world. get into that world. >> Um we should we should talk a little bit >> Um we should we should talk a little bit >> Um we should we should talk a little bit about the Austin market. Now I’ve I’ve about the Austin market. Now I’ve I’ve about the Austin market. Now I’ve I’ve get the pleasure of interviewing people get the pleasure of interviewing people get the pleasure of interviewing people all over the the country. all over the the country. all over the the country. >> Sure. >> Sure. >> Sure. >> And so I get glimpses of people’s uh >> And so I get glimpses of people’s uh >> And so I get glimpses of people’s uh mindsets about the future. Um and I mindsets about the future. Um and I mindsets about the future. Um and I think there were uh some markets that think there were uh some markets that think there were uh some markets that were uh concerning or people were more were uh concerning or people were more were uh concerning or people were more concerned about the future of the concerned about the future of the concerned about the future of the markets. Um and and Austin being one of

[26:23] markets. Um and and Austin being one of markets. Um and and Austin being one of them. Austin saw a huge growth um right them. Austin saw a huge growth um right them. Austin saw a huge growth um right through the pandemic. through the pandemic. through the pandemic. >> Um so there was definitely price >> Um so there was definitely price >> Um so there was definitely price reductions or or or price corrections reductions or or or price corrections reductions or or or price corrections happening. I’m curious uh how that is happening. I’m curious uh how that is happening. I’m curious uh how that is now. What what what your thoughts are on now. What what what your thoughts are on now. What what what your thoughts are on the on the conditions.

[26:37] the on the conditions. the on the conditions. >> You know, I think we’re on the I think >> You know, I think we’re on the I think >> You know, I think we’re on the I think we’re on the tail end of it. It has been we’re on the tail end of it. It has been we’re on the tail end of it. It has been it has been a really tough two years and it has been a really tough two years and it has been a really tough two years and running, you know, with uh inventory and running, you know, with uh inventory and running, you know, with uh inventory and with pricing corrections, right? that with pricing corrections, right? that with pricing corrections, right? that after after the pandemic, everybody of after after the pandemic, everybody of after after the pandemic, everybody of course thought their house was worth a course thought their house was worth a course thought their house was worth a million dollars and you know people were million dollars and you know people were million dollars and you know people were paying a lot of money for that with the paying a lot of money for that with the

[26:58] paying a lot of money for that with the low interest rate and now with the low interest rate and now with the low interest rate and now with the correction you know I think uh buyers correction you know I think uh buyers correction you know I think uh buyers have been a little bit more reserved have been a little bit more reserved have been a little bit more reserved that has created for things to to be that has created for things to to be that has created for things to to be outside of what would be a normal outside of what would be a normal outside of what would be a normal absorption rate in different pockets. absorption rate in different pockets. absorption rate in different pockets. Right? But what I am seeing now is I am Right? But what I am seeing now is I am Right? But what I am seeing now is I am seeing buyers actually take the effort seeing buyers actually take the effort seeing buyers actually take the effort and take the initiative of actually and take the initiative of actually and take the initiative of actually going through the pre-approval process going through the pre-approval process

[27:24] going through the pre-approval process and actually moving a little bit further and actually moving a little bit further and actually moving a little bit further in the direction of making offers than in the direction of making offers than in the direction of making offers than they’ve had in in in quite some time. they’ve had in in in quite some time. they’ve had in in in quite some time. Um, at the beginning of the year it Um, at the beginning of the year it Um, at the beginning of the year it been, you know, was kind of a little been, you know, was kind of a little been, you know, was kind of a little slow on that, but we are, at least from slow on that, but we are, at least from slow on that, but we are, at least from from the perspective of what I’ve been from the perspective of what I’ve been from the perspective of what I’ve been noticing in Austin and all the way up noticing in Austin and all the way up noticing in Austin and all the way up into San Antonio, there is a there is into San Antonio, there is a there is into San Antonio, there is a there is starting to be a little bit more

[27:45] starting to be a little bit more starting to be a little bit more movement now. And also, I think, you movement now. And also, I think, you movement now. And also, I think, you know, listing agents are are pricing know, listing agents are are pricing know, listing agents are are pricing accurately to begin with. And so, it’s accurately to begin with. And so, it’s accurately to begin with. And so, it’s avoiding just that unnecessary negative avoiding just that unnecessary negative avoiding just that unnecessary negative friction of what was h what has been friction of what was h what has been friction of what was h what has been happening this year. Yeah, that is so happening this year. Yeah, that is so happening this year. Yeah, that is so important. I think, you know, that’s one important. I think, you know, that’s one important. I think, you know, that’s one of the ways I’ve described um the market of the ways I’ve described um the market of the ways I’ve described um the market conditions for the past few months here.

[28:06] conditions for the past few months here. conditions for the past few months here. Uh we’re we’re on a in the east coast of Uh we’re we’re on a in the east coast of Uh we’re we’re on a in the east coast of Virginia, a little bit south of DC. And Virginia, a little bit south of DC. And Virginia, a little bit south of DC. And um we we’ve you know, I think we have um we we’ve you know, I think we have um we we’ve you know, I think we have right now currently just under 1% um uh right now currently just under 1% um uh right now currently just under 1% um uh growth in price in the median sales growth in price in the median sales growth in price in the median sales price. We haven’t really seen a dip, but price. We haven’t really seen a dip, but price. We haven’t really seen a dip, but it’s definitely slowed. Um, and I think it’s definitely slowed. Um, and I think it’s definitely slowed. Um, and I think I think the way one of the thing I I think the way one of the thing I I think the way one of the thing I describe it as is like people just describe it as is like people just describe it as is like people just there’s no forgiveness for an overpric

[28:29] there’s no forgiveness for an overpric there’s no forgiveness for an overpric and there was before and and now there and there was before and and now there and there was before and and now there there just really isn’t. And it’s not there just really isn’t. And it’s not there just really isn’t. And it’s not that it will you know you’re going to that it will you know you’re going to that it will you know you’re going to really hurt yourself if you do that. And really hurt yourself if you do that. And really hurt yourself if you do that. And so um pricing it right is such a a key so um pricing it right is such a a key so um pricing it right is such a a key thing to to get it sold quickly to get thing to to get it sold quickly to get thing to to get it sold quickly to get it sold for the most. Um, but to your it sold for the most. Um, but to your it sold for the most. Um, but to your point too, like I mean just to even if point too, like I mean just to even if point too, like I mean just to even if if buyers are struggling to have if buyers are struggling to have if buyers are struggling to have interest that they’re apathetic towards

[28:49] interest that they’re apathetic towards interest that they’re apathetic towards the market, they’re not going to be the market, they’re not going to be the market, they’re not going to be excited about an overpriced house. excited about an overpriced house. excited about an overpriced house. >> And you know, there has been that just >> And you know, there has been that just >> And you know, there has been that just that slow climb, I think, just on with that slow climb, I think, just on with that slow climb, I think, just on with with regards to just the absorption with regards to just the absorption with regards to just the absorption rate, right? like when and you’re you’re rate, right? like when and you’re you’re rate, right? like when and you’re you’re exactly right like with pricing you got exactly right like with pricing you got exactly right like with pricing you got to price it accurately but even 90 days to price it accurately but even 90 days to price it accurately but even 90 days ago if a home is still sitting there has ago if a home is still sitting there has

[29:10] ago if a home is still sitting there has to be another pricing correction and so to be another pricing correction and so to be another pricing correction and so you have to maintain crucial difficult you have to maintain crucial difficult you have to maintain crucial difficult conversations with the people that hired conversations with the people that hired conversations with the people that hired you but all of that has to be based on you but all of that has to be based on you but all of that has to be based on trust if they don’t trust you they will trust if they don’t trust you they will trust if they don’t trust you they will not listen to you and I think that is not listen to you and I think that is not listen to you and I think that is what’s been an interesting component of what’s been an interesting component of what’s been an interesting component of really trying to like level up our really trying to like level up our really trying to like level up our agents on, you know, being able to have agents on, you know, being able to have agents on, you know, being able to have those conversations and not shying away

[29:37] those conversations and not shying away those conversations and not shying away from it because even though they might from it because even though they might from it because even though they might get upset or, you know, all those get upset or, you know, all those get upset or, you know, all those different things, they’ll get over it different things, they’ll get over it different things, they’ll get over it because at the end of the day, they because at the end of the day, they because at the end of the day, they trust your assessment. They view you as trust your assessment. They view you as trust your assessment. They view you as a professional. If they don’t view you a professional. If they don’t view you a professional. If they don’t view you as a professional, then you’re wasting as a professional, then you’re wasting as a professional, then you’re wasting everybody’s time.

[29:51] everybody’s time. everybody’s time. >> Yeah. Um, are there some strategies or >> Yeah. Um, are there some strategies or >> Yeah. Um, are there some strategies or suggestions you’d have for people to to suggestions you’d have for people to to suggestions you’d have for people to to to build that trust in in a listing to build that trust in in a listing to build that trust in in a listing scenario? Honestly, scenario? Honestly, scenario? Honestly, I think it you have to be direct and you I think it you have to be direct and you I think it you have to be direct and you have to you have to be able to shoot have to you have to be able to shoot have to you have to be able to shoot someone straight based on what it is, someone straight based on what it is, someone straight based on what it is, you know, and sometimes with the market, you know, and sometimes with the market, you know, and sometimes with the market, people are going to want what they want people are going to want what they want people are going to want what they want and it’s okay to some degree, but it’s and it’s okay to some degree, but it’s

[30:14] and it’s okay to some degree, but it’s like being upfront about it. Okay, I like being upfront about it. Okay, I like being upfront about it. Okay, I understand you think it’s this. We can understand you think it’s this. We can understand you think it’s this. We can try it your way for a little bit, but at try it your way for a little bit, but at try it your way for a little bit, but at the end of the day, these are the steps. the end of the day, these are the steps. the end of the day, these are the steps. this is the tears tier segments about this is the tears tier segments about this is the tears tier segments about how we’re going to get it to where I’m how we’re going to get it to where I’m how we’re going to get it to where I’m recommending as the licensed recommending as the licensed recommending as the licensed professional and if we can agree on that professional and if we can agree on that professional and if we can agree on that strategy I’ll go to work for you today strategy I’ll go to work for you today strategy I’ll go to work for you today but if I’m upfront if we’re not going to

[30:35] but if I’m upfront if we’re not going to but if I’m upfront if we’re not going to meet uh you know as if they’re not going meet uh you know as if they’re not going meet uh you know as if they’re not going to trust me as their advisor to begin to trust me as their advisor to begin to trust me as their advisor to begin with then there it’s not going to work. with then there it’s not going to work. with then there it’s not going to work. >> Yeah. So even sometimes having to walk >> Yeah. So even sometimes having to walk >> Yeah. So even sometimes having to walk away from business, Matias, like even away from business, Matias, like even away from business, Matias, like even though that’s been hard, but it’s like though that’s been hard, but it’s like though that’s been hard, but it’s like it’s a disservice to them and it’s a it’s a disservice to them and it’s a it’s a disservice to them and it’s a disservice to us by trying to get disservice to us by trying to get disservice to us by trying to get something on the market that’s never something on the market that’s never

[30:53] something on the market that’s never going to sell because they’re not being going to sell because they’re not being going to sell because they’re not being very, you know, realistic on what it’s very, you know, realistic on what it’s very, you know, realistic on what it’s going to take, you know, and Yeah. going to take, you know, and Yeah. going to take, you know, and Yeah. >> Yeah. I one of the things that I’ve I >> Yeah. I one of the things that I’ve I >> Yeah. I one of the things that I’ve I found to be really helpful um a while found to be really helpful um a while found to be really helpful um a while back I I picked up uh a really back I I picked up uh a really back I I picked up uh a really complicated spreadsheet that does complicated spreadsheet that does complicated spreadsheet that does analysis and uh it is it is hard to analysis and uh it is it is hard to analysis and uh it is it is hard to explain. it is hard to um understand explain. it is hard to um understand explain. it is hard to um understand even if you do explain it well to even if you do explain it well to

[31:16] even if you do explain it well to [laughter] somebody. Um and honestly [laughter] somebody. Um and honestly [laughter] somebody. Um and honestly that that works like that that works like that that works like >> most most re absorption rate calculators >> most most re absorption rate calculators >> most most re absorption rate calculators have like it’s like it has to be have like it’s like it has to be have like it’s like it has to be something that’s like three different something that’s like three different something that’s like three different things talking to each other to pull out things talking to each other to pull out things talking to each other to pull out something right. I mean it has to like something right. I mean it has to like something right. I mean it has to like >> yeah it’s it’s so you can you just you >> yeah it’s it’s so you can you just you >> yeah it’s it’s so you can you just you know obviously you find the comps that know obviously you find the comps that know obviously you find the comps that are the closest um and then this

[31:36] are the closest um and then this are the closest um and then this spreadsheet does um you know factors in spreadsheet does um you know factors in spreadsheet does um you know factors in the you know all the different aspects the you know all the different aspects the you know all the different aspects above grade below grade finished above grade below grade finished above grade below grade finished unfinished number of bedrooms baths unfinished number of bedrooms baths unfinished number of bedrooms baths years built um even appreciation um and years built um even appreciation um and years built um even appreciation um and it has you know amounts that it it it has you know amounts that it it it has you know amounts that it it adjusts by then you have an average so adjusts by then you have an average so adjusts by then you have an average so all this stuff um which then uh you can all this stuff um which then uh you can all this stuff um which then uh you can try to explain but you know you can see try to explain but you know you can see try to explain but you know you can see their eyes just kind of going crosseyed

[31:58] their eyes just kind of going crosseyed their eyes just kind of going crosseyed and and Um, at the end of the day, I and and Um, at the end of the day, I and and Um, at the end of the day, I think it really it’s it’s not it’s you think it really it’s it’s not it’s you think it really it’s it’s not it’s you make some subjective um movements in in make some subjective um movements in in make some subjective um movements in in the pricing like there are going to be the pricing like there are going to be the pricing like there are going to be some things like you know like you know some things like you know like you know some things like you know like you know your kitchen’s renovated theirs is not your kitchen’s renovated theirs is not your kitchen’s renovated theirs is not like you know we need to make some like you know we need to make some like you know we need to make some adjustments there.

[32:13] adjustments there. adjustments there. >> Um most part the bulk of what is >> Um most part the bulk of what is >> Um most part the bulk of what is happening is not subjective it’s happening is not subjective it’s happening is not subjective it’s objective of what the spreadsheet is objective of what the spreadsheet is objective of what the spreadsheet is you’re just typing it in and it’s you’re just typing it in and it’s you’re just typing it in and it’s spitting out this number. And so I think spitting out this number. And so I think spitting out this number. And so I think um you can come at it then as like this um you can come at it then as like this um you can come at it then as like this is not my opinion. This is just what the is not my opinion. This is just what the is not my opinion. This is just what the numbers this is what the data is saying.

[32:29] numbers this is what the data is saying. numbers this is what the data is saying. >> Numbers don’t lie. Data doesn’t lie. >> Numbers don’t lie. Data doesn’t lie. >> Numbers don’t lie. Data doesn’t lie. >> And if they if they think that they can >> And if they if they think that they can >> And if they if they think that they can find [snorts] better comps, sure, I’ll find [snorts] better comps, sure, I’ll find [snorts] better comps, sure, I’ll use them. You let’s put them in. Um but use them. You let’s put them in. Um but use them. You let’s put them in. Um but uh at the end Yeah. So I think that’s uh at the end Yeah. So I think that’s uh at the end Yeah. So I think that’s been one way that um when then if we are been one way that um when then if we are been one way that um when then if we are having that conversation, this is you having that conversation, this is you having that conversation, this is you think that we should go higher. You think that we should go higher. You think that we should go higher. You think that we should start here. This is

[32:48] think that we should start here. This is think that we should start here. This is what you think it will sell for. Um, I what you think it will sell for. Um, I what you think it will sell for. Um, I can say, you know, in my experience, my can say, you know, in my experience, my can say, you know, in my experience, my confidence is is very high in this confidence is is very high in this confidence is is very high in this >> um that this this is spitting out. We >> um that this this is spitting out. We >> um that this this is spitting out. We can try your way, but you know, we Yeah. can try your way, but you know, we Yeah. can try your way, but you know, we Yeah. Like we need to have a plan to to get Like we need to have a plan to to get Like we need to have a plan to to get closer to closer to closer to >> And it’s not just about pulling comps >> And it’s not just about pulling comps >> And it’s not just about pulling comps anymore. Like you have something that’s anymore. Like you have something that’s anymore. Like you have something that’s like elaborate. We have to we also

[33:09] like elaborate. We have to we also like elaborate. We have to we also designed our own little calculation designed our own little calculation designed our own little calculation thing. And just like you said, we can thing. And just like you said, we can thing. And just like you said, we can spin in the numbers and their eyes or be spin in the numbers and their eyes or be spin in the numbers and their eyes or be like that, but it’s data. Like it like that, but it’s data. Like it like that, but it’s data. Like it doesn’t lie. and either you agree with doesn’t lie. and either you agree with doesn’t lie. and either you agree with it or you don’t. And if you don’t, let’s it or you don’t. And if you don’t, let’s it or you don’t. And if you don’t, let’s have a conversation about it and see if have a conversation about it and see if have a conversation about it and see if we can actually meet and agree on the we can actually meet and agree on the we can actually meet and agree on the path. But if we can’t agree on the path path. But if we can’t agree on the path path. But if we can’t agree on the path with what I’m telling you, then it’s

[33:28] with what I’m telling you, then it’s with what I’m telling you, then it’s probably not going to work, probably not going to work, probably not going to work, >> right? Yep. And and and I think if you >> right? Yep. And and and I think if you >> right? Yep. And and and I think if you don’t come with that kind of um those don’t come with that kind of um those don’t come with that kind of um those kind of tools and that kind of kind of tools and that kind of kind of tools and that kind of expertise, then to them it just feels expertise, then to them it just feels expertise, then to them it just feels like you just don’t like our house or like you just don’t like our house or like you just don’t like our house or like you don’t believe in the house like like you don’t believe in the house like like you don’t believe in the house like so many other believe more in this house so many other believe more in this house so many other believe more in this house and that’s going to get it sold for and that’s going to get it sold for and that’s going to get it sold for more, which

[33:44] more, which more, which >> That’s right. >> That’s right. >> That’s right. >> So, um yeah. No, I’m sure we we could >> So, um yeah. No, I’m sure we we could >> So, um yeah. No, I’m sure we we could have a lot of other discussions. have a lot of other discussions. have a lot of other discussions. >> Oh, you and I could you and I could talk >> Oh, you and I could you and I could talk >> Oh, you and I could you and I could talk three hours right now just [laughter] three hours right now just [laughter] three hours right now just [laughter] >> but I do I do want to move it into the >> but I do I do want to move it into the >> but I do I do want to move it into the golden nugget uh phase. What golden golden nugget uh phase. What golden golden nugget uh phase. What golden nugget did you bring for us today? you nugget did you bring for us today? you nugget did you bring for us today? you know, just based on just even the the know, just based on just even the the know, just based on just even the the title of your podcast, like I think the

[34:06] title of your podcast, like I think the title of your podcast, like I think the golden nugget that I would like to bring golden nugget that I would like to bring golden nugget that I would like to bring to you and of course to all of your your to you and of course to all of your your to you and of course to all of your your listeners is that real estate can be the listeners is that real estate can be the listeners is that real estate can be the most holistic career if you let it. And most holistic career if you let it. And most holistic career if you let it. And and what I mean by that is that you know and what I mean by that is that you know and what I mean by that is that you know real estate forces you to grow from the real estate forces you to grow from the real estate forces you to grow from the I mean you could you heard my story on I mean you could you heard my story on I mean you could you heard my story on the early end like I had to learn phone the early end like I had to learn phone the early end like I had to learn phone skills like all these different kinds of skills like all these different kinds of

[34:30] skills like all these different kinds of things right and so the more that you things right and so the more that you things right and so the more that you are open into growing as a person the are open into growing as a person the are open into growing as a person the more you grow into the business and I more you grow into the business and I more you grow into the business and I think that’s it’s a very interesting think that’s it’s a very interesting think that’s it’s a very interesting phenomena like you know even recognizing phenomena like you know even recognizing phenomena like you know even recognizing if you if you think of even my journey if you if you think of even my journey if you if you think of even my journey your journey like we all started working your journey like we all started working your journey like we all started working out to for some reason right because we out to for some reason right because we out to for some reason right because we needed that specific specific growth and needed that specific specific growth and needed that specific specific growth and I think real estate if you lean into it

[34:51] I think real estate if you lean into it I think real estate if you lean into it and you do it right and you’re and you do it right and you’re and you do it right and you’re disciplined about it can lead you into disciplined about it can lead you into disciplined about it can lead you into living a life that is very holistic I living a life that is very holistic I living a life that is very holistic I mean I’m a product of it and what I mean I’m a product of it and what I mean I’m a product of it and what I would also say about that is your would also say about that is your would also say about that is your business whether you know in within real business whether you know in within real business whether you know in within real estate will grow at the speed of this estate will grow at the speed of this estate will grow at the speed of this too like you have to trust in this and too like you have to trust in this and too like you have to trust in this and this has to stay very very very strong this has to stay very very very strong this has to stay very very very strong because you know all the objection

[35:13] because you know all the objection because you know all the objection things that you get faced with or things that you get faced with or things that you get faced with or setbacks or all the challenges those are setbacks or all the challenges those are setbacks or all the challenges those are only minor But when you look at yourself only minor But when you look at yourself only minor But when you look at yourself in the mirror, you could still say that in the mirror, you could still say that in the mirror, you could still say that you were the badass that actually got you were the badass that actually got you were the badass that actually got through the day. And so I that’s through the day. And so I that’s through the day. And so I that’s definitely one thing that I would I definitely one thing that I would I definitely one thing that I would I would um share with you is, you know, would um share with you is, you know, would um share with you is, you know, every time I leveled up, whether it was every time I leveled up, whether it was every time I leveled up, whether it was from being an agent to a leader to now a

[35:34] from being an agent to a leader to now a from being an agent to a leader to now a coach, you know, it wasn’t because of coach, you know, it wasn’t because of coach, you know, it wasn’t because of some book or some tactic, right? It was some book or some tactic, right? It was some book or some tactic, right? It was because I wanted to be a better version because I wanted to be a better version because I wanted to be a better version of myself and I needed I did the things of myself and I needed I did the things of myself and I needed I did the things that it required in order for me to that it required in order for me to that it required in order for me to level up. And so I just want to level up. And so I just want to level up. And so I just want to encourage everybody that’s listening encourage everybody that’s listening encourage everybody that’s listening today is that real estate forces you to today is that real estate forces you to today is that real estate forces you to grow. You got to grow with it though. If grow. You got to grow with it though. If grow. You got to grow with it though. If you don’t, it won’t work for you.

[35:55] you don’t, it won’t work for you. you don’t, it won’t work for you. >> Yeah. And and that points to that >> Yeah. And and that points to that >> Yeah. And and that points to that extreme ownership concept that the book extreme ownership concept that the book extreme ownership concept that the book you’re talking about, right? I mean, you’re talking about, right? I mean, you’re talking about, right? I mean, like if you really uh make excuses, um like if you really uh make excuses, um like if you really uh make excuses, um you know, and there’s valid excuses. I you know, and there’s valid excuses. I you know, and there’s valid excuses. I just talked to uh some I just just talked to uh some I just just talked to uh some I just interviewed somebody who was uh their interviewed somebody who was uh their interviewed somebody who was uh their whole life since like 10, they were uh whole life since like 10, they were uh whole life since like 10, they were uh 100% dedicated to being a professional 100% dedicated to being a professional 100% dedicated to being a professional basketball player. They were that was

[36:16] basketball player. They were that was basketball player. They were that was what they were doing it professionally what they were doing it professionally what they were doing it professionally in Europe. Um and they had uh a in Europe. Um and they had uh a in Europe. Um and they had uh a career-ending injury career-ending injury career-ending injury >> and if you want to talk about being able >> and if you want to talk about being able >> and if you want to talk about being able to play to play to play >> I can’t even imagine I can’t even >> I can’t even imagine I can’t even >> I can’t even imagine I can’t even imagine like imagine like imagine like >> like everything they did everything that >> like everything they did everything that >> like everything they did everything that they possibly could to do this and then they possibly could to do this and then they possibly could to do this and then they had an injury that took them out they had an injury that took them out they had an injury that took them out and that’s not necess I don’t know maybe

[36:37] and that’s not necess I don’t know maybe and that’s not necess I don’t know maybe they can figure out why that was their they can figure out why that was their they can figure out why that was their fault. Maybe somebody could break that fault. Maybe somebody could break that fault. Maybe somebody could break that down. But like that’s a that’s a example down. But like that’s a that’s a example down. But like that’s a that’s a example of how you could really like allow of how you could really like allow of how you could really like allow yourself to be the victim. yourself to be the victim. yourself to be the victim. >> They did for but then they they turned >> They did for but then they they turned >> They did for but then they they turned that this discipline this you know that this discipline this you know that this discipline this you know extreme um focus on on what they learned extreme um focus on on what they learned extreme um focus on on what they learned to in their pursuit of being a to in their pursuit of being a to in their pursuit of being a professional basketball player into

[36:57] professional basketball player into professional basketball player into being an agent and then they became being an agent and then they became being an agent and then they became super successful in it. And uh the point super successful in it. And uh the point super successful in it. And uh the point Yeah. the point being is like even if Yeah. the point being is like even if Yeah. the point being is like even if you feel like you have that kind of you feel like you have that kind of you feel like you have that kind of circumstance where like you can be the circumstance where like you can be the circumstance where like you can be the victim, you feel like you’re justified victim, you feel like you’re justified victim, you feel like you’re justified being the victim, it doesn’t help. You being the victim, it doesn’t help. You being the victim, it doesn’t help. You just got to move on and turn just got to move on and turn just got to move on and turn >> and turn that uh because ultimately >> and turn that uh because ultimately >> and turn that uh because ultimately you’re going to get out of life what you

[37:16] you’re going to get out of life what you you’re going to get out of life what you put in. put in. put in. >> Yeah. That kind of ties into Tim >> Yeah. That kind of ties into Tim >> Yeah. That kind of ties into Tim Grover’s Relentless, right? You’ve have Grover’s Relentless, right? You’ve have Grover’s Relentless, right? You’ve have you read that one? you read that one? you read that one? >> I haven’t read that one. Is that your >> I haven’t read that one. Is that your >> I haven’t read that one. Is that your book? book? book? >> No, my book is actually Simon Synynic’s >> No, my book is actually Simon Synynic’s >> No, my book is actually Simon Synynic’s Leaders Eat Last.

[37:28] Leaders Eat Last. Leaders Eat Last. >> Okay. Have you ever heard of Syon >> Okay. Have you ever heard of Syon >> Okay. Have you ever heard of Syon Synynic? The start with Y. Okay. This Synynic? The start with Y. Okay. This Synynic? The start with Y. Okay. This one this one was a game changer for me one this one was a game changer for me one this one was a game changer for me um in 2019. And I I do occasionally will um in 2019. And I I do occasionally will um in 2019. And I I do occasionally will read parts of it whenever I’m needing a read parts of it whenever I’m needing a read parts of it whenever I’m needing a little boost. You know, it’s like it it little boost. You know, it’s like it it little boost. You know, it’s like it it um it explains why some teams will um it explains why some teams will um it explains why some teams will thrive, some people will thrive, and why thrive, some people will thrive, and why thrive, some people will thrive, and why people sometimes fall apart. And it’s people sometimes fall apart. And it’s people sometimes fall apart. And it’s all based on human behavior and why

[37:55] all based on human behavior and why all based on human behavior and why people trust, why people shut down, why people trust, why people shut down, why people trust, why people shut down, why they go the extra mile. And when you as they go the extra mile. And when you as they go the extra mile. And when you as a leader, and I think we’re also leaders a leader, and I think we’re also leaders a leader, and I think we’re also leaders of customers, whether you’re not, if of customers, whether you’re not, if of customers, whether you’re not, if you’re not formally a leader, right? If you’re not formally a leader, right? If you’re not formally a leader, right? If you’re a leader of a customer client, you’re a leader of a customer client, you’re a leader of a customer client, you’re a leader of them. I think what it you’re a leader of them. I think what it you’re a leader of them. I think what it does is it the book does a really good does is it the book does a really good does is it the book does a really good job of explaining what is called a job of explaining what is called a job of explaining what is called a circle of safety and the certain

[38:15] circle of safety and the certain circle of safety and the certain elements that go into that to be able to elements that go into that to be able to elements that go into that to be able to help in inspire people to trust you. And help in inspire people to trust you. And help in inspire people to trust you. And then of of course it goes into the then of of course it goes into the then of of course it goes into the components on the outside of what components on the outside of what components on the outside of what doesn’t lead to trust. But I mean doesn’t lead to trust. But I mean doesn’t lead to trust. But I mean honestly, you know, it it really did honestly, you know, it it really did honestly, you know, it it really did change my view on how simple it is to to change my view on how simple it is to to change my view on how simple it is to to move the needle when it comes to human move the needle when it comes to human move the needle when it comes to human human relationships and human uh human relationships and human uh human relationships and human uh building of relationships.

[38:38] building of relationships. building of relationships. >> Okay, that’s that’s a new one. I’m g to >> Okay, that’s that’s a new one. I’m g to >> Okay, that’s that’s a new one. I’m g to check it out. I love it. check it out. I love it. check it out. I love it. >> It’s a great one. And they even have a >> It’s a great one. And they even have a >> It’s a great one. And they even have a little he has a little counterpart on little he has a little counterpart on little he has a little counterpart on how to how to coach millennials, believe how to how to coach millennials, believe how to how to coach millennials, believe it or not. It’s a little [laughter] it or not. It’s a little [laughter] it or not. It’s a little [laughter] Um, yeah. Know, I I feel like Simon’s Um, yeah. Know, I I feel like Simon’s Um, yeah. Know, I I feel like Simon’s one of those people and Alex Hermoszi one of those people and Alex Hermoszi one of those people and Alex Hermoszi that like could probably, you know, talk that like could probably, you know, talk that like could probably, you know, talk about uh I don’t know, the the the soil

[38:59] about uh I don’t know, the the the soil about uh I don’t know, the the the soil the the minerals in a soil sample and the the minerals in a soil sample and the the minerals in a soil sample and make it super interesting. make it super interesting. make it super interesting. >> Oh, I know. He he has a book about that >> Oh, I know. He he has a book about that >> Oh, I know. He he has a book about that in one of the chapters. I can’t make I’m in one of the chapters. I can’t make I’m in one of the chapters. I can’t make I’m not making that up. Like one of his not making that up. Like one of his not making that up. Like one of his other books actually has about soil other books actually has about soil other books actually has about soil samples and it was in Germany. Um that’s samples and it was in Germany. Um that’s samples and it was in Germany. Um that’s yeah yeah yeah >> they yeah they they just are are are >> they yeah they they just are are are >> they yeah they they just are are are brilliant minds that can really um think brilliant minds that can really um think

[39:19] brilliant minds that can really um think critically about stuff but critically about stuff but critically about stuff but >> absolutely >> absolutely >> absolutely >> um so then what about if if anybody >> um so then what about if if anybody >> um so then what about if if anybody wants to follow you on social media or wants to follow you on social media or wants to follow you on social media or uh look you up on a website what where uh look you up on a website what where uh look you up on a website what where can they find you? can they find you? can they find you? >> Sure. So you can find me on Facebook >> Sure. So you can find me on Facebook >> Sure. So you can find me on Facebook Susana Madrono it’s spelled with two Susana Madrono it’s spelled with two Susana Madrono it’s spelled with two N’s. Um and then also on Instagram I do N’s. Um and then also on Instagram I do N’s. Um and then also on Instagram I do check Instagram same thing Susana check Instagram same thing Susana check Instagram same thing Susana Madrono. Uh you can find me on LinkedIn.

[39:41] Madrono. Uh you can find me on LinkedIn. Madrono. Uh you can find me on LinkedIn. 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 [music] to catch new shows subscribe [music] to catch new shows subscribe [music] to catch new shows every week. every week. 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.

[39:53] you want. you want. >> All content in the show is not >> All content in the show is not >> All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy. It is intended [music] for therapy. It is intended [music] for therapy. It is intended [music] for entertainment purposes