welcome back to real Talk Real Agents

episode 3 would you fire yourself

in this episode we're going to take a look

at what you're actually doing

in your business

to see if it's what is working or not working

I love a little self reflection

because I think we all need to do this occasionally

and this topic has made me think

would I fire would I fire myself

and some days it's probably a yes

nobody in real estate is gonna tell you the real stuff

so we will we're gonna talk about all the stuff

that nobody posts about but everybody needs to hear

we've been in this industry

long enough to know what works

and long enough to know what doesn't

I'm Pam and I'm Mackenzie

and this is real talk real agents

if you're a real estate agent that is so tired of the

fake it till you make it energy

this is your show

we are two agents who are still in it every single day

and we are not coaching from the sidelines

we are in the trenches with you

no filters and no fluff all right

real talk starts right now

so but it is funny

this started our original video vlog or whatever

was wind down Wednesday yes

and we would always have a glass of something

and talk about a topic and so it felt kind of real to

to bring it on back right old school

it did feel real

to bring it on back and part of this later in the show

we'll tell you why

we felt like we maybe needed a little bubbly today

oh my god

exactly this week

uh

in particular it's been a week

it has been

so today's topic which I think

we'll do a little bit of a deeper dive in on

maybe all the attributes that

I think an employer would really be looking for

an employee and then having those moments of

would I hire me

mm hmm and

am I doing all the things that I need to do daily

to be successful in this business well

and I think you just hit on a word there

an employer and an employee

and that is what is

can be very difficult as an independent contractor

slash real estate agent because you are your employer

and you are the employee at the same time

that's so super hard

cause most people have come from an industry

where they've had a manager

they've had somebody right some

some boss that tells them exactly what to do

and I think we find that sometimes agents get in there

like I mean

I'm happy to do whatever I need to do

but I just don't even know where to start right

they don't have that framework at all

or am I starting in the right things

and is that really going to produce business

and everybody's got ideas yeah

no shortage of ideas aka our podcast exactly

and so I think yeah

it's um

it's been really cool to kind of

I think as we were researching for this show

we looked at each other and like yup

Pam probably would have fired me yesterday

cause I don't know that I

yeah you know

so be fun I think

to kind of go through some of those attributes

that we think are will be helpful as an employer and uh

and see if we're checking some boxes there

you're not gonna be grading me

are you I'm not

this is not like a self assessment okay

this is not a secret like

employee review is it

okay just wanna make sure

so our weekly vibe check

share with our listeners and our viewers uh

how's your week been

oh my god

and for the record sorry we're

this is only a Tuesday right

and I swear like

if you do not follow us on YouTube this

this is a visual which is terrible so

this is an example of moving way too fast

and trying to do too much with your day

and not slowing the f down and

and actually proofreading what you're doing

so we have an agent she's doing a great job

I mean she's amazing

but she was doing an event at her school and she said

can we get some swag

or something that has the logo on it

I was like absolutely

let's do it so she's sponsoring the event

and so we wanted to add something to it

just to kind of a little take home and take away

I can't even do this shit justice here

but this was supposed to be like a notepad

like an actual usable notepad

it feels like it should be in a dollhouse

but it wait

there's more it gets even better

hahaha that's right

I forgot so I sent the logo right

should be so simple

to just drag a logo on top of the white

yeah this shit is not even spelled right

this is reality right

how do you spell reality I don't have my glasses on

but I think they even messed up capital

I mean this is bad

please help I don't know what to do with these

I don't know what to do with these

that's my week we're gonna at least recycle it

we we do like the environment

okay okay

so that was hysterical

so I was here when those were shipped to the office

and the agent here who was going to use them

I opened it up I'm like

oh boy

I was like did you guys talk about this

and she's like Mackenzie

I can't use that I'm like

of course you can't use it

it's fine we'll just

we'll figure it out right

so my yeah

I was sure one I'm gonna take a sip

so my weekly vibe check

is that everyone's roof was trying

to literally cave in on every transaction

that I was um

representing the buy side and or the sell side

for whatever reason a roof has become a real hot topic

in the state of North Carolina

during inspections it's so wild though

too though

like you'll get on a run where it's like every house

you're like of course it's yes

so to the point where I go on a listing appointment

and my first question is hi

how old is your roof

because I might not take this listing

if it's over 10 years we ain't doing it exactly

or we might need to add that into

but it's just now I will say

the game changer

has been working with an agent on the other side

so

whether I've been the buyer agent or the listing agent

it has made a world of difference

when the agent on the other side is communicative

say that three times fast

communicates um

understands we both can see that

we're trying to advocate for our client

at the same time and it can come across

you know it could come across adversarial

but man

it has just been a doozy of a week

when it has to do with someone's roof so

but it is worth kind of

pointing out some of the details here

fair enough because I think

to your point so many times

we feel like we've got a lock heads

like we're negotiating

we've got it we have tense moments

I mean

I had one last week that I shared

that

I was really upset on the phone with another agent

but he was a solid agent

because he had already done the work

he had gotten a roof estimate

that was not a 50 thousand dollar roof estimate

like he got one that was super reasonable

right and your people ended up being thrilled

and then his seller got what they wanted too

because everybody was reasonable

absolutely I wasn't expecting

so the great story for this

is that we actually got a new roof put on the house

so I was representing the buyer and I didn't

I set expectations I wasn't expecting a new roof

but we knew things were gonna need to be taken care of

we did know that this could be an insurance issue

but we did all that back I called my insurance um

guy that we use and I just said

you know

what are some things that my buyers need to work

look out for and to your point

having the information and just saying

these are the quotes I came up with

if you can figure out something different

you let me know

but this is gonna come up with any buyer

this isn't my buyers and so they saw that and um

we got they got a new roof

and our people are thrilled

so thrilled yeah

and it was it was really great on the list side though

I have an agent who gives me

so we need a new roof with no work

no reasons just

it's old it's functioning as intended

or they go we want $30,000

and you're like um correct

I'm sorry

I just actually did an estimate for another buyer

for the same size house and it came to 12

so tell me where the thirty's coming

so I don't know

the lesson here is

just do your due diligence on either side

for your client

because you're actually probably gonna come out better

if you do a little bit more work on the back end

absolutely right

but you already have a solution in place of it

correct so that was my week

but my buyers were thrilled

I'm so excited first time home buyers ugh

they're just so yummy and just has so excited for them

that they can have one less thing

that they feel like they would have to worry about

as they first moved in but yeah

these these roofs are big deal

yeah these repairs right now in general

mm hmm big deal

they are okay

so Pam

this week's question are you ready for it ready

it's a little sense of honesty

kind of goes with the theme of

of the podcast today okay okay

what is one thing our agents would assume

that you're consistent with

but you're really not

so I mean

we talk a lot about prospecting on a team

cause I think when you're at that point in your career

when you're first getting started especially right

you're out there you're doing

you're doing cold calls and you're doing a lot of that

and I think they may still think that

I am sitting at my house doing cold calls consistently

and I think they may think that we do that

when we are trying to find agents for the team too

you know

and that is fortunately for our

my business I'm

I'm very much referral based now

I'm very thankful for that

and that's a whole

another plan to keep and stay in front of people

but we've been very fortunate

not to have to cold call agents

to just chat about the team and that

and we I mean

part of the podcast right

is just to try to attract people that are

similar in nature and maybe we can help

and so that's been our path

it has not been cold calling

but I do think

they may just think that I'm just sitting there

pounding the phones

yeah you're not

no I'm not

so the same question for me

yes same question yes

I was thinking about my next sip of my drink sorry

what the same question for you

what do you think they think you do consistently

well

I think they think that I can consistently price a home

perfectly every single time

yeah so we do

every week we do listening strategy

I mean I love it

or it just comes naturally

doing that I research

I do research the market all of the time

so that I do know to help the

the agents in the best possible way

but sometimes I mean

you saw me in the group chat last week

I have a listing coming up

it is a his like a 1920s home

and there's like no comps

and so I reached out to the group chat and said hey

I need help and I think they were all so quiet

because like

Mackenzie wants help with

I'm not gonna help her but I was like really

what is your opinion on this

that's important for our sellers to know too

like there is not a magic wand or some computer system

yeah that we can put an address in

and it just zero gives us perfectly a number

like there's so much art to it

you know I mean truly

and so yeah

for agents to kind of understand

like sometimes they're just hard

and sometimes you need a gut check on it as well

and I'm LED by my gut

just as much as I am the numbers on the paper

and that's hard cause that's very subjective

but that's the truth

so I'm not scouring over numbers every single day

and I don't know the perfect number every single day

so I think they thank you for that

because it's it's a lot of pressure sometimes but OK

uh so yeah

the deep the hive

um I was driving down the road and was just thinking

like as we were interviewing agents

like what qualities that we're looking for

and really great agents

and maybe the qualities that folks have

that make them just innately

a little bit more successful

cause obviously that's who we're looking for right

correct so I went on indeed

and said hey

what are the top 10 qualities

that an employer is looking for

for their next employee

and it had a very interesting list

so let's read the list yeah

all the way through we won't go through all 10 no

so the first one was dependability

yes um

flexibility

but maybe not how most people think about flexibility

positive attitude communication skills

problem solving critical thinking

emotional intelligence

discipline motivation and leadership

so I think you were driving or

and we were talking about these and you called me

yeah and then you went somewhere and you said

oh my gosh listen to these 10

and then we both I think at the same time

had the aha moment like

well this is what we're looking for in an agent right

100% and I would say every one of those

we could probably do a full podcast

on each of those topics however

we're not gonna do that today

you're not gonna kill you with that right

so Pam what are a top

I don't know two

or three when we were really looking at those

for different reasons that we

as we've been interviewing

as we're our team is growing

as we're talking to other agents in the community

just colleagues and friends that we have

what's one that really stood out to you as a

something that we're looking for

or maybe you're looking for now

a little bit differently when we talk to agents

so the one that jumped out to me

only because we hear it a lot in interviews

and I think about it in a very different way

is flexibility

okay so right now

people have turned us off somebody because they're like

what do you mean flexibility

everybody thinks that they want to be in real estate

because of their flexible schedule

and we know it's not flexible

so please explain that

so for me

flexibility is the ability to think on your feet

and to kind of go with the flow

and to not be so stuck on everything

being perfect all the time

and not being

not being able to take some chance

like

just observing some of our agents sometimes and talking

there'll be a group of agents that get like

really hung up on what I perceive are kind of

some small details right

but it will prevent inaction

because they want it this way

and they want it perfect

and they're not gonna do it unless it is this

so when I hear flexibility

I think of somebody willing to

kind of mold themselves to the situation

um again

quick on their feet to kind of handle that situation

maybe in a different way so I think

I guess I have a different impression of it

I'm just giggling because hahaha

I'm just giggling been together all day

that's not why I'm giggling

I'm giggling because I'm just thinking of instances

just you know

at team meetings or even just in the last couple days

with conversations it's the flexibility of having to

want to know all of the answers

and then not making that phone call

right or not

so well

if I you know

because I think you and I

our default is just call the agent

or just call your client and let's just see what the

what does it what does their voice sound like

are they really as upset as we think they are

let's just get it all on the table

that's just kind of our default

when things get confusing

right cause text we know can get this misconstrued

emails can feel misconstrued

so let's just and then those deer in the headlights

you see of agents are like well

but what if they say this

yeah well

what do I say what if

well we don't know until you call them

you just be a regular person

have a conversation and when you ask them a question

their answer will then lead you to the next question

that you should be asking

but we've created all of this

I mean listen

and I have completely done the same thing

me too

and I'm like but usually when I call

even if it's an uncomfortable conversation

it goes much better than I thought that it would have

had I not just sent an email

then Fred it and when are they gonna respond

why haven't they responded

or if you send a text correct

so that flexibility of even if it's uncomfortable

but you're right it's that flow

and then it not just derailing you for the

for the rest of the day yeah

for the week yeah

I thought that was a good one

I do and

I feel like

we don't talk about flexibility in that way

in real estate and it's

we're gonna give it a new connotation in our industry

Pamela like

it's more positive I do too

then when you tell me you want a flexible schedule

that's usually a it's usually a death nail for me

but I'm pretty sure we're not hiring that agent

right sorry

um okay

so yeah

another one another one

well what did you think

was there one that stood out to you

um one that stood out to me

yes um

I did remember them so

just give me a second here

mm hmm

well a discipline

oh yeah

just because this is what a lot of my big

my role is you know with

with agents on our team

and we were so right now

we are doing something called the 55 Hard Challenge

right and we're halfway through the challenge

it was they got to decide to do it

they didn't they wasn't a

they weren't volunteered they got to say that we

they want to be this challenge it's

it's called 55 hard for a reason

and it's four daily activities

that they need to do consistently

five of the seven days a week

and we're in the middle of it

and so I'm we are also doing it

we might be doing different activities

but we're also doing it with them

cause we think that's important as well

you know we feel you

we're in the trenches with you

that sort of thing

and I knew that my motivation was waning

I had two days last week in the challenge

I was like yup

I had I was very consistent with doing

three out of the four activities

but I just couldn't get that fourth one done either

I ran out of time I didn't feel like it

all of the excuses and reasons that we all do

to ourselves at any time right

and we do it that way and so if I'm feeling that way

I'm pretty sure the other agents are feeling that way

so on our call on Monday morning

our check and I was like alright

motivation's done we were motivated at the beginning

you guys either

did it because you thought you would look good

for Pam and I which we told you

don't do it for us you're excited

we're doing it we're getting

and now you're like this is a hard one

is this challenge gonna be over

it gets it's done correct

so this is where your discipline comes in

and because your motivation is gone

so the only thing

that's gonna get you to continue this challenge

is the discipline

the discipline comes from that calendar

and from setting intentional time

because we do all have enough hours in the day

it's just what are we doing in those hours right yeah

I think we find that it's very typical

and part of it I think

is personality type right

so I think someone that's very

very much a social butterfly

likes to talk to people is very extroverted

tends to be a little ADHD

I mean let's be honest right yes

so what's positive about that

personality

can also make it very challenging to sit down

and really time block and really use time effectively

and so that is where the calendars

and that is where that discipline comes in

because sometimes when we do like

checks of like

how many calls did you actually make

you know we hear the

I'm making calls and

you know I didn't really make any connections like

well how many dials did you make

and you really realize it's maybe 10

and you're like well damn

like that's not a lot of at bats right

to really see your business move forward

and it's not just our agents

it's just our industry as in general

I think has this vision that it should just be easy

and it should just come to me

and that is that's just literally not the case

it's not in this

that discipline of just understanding that

you know you are going to

that you're going to if you're

if you're disciplined

and more at bats and things don't go right

that you still have more at bats

you still have more opportunities and more choices

you know in your business

it's just I don't know

blocking that calendar

and just really staying focused on that

it is very hard if you can do that man

this business can be so incredibly fruitful

absolutely doesn't even take a lot of time

you know just put some really focused time

the last thing I'll say that an agent on our team

and I'm gonna totally say this wrong

but it really resonated with the rest of the group

that his he played um

soccer in college

and his coach said to him once that we

we can't all give 100% every day

but if you wake up today and you can give only 30%

give 100% to that 30% and I was like

it was like a mic drop moment

and you saw every first of all

I love that

it was somebody else bringing that to the group right

but I was like you're right

so that was just'cause I think it's also that

all or nothing

if I don't do the first thing on my calendar

then everything's throwing for right

throwing off for the rest of the week

I can't do something 100% perfect today

so I suck and I'm just not even gonna try it tomorrow

correct I do love that

the discipline so that one really stood out to me

even though I couldn't remember it for a minute hahaha

you got a lot of them hahaha

alright so like of those 10

what was the other one

that we really thought was super important

cause I think it encompasses some other ones

it did

so emotional intelligence is one that we talked earlier

we circled and it does really kind of flow into that

problem solving and critical thinking there too

if you have enough self awareness about who you are

what your style is like it really

I think

helps you develop plans on how to connect with people

and problem solve and all of that

I say it all the time self awareness is lacking for a

for people in general

and I think a lot in this industry

but boy if you can have some type of self awareness

it's

it's amazing how impactful it can be on your business

and your day to day right

yes and how other people's

levels of emotional intelligence can affect you or

you know that has helped me tremendously

if I'm working with somebody

who's the complete opposite of

of maybe my personality my emotional intelligence

I really have to work on that

because I know this trigger

I'm gonna say not that my clients trigger me

but just you know

there's just something that's just

if you can

right and that for me

can just be like shut down mode right

and so it's been a really great thing to

to try to be very self aware

as I'm having conversations with clients

with agents

who maybe come at things differently or just

you know it's just

it's really helped with that part of it

and I think to talking to agents when it's just

if something goes bad

we automatically assume what the agents

this or they're not doing this

or they're like well

let's look at it from their lens

or we have no idea really

what's going on or what they're bringing to the table

in this conversation yeah

I think really I mean

all 10 of those qualities are really important

but those three if you can really dial it in

think about if you were the CEO of your company

and you showed up on

and did your calendar every single day right

and you did the work you were disciplined in that work

and then you are self aware enough

when you're having conversations with people

to know where they are how you can help them

like your conversion rates would go higher

so I think about those three

and the results that potentially

you would have from just focusing on those

like I'd be

I'd be blessed to have you know

that type of agent on the team

they're hired yeah right

I agree absolutely

so I do geek out at numbers

I know she does I know that

I said that I don't

agents think that I'm always looking

and knowing the right price for a home

but I do love numbers I love education of that

and so

I think when sales start to decrease a little bit

people start talking about the interest rates

you know

there's like a misconception of who's buying and who's

who's selling and what price points

buying and selling

and there's been an increase in our luxury market here

um in the capital over the last two months

and so makes about 10% of the sales

when I say luxury in our market

it's about 850 thousand plus

I would say we definitely

we have you know

some three four

five million dollar houses

but really

we're probably between that sweet spot of eight

50 and two and a half million right

it used to be an 8:50

now is not what 8:50 even was five years ago

so I'd probably say even more

our house is not what it used to be anymore exactly

but for this report that I look at

he lumps in that 8:50 in there

so it was just really interesting to see

that the luxury market is still holding really

really tight and I just um

while I was having lunch I was scrolling on Facebook

sorry

that wasn't probably a very good thing to be doing

just kidding

but somebody was reading with new construction

he said the same thing

that in new construction right now that uh

the 3 400 thousands are selling

because they have so many incentives

and great for first time home buyers

the luxury market selling

but we have so many five six seven

eight hundred thousand dollars right now

that there are so many choices for buyers

and they are being a little bit more choosier in there

so they're having to to compete

and that those price points of new construction

they're having to really lower their prices

so he's saying if you are a buyer in that five six

seven hundred thousand there are some deals to be had

what about resale

that's so subjective to the submarket small

you know so like

right now we've got agents in Cary North Carolina

like their listings and their buyers are

you know it's multiple offers

if you're a little bit further out from

from Raleigh it

they can be sitting a little bit longer

but in our market right here in Kearny

where our office is multiple offers

we had I think

four different agents writing offers this weekend

all in multiple offer situation

two plus offers and they all won

I'd like to say those are first hello

oh no

but um

but yeah

but that was in that was in Carrie yeah

so Raleigh two for sure

but some of the more in the outskirts

it's not happening as much

unless it's a unicorn property

for sure

so anything

what about for the capital

I'm excuse me

the coast ma'am

yeah I mean

I feel like it's there's some similarities there

you know I think we've got some

some tired beach houses I think

the ones that have not been updated

for a really long time um

that are probably overpriced

those are really just they're sitting

you know there's some folks that don't necessarily need

a oceanfront beach house for $3 million so um

we are seeing some negative pressure on prices there

um inventory

it has increased and I would agree with you and that um

I was working with some folks this past weekend

and they've been really slow in some ways

because they're like well

we'll just go out Monday

and look at another batch of houses

because they can because there's been a lot

and then there's some

that have been sitting on the market for 200 days

and 180 days um

but then this weekend was funny

of course we were getting ready to make an offer on one

and it went under contract

mm hmm so it's like

spring market is here

and so what was unique about that one in particular

which I think we're seeing

all the comps I could pull were around 4:50 to 4:59

this house is already priced at 4:25

so their thought to me was like

why are they not reducing the price

like they were waiting for that again

I was like they're already really below all the comps

so I don't blame them at this point

they're thinking we just need to be patient

mm hmm and sure enough

we submitted an offer

and another offer comes in at the same time

because the

the market recognized this one is an anomaly

it's priced lower than than what it should be

we won that one as well congratulations thank you

but yeah the market's really changing right now

like it's

I feel like

you've got to do some deep dives in the micro markets

and the price points really matter too

alright good question

No. 1 okay

what is one daily habit every top

producing agent does or has

it's all about conversations

I think every top agent knows

that they have got to talk to people about real estate

every single day

so I ride around with my little trusty clipboard

if you know me you

you know it and I have a list of people that I'm um

kind of working or we are having conversations

and so when I'm in the car and I've got a moment

I look at my trusty clipboard

and it tells me who I need to call

and so as I'm driving I'm making phone calls

so that's my prospecting it's a little bit different

so we did not look at these together

by the way and so I have follow up every single day

same thing top producing agent

they're top producing

because they always have somebody in their pipeline

active under contract closed

active under contract closed

because they're following up every single day

yeah and their CRM love it

or like

whatever on the same page

we listen they don't believe us

but we did not look at these

I know I'm having trouble reading my um

my my handwriting at the moment

sorry about that um

what would instantly improve most agents

business right now

so we've already talked about this some today

but again it's time blocking

I know we're all busy we're all parents

we're all husbands wives

business owners we everybody

I think right now is working at such a crazy pace right

but there's not a single person that is so busy

that they can't take the time to block out some time

to really connect and talk to people

if you did only one thing a day

is block out two hours a day

and just focus it

solely on making phone calls and talking to people

you'd have a big business

mmm hmm

love it that's something a little bit differently

I think I was thinking it's more so well

it's similar

but tracking the conversations that you're having

and being Uber specific

on those conversations you're having

writing really specific notes

because

that's how you know how to pick up the next time

so it's not just hey

I'm checking in or hey

I'm following up just writing a note in the CRM correct

amazing

that's a novel idea Pamela

actually put notes in your CRM so you go back to them

I mean Lord have mercy

who would think I don't know right

um

oh I like this question

what do you think agents think matters

but really doesn't in their business

oh

so I knew you'd like this one

yeah I mean

I think they think

the fancy brochures and the fancy printed stuff

I wrote that down

cause I knew that's what she was gonna say

I mean I literally love marketing

I really really

honest to god do but I think there's a place for that

right I think once you've established yourself

then go put the billboard up

but when you're brand new

nobody knows who you are they don't care

so again

I think they focus on the pretty shiny

the expensive things and ultimately

in the end of the business

that I it makes a difference down the road

but not for most agents

and I'm gonna put you on the spot

what do you call that

that agents do when they're worried

oh it's creative avoidance

there you go I knew it

creative avoidance can you tell that

she was my mentor when I started out in this business

back in the day I see you on camera

I know how much time and energy and effort y'all are

are building on things that

literally are not gonna move your business forward

no but let's be real

you know cause we are of a different generation

maybe of some of the agents

so I think that we're assuming

it takes them as long in Canva as it does us

oh my god

too shy okay just

I mean they're still taking too much time in there

but I'm just it's a dark hole

it's a very dark hole

that I try not to ever be a part of

but I mean

I literally don't think I've ever won a listing

based on a brochure I think I lost one

maybe on not having enough printed material

I'll I'll fall on the sword for that one

it was a luxury one it was a

it was a thing but she's still bitter

I'm still bitter but

I literally have redesigned all of our brochures

because of that experience

I was gonna say I'm so glad you're honest

she came home from that and she called me

and all of a sudden we have a marketing department

and we have all new marketing flyers

and we're ready to go just for the I don't like to lose

but I mean all the other ones right

have been just due to connections and conversations

and all those things so mine was

I knew yours gonna be the branding

and the perfect thing just again from conversations

and mine was because I was this agent

thought that I had to be perfect and know everything

before I could have the conversation

I couldn't go on a listing appointment

until I knew exactly what to say

and so that that analysis paralysis

so I can remember and

you just never Learned how to do it until you did it

and I sucked on my first one

probably my second and third

but again that's how I got better

cause I knew I just

I did not like feeling that way

you don't like to lose I do not like to be embarrassed

I do not like to not know an answer

that comes that research part of me

and um

so that was a feeling that motivated me

more than anything going yep

I'm not walking back into that house feeling that way

next time yeah

so love it okay Pam

what is your non negotiable

non negotiable in your schedule

it's my morning time like

I think the older that I've gotten

the morning really is super important to me

and it's not just the calls

it's the getting myself right and ready for the day

and that looks different for different people

and I also find that most real estate agents

don't really start working till about 11 haha

um

you know I'm not lying haha

and so that morning time again I I

I actually sit with my husband in the morning

we spend about an hour together

um I have my little dog

because he blinks my blood pressure down

rather significantly he's very important to me

um and then I feel like I'm ready right

so then I get up I get dressed I

I get dressed if I'm sitting in my home all day

like I'm going to a professional CEO job

I do my hair I do all of it

there's rarely a day that I don't

you know I'm like in the dumps if I'm not

but I treat it like it's a job

and so that morning routine and getting ready

it gets my mind right it's non negotiable for me

hmm what about you

Mine's moving my body at some point

you know if I don't do first thing in the morning

I think I'm gonna get to in the afternoon

and then just the day goes sideways

but if I time block in the morning and it's just I

I think better I have better answers

I just all the things and it's just

so I'm definitely a morning person

absolutely alright

my last real talk rapid fire question is

what is the one thing that you are

an agent should stop doing immediately

overthinking every damn thing

she didn't know what she wanted to say on that one

did she

I mean I love you guys

and I see there's so many people that man

I see so many like

great qualities about them

like they're good people

they lead from the right places

they're super smart um

all the things right

like you see the little ingredients all lining up

and then

I'll also watch you talk yourself out of business

talk yourself out of opportunity

talk yourself out of all of it

and if I could just shake people and just go

who cares

who cares wanted enough for you to be uncomfortable

and just do it and I hope we create an environment

that makes people feel safe enough

to take those chances and so if they mess up hey

we're here it's fine

I mean you and I'd laugh at each other a lot

which I I hope is helpful to kind of demonstrate that

but that's my wish

oh I don't know

I feel like I got choked up a little bit there

that was that was really

um mine is not as

as good as that one I was just

you know waiting until you're ready

yeah stop waiting until you're ready

cause you will never get ready to get started

to get ready to get going

we all do it right

and so

if we waited to do this until we were ready to stop

you know well

this is probably a poor example

cause this just took taking us like

two years to get it ready

so don't pay attention to this piece

she's not lying okay

alright Mackenzie

Mm hmm what was your win for the week

so I thought about this one

my win for the week is a win for somebody else

I literally was having a conversation with an agent

and I saw the flip switch cause we were

is a zoom where they I'm gonna bet on myself

I'm gonna do it I'm gonna put myself out there

I feel like this is a safe place for me to fail

and it was calling somebody

they're like well

I'm just gonna text email

nope you gotta call them

yeah but they haven't replied

nope you gotta call them

what should I do you gotta call them

you know just talking themselves out of it

and she looked at me and she was like

I gotta call him don't

I'm like yep

I can't she

will you do it for me nope

what do I say you'll know what to say

can you write a script nope

it'll sound like a script

just ask this question and get started

and she did it and just to see you you

she's like I can

it was just this light bulb

and it just I don't know

that just that was a huge

huge one for me because going back to motivation

that's intrinsic I can't

we can want it for them

and will them to want to do it so badly

but there's something has to flip it on you

that you're ready to take that bet on yourself

so that was my win today or this week

what about you mm hmm

um you know

I had this moment

I've been having a lot of these here recently and

but they're in different phases

of

knowing that we've put together such an amazing team

and it's not just the agents

but I'm talking like

Debra's here with us today

um shout out to Debra

Debra um

but a mod um

Tara um

our admin oh

my god like

we have been like

blessed with people that care

like legitimately care

like

they see whatever craziness that we're trying to do

and I think have bought in on whatever that is

and yeah

I was sitting on a marketing call yesterday and like

I could just tell

I could just hear the passion in Tara's voice about

she really wants to get it right

you know and she

she really cares

and I don't know what we've done to deserve it but um

I don't know I just feels

you're your feels today right

what is champagne

I don't know what's happening right now

champagne and I'm tired

not to discount anything that you just said

but I'm just like

what is happening right now

but it's a it is a proud moment

like it's um yeah

I mean it's

well you're

I can tell you you're

you're incredibly easy to follow

um and I agree

they want us they want to be part of that success and

yeah cause I think we

we bring people with us

and so just know that that's all you

you've created that it started couple years ago

and you reached out and we had a conversation

and so just now thank you

you're welcome we're still

we're still crazy

but there's moments now that I think we look up

and it's like holy shit

we're doing this okay

for the record on this podcast

I don't know who's watching this and you're listening

but

no

I'm sorry

shocked right now that we got to only the third episode

and it's you who has cried and not me

I mean damn

I thank you

I'm tired now

nope I'm just putting it out there for the universe

that absolutely was gonna be me

and it's only the third one

and I'm just like I'm having

I'm sorry

I'm just having my own little moment right now

my high for next week is going to be

just kidding

I got to watch her cry she cried before I did

she's in her feels

oh my gosh

that's so funny

we're gonna close this baby out

all right so

tool of the week oh yeah

I forgot about the tool of the week

mm hmm

so the only thing I could think of this week

that was very tool driven

was Carrie on our team reached out

she goes girl

these flip books are amazing

she's she was going on a listing appointment

she sent them the link and like

nothing gives me more joy than to just get that quick

little text of this is amazing

thank you for that and it's so simple

it is not tacky but agents out there

if you've got like

Pdfs that look janky when you send them as a PDF

and people open them up

and they don't know if they're scrolling or whatever

or if you're doing a zoom call

and it looks kind of weird

check it out it's

I mean

there's a million different companies that will do them

and they really make a difference

so anyway

that's my little tech win

what about yours

a tech win I'm just so thankful for notion and our

in this week really

the last two weeks and our internal um

website I guess we call it right

that we have so we

I never heard of notion until you showed it to me

now everyone's like oh

I have notion oh

I know notion I was like

where the hell were we that we didn't so

but our internal website where I can say to agents

very lovingly and not passive aggressively

did you check notion

pretty sure it's on first page of notion

did you check under the marketing department

did you look at the transaction right

that's hopefully taking place of the

I got a minutes right

did you got a minute so

and I'm getting better at like hmm

I think that's on notion and if it's not

I will do the call out and I'm like here

it's not on notion but that the link is right there

we will add it on there so this week

I just was very thankful for notion

to be able to find something easy and just to

and the agents I think are

I know the agents are appreciating it and going there

so that was my love it tech moment for the week

yeah absolutely

alright so now we're gonna close this thing out right

so what is one tactical thing

from either what we've talked about on this episode

or kind of what we've seen

what's one tactical thing that an agent can um

can bring can take with them for this next week

yeah I mean

I think I've mentioned it probably

three times on this podcast today

but it it to wrap up again the

the take home for me and the difference maker

I think in my business has been to own your schedule

Mackenzie and I both are in Google

I see her calendar she sees mine

if it is not on the calendar

it does not get done it doesn't exist

oh exactly right

and I'll be honest we

I mean we're at that lovely age

where it is not uncommon to just

totally forget something

but we are diligent about having all the appointments

but then also we've got like

ideal work schedules

we've got something plugged in there too

so I know if somebody needs me

we go oh

I'm sorry I can't do that day

can you do this day instead

because like

we block out for interviews and

and all sorts of things there too

so own your business

stop being so reactive to everything that happens

and then dropping everything

and then scurrying over here and taking care of this

own your business I mean

I don't know of a gynecologist that I can call and like

Jack her schedule up like

of all the doctors that you could have just

sorry I don't know why that made me laugh

but be a business owner be a professional

mmm hmm

so along those lines thinking about

what we think would be a strong candidate for our team

is to look at where your business has come from

the last three transactions

and source of business and then look at your calendar

and see if that's what you're working on

and your calendar every day

and if you're not

what can you take out of your calendar

and double down on where that business is coming from

because that is what you should be working on

not what I tell you to work on

not what you not what the internet tells you

not what the next coach tells you

but where's your business coming from

there's a thousand ways to do this and double down

and then if you wanna get better at it

then go find resources or call Pam and I yeah

build the skill build the skill

so that would be my one tactical thing

love it that's great

well cheers to getting through this week

even though it's only Tuesday

we'll see what happens exactly

and we will see you next time

for our next episode of Real Talk Real Agents