And if I'm gonna be vulnerable for a minute, the imposter syndrome sometimes is

coming out when an agent comes to me and says, you know, "The house isn't selling.

Here's the feedback.

What should I do?

How do I talk to the seller?" I'm like, sometimes I wanna say, "I

don't know." 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.

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 it's interesting, I think what keeps coming up all the time, whether our

agents are newer or maybe ourselves at times, just gonna call myself

out, is this concept of imposter syndrome Mm. I mean, how often do

you talk about it in small groups?

Probably every single week, I imagine.

Every single week.

Yeah.

Whether it's a listing appointment, thinking that they shouldn't be

going on it, whether it's having a conversation with a seller,

with a buyer, with anyone, right?

Yeah.

It's, um… as the market's changing, and we're all, like,

in the Wild Wild West right now.

Right.

You know?

Trying to, trying to figure out how to navigate.

Yes, houses aren't selling as fast as they used to, and so we've got some

really great agents, but they may be asking themselves, "What am I doing

wrong?" Or, "Am I really a, a decent agent?" Because maybe it was market

dependent- Mm … instead of my effort.

Well, and if I'm gonna be vulnerable for a minute, the imposter syndrome sometimes is

coming out when an agent comes to me and says, you know, "The house isn't selling.

Here's the feedback.

What should I do?

How do I talk to the seller?" I'm like, sometimes I wanna

say, "I don't know." Yeah.

Or, "I don't know if I'm giving you the right advice or strategy." Mm-hmm.

Mm-hmm.

So that's been, you know, that's been hard.

Or saying, you know, "Maybe try this," and they try something

different, and it works.

And, um, I don't know.

So that's kinda where it's really, it is, it's just, it's so different

right now, and the emotions of it all has been a lot for everybody.

Yeah.

So where do you think, I guess, the f- the basis for some of that?

Is it fear?

Um, you know, I guess to the heart of it, like, where does

the imposter syndrome come from?

You know, I don't know where it happened, but sometimes I feel like… well, not

sometimes, a lot of times, is we feel like we have to have all the answers.

Yeah.

When somebody asks us, asks us something.

I literally just said to you, "I feel imposter syndrome 'cause I don't have

the answers for our agents." Uh-huh.

And it's scary to say, "I don't know." Well, right?

And so I think immediately that imposter syndrome comes in because we don't know.

Then, oh, my gosh, we spiral.

I shouldn't have taken this listing.

I shouldn't be doing this.

I'm not good enough.

I haven't been in the business long enough.

I don't know.

I don't know, right?

And so I guess that's fear.

Mm-hmm.

And this whole idea that we have to know everything.

And so for me to navigate the market that we're in right now, it's not

trying to come in on that appointment thinking that I- Coming in hot Yeah.

Well, coming in hot- … but that I know everything.

Yeah.

I mean, I want them to feel confident that I understand the market or just

lay out, here are the scenarios.

Mm-hmm.

You know, here's path A, here's path B, and here's path C. Yeah.

Any one of those I think will get to the right, will get to the conclusion

of buying or selling a house.

But I don't know.

It's so interesting, though, to think about that.

Like, almost wanting to flip the switch- the script or whatever on that

is maybe it's the smartest thing to do is to say, "I don't know" sometimes.

Like, it's almost societal.

Mm-hmm.

You know?

Like, we're all marching like, "I got all the answers. I

know what I'm doing." Mm-hmm.

"I've got my little flag here, and I'm gonna die on every single hill

associated with that." Um, but gosh, I mean, there, there's almost something

powerful of saying like, "I don't know, but we're gonna figure this out together.

Like, what I do know is- Mm-hmm … my skillset is-" We're gonna listen, we're

gonna watch, we're gonna learn, and we're gonna react based on all that information.

Right.

So I don't know, it's just interesting.

Yes.

And I think on the, not the flip, but in addition too, is that I think

that other imposter part comes out, 'cause you're gonna say that to

a, a client, and they're not gonna like that, or a prospective client.

They're gonna want you to have all the answers.

A clear plan.

A clear plan.

Yeah.

So then I'm sitting here listening to you going, "You're right." And

then if they're okay, not okay with that, then you know what?

Then they're not meant to work with me.

'Cause that's the other thing too is we s- we push, we push sometimes so hard- Yeah

into these… But maybe there's a variation where both work.

It's like, here's my experience, right?

Mm-hmm.

This is what history has shown me, and this is my best guesstimate of how this

is gonna go- For sure … based on all the data and experience and all that.

But this is also what I'm telling you- Mm-hmm … is that this is a market

that we haven't seen in a while.

Mm-hmm.

And it's moving really, really quickly.

Mm-hmm.

And so we're gonna have to be nimble.

Mm-hmm.

We're gonna have to think on our feet a little bit.

Yeah.

Maybe more so than we did before.

So I'm not gonna sit here and promise you, I'm not gonna

bullshit you that we're gonna sell multiple offers first, first day.

Mm-hmm.

God bless if we did.

But- It's been a hot minute- … since that's happened for me, for the record.

Yeah, but here's the plan.

You and I are gonna talk, you know- Mm-hmm … every three or four days.

The, so we're really feeling it together.

Mm-hmm.

Whatever that is.

Mm-hmm.

But it is kind of interesting, the power almost in saying,

"I'm not gonna lie to you.

I'm not gonna overpromise you.

I don't know 100% how this is gonna go." Mm-hmm.

"I have some good guesses." Right.

"But we're in this together." Well, and trying to flip the mindset a

little bit that, okay, im- imposter syndrome is not a new term.

Yeah.

We've heard it for, for years, right?

Yeah.

We've heard people talking about it, we've all felt it.

But I liked, um, a different perspective on it was if we can say, okay, but it's

not really imposter, we're just growing.

Mm. Mm-hmm.

'Cause I will tell you that I've probably grown the most in real estate

in the last 18 months than I did in my first four years in real estate.

Oh, girl, yes.

Because… I have felt more imposter syndrome personally.

Right.

'Cause as we've talked before, I was way overly confident when I first started, and

continue to be, kind of in selling homes.

Mm-hmm.

This is gonna sound terrible.

This is not, this is not a rocket science job.

Like s- No … like the process of getting a home ready to sell and all of that.

Mm-hmm.

Certainly a process.

There is skill to it.

I'm not trying to downplay it.

But we are not curing cancer.

Right.

You know, like, we overcomplicate things sometimes.

Yes.

So there's confidence in that.

I was like, I got this.

Mm-hmm.

Done that, been there, done that.

But I would like for us to talk about- Mm-hmm … kind of, like, us getting

out of our comfort zone this year, of trying to really move into more of a

leadership, kinda, like, full leadership of people, of growing a firm and growing

a team, and that is, that gets you all up in your feels of what's different.

Yes, it does.

And then you've got a market that's like, I don't even know.

Crazy too, right?

It's crazy, yes.

Yeah.

Well, and we can pivot to that a little bit.

Yeah.

Right?

The imposter syndrome of, um, you know, I think you and I are

sitting in the moment right now of if you build it, they will come.

Yes.

And so now we're building it, and now they're coming, and

now we're like, "Oh, shit."

Well, I- it's, it's amazing, right?

Yeah.

Like, you invite people to come into a mastermind.

You pray to God people come, first of all.

Yeah.

You're like, "Please build it and not be Mackenzie," you know?

And then people show up, and then you're like… And then they're looking

at you, and you're like, "Oh, shit.

Okay.

Mm-hmm.

I guess, all right.

Well, here, you know.

Let's see what brilliance I can talk about today.

Yeah, so there- there's definitely moments of, like, am I ready for this?

Um, and then there's other things that kind of, I don't know, there's the

excitement part of that too, is if you can kinda lean into that fear a little bit and

realize that people are craving village.

They're craving some type of leadership.

I'm not saying we're the best, but I, what I will say is that we care

passionately about it, and that's the foundation of all of it, I think.

Mm-hmm.

But yeah, I've had moments of looking up and going, "Okay, I

guess we're doing this," you know?

Are, are we qualified to do that?

But I almost feel like that's the right way, because we have followed

leaders before that solidly said that they had all the answers and were

painfully disappointed when they didn't.

And so I'd much rather be vulnerable and say, "We're, we're working with you.

We are figuring this out together.

Mm-hmm.

And we're all gonna grow because of it," 'cause I certainly don't

have all the answers, and I'm not gonna lie and say that I do.

Well, and for me, I'm, it just, it gives me a little bit of

space to- M- mess up, right?

Yeah.

Because we haven't, haven't come across that we have all the answers

or, um, that my way is the right way and this is the only way to, to do it.

So that's, that has helped in this role, that has helped in the

growth of the company to, yeah, I mean, you, you wanna align with us?

You know, I have to stop, you know.

Yeah.

I don't say it out loud to the person, but I was like- Yeah … oh, okay.

And then, and then I immediately go into, what do I have to offer?

What can I give them?

What do they need?

What, what… They can get this from somewhere else.

What, you know, and, and then immediately start to discount, right?

Mm. Or feel like I have to then do more than I've already been doing.

Right.

But what I was doing was enough to attract them to the village in the first place.

So why do I have- Yeah … to do anything else?

So I mean, that is such a real moment.

I mean, that applies for all, it's probably every industry,

but with real estate too, right?

Like, we get the appointment, we get the listing, and then immediately- … we

start going, "This is all the shit I'm gonna do, and I'm gonna do more,

and I'm gonna be amazing." "And I'm gonna kill myself trying to sell

this house," you know, and you're like- … "Oh my God, lady, take a

breath." Like, they're not panicking yet.

Like, your energy is making them panic.

Um, it, it is, it's so funny.

But I do hope that sharing- I don't know.

You know, you, someone's day one to your, your 20 or whatever.

Um, we talk a lot about newer agents and the panic that they have, and I just

hope they understand and realize that no matter what, if you're growing- Mm-hmm

and you're trying to do something bigger, you're al- I think you're always gonna

have these moments of, "Oh, shit. Okay, now we're moving into a different phase."

Yeah, and to, you know, I guess, put a little bow on this conversation about

it, so we're sharing that we have it.

We still have it.

Mm-hmm.

We'll continue to have it.

So how can we, or what can we share with our, and our listeners.

By the way, thank you for listening.

We appreciate you.

Um- Like and subscribe.

Exactly.

You, so what y- you and I aren't stopping what we're doing.

No.

We're still feeling all of these feelings that we're sharing.

We know you're confident.

We know you're overconfident, as we shared in other, b- um, I'll just dig

in deep and just do it even though I'm scared shit lists sorta thing.

So but for maybe the listener out there who isn't overconfident or who just

won't put her blinders on, his or her blinders on and just do it, you know,

how can we help our community out there listening about that imposter syndrome?

So I've been thinking about this a lot, and I think it is creating an

environment that doesn't laugh at people, it doesn't point people- Mm-hmm

make them feel bad about taking chances.

Maybe laughing with them a little bit.

Um- We have to do that.

But we have to keep it honest.

But, um, I think the moment that we start to feel fear,

you project it on other people.

So personal story.

Um, I've laughed.

My daughter has been in, she's back now, but she's been in Italy for two and a

half weeks, and I thought to myself, I, at 22 years old, there's literally no,

uh, the fear that that would have caused me to have would've been paralyzing.

Mm-hmm.

And in fact, before I left, I was leaving her alone.

I said, "I will buy you a ticket home. Are you ready to come back?" I said, "'Cause

you're getting ready to take a train from Rome to Sur-" And, like, she was having

to do planes, trains, and automobiles by herself, doesn't know the language. And

she looked at me, and she goes, "I got it.

I'm good." And I thought, "The confidence on this kid- … is, like, ridiculous."

But I looked back and reflected.

Even though I have been scared for her at times, I have bit my tongue so many times

because I've wanted her to fail, push past the fear- Mm … and do those things.

And now looking at the confidence that she has built over time,

through probably eating it a little bit, but I didn't hold her back- Mm

even though I wanted to.

And you've done the same thing.

Mm. You've got a kid that lives, goes to school 10 hours away.

Mm. And as a mother, you wanna go, "Do not do that." Mm-mm.

And my reality was different earlier because my family, they were so fearful,

and so they held on so very tightly.

And so I think we don't hold onto people tightly.

Mm-hmm.

You allow them to kind of do the thing, and, uh, you

know, and I don- I don't know.

There's… Man, there's… I'm, I'm proud of myself for not holding on so tightly

to her that I have put her in a box, and I hope we do the same with our agents.

That's all.

And I'm learning through all that, too, on how to be vulnerable and-

do the things.

I'm just taking a moment- … because that was, there's a lot there.

Yeah.

Yeah.

There's a lot there.

Yes.

And I'm sitting there thinking, "Is there any way that I am holding

the agents back? And because I so badly want them to succeed." Right.

We don't want them to fail.

We don't want them to fail.

Right.

It's coming from a place of love.

Right.

However, where does that

failure

need to come into play because that's gonna be on the other side.

I think of an agent on our team who is just on the phones every single day,

and he is getting his butt whipped.

Mm-hmm.

And he is showing up, and he is showing up, and he is

showing up, and he is failing.

And it's just… And he called me yesterday and we were talking

about something and said, "Well, I gotta show this client this house,

but then I've gotta figure out how to show this client this house."

And he stopped and reflected.

He said, "Oh my God, it's pretty cool to say that I've got two clients I'm working

with right now." One on one, right.

Right?

And just watching him not give up, and watching the im- 'cause

he has the imposter syndrome.

Mm-hmm.

Because he calls and we talk about it and talk it through, and I've

got you in my ear saying I can give him as much information as

possible, but he also has to do it.

Mm-hmm.

Right?

And so anyway, listening to you, just making sure there's that

fine line of giving them the guidance, giving them the blueprint.

Mm-hmm.

Because the beautiful thing is, is whatever we give to them, they're

gonna create just a little bit of their own, and then they're gonna

get their own special sauce- Yeah

of what then helps them to convert at a higher level or whatever

the case may be, you know?

Our, our job is, is, is the blueprint.

Yeah.

Is the space, like you just said, to it's okay- It is okay … to make a

mistake, and it's okay to, to not know.

Like yesterday, our Advice.

I hate the word advice, but I guess our thoughts, opinion, to

an agent were very different.

Mm. I don't know if you remember that yesterday after the team meeting.

Which, well- To the same agent, you know, about, um, like what next steps.

I'm not trying to call anybody out, but everybody listen, we

only have two men on our team.

David or Charles.

Exactly.

And I feel like, sorry Charles, yep, talking about you, but I

think you'd be okay with it.

Yeah.

Don't you think?

I think, I hope.

Just kidding.

I think so too.

I, I did not realize that you and I were on different pages there.

What I was getting ready to say, and then- And then bossy pants rolled up.

That is not what I said.

There was no bossy pants going on.

I actually love it when you, you don't have as many opportunities to have

conversations- Yeah … with agents.

And so I try to be very self-aware of that.

Mm. Because I do want them to hear from you.

They need to hear from other people.

Yeah.

Right?

It just, where our, it's just- Yeah

you know what I mean?

So.

I'm physically not in the Carrie relocation office.

Well, exactly.

Yeah.

And it just lends more of the side conversations.

And, or if they have a market question about our market, right?

Mm, right.

They're not, you know, like the coastal agents aren't coming to me.

Do not call me.

Yeah, exactly.

Don't call me about a beach house- … 'cause I'm gonna say,

"Call Pam." Um, and we're sitting there and I was listening to you talk

to him and I was like, "All right.

Me three years ago?" That would have, I would have internalized that and

thought about that for probably 48 hours.

Interesting.

And would have been like, "Oh my gosh, like, I w- what if Pam wouldn't have been

there and I would have given different advice, or I would have done something

d- you know, said something differently?"

And my moment was I listened to you and I was like, first of all, I was like,

"Well, she can take it. I'm tired." Valid.

And then I was like, "All right." And I sat there and I

completely just listened, right?

Yeah.

I think I didn't say anything, and then I just talked it into my little thing.

Like, next time an agent has a similar situation or question, I just, I just

learned something, or I looked at something in a different way, and I

haven't thought about it since- Yeah

until we talked about this right now.

Yeah, yeah, yeah.

I, I do remember.

I mean, I remember- Mm-hmm … things changed.

Yeah.

And- And I think- … it wasn't like grossly different- No … but it was

just, I think maybe the presentation or, not even the presentation.

We didn't do a presentation.

I think I- The delivery would have been different maybe.

So I mean, we can… It, it's actually a really good question

I think for newer agents.

He's working with a client that, uh, for some home buyer really wants to buy, but

I sensed that there was some fear there.

And I think when you're newer agents, like you're trying to find the right answer

or solution without asking the right questions enough to really figure out

what solution you're trying to figure out.

Well, and it goes back to the beginning that we feel like we

have to have all the answers.

100%. It was actually full circle, yeah.

We just full circled all of that.

And I was like, that's, that's, that was not the answers.

The, the question was what, you know- Right … you gotta get to the

fear of what, what's going on there.

So then going back to really tie this up is, so as leaders, it's

making sure we're asking really great, really great questions to

not give them the answers, right?

Yeah.

To, but to let them know that so you don't, you don't know it all.

No.

And going back to comparing chapter one with chapter 10, you know, the agents

will sometimes will make comments, "You know, well you guys have done this,

or you got on this many appointments, or you sold this many houses."

And- But man, I used to be just, you know- 100% … be there and just trying

to r- keep reminding them of that.

Or if somebody comes up with a different price when we're doing listing strategy

lately, it's just like somebody … We were doing, I think it was two, um, two

strategies or two of the trainings ago.

Uh, they're like, "What?"

You know, I try to not … They, they're so afraid to give me the

number before I give them my number, 'cause they don't wanna be wrong.

I was like- It's like role play too … exactly.

Like, I'm just like- You know, it's like, "Well, you go, let's go first." And I'm

like, "No, no, you go first." I'm like, "No one's gonna, nothing's gonna happen."

Ex- exactly.

I'm just like, "What is your number?" Bec- and it's a confidence thing, right?

It is.

Yeah.

Um, but they are just still s- so scared to give the number before I do.

So I gave my number first, and it was drastically different than some-

and I could see it in their faces.

And I was like- Mm-hmm … "Well, no, what's your number?"

Yeah.

And I'm just like, you know.

And so we talked about it, and it, we came to … 'Cause there was a piece that I'd

missed, or I was like, "You know what?

That's a really good point." So then I would say to the seller,

"Let's meet in the middle of," I'm making up numbers, "if it's 250

to 300, let's meet at 275." Right.

"And this is why." Um, so I think it's good for them to have a

different answer, a different number.

100%. And, but for me not to- It's the only way you're gonna learn … right.

Mm-hmm.

And for me not to be like, "Well, actually, no, it should be this

because of this." 'Cause in reality, going back to the market- Who knows?

I have no idea what the right number is.

50. 275, 350, huh?

I don't know.

You know, we'll figure it out.

It's going to sell, we just don't know when or how, right?

Yeah.

Yeah.

So.

I don't know.

I don't know.

It's, it's- So I think all of this is telling our listeners is you're

probably always gonna have it.

It might come out and look differently.

If you're growing, you will.

If you're growing.

Yeah.

Fair enough.

Thank you.

Great point.

Um, it might come, manifest and come out in different ways, but if you can take

that moment to watch something else, I think you can be pretty aware of it and

just, it's so worth to power through.

'Cause you imagine if we didn't

I think about if we didn't take the chance of going independent- Oh,

yeah … at the beginning of the year, how things would- Well, it was a big move.

And I think we both were like, "Are we ready?" You know, do, do we feel,

do we really feel like we can provide something that's remarkably different?

And I don't know, the longer we build, the more I feel very strongly that we do.

And also want, before I forget, we had a mastermind today Brandi Niemegk.

I just, some moments of pride there to watch where she was when she started

versus where she is today, and she very much… I mean, it was r- a lot of talk

around mindset, and it was around kind of- Mm-hmm … imposter syndrome too.

She's built her business around YouTube, and to think about turning on a camera

when you don't particularly love doing that work, and then the, "Well,

my, my hair looks like shit today.

I, I said that" kind of crazy.

And she's really battling through, and has been, that imposter

syndrome to where she's really, she's created something remarkable.

Yes.

Remarkable.

Yeah.

I was so thankful that she came and spoke.

Oh, my God.

It was great.

It was- To- … really great to see.

Mm-hmm.

From a brand new agent- Mm

just a few years ago, to where she is today, I just, it was great.

We would all aspire to have that business- 100% … that well.

All about growth, all about being- Mm … uncomfortable and being okay with it.

Mm-hmm.

So take it as a blessing.

If you feel uncomfortable, you feel like you're a little bit of imposter,

you just gotta keep mastering it before you're not an imposter of that.

Then move on to the next topic- … where you'll feel like an imposter yet again.

And, uh, you'll just keep growing.

All right.

I have a question for you.

All right.

You ever walked into a listing appointment even though you've done it 100 times

and thought, "Do I know what I'm doing?"

Our favorite segment.

Oh, yeah.

Let's get a weekly vibe check.

So you're coming off vacation, by the way.

I was just gonna say, so my vibe check- … is a little bit, is a little different.

Although I will say, like, I don't know, it's hard going on vacation for

a lot of reasons, because we do have certain clients that expect us to be,

like we have no other life besides- Mm

real estate, and that is almost true.

Most of the time.

Um, so I chose not to share right now my trip to Italy, because I've got

some clients that even though I was managing everything and I put one under

contract and listed one while I was gone, that, um, they… I just felt

like it was poor timing because of that.

So that was maybe a little bit of a weird spot for me, 'cause my

family's like, "What the hell? She's not, she's not-" I even texted you.

I was like, "Where are my pictures?" I'm just like, "What's going on?

You alive out there?" I was like, and then I, you texted them to me.

Yeah.

And didn't, yeah.

Yeah, yeah, yeah.

And so- I wanna make sure I wasn't missing anything.

I know.

Like- I was ready to live vicariously through you … they're like,

"Is she defriending?" Exactly.

Exactly.

Um, so I don't know.

I, it was, um, vacation was great, do not get me wrong.

But the balance, I think, of like trying to do it all and, I don't know, it's,

uh- Did you feel bad going on vacation?

No, I mean, I didn't feel bad, and again, I had a lovely time Guilty?

I'm putting words in your mouth.

No.

I think I was just really aware that, and this is okay, that certain

clients and people that we have in our life, they don't have the ability

in their current mental condition to handle someone else's thing.

And I felt okay in the moment going, "Who gives a shit?

I'm on vacation anyway.

I don't live for Facebook anyway, so I'm just gonna enjoy my life." But

then I realized when I get back, people are like, "I wanna see pictures," and

I'm like, "Oh, it's kinda weird to go somewhere and not share," right?

So also wanna live authentically and realize that, you know, I do wanna

share personal parts about my life, too.

So I don't know.

It's just a weird… It was a little bit of a weird dynamic- Yes … on vacation.

I… Okay.

But anyway, that's all.

Just trying to be real.

Yeah.

And I think you and I finally spoke after being gone, so my weekly

vibe check was, it was heavy.

She had, she had a, she had a week.

She- Had a week … not because you went on vacation.

No, I think most- However we- … of this was independent- … of me being gone.

Exactly.

I think there were a couple things that, you know, it's obviously you

were, you were taking a lot of energy.

Yeah.

That was a thing I noticed the difference when we talked.

Like- Mm-hmm … I was in like a moment of a little zen- Mm-hmm

just because I was like super reflective- Mm-hmm … which

you probably picked up on.

Yep.

Trying to be aware of- Mm-hmm … things around me when I'm on vacation.

So I was like really calm and reserved, and Mackenzie's like, "This just happened-

… and let me tell you about this. And then this happened." 'Cause I hadn't bottled

it up for the 12 days that you were gone.

I talked to you every other day, if not every day, and I'm like, "I'm

not gonna bother Pam with this- And then I was like- … BS" … "Okay.

I'll, I'll pop." And I was just like, and you said, "I have time

at 12 o'clock on Monday." I'm like, "Well, I'm getting my hour."

It was just, I, I, I just, I am so glad.

Welcome to reentry- I know

Pamela.

I was like, "Baby, can I have Tuesday too?" Nope, you cannot.

I gave you 12 days.

I did not bother you.

I was a big girl.

I know.

I took care of all the problems.

She did not bother at all.

At all.

But it was just, you know, um, yes, it's… I don't know.

It's, I have been reflective on watching other people and how

they are handling situations.

Yeah.

Mm-hmm.

And, and because I am trying, going back to what we talked about is, you

know, not giving them all the answers, not having a- all the answers, but

just sitting back and doing nothing, and just watching a little bit.

Mm-hmm.

Right?

And then, um, I don't know.

Yeah, it was a, it was a heavy, it was a heavy week.

Yeah.

And just really trying to, um,

I know we talk about manage people's expectations, but man, I don't know.

Well, we're, I think we're gonna do another topic around emotional

intelligence um, in a couple weeks too, and I think, I don't know.

We're just… I was talking to Debra behind the camera before we started, and

Everything feels a little heavy right now.

I don't know.

It's just, it's universe.

It's, you know, it's- Mm-hmm … gas prices are high, and- It's

108 degrees It's 1,000 degrees outside with 1,000% humidity.

Humidity.

And yeah, it's just a combination a lot.

And we've had some really challenging deals, and honestly

speaking, we've had some really challenging clients here recently.

Mm-hmm.

We have.

And, um, I mean, blessed on all accounts to be able to handle it, but, um,

sometimes things are just not smooth and easy and, and, and cheerful.

And so we've been in a little bit of that for a few weeks now.

We have.

So, um, I have decided that because people are peopling right now, Mm-hmm … I

am going into this, I'm trying to, I guess efficiency is my word right now.

Yes.

I'm trying to be- Control the controllables, right?

Correct.

Mm-hmm.

So, like, how can I… 'Cause I can't control- Crazy.

Yeah.

… all this over here, so how can I control some other things to… So

if I'm working on this, but I still want these systems to help for our

agents- Mm-hmm … I have kinda jumped on this whole bandwagon of Claude.

So, and I'm super intrigued by it because I've s- I mean, obviously

you hear and see people using it.

Mm-hmm.

So I'm, I'm very intrigued to kinda dig down and see.

'Cause I started with ChatGPT because we're, you know, you hear, you know, AI's

not gonna replace agents, it's just gonna replace the agent who won't use it, right?

I think that's been the motto- Yeah … for the last year

and a half, maybe two years.

Yep.

I don't know.

And so I was like, "All right, I don't… Okay, I can learn something

new." I'm not gonna be left behind.

Exactly.

I'll just, you know… And I, you know, I was started with, you know, "Help

me rewrite this email so it sounds professional, yet stern," or whatever.

Yeah.

And so whatever.

Or listing remarks.

But now it's the efficiency and it's- Mm-hmm … um, not can I

do more, like, 'cause I think you can get into that trap too.

Yeah.

Like, well, if he can create all of this, but it's just… Like, something

for our team meeting, you know.

We, our, our mindset was on the New York Knicks.

They just won, you know, the NB, um, the NBA championship, and it's like how

can… There's always so many analogies between sports and between, um, sales,

and what can we learn from them coming 29 points- Yeah … you know, behind-

It's crazy … and not giving up.

Mm-hmm.

And asking Claude, you know, giving them the… I can, you can tell it

what, how your team runs and the community and the vibe and all that,

and just, it's just fascinating that what would've taken me I don't even know

how long, but create a very systematic-

It's process, I guess, um, blueprint.

It go… I keep using that word, that I just spit it out this amazing system

So how is Chat and Claude different?

So I feel like Chat is my therapist.

Mm-hmm.

And Chat tells me what I wanna hear- Okay … which is so weird- All

right … 'cause the more you use it.

I don't know.

Maybe it's just the way… I'm a very- Yeah

touchy-feely person.

You know?

Um, Claude is more… It's been more, how do you want this to work better and

how can I integrate into what system that you wanna work into, I think.

I don't know.

And you've been working on an integration really with Claude and Notion.

And Notion, correct.

And Notion.

So, you know, we talked about that we have a team, Capital Coast team,

and we also are a brokerage as well.

And so we have independent agents joining our brokerage.

Mm-hmm.

So I want it to be very… It… One of the whole reasons why we, we didn't

know if we wanted to do is because time is our b- I don't know h- I only

have so much time in the day, right?

Mm-hmm.

So we want to make sure that independent agents who join our team

have the systems and the processes.

So Claude has helped me figure out a wa- helped me in a much quicker

way figure out how to create this own community- This side.

Mm-hmm … this side community that coincides with, and so

I'm not doubling up my work.

So I was like, "Here's what I'm creating for the team. Now how can

I do this on independent side?"

And bam.

And the other day, Claude's like, "Well, if you would just give me the

access to Notion, I can completely go in there and integrate it."

And I was like, "Sorry, Claude.

I haven't talked to Pamela yet about going into Notion." That's wild, though.

I mean, it's cool.

But literally- Yeah … the co-working space and it knows Notions,

like you can, you can like- Mm.

Uh, again, this is… I am not a tech person.

This is just me trying to not be left completely behind in the world.

Um, there's a way to integrate the two.

So the tool that I'm really working on is, so this is running next to me- Mm-hmm

… a process, and I'm still can have those heavy conversations with an agent.

Yeah.

So it's not… So I'm being more efficient.

So the end of the day, I had Claude create… I said, "This is my idea for

the mindset piece of our team meeting. What can you come up with?" It spit it

out as I'm on the phone helping an agent negotiate a due diligence repair request.

That's awesome.

Yeah.

And I… Oh, I left my phone on, so sorry.

My goodness.

This is real life.

Exactly.

Um, so that's, that's kind of what I'm- Yeah … 'cause I, I, I want some, a

little bit more time back in the day.

Yeah.

I'm not gonna lie.

No, I mean, literally there's not enough hours to do- Yeah … all the things,

and then you can feel torn, right?

Mm-hmm.

So, yeah.

And I'm not trying to, like, become an AI expert.

It's just that will never be, y- you know who I am.

But, um- And if though I can, 'cause I've been able to share it

with some of the other agents, and they're just like, "Mackenzie, this

is so much more efficient." Yeah.

And so they're using it in their business to be more efficient, 'cause one of

our things is talking about leverage.

I'm using Claude as leverage.

Awesome.

So can I integrate it with Notion?

Oh, of course.

If it's gonna create some efficiencies and make life easier- Mm-hmm … then yeah.

Yeah.

I don't think there's anything sensitive in there that I would worry about.

No.

Well, I just don't wanna break it.

You know me, I can break a spreadsheet.

Okay.

Maybe we should- They can't… So maybe Claude is the answer.

Exactly.

The good news is Claude can undo whatever it does I think too.

So.

Or he just does it.

Exactly.

So any tools for you?

And it's okay if you don't since you were on vacay.

I was on vacay, so it's not really tool mode other than just it is

amazing that you can be hours and hours away, and no one really has to know.

Nope.

And that's why you're on a team.

True.

'Cause you have people behind you to be able to do all that stuff for you.

100%. I mean, it was so smooth.

Mm-hmm.

It just, yeah, just it was perfect literally.

Awesome.

All right, Pamela, this is our real talk or rapid fire.

I'm gonna ask you a question, and you're gonna answer just

however it comes to your mind.

Okay.

Are you ready for this?

Let's do it.

Yes.

Does imposter syndrome ever go away?

No.

Well, I take that back.

Again, if you're not growing, if you just love status quo, then sure.

I mean, I don't know, I think of a few people in my life that are just, you know,

they're happy and content, and they're not looking to do wild, crazy things.

Mm-hmm.

So they probably don't suffer with it as much.

Okay.

But I think, yeah.

I like it.

What's the fastest way to shake it in the moment?

Mm. I will say, when I first started in pharmaceutical sales, somebody told me,

"Take a deep breath, pause before you speak to settle your voice." And when I

first started at 24 years old, calling on, you know, medical doctors, that was…

I was definitely, um, that, that was one thing that just really helped me.

So in the moment, whether you're doing video, just take a deep breath.

No one notices.

Mm-hmm.

I love that.

Okay, love this question.

I cannot wait- Oh, no … to what your answer is.

Oh, no.

No, it's good.

No, it's good, 'cause you're so… You're… Yeah, it's good.

What's the difference between imposter syndrome and actually

needing more training?

Huh.

So I think imposter syndrome is like an emotion.

It's, it's how you feel.

It's your confidence piece.

Education for the most part, that… And that part is also

derived through experience, right?

Mm-hmm.

And just doing the damn thing.

Education is something you could pick up a book, learn from someone else.

I, I just, I… It's two totally different things in my opinion No, it's great.

Last question: what do you say to an agent who's been in the business 10

years and still feels like a fraud?

Ooh, that's a really good question.

I know, that's why I left it to the end.

Yeah, no, I, I, like everything in life, I say I think you've just

gotta ask really great questions.

Like, I think it's almost like a little therapy session.

Like, truly what is holding them back?

What is the fear?

Um, because you have experience at that point, right?

So you should have confidence.

So if you're still experiencing some imposter syndrome, I think

you gotta do a little deep dive on, on what is holding you back.

What's the worst-case scenario?

Like, why, why don't you just try it?

Mm-hmm.

It's probably not nearly as scary as you think it's gonna be.

And then you have that experience to lean back on.

You've probably done many, many things that were scarier before,

and you're still standing.

The Earth is still spinning.

Um, but yeah, I probably would just honestly sit and have, just a, try to

have a real conversation with them.

There's a fear there that needs to be unlocked.

Mm-hmm.

And Pamela's very good at unlocking those things- … FYI, if you would

like a separate session with her.

Yeah, I missed my calling apparently.

You 100% missed your calling.

All right, Pam, we're gonna close this one out on imposter syndrome.

Yep.

So for those who stayed with us the entire time, thank you so much.

Don't forget to like or subscribe if you already forgot the first time.

What's the one thing that you want our listeners to walk away with this week?

I think just think about the fear in your life.

Just, like, face it head-on.

There's something holding you back.

I don't know what it is or why that is, but sit in silence, think about

it for a little bit, maybe journal.

I, the one thing I'll say the blessing for me is going on vacation.

It purposely makes you slow down and be really self-aware of who you

are, what's going on around you.

And so that to me is probably the bigger value in vacation, period.

So take some time for yourself, whatever that looks like.

There's something that's holding you back, and there's a fear there.

And until you figure out what that fear is, you're probably gonna be stuck in this

little spot for forever in time- Mm-hmm

which is terrible.

So face it.

What about you?

So with you being gone, you know, sometimes you have that little fear

like, "Oh, what if something happens and we have to…" I think before you

left, I said, "Okay, I'm gonna ask for forgiveness and not permission."

Yeah, and I said, "Girl, get it." Yeah.

That's why I love her.

We work so well together.

But, you know, you have that moment of, "Okay, I can do this," you know?

So I think what I would share, because I experienced it a little bit and I

had some self-reflection about it, um, in the last week or so, is look at the

evidence of what you have already done.

Mm-hmm.

I can answer questions.

Mm-hmm.

I can help somebody.

I can make a dec- a hard decision.

Uh, I can… If push comes to shove, I'll do whatever.

I, I don't know if it'll be right or wrong or otherwise.

Yeah.

But really looking at the evidence of what I've already accomplished.

So I would say to a, an agent listening, if you're feeling that way, just pause,

like you said, but really think about what you've already accomplished.

Yeah.

Because- You've done so much … you've already done so much, and the

evidence, what do they call it?

The proof is in the pudding.

Mm-hmm.

Right?

So.

Yeah.

Pam, this was a good one.

Yeah.

This was good.

I think they're all a good one.

So we will see you next time on Real Talk with REA agents.