Building a Business That Feeds the Soul and the Community with Brittany Ranew

[0:03] Welcome back to the REI agent. I am here Welcome back to the REI agent. I am here Welcome back to the REI agent. I am here with Britney Renew. Oh, I almost did it. with Britney Renew. Oh, I almost did it. with Britney Renew. Oh, I almost did it. Britney, I almost did it. We just talked Britney, I almost did it. We just talked Britney, I almost did it. We just talked about it. about it. about it. >> Okay, you get a pass. [laughter] >> Okay, you get a pass. [laughter] >> Okay, you get a pass. [laughter] >> Britney, thank you so much for being on >> Britney, thank you so much for being on >> Britney, thank you so much for being on the show. Um, you are coming out of the the show. Um, you are coming out of the the show. Um, you are coming out of the the Tampa Bay area market, correct?

[0:19] the Tampa Bay area market, correct? the Tampa Bay area market, correct? >> Yes. Yep. I live in St. Pete, but I >> Yes. Yep. I live in St. Pete, but I >> Yes. Yep. I live in St. Pete, but I cover all of Tampa Bay because it’s a cover all of Tampa Bay because it’s a cover all of Tampa Bay because it’s a very connected metro area. Britney, if very connected metro area. Britney, if very connected metro area. Britney, if you can give us an elevator pitch about you can give us an elevator pitch about you can give us an elevator pitch about who you are in the real estate business. who you are in the real estate business. who you are in the real estate business. What’s like kind of that bird’s eye view What’s like kind of that bird’s eye view What’s like kind of that bird’s eye view of of you in the real estate world?

[0:33] of of you in the real estate world? of of you in the real estate world? >> Yeah, I think I like to pitch myself as >> Yeah, I think I like to pitch myself as >> Yeah, I think I like to pitch myself as someone who really cares about someone who really cares about someone who really cares about community. So for me, it’s, you know, I community. So for me, it’s, you know, I community. So for me, it’s, you know, I do not view it as transactional. If I am do not view it as transactional. If I am do not view it as transactional. If I am particularly buyers who are relocating particularly buyers who are relocating particularly buyers who are relocating to the area, don’t know any know to the area, don’t know any know to the area, don’t know any know anything about it. I want to bring anything about it. I want to bring anything about it. I want to bring people into the fold um and make them people into the fold um and make them people into the fold um and make them feel welcome and connected to the feel welcome and connected to the feel welcome and connected to the community that they’re living in. And

[0:55] community that they’re living in. And community that they’re living in. And you know, I like to host client parties you know, I like to host client parties you know, I like to host client parties throughout the year. Um I just, you throughout the year. Um I just, you throughout the year. Um I just, you know, I really want my clients to feel know, I really want my clients to feel know, I really want my clients to feel like like like >> they are getting that full concier >> they are getting that full concier >> they are getting that full concier experience. experience. experience. >> I love it. Uh almost Disneyesque. >> I love it. Uh almost Disneyesque. >> I love it. Uh almost Disneyesque. >> Oh, I’m a total Disney nerd and a >> Oh, I’m a total Disney nerd and a >> Oh, I’m a total Disney nerd and a passholder, so you nailed it. [laughter] passholder, so you nailed it. [laughter] passholder, so you nailed it. [laughter] >> Yeah. No, I love I love um I don’t know >> Yeah. No, I love I love um I don’t know >> Yeah. No, I love I love um I don’t know if you’ve looked at the different brand

[1:17] if you’ve looked at the different brand if you’ve looked at the different brand archetypes. Uh but uh the the magician I archetypes. Uh but uh the the magician I archetypes. Uh but uh the the magician I believe is the one that is Disney and believe is the one that is Disney and believe is the one that is Disney and it’s all about the experience and I it’s all about the experience and I it’s all about the experience and I think that’s a uh definitely a niche think that’s a uh definitely a niche think that’s a uh definitely a niche that that somebody can go if they find that that somebody can go if they find that that somebody can go if they find themselves um connected to that kind of themselves um connected to that kind of themselves um connected to that kind of theme and and the sales business. So theme and and the sales business. So theme and and the sales business. So it’s really cool.

[1:32] it’s really cool. it’s really cool. >> Yeah, I do believe that magic exists in >> Yeah, I do believe that magic exists in >> Yeah, I do believe that magic exists in the world. Thank you, Disney. So I like the world. Thank you, Disney. So I like the world. Thank you, Disney. So I like to sprinkle that little fairy dust on my to sprinkle that little fairy dust on my to sprinkle that little fairy dust on my clients as much as possible. [laughter] clients as much as possible. [laughter] clients as much as possible. [laughter] >> I love it. And I’m sure that gives you >> I love it. And I’m sure that gives you >> I love it. And I’m sure that gives you raving fans then.

[1:45] raving fans then. raving fans then. >> Yeah, I mean that that has been cool. >> Yeah, I mean that that has been cool. >> Yeah, I mean that that has been cool. It’s been cool to to build that um kind It’s been cool to to build that um kind It’s been cool to to build that um kind of foundation of clients who come back of foundation of clients who come back of foundation of clients who come back and want to work with me, you know, with and want to work with me, you know, with and want to work with me, you know, with whether they’re buying additional whether they’re buying additional whether they’re buying additional properties because they’re building properties because they’re building properties because they’re building investment portfolio or they’re selling investment portfolio or they’re selling investment portfolio or they’re selling and upgrading. So, that is cool to to and upgrading. So, that is cool to to and upgrading. So, that is cool to to get repeat clients and then to have get repeat clients and then to have get repeat clients and then to have those clients refer business. So, that’s

[2:03] those clients refer business. So, that’s those clients refer business. So, that’s that is definitely my that’s my bread that is definitely my that’s my bread that is definitely my that’s my bread and butter is just working with people and butter is just working with people and butter is just working with people that I know and people that are like a a that I know and people that are like a a that I know and people that are like a a warm referral um from, you know, warm referral um from, you know, warm referral um from, you know, something like that. So, something like that. So, something like that. So, >> yeah, we can definitely get into into >> yeah, we can definitely get into into >> yeah, we can definitely get into into that. I think um that is my preferred uh that. I think um that is my preferred uh that. I think um that is my preferred uh type of business as well. Um but type of business as well. Um but type of business as well. Um but obviously a lot of people do different obviously a lot of people do different obviously a lot of people do different things um with with uh paying for leads

[2:23] things um with with uh paying for leads things um with with uh paying for leads or or cold calling or door knockocking or or cold calling or door knockocking or or cold calling or door knockocking etc. But uh before we go into that etc. But uh before we go into that etc. But uh before we go into that strategy um can we talk a little bit strategy um can we talk a little bit strategy um can we talk a little bit about how you got into real estate? What about how you got into real estate? What about how you got into real estate? What what made you choose this crazy career? what made you choose this crazy career? what made you choose this crazy career? >> It is a crazy career. Uh yeah, I think I >> It is a crazy career. Uh yeah, I think I >> It is a crazy career. Uh yeah, I think I I think really as I got into like young I think really as I got into like young I think really as I got into like young adulthood, I really just wanted to like adulthood, I really just wanted to like adulthood, I really just wanted to like branch out on my own and you know pursue branch out on my own and you know pursue

[2:45] branch out on my own and you know pursue entrepreneurship and always loved entrepreneurship and always loved entrepreneurship and always loved houses. I loved working with people. I houses. I loved working with people. I houses. I loved working with people. I had started a event planning business. had started a event planning business. had started a event planning business. Um I’m originally from Mobile, Alabama. Um I’m originally from Mobile, Alabama. Um I’m originally from Mobile, Alabama. So this was lived in St. Pete now for 10 So this was lived in St. Pete now for 10 So this was lived in St. Pete now for 10 years. So, back in Mobile, um, I had years. So, back in Mobile, um, I had years. So, back in Mobile, um, I had started an event planning business and started an event planning business and started an event planning business and it it, you know, kind of never really it it, you know, kind of never really it it, you know, kind of never really got off the ground and I was just trying got off the ground and I was just trying got off the ground and I was just trying to like figure out what I wanted to do

[3:06] to like figure out what I wanted to do to like figure out what I wanted to do with my life, you know, and I was like, with my life, you know, and I was like, with my life, you know, and I was like, you know what, I’ve always loved houses. you know what, I’ve always loved houses. you know what, I’ve always loved houses. I love people. I want to kind of do my I love people. I want to kind of do my I love people. I want to kind of do my own thing, blaze my own trail and real own thing, blaze my own trail and real own thing, blaze my own trail and real estate, real estate just felt like the estate, real estate just felt like the estate, real estate just felt like the perfect way, you know, vehicle to do perfect way, you know, vehicle to do perfect way, you know, vehicle to do that. And that’s how I got started. And that. And that’s how I got started. And that. And that’s how I got started. And it’s, it really has been that. I have it’s, it really has been that. I have it’s, it really has been that. I have enjoyed, especially moving to St. Pete.

[3:25] enjoyed, especially moving to St. Pete. enjoyed, especially moving to St. Pete. I feel like I kind of entered a new era I feel like I kind of entered a new era I feel like I kind of entered a new era of my business and just being able to of my business and just being able to of my business and just being able to really come into my own and figure out really come into my own and figure out really come into my own and figure out you know what I wanted my life to look you know what I wanted my life to look you know what I wanted my life to look like and you know real estate is kind of like and you know real estate is kind of like and you know real estate is kind of the fuel to that. the fuel to that.

[3:36] the fuel to that. >> I love it. Yeah. I I I shared that when >> I love it. Yeah. I I I shared that when >> I love it. Yeah. I I I shared that when I I think my whole life I had that kind I I think my whole life I had that kind I I think my whole life I had that kind of entrepreneurial spirit and uh really of entrepreneurial spirit and uh really of entrepreneurial spirit and uh really didn’t do well with like confinement but didn’t do well with like confinement but didn’t do well with like confinement but did really well with like kind of being did really well with like kind of being did really well with like kind of being able to pursue um what I found able to pursue um what I found able to pursue um what I found interesting and exciting and and and you interesting and exciting and and and you interesting and exciting and and and you know can work really hard at something know can work really hard at something know can work really hard at something that I’m wanting to do but [laughter] that I’m wanting to do but [laughter] that I’m wanting to do but [laughter] >> yeah well it’s rewarding at that point

[4:01] >> yeah well it’s rewarding at that point >> yeah well it’s rewarding at that point because you’re working hard for yourself because you’re working hard for yourself because you’re working hard for yourself like you know you’re putting all of that like you know you’re putting all of that like you know you’re putting all of that work into and it’s going to be you know work into and it’s going to be you know work into and it’s going to be you know what you created it to be. So, what you created it to be. So, what you created it to be. So, >> yeah. Yeah, totally. Um, and I think >> yeah. Yeah, totally. Um, and I think >> yeah. Yeah, totally. Um, and I think it’s it’s a it’s a such a good uh it’s it’s a it’s a such a good uh it’s it’s a it’s a such a good uh industry as well. I mean, I think we’re industry as well. I mean, I think we’re industry as well. I mean, I think we’re we’re helping people with some really we’re helping people with some really we’re helping people with some really stressful times and being able to help stressful times and being able to help

[4:19] stressful times and being able to help them navigate that smoothly is is very them navigate that smoothly is is very them navigate that smoothly is is very rewarding. Um, and it can pay well. I rewarding. Um, and it can pay well. I rewarding. Um, and it can pay well. I mean, there’s there’s definitely the the mean, there’s there’s definitely the the mean, there’s there’s definitely the the financial benefit as well. financial benefit as well. financial benefit as well. >> Um, so yeah. So, you um decided to get >> Um, so yeah. So, you um decided to get >> Um, so yeah. So, you um decided to get into real estate uh to pursue that. Uh, into real estate uh to pursue that. Uh, into real estate uh to pursue that. Uh, did you did you join a team? Were you um did you did you join a team? Were you um did you did you join a team? Were you um on your own? What what did you do there?

[4:37] on your own? What what did you do there? on your own? What what did you do there? kind of like kind of both. I ended up uh kind of like kind of both. I ended up uh kind of like kind of both. I ended up uh becoming a transaction coordinator for becoming a transaction coordinator for becoming a transaction coordinator for for a team. So, um I would randomly help for a team. So, um I would randomly help for a team. So, um I would randomly help out on deals from like a licensed agent out on deals from like a licensed agent out on deals from like a licensed agent perspective, but it was more of just perspective, but it was more of just perspective, but it was more of just kind of behind the scenes work and then kind of behind the scenes work and then kind of behind the scenes work and then I was doing my own thing building my I was doing my own thing building my I was doing my own thing building my business. And it was good because I mean business. And it was good because I mean business. And it was good because I mean it was good mentorship like I learned a it was good mentorship like I learned a

[4:56] it was good mentorship like I learned a lot of things, you know, the ins and lot of things, you know, the ins and lot of things, you know, the ins and outs of deals and what can go wrong and outs of deals and what can go wrong and outs of deals and what can go wrong and you know the best way to serve your you know the best way to serve your you know the best way to serve your clients and and how build that like clients and and how build that like clients and and how build that like concierge level experience. So I concierge level experience. So I concierge level experience. So I definitely learned a lot through that definitely learned a lot through that definitely learned a lot through that and um when I moved moved to St. Pete and um when I moved moved to St. Pete and um when I moved moved to St. Pete and joined Premier Set the Bees and joined Premier Set the Bees and joined Premier Set the Bees International Realy I I stayed on my International Realy I I stayed on my International Realy I I stayed on my own. So I haven’t had I have not been on own. So I haven’t had I have not been on

[5:18] own. So I haven’t had I have not been on a team since but I have a marketing a team since but I have a marketing a team since but I have a marketing assistant and I do have a transaction assistant and I do have a transaction assistant and I do have a transaction coordinator. So again just just about coordinator. So again just just about coordinator. So again just just about being able to serve my clients the best being able to serve my clients the best being able to serve my clients the best way. way. way. >> Sure. Yeah. I know I think the um you >> Sure. Yeah. I know I think the um you >> Sure. Yeah. I know I think the um you know that that’s probably one of the know that that’s probably one of the know that that’s probably one of the most ideal um kind of part-time or most ideal um kind of part-time or most ideal um kind of part-time or whatever jobs you can have if you’re whatever jobs you can have if you’re whatever jobs you can have if you’re trying to build your business in as well trying to build your business in as well trying to build your business in as well at the same time. I mean that’s such a

[5:39] at the same time. I mean that’s such a at the same time. I mean that’s such a >> a valuable uh way to to get started. Um >> a valuable uh way to to get started. Um >> a valuable uh way to to get started. Um how how do you get your foot in the how how do you get your foot in the how how do you get your foot in the door? Like I mean if you didn’t have door? Like I mean if you didn’t have door? Like I mean if you didn’t have experience in that before uh did you experience in that before uh did you experience in that before uh did you just express interest and somebody liked just express interest and somebody liked just express interest and somebody liked you? you? you? >> Yeah, I mean credit to the brokers that >> Yeah, I mean credit to the brokers that >> Yeah, I mean credit to the brokers that hired me back in Mobile. I was at Better hired me back in Mobile. I was at Better hired me back in Mobile. I was at Better Homes and Gardens. Um, I had a great a Homes and Gardens. Um, I had a great a Homes and Gardens. Um, I had a great a great meeting with the two of them.

[6:00] great meeting with the two of them. great meeting with the two of them. They’re they’re business partners and They’re they’re business partners and They’re they’re business partners and they were just like, you know, we we see they were just like, you know, we we see they were just like, you know, we we see like, you know, this sounds humble brag, like, you know, this sounds humble brag, like, you know, this sounds humble brag, like we see like great things in you and like we see like great things in you and like we see like great things in you and we we want to be a part of that journey. we we want to be a part of that journey. we we want to be a part of that journey. It was that kind of thing. So, it was It was that kind of thing. So, it was It was that kind of thing. So, it was really exciting to have someone be like, really exciting to have someone be like, really exciting to have someone be like, oh, like believe in me in that way. So, oh, like believe in me in that way. So, oh, like believe in me in that way. So, I think that was a lot of it. They just I think that was a lot of it. They just

[6:17] I think that was a lot of it. They just took a chance on me and kind of like, took a chance on me and kind of like, took a chance on me and kind of like, hey, we’ve got one of our top producers. hey, we’ve got one of our top producers. hey, we’ve got one of our top producers. Um, you know, she needs some help. Would Um, you know, she needs some help. Would Um, you know, she needs some help. Would you want to do that? And it just kind of you want to do that? And it just kind of you want to do that? And it just kind of all it all worked out. So all it all worked out. So all it all worked out. So >> yeah, very cool. Uh that’s awesome. Um >> yeah, very cool. Uh that’s awesome. Um >> yeah, very cool. Uh that’s awesome. Um so uh you’re you’re Subies now that are so uh you’re you’re Subies now that are so uh you’re you’re Subies now that are you doing uh primarily luxury? Is that you doing uh primarily luxury? Is that you doing uh primarily luxury? Is that your niche?

[6:36] your niche? your niche? >> You know, the interesting thing about >> You know, the interesting thing about >> You know, the interesting thing about the Tampa Bay market is we really have the Tampa Bay market is we really have the Tampa Bay market is we really have the full range in spectrums of types of the full range in spectrums of types of the full range in spectrums of types of houses and price points. So, uh, yes, houses and price points. So, uh, yes, houses and price points. So, uh, yes, Seth bees is geared towards luxury Seth bees is geared towards luxury Seth bees is geared towards luxury properties and we have all of those properties and we have all of those properties and we have all of those amazing marketing tools and we like even amazing marketing tools and we like even amazing marketing tools and we like even with our lending partner like to be able with our lending partner like to be able with our lending partner like to be able to help affluent clients. So, it’s to help affluent clients. So, it’s to help affluent clients. So, it’s definitely geared towards that, but

[6:59] definitely geared towards that, but definitely geared towards that, but again, it’s like we’re we have this again, it’s like we’re we have this again, it’s like we’re we have this saying that luxury is not about a price saying that luxury is not about a price saying that luxury is not about a price point, it’s about an experience. And so, point, it’s about an experience. And so, point, it’s about an experience. And so, that is what we strive to provide for that is what we strive to provide for that is what we strive to provide for our clients no matter what the price our clients no matter what the price our clients no matter what the price point. So, in Tampa Bay, I’m definitely point. So, in Tampa Bay, I’m definitely point. So, in Tampa Bay, I’m definitely doing the full spectrum for sure.

[7:13] doing the full spectrum for sure. doing the full spectrum for sure. >> Okay. Interesting. Yeah. Um and so I >> Okay. Interesting. Yeah. Um and so I >> Okay. Interesting. Yeah. Um and so I mean we can definitely get into a little mean we can definitely get into a little mean we can definitely get into a little bit about your your your idea of um you bit about your your your idea of um you bit about your your your idea of um you know who you prefer to work with, giving know who you prefer to work with, giving know who you prefer to work with, giving that experience um and getting warm that experience um and getting warm that experience um and getting warm referrals and and that kind of stuff. Um referrals and and that kind of stuff. Um referrals and and that kind of stuff. Um did you ever uh uh do more chasing of did you ever uh uh do more chasing of did you ever uh uh do more chasing of leads or or doornocking or or farming or leads or or doornocking or or farming or leads or or doornocking or or farming or um it’s kind of the opposite approach if um it’s kind of the opposite approach if

[7:36] um it’s kind of the opposite approach if you will like from you know working the you will like from you know working the you will like from you know working the people that you know and and nurturing people that you know and and nurturing people that you know and and nurturing the people that you know and your past the people that you know and your past the people that you know and your past clients etc. Uh, was was there a phase clients etc. Uh, was was there a phase clients etc. Uh, was was there a phase in in your career that you you explored in in your career that you you explored in in your career that you you explored other routes? other routes? other routes? >> Honestly, I really didn’t. And I think >> Honestly, I really didn’t. And I think >> Honestly, I really didn’t. And I think that’s because the the top producer that that’s because the the top producer that that’s because the the top producer that I helped with back in Mobile, like that I helped with back in Mobile, like that I helped with back in Mobile, like that was her business of just referral base.

[7:56] was her business of just referral base. was her business of just referral base. And so I kind of learned that from the And so I kind of learned that from the And so I kind of learned that from the get-go. And then in 200 2019, uh, I got get-go. And then in 200 2019, uh, I got get-go. And then in 200 2019, uh, I got introduced to Ninja Selling, which I introduced to Ninja Selling, which I introduced to Ninja Selling, which I would hope [clears throat] a lot of would hope [clears throat] a lot of would hope [clears throat] a lot of people in your audience are familiar people in your audience are familiar people in your audience are familiar with. with. with. >> Yeah. And it’s such a that was such a >> Yeah. And it’s such a that was such a >> Yeah. And it’s such a that was such a mindset shift on a lot of levels, but it mindset shift on a lot of levels, but it mindset shift on a lot of levels, but it definitely helped me hone in on, okay, definitely helped me hone in on, okay, definitely helped me hone in on, okay, this is definitely the business I want this is definitely the business I want

[8:17] this is definitely the business I want to be in with it being relational to be in with it being relational to be in with it being relational focused and the best ways to just focused and the best ways to just focused and the best ways to just continue to to cultivate those continue to to cultivate those continue to to cultivate those relationships. Ninja Selling does a relationships. Ninja Selling does a relationships. Ninja Selling does a great job of kind of giving you the great job of kind of giving you the great job of kind of giving you the tools, the framework for that. So yeah, tools, the framework for that. So yeah, tools, the framework for that. So yeah, that’s I kind of went all in on that and that’s I kind of went all in on that and that’s I kind of went all in on that and didn’t change. And I’m not my didn’t change. And I’m not my didn’t change. And I’m not my personality is not really like I’m not personality is not really like I’m not personality is not really like I’m not the cold call door knockocking type the cold call door knockocking type the cold call door knockocking type person. So yeah. [laughter]

[8:40] person. So yeah. [laughter] person. So yeah. [laughter] >> Well, I think when you’re when you’re in >> Well, I think when you’re when you’re in >> Well, I think when you’re when you’re in um this and so yeah, I’ve read the book. um this and so yeah, I’ve read the book. um this and so yeah, I’ve read the book. I I know the book. I I’m a fan of it. I I I know the book. I I’m a fan of it. I I I know the book. I I’m a fan of it. I think when you’re in this type of think when you’re in this type of think when you’re in this type of business and and you built it on the business and and you built it on the business and and you built it on the warm referrals, it just seems really warm referrals, it just seems really warm referrals, it just seems really painful to to get rejected a million painful to to get rejected a million painful to to get rejected a million times and and like it’s not that it times and and like it’s not that it times and and like it’s not that it doesn’t work. I mean, I think you doesn’t work. I mean, I think you doesn’t work. I mean, I think you definitely can make a business out of

[9:01] definitely can make a business out of definitely can make a business out of it. Um, and there’s something about um, it. Um, and there’s something about um, it. Um, and there’s something about um, you know, if I if I I know if I make, you know, if I if I I know if I make, you know, if I if I I know if I make, you know, 100 calls or whatever it is, you know, 100 calls or whatever it is, you know, 100 calls or whatever it is, you know, I’m going to get, you know, you know, I’m going to get, you know, you know, I’m going to get, you know, two two appointments or whatever the two two appointments or whatever the two two appointments or whatever the numbers are that, you know, you can you numbers are that, you know, you can you numbers are that, you know, you can you can kind of get some predictability in can kind of get some predictability in can kind of get some predictability in your business. But, um, yeah, it can be your business. But, um, yeah, it can be your business. But, um, yeah, it can be painful. Whereas, you know, if you’re painful. Whereas, you know, if you’re painful. Whereas, you know, if you’re talking to people that you know, um, or

[9:21] talking to people that you know, um, or talking to people that you know, um, or you’re you’re engaging people in the you’re you’re engaging people in the you’re you’re engaging people in the community that, um, and you’re asking community that, um, and you’re asking community that, um, and you’re asking them things like the Ford method, right? them things like the Ford method, right? them things like the Ford method, right? Like your your family, um, your Like your your family, um, your Like your your family, um, your occupation. Let’s see if I can remember occupation. Let’s see if I can remember occupation. Let’s see if I can remember all them. Recreation and dreams is the all them. Recreation and dreams is the all them. Recreation and dreams is the [laughter] [laughter] [laughter] >> things that you ask. Um, you know, >> things that you ask. Um, you know, >> things that you ask. Um, you know, that’s that’s a that’s a a much that’s that’s a that’s a a much that’s that’s a that’s a a much different conversation than like, hey, different conversation than like, hey, different conversation than like, hey, are you thinking about selling? Do you

[9:40] are you thinking about selling? Do you are you thinking about selling? Do you know anybody that’s selling? Um, know anybody that’s selling? Um, know anybody that’s selling? Um, [laughter] it just it just comes across [laughter] it just it just comes across [laughter] it just it just comes across really different. really different. really different. >> Put a gun to your head. Do you know >> Put a gun to your head. Do you know >> Put a gun to your head. Do you know anyone is selling? Like, no. [laughter] anyone is selling? Like, no. [laughter] anyone is selling? Like, no. [laughter] >> Yeah. >> Yeah. >> Yeah. >> Didn’t work very well. >> Didn’t work very well.

[9:50] >> Didn’t work very well. >> So, okay. So, at what point did you >> So, okay. So, at what point did you >> So, okay. So, at what point did you switch over to um the Tampa Bay area and switch over to um the Tampa Bay area and switch over to um the Tampa Bay area and and and were you able to then still like and and were you able to then still like and and were you able to then still like because you’d have had a new network at because you’d have had a new network at because you’d have had a new network at that point, right? like I mean you that point, right? like I mean you that point, right? like I mean you wouldn’t have had you would had to build wouldn’t have had you would had to build wouldn’t have had you would had to build up your your clientele your your up your your clientele your your up your your clientele your your database etc.

[10:05] database etc. database etc. >> Uh so how’d you go about that? Yeah, >> Uh so how’d you go about that? Yeah, >> Uh so how’d you go about that? Yeah, completely. Yeah, we moved here for my completely. Yeah, we moved here for my completely. Yeah, we moved here for my husband had a job opportunity, picked up husband had a job opportunity, picked up husband had a job opportunity, picked up and moved and didn’t know anyone. So, and moved and didn’t know anyone. So, and moved and didn’t know anyone. So, yes, I had to start from the ground up. yes, I had to start from the ground up. yes, I had to start from the ground up. And I actually ended up working as the And I actually ended up working as the And I actually ended up working as the office administrator in my office at office administrator in my office at office administrator in my office at Premier Sabbes. And when we first moved Premier Sabbes. And when we first moved Premier Sabbes. And when we first moved in 2015, it was very nice to just kind in 2015, it was very nice to just kind in 2015, it was very nice to just kind of get acclimated with the Florida real

[10:29] of get acclimated with the Florida real of get acclimated with the Florida real estate market, which is very different estate market, which is very different estate market, which is very different than Alabama. And it gave me the space than Alabama. And it gave me the space than Alabama. And it gave me the space to build a community here. So that’s the to build a community here. So that’s the to build a community here. So that’s the way I chose to do it. I got back into way I chose to do it. I got back into way I chose to do it. I got back into sales in 2017 and it was like off to the sales in 2017 and it was like off to the sales in 2017 and it was like off to the races at that point. I felt like okay, I races at that point. I felt like okay, I races at that point. I felt like okay, I had this great foundation and I was able had this great foundation and I was able had this great foundation and I was able just to like invest in my community and just to like invest in my community and just to like invest in my community and like keep going. Uh so that’s that’s like keep going. Uh so that’s that’s

[10:49] like keep going. Uh so that’s that’s kind of I think regardless of whether kind of I think regardless of whether kind of I think regardless of whether someone did that, like if you moved to a someone did that, like if you moved to a someone did that, like if you moved to a new market and you decided to like, you new market and you decided to like, you new market and you decided to like, you know, have another job and kind of get know, have another job and kind of get know, have another job and kind of get the ball rolling, I think the key is is the ball rolling, I think the key is is the ball rolling, I think the key is is just to dive into the community. Like my just to dive into the community. Like my just to dive into the community. Like my husband and I like we went full force husband and I like we went full force husband and I like we went full force into it. we, you know, just really into it. we, you know, just really into it. we, you know, just really plugged ourselves in and I think that plugged ourselves in and I think that plugged ourselves in and I think that made a world of difference. So that’s my

[11:10] made a world of difference. So that’s my made a world of difference. So that’s my advice. If you’re going to a new market, advice. If you’re going to a new market, advice. If you’re going to a new market, you you’ve got to get plugged in. And I you you’ve got to get plugged in. And I you you’ve got to get plugged in. And I it’s hard. It’s hard work because you’re it’s hard. It’s hard work because you’re it’s hard. It’s hard work because you’re the new kid on the block. You’re the one the new kid on the block. You’re the one the new kid on the block. You’re the one initiating everything to try to build initiating everything to try to build initiating everything to try to build those relationships, but the that work those relationships, but the that work those relationships, but the that work pays off if you stay consistent with it.

[11:24] pays off if you stay consistent with it. pays off if you stay consistent with it. >> Yeah, totally. Um, I was I was just >> Yeah, totally. Um, I was I was just >> Yeah, totally. Um, I was I was just talking about uh this on another episode talking about uh this on another episode talking about uh this on another episode um or another interview that you know I um or another interview that you know I um or another interview that you know I think going to like a gym community is think going to like a gym community is think going to like a gym community is such a a life hack for a lot of such a a life hack for a lot of such a a life hack for a lot of different reasons, but I mean also if different reasons, but I mean also if different reasons, but I mean also if you’re new to an area like that that’s a you’re new to an area like that that’s a you’re new to an area like that that’s a great way to kind of build up another great way to kind of build up another great way to kind of build up another community um that you just naturally community um that you just naturally community um that you just naturally bond with the people that you’re you’re

[11:44] bond with the people that you’re you’re bond with the people that you’re you’re sweating next to. sweating next to. sweating next to. >> Yeah. Yeah. It’s like the commonality. >> Yeah. Yeah. It’s like the commonality. >> Yeah. Yeah. It’s like the commonality. Find some something like that that you Find some something like that that you Find some something like that that you have common interests with and you’ll have common interests with and you’ll have common interests with and you’ll definitely build those relationships for definitely build those relationships for definitely build those relationships for sure. sure. sure. >> Yeah. Yeah. So, okay. So, so you you’re >> Yeah. Yeah. So, okay. So, so you you’re >> Yeah. Yeah. So, okay. So, so you you’re building up your your sphere a little building up your your sphere a little building up your your sphere a little bit as you were there decided to get bit as you were there decided to get bit as you were there decided to get back into real estate sales. Um and uh back into real estate sales. Um and uh back into real estate sales. Um and uh so at at that point you had also uh been

[12:06] so at at that point you had also uh been so at at that point you had also uh been introduced to the ninja system. introduced to the ninja system. introduced to the ninja system. >> Yeah. So that was yeah 2019 um the >> Yeah. So that was yeah 2019 um the >> Yeah. So that was yeah 2019 um the Seth’s international realy brand became Seth’s international realy brand became Seth’s international realy brand became like they’re like hey we’re adopting the like they’re like hey we’re adopting the like they’re like hey we’re adopting the ninja selling mindset. So they started ninja selling mindset. So they started ninja selling mindset. So they started like you know sponsoring installations like you know sponsoring installations like you know sponsoring installations is what they’re called when you do that is what they’re called when you do that is what they’re called when you do that like week long. Yeah. So they started like week long. Yeah. So they started like week long. Yeah. So they started sponsoring those throughout the sponsoring those throughout the sponsoring those throughout the different offices and yeah, so we became

[12:27] different offices and yeah, so we became different offices and yeah, so we became a ninja company as they say and it was a ninja company as they say and it was a ninja company as they say and it was it was just like I said fantastic it was just like I said fantastic it was just like I said fantastic because it it drove home like yeah these because it it drove home like yeah these because it it drove home like yeah these are all the things I’ve been trying to are all the things I’ve been trying to are all the things I’ve been trying to do and it helped me elevate my game when do and it helped me elevate my game when do and it helped me elevate my game when it comes to digging into the community it comes to digging into the community it comes to digging into the community aspect and I think the mindset part of aspect and I think the mindset part of aspect and I think the mindset part of it is another big piece. you know, it is another big piece. you know, it is another big piece. you know, making sure that you are, you know, making sure that you are, you know, making sure that you are, you know, waking up, having a morning routine, um,

[12:50] waking up, having a morning routine, um, waking up, having a morning routine, um, taking care of yourself, exercising, you taking care of yourself, exercising, you taking care of yourself, exercising, you know, having time to do gratitudes and know, having time to do gratitudes and know, having time to do gratitudes and journaling and just like getting your journaling and just like getting your journaling and just like getting your mind right. Because if you start the day mind right. Because if you start the day mind right. Because if you start the day off with your mind and body in the right off with your mind and body in the right off with your mind and body in the right place, you’re setting yourself up for a place, you’re setting yourself up for a place, you’re setting yourself up for a good day. Well, if you do that five, good day. Well, if you do that five, good day. Well, if you do that five, seven days in a row, you’ve got yourself seven days in a row, you’ve got yourself seven days in a row, you’ve got yourself a good week, you know, and that builds a good week, you know, and that builds

[13:07] a good week, you know, and that builds on from there. So, that’s kind of the on from there. So, that’s kind of the on from there. So, that’s kind of the idea, and I definitely embrace that for idea, and I definitely embrace that for idea, and I definitely embrace that for sure. sure. sure. >> Yeah. I think I think there’s um often >> Yeah. I think I think there’s um often >> Yeah. I think I think there’s um often times when you get into that kind of times when you get into that kind of times when you get into that kind of space um gratitudes and journaling and space um gratitudes and journaling and space um gratitudes and journaling and you hear people hear that and they they you hear people hear that and they they you hear people hear that and they they think self-help and then they kind of think self-help and then they kind of think self-help and then they kind of get turned off like if they if they get turned off like if they if they get turned off like if they if they haven’t gone through maybe uh those kind haven’t gone through maybe uh those kind haven’t gone through maybe uh those kind of practices at all and aren’t familiar

[13:28] of practices at all and aren’t familiar of practices at all and aren’t familiar with it. I think it’s it’s an easy it’s with it. I think it’s it’s an easy it’s with it. I think it’s it’s an easy it’s I know when I first read anything in I know when I first read anything in I know when I first read anything in that kind of genre at all, I was kind of that kind of genre at all, I was kind of that kind of genre at all, I was kind of embarrassed. I didn’t really want to embarrassed. I didn’t really want to embarrassed. I didn’t really want to talk about it. [laughter] Um, but but I think like it’s it is it Um, but but I think like it’s it is it Um, but but I think like it’s it is it is really important. I think it’s it’s is really important. I think it’s it’s is really important. I think it’s it’s really good. Like you are basically, you really good. Like you are basically, you really good. Like you are basically, you know, kind of you’re kind of know, kind of you’re kind of know, kind of you’re kind of brainwashing yourself in the right way.

[13:47] brainwashing yourself in the right way. brainwashing yourself in the right way. Like you’re you’re training yourself. Like you’re you’re training yourself. Like you’re you’re training yourself. You’re kind of getting your horse You’re kind of getting your horse You’re kind of getting your horse blinders in, if you will, and like blinders in, if you will, and like blinders in, if you will, and like you’re you’re you’re going to make you’re you’re you’re going to make you’re you’re you’re going to make yourself go in the direction that you yourself go in the direction that you yourself go in the direction that you want to. And and so it’s not Yeah. I want to. And and so it’s not Yeah. I want to. And and so it’s not Yeah. I mean, it it works. That’s why it’s mean, it it works. That’s why it’s mean, it it works. That’s why it’s around and that’s why um it’s in in this around and that’s why um it’s in in this around and that’s why um it’s in in this book as well. I think also in the book book as well. I think also in the book book as well. I think also in the book it it gets into um some of those daily

[14:07] it it gets into um some of those daily it it gets into um some of those daily practices. Like I know, you know, some practices. Like I know, you know, some practices. Like I know, you know, some people will say, “I’m not gonna um my people will say, “I’m not gonna um my people will say, “I’m not gonna um my day is not done until I’ve knocked on 20 day is not done until I’ve knocked on 20 day is not done until I’ve knocked on 20 doors or or whatever. My day is not done doors or or whatever. My day is not done doors or or whatever. My day is not done until I’ve made 40 phone calls or or until I’ve made 40 phone calls or or until I’ve made 40 phone calls or or whatever.” But then this this book will whatever.” But then this this book will whatever.” But then this this book will also give you those kind of daily and also give you those kind of daily and also give you those kind of daily and weekly kind of um actions that you need weekly kind of um actions that you need weekly kind of um actions that you need to do. And and some of those are like to do. And and some of those are like to do. And and some of those are like what the 50 live interviews, right?

[14:29] what the 50 live interviews, right? what the 50 live interviews, right? >> Yeah. Yeah. They have that as as that >> Yeah. Yeah. They have that as as that >> Yeah. Yeah. They have that as as that part of that framework of 50 live part of that framework of 50 live part of that framework of 50 live interviews throughout the week. And and interviews throughout the week. And and interviews throughout the week. And and it’s just, you know, it’s either a phone it’s just, you know, it’s either a phone it’s just, you know, it’s either a phone conversation or if you were at a conversation or if you were at a conversation or if you were at a networking event and you had like five networking event and you had like five networking event and you had like five meaningful conversations with people or meaningful conversations with people or meaningful conversations with people or you went and had lunch with someone like you went and had lunch with someone like you went and had lunch with someone like all of those interactions count because all of those interactions count because all of those interactions count because you’re you’re it’s about having that

[14:48] you’re you’re it’s about having that you’re you’re it’s about having that intentional conversation with someone no intentional conversation with someone no intentional conversation with someone no matter what the the form format is. So matter what the the form format is. So matter what the the form format is. So yeah, that’s kind of their mechanism of yeah, that’s kind of their mechanism of yeah, that’s kind of their mechanism of like, hey, if you focus on doing that on like, hey, if you focus on doing that on like, hey, if you focus on doing that on a week in, you know, week out basis, a week in, you know, week out basis, a week in, you know, week out basis, you’re you’re building that foundation, you’re you’re building that foundation, you’re you’re building that foundation, you’re keeping that momentum going. And you’re keeping that momentum going. And you’re keeping that momentum going. And and I think that’s also like what you and I think that’s also like what you and I think that’s also like what you said about having having like daily said about having having like daily said about having having like daily things to do because it’s so easy with

[15:09] things to do because it’s so easy with things to do because it’s so easy with with real estate or with any anyone with real estate or with any anyone with real estate or with any anyone who’s an entrepreneur, like you’re your who’s an entrepreneur, like you’re your who’s an entrepreneur, like you’re your boss, like you’re answering to yourself. boss, like you’re answering to yourself. boss, like you’re answering to yourself. So to have some kind of discipline So to have some kind of discipline So to have some kind of discipline structure in place, I know I’m going to structure in place, I know I’m going to structure in place, I know I’m going to do these things each day, it’s it makes do these things each day, it’s it makes do these things each day, it’s it makes a world of difference versus waking up a world of difference versus waking up a world of difference versus waking up being like waiting for something to being like waiting for something to being like waiting for something to happen, you know?

[15:27] happen, you know? happen, you know? >> Yeah. Yeah. Totally. Um and and just >> Yeah. Yeah. Totally. Um and and just >> Yeah. Yeah. Totally. Um and and just know that you’re kind of working towards know that you’re kind of working towards know that you’re kind of working towards something. I if if if anybody’s in like something. I if if if anybody’s in like something. I if if if anybody’s in like trying to build their social media or uh trying to build their social media or uh trying to build their social media or uh or kind of focused on their social media or kind of focused on their social media or kind of focused on their social media aspect of their business um the one one aspect of their business um the one one aspect of their business um the one one hack that I heard um is and you could hack that I heard um is and you could hack that I heard um is and you could apply it here is if you actually reach apply it here is if you actually reach apply it here is if you actually reach out to people through their DMs even if out to people through their DMs even if out to people through their DMs even if you have their phone number um if if

[15:49] you have their phone number um if if you have their phone number um if if you’re looking like a great practice you’re looking like a great practice you’re looking like a great practice could be just hey I’m going to try to uh could be just hey I’m going to try to uh could be just hey I’m going to try to uh dur let’s just do Monday through Friday dur let’s just do Monday through Friday dur let’s just do Monday through Friday let’s not let’s leave the weekend alone let’s not let’s leave the weekend alone let’s not let’s leave the weekend alone I’m just going to like you know casually I’m just going to like you know casually I’m just going to like you know casually scroll Facebook like I might be doing scroll Facebook like I might be doing scroll Facebook like I might be doing anyway or Instagram and then and then anyway or Instagram and then and then anyway or Instagram and then and then see something that somebody’s doing or see something that somebody’s doing or see something that somebody’s doing or posted and and reach out to them and posted and and reach out to them and posted and and reach out to them and talk to them like in the direct messages

[16:07] talk to them like in the direct messages talk to them like in the direct messages um um um >> and start that conversation where you >> and start that conversation where you >> and start that conversation where you can like catch up and you can do the can like catch up and you can do the can like catch up and you can do the forward thing and and all that and and forward thing and and all that and and forward thing and and all that and and you know and have that live conversation you know and have that live conversation you know and have that live conversation through a DM um and and the point being through a DM um and and the point being through a DM um and and the point being is that that will connect you that will is that that will connect you that will is that that will connect you that will achieve that that seems maybe manageable achieve that that seems maybe manageable achieve that that seems maybe manageable you have something to talk about there’s you have something to talk about there’s you have something to talk about there’s you know you’re not having to meet

[16:24] you know you’re not having to meet you know you’re not having to meet somebody for lunch uh 50 times a week somebody for lunch uh 50 times a week somebody for lunch uh 50 times a week [laughter] >> it’s more manageable but But then they >> it’s more manageable but But then they >> it’s more manageable but But then they they in theory then the the algorithm they in theory then the the algorithm they in theory then the the algorithm will also push your content to them more will also push your content to them more will also push your content to them more after the fact because you have then after the fact because you have then after the fact because you have then reached out in that fashion. So I think reached out in that fashion. So I think reached out in that fashion. So I think it’s a it’s a it’s a >> an interesting way of of trying to you >> an interesting way of of trying to you >> an interesting way of of trying to you know systemize uh that aspect in the know systemize uh that aspect in the know systemize uh that aspect in the modern age.

[16:47] modern age. modern age. >> Yeah, that’s a good point and I think I >> Yeah, that’s a good point and I think I >> Yeah, that’s a good point and I think I I I mean I like that idea of like if I I mean I like that idea of like if I I mean I like that idea of like if you’re DMing them then the algorithm you’re DMing them then the algorithm you’re DMing them then the algorithm does push, you know, your content to does push, you know, your content to does push, you know, your content to each other. So that I think that’s good each other. So that I think that’s good each other. So that I think that’s good for sure because it’s easy to get lost for sure because it’s easy to get lost for sure because it’s easy to get lost in in that. Um, and then the other flip in in that. Um, and then the other flip in in that. Um, and then the other flip side of that is if you are able to text side of that is if you are able to text side of that is if you are able to text them, so taking that offline, like if them, so taking that offline, like if them, so taking that offline, like if you saw, you know, maybe you saw on on

[17:08] you saw, you know, maybe you saw on on you saw, you know, maybe you saw on on Facebook they posted that, you know, Facebook they posted that, you know, Facebook they posted that, you know, they were pregnant, you know, you could they were pregnant, you know, you could they were pregnant, you know, you could text them and be like, “Oh my gosh, I text them and be like, “Oh my gosh, I text them and be like, “Oh my gosh, I just saw this. Congratulations.” You just saw this. Congratulations.” You just saw this. Congratulations.” You know, then maybe remembering to because know, then maybe remembering to because know, then maybe remembering to because the other thing with ninja selling is the other thing with ninja selling is the other thing with ninja selling is like sending out personal notes and like sending out personal notes and like sending out personal notes and cards and things like that. It’s just cards and things like that. It’s just cards and things like that. It’s just that extra touch.

[17:23] that extra touch. that extra touch. >> Yes. >> Yes. >> Yes. >> To be intentional like that so that they >> To be intentional like that so that they >> To be intentional like that so that they know that you’re thinking about them. So know that you’re thinking about them. So know that you’re thinking about them. So I’ll do that, too. I’ll like if I see I’ll do that, too. I’ll like if I see I’ll do that, too. I’ll like if I see something like that, I’ll then turn something like that, I’ll then turn something like that, I’ll then turn around and go put a, you know, a around and go put a, you know, a around and go put a, you know, a congrats card in the mail or write a congrats card in the mail or write a congrats card in the mail or write a personal note or something. And I think personal note or something. And I think personal note or something. And I think that’s another good way to to do that.

[17:39] that’s another good way to to do that. that’s another good way to to do that. >> And I I don’t know if you’re familiar >> And I I don’t know if you’re familiar >> And I I don’t know if you’re familiar with the seven uh levels of with the seven uh levels of with the seven uh levels of communication. That’s another pretty communication. That’s another pretty communication. That’s another pretty good book um that they talk about some good book um that they talk about some good book um that they talk about some of the different uh like the hierarchy of the different uh like the hierarchy of the different uh like the hierarchy of like if if you’re meeting with of like if if you’re meeting with of like if if you’re meeting with somebody in person one-on-one, that’s somebody in person one-on-one, that’s somebody in person one-on-one, that’s like the ultimate like you know level of like the ultimate like you know level of like the ultimate like you know level of communication that you can have with communication that you can have with communication that you can have with somebody. Um and then you know going on

[17:57] somebody. Um and then you know going on somebody. Um and then you know going on down to like you know billboard or down to like you know billboard or down to like you know billboard or whatever broad advertisements you know whatever broad advertisements you know whatever broad advertisements you know like the least personal. Um, so, so like the least personal. Um, so, so like the least personal. Um, so, so yeah, I think I think the you definitely yeah, I think I think the you definitely yeah, I think I think the you definitely it’s good to also mix in those higher it’s good to also mix in those higher it’s good to also mix in those higher levels of forms of communication like levels of forms of communication like levels of forms of communication like you’re talking about like a phone call you’re talking about like a phone call you’re talking about like a phone call even or um, you know, one of the things even or um, you know, one of the things even or um, you know, one of the things that I like to do is actually send that I like to do is actually send that I like to do is actually send there’s a there’s a laundry service in

[18:18] there’s a there’s a laundry service in there’s a there’s a laundry service in our area, a friend of mine, a past our area, a friend of mine, a past our area, a friend of mine, a past client and friend, um, that we we’ve client and friend, um, that we we’ve client and friend, um, that we we’ve actually worked out a bit of a deal um, actually worked out a bit of a deal um, actually worked out a bit of a deal um, where I can get a gift card for less where I can get a gift card for less where I can get a gift card for less than, you know, what we’re actually than, you know, what we’re actually than, you know, what we’re actually giving. Um, and it’s a great giving. Um, and it’s a great giving. Um, and it’s a great introduction to their service. Um but uh introduction to their service. Um but uh introduction to their service. Um but uh and so yeah, I gave a gift card to a and so yeah, I gave a gift card to a and so yeah, I gave a gift card to a person who just had a baby or had a big person who just had a baby or had a big person who just had a baby or had a big life event or whatever for for uh their

[18:38] life event or whatever for for uh their life event or whatever for for uh their laundry to be picked up and cleaned and laundry to be picked up and cleaned and laundry to be picked up and cleaned and folded and delivered and [laughter] and folded and delivered and [laughter] and folded and delivered and [laughter] and it’s like whatever time for that, right? it’s like whatever time for that, right? it’s like whatever time for that, right? >> Yeah. Yeah. I mean it’s it’s touches >> Yeah. Yeah. I mean it’s it’s touches >> Yeah. Yeah. I mean it’s it’s touches like that like like we’re talking about like that like like we’re talking about like that like like we’re talking about it’s something that’s intentional and it’s something that’s intentional and it’s something that’s intentional and personal. Uh I think I think about the personal. Uh I think I think about the personal. Uh I think I think about the phrase like going deep instead of going phrase like going deep instead of going phrase like going deep instead of going wide. And you know that’s a good way to wide. And you know that’s a good way to

[18:56] wide. And you know that’s a good way to like remember is like I want to go deep like remember is like I want to go deep like remember is like I want to go deep with all these people that I’m connected with all these people that I’m connected with all these people that I’m connected with versus just feeling like I got to with versus just feeling like I got to with versus just feeling like I got to cast this huge wide net and have all cast this huge wide net and have all cast this huge wide net and have all these superficial connections and touch these superficial connections and touch these superficial connections and touch points. I mean that’s not you have to points. I mean that’s not you have to points. I mean that’s not you have to work way harder to to get momentum from work way harder to to get momentum from work way harder to to get momentum from that side of it. Yeah.

[19:12] that side of it. Yeah. that side of it. Yeah. >> Yeah. And so then you know the idea then >> Yeah. And so then you know the idea then >> Yeah. And so then you know the idea then too is um if you are in doing all these too is um if you are in doing all these too is um if you are in doing all these kind things being like intentionally a kind things being like intentionally a kind things being like intentionally a good friend too. be a good human, you good friend too. be a good human, you good friend too. be a good human, you know, know, know, >> a big amount of people. Um, that, you >> a big amount of people. Um, that, you >> a big amount of people. Um, that, you know, if if if they do know somebody know, if if if they do know somebody know, if if if they do know somebody that might be looking and moving, um, that might be looking and moving, um, that might be looking and moving, um, they they’re more likely to to, you they they’re more likely to to, you they they’re more likely to to, you know, pass you along your information know, pass you along your information

[19:33] know, pass you along your information along to them, even though you haven’t along to them, even though you haven’t along to them, even though you haven’t maybe directly asked them for it to do maybe directly asked them for it to do maybe directly asked them for it to do that. It’s that. It’s that. It’s >> Yeah, exactly. It’s kind of some of the >> Yeah, exactly. It’s kind of some of the >> Yeah, exactly. It’s kind of some of the methodology and obviously you’d hope methodology and obviously you’d hope methodology and obviously you’d hope that they would use you as well uh when that they would use you as well uh when that they would use you as well uh when they [laughter] they [laughter] they [laughter] >> Yes, for sure. But hey, I’ve had this >> Yes, for sure. But hey, I’ve had this >> Yes, for sure. But hey, I’ve had this I’ve had this happen many times where I’ve had this happen many times where I’ve had this happen many times where the the person has some kind of the the person has some kind of the the person has some kind of long-standing relationship with an agent

[19:52] long-standing relationship with an agent long-standing relationship with an agent or maybe it’s a family member and they or maybe it’s a family member and they or maybe it’s a family member and they have failed feel very obligated to use have failed feel very obligated to use have failed feel very obligated to use that person but they send anyone else that person but they send anyone else that person but they send anyone else they know to me, you know, in this in they know to me, you know, in this in they know to me, you know, in this in this example. this example. this example. >> Yeah. because they see that extra, you >> Yeah. because they see that extra, you >> Yeah. because they see that extra, you know, they see the extra layer of like, know, they see the extra layer of like, know, they see the extra layer of like, hey, I think, you know, this person’s hey, I think, you know, this person’s hey, I think, you know, this person’s gonna have that provide that full gonna have that provide that full gonna have that provide that full experience and even though I feel like I

[20:12] experience and even though I feel like I experience and even though I feel like I need to use this person, I’m going to need to use this person, I’m going to need to use this person, I’m going to refer over here. I mean, I’ve definitely refer over here. I mean, I’ve definitely refer over here. I mean, I’ve definitely had that happen. So, it’s I think it had that happen. So, it’s I think it had that happen. So, it’s I think it really Yeah, it just comes back to like really Yeah, it just comes back to like really Yeah, it just comes back to like if you’re just a good a good human, if you’re just a good a good human, if you’re just a good a good human, you’re going to attract the right people you’re going to attract the right people you’re going to attract the right people to you. That’s just that’s my to you. That’s just that’s my to you. That’s just that’s my philosophy. So, philosophy. So, philosophy. So, >> yeah. And I mean at the end of the day >> yeah. And I mean at the end of the day >> yeah. And I mean at the end of the day like uh it’s nice to be at a point where

[20:31] like uh it’s nice to be at a point where like uh it’s nice to be at a point where you you can work with just the good you you can work with just the good you you can work with just the good people. [laughter] people. [laughter] people. [laughter] >> Yes. Yes. Also that >> Yes. Yes. Also that >> Yes. Yes. Also that >> there is nothing like um yeah uh some >> there is nothing like um yeah uh some >> there is nothing like um yeah uh some person that just is everything they do person that just is everything they do person that just is everything they do is insanely stressful. You don’t know is insanely stressful. You don’t know is insanely stressful. You don’t know how people like how they survive just how people like how they survive just how people like how they survive just living at that level all the time.

[20:52] living at that level all the time. living at that level all the time. >> Yeah. Like at Defcon 10 or whatever. >> Yeah. Like at Defcon 10 or whatever. >> Yeah. Like at Defcon 10 or whatever. [laughter] Yeah. [laughter] Yeah. [laughter] Yeah. No, but we’ve all worked with them. No, but we’ve all worked with them. No, but we’ve all worked with them. >> Yes. Yes. [laughter] >> Yes. Yes. [laughter] >> Yes. Yes. [laughter] >> This business definitely brings out I >> This business definitely brings out I >> This business definitely brings out I mean like going through that stressful mean like going through that stressful mean like going through that stressful process is it’s it’s going to bring out process is it’s it’s going to bring out process is it’s it’s going to bring out the the worst in people. It can uh for the the worst in people. It can uh for the the worst in people. It can uh for sure. So sure. So sure. So >> yeah, definitely brings out the emotions >> yeah, definitely brings out the emotions >> yeah, definitely brings out the emotions and we have to be we’ve got to be that

[21:13] and we have to be we’ve got to be that and we have to be we’ve got to be that calm like voice of reason to try to you calm like voice of reason to try to you calm like voice of reason to try to you know deescalate the situation. For sure. know deescalate the situation. For sure. know deescalate the situation. For sure. >> Yeah. Yeah. Um, what are what are some >> Yeah. Yeah. Um, what are what are some >> Yeah. Yeah. Um, what are what are some ways that you you try to I I don’t know ways that you you try to I I don’t know ways that you you try to I I don’t know if balance is is is possible, true if balance is is is possible, true if balance is is is possible, true balance, but what are some of the ways balance, but what are some of the ways balance, but what are some of the ways you try to to live a more holistic life you try to to live a more holistic life you try to to live a more holistic life um in this crazy world of real estate?

[21:31] um in this crazy world of real estate? um in this crazy world of real estate? >> Yeah, I think for me, I’ve always I >> Yeah, I think for me, I’ve always I >> Yeah, I think for me, I’ve always I mentioned this earlier, like I’ve always mentioned this earlier, like I’ve always mentioned this earlier, like I’ve always thought about real estate as kind of the thought about real estate as kind of the thought about real estate as kind of the fuel to to create the life that I want. fuel to to create the life that I want. fuel to to create the life that I want. So, you know, having meaningful So, you know, having meaningful So, you know, having meaningful relationships and building community is relationships and building community is relationships and building community is really important to me. So, like I’m really important to me. So, like I’m really important to me. So, like I’m definitely always going to prioritize definitely always going to prioritize definitely always going to prioritize that, like spending time with my family, that, like spending time with my family,

[21:48] that, like spending time with my family, spending time with my friends, and and spending time with my friends, and and spending time with my friends, and and then it enables me to do other stuff then it enables me to do other stuff then it enables me to do other stuff that I’m passionate about. that I’m passionate about. that I’m passionate about. >> And I think that like for me, I’m a >> And I think that like for me, I’m a >> And I think that like for me, I’m a writer, so I’ve actually um published or writer, so I’ve actually um published or writer, so I’ve actually um published or about to be published fantasy author. about to be published fantasy author. about to be published fantasy author. That’s been a longtime dream of mine.

[22:04] That’s been a longtime dream of mine. That’s been a longtime dream of mine. Nice. Nice. Nice. >> So, yeah. So, it’s like being able to um >> So, yeah. So, it’s like being able to um >> So, yeah. So, it’s like being able to um like take the time to do the things that like take the time to do the things that like take the time to do the things that fill my soul up because I know that if fill my soul up because I know that if fill my soul up because I know that if my soul is full, then I’ll be able to my soul is full, then I’ll be able to my soul is full, then I’ll be able to serve my clients to the best of my serve my clients to the best of my serve my clients to the best of my ability. If I’m if I have a good ability. If I’m if I have a good ability. If I’m if I have a good relationship with my husband, if I have relationship with my husband, if I have relationship with my husband, if I have a good relationship with my friends, a good relationship with my friends, a good relationship with my friends, it’s I know that it’s going to enable me it’s I know that it’s going to enable me

[22:24] it’s I know that it’s going to enable me to, you know, be the best version of to, you know, be the best version of to, you know, be the best version of myself out in the world to serve my myself out in the world to serve my myself out in the world to serve my clients. So, that’s kind of I I just clients. So, that’s kind of I I just clients. So, that’s kind of I I just look at it from like like that holistic look at it from like like that holistic look at it from like like that holistic like you said, the synergy between that. like you said, the synergy between that. like you said, the synergy between that. Um, I’m I’m a human being first and Um, I’m I’m a human being first and Um, I’m I’m a human being first and foremost, not a real estate agent. So, foremost, not a real estate agent. So, foremost, not a real estate agent. So, [clears throat] [clears throat] [clears throat] it’s, you know, my identity is not it’s, you know, my identity is not it’s, you know, my identity is not wrapped up in real estate agent. There’s wrapped up in real estate agent. There’s wrapped up in real estate agent. There’s a lot of different facets to me. So,

[22:44] a lot of different facets to me. So, a lot of different facets to me. So, that’s kind of how I view it. And I that’s kind of how I view it. And I that’s kind of how I view it. And I think and to be honest, like having think and to be honest, like having think and to be honest, like having having worked towards this goal to now having worked towards this goal to now having worked towards this goal to now be publishing a book and this that’s be publishing a book and this that’s be publishing a book and this that’s been a longtime dream of mine. It has been a longtime dream of mine. It has been a longtime dream of mine. It has really helped me understand that aspect really helped me understand that aspect really helped me understand that aspect of life like life, you know, life is is of life like life, you know, life is is of life like life, you know, life is is amazing and beautiful and big and it’s amazing and beautiful and big and it’s amazing and beautiful and big and it’s not all to like one point of the things not all to like one point of the things not all to like one point of the things that you do, you know? So,

[23:05] that you do, you know? So, that you do, you know? So, >> yeah. No, I love it. I I think that um >> yeah. No, I love it. I I think that um >> yeah. No, I love it. I I think that um everybody should take a should should everybody should take a should should everybody should take a should should reflect on on what’s important to them. reflect on on what’s important to them. reflect on on what’s important to them. Take an assessment of their life and and Take an assessment of their life and and Take an assessment of their life and and and what what direction they want to go. and what what direction they want to go. and what what direction they want to go. um what direction um they have been um what direction um they have been um what direction um they have been going or they naturally go and see if going or they naturally go and see if going or they naturally go and see if they need to like kind of uh put some they need to like kind of uh put some they need to like kind of uh put some things in place to to alter the course things in place to to alter the course things in place to to alter the course if if they’re if they tend to just work

[23:27] if if they’re if they tend to just work if if they’re if they tend to just work too much and and that’s not you know too much and and that’s not you know too much and and that’s not you know giving them exactly what they want. Um giving them exactly what they want. Um giving them exactly what they want. Um and and I think this this business can and and I think this this business can and and I think this this business can be addicting. I mean it can be uh you be addicting. I mean it can be uh you be addicting. I mean it can be uh you know if you if you’re a really know if you if you’re a really know if you if you’re a really competitive person, you might be looking competitive person, you might be looking competitive person, you might be looking at the numbers all the time and and at the numbers all the time and and at the numbers all the time and and seeing how other people are selling and seeing how other people are selling and seeing how other people are selling and um and want to be the top and and you um and want to be the top and and you um and want to be the top and and you might you know be really driven to that

[23:45] might you know be really driven to that might you know be really driven to that to that goal. Um, and and I mean if to that goal. Um, and and I mean if to that goal. Um, and and I mean if that’s your goal, that’s if you’re good that’s your goal, that’s if you’re good that’s your goal, that’s if you’re good with it, that’s fine. But I think it’s with it, that’s fine. But I think it’s with it, that’s fine. But I think it’s just important to just important to just important to >> to not lose sight of of of the other >> to not lose sight of of of the other >> to not lose sight of of of the other things. And and for a lot of others, things. And and for a lot of others, things. And and for a lot of others, like, you know, it’s a great vehicle to like, you know, it’s a great vehicle to like, you know, it’s a great vehicle to make good money. Um, and and some people make good money. Um, and and some people make good money. Um, and and some people that that amount of money is different that that amount of money is different that that amount of money is different for everybody. And and if if you don’t

[24:04] for everybody. And and if if you don’t for everybody. And and if if you don’t need to be, you know, in the top 20% in need to be, you know, in the top 20% in need to be, you know, in the top 20% in your market like and and you’re you’re your market like and and you’re you’re your market like and and you’re you’re making good money and you’re able to do making good money and you’re able to do making good money and you’re able to do do other things that are fun, that’s do other things that are fun, that’s do other things that are fun, that’s great. I mean, I think that’s one of the great. I mean, I think that’s one of the great. I mean, I think that’s one of the beauties of this business. beauties of this business.

[24:14] beauties of this business. >> Exactly. Yeah. I mean, it’s I think the >> Exactly. Yeah. I mean, it’s I think the >> Exactly. Yeah. I mean, it’s I think the the older I’ve gotten, that’s definitely the older I’ve gotten, that’s definitely the older I’ve gotten, that’s definitely the more I’ve realized that it’s like the more I’ve realized that it’s like the more I’ve realized that it’s like there’s just like life is short, you there’s just like life is short, you there’s just like life is short, you know, we need to it’s important to like know, we need to it’s important to like know, we need to it’s important to like there’s nothing wrong with making money there’s nothing wrong with making money there’s nothing wrong with making money and yes, it definitely fuels all of our and yes, it definitely fuels all of our and yes, it definitely fuels all of our passions and things like that, but it’s passions and things like that, but it’s passions and things like that, but it’s like to get caught up in like just, you like to get caught up in like just, you like to get caught up in like just, you know, the the rat race and just making

[24:35] know, the the rat race and just making know, the the rat race and just making more money. I mean, that’s just not not more money. I mean, that’s just not not more money. I mean, that’s just not not the philosophy that I have adopted. So, the philosophy that I have adopted. So, the philosophy that I have adopted. So, I I want to I want to live life to the I I want to I want to live life to the I I want to I want to live life to the fullest, and there’s a lot of life out fullest, and there’s a lot of life out fullest, and there’s a lot of life out there besides real estate. So, there besides real estate. So, there besides real estate. So, >> yeah. Yeah, I think it’s a it’s >> yeah. Yeah, I think it’s a it’s >> yeah. Yeah, I think it’s a it’s definitely a great vehicle. Um, but definitely a great vehicle. Um, but definitely a great vehicle. Um, but yeah, there’s so much more. Um, I I am yeah, there’s so much more. Um, I I am yeah, there’s so much more. Um, I I am curious about how how your market’s curious about how how your market’s curious about how how your market’s doing. Um, I know that there are a

[24:59] doing. Um, I know that there are a doing. Um, I know that there are a number of markets uh that I’ve spoken to number of markets uh that I’ve spoken to number of markets uh that I’ve spoken to uh across the country throughout this uh across the country throughout this uh across the country throughout this whole year. Um and and Florida has has whole year. Um and and Florida has has whole year. Um and and Florida has has seemed to to be impacted uh worse than seemed to to be impacted uh worse than seemed to to be impacted uh worse than some others uh partially due to some others uh partially due to some others uh partially due to insurance costs. Um but you could speak insurance costs. Um but you could speak insurance costs. Um but you could speak to that more. How are things uh looking to that more. How are things uh looking to that more. How are things uh looking in the Tampa area?

[25:18] in the Tampa area? in the Tampa area? >> Yeah, it’s been a very interesting year, >> Yeah, it’s been a very interesting year, >> Yeah, it’s been a very interesting year, very challenging. Um I’m probably about very challenging. Um I’m probably about very challenging. Um I’m probably about 70% listings, like 7030 listings to 70% listings, like 7030 listings to 70% listings, like 7030 listings to buyers. So, you know, it’s taking much buyers. So, you know, it’s taking much buyers. So, you know, it’s taking much longer to sell houses and, you know, longer to sell houses and, you know, longer to sell houses and, you know, having to have this conversation with having to have this conversation with having to have this conversation with sellers about, you know, price sellers about, you know, price sellers about, you know, price reductions and and all of that and reductions and and all of that and reductions and and all of that and buyers just have more options. So, we’re buyers just have more options. So, we’re buyers just have more options. So, we’re that’s also why we’re seeing the houses

[25:40] that’s also why we’re seeing the houses that’s also why we’re seeing the houses sit on the market longer. So, that’s sit on the market longer. So, that’s sit on the market longer. So, that’s brought brought that pressure on brought brought that pressure on brought brought that pressure on pricing. And I feel like the the last pricing. And I feel like the the last pricing. And I feel like the the last like few weeks or so, we’ve definitely like few weeks or so, we’ve definitely like few weeks or so, we’ve definitely seen a change for us. We’re coming into seen a change for us. We’re coming into seen a change for us. We’re coming into snow what we call snowbird season. So, snow what we call snowbird season. So, snow what we call snowbird season. So, it’s definitely there’s more people it’s definitely there’s more people it’s definitely there’s more people here. You know, I think as we near the here. You know, I think as we near the here. You know, I think as we near the end of the year, people are starting to end of the year, people are starting to end of the year, people are starting to understand that interest rates are not

[26:03] understand that interest rates are not understand that interest rates are not going to have this crazy dip. You know, going to have this crazy dip. You know, going to have this crazy dip. You know, we’re kind of is what it is. So, I think we’re kind of is what it is. So, I think we’re kind of is what it is. So, I think it’s helping some of that level off, but it’s helping some of that level off, but it’s helping some of that level off, but it’s been a very roller coaster ride of it’s been a very roller coaster ride of it’s been a very roller coaster ride of a year for sure. And but part of that a year for sure. And but part of that a year for sure. And but part of that too is like Florida of all the markets too is like Florida of all the markets too is like Florida of all the markets saw one of the biggest spikes during saw one of the biggest spikes during saw one of the biggest spikes during COVID. Um, so it makes sense that we had COVID. Um, so it makes sense that we had COVID. Um, so it makes sense that we had this huge s surge in price appreciation this huge s surge in price appreciation

[26:26] this huge s surge in price appreciation and demand and that’s leveled off. I and demand and that’s leveled off. I and demand and that’s leveled off. I mean that’s just kind of the natural e mean that’s just kind of the natural e mean that’s just kind of the natural e and flow of things. It is, you know, and flow of things. It is, you know, and flow of things. It is, you know, we’re still above preandemic levels as we’re still above preandemic levels as we’re still above preandemic levels as far as like price appreciation goes far as like price appreciation goes far as like price appreciation goes every, you know, we’re still in a good a every, you know, we’re still in a good a every, you know, we’re still in a good a good place. I think people just start to good place. I think people just start to good place. I think people just start to panic sometimes when they see a downward panic sometimes when they see a downward panic sometimes when they see a downward trend. It’s like it’s just part of it, trend. It’s like it’s just part of it, trend. It’s like it’s just part of it, you know, it cycles and um yeah, so it

[26:47] you know, it cycles and um yeah, so it you know, it cycles and um yeah, so it it’s it’s been challenging for sure. it’s it’s been challenging for sure. it’s it’s been challenging for sure. Yeah. Um, what are what are some of the Yeah. Um, what are what are some of the Yeah. Um, what are what are some of the strategies you found in this market to strategies you found in this market to strategies you found in this market to to I don’t know talk to sellers to u to I don’t know talk to sellers to u to I don’t know talk to sellers to u kind of set expectations uh for for your kind of set expectations uh for for your kind of set expectations uh for for your clients? clients? clients? >> Yeah, I think yeah, setting the >> Yeah, I think yeah, setting the >> Yeah, I think yeah, setting the expectations up front is is important.

[27:05] expectations up front is is important. expectations up front is is important. And I I think the how I try to preface And I I think the how I try to preface And I I think the how I try to preface it is if we price something right within it is if we price something right within it is if we price something right within the market or just below market value, the market or just below market value, the market or just below market value, then it’s going to help us kind of get then it’s going to help us kind of get then it’s going to help us kind of get that big surge of activity up front and that big surge of activity up front and that big surge of activity up front and help us not sit on market for too long.

[27:20] help us not sit on market for too long. help us not sit on market for too long. It’s like you cannot push the envelope It’s like you cannot push the envelope It’s like you cannot push the envelope in pricing right now. You just can’t. in pricing right now. You just can’t. in pricing right now. You just can’t. And if you do that, then you’re gonna And if you do that, then you’re gonna And if you do that, then you’re gonna you’re gonna sit and it makes it harder you’re gonna sit and it makes it harder you’re gonna sit and it makes it harder than do price reductions at that point, than do price reductions at that point, than do price reductions at that point, you know, because it starts to get stale you know, because it starts to get stale you know, because it starts to get stale and more stale. I mean, the stats show and more stale. I mean, the stats show and more stale. I mean, the stats show that you get the majority of your that you get the majority of your that you get the majority of your showings for the first few weeks of a showings for the first few weeks of a showings for the first few weeks of a listing. You know, that’s just the way

[27:40] listing. You know, that’s just the way listing. You know, that’s just the way it is. So, that’s why you want to hit it is. So, that’s why you want to hit it is. So, that’s why you want to hit the ground running because that’s when the ground running because that’s when the ground running because that’s when you’re getting like the biggest push. you’re getting like the biggest push. you’re getting like the biggest push. So, and the longer it sits, you know, So, and the longer it sits, you know, So, and the longer it sits, you know, more price reductions come. So yeah, more price reductions come. So yeah, more price reductions come. So yeah, it’s like I think just being setting it’s like I think just being setting it’s like I think just being setting realistic expectations with sellers in realistic expectations with sellers in realistic expectations with sellers in that regard and trying to get them to that regard and trying to get them to that regard and trying to get them to price for I guess I think it’s more of price for I guess I think it’s more of price for I guess I think it’s more of thinking about okay, we don’t want to

[28:00] thinking about okay, we don’t want to thinking about okay, we don’t want to chase the market, you know, so we don’t chase the market, you know, so we don’t chase the market, you know, so we don’t want to chase it down. So if we can want to chase it down. So if we can want to chase it down. So if we can think about pricing something from like think about pricing something from like think about pricing something from like a month from now, that’s going to help a month from now, that’s going to help a month from now, that’s going to help us out, you know, versus if we’re trying us out, you know, versus if we’re trying us out, you know, versus if we’re trying to push the envelope, then we’re going to push the envelope, then we’re going to push the envelope, then we’re going to be chasing the market down when we’re to be chasing the market down when we’re to be chasing the market down when we’re having to do these price reductions.

[28:14] having to do these price reductions. having to do these price reductions. >> But yeah, it’s, you know, not every >> But yeah, it’s, you know, not every >> But yeah, it’s, you know, not every seller wants to hear that, you know. seller wants to hear that, you know. seller wants to hear that, you know. Yeah. Yeah. Yeah. >> And it’s ultimately their decision when >> And it’s ultimately their decision when >> And it’s ultimately their decision when it comes to pricing. So, it comes to pricing. So, it comes to pricing. So, >> yeah. Have you have you come across um >> yeah. Have you have you come across um >> yeah. Have you have you come across um people that are underwater um from people that are underwater um from people that are underwater um from having bought a couple years ago?

[28:29] having bought a couple years ago? having bought a couple years ago? >> Um I’ve had a I’ve had a couple of those >> Um I’ve had a I’ve had a couple of those >> Um I’ve had a I’ve had a couple of those situations. I think I mean, frankly, for situations. I think I mean, frankly, for situations. I think I mean, frankly, for our market, the most challenging thing our market, the most challenging thing our market, the most challenging thing has been helping some clients sell has been helping some clients sell has been helping some clients sell properties that were affected by the properties that were affected by the properties that were affected by the hurricanes last year. hurricanes last year.

[28:41] hurricanes last year. >> Um I had I had a very challenging >> Um I had I had a very challenging >> Um I had I had a very challenging listing like that that got flooded and listing like that that got flooded and listing like that that got flooded and we had to sell it as is. and you know he we had to sell it as is. and you know he we had to sell it as is. and you know he had he had to you know come to the table had he had to you know come to the table had he had to you know come to the table with money but it was just it was the with money but it was just it was the with money but it was just it was the best thing for him just to move on from best thing for him just to move on from best thing for him just to move on from the property. So yeah there’s a lot of a the property. So yeah there’s a lot of a the property. So yeah there’s a lot of a lot of people in our market that have lot of people in our market that have lot of people in our market that have suffered in that way. Um yeah but we’re suffered in that way. Um yeah but we’re suffered in that way. Um yeah but we’re very thankful to have not had any storms

[29:03] very thankful to have not had any storms very thankful to have not had any storms this year for sure. this year for sure. this year for sure. >> Yeah. Yeah. Um so so insurance costs are >> Yeah. Yeah. Um so so insurance costs are >> Yeah. Yeah. Um so so insurance costs are still still through the roof. Is there still still through the roof. Is there still still through the roof. Is there is there any like good strategies for is there any like good strategies for is there any like good strategies for that? I I mean I’ve just I’ve heard I that? I I mean I’ve just I’ve heard I that? I I mean I’ve just I’ve heard I don’t remember the exact example but don’t remember the exact example but don’t remember the exact example but somebody mentioned what their insurance somebody mentioned what their insurance somebody mentioned what their insurance uh looked like and I was just kind of I uh looked like and I was just kind of I uh looked like and I was just kind of I was pretty floored um with how expensive was pretty floored um with how expensive was pretty floored um with how expensive it was and how little it covered.

[29:25] it was and how little it covered. it was and how little it covered. >> Yeah, I mean we definitely had some >> Yeah, I mean we definitely had some >> Yeah, I mean we definitely had some increases in insurance. I feel like that increases in insurance. I feel like that increases in insurance. I feel like that has leveled off at this point. Um I feel has leveled off at this point. Um I feel has leveled off at this point. Um I feel like we’ve seen the majority of and and like we’ve seen the majority of and and like we’ve seen the majority of and and that was more affecting our condo market that was more affecting our condo market that was more affecting our condo market than our single family home market.

[29:39] than our single family home market. than our single family home market. >> Okay. Interesting. because all there was >> Okay. Interesting. because all there was >> Okay. Interesting. because all there was two things going on with the condo two things going on with the condo two things going on with the condo market because you did have the market because you did have the market because you did have the insurance spike but you also had the insurance spike but you also had the insurance spike but you also had the Miami building collapse that brought in Miami building collapse that brought in Miami building collapse that brought in new legislation. So buildings that were new legislation. So buildings that were new legislation. So buildings that were like once they hit their I think it’s like once they hit their I think it’s like once they hit their I think it’s 30-year mark um they had to do what’s 30-year mark um they had to do what’s 30-year mark um they had to do what’s called a milestone inspection. So it is called a milestone inspection. So it is called a milestone inspection. So it is that structural inspection and also the

[30:00] that structural inspection and also the that structural inspection and also the they were enforcing the legislation that they were enforcing the legislation that they were enforcing the legislation that the condos had to have a certain amount the condos had to have a certain amount the condos had to have a certain amount of reserves reserve funds at a threshold of reserves reserve funds at a threshold of reserves reserve funds at a threshold you know and they were so many of them you know and they were so many of them you know and they were so many of them didn’t have that so it caused all these didn’t have that so it caused all these didn’t have that so it caused all these assessments to come into play because assessments to come into play because assessments to come into play because the insurance gap plus um the reserves the insurance gap plus um the reserves the insurance gap plus um the reserves gap they’re doing these miles and gap they’re doing these miles and gap they’re doing these miles and inspections maybe there are some inspections maybe there are some inspections maybe there are some structural things they have to pay for

[30:20] structural things they have to pay for structural things they have to pay for with assessment so there was a lot of with assessment so there was a lot of with assessment so there was a lot of that going on and I feel like we’ve come that going on and I feel like we’ve come that going on and I feel like we’ve come through the majority majority of that at through the majority majority of that at through the majority majority of that at this point. Um, yeah. So, I think it’ll this point. Um, yeah. So, I think it’ll this point. Um, yeah. So, I think it’ll be interesting to see how the insurance be interesting to see how the insurance be interesting to see how the insurance how that continues to go into next year, how that continues to go into next year, how that continues to go into next year, but I feel like we’re in a little bit of but I feel like we’re in a little bit of but I feel like we’re in a little bit of a better place with that. So, a better place with that. So, a better place with that. So, >> Okay, cool. Yeah. And I mean, at the end >> Okay, cool. Yeah. And I mean, at the end

[30:39] >> Okay, cool. Yeah. And I mean, at the end of the day, like it’s it’s um the of the day, like it’s it’s um the of the day, like it’s it’s um the markets changing are kind of it’s kind markets changing are kind of it’s kind markets changing are kind of it’s kind of exciting. I mean I mean [laughter] in of exciting. I mean I mean [laughter] in of exciting. I mean I mean [laughter] in a I mean it keeps it not boring like in a I mean it keeps it not boring like in a I mean it keeps it not boring like in in the sense that like you know you kind in the sense that like you know you kind in the sense that like you know you kind of have to be on top of your game at all of have to be on top of your game at all of have to be on top of your game at all times and you have different advice for times and you have different advice for times and you have different advice for the different u different times and uh the different u different times and uh the different u different times and uh like you said there’s just there’s like you said there’s just there’s like you said there’s just there’s really not forgiveness for an overpriced

[31:02] really not forgiveness for an overpriced really not forgiveness for an overpriced house where there was. And it’s just house where there was. And it’s just house where there was. And it’s just really critical that you know how to really critical that you know how to really critical that you know how to price properly um and know how to price properly um and know how to price properly um and know how to communicate like so that you’re not communicate like so that you’re not communicate like so that you’re not they’re not getting the impression that they’re not getting the impression that they’re not getting the impression that you just don’t like their house or like you just don’t like their house or like you just don’t like their house or like you know like that it could probably you know like that it could probably you know like that it could probably another agent would be able to get it another agent would be able to get it another agent would be able to get it more um for for the house and I think more um for for the house and I think more um for for the house and I think there I mean obviously there’s an art to

[31:21] there I mean obviously there’s an art to there I mean obviously there’s an art to selling uh for sure but at the end of selling uh for sure but at the end of selling uh for sure but at the end of the day like pricing is a huge huge the day like pricing is a huge huge the day like pricing is a huge huge component and you know no matter not the component and you know no matter not the component and you know no matter not the you know not the um oh my gosh I’m you know not the um oh my gosh I’m you know not the um oh my gosh I’m blanking on that Zig Ziggler not the Zig blanking on that Zig Ziggler not the Zig blanking on that Zig Ziggler not the Zig Ziggler of real estate Ziggler of real estate Ziggler of real estate could could convince somebody to spend, could could convince somebody to spend, could could convince somebody to spend, you know, hundreds of thousand dollars you know, hundreds of thousand dollars you know, hundreds of thousand dollars more than the property is actually more than the property is actually more than the property is actually worth, even if they’re really, you know,

[31:41] worth, even if they’re really, you know, worth, even if they’re really, you know, all zigg ziggied out. Um, all zigg ziggied out. Um, all zigg ziggied out. Um, >> so like I mean I think that is such a it >> so like I mean I think that is such a it >> so like I mean I think that is such a it you really need to you know increase you really need to you know increase you really need to you know increase your skills. I think this is things your skills. I think this is things your skills. I think this is things aren’t as easy as they were in co uh to aren’t as easy as they were in co uh to aren’t as easy as they were in co uh to to make money in the business and um to make money in the business and um to make money in the business and um there’s people I’m sure that have been there’s people I’m sure that have been there’s people I’m sure that have been getting out of the business all around getting out of the business all around getting out of the business all around you um and it’s kind of weeding out some you um and it’s kind of weeding out some you um and it’s kind of weeding out some of the people that

[32:02] of the people that of the people that >> uh maybe didn’t take it as a >> uh maybe didn’t take it as a >> uh maybe didn’t take it as a professional business as much as others. professional business as much as others. professional business as much as others. So So So >> that’s true. Yeah. I mean I think yeah I >> that’s true. Yeah. I mean I think yeah I >> that’s true. Yeah. I mean I think yeah I think the pricing component is such a think the pricing component is such a think the pricing component is such a huge aspect which it’s that’s always huge aspect which it’s that’s always huge aspect which it’s that’s always always a big deal you know um but more always a big deal you know um but more always a big deal you know um but more so you know in a market like it has so you know in a market like it has so you know in a market like it has been. But I think the other side of that been. But I think the other side of that been. But I think the other side of that is the online presence. Like you’ve got is the online presence. Like you’ve got is the online presence. Like you’ve got to make sure that you are presenting the

[32:24] to make sure that you are presenting the to make sure that you are presenting the best picture and showcasing the home in best picture and showcasing the home in best picture and showcasing the home in the best way because buyers are looking the best way because buyers are looking the best way because buyers are looking online and if it doesn’t look online, online and if it doesn’t look online, online and if it doesn’t look online, they’re not coming to the house. So I they’re not coming to the house. So I they’re not coming to the house. So I always try to push my sellers that have always try to push my sellers that have always try to push my sellers that have vacant homes to do staging. vacant homes to do staging.

[32:38] vacant homes to do staging. >> You know, if they do if they’re just not >> You know, if they do if they’re just not >> You know, if they do if they’re just not willing to do it, we will do virtual willing to do it, we will do virtual willing to do it, we will do virtual staging. staging. staging. >> Yeah. which is it’s good, but the the >> Yeah. which is it’s good, but the the >> Yeah. which is it’s good, but the the impact that it has when the buyers walk impact that it has when the buyers walk impact that it has when the buyers walk into the space is definitely worth the into the space is definitely worth the into the space is definitely worth the money for staging. So, I’m always going money for staging. So, I’m always going money for staging. So, I’m always going to push for that or if it’s occupied to push for that or if it’s occupied to push for that or if it’s occupied home, maybe bring in a stager in to home, maybe bring in a stager in to home, maybe bring in a stager in to like, you know, juzj the space a little like, you know, juzj the space a little

[32:56] like, you know, juzj the space a little bit because, you know, it’s the HGTV, bit because, you know, it’s the HGTV, bit because, you know, it’s the HGTV, you know, thing like buyers just want it you know, thing like buyers just want it you know, thing like buyers just want it to look like that. And when you’re in a to look like that. And when you’re in a to look like that. And when you’re in a market where they have a lot more market where they have a lot more market where they have a lot more options, they’re just going to go to the options, they’re just going to go to the options, they’re just going to go to the next place that looks more like HGTV. next place that looks more like HGTV. next place that looks more like HGTV. >> People don’t people have don’t have >> People don’t people have don’t have >> People don’t people have don’t have vision. So, so yeah, I mean you want to vision. So, so yeah, I mean you want to vision. So, so yeah, I mean you want to be like the shiniest penny um in your in be like the shiniest penny um in your in be like the shiniest penny um in your in your price range, right? I mean, you

[33:15] your price range, right? I mean, you your price range, right? I mean, you want to be the the the obvious choice in want to be the the the obvious choice in want to be the the the obvious choice in your price range and um and that’s a your price range and um and that’s a your price range and um and that’s a great way of getting getting them there. great way of getting getting them there. great way of getting getting them there. Um and uh Oh, yeah. that when things Um and uh Oh, yeah. that when things Um and uh Oh, yeah. that when things were really competitive and it was were really competitive and it was were really competitive and it was really difficult to to to win a house really difficult to to to win a house really difficult to to to win a house for um somebody that you know wanted for um somebody that you know wanted for um somebody that you know wanted their home inspection that you know their home inspection that you know their home inspection that you know wasn’t cash and and wasn’t going to go wasn’t cash and and wasn’t going to go wasn’t cash and and wasn’t going to go insane above asking price. Uh there’s

[33:40] insane above asking price. Uh there’s insane above asking price. Uh there’s actually there’s a few agents and and actually there’s a few agents and and actually there’s a few agents and and that would not they would take their own that would not they would take their own that would not they would take their own pictures or they would they would not pictures or they would they would not pictures or they would they would not put in as much effort uh into the put in as much effort uh into the put in as much effort uh into the marketing. Um, and that was actually the marketing. Um, and that was actually the marketing. Um, and that was actually the opportunity. Like I almost thought about opportunity. Like I almost thought about opportunity. Like I almost thought about like, okay, I’m going to set up a like, okay, I’m going to set up a like, okay, I’m going to set up a separate search. [laughter] separate search. [laughter] separate search. [laughter] They’re not going to get as much They’re not going to get as much They’re not going to get as much competition on their listings. Um, and competition on their listings. Um, and

[33:59] competition on their listings. Um, and yeah, it just kind of goes to to show yeah, it just kind of goes to to show yeah, it just kind of goes to to show that how, you know, that stuff does just that how, you know, that stuff does just that how, you know, that stuff does just really matter. Um, really matter. Um, really matter. Um, >> even in that market where people were >> even in that market where people were >> even in that market where people were building like having multiple offers, building like having multiple offers, building like having multiple offers, it’s like if you did have a really it’s like if you did have a really it’s like if you did have a really wellresented house, you were getting wellresented house, you were getting wellresented house, you were getting more offers and higher above list price.

[34:16] more offers and higher above list price. more offers and higher above list price. Like Like Like >> yeah, >> yeah, >> yeah, >> there was a difference there even in >> there was a difference there even in >> there was a difference there even in that craziness. that craziness. that craziness. >> Yeah, for sure. And that’s and that’s >> Yeah, for sure. And that’s and that’s >> Yeah, for sure. And that’s and that’s why like you know I was able to win a why like you know I was able to win a why like you know I was able to win a house at a reasonable um price with house at a reasonable um price with house at a reasonable um price with normal contingencies because it wasn’t normal contingencies because it wasn’t normal contingencies because it wasn’t marketed as effectively. [laughter] marketed as effectively. [laughter] marketed as effectively. [laughter] >> Yeah.

[34:31] >> Yeah. >> Yeah. >> So yeah, it was it was almost like a >> So yeah, it was it was almost like a >> So yeah, it was it was almost like a yeah interesting strategy at that time. yeah interesting strategy at that time. yeah interesting strategy at that time. But um I feel like we have a lot we But um I feel like we have a lot we But um I feel like we have a lot we could talk about, but I do want to ask could talk about, but I do want to ask could talk about, but I do want to ask about a golden nugget um that you would about a golden nugget um that you would about a golden nugget um that you would have for our listeners. Yeah, I think have for our listeners. Yeah, I think have for our listeners. Yeah, I think that I think I would tie that back into that I think I would tie that back into that I think I would tie that back into like the community aspect that I was like the community aspect that I was like the community aspect that I was talking about earlier. Um, what I what I talking about earlier. Um, what I what I talking about earlier. Um, what I what I have found is like having events for for

[34:55] have found is like having events for for have found is like having events for for my clients, having a local focus for my my clients, having a local focus for my my clients, having a local focus for my marketing and in that whole side of marketing and in that whole side of marketing and in that whole side of thing has been a huge difference because thing has been a huge difference because thing has been a huge difference because people, you know, they want to be people, you know, they want to be people, you know, they want to be connected to the community. They want connected to the community. They want connected to the community. They want especially for like in St. Pete, um, we especially for like in St. Pete, um, we especially for like in St. Pete, um, we St. Pete’s unique because we’re St. Pete’s unique because we’re St. Pete’s unique because we’re connected to Tampa. So in a bigger metro connected to Tampa. So in a bigger metro connected to Tampa. So in a bigger metro area, you know, close to Orlando too and area, you know, close to Orlando too and area, you know, close to Orlando too and all that. So you kind of get access to

[35:18] all that. So you kind of get access to all that. So you kind of get access to all these, you know, the bigger cities all these, you know, the bigger cities all these, you know, the bigger cities and easy access to stuff like that. But and easy access to stuff like that. But and easy access to stuff like that. But St. Pete itself is actually a small town St. Pete itself is actually a small town St. Pete itself is actually a small town and we have a really cool local business and we have a really cool local business and we have a really cool local business focus, artsy, all that kind of stuff. So focus, artsy, all that kind of stuff. So focus, artsy, all that kind of stuff. So I found that my clients like they really I found that my clients like they really I found that my clients like they really want to dive into how cool St. Pete is.

[35:35] want to dive into how cool St. Pete is. want to dive into how cool St. Pete is. And so for me, I’ve just made it a point And so for me, I’ve just made it a point And so for me, I’ve just made it a point to like have community events like you to like have community events like you to like have community events like you know for holiday parties I’ll rent out. know for holiday parties I’ll rent out. know for holiday parties I’ll rent out. We have a small theater, movie theater We have a small theater, movie theater We have a small theater, movie theater that shows like indie films and stuff. that shows like indie films and stuff. that shows like indie films and stuff. You can rent out their place and do a You can rent out their place and do a You can rent out their place and do a holiday film, you know, stuff like that.

[35:49] holiday film, you know, stuff like that. holiday film, you know, stuff like that. Um, I send out um monthly postcards that Um, I send out um monthly postcards that Um, I send out um monthly postcards that I often highlight local events or, you I often highlight local events or, you I often highlight local events or, you know, focus on art and things like that. know, focus on art and things like that. know, focus on art and things like that. So, I I that’s my advice is just really So, I I that’s my advice is just really So, I I that’s my advice is just really try to dive into the community itself try to dive into the community itself try to dive into the community itself and push the local aspect of that to and push the local aspect of that to and push the local aspect of that to your to your clients.

[36:07] your to your clients. your to your clients. >> I love it. That’s that’s awesome. Um, >> I love it. That’s that’s awesome. Um, >> I love it. That’s that’s awesome. Um, and I I agree. It’s a great thing and and I I agree. It’s a great thing and and I I agree. It’s a great thing and it’s, you know, that’s that should be it’s, you know, that’s that should be it’s, you know, that’s that should be who we all are is, you know, people who we all are is, you know, people who we all are is, you know, people that, you know, enhance and celebrate that, you know, enhance and celebrate that, you know, enhance and celebrate the community um as as realtors. So, the community um as as realtors. So, the community um as as realtors. So, >> I love it. Um, how about a a favorite >> I love it. Um, how about a a favorite >> I love it. Um, how about a a favorite book, a fundamental book you think that book, a fundamental book you think that book, a fundamental book you think that everybody should read or one that you everybody should read or one that you everybody should read or one that you just currently really enjoy other than

[36:27] just currently really enjoy other than just currently really enjoy other than the one that you’re that’s coming out the one that you’re that’s coming out the one that you’re that’s coming out soon that you’ve written? soon that you’ve written? soon that you’ve written? >> Yeah, if you like fantasy, The Fire >> Yeah, if you like fantasy, The Fire >> Yeah, if you like fantasy, The Fire Prophecies debuts on December 9th, so Prophecies debuts on December 9th, so Prophecies debuts on December 9th, so shameless plug. Um, yeah. So, I would shameless plug. Um, yeah. So, I would shameless plug. Um, yeah. So, I would say probably from like a business side say probably from like a business side say probably from like a business side of it, mindset side of it, the book that of it, mindset side of it, the book that of it, mindset side of it, the book that really changed my perspective was The really changed my perspective was The really changed my perspective was The Slight Edge by Jeff, I think it’s Jeff Slight Edge by Jeff, I think it’s Jeff Slight Edge by Jeff, I think it’s Jeff Olsen. Um, it’s so in A atomic habits is

[36:51] Olsen. Um, it’s so in A atomic habits is Olsen. Um, it’s so in A atomic habits is also a fantastic one. I feel like those also a fantastic one. I feel like those also a fantastic one. I feel like those two books actually go really well two books actually go really well two books actually go really well together. So, I would recommend reading together. So, I would recommend reading together. So, I would recommend reading those like backtoback. Okay. But with those like backtoback. Okay. But with those like backtoback. Okay. But with this premise of slide edge just being this premise of slide edge just being this premise of slide edge just being like just making focus on making like just making focus on making like just making focus on making incremental progress and you’re going to incremental progress and you’re going to incremental progress and you’re going to get so much further to your goal. And I get so much further to your goal. And I get so much further to your goal. And I think people get trapped into that all think people get trapped into that all think people get trapped into that all or nothing mindset. So, it’s really just

[37:09] or nothing mindset. So, it’s really just or nothing mindset. So, it’s really just helping you change that mindset. helping you change that mindset. helping you change that mindset. >> Yeah, I love it. And the atomic habits >> Yeah, I love it. And the atomic habits >> Yeah, I love it. And the atomic habits you talk about like that with the the you talk about like that with the the you talk about like that with the the British cycling team, right? I mean, British cycling team, right? I mean, British cycling team, right? I mean, they just uh focus on all the little they just uh focus on all the little they just uh focus on all the little teeny 1% things. So, um teeny 1% things. So, um teeny 1% things. So, um >> Yeah, it all adds up.

[37:21] >> Yeah, it all adds up. >> Yeah, it all adds up. >> Yeah, that’s great. Um, and then if if >> Yeah, that’s great. Um, and then if if >> Yeah, that’s great. Um, and then if if somebody wants to follow you on social somebody wants to follow you on social somebody wants to follow you on social media or um find out more about your media or um find out more about your media or um find out more about your book coming up or make sure that they book coming up or make sure that they book coming up or make sure that they have access to it when it gets released, have access to it when it gets released, have access to it when it gets released, are there any website, social media that are there any website, social media that are there any website, social media that you want people to follow you on?

[37:35] you want people to follow you on? you want people to follow you on? >> Yeah, so for real estate, I’m Britney >> Yeah, so for real estate, I’m Britney >> Yeah, so for real estate, I’m Britney Renew Realtor and uh for my book is Renew Realtor and uh for my book is Renew Realtor and uh for my book is Britney Renew author. So, it’s kind of Britney Renew author. So, it’s kind of Britney Renew author. So, it’s kind of easy to find me on both of those avatars easy to find me on both of those avatars easy to find me on both of those avatars on socials. Um, my website’s brittney on socials. Um, my website’s brittney on socials. Um, my website’s brittney renew.com for my real estate business renew.com for my real estate business renew.com for my real estate business and there’s a hyperlink to my book and there’s a hyperlink to my book and there’s a hyperlink to my book website on there. So, yeah, if you want website on there. So, yeah, if you want website on there. So, yeah, if you want to visit britney renew.com, you can find to visit britney renew.com, you can find to visit britney renew.com, you can find all the information, too.

[37:56] all the information, too. all the information, too. >> Awesome. Well, Britney, thanks so much >> Awesome. Well, Britney, thanks so much >> Awesome. Well, Britney, thanks so much for being on the show. It’s been a lot for being on the show. It’s been a lot for being on the show. It’s been a lot of fun talking to you. of fun talking to you. of fun talking to you. >> Thank you. I appreciate it very much. >> Thank you. I appreciate it very much. >> Thank you. I appreciate it very much. Thanks for listening to the REI Agent. Thanks for listening to the REI Agent. Thanks for listening to the REI Agent. >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit >> If you enjoyed this episode, hit subscribe to catch new shows every week.

[38:09] subscribe to catch new shows every week. subscribe to catch new shows every week. >> Visit reiagent.com [music] for more >> Visit reiagent.com [music] for more >> Visit reiagent.com [music] for more content. content. content. >> Until next time, keep building the life >> Until next time, keep building the life >> Until next time, keep building the life you want. All content in the show is not you want. All content in the show is not you want. All content in the show is not investment advice or mental health investment advice or mental health investment advice or mental health therapy.