1 00:00:07,280 --> 00:00:08,449 Welcome to the How's the Market? 2 00:00:08,450 --> 00:00:10,399 Podcast, a podcast that 3 00:00:10,400 --> 00:00:12,259 is built for you, where 4 00:00:12,260 --> 00:00:14,299 we talk to agents, to 5 00:00:14,300 --> 00:00:16,308 leaders in the market, to people 6 00:00:16,309 --> 00:00:17,719 that are talking about what is 7 00:00:17,720 --> 00:00:20,029 happening right now so that you 8 00:00:20,030 --> 00:00:21,889 can give the best advice to the 9 00:00:21,890 --> 00:00:23,779 clients you serve and 10 00:00:23,780 --> 00:00:24,649 make an impact. 11 00:00:24,650 --> 00:00:26,959 And you know, this week we've got 12 00:00:26,960 --> 00:00:28,819 an impact maker in Treasure 13 00:00:28,820 --> 00:00:30,049 Davis. 14 00:00:30,050 --> 00:00:31,699 She leads the Treasure Davis team in 15 00:00:31,700 --> 00:00:33,529 Colorado Springs, Colorado, 16 00:00:33,530 --> 00:00:35,809 and tells a phenomenal 17 00:00:35,810 --> 00:00:37,909 story about what they are doing 18 00:00:37,910 --> 00:00:39,439 in the market to make a difference 19 00:00:39,440 --> 00:00:41,389 right now. So listen 20 00:00:41,390 --> 00:00:43,309 for Treasure and just 21 00:00:43,310 --> 00:00:45,169 how she cares about people, 22 00:00:45,170 --> 00:00:47,239 and specifically 23 00:00:47,240 --> 00:00:49,309 what they're doing tangibly 24 00:00:49,310 --> 00:00:51,169 to care about people and 25 00:00:51,170 --> 00:00:53,089 grow their business at the same time 26 00:00:53,090 --> 00:00:54,259 because she's going to break it 27 00:00:54,260 --> 00:00:56,089 down. So with that, let's 28 00:00:56,090 --> 00:00:57,740 go ahead and hop right in. 29 00:00:58,790 --> 00:01:00,799 Well, Treasure, it is good to have 30 00:01:00,800 --> 00:01:02,059 you on the podcast today. 31 00:01:02,060 --> 00:01:04,039 I'm grateful for for you joining. 32 00:01:04,040 --> 00:01:05,299 So thank you for making a few 33 00:01:05,300 --> 00:01:07,219 moments to to spend together. 34 00:01:07,220 --> 00:01:08,389 Thank you for the opportunity. 35 00:01:08,390 --> 00:01:10,279 I really appreciate it. 36 00:01:10,280 --> 00:01:11,209 You got it. You got it. 37 00:01:11,210 --> 00:01:12,019 Well, you and I have known each 38 00:01:12,020 --> 00:01:14,119 other for, for several years. 39 00:01:14,120 --> 00:01:15,289 You've got an amazing team. 40 00:01:15,290 --> 00:01:17,329 But for somebody listening that 41 00:01:17,330 --> 00:01:19,069 maybe doesn't know Treasure Davis 42 00:01:19,070 --> 00:01:20,059 doesn't know the Treasure Davis 43 00:01:20,060 --> 00:01:22,129 team, tell us a little bit about you 44 00:01:22,130 --> 00:01:22,939 and your team. 45 00:01:22,940 --> 00:01:24,289 You're there in Colorado Springs, 46 00:01:24,290 --> 00:01:25,399 but how have you been in the business? 47 00:01:25,400 --> 00:01:27,379 Tell us just that backstory. 48 00:01:27,380 --> 00:01:29,389 Yeah, well, I am about 49 00:01:29,390 --> 00:01:31,279 to celebrate 19 years 50 00:01:31,280 --> 00:01:32,359 in the industry. 51 00:01:32,360 --> 00:01:33,289 That's awesome. 52 00:01:33,290 --> 00:01:36,319 Yes. Got licensed in 2005. 53 00:01:36,320 --> 00:01:38,569 And, I actually 54 00:01:38,570 --> 00:01:40,519 was a nurse prior 55 00:01:40,520 --> 00:01:42,919 to getting into real estate. 56 00:01:42,920 --> 00:01:45,019 And I also worked at 57 00:01:45,020 --> 00:01:46,969 a prison, well, a 58 00:01:46,970 --> 00:01:48,709 medium security male prison, which 59 00:01:48,710 --> 00:01:50,239 you wouldn't think goes hand in hand 60 00:01:50,240 --> 00:01:51,739 with real estate, yet somehow it 61 00:01:51,740 --> 00:01:52,740 does. 62 00:01:54,110 --> 00:01:55,969 What did you do in the prison? 63 00:01:55,970 --> 00:01:57,859 I worked for the 64 00:01:57,860 --> 00:01:59,149 warden, and. 65 00:01:59,150 --> 00:01:59,989 Okay. 66 00:01:59,990 --> 00:02:01,909 The last job I did was getting 67 00:02:01,910 --> 00:02:04,729 together the files for the cases. 68 00:02:04,730 --> 00:02:05,869 When the inmates would see you for 69 00:02:05,870 --> 00:02:07,039 the attorney general's. 70 00:02:07,040 --> 00:02:08,149 So. Wow. 71 00:02:08,150 --> 00:02:09,918 It was a really great career. 72 00:02:09,919 --> 00:02:12,229 I think it really launched me into 73 00:02:12,230 --> 00:02:13,429 doing that. I've always been an 74 00:02:13,430 --> 00:02:14,869 entrepreneur. 75 00:02:14,870 --> 00:02:16,459 So my husband and I have bought 76 00:02:16,460 --> 00:02:18,289 businesses, built them up, sold 77 00:02:18,290 --> 00:02:19,699 them off. 78 00:02:19,700 --> 00:02:21,889 We've done three previously. 79 00:02:21,890 --> 00:02:23,929 So, when 80 00:02:23,930 --> 00:02:25,249 I was doing that, my husband and I 81 00:02:25,250 --> 00:02:27,109 lived in a really small town in 82 00:02:27,110 --> 00:02:28,939 Colorado, and, I had a 83 00:02:28,940 --> 00:02:30,949 wedding store, worked at the prison. 84 00:02:30,950 --> 00:02:32,869 My husband had a sprinkler business, 85 00:02:32,870 --> 00:02:34,819 worked at the prison, and we were 86 00:02:34,820 --> 00:02:37,009 working four jobs, working 87 00:02:37,010 --> 00:02:37,939 hard. 88 00:02:37,940 --> 00:02:39,799 And we were not able to, 89 00:02:39,800 --> 00:02:41,149 like, get ahead. 90 00:02:41,150 --> 00:02:43,039 And my father in law, who was in 91 00:02:43,040 --> 00:02:44,749 real estate in Colorado Springs, was 92 00:02:44,750 --> 00:02:46,849 always at baseball games, 93 00:02:46,850 --> 00:02:48,739 living the best life, you know, 94 00:02:48,740 --> 00:02:50,719 making great money, able to afford 95 00:02:50,720 --> 00:02:52,639 things. And I was like, I can 96 00:02:52,640 --> 00:02:53,929 do that. 97 00:02:53,930 --> 00:02:56,719 So I got licensed in 2005, 98 00:02:56,720 --> 00:02:58,819 moved by a family up to Colorado 99 00:02:58,820 --> 00:03:00,169 Springs. 100 00:03:00,170 --> 00:03:01,879 That's what they did stated income 101 00:03:01,880 --> 00:03:02,680 loans, which we remember how that 102 00:03:02,681 --> 00:03:02,819 turned out. 103 00:03:02,820 --> 00:03:04,909 All right, I remember it well, yeah. 104 00:03:06,020 --> 00:03:08,119 And, we quit our state jobs, 105 00:03:08,120 --> 00:03:10,069 left all of our benefits behind. 106 00:03:10,070 --> 00:03:11,509 And I was like, I'm going to take a 107 00:03:11,510 --> 00:03:12,859 go at this. 108 00:03:12,860 --> 00:03:15,379 And I think, like so many people, 109 00:03:15,380 --> 00:03:17,449 once I got into it, getting license 110 00:03:17,450 --> 00:03:18,259 was the easy part. 111 00:03:18,260 --> 00:03:20,359 And then I realized, oh my gosh, 112 00:03:20,360 --> 00:03:22,549 there's a lot to this, right? 113 00:03:22,550 --> 00:03:24,469 And there's a lot of liability 114 00:03:24,470 --> 00:03:26,419 and there's a lot of ways to 115 00:03:26,420 --> 00:03:28,519 make mistakes that are easy 116 00:03:28,520 --> 00:03:30,049 just from being an experience for 117 00:03:30,050 --> 00:03:31,369 people. 118 00:03:31,370 --> 00:03:33,559 And I'm so thankful for the mentors 119 00:03:33,560 --> 00:03:36,499 that I had literally from day one 120 00:03:36,500 --> 00:03:38,029 walking me through that. 121 00:03:38,030 --> 00:03:39,649 And I think a lot of people like, 122 00:03:39,650 --> 00:03:41,929 look at where we are today 123 00:03:41,930 --> 00:03:43,399 and they're like, oh, it must have 124 00:03:43,400 --> 00:03:44,569 always been easy. 125 00:03:44,570 --> 00:03:46,669 It must have always been like this. 126 00:03:46,670 --> 00:03:48,529 Like, you know, they've always 127 00:03:48,530 --> 00:03:50,449 been selling this number of houses 128 00:03:50,450 --> 00:03:52,189 and doing all this business. 129 00:03:52,190 --> 00:03:54,079 But, you know, the first year 130 00:03:54,080 --> 00:03:56,059 in real estate, I think 131 00:03:56,060 --> 00:03:58,129 I sold maybe 132 00:03:58,130 --> 00:03:59,210 seven houses. 133 00:04:00,530 --> 00:04:02,119 And I was in a new market that I 134 00:04:02,120 --> 00:04:03,859 didn't know. I'm from Colorado 135 00:04:03,860 --> 00:04:05,719 Springs, but I didn't grow up here, 136 00:04:05,720 --> 00:04:07,339 so I didn't come in with this fear. 137 00:04:07,340 --> 00:04:09,379 I didn't come in with this 138 00:04:09,380 --> 00:04:10,639 great network. 139 00:04:10,640 --> 00:04:12,469 You know, I literally was 140 00:04:12,470 --> 00:04:13,759 like, what do you do? 141 00:04:14,800 --> 00:04:16,898 And it was figuring out what niches 142 00:04:16,899 --> 00:04:18,789 worked for me and which niches I 143 00:04:18,790 --> 00:04:20,559 was willing to do to make a go at 144 00:04:20,560 --> 00:04:21,560 it. 145 00:04:22,690 --> 00:04:23,919 And I'm thankful that I learned 146 00:04:23,920 --> 00:04:25,359 those lessons. I don't necessarily 147 00:04:25,360 --> 00:04:27,249 want to go, you know, back 148 00:04:27,250 --> 00:04:29,379 to doing for sale by owner 149 00:04:29,380 --> 00:04:31,029 open houses, right. 150 00:04:31,030 --> 00:04:33,069 But I'm glad that I learned on doing 151 00:04:33,070 --> 00:04:35,049 them and learned about, you know, 152 00:04:35,050 --> 00:04:37,449 how people think and how people 153 00:04:37,450 --> 00:04:39,279 what really drives their decision 154 00:04:39,280 --> 00:04:40,119 making. 155 00:04:40,120 --> 00:04:41,349 Right. 156 00:04:41,350 --> 00:04:43,359 Thank you for sharing that story. 157 00:04:43,360 --> 00:04:44,439 That's an amazing story. 158 00:04:44,440 --> 00:04:45,819 I didn't know that about you. 159 00:04:45,820 --> 00:04:47,799 Yeah, yeah. 160 00:04:47,800 --> 00:04:50,169 Congratulations, too, on 19 years. 161 00:04:50,170 --> 00:04:50,769 Thank you. 162 00:04:50,770 --> 00:04:52,359 In the business, next year will be 163 00:04:52,360 --> 00:04:53,859 the big 20 year celebration. 164 00:04:53,860 --> 00:04:54,489 So. 165 00:04:54,490 --> 00:04:56,349 And I'm gonna host it at 166 00:04:56,350 --> 00:04:57,399 Keeping Current Matters 167 00:04:57,400 --> 00:04:58,299 headquarters. 168 00:04:58,300 --> 00:04:59,799 All right, come on down. 169 00:04:59,800 --> 00:05:01,659 We'll sit by the fire here, and, and 170 00:05:01,660 --> 00:05:03,129 we'll do that so. 171 00:05:03,130 --> 00:05:04,959 Well, Treasure, I'm so grateful 172 00:05:04,960 --> 00:05:06,309 for you sharing that, because I 173 00:05:06,310 --> 00:05:08,079 think the point that you make of 174 00:05:08,080 --> 00:05:09,969 somebody sees Treasure Davis or the 175 00:05:09,970 --> 00:05:11,229 Treasure Davis team, and you're out 176 00:05:11,230 --> 00:05:12,789 there, you've been in events and 177 00:05:12,790 --> 00:05:14,619 things like that, and they think, 178 00:05:14,620 --> 00:05:16,179 gosh, I don't know. 179 00:05:16,180 --> 00:05:17,679 You know what that's like. 180 00:05:17,680 --> 00:05:18,819 What was it like for Treasurer 181 00:05:18,820 --> 00:05:21,039 starting out? And I got to think to 182 00:05:21,040 --> 00:05:23,049 back in oh five was stated income 183 00:05:23,050 --> 00:05:25,149 loans. Things were, you know, 184 00:05:25,150 --> 00:05:27,369 sort of similar 185 00:05:27,370 --> 00:05:28,419 to the last couple years where 186 00:05:28,420 --> 00:05:29,709 things were, you know, a little bit, 187 00:05:29,710 --> 00:05:31,389 winded. Our back maybe is the best 188 00:05:31,390 --> 00:05:32,319 way to say it. Very different 189 00:05:32,320 --> 00:05:33,129 market. 190 00:05:33,130 --> 00:05:34,629 How did you navigate that? 191 00:05:34,630 --> 00:05:35,829 Because you're then in the business 192 00:05:35,830 --> 00:05:37,719 a couple of years and 193 00:05:37,720 --> 00:05:39,399 oh eight rolls around, right. 194 00:05:39,400 --> 00:05:41,409 Did you what was that journey 195 00:05:41,410 --> 00:05:42,429 like? 196 00:05:42,430 --> 00:05:44,259 You know, when you're a newer agent 197 00:05:44,260 --> 00:05:46,929 I don't think you really know. 198 00:05:46,930 --> 00:05:47,739 Yeah. 199 00:05:47,740 --> 00:05:49,659 You don't know that this is the 200 00:05:49,660 --> 00:05:50,979 hardest time because you're not 201 00:05:50,980 --> 00:05:52,869 coming off of, you know, 202 00:05:52,870 --> 00:05:54,729 the last great point. 203 00:05:54,730 --> 00:05:56,769 So for me getting started, I 204 00:05:56,770 --> 00:05:58,389 was like, oh, this is the market. 205 00:05:58,390 --> 00:06:00,609 And going through all of that. 206 00:06:00,610 --> 00:06:02,619 I remember thinking to myself, oh 207 00:06:02,620 --> 00:06:04,539 my gosh, like doing bank 208 00:06:04,540 --> 00:06:06,369 loans and having all that done is 209 00:06:06,370 --> 00:06:08,379 really hard, you know, and having 210 00:06:08,380 --> 00:06:10,239 water turned off in Colorado 211 00:06:10,240 --> 00:06:11,469 and freezing temperatures and 212 00:06:11,470 --> 00:06:12,429 turning water on. 213 00:06:12,430 --> 00:06:14,829 And you know, all of those programs, 214 00:06:14,830 --> 00:06:17,889 I think taught me so much. 215 00:06:17,890 --> 00:06:19,569 But I don't think that as a new 216 00:06:19,570 --> 00:06:21,639 agent, I really understood 217 00:06:21,640 --> 00:06:23,649 the impact 08 had on so 218 00:06:23,650 --> 00:06:24,729 many people. 219 00:06:24,730 --> 00:06:26,199 Right. 220 00:06:26,200 --> 00:06:27,699 And I think that's probably what a 221 00:06:27,700 --> 00:06:29,379 lot of agents are maybe feeling a 222 00:06:29,380 --> 00:06:30,759 little bit now. 223 00:06:30,760 --> 00:06:31,760 Yeah, well. 224 00:06:32,260 --> 00:06:33,459 I think that I didn't mean to cut 225 00:06:33,460 --> 00:06:34,689 you off, but I think that's the 226 00:06:34,690 --> 00:06:36,699 encouragement to anybody starting 227 00:06:36,700 --> 00:06:38,229 in the business or has started in 228 00:06:38,230 --> 00:06:40,329 the business the last six months 229 00:06:40,330 --> 00:06:42,099 is you're like, okay, this is what I 230 00:06:42,100 --> 00:06:42,669 got. 231 00:06:42,670 --> 00:06:42,909 Yeah. 232 00:06:42,910 --> 00:06:44,139 Right. 233 00:06:44,140 --> 00:06:45,429 And I think this is the best. 234 00:06:45,430 --> 00:06:46,959 I mean, if you can make it in this 235 00:06:46,960 --> 00:06:48,369 market, right. 236 00:06:48,370 --> 00:06:50,259 This is like the oh five 237 00:06:50,260 --> 00:06:52,449 of, you know, this is the 08 market, 238 00:06:52,450 --> 00:06:53,799 if you will. I mean, a little bit 239 00:06:53,800 --> 00:06:55,029 better. Of course. 240 00:06:55,030 --> 00:06:57,369 Sure. This is kind of that market of 241 00:06:57,370 --> 00:06:58,809 you're not coming off of those two 242 00:06:58,810 --> 00:07:00,189 years when things were easy, just 243 00:07:00,190 --> 00:07:01,779 kind of like when we were doing 244 00:07:01,780 --> 00:07:03,819 stated income loans, 245 00:07:03,820 --> 00:07:05,589 you really needed a pulse to get a 246 00:07:05,590 --> 00:07:07,269 loan, right? 247 00:07:07,270 --> 00:07:09,279 And obviously now things 248 00:07:09,280 --> 00:07:10,539 have changed. But it was kind of the 249 00:07:10,540 --> 00:07:12,159 same as like buying and selling 250 00:07:12,160 --> 00:07:13,659 during Covid. 251 00:07:13,660 --> 00:07:14,529 Really. 252 00:07:14,530 --> 00:07:16,299 It was just a frenzy free for all. 253 00:07:16,300 --> 00:07:18,219 So I really think that people 254 00:07:18,220 --> 00:07:20,499 getting into the business now, 255 00:07:20,500 --> 00:07:22,869 in this time that are newer, 256 00:07:22,870 --> 00:07:25,599 have the greatest potential, because 257 00:07:25,600 --> 00:07:26,859 as long as they're willing to do the 258 00:07:26,860 --> 00:07:29,049 hard work and really lean in, 259 00:07:29,050 --> 00:07:30,999 they're going to thrive. 260 00:07:31,000 --> 00:07:31,959 It's a great point. 261 00:07:31,960 --> 00:07:32,960 It's a great point. 262 00:07:34,250 --> 00:07:35,299 I know if you're going to say something 263 00:07:35,300 --> 00:07:37,189 else, but the the 264 00:07:37,190 --> 00:07:39,079 point of you don't have the 265 00:07:39,080 --> 00:07:40,639 sort of rearview mirror, this is 266 00:07:40,640 --> 00:07:42,679 what we used to do, or this is how 267 00:07:42,680 --> 00:07:44,239 it was. 268 00:07:44,240 --> 00:07:45,769 Is critically important. 269 00:07:45,770 --> 00:07:47,449 I think a ton of it's a ton of 270 00:07:47,450 --> 00:07:48,979 motivation and encouragement for 271 00:07:48,980 --> 00:07:51,289 somebody new. And it's a realization 272 00:07:51,290 --> 00:07:52,489 for people that have been in the 273 00:07:52,490 --> 00:07:53,749 business. They're like, okay, I got 274 00:07:53,750 --> 00:07:54,859 to do things differently. 275 00:07:54,860 --> 00:07:56,509 So when at what point did you start 276 00:07:56,510 --> 00:07:57,769 to build a team? 277 00:07:57,770 --> 00:07:59,839 Yes. You know, going back to that, 278 00:07:59,840 --> 00:08:01,639 I think what happened to a lot of us 279 00:08:01,640 --> 00:08:02,839 veterans that have been in the 280 00:08:02,840 --> 00:08:05,059 market for a while is 281 00:08:05,060 --> 00:08:07,189 Covid really, 282 00:08:07,190 --> 00:08:09,169 you know, put a put a match on 283 00:08:09,170 --> 00:08:10,879 everything that we had been doing 284 00:08:10,880 --> 00:08:12,619 and really, you know, jumpstarted 285 00:08:12,620 --> 00:08:14,749 everything for lots of people. 286 00:08:14,750 --> 00:08:16,759 And then over the last, I would say, 287 00:08:16,760 --> 00:08:18,979 year, things simmer down. 288 00:08:18,980 --> 00:08:20,869 And now we're needing to do 289 00:08:20,870 --> 00:08:22,699 the things that we used to do 290 00:08:22,700 --> 00:08:24,199 that I think some people don't want 291 00:08:24,200 --> 00:08:26,089 to go back into doing right, but 292 00:08:26,090 --> 00:08:27,529 we need to do them because they're 293 00:08:27,530 --> 00:08:28,879 the right things to do and the 294 00:08:28,880 --> 00:08:29,989 basics always. 295 00:08:29,990 --> 00:08:31,339 When we get back to the basics, the 296 00:08:31,340 --> 00:08:33,168 basics always win. 297 00:08:33,169 --> 00:08:34,908 Yeah, and I think that's something 298 00:08:34,909 --> 00:08:36,469 for like the veteran agents like 299 00:08:36,470 --> 00:08:38,479 myself is like, you need 300 00:08:38,480 --> 00:08:40,219 to get back into that learning mode 301 00:08:40,220 --> 00:08:42,079 and you need to do the things 302 00:08:42,080 --> 00:08:43,369 that got you here. 303 00:08:44,600 --> 00:08:46,549 Obviously tweaking them with AI 304 00:08:46,550 --> 00:08:48,499 and technology, but I think 305 00:08:48,500 --> 00:08:49,999 that there's a lot of lessons to be 306 00:08:50,000 --> 00:08:51,859 learned in that as well because I 307 00:08:51,860 --> 00:08:53,509 hear so many people that are like, 308 00:08:53,510 --> 00:08:54,589 you know, my phone's just not 309 00:08:54,590 --> 00:08:56,269 ringing like it used to be. 310 00:08:56,270 --> 00:08:58,339 And I'm like, in 311 00:08:58,340 --> 00:09:00,409 what world do like people 312 00:09:00,410 --> 00:09:02,149 call you like, right? 313 00:09:02,150 --> 00:09:04,069 You have to be the one having those 314 00:09:04,070 --> 00:09:06,139 conversations and doing the outreach 315 00:09:06,140 --> 00:09:08,149 and and doing the things that matter 316 00:09:08,150 --> 00:09:09,379 and surrounding yourself with the 317 00:09:09,380 --> 00:09:11,209 people that you love, that you 318 00:09:11,210 --> 00:09:13,189 work hard with, you know, 319 00:09:13,190 --> 00:09:14,419 and following up with your past 320 00:09:14,420 --> 00:09:16,390 clients. I mean, the stats from NAR 321 00:09:17,930 --> 00:09:19,999 are crazy on 322 00:09:20,000 --> 00:09:21,649 they live too. They worked with, but 323 00:09:21,650 --> 00:09:23,059 then they didn't return back to 324 00:09:23,060 --> 00:09:23,929 working with that agent. 325 00:09:23,930 --> 00:09:25,369 It's like, oh my gosh, there is an 326 00:09:25,370 --> 00:09:27,259 opportunity right there 327 00:09:27,260 --> 00:09:29,149 in our database. 328 00:09:29,150 --> 00:09:29,929 Right? 329 00:09:29,930 --> 00:09:31,309 Such a good point, such a good 330 00:09:31,310 --> 00:09:33,409 point. So 331 00:09:33,410 --> 00:09:34,969 journey of the, of the team. 332 00:09:34,970 --> 00:09:36,259 We were going to talk about that 333 00:09:36,260 --> 00:09:37,819 when you start building a team. 334 00:09:37,820 --> 00:09:39,619 And where do you sit today. 335 00:09:39,620 --> 00:09:41,689 Yes. So I started building 336 00:09:41,690 --> 00:09:43,759 the team roughly 12 years 337 00:09:43,760 --> 00:09:46,159 ago, right off the cusp of when 338 00:09:46,160 --> 00:09:48,349 teams were just kind of emerging 339 00:09:48,350 --> 00:09:49,669 and people were trying to figure 340 00:09:49,670 --> 00:09:50,959 them out. Of course, some people had 341 00:09:50,960 --> 00:09:52,759 them, but they weren't really a 342 00:09:52,760 --> 00:09:53,959 household name. 343 00:09:53,960 --> 00:09:55,879 Right. And it wasn't really what 344 00:09:55,880 --> 00:09:56,880 you did. 345 00:09:57,470 --> 00:09:59,389 And so I started 346 00:09:59,390 --> 00:10:01,399 with a really great 347 00:10:01,400 --> 00:10:03,949 at that time, she was an assistant. 348 00:10:03,950 --> 00:10:06,199 And I always say a good assistant 349 00:10:06,200 --> 00:10:08,439 will double your business. 350 00:10:08,440 --> 00:10:09,879 They will take so much off of you 351 00:10:09,880 --> 00:10:10,659 that you can. 352 00:10:10,660 --> 00:10:12,369 You're able to lean into what you do 353 00:10:12,370 --> 00:10:13,370 now. 354 00:10:14,290 --> 00:10:16,119 Now, she's been with me for 12 355 00:10:16,120 --> 00:10:17,499 years. 356 00:10:17,500 --> 00:10:19,479 She's my listing manager, and 357 00:10:19,480 --> 00:10:21,549 I could not do what I do 358 00:10:21,550 --> 00:10:22,479 without her. 359 00:10:22,480 --> 00:10:24,639 She has helped me leverage myself 360 00:10:24,640 --> 00:10:26,709 to the point of being able to 361 00:10:26,710 --> 00:10:28,689 get back more time and lean and do 362 00:10:28,690 --> 00:10:30,579 the things I love, like coaching 363 00:10:30,580 --> 00:10:32,439 for Tom Berry and doing all of that 364 00:10:32,440 --> 00:10:35,559 stuff that I couldn't do before. 365 00:10:35,560 --> 00:10:37,059 The way the team actually got 366 00:10:37,060 --> 00:10:38,799 started is actually a pretty funny 367 00:10:38,800 --> 00:10:39,800 story. 368 00:10:40,670 --> 00:10:42,139 Go. I want to hear it. 369 00:10:42,140 --> 00:10:44,119 I was doing a transaction with 370 00:10:44,120 --> 00:10:45,979 an agent and I 371 00:10:45,980 --> 00:10:47,299 friended her on Facebook. 372 00:10:47,300 --> 00:10:48,949 This is when Facebook was still 373 00:10:48,950 --> 00:10:50,899 newer. She's been with us almost 374 00:10:50,900 --> 00:10:52,700 11 years, and, 375 00:10:53,930 --> 00:10:55,069 she wouldn't accept my friend 376 00:10:55,070 --> 00:10:56,449 request. And I was like, that's so 377 00:10:56,450 --> 00:10:57,709 weird because the transaction is 378 00:10:57,710 --> 00:10:59,599 going great. Our clients are happy. 379 00:10:59,600 --> 00:11:01,129 We're about to go to closing. 380 00:11:01,130 --> 00:11:02,629 And then on the day of closing, she 381 00:11:02,630 --> 00:11:04,579 accepted my friend request, and on 382 00:11:04,580 --> 00:11:06,529 there she posted, just closed 383 00:11:06,530 --> 00:11:08,809 my first transaction. 384 00:11:08,810 --> 00:11:10,669 And so I saw that 385 00:11:10,670 --> 00:11:12,499 I was like, oh my gosh. 386 00:11:12,500 --> 00:11:14,389 Like I had no idea. 387 00:11:14,390 --> 00:11:15,619 Like, usually you could tell when 388 00:11:15,620 --> 00:11:17,659 someone's new because things take 389 00:11:17,660 --> 00:11:18,709 longer. 390 00:11:18,710 --> 00:11:19,849 You know, you need to lean in and 391 00:11:19,850 --> 00:11:21,289 help them with questions, which of 392 00:11:21,290 --> 00:11:22,579 course is great. 393 00:11:22,580 --> 00:11:24,409 You know, we were all new 394 00:11:24,410 --> 00:11:26,269 at some time and we still, 395 00:11:26,270 --> 00:11:27,469 you know, need help. 396 00:11:27,470 --> 00:11:29,239 And so I immediately called her and 397 00:11:29,240 --> 00:11:31,609 I was like, I just got to say, 398 00:11:31,610 --> 00:11:33,259 I had no idea that this was your 399 00:11:33,260 --> 00:11:35,119 first transaction and 400 00:11:35,120 --> 00:11:37,279 you did an outstanding job. 401 00:11:37,280 --> 00:11:38,209 Like, that's awesome. 402 00:11:38,210 --> 00:11:39,199 Congratulations. 403 00:11:39,200 --> 00:11:41,959 I would love to meet you for coffee. 404 00:11:41,960 --> 00:11:43,819 And, you know, just get to know you 405 00:11:43,820 --> 00:11:45,439 better. I think you did a great job. 406 00:11:45,440 --> 00:11:47,089 And so we met for coffee. 407 00:11:47,090 --> 00:11:49,069 And in the back of her mind, she was 408 00:11:49,070 --> 00:11:50,209 like, oh my gosh, I'm going to 409 00:11:50,210 --> 00:11:52,309 recruit Treasure. 410 00:11:52,310 --> 00:11:54,169 And this is going to be 411 00:11:54,170 --> 00:11:55,249 great, you know, because at that 412 00:11:55,250 --> 00:11:56,839 time I was probably doing. 413 00:11:58,640 --> 00:12:00,939 60 transactions myself, 414 00:12:00,940 --> 00:12:01,940 roughly. 415 00:12:03,320 --> 00:12:05,209 And so we met and I was like, oh 416 00:12:05,210 --> 00:12:07,429 no, no, no, no, I'm not going 417 00:12:07,430 --> 00:12:09,289 there. I'm not recruiting you like 418 00:12:09,290 --> 00:12:10,819 I'm doing none of this sort. 419 00:12:10,820 --> 00:12:12,589 I just wanted to meet you. 420 00:12:12,590 --> 00:12:14,299 And so we stayed in contact and 421 00:12:14,300 --> 00:12:15,919 stayed friends. And then as my 422 00:12:15,920 --> 00:12:17,569 business picked up, I was like, 423 00:12:17,570 --> 00:12:19,459 well, I have leads that I can't 424 00:12:19,460 --> 00:12:20,779 take care of and you would do a 425 00:12:20,780 --> 00:12:22,699 great job with them, you know, can I 426 00:12:22,700 --> 00:12:23,659 connect you with them? 427 00:12:23,660 --> 00:12:25,189 And so I connected her with people 428 00:12:25,190 --> 00:12:26,419 and then she started getting so 429 00:12:26,420 --> 00:12:27,289 busy. 430 00:12:27,290 --> 00:12:29,239 But that's even before she joined up 431 00:12:29,240 --> 00:12:30,049 with you. 432 00:12:30,050 --> 00:12:31,579 Yeah. She was at her company and I 433 00:12:31,580 --> 00:12:32,959 was at my company. 434 00:12:32,960 --> 00:12:34,579 And then finally one day she came to 435 00:12:34,580 --> 00:12:36,469 me and she was like, okay, by the 436 00:12:36,470 --> 00:12:38,689 time that I pay you a referral fee, 437 00:12:38,690 --> 00:12:40,519 my company split and all of that, 438 00:12:40,520 --> 00:12:42,229 there's not a whole lot left over. 439 00:12:42,230 --> 00:12:44,539 I would like to come over and join 440 00:12:44,540 --> 00:12:46,219 your team. And I'm like, I don't I 441 00:12:46,220 --> 00:12:47,089 don't have a team. 442 00:12:47,090 --> 00:12:48,499 Like, I don't know what you're 443 00:12:48,500 --> 00:12:49,519 talking about. 444 00:12:49,520 --> 00:12:51,019 And she was like, no, I would really 445 00:12:51,020 --> 00:12:52,099 like to join you. And I'm like, 446 00:12:52,100 --> 00:12:53,869 yeah, I don't know about all that. 447 00:12:53,870 --> 00:12:55,819 I'm just selling houses. 448 00:12:55,820 --> 00:12:57,499 And so she's actually the one that 449 00:12:57,500 --> 00:13:00,019 encouraged me to start a team 450 00:13:00,020 --> 00:13:01,189 and to do all that. 451 00:13:01,190 --> 00:13:02,629 And we came up with the name 452 00:13:02,630 --> 00:13:04,549 together and, 453 00:13:04,550 --> 00:13:06,469 I still to this day fight her 454 00:13:06,470 --> 00:13:07,639 on the name of our team, 455 00:13:08,780 --> 00:13:09,919 because I'm like, it should be 456 00:13:09,920 --> 00:13:11,570 something like, you know. 457 00:13:13,110 --> 00:13:14,879 The mountain group or something like 458 00:13:14,880 --> 00:13:17,069 that. And right, know your name, 459 00:13:17,070 --> 00:13:18,899 your established like it needs to be 460 00:13:18,900 --> 00:13:19,900 this. 461 00:13:20,760 --> 00:13:22,619 And so she's been with me 11 years 462 00:13:22,620 --> 00:13:23,620 now. 463 00:13:24,090 --> 00:13:25,499 And she is phenomenal. 464 00:13:25,500 --> 00:13:26,759 But I always tell her, like, the 465 00:13:26,760 --> 00:13:28,684 team is all because of you. 466 00:13:28,685 --> 00:13:29,669 That's awesome. 467 00:13:29,670 --> 00:13:30,539 I thought it. 468 00:13:30,540 --> 00:13:32,490 And so now fast forward, 469 00:13:33,510 --> 00:13:35,669 we have nine admin. 470 00:13:35,670 --> 00:13:37,739 We have 15 agents. 471 00:13:37,740 --> 00:13:39,629 And last year we closed 472 00:13:39,630 --> 00:13:42,299 417 transactions. 473 00:13:42,300 --> 00:13:44,369 Wow. With a pretty small but 474 00:13:44,370 --> 00:13:45,370 mighty team. 475 00:13:47,280 --> 00:13:48,119 That's amazing. 476 00:13:48,120 --> 00:13:49,289 Thank you for sharing all that. 477 00:13:50,730 --> 00:13:51,509 It's great. 478 00:13:51,510 --> 00:13:52,499 What's her name? 479 00:13:52,500 --> 00:13:54,329 Her name is Leanne Potts. 480 00:13:54,330 --> 00:13:55,619 Leanne Potts. 481 00:13:55,620 --> 00:13:56,969 Shout out to Leanne. 482 00:13:56,970 --> 00:13:58,289 Shout out to Leanne. 483 00:13:59,700 --> 00:14:00,539 That is awesome. 484 00:14:00,540 --> 00:14:02,129 I appreciate you sharing that story. 485 00:14:03,450 --> 00:14:05,699 I think in that in 486 00:14:05,700 --> 00:14:08,129 just even doing 487 00:14:08,130 --> 00:14:10,049 what you saw at the right time 488 00:14:10,050 --> 00:14:12,479 is just the right thing led to 489 00:14:12,480 --> 00:14:13,739 building a team. And that's really 490 00:14:13,740 --> 00:14:15,029 it's really neat. 491 00:14:15,030 --> 00:14:15,989 Yes. 492 00:14:15,990 --> 00:14:17,849 And it's it's been, you know, from 493 00:14:17,850 --> 00:14:19,319 the start of the team, it's always 494 00:14:19,320 --> 00:14:20,849 been about surrounding ourselves 495 00:14:20,850 --> 00:14:22,859 with the right people, not just 496 00:14:22,860 --> 00:14:25,079 anybody, and living at our values 497 00:14:25,080 --> 00:14:26,789 and and who we are. 498 00:14:28,320 --> 00:14:29,519 And really just surrounding 499 00:14:29,520 --> 00:14:31,049 ourselves with great people that 500 00:14:31,050 --> 00:14:33,359 lead with integrity and 501 00:14:33,360 --> 00:14:35,099 take really great care of people. 502 00:14:35,100 --> 00:14:36,839 Like on our team. 503 00:14:36,840 --> 00:14:38,699 Now, there is not 504 00:14:38,700 --> 00:14:40,499 anybody that I would say, oh my 505 00:14:40,500 --> 00:14:42,389 gosh, I'm nervous about how they 506 00:14:42,390 --> 00:14:44,369 conduct business or 507 00:14:44,370 --> 00:14:46,349 hold themselves accountable or 508 00:14:46,350 --> 00:14:48,959 take great care of our clients. 509 00:14:48,960 --> 00:14:50,699 And I also, I'm really proud of the 510 00:14:50,700 --> 00:14:53,189 fact that they truly believe 511 00:14:53,190 --> 00:14:54,539 that everybody has the right to 512 00:14:54,540 --> 00:14:55,529 homeownership. 513 00:14:55,530 --> 00:14:57,659 Yeah. And that is impactful 514 00:14:57,660 --> 00:14:58,919 because I think a lot of people can 515 00:14:58,920 --> 00:15:00,419 say that. 516 00:15:00,420 --> 00:15:01,979 But then when, you know, an 517 00:15:01,980 --> 00:15:03,509 opportunity comes in and they're 518 00:15:03,510 --> 00:15:05,189 like, oh my gosh, they're qualified 519 00:15:05,190 --> 00:15:06,149 for this. 520 00:15:06,150 --> 00:15:07,319 That's not going to happen. 521 00:15:07,320 --> 00:15:09,329 They push it aside, but 522 00:15:09,330 --> 00:15:11,609 I've seen them firsthand say, 523 00:15:11,610 --> 00:15:13,649 well, no, I'm leaning in. 524 00:15:13,650 --> 00:15:15,209 Yeah, because everybody starts 525 00:15:15,210 --> 00:15:16,319 somewhere. 526 00:15:16,320 --> 00:15:17,819 Is there a is there is there a story 527 00:15:17,820 --> 00:15:19,199 from your team that's happened 528 00:15:19,200 --> 00:15:20,609 recently or that stands out in your 529 00:15:20,610 --> 00:15:21,610 mind where that happened? 530 00:15:23,540 --> 00:15:25,339 There are a lot of stories about 531 00:15:25,340 --> 00:15:26,340 this. 532 00:15:27,620 --> 00:15:28,639 I can remember, 533 00:15:30,050 --> 00:15:32,059 one of the stories that 534 00:15:32,060 --> 00:15:33,979 is very near and dear to my heart 535 00:15:33,980 --> 00:15:35,839 is when I was first 536 00:15:35,840 --> 00:15:37,519 getting started, and I think this is 537 00:15:37,520 --> 00:15:39,199 really led to the success of our 538 00:15:39,200 --> 00:15:41,599 team and who we are as a culture 539 00:15:41,600 --> 00:15:44,119 and who I've surrounded myself with. 540 00:15:44,120 --> 00:15:45,979 I really believe feel the 541 00:15:45,980 --> 00:15:47,899 same way, and I've seen them walk 542 00:15:47,900 --> 00:15:50,149 this line as well, and 543 00:15:50,150 --> 00:15:52,249 it was one of my clients. 544 00:15:52,250 --> 00:15:54,139 His name is Michael and 545 00:15:54,140 --> 00:15:56,209 he is a veteran, and he 546 00:15:56,210 --> 00:15:57,210 was in Iraq. 547 00:15:58,190 --> 00:16:00,589 At the time he was a contractor. 548 00:16:00,590 --> 00:16:02,329 And so he would work really long 549 00:16:02,330 --> 00:16:04,189 hours. Our time difference was 550 00:16:04,190 --> 00:16:05,869 different. He knew he was coming 551 00:16:05,870 --> 00:16:07,610 back to Colorado at some time. 552 00:16:09,020 --> 00:16:10,699 And he was like, nobody will work 553 00:16:10,700 --> 00:16:12,229 with me. I've had some credit 554 00:16:12,230 --> 00:16:13,729 challenges. I've had some things 555 00:16:13,730 --> 00:16:15,679 going on, and everybody keeps, 556 00:16:15,680 --> 00:16:17,329 like blowing me off. 557 00:16:17,330 --> 00:16:18,979 And I was like, well, I'm not going 558 00:16:18,980 --> 00:16:19,759 to blow you off. 559 00:16:19,760 --> 00:16:21,979 Like, let's figure this out. 560 00:16:21,980 --> 00:16:23,239 So I got in touch with someone that 561 00:16:23,240 --> 00:16:25,249 could do some credit counseling, and 562 00:16:25,250 --> 00:16:27,139 I just stayed in touch with him from 563 00:16:27,140 --> 00:16:29,029 a genuine, authentic place 564 00:16:29,030 --> 00:16:30,889 of like, you know, how's it 565 00:16:30,890 --> 00:16:32,449 going over there? 566 00:16:32,450 --> 00:16:34,849 You know what's going on, you know? 567 00:16:34,850 --> 00:16:37,699 And, this is when times were 568 00:16:37,700 --> 00:16:39,289 there. Tough over there anyways. 569 00:16:39,290 --> 00:16:40,999 But this is, you know, before they 570 00:16:41,000 --> 00:16:43,189 had really a lot of amenities 571 00:16:43,190 --> 00:16:44,600 back there, you know, for, basic 572 00:16:46,360 --> 00:16:48,999 necessities for our military. 573 00:16:49,000 --> 00:16:51,069 And so started following 574 00:16:51,070 --> 00:16:52,569 up with him. And it took us, took 575 00:16:52,570 --> 00:16:54,189 him some time to save up and to do 576 00:16:54,190 --> 00:16:55,809 some things. And, you know, to 577 00:16:55,810 --> 00:16:57,519 really get over the mindset that he 578 00:16:57,520 --> 00:16:59,259 deserved to home. 579 00:16:59,260 --> 00:17:01,449 And fast forward, 580 00:17:01,450 --> 00:17:03,309 it took us three and a half years. 581 00:17:04,460 --> 00:17:06,349 He ended up coming back to Colorado. 582 00:17:07,460 --> 00:17:09,859 He sent me a really beautiful, 583 00:17:11,000 --> 00:17:12,319 gift that was like, 584 00:17:13,700 --> 00:17:14,689 like butterflies. 585 00:17:14,690 --> 00:17:16,309 Like preserved butterflies. 586 00:17:16,310 --> 00:17:18,019 That was. They were beautiful and 587 00:17:18,020 --> 00:17:19,848 exquisite, and and 588 00:17:19,849 --> 00:17:21,348 I don't really know the story of, 589 00:17:21,349 --> 00:17:22,219 you know, behind that. 590 00:17:22,220 --> 00:17:24,318 And he also sent a flag 591 00:17:24,319 --> 00:17:25,939 that had been shot by, 592 00:17:26,990 --> 00:17:28,969 indirect fire, and he had 593 00:17:28,970 --> 00:17:30,499 it boxed into a shadow thing, and we 594 00:17:30,500 --> 00:17:31,759 just became friends. 595 00:17:31,760 --> 00:17:33,049 I'm married. He's married. 596 00:17:33,050 --> 00:17:34,459 There was nothing weird going on, 597 00:17:34,460 --> 00:17:35,839 but it was just a really great 598 00:17:35,840 --> 00:17:37,549 friendship of, like, I'm here to 599 00:17:37,550 --> 00:17:38,989 support you however long this 600 00:17:38,990 --> 00:17:41,239 journey takes, because I believe 601 00:17:41,240 --> 00:17:42,499 that you deserve this home. 602 00:17:42,500 --> 00:17:44,389 And we ended up finding him a 603 00:17:44,390 --> 00:17:46,399 great townhome, 604 00:17:46,400 --> 00:17:47,959 and the townhome worked out great 605 00:17:47,960 --> 00:17:49,789 for him, and he lived 606 00:17:49,790 --> 00:17:50,809 there for many years. 607 00:17:50,810 --> 00:17:52,669 And then they decided to move. 608 00:17:52,670 --> 00:17:54,199 They were having another baby and so 609 00:17:54,200 --> 00:17:56,359 they were moving down to Texas. 610 00:17:56,360 --> 00:17:58,279 And the 611 00:17:58,280 --> 00:18:00,139 equity that he made from 612 00:18:00,140 --> 00:18:01,140 selling that home. 613 00:18:02,160 --> 00:18:04,199 Made a generational impact 614 00:18:04,200 --> 00:18:06,089 on his family because no 615 00:18:06,090 --> 00:18:07,769 one in his family had owned a home 616 00:18:07,770 --> 00:18:08,519 before. 617 00:18:08,520 --> 00:18:09,509 Wow. 618 00:18:09,510 --> 00:18:11,369 And so those are the stories that we 619 00:18:11,370 --> 00:18:13,409 have. So many have stories like 620 00:18:13,410 --> 00:18:15,599 that of like, you know, 621 00:18:15,600 --> 00:18:16,889 it took a long time. 622 00:18:16,890 --> 00:18:18,869 Yes, there was perseverance, but 623 00:18:18,870 --> 00:18:19,919 it wasn't just like, you're ready to 624 00:18:19,920 --> 00:18:22,349 buy a house. It was like, hey, 625 00:18:22,350 --> 00:18:23,579 how's it going with this? 626 00:18:23,580 --> 00:18:24,779 Okay, that's a challenge. 627 00:18:24,780 --> 00:18:26,429 Like, let's how do we overcome that? 628 00:18:26,430 --> 00:18:28,319 How do we meet you where you're at 629 00:18:28,320 --> 00:18:30,449 and get you to where you want to be, 630 00:18:30,450 --> 00:18:32,039 and just being able to see the 631 00:18:32,040 --> 00:18:33,569 impact for his family. 632 00:18:34,610 --> 00:18:36,499 Was inspirational 633 00:18:36,500 --> 00:18:38,569 and we have the same story 634 00:18:38,570 --> 00:18:40,279 with our team. 635 00:18:40,280 --> 00:18:43,039 You know, we have people on our team 636 00:18:43,040 --> 00:18:44,150 that have. 637 00:18:45,440 --> 00:18:47,029 I'm actually sitting next to one of 638 00:18:47,030 --> 00:18:48,979 them. His name is Dean. 639 00:18:48,980 --> 00:18:50,899 He'll sell 50 homes 640 00:18:50,900 --> 00:18:51,889 this year. 641 00:18:51,890 --> 00:18:52,669 Every year. 642 00:18:52,670 --> 00:18:53,689 He's a great runner. 643 00:18:53,690 --> 00:18:55,129 He's a great athlete. 644 00:18:55,130 --> 00:18:57,469 But when he joined our team, 645 00:18:57,470 --> 00:18:58,999 if you don't mind me sharing, Dean. 646 00:18:59,000 --> 00:18:59,869 Okay. 647 00:18:59,870 --> 00:19:02,269 So he was a teacher 648 00:19:02,270 --> 00:19:03,710 and, you know. 649 00:19:04,820 --> 00:19:06,739 Teachers don't make what they need 650 00:19:06,740 --> 00:19:08,449 to make in this country. 651 00:19:08,450 --> 00:19:10,369 And so he could not afford 652 00:19:10,370 --> 00:19:11,329 a home. 653 00:19:11,330 --> 00:19:12,619 He had student debt. 654 00:19:13,640 --> 00:19:15,379 He was driving an old car. 655 00:19:15,380 --> 00:19:17,569 He was a great worker, great 656 00:19:17,570 --> 00:19:19,279 teacher. His kids loved him. 657 00:19:19,280 --> 00:19:21,349 He taught middle school, but 658 00:19:21,350 --> 00:19:22,999 hands out to any teacher that 659 00:19:23,000 --> 00:19:24,469 teaches at all but teaches middle 660 00:19:24,470 --> 00:19:24,769 school. 661 00:19:24,770 --> 00:19:25,729 I hear that. 662 00:19:25,730 --> 00:19:27,139 I have a middle schooler and I'm 663 00:19:27,140 --> 00:19:28,670 like, please, thank you. 664 00:19:30,020 --> 00:19:31,969 And he went from doing all 665 00:19:31,970 --> 00:19:34,909 that to joining our team. 666 00:19:34,910 --> 00:19:36,899 Fast forward, it's been 8 or 667 00:19:36,900 --> 00:19:38,269 9 years that he's been on the team 668 00:19:38,270 --> 00:19:39,229 now. 669 00:19:39,230 --> 00:19:41,239 He has owned he owns 670 00:19:41,240 --> 00:19:44,269 a home, has rental properties. 671 00:19:44,270 --> 00:19:45,469 He's able to travel. 672 00:19:45,470 --> 00:19:47,809 He's able to run marathons 673 00:19:47,810 --> 00:19:49,909 across the country, sell 674 00:19:49,910 --> 00:19:52,039 50 homes a year and 675 00:19:52,040 --> 00:19:53,389 take amazing care of him. 676 00:19:53,390 --> 00:19:54,829 And I know that he takes amazing 677 00:19:54,830 --> 00:19:57,109 care of people because his former 678 00:19:57,110 --> 00:19:59,749 teachers that taught him 679 00:19:59,750 --> 00:20:01,519 and, you know, when he was growing 680 00:20:01,520 --> 00:20:03,259 up and his students are coming back 681 00:20:03,260 --> 00:20:06,199 and buying homes from him today 682 00:20:06,200 --> 00:20:07,939 and staying in touch with him today, 683 00:20:07,940 --> 00:20:09,769 and I just am like, that's so 684 00:20:09,770 --> 00:20:11,509 inspiring. Like, it's not just about 685 00:20:11,510 --> 00:20:13,579 selling a home, it's about weaving 686 00:20:13,580 --> 00:20:15,049 yourself into the journey. 687 00:20:15,050 --> 00:20:16,489 However it fits in. 688 00:20:16,490 --> 00:20:17,479 Right? 689 00:20:17,480 --> 00:20:19,729 That's it's powerful. 690 00:20:19,730 --> 00:20:21,859 And tell Dean thank you, 691 00:20:21,860 --> 00:20:23,899 for allowing you to share 692 00:20:23,900 --> 00:20:24,799 that story. How many people are 693 00:20:24,800 --> 00:20:25,789 sitting there? 694 00:20:25,790 --> 00:20:27,679 The only. Only Dean. 695 00:20:27,680 --> 00:20:29,539 Okay, but you 696 00:20:29,540 --> 00:20:30,769 know, one other thing I wanted to 697 00:20:30,770 --> 00:20:31,699 share really quickly. 698 00:20:31,700 --> 00:20:33,799 Just like who we are as a team 699 00:20:33,800 --> 00:20:34,999 and as a culture. 700 00:20:35,000 --> 00:20:37,729 So we have a couple of, 701 00:20:37,730 --> 00:20:39,439 virtual assistants, which is kind of 702 00:20:39,440 --> 00:20:40,879 popular these days. 703 00:20:40,880 --> 00:20:43,399 And one of my virtual assistants 704 00:20:43,400 --> 00:20:45,469 has been with us for over 705 00:20:45,470 --> 00:20:46,669 five years. 706 00:20:46,670 --> 00:20:48,499 When he started with us, he 707 00:20:48,500 --> 00:20:49,500 rented, 708 00:20:50,390 --> 00:20:52,249 a little I'm not sure the 709 00:20:52,250 --> 00:20:53,509 right word for what you would call 710 00:20:53,510 --> 00:20:55,399 it, but his home 711 00:20:55,400 --> 00:20:57,169 didn't really have any walls, and so 712 00:20:57,170 --> 00:20:58,489 the rain and the weather would come 713 00:20:58,490 --> 00:21:00,319 in and cause a lot of problems 714 00:21:00,320 --> 00:21:01,909 for him and his daughter. 715 00:21:01,910 --> 00:21:03,500 And so over the years, 716 00:21:04,910 --> 00:21:06,859 one of his first paychecks, the 717 00:21:06,860 --> 00:21:08,029 first thing that he did, and he 718 00:21:08,030 --> 00:21:09,109 shared it because we do, 719 00:21:10,550 --> 00:21:12,709 we do zooms together 720 00:21:12,710 --> 00:21:13,999 and we meet together and we talk 721 00:21:14,000 --> 00:21:15,679 about, like, what we're grateful 722 00:21:15,680 --> 00:21:17,209 for, what our win was, what our 723 00:21:17,210 --> 00:21:18,079 affirmation is. 724 00:21:18,080 --> 00:21:20,239 And I remember him saying to us, 725 00:21:20,240 --> 00:21:22,309 I was able to buy my daughter a bed, 726 00:21:22,310 --> 00:21:24,779 and she's never owned a bed before. 727 00:21:24,780 --> 00:21:26,789 And we were like, oh my gosh, 728 00:21:26,790 --> 00:21:28,709 like, we have beds, our 729 00:21:28,710 --> 00:21:29,699 children have beds. 730 00:21:29,700 --> 00:21:31,289 Yeah. You know, and just not really 731 00:21:31,290 --> 00:21:32,909 putting the context into it. 732 00:21:32,910 --> 00:21:34,559 And so over the years that he's been 733 00:21:34,560 --> 00:21:36,359 with us, watching him upgrade his 734 00:21:36,360 --> 00:21:38,219 living situation and then 735 00:21:38,220 --> 00:21:40,259 to be able to buy a really 736 00:21:40,260 --> 00:21:42,599 nice truck over in the Philippines 737 00:21:42,600 --> 00:21:44,999 and him just being like, so grateful 738 00:21:45,000 --> 00:21:46,169 for what he has and what he has 739 00:21:46,170 --> 00:21:48,569 accomplished and how hard he works. 740 00:21:48,570 --> 00:21:50,129 Really speaks to, I think, who we 741 00:21:50,130 --> 00:21:51,959 are as a culture. 742 00:21:51,960 --> 00:21:53,639 And I think the one thing that I 743 00:21:53,640 --> 00:21:54,959 would want people to take away from 744 00:21:54,960 --> 00:21:56,999 this is, you know, you 745 00:21:57,000 --> 00:21:58,649 want to build a culture that speaks 746 00:21:58,650 --> 00:22:00,779 to who you are, and your culture 747 00:22:00,780 --> 00:22:02,369 may not be the way that, you know, 748 00:22:02,370 --> 00:22:04,379 we see our culture, 749 00:22:04,380 --> 00:22:06,069 but you really want it to be. 750 00:22:06,070 --> 00:22:07,379 And I think a lot of people want 751 00:22:07,380 --> 00:22:09,029 this intention of being from a place 752 00:22:09,030 --> 00:22:10,919 of, you know, how do we want to show 753 00:22:10,920 --> 00:22:12,839 up for other people and, 754 00:22:12,840 --> 00:22:14,699 and how do we want to come alongside 755 00:22:14,700 --> 00:22:15,599 of them? 756 00:22:15,600 --> 00:22:16,889 And how do we want to make sure that 757 00:22:16,890 --> 00:22:18,449 everything that we do is genuine. 758 00:22:20,350 --> 00:22:22,059 And coming from a great place. 759 00:22:22,060 --> 00:22:24,009 It's I always say, 760 00:22:24,010 --> 00:22:25,719 when you do things right by other 761 00:22:25,720 --> 00:22:27,729 people, the money follows 762 00:22:27,730 --> 00:22:28,730 its second home. 763 00:22:29,560 --> 00:22:30,819 Yeah. It's never about the 764 00:22:30,820 --> 00:22:31,629 commission. 765 00:22:31,630 --> 00:22:33,729 It's never about the next deal. 766 00:22:33,730 --> 00:22:34,959 It's never about any of that. 767 00:22:34,960 --> 00:22:37,179 It's like, yes, we sold 417 768 00:22:37,180 --> 00:22:39,009 houses, but each single 769 00:22:39,010 --> 00:22:41,649 one of those people has a story. 770 00:22:41,650 --> 00:22:43,509 And we were alongside in that story 771 00:22:43,510 --> 00:22:45,159 to meet them where they were in 772 00:22:45,160 --> 00:22:46,539 their journey. 773 00:22:46,540 --> 00:22:47,449 That's awesome. 774 00:22:47,450 --> 00:22:49,839 It's I really appreciate you sharing 775 00:22:49,840 --> 00:22:51,519 each one of those stories about the 776 00:22:51,520 --> 00:22:53,529 team and just the 777 00:22:53,530 --> 00:22:55,359 impact. I mean, it's the word, 778 00:22:55,360 --> 00:22:57,129 you know, that that your team is 779 00:22:57,130 --> 00:22:59,439 making all across 780 00:22:59,440 --> 00:23:00,789 Colorado Springs, maybe even 781 00:23:00,790 --> 00:23:02,889 further. I don't know. 782 00:23:02,890 --> 00:23:03,939 In Colorado. 783 00:23:03,940 --> 00:23:05,709 So thank you for that. 784 00:23:05,710 --> 00:23:07,239 Yeah. Thank you for the platform to 785 00:23:07,240 --> 00:23:09,429 share that. I've never shared that 786 00:23:09,430 --> 00:23:11,739 on a podcast or speaking 787 00:23:11,740 --> 00:23:12,909 anywhere. So thank you for the 788 00:23:12,910 --> 00:23:13,779 platform. 789 00:23:13,780 --> 00:23:16,210 Well, listen, I think sometimes. 790 00:23:18,100 --> 00:23:19,929 It certainly happens to us 791 00:23:19,930 --> 00:23:20,979 at keeping current matters in a 792 00:23:20,980 --> 00:23:22,929 different way, but in for teams 793 00:23:22,930 --> 00:23:24,999 and folks in your seat too. 794 00:23:25,000 --> 00:23:26,619 We get so busy doing what we're 795 00:23:26,620 --> 00:23:28,239 doing, we forget about that. 796 00:23:28,240 --> 00:23:29,259 We forget about the impact, you 797 00:23:29,260 --> 00:23:31,029 know? I try to mention that every 798 00:23:31,030 --> 00:23:32,859 time we do a podcast or if I'm 799 00:23:32,860 --> 00:23:34,839 doing something when, you know, when 800 00:23:34,840 --> 00:23:36,699 you come here for your 20th 801 00:23:36,700 --> 00:23:38,589 20 year celebration Treasure, you 802 00:23:38,590 --> 00:23:39,789 bring a whole team. 803 00:23:39,790 --> 00:23:41,829 There's a wall here at keeping 804 00:23:41,830 --> 00:23:43,389 current matters that we believe says 805 00:23:43,390 --> 00:23:45,039 we believe. Every family should feel 806 00:23:45,040 --> 00:23:46,329 confident when buying and selling a 807 00:23:46,330 --> 00:23:47,439 home. 808 00:23:47,440 --> 00:23:49,389 And that's what drives what we 809 00:23:49,390 --> 00:23:50,390 do. 810 00:23:50,950 --> 00:23:52,779 You know, your team is well, 811 00:23:52,780 --> 00:23:54,069 driving to say, hey, we want to take 812 00:23:54,070 --> 00:23:55,659 the best care and educate and help 813 00:23:55,660 --> 00:23:58,179 people, you know, 814 00:23:58,180 --> 00:24:00,069 achieve the dream of homeownership 815 00:24:00,070 --> 00:24:01,269 and make a difference in their lives 816 00:24:01,270 --> 00:24:03,099 financially and personally, in the 817 00:24:03,100 --> 00:24:04,749 intangible ways and all the all the 818 00:24:04,750 --> 00:24:05,769 things that you've shared. 819 00:24:06,850 --> 00:24:08,019 That's amazing. 820 00:24:08,020 --> 00:24:09,669 And I just I'm grateful for you 821 00:24:09,670 --> 00:24:10,899 sharing it. Great for your for your 822 00:24:10,900 --> 00:24:13,069 team and doing it and making 823 00:24:13,070 --> 00:24:13,929 an impact in the world. 824 00:24:13,930 --> 00:24:15,969 Anytime you can do what you love and 825 00:24:15,970 --> 00:24:17,469 make an impact in the world and do 826 00:24:17,470 --> 00:24:18,579 it with people you love, that's a 827 00:24:18,580 --> 00:24:19,569 special thing. 828 00:24:19,570 --> 00:24:20,799 Absolutely. 829 00:24:20,800 --> 00:24:22,899 And you know, this obviously 830 00:24:22,900 --> 00:24:24,879 is the Keeping Current Matters 831 00:24:24,880 --> 00:24:25,989 podcast. 832 00:24:25,990 --> 00:24:28,569 Yeah. But you know, we use 833 00:24:28,570 --> 00:24:31,479 and have been long time subscribers 834 00:24:31,480 --> 00:24:32,769 of Keeping Current Matters. 835 00:24:32,770 --> 00:24:35,109 And that is one of our main 836 00:24:35,110 --> 00:24:37,449 value ads that we use 837 00:24:37,450 --> 00:24:39,309 to tell people where they're at 838 00:24:39,310 --> 00:24:41,439 and make them feel informed and 839 00:24:41,440 --> 00:24:43,149 make it so that it's easy for us to 840 00:24:43,150 --> 00:24:45,189 understand and to be able to 841 00:24:45,190 --> 00:24:47,109 deliver it to people in a way that 842 00:24:47,110 --> 00:24:49,149 they understand as well. 843 00:24:49,150 --> 00:24:50,689 Yeah, I appreciate you sharing that. 844 00:24:50,690 --> 00:24:52,749 It's not, you know, on the podcast, 845 00:24:52,750 --> 00:24:54,009 like we don't have to do an 846 00:24:54,010 --> 00:24:55,629 infomercial or whatever, but 847 00:24:55,630 --> 00:24:57,069 whatever you say on the great things 848 00:24:57,070 --> 00:24:58,065 about KCM. 849 00:24:58,066 --> 00:24:59,066 I wasn't even paid for this. 850 00:25:00,550 --> 00:25:02,529 Most real estate agents know what's 851 00:25:02,530 --> 00:25:03,489 happening. 852 00:25:03,490 --> 00:25:05,349 Good agents understand 853 00:25:05,350 --> 00:25:07,209 what's happening, but great 854 00:25:07,210 --> 00:25:09,339 agents, they can explain 855 00:25:09,340 --> 00:25:11,169 what's happening at 856 00:25:11,170 --> 00:25:12,399 keeping current matters. 857 00:25:12,400 --> 00:25:14,619 We help real estate agents become 858 00:25:14,620 --> 00:25:17,019 experts with market insights 859 00:25:17,020 --> 00:25:18,399 and marketing tools. 860 00:25:18,400 --> 00:25:20,439 You'll not only stand out, 861 00:25:20,440 --> 00:25:23,199 you'll thrive in any market. 862 00:25:23,200 --> 00:25:24,699 Keeping Current Matters. 863 00:25:24,700 --> 00:25:26,049 Be the expert. 864 00:25:28,000 --> 00:25:30,639 Let's shift maybe to this market. 865 00:25:30,640 --> 00:25:32,799 And what are things? 866 00:25:32,800 --> 00:25:33,579 Because I want to go back to 867 00:25:33,580 --> 00:25:34,509 something you said. 868 00:25:34,510 --> 00:25:35,439 You said, hey, there are things that 869 00:25:35,440 --> 00:25:37,029 we need to be doing right now that 870 00:25:37,030 --> 00:25:38,979 we did, maybe did two, three, 871 00:25:38,980 --> 00:25:40,779 five years ago that we got out of 872 00:25:40,780 --> 00:25:42,669 the habit of doing a piece of 873 00:25:42,670 --> 00:25:43,779 that is education. 874 00:25:43,780 --> 00:25:45,699 So what are the things right 875 00:25:45,700 --> 00:25:47,499 now that your team is doing relative 876 00:25:47,500 --> 00:25:49,779 to the business to address 877 00:25:49,780 --> 00:25:51,729 issues in the market 878 00:25:51,730 --> 00:25:53,799 and educate people on, should 879 00:25:53,800 --> 00:25:55,719 I buy a home right now, or are 880 00:25:55,720 --> 00:25:57,099 there specific things that you can 881 00:25:57,100 --> 00:25:59,079 share with, with 882 00:25:59,080 --> 00:26:00,489 folks listening right now? 883 00:26:00,490 --> 00:26:01,749 To say, hey, this is what we're 884 00:26:01,750 --> 00:26:03,699 doing, and it's making an impact 885 00:26:03,700 --> 00:26:06,159 and it's making a difference in, in, 886 00:26:06,160 --> 00:26:08,289 in our team and in our business. 887 00:26:08,290 --> 00:26:10,449 I would say for our clients, it's 888 00:26:10,450 --> 00:26:11,739 our social media. 889 00:26:13,600 --> 00:26:16,089 Again, we use real talk, 890 00:26:16,090 --> 00:26:17,259 which has been great. 891 00:26:17,260 --> 00:26:19,449 It's super simple. 892 00:26:19,450 --> 00:26:21,699 Again, this isn't an infomercial, 893 00:26:21,700 --> 00:26:23,589 but it is a value add that we use 894 00:26:23,590 --> 00:26:25,899 for our clients, for our team, 895 00:26:25,900 --> 00:26:27,489 to give them things that's easy to 896 00:26:27,490 --> 00:26:28,490 use. 897 00:26:28,990 --> 00:26:30,909 I would also say leaning 898 00:26:30,910 --> 00:26:32,919 into that a little bit more is we've 899 00:26:32,920 --> 00:26:34,959 started this year, leaning 900 00:26:34,960 --> 00:26:36,999 into like we had this situation, 901 00:26:37,000 --> 00:26:38,349 obviously without disclosing 902 00:26:38,350 --> 00:26:40,479 people's personal information, 903 00:26:40,480 --> 00:26:41,739 anything about them. 904 00:26:41,740 --> 00:26:43,539 But we've been leaning into this was 905 00:26:43,540 --> 00:26:44,949 the problem and this is how we 906 00:26:44,950 --> 00:26:46,929 solved it, because people 907 00:26:46,930 --> 00:26:48,789 need to know the value 908 00:26:48,790 --> 00:26:50,229 of what we do. 909 00:26:50,230 --> 00:26:52,059 And I think sometimes 910 00:26:52,060 --> 00:26:53,649 there's a lot of glitz and there's a 911 00:26:53,650 --> 00:26:55,299 lot of glam. 912 00:26:55,300 --> 00:26:57,849 And 99% 913 00:26:57,850 --> 00:27:00,279 of the realtors across this country 914 00:27:00,280 --> 00:27:01,939 are not doing it like that. 915 00:27:01,940 --> 00:27:04,029 Sure. You know, they're not 916 00:27:04,030 --> 00:27:05,649 just leaning into social media, 917 00:27:05,650 --> 00:27:07,599 they're not leaning into TV 918 00:27:07,600 --> 00:27:09,549 shows to production, to things like 919 00:27:09,550 --> 00:27:11,469 that. There's a lot of hard work 920 00:27:11,470 --> 00:27:13,449 that goes through just the number 921 00:27:13,450 --> 00:27:15,399 of people that when someone 922 00:27:15,400 --> 00:27:17,229 buys or sells a home, the 923 00:27:17,230 --> 00:27:18,609 number of people that are also 924 00:27:18,610 --> 00:27:20,259 employed. 925 00:27:20,260 --> 00:27:22,239 By the peace of that transaction 926 00:27:22,240 --> 00:27:24,129 is something that I think is fallen 927 00:27:24,130 --> 00:27:25,749 off the radar. 928 00:27:25,750 --> 00:27:28,179 And we've really prided ourselves 929 00:27:28,180 --> 00:27:30,129 in our clients saying, well, 930 00:27:30,130 --> 00:27:31,389 that was so easy. 931 00:27:31,390 --> 00:27:33,189 Like you, you that was so easy. 932 00:27:33,190 --> 00:27:35,019 And I'm like, oh, how well, 933 00:27:35,020 --> 00:27:36,729 you actually really knew, right? 934 00:27:36,730 --> 00:27:38,109 Of course we keep them informed, but 935 00:27:38,110 --> 00:27:39,279 there's some things that we're like, 936 00:27:39,280 --> 00:27:40,119 this is our job. 937 00:27:40,120 --> 00:27:41,739 Like we just handle these. 938 00:27:41,740 --> 00:27:43,419 So we've been taking it and saying 939 00:27:43,420 --> 00:27:45,099 like, here's someone's real 940 00:27:45,100 --> 00:27:47,049 solution, here's how we solved 941 00:27:47,050 --> 00:27:48,909 it, here's the impact that it made 942 00:27:48,910 --> 00:27:49,779 for them. 943 00:27:49,780 --> 00:27:52,209 Right. And I think that consumers 944 00:27:52,210 --> 00:27:54,219 really need to know 945 00:27:54,220 --> 00:27:56,379 that who you hire 946 00:27:56,380 --> 00:27:58,029 to represent you in your biggest 947 00:27:58,030 --> 00:28:00,129 financial transaction, 948 00:28:00,130 --> 00:28:03,399 probably in their lives, it matters. 949 00:28:03,400 --> 00:28:04,989 And making sure that people are good 950 00:28:04,990 --> 00:28:06,609 stewards of that matters. 951 00:28:06,610 --> 00:28:07,809 And I think that's something that 952 00:28:07,810 --> 00:28:09,639 our messaging throughout 953 00:28:09,640 --> 00:28:11,619 2024 on social 954 00:28:11,620 --> 00:28:13,629 media and how 955 00:28:13,630 --> 00:28:15,529 we show up for people and 956 00:28:15,530 --> 00:28:16,959 in our marketing things and all that 957 00:28:16,960 --> 00:28:19,029 we do, is going to be about that 958 00:28:19,030 --> 00:28:20,109 specifically. 959 00:28:20,110 --> 00:28:21,969 Yeah. And that's in just to 960 00:28:21,970 --> 00:28:23,649 summarize that, that's sort of a 961 00:28:23,650 --> 00:28:25,659 case study type approach. 962 00:28:25,660 --> 00:28:27,669 Right? We had this situation here 963 00:28:27,670 --> 00:28:28,749 was how we solved it. 964 00:28:28,750 --> 00:28:30,489 Here was the impact or here's how 965 00:28:30,490 --> 00:28:31,419 that that came out. 966 00:28:31,420 --> 00:28:33,279 You got such a good a good point. 967 00:28:33,280 --> 00:28:34,539 What when you think about the market 968 00:28:34,540 --> 00:28:36,489 there in Colorado Springs, how is 969 00:28:36,490 --> 00:28:37,490 the market there? 970 00:28:39,060 --> 00:28:41,219 So the market here is 971 00:28:41,220 --> 00:28:43,319 really good. 972 00:28:43,320 --> 00:28:45,389 We're kind of insulated from a lot 973 00:28:45,390 --> 00:28:46,829 of other parts of the country 974 00:28:46,830 --> 00:28:48,869 because we have, 975 00:28:48,870 --> 00:28:51,059 six military installations 976 00:28:51,060 --> 00:28:52,589 right here in Colorado Springs. 977 00:28:52,590 --> 00:28:54,149 So that does keep us a little bit 978 00:28:54,150 --> 00:28:55,859 insulated from what's going on, 979 00:28:55,860 --> 00:28:57,419 because people are always coming in 980 00:28:57,420 --> 00:28:58,589 and coming out. 981 00:28:58,590 --> 00:29:00,359 But where the caveat comes into that 982 00:29:00,360 --> 00:29:01,859 is sometimes it's not right for them 983 00:29:01,860 --> 00:29:03,089 to buy. 984 00:29:03,090 --> 00:29:04,799 Sometimes they're only here for a 985 00:29:04,800 --> 00:29:06,389 minute and it doesn't make financial 986 00:29:06,390 --> 00:29:07,979 sense, or they don't ever want to be 987 00:29:07,980 --> 00:29:09,149 a landlord. 988 00:29:09,150 --> 00:29:11,129 And with the new laws changing here 989 00:29:11,130 --> 00:29:12,130 in Colorado in the end of 990 00:29:13,140 --> 00:29:15,119 2023 2024, 991 00:29:15,120 --> 00:29:16,439 sometimes it doesn't make sense to 992 00:29:16,440 --> 00:29:18,029 be a landlord for people. 993 00:29:18,030 --> 00:29:20,069 So looking at all of that is really 994 00:29:20,070 --> 00:29:21,329 important. 995 00:29:21,330 --> 00:29:23,039 The way that our team is really 996 00:29:23,040 --> 00:29:25,169 diving in is making 997 00:29:25,170 --> 00:29:26,999 sure that we're 998 00:29:27,000 --> 00:29:29,849 really focused in on the basics. 999 00:29:29,850 --> 00:29:30,899 We're really leaning into the 1000 00:29:30,900 --> 00:29:32,939 basics, which people 1001 00:29:32,940 --> 00:29:34,199 are going to say, oh, I know about 1002 00:29:34,200 --> 00:29:35,369 all of those. But it's like. 1003 00:29:36,490 --> 00:29:38,589 You know. Are you 1004 00:29:38,590 --> 00:29:40,119 making your contacts? 1005 00:29:40,120 --> 00:29:41,709 And are you showing up with items of 1006 00:29:41,710 --> 00:29:43,359 value ? if you don't have items of 1007 00:29:43,360 --> 00:29:45,129 value, here's a list of items of 1008 00:29:45,130 --> 00:29:46,419 value that you can give and 1009 00:29:46,420 --> 00:29:47,949 customize for where your clients are 1010 00:29:47,950 --> 00:29:49,029 at. 1011 00:29:49,030 --> 00:29:50,529 To make sure that you know if 1012 00:29:50,530 --> 00:29:51,579 they're looking at this, you're 1013 00:29:51,580 --> 00:29:52,809 setting them what they're looking 1014 00:29:52,810 --> 00:29:54,129 for, right? 1015 00:29:54,130 --> 00:29:55,989 So the way that we do that is 1016 00:29:55,990 --> 00:29:57,309 whenever we make contact with 1017 00:29:57,310 --> 00:29:59,199 someone and they tell us x, y, 1018 00:29:59,200 --> 00:30:01,179 z, we're always sending a follow 1019 00:30:01,180 --> 00:30:03,009 up on that appointment so 1020 00:30:03,010 --> 00:30:04,539 they know when they're going to hear 1021 00:30:04,540 --> 00:30:05,540 from us again. 1022 00:30:06,340 --> 00:30:07,959 And the other thing that we've 1023 00:30:07,960 --> 00:30:09,759 really been leaning into, which is 1024 00:30:09,760 --> 00:30:11,349 going to be super shocking and so 1025 00:30:11,350 --> 00:30:13,239 basic, is we're doing what we 1026 00:30:13,240 --> 00:30:14,240 say we're going to do. 1027 00:30:15,430 --> 00:30:17,109 I know it sounds so basic. 1028 00:30:18,370 --> 00:30:19,389 There's some other things we're 1029 00:30:19,390 --> 00:30:20,199 leaning into. 1030 00:30:20,200 --> 00:30:22,149 So we're really leaning into 1031 00:30:22,150 --> 00:30:24,009 off market properties. 1032 00:30:24,010 --> 00:30:24,909 Okay. 1033 00:30:24,910 --> 00:30:26,379 So we're leaning into off market 1034 00:30:26,380 --> 00:30:28,239 properties because on our team 1035 00:30:28,240 --> 00:30:30,099 of 15 everybody goes 1036 00:30:30,100 --> 00:30:31,359 on appointments. 1037 00:30:31,360 --> 00:30:33,339 Not all of them are ready right now 1038 00:30:33,340 --> 00:30:34,449 to sell their home. But they'll be 1039 00:30:34,450 --> 00:30:36,219 ready in three months six months, 1040 00:30:36,220 --> 00:30:37,479 nine months a year. 1041 00:30:37,480 --> 00:30:39,309 We're adding them into a database 1042 00:30:39,310 --> 00:30:40,869 so that when someone comes along and 1043 00:30:40,870 --> 00:30:42,039 they're like, oh my gosh, I'm 1044 00:30:42,040 --> 00:30:44,469 looking for this specific house. 1045 00:30:44,470 --> 00:30:46,329 We have a list of potential off 1046 00:30:46,330 --> 00:30:48,279 market properties so that we can 1047 00:30:48,280 --> 00:30:49,989 really lean into our value as 1048 00:30:49,990 --> 00:30:51,309 realtors this year, and we're not 1049 00:30:51,310 --> 00:30:53,199 relying on online 1050 00:30:53,200 --> 00:30:55,179 resources or the MLS of where 1051 00:30:55,180 --> 00:30:56,649 you're only going to be able to find 1052 00:30:56,650 --> 00:30:58,029 homes. 1053 00:30:58,030 --> 00:30:59,370 Right. Also not afraid to doorknock. 1054 00:31:01,560 --> 00:31:02,459 That's awesome. 1055 00:31:02,460 --> 00:31:03,539 Yeah. How often are you? 1056 00:31:03,540 --> 00:31:05,249 How often is your team doing that? 1057 00:31:05,250 --> 00:31:06,989 Well, obviously ours is a little bit 1058 00:31:06,990 --> 00:31:08,789 weather dependent on what's going 1059 00:31:08,790 --> 00:31:11,099 on, but we are doorknocking 1060 00:31:11,100 --> 00:31:12,569 based off what someone is looking 1061 00:31:12,570 --> 00:31:13,379 for. 1062 00:31:13,380 --> 00:31:14,699 And another thing that we're doing 1063 00:31:14,700 --> 00:31:16,289 is we're also doorknocking during 1064 00:31:16,290 --> 00:31:17,290 the inspection. 1065 00:31:18,320 --> 00:31:20,299 Because we want people to know their 1066 00:31:20,300 --> 00:31:21,859 neighbors if we can, during the 1067 00:31:21,860 --> 00:31:23,569 inspection and if they answer. 1068 00:31:23,570 --> 00:31:24,829 And we also want to know what the 1069 00:31:24,830 --> 00:31:26,389 neighbors are going to say before 1070 00:31:26,390 --> 00:31:28,199 the day of closing. 1071 00:31:28,200 --> 00:31:29,249 Right. 1072 00:31:29,250 --> 00:31:30,509 That's interesting. 1073 00:31:30,510 --> 00:31:32,099 Which is an important thing to do, 1074 00:31:32,100 --> 00:31:33,119 because the minute you meet, your 1075 00:31:33,120 --> 00:31:35,459 neighbors are like, oh my gosh. 1076 00:31:35,460 --> 00:31:37,469 Do you know what happened down 1077 00:31:37,470 --> 00:31:39,479 the street or in this home 1078 00:31:39,480 --> 00:31:40,679 or whatever? 1079 00:31:40,680 --> 00:31:41,609 One of them. 1080 00:31:41,610 --> 00:31:42,929 The reason why we started this is 1081 00:31:42,930 --> 00:31:45,179 because one of our buyers 1082 00:31:45,180 --> 00:31:46,769 bought a house. 1083 00:31:46,770 --> 00:31:48,029 They were moving in, and the 1084 00:31:48,030 --> 00:31:49,949 neighbor said, oh my gosh, I'm 1085 00:31:49,950 --> 00:31:51,449 so surprised this house sold so 1086 00:31:51,450 --> 00:31:52,529 quickly. 1087 00:31:52,530 --> 00:31:53,819 And the buyers are like, why we love 1088 00:31:53,820 --> 00:31:54,869 this house. And they said, well, 1089 00:31:54,870 --> 00:31:56,939 these front steps are very 1090 00:31:56,940 --> 00:31:58,799 slippery, and so many 1091 00:31:58,800 --> 00:32:00,389 people have fallen down these front 1092 00:32:00,390 --> 00:32:02,009 steps and gotten hurt that we're 1093 00:32:02,010 --> 00:32:02,909 visiting. 1094 00:32:02,910 --> 00:32:04,289 The owners have fallen down them. 1095 00:32:04,290 --> 00:32:05,640 They get so slippery. 1096 00:32:06,710 --> 00:32:08,839 Wow. Never disclosed. 1097 00:32:08,840 --> 00:32:09,840 Wow. 1098 00:32:10,580 --> 00:32:12,229 So had we known that during the 1099 00:32:12,230 --> 00:32:13,909 inspection timeline we could have 1100 00:32:13,910 --> 00:32:15,079 addressed it. 1101 00:32:15,080 --> 00:32:16,939 We we came up with a great solution 1102 00:32:16,940 --> 00:32:19,279 that worked out well for everybody. 1103 00:32:19,280 --> 00:32:20,569 Because we always want things to be 1104 00:32:20,570 --> 00:32:21,889 a win win. 1105 00:32:21,890 --> 00:32:23,239 But if we had known that up front, 1106 00:32:23,240 --> 00:32:24,319 we could have done things a little 1107 00:32:24,320 --> 00:32:25,699 bit different. 1108 00:32:25,700 --> 00:32:26,929 That's amazing. 1109 00:32:26,930 --> 00:32:28,039 Yeah, I hear that. 1110 00:32:28,040 --> 00:32:29,209 I think I think having those 1111 00:32:29,210 --> 00:32:31,039 conversations and talking 1112 00:32:31,040 --> 00:32:32,239 to people. Right. 1113 00:32:32,240 --> 00:32:34,999 It does kind of double ended or, 1114 00:32:35,000 --> 00:32:36,229 double goal. 1115 00:32:36,230 --> 00:32:38,059 What do you as you look forward 1116 00:32:38,060 --> 00:32:39,079 into 2024? 1117 00:32:39,080 --> 00:32:41,420 We're here end of January. 1118 00:32:42,470 --> 00:32:43,699 What do you see? 1119 00:32:43,700 --> 00:32:45,199 What are you doing differently, 1120 00:32:45,200 --> 00:32:47,329 coaching your team or even coaching 1121 00:32:47,330 --> 00:32:49,309 agents that you coach? 1122 00:32:50,570 --> 00:32:52,399 About what it's going 1123 00:32:52,400 --> 00:32:54,169 to take to win in this market. 1124 00:32:54,170 --> 00:32:56,029 What what are you doing to sort of 1125 00:32:56,030 --> 00:32:57,030 guide people forward there. 1126 00:32:58,100 --> 00:32:59,389 The first thing it's going to take 1127 00:32:59,390 --> 00:33:00,649 as a coach. 1128 00:33:00,650 --> 00:33:02,089 And I think some people listening to 1129 00:33:02,090 --> 00:33:03,649 this don't have a coach. 1130 00:33:03,650 --> 00:33:05,119 Yeah, I didn't start off having a 1131 00:33:05,120 --> 00:33:05,929 coach. 1132 00:33:05,930 --> 00:33:07,699 I've obviously been coached by Tom 1133 00:33:07,700 --> 00:33:09,979 Perry for over a decade. 1134 00:33:09,980 --> 00:33:11,149 I wouldn't go anywhere else. 1135 00:33:11,150 --> 00:33:12,349 There's obviously a lot of great 1136 00:33:12,350 --> 00:33:14,539 coaches out there and different 1137 00:33:14,540 --> 00:33:16,249 coaches meet people, you know where 1138 00:33:16,250 --> 00:33:18,229 they're at. But before that, I had 1139 00:33:18,230 --> 00:33:19,849 a peer accountability group. 1140 00:33:19,850 --> 00:33:21,589 I had masterminds that I was in 1141 00:33:21,590 --> 00:33:22,819 before it was a thing. 1142 00:33:22,820 --> 00:33:24,049 So I would say someone that's going 1143 00:33:24,050 --> 00:33:25,609 to keep you accountable to your 1144 00:33:25,610 --> 00:33:27,739 goals. It isn't selling. 1145 00:33:27,740 --> 00:33:28,969 A lot of people are like, well, I 1146 00:33:28,970 --> 00:33:30,289 don't want to have a team. 1147 00:33:30,290 --> 00:33:31,759 Great. You don't have to. 1148 00:33:31,760 --> 00:33:33,649 But even by being a solo agent, 1149 00:33:33,650 --> 00:33:35,059 you're still a team. 1150 00:33:35,060 --> 00:33:36,499 You're still surrounded by your 1151 00:33:36,500 --> 00:33:38,329 vendors or you're right by your 1152 00:33:38,330 --> 00:33:40,069 people. So you still have a team of 1153 00:33:40,070 --> 00:33:41,899 some sort. It's just, do you want 1154 00:33:41,900 --> 00:33:43,729 to have other agents that you work 1155 00:33:43,730 --> 00:33:45,199 alongside with? 1156 00:33:45,200 --> 00:33:47,059 So I think that being said. 1157 00:33:48,230 --> 00:33:50,089 I think that the way that 1158 00:33:50,090 --> 00:33:51,919 I'm coaching them, it's 1159 00:33:51,920 --> 00:33:53,299 somebody that's going to hold you 1160 00:33:53,300 --> 00:33:55,339 accountable of some sort, whatever 1161 00:33:55,340 --> 00:33:56,179 that looks like. 1162 00:33:56,180 --> 00:33:58,309 My number one is get a coach. 1163 00:33:58,310 --> 00:34:00,259 Number two, I would say figure out 1164 00:34:00,260 --> 00:34:01,849 what your goals are and actually do 1165 00:34:01,850 --> 00:34:03,379 a business plan. 1166 00:34:03,380 --> 00:34:04,939 So many people don't do a business 1167 00:34:04,940 --> 00:34:06,169 plan. And this is an actual 1168 00:34:06,170 --> 00:34:07,279 business. 1169 00:34:07,280 --> 00:34:09,259 So doing a business plan and 1170 00:34:09,260 --> 00:34:11,329 then what we're doing to help people 1171 00:34:11,330 --> 00:34:13,488 win as we're breaking it down by 1172 00:34:13,489 --> 00:34:15,138 what do they want to do over 12 1173 00:34:15,139 --> 00:34:15,948 months. 1174 00:34:15,949 --> 00:34:17,388 And then how do we build in the 1175 00:34:17,389 --> 00:34:18,678 seasonality around that. 1176 00:34:18,679 --> 00:34:20,388 And then how do we break it down 1177 00:34:20,389 --> 00:34:22,279 into 12 weeks? 1178 00:34:22,280 --> 00:34:24,138 And then from there, how do we break 1179 00:34:24,139 --> 00:34:25,579 it down into what they want to do 1180 00:34:25,580 --> 00:34:27,198 every single day? 1181 00:34:27,199 --> 00:34:28,939 For most people, it's getting to 1182 00:34:28,940 --> 00:34:30,829 make ten contacts a day is 1183 00:34:30,830 --> 00:34:32,689 pretty much the standard rule of 1184 00:34:32,690 --> 00:34:33,529 thumb. 1185 00:34:33,530 --> 00:34:34,488 So that does that. 1186 00:34:34,489 --> 00:34:35,629 Let me ask you some of is that ten 1187 00:34:35,630 --> 00:34:36,499 phone calls. 1188 00:34:36,500 --> 00:34:37,760 How would you define the ten? 1189 00:34:38,810 --> 00:34:40,849 Oh well I define 1190 00:34:40,850 --> 00:34:43,039 it is ten phone calls 1191 00:34:43,040 --> 00:34:45,259 with okay, ten double sided 1192 00:34:45,260 --> 00:34:47,269 communication about real estate. 1193 00:34:47,270 --> 00:34:48,499 Okay. 1194 00:34:48,500 --> 00:34:50,509 Now sometimes it's a text because, 1195 00:34:50,510 --> 00:34:51,979 you know, obviously some people want 1196 00:34:51,980 --> 00:34:53,329 a text, but it's two way 1197 00:34:53,330 --> 00:34:55,158 conversation about real 1198 00:34:55,159 --> 00:34:56,079 estate. 1199 00:34:56,080 --> 00:34:58,099 I have left ten voicemails. 1200 00:34:58,100 --> 00:34:59,929 It's not I left ten voicemails. 1201 00:34:59,930 --> 00:35:02,209 It's not I send ten text messages, 1202 00:35:02,210 --> 00:35:04,429 but nobody's sent out anything. 1203 00:35:04,430 --> 00:35:06,049 And it's been specific about the 1204 00:35:06,050 --> 00:35:08,029 message. And our messaging this 1205 00:35:08,030 --> 00:35:09,439 year is if you're going to talk 1206 00:35:09,440 --> 00:35:10,909 about real estate, talk about real 1207 00:35:10,910 --> 00:35:12,259 estate, and if you're going to talk 1208 00:35:12,260 --> 00:35:13,699 about something personal, talk about 1209 00:35:13,700 --> 00:35:15,229 something personal. 1210 00:35:15,230 --> 00:35:16,579 Because what you don't want to do, 1211 00:35:16,580 --> 00:35:18,409 in my opinion, is kind of bait and 1212 00:35:18,410 --> 00:35:20,299 switch. People where you call 1213 00:35:20,300 --> 00:35:22,189 them, they think you're being, you 1214 00:35:22,190 --> 00:35:22,969 know, friendly, and then you're 1215 00:35:22,970 --> 00:35:24,589 like, oh, by the way, you know? 1216 00:35:24,590 --> 00:35:25,909 And then they're like, oh, this is a 1217 00:35:25,910 --> 00:35:26,929 sales call. 1218 00:35:26,930 --> 00:35:29,419 Oh, I didn't quite realize that. 1219 00:35:29,420 --> 00:35:31,399 So I think it's just really getting 1220 00:35:31,400 --> 00:35:32,689 to the point of like what the 1221 00:35:32,690 --> 00:35:34,519 purpose is for the call 1222 00:35:34,520 --> 00:35:36,139 and being really intentional about 1223 00:35:36,140 --> 00:35:38,119 it and mixing it up, like not having 1224 00:35:38,120 --> 00:35:40,219 every time be a business call. 1225 00:35:40,220 --> 00:35:41,629 But I think this year it's really 1226 00:35:41,630 --> 00:35:42,409 being intentional. 1227 00:35:42,410 --> 00:35:44,809 Like for our vendors this year, 1228 00:35:44,810 --> 00:35:46,819 we are getting ready to have 1229 00:35:46,820 --> 00:35:48,199 a vendor luncheon to thank our 1230 00:35:48,200 --> 00:35:50,089 vendors for standing by 1231 00:35:50,090 --> 00:35:51,349 us and taking great care of our 1232 00:35:51,350 --> 00:35:53,089 clients as well. 1233 00:35:53,090 --> 00:35:55,129 And we're also going to ask them 1234 00:35:55,130 --> 00:35:56,809 how we can support them and their 1235 00:35:56,810 --> 00:35:58,249 business. This year. 1236 00:35:58,250 --> 00:36:00,379 We're going to write that down. 1237 00:36:00,380 --> 00:36:01,249 Beginning of next year. 1238 00:36:01,250 --> 00:36:02,479 We're going to say, this is what you 1239 00:36:02,480 --> 00:36:03,589 asked us to do. 1240 00:36:03,590 --> 00:36:04,699 This is how we showed up. 1241 00:36:04,700 --> 00:36:06,649 So we have accountability for that. 1242 00:36:06,650 --> 00:36:08,599 And then we're going to ask them 1243 00:36:08,600 --> 00:36:10,529 to provide us with 1 or 1244 00:36:10,530 --> 00:36:13,129 2 referrals for the year. 1245 00:36:13,130 --> 00:36:14,539 We're not asking for all their 1246 00:36:14,540 --> 00:36:15,829 business. We're not saying it's an 1247 00:36:15,830 --> 00:36:17,389 all or nothing thing, because we 1248 00:36:17,390 --> 00:36:19,249 want other agents in our market to 1249 00:36:19,250 --> 00:36:21,169 win as well, and we want to have the 1250 00:36:21,170 --> 00:36:22,669 abundance mindset. 1251 00:36:22,670 --> 00:36:23,929 So we're like, we know you work with 1252 00:36:23,930 --> 00:36:26,359 other great realtors refer them to, 1253 00:36:26,360 --> 00:36:27,999 but if we could count on you for 1 1254 00:36:28,000 --> 00:36:29,570 to 2 referrals for the year, 1255 00:36:30,680 --> 00:36:31,519 that would be great. 1256 00:36:31,520 --> 00:36:33,379 And that alone is a strategy that 1257 00:36:33,380 --> 00:36:35,089 will help agents when across the 1258 00:36:35,090 --> 00:36:37,639 country is just like saying, 1259 00:36:37,640 --> 00:36:39,469 I work with this great vendor, you 1260 00:36:39,470 --> 00:36:40,879 know, my home inspector. 1261 00:36:40,880 --> 00:36:42,649 Hey, can you just be top of mind if 1262 00:36:42,650 --> 00:36:44,389 you come across anybody, could you 1263 00:36:44,390 --> 00:36:46,579 give them my name and number? 1264 00:36:46,580 --> 00:36:48,439 And when you do that, or can you 1265 00:36:48,440 --> 00:36:50,329 ask them if I can contact them? 1266 00:36:50,330 --> 00:36:52,429 If you come across anybody, 1267 00:36:52,430 --> 00:36:54,949 just it's just staying top of mind. 1268 00:36:54,950 --> 00:36:56,839 And it's really like 1269 00:36:56,840 --> 00:36:58,729 being clear on I 1270 00:36:58,730 --> 00:37:01,189 want to sell to 12 families. 1271 00:37:01,190 --> 00:37:02,839 What are my lead pillars that I'm 1272 00:37:02,840 --> 00:37:04,279 going to do? And how am I going to 1273 00:37:04,280 --> 00:37:06,679 go deep on those lead pillars. 1274 00:37:06,680 --> 00:37:08,539 So it's not having 47 1275 00:37:08,540 --> 00:37:10,459 lead pillars. It's really having, 1276 00:37:10,460 --> 00:37:12,499 in my opinion, 4 to 6 1277 00:37:12,500 --> 00:37:14,359 and going really deep into 1278 00:37:14,360 --> 00:37:15,769 those to make sure you're really 1279 00:37:15,770 --> 00:37:17,599 maximizing everything. 1280 00:37:17,600 --> 00:37:19,459 And I would also say 1281 00:37:19,460 --> 00:37:21,469 not buying the shiny stuff. 1282 00:37:22,480 --> 00:37:24,399 Like we're all guilty of it. 1283 00:37:24,400 --> 00:37:25,689 You think a couple people did that 1284 00:37:25,690 --> 00:37:27,249 in the last couple of years? 1285 00:37:27,250 --> 00:37:28,570 I mean, I did. 1286 00:37:31,150 --> 00:37:32,649 You know, it's like, really when you 1287 00:37:32,650 --> 00:37:34,179 go to conferences or when you hear 1288 00:37:34,180 --> 00:37:35,409 things or when you're like, oh my 1289 00:37:35,410 --> 00:37:36,909 gosh, this person using this and 1290 00:37:36,910 --> 00:37:39,489 that, not having FOMO. 1291 00:37:39,490 --> 00:37:41,409 Yeah. Oh my gosh, I need to be doing 1292 00:37:41,410 --> 00:37:42,369 that as well. 1293 00:37:42,370 --> 00:37:44,529 It's like keeping your expenses 1294 00:37:44,530 --> 00:37:45,309 low. 1295 00:37:45,310 --> 00:37:47,289 Staying true, actually looking at 1296 00:37:47,290 --> 00:37:49,119 them and making sure that 1297 00:37:49,120 --> 00:37:50,649 you're setting money aside for your 1298 00:37:50,650 --> 00:37:51,929 taxes. 1299 00:37:51,930 --> 00:37:52,959 You're right. That's where people 1300 00:37:52,960 --> 00:37:54,729 get hung up on the most is, you 1301 00:37:54,730 --> 00:37:56,769 know, the tax bill. 1302 00:37:56,770 --> 00:37:58,029 Right? 1303 00:37:58,030 --> 00:37:59,409 Yeah. No, I hear you. 1304 00:37:59,410 --> 00:38:01,059 It's practical things. 1305 00:38:01,060 --> 00:38:02,079 How many? 1306 00:38:02,080 --> 00:38:03,459 You know, when you talk about 1307 00:38:03,460 --> 00:38:05,979 talking to your appraiser 1308 00:38:05,980 --> 00:38:07,869 and lender and title rep, 1309 00:38:07,870 --> 00:38:09,549 whoever it is, and saying, hey, 1 to 1310 00:38:09,550 --> 00:38:10,599 2 deals. 1311 00:38:10,600 --> 00:38:11,709 How many agents do you think are 1312 00:38:11,710 --> 00:38:12,579 doing that? 1313 00:38:12,580 --> 00:38:13,749 Because I think there's a lot that 1314 00:38:13,750 --> 00:38:14,949 are like, have the conversation. 1315 00:38:14,950 --> 00:38:16,059 Like, if I'm going to refer you 1316 00:38:16,060 --> 00:38:17,439 deals, you got to refer me deals, 1317 00:38:17,440 --> 00:38:18,249 you know what I mean? It's almost 1318 00:38:18,250 --> 00:38:20,469 like a you have the adversarial 1319 00:38:20,470 --> 00:38:22,179 type, but going and going, hey love 1320 00:38:22,180 --> 00:38:23,619 for you to to keep a stop mind. 1321 00:38:23,620 --> 00:38:24,639 I would think that'd be more 1322 00:38:24,640 --> 00:38:27,069 responsive than what most do. 1323 00:38:27,070 --> 00:38:28,989 Right. And I think a lot of agents 1324 00:38:28,990 --> 00:38:30,849 are like, it's either all or 1325 00:38:30,850 --> 00:38:31,989 nothing, right? 1326 00:38:31,990 --> 00:38:33,459 You either give me all your business 1327 00:38:33,460 --> 00:38:34,599 or I'm not using you. 1328 00:38:34,600 --> 00:38:36,099 And we're like, no, we're not 1329 00:38:36,100 --> 00:38:37,759 looking at that. We're looking for 1 1330 00:38:37,760 --> 00:38:39,669 to 2 for the entire year. 1331 00:38:39,670 --> 00:38:41,229 Give some to other people. 1332 00:38:41,230 --> 00:38:42,939 Love all of your relationships 1333 00:38:42,940 --> 00:38:44,229 because we know you're not your 1334 00:38:44,230 --> 00:38:46,179 we're only relationship that you 1335 00:38:46,180 --> 00:38:48,219 have. We respect that. 1336 00:38:48,220 --> 00:38:49,959 You know. But it's like if you think 1337 00:38:49,960 --> 00:38:51,519 of somebody and we're a great match 1338 00:38:51,520 --> 00:38:53,439 for you, how do we stay 1339 00:38:53,440 --> 00:38:54,489 top of mind for you? 1340 00:38:55,700 --> 00:38:56,539 You know. What do we do? 1341 00:38:56,540 --> 00:38:57,319 What does that look like? 1342 00:38:57,320 --> 00:38:58,369 But first we're asking. 1343 00:38:58,370 --> 00:38:59,809 Then how do we show up? 1344 00:38:59,810 --> 00:39:01,159 Well, for you. 1345 00:39:01,160 --> 00:39:02,599 What do we need to do? 1346 00:39:02,600 --> 00:39:03,109 Right? 1347 00:39:03,110 --> 00:39:04,609 I heard them wanting from us. 1348 00:39:04,610 --> 00:39:06,529 How can we help your business? 1349 00:39:06,530 --> 00:39:07,609 Yeah. It comes through loud and 1350 00:39:07,610 --> 00:39:09,049 clear. You know what I mean? 1351 00:39:09,050 --> 00:39:10,249 First of all, taking the time to say 1352 00:39:10,250 --> 00:39:11,839 we appreciate you, right? 1353 00:39:11,840 --> 00:39:13,429 And doing a launch and and doing 1354 00:39:13,430 --> 00:39:14,430 that. 1355 00:39:14,870 --> 00:39:16,879 This I, I thoroughly enjoy 1356 00:39:16,880 --> 00:39:18,079 this conversation. I appreciate you 1357 00:39:18,080 --> 00:39:20,029 sharing just what you're doing. 1358 00:39:20,030 --> 00:39:21,889 So I want to put you sort of 1359 00:39:21,890 --> 00:39:22,879 on the spot. 1360 00:39:22,880 --> 00:39:24,679 Okay, okay. 1361 00:39:24,680 --> 00:39:25,579 So for people who are listening, 1362 00:39:25,580 --> 00:39:27,319 we'll kind of kind of wrap up maybe 1363 00:39:27,320 --> 00:39:28,579 in this area. 1364 00:39:28,580 --> 00:39:30,409 What is the somebody going to make 1365 00:39:30,410 --> 00:39:32,389 their ten contacts? 1366 00:39:32,390 --> 00:39:33,919 They get somebody on the phone or 1367 00:39:33,920 --> 00:39:35,359 they have an interaction. 1368 00:39:35,360 --> 00:39:36,499 What are they saying? 1369 00:39:36,500 --> 00:39:37,860 How are you coaching that person, 1370 00:39:37,861 --> 00:39:38,659 Treasure? 1371 00:39:38,660 --> 00:39:40,219 On connecting. 1372 00:39:40,220 --> 00:39:42,259 I love the don't bait and switch 1373 00:39:42,260 --> 00:39:43,549 like, hey what's up? Oh, by the way, 1374 00:39:43,550 --> 00:39:45,319 let's have this conversation. 1375 00:39:45,320 --> 00:39:46,320 What are they saying? 1376 00:39:47,480 --> 00:39:49,699 I think it depends on who 1377 00:39:49,700 --> 00:39:51,559 they're like. What lead source are 1378 00:39:51,560 --> 00:39:52,560 calling from? 1379 00:39:53,380 --> 00:39:55,489 So it kind of starts there. 1380 00:39:55,490 --> 00:39:56,859 We and we build that out. 1381 00:39:56,860 --> 00:39:58,959 So I would say if it's a past 1382 00:39:58,960 --> 00:40:00,819 client then 1383 00:40:00,820 --> 00:40:02,289 I would lean in and say. 1384 00:40:03,350 --> 00:40:05,209 You know, your equity 1385 00:40:05,210 --> 00:40:07,039 has gone from this to this this 1386 00:40:07,040 --> 00:40:08,449 year, or I would even start off a 1387 00:40:08,450 --> 00:40:09,739 little bit backward from that and 1388 00:40:09,740 --> 00:40:11,199 say. 1389 00:40:11,200 --> 00:40:13,209 Can I do an annual equity review 1390 00:40:13,210 --> 00:40:15,629 for you? Can I show you what equity 1391 00:40:15,630 --> 00:40:17,409 you have in the home so that you can 1392 00:40:17,410 --> 00:40:19,239 explore options for you 1393 00:40:19,240 --> 00:40:20,619 that would really work for you? 1394 00:40:21,850 --> 00:40:23,109 I'd start off there. 1395 00:40:23,110 --> 00:40:24,639 They would say yes, because one 1396 00:40:24,640 --> 00:40:25,959 thing that two things that people 1397 00:40:25,960 --> 00:40:27,849 always want to know is what their 1398 00:40:27,850 --> 00:40:29,679 home sold for and what's going 1399 00:40:29,680 --> 00:40:30,680 on with their neighbors. 1400 00:40:31,490 --> 00:40:32,609 Yeah, totally. 1401 00:40:32,610 --> 00:40:33,679 Are they doing. What are they 1402 00:40:33,680 --> 00:40:34,549 selling for? 1403 00:40:34,550 --> 00:40:36,409 What's going on with them? 1404 00:40:36,410 --> 00:40:38,179 And so any time you can lean into 1405 00:40:38,180 --> 00:40:40,159 those opportunities, it's really 1406 00:40:40,160 --> 00:40:42,739 great. So I would say 1407 00:40:42,740 --> 00:40:44,719 I would lean in to can 1408 00:40:44,720 --> 00:40:46,429 I do this equity review for you? 1409 00:40:46,430 --> 00:40:47,929 Can I swing by? 1410 00:40:47,930 --> 00:40:49,429 Can we meet for a cup of coffee, 1411 00:40:49,430 --> 00:40:50,269 whatever that looks like. 1412 00:40:50,270 --> 00:40:51,349 Can we talk about this? 1413 00:40:51,350 --> 00:40:52,669 Can I get face to face with you? 1414 00:40:52,670 --> 00:40:54,619 Because realtors are great face 1415 00:40:54,620 --> 00:40:56,299 to face. That is really where we 1416 00:40:56,300 --> 00:40:58,129 win. Not over the phone. 1417 00:40:58,130 --> 00:40:59,809 Nobody really likes that. 1418 00:40:59,810 --> 00:41:01,279 But we win face to face. 1419 00:41:01,280 --> 00:41:03,199 So I get back in front of them 1420 00:41:03,200 --> 00:41:04,909 and I would lean in with, you know, 1421 00:41:04,910 --> 00:41:06,289 here's your equity. 1422 00:41:06,290 --> 00:41:08,119 Do you have any thoughts of making 1423 00:41:08,120 --> 00:41:11,179 a move in 2024 or 2025? 1424 00:41:11,180 --> 00:41:12,739 When do you see this number? 1425 00:41:12,740 --> 00:41:14,569 Well, no, I don't have thoughts of 1426 00:41:14,570 --> 00:41:16,369 that because, you know, my home is 1427 00:41:16,370 --> 00:41:18,289 worth X and I really want, 1428 00:41:18,290 --> 00:41:20,149 you know, 700 for my 1429 00:41:20,150 --> 00:41:22,099 home. And I think your home is worth 1430 00:41:22,100 --> 00:41:22,999 550. 1431 00:41:23,000 --> 00:41:24,649 Yeah. I love that. 1432 00:41:24,650 --> 00:41:26,239 I'm going to put you into my off 1433 00:41:26,240 --> 00:41:28,069 market database, and I'm going 1434 00:41:28,070 --> 00:41:29,749 to put a tickler on there. 1435 00:41:29,750 --> 00:41:31,729 And I'm going to keep watching every 1436 00:41:31,730 --> 00:41:32,899 six months. 1437 00:41:32,900 --> 00:41:35,059 Or when somebody comes along 1438 00:41:35,060 --> 00:41:36,499 that says, I'm looking for this home 1439 00:41:36,500 --> 00:41:38,419 and this specific area, I now 1440 00:41:38,420 --> 00:41:39,469 have something in the back of my 1441 00:41:39,470 --> 00:41:41,449 pocket, and I will tell you, this 1442 00:41:41,450 --> 00:41:43,459 is how we won during Covid, 1443 00:41:43,460 --> 00:41:44,869 because I had this spreadsheet and 1444 00:41:44,870 --> 00:41:45,859 I'm like, oh, wait, you're looking 1445 00:41:45,860 --> 00:41:46,819 for this? 1446 00:41:46,820 --> 00:41:47,719 I sold that. 1447 00:41:47,720 --> 00:41:49,069 Let me see if they've had any 1448 00:41:49,070 --> 00:41:50,239 interest in selling their home at 1449 00:41:50,240 --> 00:41:52,129 all. Let me get a one time showing. 1450 00:41:52,130 --> 00:41:54,139 Let's get you into the house. 1451 00:41:54,140 --> 00:41:55,999 So I really think that's how we're 1452 00:41:56,000 --> 00:41:57,829 winning with past clients. 1453 00:41:57,830 --> 00:41:59,659 We also did the 100 K and 100 1454 00:41:59,660 --> 00:42:00,529 K. Excuse me. 1455 00:42:00,530 --> 00:42:03,079 Right, 100K in a 100 day challenge. 1456 00:42:03,080 --> 00:42:05,239 That really brought 1457 00:42:05,240 --> 00:42:07,369 a lot of things to light. 1458 00:42:07,370 --> 00:42:08,839 And then letting people know like, 1459 00:42:08,840 --> 00:42:10,349 okay, they want 700. 1460 00:42:10,350 --> 00:42:12,529 You think the home is worth 550? 1461 00:42:12,530 --> 00:42:14,419 Great. Is it okay if I touch base 1462 00:42:14,420 --> 00:42:16,219 with you in a couple of months and 1463 00:42:16,220 --> 00:42:17,839 we just check the value, people are 1464 00:42:17,840 --> 00:42:19,039 going to say yes. 1465 00:42:19,040 --> 00:42:20,329 Another great way to lead in with 1466 00:42:20,330 --> 00:42:21,679 people if they get on the phone. 1467 00:42:21,680 --> 00:42:24,529 That's a simple way is saying, 1468 00:42:24,530 --> 00:42:25,729 do you have any home improvement 1469 00:42:25,730 --> 00:42:28,579 projects you're planning for 2024? 1470 00:42:28,580 --> 00:42:30,109 Great. Well, I have an amazing 1471 00:42:30,110 --> 00:42:31,339 vendor list. 1472 00:42:31,340 --> 00:42:33,079 Can I send those to you for some 1473 00:42:33,080 --> 00:42:34,489 spring maintenance items that are 1474 00:42:34,490 --> 00:42:35,749 coming up? 1475 00:42:35,750 --> 00:42:37,639 Another great thing is how many 1476 00:42:37,640 --> 00:42:39,019 people actually bought their home. 1477 00:42:39,020 --> 00:42:40,459 Have done a home inspection in the 1478 00:42:40,460 --> 00:42:41,460 last three years? 1479 00:42:42,940 --> 00:42:44,439 I have it. 1480 00:42:44,440 --> 00:42:45,549 Do a home inspection. 1481 00:42:45,550 --> 00:42:46,719 Let's make sure that we're getting 1482 00:42:46,720 --> 00:42:48,849 ahead of any items that could be 1483 00:42:48,850 --> 00:42:50,289 potentially causing issues for 1484 00:42:50,290 --> 00:42:51,729 people. 1485 00:42:51,730 --> 00:42:52,839 Can I lead you into a home, 1486 00:42:52,840 --> 00:42:54,399 Inspector? Can I lead you into an 1487 00:42:54,400 --> 00:42:55,329 Hvac person? 1488 00:42:55,330 --> 00:42:57,189 Can I lead you into someone 1489 00:42:57,190 --> 00:42:59,139 that can put on a back deck for you 1490 00:42:59,140 --> 00:43:00,459 that you've been thinking about? 1491 00:43:00,460 --> 00:43:02,469 How can I be your trusted source 1492 00:43:02,470 --> 00:43:04,419 person moving forward? 1493 00:43:05,630 --> 00:43:07,519 That's an easy way to have a real 1494 00:43:07,520 --> 00:43:09,289 estate conversation about what 1495 00:43:09,290 --> 00:43:10,249 they're planning to do with their 1496 00:43:10,250 --> 00:43:12,859 home. That's genuine and authentic 1497 00:43:12,860 --> 00:43:13,909 and coming from a place of 1498 00:43:13,910 --> 00:43:15,019 contribution. 1499 00:43:15,020 --> 00:43:16,459 Yeah, and I appreciate you sharing 1500 00:43:16,460 --> 00:43:18,319 that. And, you know, the 1501 00:43:18,320 --> 00:43:20,449 ideas that you rattled off me 1502 00:43:20,450 --> 00:43:21,799 when you started with the equity 1503 00:43:21,800 --> 00:43:22,729 conversation. Right. 1504 00:43:22,730 --> 00:43:24,709 That's an easy opener question 1505 00:43:24,710 --> 00:43:26,599 to have. Are you using that on text 1506 00:43:26,600 --> 00:43:27,739 too? 1507 00:43:27,740 --> 00:43:28,639 Absolutely. 1508 00:43:28,640 --> 00:43:29,419 Yeah. Yeah. 1509 00:43:29,420 --> 00:43:31,939 So I've seen that, you know, 1510 00:43:31,940 --> 00:43:33,079 certainly has been a campaign that a 1511 00:43:33,080 --> 00:43:36,169 lot of folks have, have used, 1512 00:43:36,170 --> 00:43:38,389 in, in getting that connection 1513 00:43:38,390 --> 00:43:39,769 and saying, okay, what I thought of 1514 00:43:39,770 --> 00:43:40,789 any projects or what are you going 1515 00:43:40,790 --> 00:43:42,019 to do with that? 1516 00:43:42,020 --> 00:43:43,969 So I appreciate you sharing that. 1517 00:43:43,970 --> 00:43:46,099 What about, any others 1518 00:43:46,100 --> 00:43:47,569 top of mind for you as people are 1519 00:43:47,570 --> 00:43:48,289 reaching out? 1520 00:43:48,290 --> 00:43:50,329 You know, one thing that I always 1521 00:43:50,330 --> 00:43:51,769 did that was easy is because I think 1522 00:43:51,770 --> 00:43:52,939 getting on the phone and thinking 1523 00:43:52,940 --> 00:43:54,419 about what to say is hard. 1524 00:43:54,420 --> 00:43:56,539 Yeah. And especially myself. 1525 00:43:56,540 --> 00:43:58,369 So one thing that I would do is I 1526 00:43:58,370 --> 00:43:59,719 would get together a couple of 1527 00:43:59,720 --> 00:44:01,639 trusted vendors and I would 1528 00:44:01,640 --> 00:44:03,709 say, you know, can we host a happy 1529 00:44:03,710 --> 00:44:04,729 hour? 1530 00:44:04,730 --> 00:44:06,649 Can we host something simple that we 1531 00:44:06,650 --> 00:44:08,089 only pay if people show up? 1532 00:44:08,090 --> 00:44:10,369 I'm really big on paying for 1533 00:44:10,370 --> 00:44:12,229 who comes to play, not paying. 1534 00:44:12,230 --> 00:44:13,899 And then nobody shows up, right? 1535 00:44:13,900 --> 00:44:14,869 Right. 1536 00:44:14,870 --> 00:44:16,999 So putting together a small happy 1537 00:44:17,000 --> 00:44:18,889 hour, putting together some sort 1538 00:44:18,890 --> 00:44:20,749 of information like is your 1539 00:44:20,750 --> 00:44:22,489 demographic of who you work with. 1540 00:44:22,490 --> 00:44:24,589 Are they older people that 1541 00:44:24,590 --> 00:44:26,569 really need to be focused on estate 1542 00:44:26,570 --> 00:44:27,679 planning in estates? 1543 00:44:27,680 --> 00:44:29,239 You know, all of that. 1544 00:44:29,240 --> 00:44:30,889 So can I bring someone in that 1545 00:44:30,890 --> 00:44:32,359 focuses on making sure that 1546 00:44:32,360 --> 00:44:34,219 everything is set up for, you know, 1547 00:44:34,220 --> 00:44:35,479 making sure their wills are in 1548 00:44:35,480 --> 00:44:36,889 place, making sure they have estate 1549 00:44:36,890 --> 00:44:38,809 planning. Can we do a little easy 1550 00:44:38,810 --> 00:44:41,029 happy hour or lunch around it? 1551 00:44:41,030 --> 00:44:43,099 And then that gives you an easy 1552 00:44:43,100 --> 00:44:43,879 way. 1553 00:44:43,880 --> 00:44:45,379 You know, you're splitting the cost. 1554 00:44:45,380 --> 00:44:46,789 You're only paying for people that 1555 00:44:46,790 --> 00:44:48,769 show up, which is great. 1556 00:44:48,770 --> 00:44:49,789 You're lending them a value. 1557 00:44:49,790 --> 00:44:51,019 You you're coming from a place of 1558 00:44:51,020 --> 00:44:52,369 contribution. 1559 00:44:52,370 --> 00:44:54,199 And then, that gives 1560 00:44:54,200 --> 00:44:55,729 you a reason to call because you're 1561 00:44:55,730 --> 00:44:57,729 inviting them to something. 1562 00:44:57,730 --> 00:44:59,539 Right. When you're inviting someone 1563 00:44:59,540 --> 00:45:00,589 to something, and then when you get 1564 00:45:00,590 --> 00:45:02,540 face to face, you give them. 1565 00:45:03,990 --> 00:45:06,089 Let's say two people show up. 1566 00:45:06,090 --> 00:45:08,399 Those are two solid people 1567 00:45:08,400 --> 00:45:10,499 that you need to follow up with. 1568 00:45:10,500 --> 00:45:12,539 Like you just got one on one time. 1569 00:45:12,540 --> 00:45:13,540 They showed up. 1570 00:45:15,540 --> 00:45:17,249 And and I will tell you, I've been 1571 00:45:17,250 --> 00:45:18,479 doing this for a long time. 1572 00:45:18,480 --> 00:45:20,489 And I did one that 1573 00:45:20,490 --> 00:45:22,949 literally one person showed up to. 1574 00:45:22,950 --> 00:45:24,869 And he was actually my, my carpet 1575 00:45:24,870 --> 00:45:26,129 cleaner. 1576 00:45:26,130 --> 00:45:28,409 Wow. When it happened, I was like, 1577 00:45:28,410 --> 00:45:31,019 oh my gosh, this is so embarrassing. 1578 00:45:31,020 --> 00:45:32,429 And I was like, embarrassing to who? 1579 00:45:32,430 --> 00:45:34,259 Nobody knows who showed 1580 00:45:34,260 --> 00:45:35,879 up and who didn't show up. 1581 00:45:35,880 --> 00:45:36,899 We were able to have a great 1582 00:45:36,900 --> 00:45:38,489 conversation with him. 1583 00:45:38,490 --> 00:45:39,659 The three of us were able to sit 1584 00:45:39,660 --> 00:45:40,949 around and brainstorm how we could 1585 00:45:40,950 --> 00:45:42,929 help each other's businesses, and 1586 00:45:42,930 --> 00:45:45,179 he became one of my best clients 1587 00:45:45,180 --> 00:45:46,799 who's bought and sold multiple homes 1588 00:45:46,800 --> 00:45:48,269 with us. That's great. 1589 00:45:48,270 --> 00:45:49,949 But at the time, it wasn't even. 1590 00:45:49,950 --> 00:45:51,899 I was just so mortified 1591 00:45:51,900 --> 00:45:53,909 that only one person showed up. 1592 00:45:53,910 --> 00:45:56,159 You know, fast forward now 1593 00:45:56,160 --> 00:45:57,899 we have events with 400 people at 1594 00:45:57,900 --> 00:45:59,129 them. But that's not where we 1595 00:45:59,130 --> 00:46:00,269 started, right? 1596 00:46:00,270 --> 00:46:00,869 Right. 1597 00:46:00,870 --> 00:46:02,369 We started off with one person 1598 00:46:02,370 --> 00:46:02,969 showing up. 1599 00:46:02,970 --> 00:46:04,799 Yeah. I appreciate you reminding 1600 00:46:04,800 --> 00:46:06,599 everybody of that because sometimes 1601 00:46:06,600 --> 00:46:08,489 it can be hard to look at 1602 00:46:08,490 --> 00:46:09,689 Treasure Davis and the Treasure 1603 00:46:09,690 --> 00:46:10,979 Davis team and think, gosh, I'll 1604 00:46:10,980 --> 00:46:12,029 never get there. 1605 00:46:12,030 --> 00:46:13,919 And you broke that down and told 1606 00:46:13,920 --> 00:46:16,289 that story very, very well. 1607 00:46:16,290 --> 00:46:18,059 In in the journey of that. 1608 00:46:19,620 --> 00:46:21,929 As we wrap up, any 1609 00:46:21,930 --> 00:46:23,909 sort of final thoughts that 1610 00:46:23,910 --> 00:46:25,829 you have for folks listening 1611 00:46:25,830 --> 00:46:26,699 that maybe you've been in the 1612 00:46:26,700 --> 00:46:27,479 business long time? 1613 00:46:27,480 --> 00:46:28,589 They're new in the business. 1614 00:46:28,590 --> 00:46:30,569 Anybody that's in real 1615 00:46:30,570 --> 00:46:32,519 estate that you would as a coach 1616 00:46:32,520 --> 00:46:33,449 just say, hey, here's my 1617 00:46:33,450 --> 00:46:34,529 encouragement to you as you go 1618 00:46:34,530 --> 00:46:35,530 throughout the year. 1619 00:46:36,180 --> 00:46:38,219 I would say that the encouragement 1620 00:46:38,220 --> 00:46:40,259 would be really surround 1621 00:46:40,260 --> 00:46:42,239 yourself with people that 1622 00:46:42,240 --> 00:46:43,240 want to see you win. 1623 00:46:44,460 --> 00:46:46,529 And shut out the noise. 1624 00:46:46,530 --> 00:46:48,059 There is so much noise. 1625 00:46:48,060 --> 00:46:49,919 There are so many people that 1626 00:46:49,920 --> 00:46:51,539 are, you know, that are posting 1627 00:46:51,540 --> 00:46:52,679 great content. 1628 00:46:52,680 --> 00:46:54,689 Yeah. But all that is, is content. 1629 00:46:54,690 --> 00:46:56,519 There's no meat behind what 1630 00:46:56,520 --> 00:46:57,929 they're actually posting. 1631 00:46:57,930 --> 00:46:59,489 And I think people see that and they 1632 00:46:59,490 --> 00:47:00,869 feel discouraged. 1633 00:47:00,870 --> 00:47:02,219 Yeah. When it's supposed to be meant 1634 00:47:02,220 --> 00:47:04,139 to lift them up and show them what's 1635 00:47:04,140 --> 00:47:05,669 possible. But sometimes you look at 1636 00:47:05,670 --> 00:47:06,839 that and you're like, oh my gosh, I 1637 00:47:06,840 --> 00:47:08,219 won't be this. 1638 00:47:08,220 --> 00:47:10,139 And I would say, don't ever compare 1639 00:47:10,140 --> 00:47:12,299 your chapter one to somebody 1640 00:47:12,300 --> 00:47:13,739 else's. Chapter 29. 1641 00:47:14,850 --> 00:47:16,439 You know, really look at where 1642 00:47:16,440 --> 00:47:18,389 you're at and what you're, 1643 00:47:18,390 --> 00:47:19,619 you know, what you're wanting to do. 1644 00:47:19,620 --> 00:47:21,509 And remember that you're only 1645 00:47:21,510 --> 00:47:23,159 competing against yourself. 1646 00:47:23,160 --> 00:47:24,899 It's you versus you. 1647 00:47:24,900 --> 00:47:27,149 And if you can work on being 1% 1648 00:47:27,150 --> 00:47:29,099 better every day and staying 1649 00:47:29,100 --> 00:47:31,109 true to your daily 1650 00:47:31,110 --> 00:47:32,549 disciplines and what you're looking 1651 00:47:32,550 --> 00:47:34,529 to do. So one thing that I have 1652 00:47:34,530 --> 00:47:36,179 my coaching clients do is set up 1653 00:47:36,180 --> 00:47:38,249 their own daily, weekly, 1654 00:47:38,250 --> 00:47:40,109 monthly plan, 1655 00:47:40,110 --> 00:47:41,819 and we literally take it every 1656 00:47:41,820 --> 00:47:42,869 single day. 1657 00:47:42,870 --> 00:47:44,069 You know, what are the 3 to 5 1658 00:47:44,070 --> 00:47:45,539 business things that you're going to 1659 00:47:45,540 --> 00:47:47,709 work on every single day? 1660 00:47:47,710 --> 00:47:49,149 And then when we look at that, we're 1661 00:47:49,150 --> 00:47:50,739 like, okay, how did that go? 1662 00:47:50,740 --> 00:47:51,969 How do you feel like you won? 1663 00:47:51,970 --> 00:47:52,989 How do you show up? How do you 1664 00:47:52,990 --> 00:47:54,759 reflect like? 1665 00:47:54,760 --> 00:47:56,199 And it starts with first having a 1666 00:47:56,200 --> 00:47:58,569 really strong morning routine. 1667 00:47:58,570 --> 00:48:00,489 But in my opinion that's kind 1668 00:48:00,490 --> 00:48:01,959 of played out. 1669 00:48:01,960 --> 00:48:03,879 In my opinion, it's really like how 1670 00:48:03,880 --> 00:48:05,469 do you have the strongest evening 1671 00:48:05,470 --> 00:48:07,509 routine to set yourself up 1672 00:48:07,510 --> 00:48:08,799 to win the next day? 1673 00:48:08,800 --> 00:48:09,699 Yeah. 1674 00:48:09,700 --> 00:48:11,859 And how do you set up your night 1675 00:48:11,860 --> 00:48:13,599 so that you're actually excited for 1676 00:48:13,600 --> 00:48:14,600 the next day? 1677 00:48:15,370 --> 00:48:16,689 And that's what I've been working on 1678 00:48:16,690 --> 00:48:18,549 for the last two years, is like, how 1679 00:48:18,550 --> 00:48:20,139 do I have such a strong evening 1680 00:48:20,140 --> 00:48:22,209 routine that I actually 1681 00:48:22,210 --> 00:48:23,649 am so excited to go to bed because I 1682 00:48:23,650 --> 00:48:25,209 can't wait for the next day? 1683 00:48:25,210 --> 00:48:27,639 That's great, because my day's easy. 1684 00:48:27,640 --> 00:48:29,529 My day's hard, you 1685 00:48:29,530 --> 00:48:30,339 know? 1686 00:48:30,340 --> 00:48:32,379 But it's like, how do you do that? 1687 00:48:32,380 --> 00:48:34,179 And that's really what we focus on 1688 00:48:34,180 --> 00:48:35,589 is like what? Your morning routine? 1689 00:48:35,590 --> 00:48:37,239 What your evening routine? 1690 00:48:37,240 --> 00:48:38,709 How do we break it down into daily? 1691 00:48:38,710 --> 00:48:40,659 Weekly? How do we have things up 1692 00:48:40,660 --> 00:48:42,549 and visual so that every day 1693 00:48:42,550 --> 00:48:43,779 you're reminded of what you need to 1694 00:48:43,780 --> 00:48:44,859 do? 1695 00:48:44,860 --> 00:48:46,089 And how do you treat this like a 1696 00:48:46,090 --> 00:48:47,349 business? 1697 00:48:47,350 --> 00:48:49,149 And it's different for everybody. 1698 00:48:49,150 --> 00:48:50,859 Yeah, I hear you. 1699 00:48:50,860 --> 00:48:51,865 What's in my mind right now Treasure 1700 00:48:51,866 --> 00:48:53,709 is, we've got to do this again. 1701 00:48:53,710 --> 00:48:54,849 And that's what I want to talk to 1702 00:48:54,850 --> 00:48:55,839 you about. Okay. 1703 00:48:55,840 --> 00:48:57,489 Let's talk about nights. 1704 00:48:57,490 --> 00:48:58,779 Let's talk about mornings. 1705 00:48:58,780 --> 00:49:00,429 Let's talk about treating your 1706 00:49:00,430 --> 00:49:01,689 business like a business. 1707 00:49:01,690 --> 00:49:02,919 Because that's that's certainly a 1708 00:49:02,920 --> 00:49:04,389 difference maker. And and I just got 1709 00:49:04,390 --> 00:49:05,679 to say this, I have thoroughly 1710 00:49:05,680 --> 00:49:08,409 enjoyed our conversation. 1711 00:49:08,410 --> 00:49:10,869 And thank you. 1712 00:49:10,870 --> 00:49:12,729 Shout out to you, to 1713 00:49:12,730 --> 00:49:14,529 Dean, to Leanne, to the entire 1714 00:49:14,530 --> 00:49:16,359 Treasure Davis team for making 1715 00:49:16,360 --> 00:49:18,189 an impact in 1716 00:49:18,190 --> 00:49:19,449 the world. 1717 00:49:19,450 --> 00:49:21,129 It shines through in how you talk 1718 00:49:21,130 --> 00:49:22,449 about your business. 1719 00:49:22,450 --> 00:49:24,939 So thank you so much. 1720 00:49:24,940 --> 00:49:26,479 Thank you for the opportunity. 1721 00:49:26,480 --> 00:49:28,209 You know, I love any time that I get 1722 00:49:28,210 --> 00:49:30,039 to listen and learn from you. 1723 00:49:30,040 --> 00:49:31,869 And, you know, thank you 1724 00:49:31,870 --> 00:49:33,159 for everybody at KCM. 1725 00:49:33,160 --> 00:49:35,079 You guys are helping us 1726 00:49:35,080 --> 00:49:36,909 to make the idea of data 1727 00:49:36,910 --> 00:49:38,859 and numbers easy 1728 00:49:38,860 --> 00:49:40,629 and easy for us to share with our 1729 00:49:40,630 --> 00:49:43,479 team, our clients, everybody. 1730 00:49:43,480 --> 00:49:45,759 And so thank you for that as well. 1731 00:49:45,760 --> 00:49:47,289 But the feeling is mutual. 1732 00:49:47,290 --> 00:49:48,639 We're grateful for the support for 1733 00:49:48,640 --> 00:49:49,689 what what we do. 1734 00:49:49,690 --> 00:49:51,849 And, from our entire team 1735 00:49:51,850 --> 00:49:53,619 to you and your team, we are 1736 00:49:53,620 --> 00:49:55,329 grateful. Thank you for the time 1737 00:49:55,330 --> 00:49:56,679 we've got to spend today. 1738 00:49:56,680 --> 00:49:57,459 Thank you so much. 1739 00:49:57,460 --> 00:49:58,329 Have a great day. 1740 00:49:58,330 --> 00:49:59,379 All right. 1741 00:49:59,380 --> 00:50:01,299 Well, that was a phenomenal 1742 00:50:01,300 --> 00:50:02,609 conversation with Treasure. 1743 00:50:02,610 --> 00:50:03,789 And she even talked about a couple 1744 00:50:03,790 --> 00:50:05,019 members of her team. 1745 00:50:05,020 --> 00:50:06,429 And Leanne and Dean. 1746 00:50:06,430 --> 00:50:07,659 Shout out to them and the entire 1747 00:50:07,660 --> 00:50:09,189 team for for the difference they 1748 00:50:09,190 --> 00:50:11,109 make in the market they serve. 1749 00:50:11,110 --> 00:50:13,569 You know, and I really 1750 00:50:13,570 --> 00:50:15,309 as we were having that conversation, 1751 00:50:15,310 --> 00:50:17,259 I was thinking, we've got to do this 1752 00:50:17,260 --> 00:50:19,209 again and talk about her evening 1753 00:50:19,210 --> 00:50:20,829 routine, talk about her morning 1754 00:50:20,830 --> 00:50:22,959 routine, and talk about treating 1755 00:50:22,960 --> 00:50:24,489 the business like a business. 1756 00:50:24,490 --> 00:50:26,139 So here's what I want you to do. 1757 00:50:26,140 --> 00:50:28,359 If you enjoyed this podcast, 1758 00:50:28,360 --> 00:50:30,219 share it with somebody that wants 1759 00:50:30,220 --> 00:50:32,049 to make an impact in the business 1760 00:50:32,050 --> 00:50:33,219 like this. 1761 00:50:33,220 --> 00:50:35,529 And, and help us get the message 1762 00:50:35,530 --> 00:50:37,359 out. Because when we do 1763 00:50:37,360 --> 00:50:39,189 business, like Treasurer Davis 1764 00:50:39,190 --> 00:50:41,139 and her team do business, we 1765 00:50:41,140 --> 00:50:42,519 make an impact in the world. 1766 00:50:42,520 --> 00:50:44,139 And that's a special thing. 1767 00:50:44,140 --> 00:50:45,939 Grateful for you listening to the 1768 00:50:45,940 --> 00:50:47,589 House Market Podcast, you know, it's 1769 00:50:47,590 --> 00:50:49,599 just, another way at Keeping 1770 00:50:49,600 --> 00:50:51,609 Current Matters that we want to give 1771 00:50:51,610 --> 00:50:53,289 you the tools and resources to make 1772 00:50:53,290 --> 00:50:55,179 an impact, in the world and 1773 00:50:55,180 --> 00:50:56,499 in the business to the customers 1774 00:50:56,500 --> 00:50:57,849 that you serve. So thank you for 1775 00:50:57,850 --> 00:50:58,850 listening.