Open The Gate
Breaking down Sacramento Real Estate: Our Favorite People, Places and Mindsets
Open The Gate
Ep. 19 - Darcie Stratton: The Olympics, Real Estate Roots and Balance
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Darcie Stratton, a remarkable mother and accomplished athlete, joins us to share her incredible journey from Rio Linda to Loomis. Listen in as we explore the highs and lows of parenting in youth sports, including the joy of seeing kids achieve victories, and the importance of letting them grow on their own terms.
Balancing a demanding career with family life is no easy feat, but Darcie manages it with grace. We'll discuss the importance of routine, intentional time management, and the joy of discovering unique niches in real estate, from probate properties to country homes. This episode promises a blend of heartfelt stories, practical wisdom, and a few laughs along the way.
Youth Sports and Parent Involvement
Speaker 1Hey Dan.
Speaker 2Hey buddy, how are you? I am excellent, coming off a solid weekend.
Speaker 1Was it? We did not see volleyball, okay, volleyball.
Speaker 2The girls won their local, local tournament. Nothing, nothing crazy. A little little tune up before we go to Vegas. I leave Saturday for Reno, for baseball. Yeah, I mean, thank God this podcast is so damn financially lucrative right.
Speaker 1It pays for the youth sports.
Speaker 2I love that and how about you?
Speaker 1uh, I'm good man, I'm, I'm good ish, yes you you look, you look, you look relaxed I'm not, I never. I never really am. But I went. I had a very inefficient morning. I had like it all lined up at five. I was up, I worked out, I had like a list of things and then I've been back to my house three different times to redo stuff.
Speaker 2Pick up, you're eating that elephant man, one bite at a time. Yes, yeah, and you are in our favorite place in the universe Escrow.
Speaker 1Yes, I am. We are an escrow on a new house, it's a very old house to us.
Speaker 2Yeah, I hear it's got a great location. It does have a great location.
Speaker 1We are looking at location above anything. So yeah, we're in that. We'll get into that a little bit more.
Speaker 2I hear you may even be in need of some cowboy boots here in the near future. I might. You may be the last man to fall.
Speaker 1That's right. I feel like I always tell Dan I'm the only guy in Loomis that doesn't own a pair of cowboy boots. So that might yeah, that might be, that might be the end of it. So, yeah, no, things are, things are good, crazy. It was like life's already crazy, so let's add one more crazy thing.
Speaker 2Absolutely, so absolutely. Well, yeah, excited for you, man.
Speaker 1Yeah, I'm excited for our guests thinking it through All the reluctance to finally pull the trigger.
Speaker 2Yeah, exactly.
Speaker 1Our guest today was actually one of the very first people that we thought of to. That was just an easy fit for both of us to put on here for a number of reasons which we'll get into. You know, the first 10 guests or so when we penciled them out, we tried to pick people that maybe had a little different background in something or specialty in something, and today's guest kind of like fit like seven different little niches, so I'm really excited to get into it. Should we play her song and get her out here? Let's do it.
Speaker 2What do you think Play her in? Okay, let's do it, let's do it, let's do it, let's do it, let's do it, let's do it, let's do it, let's do it. It's so wild to me how the walk-up songs are so unpredictable, just so entirely unpredictable. I would not have guessed this one today for our guest. No, not at all.
Speaker 1Ms Darcy Stratton, welcome to the show.
Speaker 3Thank you. Thank you, my friends.
Speaker 1Yeah, well, I don't want to like spoil the end of the show here either, but like, the thing we do at the end of the show is always a shocker. But yeah, the walk-up songs are always a trip. So I would have thought something a little more country.
Speaker 3I kind of my little ghetto roots. I have a little From Ria. Linda, Every time I hear that song, it just makes me go okay.
Speaker 1You were doing it while we were. Yeah, it's Going.
Speaker 3Down for Real right now. From.
Speaker 2Ria Linda to Loomis, that's right.
Speaker 1That's right, because my husband says you can never take the Ria Linda out of the girl and you have three boys and you've got some athletes, and so you probably hear plenty of walk-up songs.
Speaker 3Yes, I've dreamed of mine. I've begged my boys to play mine. They're like that's a horrible song.
Speaker 1They didn't like that song right there. I feel like that's pretty contemporary.
Speaker 3Yeah, my boys like a wild thing. Oh yeah, Cody's a little different Dane's a little more Eminem.
Speaker 1I can see that.
Speaker 2Yeah, dude, ricky Vaughn, my son just wants to skirt the line of inappropriate as closely as possible. I'm all in Innuendos are all good.
Speaker 1Yeah, my daughter is seven and she played softball this year for the first time and she picked Thunderstruck by ACDC. So I was like I could die tomorrow, and I've done something.
Speaker 3You have done right, correct.
Speaker 2There is, the College World Series. Super Regional has just finished up and there's the best player on Tennessee who is the best team in the country right now. His name is Billy Amick. His nickname is Billy Barrels, which is a fantastic baseball nickname. His walk-up song is Stroke Me no way nickname, his walk-up song is stroke me no way and the whole crowd like just claps.
Speaker 1Yeah it's. Oh, it's amazing, love it. It's amazing. My son wanted to. Absolutely not.
Speaker 2Yeah absolutely, not exactly. I said that there's a line and then that would be.
Speaker 3That's a collegiate line yeah, you can you.
Speaker 2If you're still playing when you're 18, you can have that have that song.
Speaker 1It's crazy how much sports has changed too. Like what you know what a youth sports team and I'm talking to two like big time sports parents. Like what I look back, I was a college athlete 20 plus years ago. We got like janky Russell t-shirts and like one pair of sweats. And then I remember like the very first dry fits came out and they were like an inch thick and you thought you were like the man. And they came in like one color and now, like kids are in crazy silver lined whatever.
Speaker 2Well, what's amazing is there's actually um, it's um supplinated or something the material, whatever they use, and it's actually like you can make super cool uniforms for fairly inexpensive. Now, the quality is not great, but they look cool, which is all the kids care about. These days they could give two shits about the quality.
Speaker 1They just want to look cool, and then everybody gets a ring. Now All I see on Instagram is like everybody gets a ring.
Speaker 3Oh yeah, a hundred percent.
Speaker 2Yeah, $900 tournament fee for a $4 ring.
Speaker 1Yeah, now do you guys ever have to pay admission to watch your own kids?
Speaker 3play oh dude Every weekend.
Speaker 2There's a there's a hard thing. So, like it's, it's awesome, right, it's, it's, um, it's I. You pay a tournament fee for your kid to play in the tournament and then you pay a parking fee and an entrance fee for the tournament that you paid for your kid to play in this weekend. It's wild. And then you'll get to these places and they'll have nothing but just garbage food and you're like, oh, my athlete needs an apple.
Speaker 2But you can't bring it in and they're like oh you can get a pretzel with plastic cheese or nothing, or you can stand outside the gates and eat and it's just crazy.
Speaker 1You'll have nothing and like it.
Speaker 2Pretty much. Or here how about some Skittles? They're fruit flavored.
Speaker 1Yeah, and we're going to keep your kid here for seven hours while we play a triple header.
Speaker 2Your kid's going to have a blast. By the way, there's no shade. Yes, Exactly. And the turf is an extra 12 degrees higher, no beer.
Speaker 1Some of them have beers. Well, we were having a conversation recently Like no, might not be the worst thing, right, because it sounds like youth sports is getting a little out of control. Yeah, I mean, or parents, there's always there's always going to be that line.
Youth Sports Culture and Parents' Influence
Speaker 2Um, it's funny. My one buddy's daughter's a really good softball player just going into high school and uh, he was. They were down at a stanford game like two years ago, stanford softball game to watch and they were dad's tailgating out at stanford. He goes I tip my hat to those guys. That's pretty cool. Your kids are playing softball at Stanford and you're tailgating still, that's awesome. As a parent, there's a line and you see it. I think it's part of the learning curve with competitive sports. For sure, the younger they are, the worse you tend to see as they get older. That could be because the parents possibly work themselves off the team and out of organizations because of their actions. So you know, it's always fun to watch, never a dull moment.
Speaker 3Have you read that manifesto book by a professional baseball player? Oh, I think it's that manifesto, is it?
Speaker 2Mike Matheny's book.
Speaker 3I think it's Mike.
Speaker 2Matheny's book. Mike Matheny lived in Half Moon Bay for years. I've met him a couple times I have not read the book I, but Mike Matheny lived in Half Moon Bay for years, so I've met him a couple of times. I have not read the book I've read excerpts of it. It's fantastic.
Speaker 3Oh yeah, it's fantastic.
Speaker 2What's your favorite part?
Speaker 3Well, pretty much as parents, we just need to sit there and be quiet.
Speaker 1Yeah.
Speaker 3Let the coach do their job. Let your kid do what they need to do.
Speaker 1I love those signs I see at some of the fields. They just want you to be here and cheer for them. Like, shut up and eat your pretzel with their fake cheese. Yeah.
Speaker 3I remember I would like fall off the horse in a competition and they come out and my mom would be like you did such a good job and I'm like I fell off. She's like, but it was still great. You know, she never rode me, I just, I was my pusher, it wasn't my parents.
Speaker 1Yeah, I wish I could be, that I think it depends on the kid too, right Cause I think there's just some kids and I would just say even people they're just little people that inherently push themselves, and then there's other ones that don't, and I think that's the thing about youth sports too is sometimes, I think, we lose sight of it. I think it's a great way to learn how to work hard, to set a goal, to be part of a team, to learn how to push yourself, to go through some pain and to realize, like what you're made of, to get better at something, to suck and still be able to show up and do it. But then it's like I don't know, it's just like such a focus on winning and balls and strikes. And I went to a even like a youth basketball game earlier this year. It was a no championship game, but I think the kids are truly like nine and it was.
Speaker 2it was yelling, screaming, berating a referee, yeah.
Speaker 1And then you know that loss were crying and saying the refs cheated them out of it and I was like man. This is far from kind of what I think we're supposed to be doing. That's my struggle right there yeah.
Speaker 2So there's a there was a really cool study that did in Europe. They still do like they'll do practice, you know, three, four, five days a week, depending on the level of competition, and they only get to play limited games on the weekends. And it's actually showing that, like I mean, you're seeing in the NBA, right, You're seeing these European players come over in the NBA. Their fundamentals are so well polished and they actually still love the game because the game is the reward for the week's worth of work and you have five practices to one game. You bet your ass. You're looking forward to that opportunity to play.
Speaker 2Oh, I love that, but you're also prepared, right, but it's almost like counterintuitive here it's funny you hear a lot of people like the tournaments are actually for the parents. The tournaments are for their parents, so they can see their kids out there winning and competing, when it's actually, in actuality, it's backwards right. And at the end of the day, it comes down to the almighty dollar, you know.
Speaker 2And at the end of the day it comes down to the almighty dollar, you know, because those tournaments are making money. The clubs are usually making some money, and all at the expense of the parent who's going to pay it. They can't have their kid not included, and I'm probably guilty of some of that as well. It's wild how maturity plays into it too. Like at eight and nine years old, my daughter was not physical at all.
Speaker 1And now she's just like her father.
Speaker 2Yes, Now she's, now she's super physical and you know she's, she's a pretty high level player, Um, but it's, it's wild looking back at that going, man, I used to, you used to get frustrated and you're like I'll just be more physical and get out there and run into somebody be, aggressive and now I'm like okay, now you might need to rein it in a little bit, yeah.
Speaker 1My sister was that way too. My sister, my little sister, is like seven years younger than me, but she's she's tall, she was always big and strong and like we, she played in like inner city in Seattle for for college or for women's basketball and, dude, she would just scrap and like I love it, she's like the gentlest, kindest person. But like on the court I was like she. You know, you gotta tone it down a little bit. I love it. Yeah, she was like I'm just gonna match yeah, what was your term? Like I'm just gonna match the level that they're at, like whatever it is, and then like a little bit more.
Speaker 2Yeah, yeah, step a couple feet, yeah, yeah, yeah, play all the arms.
Speaker 1So, darcy, you were talking about riding the horse. That was not a, that wasn't like a figure of speech like get back on the horse. Tell us a little bit about your background with riding.
Equestrian Vaulting and Olympic Memories
Speaker 3With riding. So I grew up on a horse ranch my whole life and I started riding literally the day I was born. My dad came home and put me on a horse and then, when I was three, I got my first pony, rode all around with him and when I was four, I saw these girls riding around and putting their arms out on a horse and I'm like that's really cool, I want to do that. And my mom's like well, let's find out where where they do it at. So they took me and then that's where it all started. I started doing it's called vaulting. It's gymnastics on horses, so it's like ice skating dance on the back of a horse. You can get up to three people on the horse at one time. It's under music. In Europe it does vaulting. Is it choreographed?
Speaker 1Mm-hmm choreographed, so like a floor routine for a gymnast.
Speaker 3Totally yep, okay, yeah and it started back in the Roman days. They would fight, you know, standing on their horse and then if they lost like their weapon, they'd do a down and up to grab their weapon and they'd get back on standing on the horse, and so vaulting evolved into this more full kind of theatrical thing.
Speaker 1Gotcha yeah, very cool.
Speaker 3I retired when I was 19. So that's all. I did. I did nothing else, never played any other sports.
Speaker 1So it's kind of like a gymnast, Like once you're 12, you've hit the peak but it's hard cause I'm tall.
Speaker 3Okay, that was like a disadvantage for me.
Speaker 2So so very similar, yeah, gymnastics and dance and all that stuff.
Speaker 3So I was always a base, and you have to watch your weight, just like gymnastics too. So you have to be lean but strong now is it like any other time?
Speaker 1are there obstacles or anything like that? Where it's, it's a judged, graded, like there's a it's a routine and then they'd sell you how well you did based on that yeah, you, can you start out?
Speaker 3um, there's four medals novice, bronze, silver, gold and that's through the american vaulting association. So I got my gold medal when I was 16 years old. So that's through the American Balting Association. So I got my gold medal when I was 16 years old. So that's how long it took me to get it.
Speaker 1Wow.
Speaker 3And then you have to be able to compete certain or be able to perform certain activities at a certain level, and then you show a freestyle activity as well.
Speaker 2It's almost like a belt system for karate or something like that right. Like there's benchmarks that you have to be able to cross to get to move up Very cool. So I've known this for years and I've wanted the opportunity to really talk about it, but it took you pretty far. How far did you take this?
Speaker 1Because people probably don't know. I certainly didn't know. This was the caliber that you could get to in this sport.
Speaker 3Yeah Well, it used to be a sport in the 20s in the Olympics, and then they took it out because in Europe there's an age limit Once you're 18, you don't really vault anymore and the Olympics doesn't like that. So we've been struggling, trying to get vaulting back into the Olympics. So in 96, they created what was called a friendship team. They took all the best vaulters from the United States and then they took us all to Atlanta, georgia, and then we showcased vaulting to the Queen of England, bill Clinton. There was another I was only 15.
Speaker 2So, but um, yeah, we'll leave the Bill Clinton jokes alone.
Speaker 3That's awesome.
Speaker 1How cool of an experience was that.
Speaker 3It was amazing, absolutely amazing. I got a tattoo when I was 14 years old. I was like Olympic rings. Right now, let's do this.
Speaker 1I think that's a fair one. Wow, that's awesome. I feel like that too. Did you have to get a parent to sign off?
Speaker 3My mom signed a little waiver thing. And then the guy had a snake around his neck and he just tattooed his up for $30 right there.
Speaker 1With a live snake.
Speaker 3With a live.
Speaker 1Oh my God, I can't imagine your mom, who's always so prim and proper. I want to change the person that I want to be when we ask the last question on this.
Speaker 2I actually want to change my person from Tiger Woods' kid. I want to be Taffy.
Speaker 1Mauer, you want to be Taffy Mauer.
Speaker 2In the moment when her 14-year-old daughter is getting tattooed by a guy with a snake around his neck. That's awesome.
Speaker 1So this is your mom's school teacher at the time.
Speaker 3She sure was yeah.
Speaker 1Yeah. So for those of you who don't know, like Darcy's mom is in real estate also and is maybe one of the most consecutively put together people I've ever seen. Like she has a very orchestrated look she's always dialed in. So like to see that look with a snake adorned tattoo artist. They're a 14 year old and 30 bucks cash. It's hard to. It's hard to imagine pulling that out of the purse. That's pretty cool. And uh, do you? Are horses still a part of your life now?
Speaker 3Very much. Yeah, I stopped for a little while when I went to college, but, yeah, they got right back into them. I have three horses now and a mini donkey, cause everyone should have a mini donkey in their life.
Speaker 2We all need a mini ass.
Speaker 1Yes, you do. I have a full grown ass with you.
Speaker 2Dan, my wife just tells me I am a full grown.
Speaker 1Yeah exactly. Uh, that's pretty exciting. And then do you, um, do you do anything with like youth in in that now Are you, do you participate in that at all?
Speaker 3Yeah. Yeah, I also do tricks right now. I mean I'm not as good as I once was, but um, at rodeos I'll go and do some tricks or just trail ride with my girlfriends I have some pretty badass girlfriends that.
Speaker 1I trail ride with. Yeah, you guys just had a pretty awesome ride here recently.
Speaker 3Yeah, we went to the ocean. We went to Golden Gate Park. We rode as fast as we could, cantered on the beach out there, so fun.
Speaker 2Your horses.
Speaker 3Yeah, all three of them, Cool yeah. And then we couldn't figure out how to get into Golden Gate Park, so we're just riding down the streets fun, it was pretty awesome.
Transition From Teaching to Real Estate
Speaker 1My kids got to see you last year a little 4th of July parade riding horses and yeah, my horse was naughty that day. He's a Ferrari. He has a mind of his own. Yeah, I love that. Well, that's pretty awesome. So take that young gal. And where did you grow up here? You said Rio, linda, rio.
Speaker 3Linda Rio Deja, linda, sometimes I call it it's like, makes it seem exotic, it's like your other favorite place.
Speaker 1It's like, makes it seem exotic. It's like your other favorite place, not the Rio that Dan always talks about. And then, um, so road growing up and then, um, you're obviously in real estate now. Has that always been your profession?
Speaker 3So when I got out of college I went straight into the mortgage industry for Washington mutual and I did wholesale and retail mortgages until the market crashed. I remember the Wamuu days.
Speaker 2You remember Wamuu Option, arm oh man Option arm over here every day of the week.
Speaker 3I loved working at Wamuu.
Speaker 2I had a checking account with.
Speaker 3Wamuu.
Speaker 1I did too. I was a Washington guy, yeah.
Speaker 3I know.
Speaker 1Yeah, they were like the original free checking back, when banks didn't have to scramble for your business.
Speaker 3Yeah, it was a fun job, super fun. But you know, that thing happened where the market did a weird thing.
Speaker 1Yeah, they call that 0809, I think.
Speaker 3Did this weird thing, and then, if you put down your real loan officer, everybody's like rah, we can't hire you.
Speaker 1Yeah, the mark of the beast.
Speaker 3So I became a teacher for 32 grand a year, taught seventh grade English.
Speaker 1That's a tough age probably to teach. I think you'd probably be pretty darn good at that, though.
Speaker 3I love that I like that you got to get a little crazy with them.
Speaker 1I bet I feel like you could go toe to toe. I feel like most teachers like that. We were just at this little event, tough age, to kind of be like you're not a kid anymore, you're not in high school, your hormones are raging Like everything's a mess, and then you got to still go to school and kind of like pay attention, yeah, and hold them all together, yeah.
Speaker 3They say don't let them see you smile. Till Christmas Cause, junior high, you gotta be.
Speaker 1You put those systems in place and then you can relax a little bit. It's like prison. You're going to make somebody your bitch on the first day. Yeah, you're like, you just hold the line I had a boy ask me on a date he was like no, I asked my grandma.
Speaker 3She says it's fine, I'm like sweetie. I can't.
Speaker 1I can't. I'm dating Anthony from eighth grade, right now. I know you got a tattoo when you're 14.
Speaker 3So I figured you might be that kind of gal. I have a snake at home.
Speaker 1Yeah, I got a snake at home. Um, that's, that's pretty cool. So taught. And then what led you into real estate?
Speaker 3So when I had my oldest boy um, I knew after I got done teaching I was like, ah, it's a little bit like binding to the four walls, which I struggle with a little bit. So my husband's like, well, why don't you get back into mortgages? I'm like you got to go into the office more. How about I just like try to sell some homes? And he's like I think you can do it. I'm like, okay. So I got my license and um, what year was that? 2007, 2008, 2008.
Speaker 2Okay, so yeah, that wasn't a teacher. Long you were getting your toes in the water with REO short sale distressed bank-owned property.
Speaker 3Yeah, it was like the worst time to get in and I went to Brent Gove.
Speaker 2That would have been the best time to buy.
Speaker 3Yes, very much. I went to Brent Gove because I knew him when I was a lender and I'm like I want to work for him, I want to be on his team, and he was a suit on and he had this beautiful car and here I was a teacher, I was shopping at mervin's, you know, and nursing my child, and just very meek and and I'm like I would love to work with you, you know, and he's like I don't think this is a good fit. I'm like did you just tell me no?
Speaker 3like I lost my mind on him. I was like I am an athlete, like I can crush this, and he's like whoa, this is like a totally different person than when you first came in here, like do not unleash it right now. And then he let me be on his team. So I was on there for a long time. He taught me a lot. It was really good. I closed eight homes my first year.
Speaker 1Wow.
Speaker 3My first home was a foreclosure and I got the D. The lead from a gal that was um came into my open house. She was a doctor's wife. I think she felt sorry for me and I'm like I will get the bank to fix everything for you, which banks don't fix anything. And then we got our offer accepted and then I got a credit for her. But yeah, that was my, I just stumbled my way through. I have a hundred percent short sale rate, like I just figured it out.
Speaker 1And that's I mean, how big of a thing is that in life in general? Like Dana, I talk about that a lot with people on the show. It's like the willingness to like just show up and figure stuff out. I know.
Speaker 3Totally, and if you would call at 6am, cause everybody was on the East coast. So if you get up call here at 6am you can beat everybody else to get your short sale approved. So that was my little tactic.
Speaker 1I was already up, I had kids I was like you were ready to go to bed, probably still at that point, that's awesome, good.
Speaker 3And then I just kept going from there. My mom became my partner 2011.
Speaker 1Okay, so that's what I want to dig into a little bit, because I know your mom, not as well as you, but she is a gem. People love her. She is now correct me if I'm wrong she of California. She loves women's council. Yeah, that's how Taffy and. I met.
Speaker 3Yeah, that's when I was on the board with WCR at the local placer in Sacramento chapters. She told me about you Dan has transitioned.
Speaker 1since then she funnels all the calls through Darcy now.
Speaker 2That's fair enough. Call me anytime. Yeah, fair enough.
Speaker 1So how does that work working together with your mom? Um, so how does that work working together? With your mom and you guys are both two very interesting personalities too.
Speaker 3Yeah, totally different, yeah. So when I brought her on, I kept having kids and I'm like crud, I can't be dressed and cute and adorable, and that's what she does.
Speaker 1Well she is. She's like a little pocket gnome, beautifully dressed. It's like you've taken a little pocket gnome and like an American doll girl, yeah, and you just give her a little bit of class and her beautiful purse and she wears a little name badge everywhere.
Speaker 3So I said, mom, come be my partner, either watch my kids for me or help me show home Right.
Speaker 2And then she, she get her. What did she get stuck? She got her. Range Rover or Mercedes stuck one time she hit a mailbox.
Speaker 1Who hasn't done that?
Speaker 2stuck. One time she hit a mailbox who hasn't done that?
Speaker 3we absolutely love tap.
Speaker 2I hope she listens this podcast, hope she becomes a regular listener, because we do love her. Yeah, I mean everybody who meets her does.
Speaker 3Obviously they do yeah, yeah, she's a great partner. She's everything. I'm not, and then I'm vice versa. So I like to take a lot of risks. She's very calculated. She can come in and kind of be that authoritative voice and I'm more of a partnership voice.
Speaker 1So it's a nice that's important in real estate too, there's different kinds of clients too, right or? Even like you know you're helping us with a transaction now too, and like you get a couple and they're not even the same. So to have a team mentality of like, oh, I kind of resonate with this person and this person speaking my language over here, like that can be very good and sure I brought her on a lot of like listing appointments.
Speaker 3I'm like I'm gonna need you. I can just tell like I'm gonna need, they're gonna look at her even though I'm doing it longer. They're gonna look at her for that. Okay, we're gonna be okay. Yeah me. They might be like she's a little cray cray yeah, she's over there like doing it.
Speaker 2She's doing a handstand that little lady will whoop her ass if she gets head of line.
Speaker 1Yeah, I know that's what I love about her. Like she, she presents herself prime and proper. But like, oh yeah, she reminds me of my mom a little bit where like no. I wouldn't. And she was a teacher, right, she was a teacher for a long time.
Speaker 3I can see her like wrapping knuckles with a ruler and she taught hard kids like really hard kids.
Speaker 1Yeah, she's a really really good teacher about working together.
Speaker 3Well, you know, having somebody who will always have your back, like if somebody say a client was like rude to you.
Speaker 3I mean she gets upset about it for me, you know. I'm like mom, it's fine. She's like that is not acceptable, you know so she will always. Or if we make an error, she's like okay, well, how are we going to fix it? And I same thing with her. I'm like how are we fixing it? Okay, cause we'll make a ton of errors. I like to. I think it's good she doesn't like to as much I like to make errors, because then it just means we're pushing the limits for people. That's all I mean. I'll fix it.
Speaker 1It might cost us, but I'll fix it. Yeah Well, I think it's an industry. Part of the success in this industry is people that are willing to like, like I even like it on the wall here when we film this as like, communicate, communicate, communicate, like to get back on and figure it out and put out the fire Cause that's. I feel like that's most of this industry, right.
Speaker 3Like there's some stuff.
Speaker 1You got to learn. You're just figuring out how to connect with people. Calling people down, try to, you know, tell them what's coming down the pipe and keep that going until somebody closes and gets their keys and yeah, until we get a hurdle and then we overcome it, we can overcome any hurdle.
Speaker 2I've only had like two really bad days in real estate, like two hurdles where I was like I'm not going to be able to overcome this and I actually did, but it just took my breath away for a few hours. Yeah, we, we talk about I mean the persistence and organization, and just, you know, you tend to run into a lot of those personalities. If you, if you're in this industry long enough because I mean those are pretty necessary skillset items If you've got thin skin, if you're not willing to find the solutions, that's like it's so funny. I focus on my kids right now. The bit one I'm beating them over the head with is I go just focus on solutions. Stop focusing on the problem. Focus on the fix.
Speaker 3I love that.
Speaker 1Yeah.
Speaker 2You know you'll be better in the long run if you can just start figuring out how to solve problems now.
Speaker 1How true is that?
Speaker 2That's my biggest thing with some employees right now Simplify, right. Same thing, Simplify yeah you're smart.
Speaker 1I need you to think through this. I try to do that with my kids. My kids are still pretty young, but my parents did that with me. It's really easy, it's quicker and for us as parents is like fix and solve the problem.
Speaker 3Yeah.
Speaker 1But my parents were super patient. I wasn't the smartest kid, and they're like well, what have you tried?
Speaker 3I love that. What do you think? What do you think the problem is? So what have you done?
Speaker 1so far Okay. So what else could you do? You know, and 90% of the time is just that you kind of were maybe a little lazy, or you didn ask mom and dad and like very rarely. I think it did two things. One, it made me learn to like, okay, they're gonna make me go through all that shit anyway, so like I might as well go figure it out. And then two, you're like, wow, actually, you know, if I, if I kind of stick with it, like I am kind of resourceful, I can kind of figure this out, and so I try to do that with my kids, right, like, well, I don't know dad, well, what did, where did you?
Speaker 2look well, your parents led you to the path of like, of that confidence, like, okay, I can stub my toe and learn from it, I can stub my toe again and learn from it. Now I'm not going to kick so hard and try something new and eventually and then you're like oh shit, I can do this all by myself.
Speaker 3Look at me, I'm so resilient.
Speaker 1Yeah, right, yeah, and then I think the cool thing for piss yeah.
Speaker 2Look at, they're celebrating.
Speaker 1Then you start trying things that you like, you know, as opposed to maybe, the thought that the mindset before is well, I've never done that.
Speaker 3Yeah Well, I just haven't done that yet.
Speaker 1Yes, or like I haven't done that, so I can't do that. And I've had that in my life a lot Like. Even with that upbringing I've been like, well, I've never done that, so I can't do that. And then it's like, well, let me go start trying. And I'm like, oh well, this is where I'm stuck. And then you kind of figure it out and I think the really cool thing is in life I've found that if you're willing to step up and I tell my kids this all the time, dana, I've talked about it like I will support you 100%. I'll always be behind you, I'll help you find the solution, I'll pay for the stuff. So the instant you're not interested or you give up or you're half-assing it, I'm 100 out you're giving good parenting advice right now, like I'm really absorbing this from you.
Speaker 1This is good stuff well, I, I am preaching, but I know that I always do this.
Negotiation, Entrepreneurship, and Authenticity in Business
Speaker 2It's there maybe I'm just saying what I think I want to do as a parent not what I'm actually one of the things I hear a lot when I'm, when I'm coaching kids and I do some pitching and some coaching for baseball, and they say I, I can't. And I jokingly tell them I said not with that attitude and it's like it's funny, but at the root it's so true. Keep telling yourself you can't know, then you, you, then you can't, really can't, like I can't figure this out. Like or you know, just just tweak it.
Speaker 3I need to figure this out Like it's just little tweaks in the way that you hear things, so can I tell you a little superpower, yes, okay, so you have a lot of them.
Speaker 1That's one thing I want to dive into also, because you look at things from a few different perspectives, so we'll get to that in a minute.
Speaker 3Thank, you Okay. So during COVID, me and my friend Cindy, we took this Harvard negotiation class through.
Speaker 3Harvard. It was super cool. I highly recommend it. It's like four or five, six months and you pay for it and you negotiate with people all over the world and you learn all these different tactics from the government, everything on how they negotiate. And I would negotiate with these people and they'd be like I guess we can't come to a common ground. I'm like we're just getting started, like what are you talking about? And I learned from all of that is that I have a huge threshold. So once I realized that, then when you know agents are pushing you to make a decision and or you're trying to help negotiate for a seller and everybody wants to move fast, fast, fast, if I stop and just embrace, like I have a really long threshold that I can push back and that time allows me to get my clients more money. But everybody wants to rush right and lock it up. Lock it up.
Speaker 2Well, the old rule of sales, right? Yeah, he who speaks first loses.
Speaker 3Yes, I love that, yes.
Speaker 2You got to bite your tongue.
Speaker 3Yeah, and hold back.
Speaker 1So quick, trying to get me to sign the disclosures.
Speaker 2You have time, take your time, take your time my friend.
Speaker 3So my having a big threshold also okay. Reverse that into like okay, say you're an athlete, if you have a big threshold you can just get beat up right, like if I get beat up like it it doesn't fade me as much as it might face somebody else Like I'm, like it kind of fuels me a little bit. I don't know, maybe that's a weird sick thing.
Speaker 1Like a boxer. You're kind of, yeah, I could take some punches and you're like let's go.
Speaker 3And then you know the mean. I just never can. I always want more for myself, so I have to fight that every day, like there's a lot of noise going on in there.
Speaker 1you know, you know, and I think what you just touched on something too. So Kyle Finley, somebody that we know, that's intimately related to somebody that was really close to Dan as well Um, who's an entrepreneur and pretty successful. Like I started my own business this last year and it's been a grind. Like I just went to Kyle he's a good friend of mine I said, man, I am just getting my ass kicked.
Speaker 1It is one super impressive that you did what you did, because I think from an outside perspective, like if you're not entrepreneurial, it's just like a lot of people see the success and they don't see, even for the successful people, a, they don't see like, oh my God, the grind and the like, anxiety and the stress. And he just said, like I think one thing to keep in mind and you kind of touched on this is that threshold of like well, you're just going to get your ass kicked, like if you, if you go into it thinking like, oh, I'm going to be unscathed, like he's, like that doesn't happen either. I haven't been sued in two weeks.
Speaker 3That's a great win. Are you serious?
Speaker 1and he's like, yeah, man, we had a pretty good month and uh, it just was like a total eye-opener for me that sometimes when you know, if you get in a boxing ring and you think like, well, I'm never gonna, I'm not gonna get punched, that's like mike tyson's thing.
Speaker 1Right, you, everybody has a plan that gets punched in the face. So if you don't expect the crap to come, then I think you're in a really bad spot and and I feel like that that's um helpful in business. I have to remind myself that of like, just because it's really hard doesn't mean I'm not on the right path. So I think it's a rocky road.
Speaker 2Yeah, yeah, and you and you, you also have to remember like it didn't knock you off your tracks, like you're still, you're still there, you're still. You can still trudge forward if you, if you want to, you're just getting better.
Speaker 3It's just the little tools to get you better, and then next time you're going to be like I got this, I can handle this.
Speaker 1Yeah, I love that we were talking for a second about podcasts. I listened to Ed Millett before before the show here and uh, I know you guys probably sick of hearing me talk about Ed all the time, kind of like his fan boy. But he was just talking about like how quickly people are willing to give up on their dreams because they forget about their, why he goes like when you, when you forget about your, why, what it is like, why you had that dream, what is it you want for your family, for yourself, what you're trying to get? It's really easy to start renegotiating the the suck part yeah, he goes.
Speaker 2Yeah well, how many people don't know their why you?
Speaker 3know I used to get mad when people to forget it, yeah, like because, because I thought that everybody's why is like your kids and your spouse, right, but it's not really.
Speaker 2I know. You know how long it took me to figure that out. That's the, that's the. That's the cliche answer that everyone's supposed to give, right.
Speaker 3Yeah, yeah. Once I figured it out, then I was like OK can you share your why with us? Totally To leave everybody and every person or situation better than how I left it.
Speaker 1Wow, so like a giving, why yeah?
Speaker 3I think that, like if I looked back on my life, I'd be pretty stoked if I did that.
Speaker 1Yeah, like every person I was around or every situation.
Speaker 3That's super cool, but it took me forever Like I literally would get so mad. I was like I hate it when people say that my why I would get so mad, but it took me years.
Speaker 1Well, you sound like I feel like you're always very opportunistic. I think like two words I'd use to describe you like you're very opportunistic and you're very authentic, and I think like the opportunistic part of you is like what a quirky person this is or what an interesting situation, or like you know what a challenge that was as opposed to like fuck this guy's weird.
Speaker 2Or that was really hard, never. Or that was really hard, never talking to that guy again. Yeah, definitely going to refer them to somebody else.
Speaker 1Yeah, that's really the last time I called Finley for something. Oh whoa, that's awesome. But yeah, to hit on that authenticity too, we'll kind of go full circle here with real estate. And this is to be kind to all real estate agents.
Speaker 3I have the lender background too so that we don't always love each other all the time.
Speaker 1This is true, but, um, I would say that you are a little bit of a rare breed in this industry, that it's a very hard industry to be authentic and truly yourself.
Real Estate Niche and Success
Speaker 1And I, I think, when you look at some of the people that and again, like everybody suffers from imposter syndrome a little bit, but like some of the most successful people here the you know Brian Perry's like you, I think there's some people that really stand out. They have a little bit of peace around them where they are not trying to show you what they need to do, their numbers, that kind of stuff speaks for itself, but they my dad always used to say, when you're young, when I was younger, like as an athlete, he's like just pretend like you've. I love that and I feel very much that about you, that you really do care about people, you want to generally connect with people, that it's not very, it's not a super transactional thing for you and that you really truly care. And you, um, you, you bring a different perspective, like very worldly perspectives and different ways that you look at things and it's really, it's really refreshing in the industry that sometimes is like very Instagram heavy focused about the image.
Speaker 3Yeah, I used to struggle in the beginning. I remember I'm like I'm not good at this because I'd show up in my diesel pickup truck. You know, I'm like I can't sell million dollar homes, I don't have a million dollar car. And I just changed that mindset. I'm like I can do anything?
Speaker 2Yeah, totally, and I can do anything, not with that attitude, right yeah totally, and I can just be who I am.
Speaker 3I can just wear my cowboy boots and still sell a $2.5 million home. I'm going to be just as good, if not better. I'm ready to take everything on.
Speaker 2Yeah, you and I talked a little bit about you had kind of shifted and found a little niche that you really enjoyed in real estate, in probate.
Speaker 3Yes, do you want to talk about probate and? And why you? Why you've kind of taken for it taken.
Speaker 1I love homes that have lots of treasures in them yes and that tell a story and that may be in rough shape and I like to help people through that phase a little bit, so I like to talk them through and give them a paper bag to breathe in.
Speaker 2I have one of those bags from darcy I love when she calls and said, hey, that's shit's shit yeah.
Speaker 3And then I called Dan, dan fixes it yeah man, I found some of your termite buddies. Yeah, so I'm really enjoying it. Yeah, so yeah, I'm enjoying. Um, I would love to do more because you can get so many great little treasures and help people and if they've going through probate or if they're in a trust either way, it's kind of going through that next phase with them. Then helping them find homes and like this one that we're on, his mom rode side saddle and she had like 12 side saddles for horses.
Speaker 1And tell people what those are.
Speaker 3Okay, so instead of sitting on a horse, you would sit to the side with one leg like wrapped around it. It was very um, I think it was more like the twenties type era, and they wear the elaborate gowns because you had a big gown on probably yeah. To cover it and he's like I don't know what to do with these saddles and I'm like I know the perfect people and they're going to do a whole tribute to his mom at the fair state fair and they're doing and all these kids.
Speaker 3They shined up the leather, they polished everything and now all these kids are using these side saddles, so I know his mom would be happy. Just those types of things that makes me happy to help people.
Speaker 1When I've watched you through this transaction to like truly connect with these people and and just be a really good, I would imagine that's a different transaction, right Then, like I got new home for some homebuyers and they got the pre-approval letter and we go out and look at stuff. It's a much more relational, emotional, slower, um, more challenging. More stuff, more emotional detachment yeah, um. More challenging. Legally, like more paperwork yeah, um. So what drew you to that?
Speaker 3well, honestly okay, the beginning of the year was kind of slow for me and I'm like my database is kind of stagnant right now I got to get some dead people in here.
Speaker 1What are we going to do?
Speaker 3So I just started thinking out of the box and I'm like well, I've done one probate in 16 years. I can become a probate specialist. So I took the class on car and learned a lot about it and then started soliciting lawyers and I got a few and I loved it. I thought it was great.
Speaker 2So yeah, I've got to imagine there's. There's a component of, of, especially the, the emotions of the, the next of kin, right and dealing with that, being in the business as long as you have and having as much success as you have. I've got to actually imagine there's. There's actually some draw to that, because it's just so much less transactional. And you actually I've always joked that the commercial and the and the um residential real estate worlds are so different because, because it's just that right, the commercial world seems to like plug it into your spreadsheet If it fits, if it's black at the bottom, it's a cap rate and that's it.
Speaker 2If it's red pass, um, but residential real estate is always way more emotion and way more you know feels tied to it.
Speaker 3So is that?
Speaker 2is that part of the draw as well? I mean, I think that obviously with the background and teaching, like it's pretty obvious that you enjoy people and dealing with people and their different personalities.
Speaker 3Yeah, push through hard things. Yeah, we can do hard things together and I'll be there to help them. I don't know, I'm just getting started on it, but I'm like this is fun. And they always have treasures and I love to give people treasures.
Speaker 1I'm always like I have something for you.
Speaker 3I have something for you. There is some cool stuff.
Speaker 1We have found some interesting things in this house together.
Speaker 3I wonder what you're going to be left.
Speaker 1I don't know, Although we were we were just there the other day, all, all of it Finley yeah, hopefully not that much, but the Home Inspector was just finishing. He came down from the lottery. He goes. Hey, I just want to let you know there's a ton of boxes up here. Me and Blake are like oh, just as the sellers are heading out the door and I was like, oh, please find those, take those with you.
Speaker 3He did say he's going to get a dumpster yeah, Well tell me when, because me and Blake will be over there.
Speaker 1Yeah, let's add a zero onto the end of this, whatever that number is, and we'll get an excavator and get on it.
Speaker 2Yeah, exactly.
Speaker 1And then you kind of have another little niche too. I feel like you sell a lot of I don't know if the term is correct but like country properties, but like properties that do not fit on a 10,000 square foot lot in an HOA necessarily. You kind of run the gamut but Septics, wells, ditch water, yeah, hills, all the stuff, so like, tell us a little bit about that, cause that I would imagine. Well, actually, I don't have to imagine. I'm doing that with you right now and it's a totally new world for a guy that's always been on a city sewer relatively new homes, small, lots Like.
Speaker 1There's a lot to it and so tell us a little bit about like about that.
Speaker 3Yeah, so you know I grew up on 30 acres, so that was always my life. My parents live on a ranch, I live on a ranch in Loomis and then I love horses and so cowgirls. I'm like, hey, I want to get every cowgirl their own property. So I just kind of started going down that route and then understanding how horse people think. You know, most of the time a cowgirl doesn't care as much about the home, more about the property and learning about septics. I actually really like septics. I almost fell in a septic one time. Had a redwood top me in the septic, I almost fell in.
Speaker 2I feel like if I almost fell in a septic, it wouldn't make me fall more in love with it. I know.
Speaker 3You know what they're really interesting to me.
Speaker 1Oh, interesting one, very interesting I know.
Speaker 3Yes, it is, it's, it's. There's always something it was. They tell a lot of stories. You know this one his is really old, really old, really old. Yeah, not functioning correctly, not functioning. A lot of poop, yes, you learn a lot, yeah, and septic guys are really interesting, yes, so it's always going to be a fun day, no matter what if you're meeting a septic guy, you're going to have fun.
Speaker 2I remember when Marina and I I can't remember if we were engaged or not, but we moved back from Denver to Northern California and we lived with my dad for a couple months in Placerville and right down the road from his house was Sweet Septic.
Speaker 3Oh yes.
Speaker 2I go. That is just the most ironic name.
Speaker 3Have you heard of Tall Boots? I thought that was a good one. He only is up in Nevada County, but I'm like nice plan.
Speaker 2Yeah, you might need full waiters. Oh man, what a day.
Speaker 1So you've had some success here, obviously for a while and a lot of things. It's a very interesting time again in real estate. Yeah, it is so it sounds like some of the things you've done is like pivot re-niche down Any advice for people getting into this industry?
Speaker 3Yeah, definitely get on a team. I mean I paid 60% of my commission my first year to Brent and I paid $28,000 to Keller Williams and I made $24,000 my first year in Sol and sold eight homes. I didn't make a lot but it was worth it. I look at it like an apprentice program. Brent taught me everything resiliency systems and he does one thing and he does it really really well, which a lot of entrepreneurs do. I really like that about them. I kind of like to do 5,000 things, so I got to hone that in a little. But yeah, so to get on a good team, it doesn't matter what brokerage you go to. I mean honestly, well, there, there.
Speaker 2The reason there's so many of them is because there's one for everybody right. Like, and if there isn't, then a new entrepreneur will open the one that's for them. I've said that for years. I don't think right, wrong and different there's. There's a different different. People feel right in different places and that's really why you have the variety and it goes for. It goes for lending inspection, inspection companies, things like that.
Speaker 2Like we really focus, focus a lot on our culture around here and we want to make sure, like, if our people are leaving, that they're going to often opening their own shop we don't want them leaving here because they were unhappy. Like we want to try and create an environment that people look forward to coming to and uh, and I think that speaks really well to like why there's so many brokerages, but you're yeah, you're not the first person who said that like the best advice right now.
Speaker 2That's, that's the number one recommendation yeah definitely don't try and do, don't try and do this market on your own, not 2021. If you want to roll out of, you want to get a license and roll out of bed and be a realtor. Yeah, you could have succeeded, you probably would have learned a shitload of bad habits and you probably might not be in it anymore, but you probably made a lot of money.
Speaker 1You're picking up a lot of giant crumbs.
Speaker 3Yeah, they thought it was easy, yeah, a lot of low-hanging fruit when versus now.
Speaker 2I mean it ain't the same.
Speaker 3Yeah, I was with Keller Williams for nine years and I loved Keller Williams, loved him. And then when Brent told me about EXP, I'm like I just don't think so, and but then I just saw the look in his eye.
Speaker 1I feel like that's what everybody says. I know.
Speaker 2They're like wait a minute. That's so crazy. I was in that team meeting, do you remember? Yeah, that's right. The hair was only like 20 people and it was such a massive move in the in the local industry.
Speaker 3No one had heard of the X-Men. It was crazy, it was not.
Speaker 1We talked about that when Jeff Culberton was on the show. Yeah, that same thing, yeah.
Speaker 2I mean, I was ready to write a check, I was trying to buy, I was trying to buy stock options at that point.
Speaker 3I had a million dollars in stock. I took out 200 grand and I bought that 20 acre Mandarin ranch with it. But now I probably have maybe 200 out of the million. Cause it's changed, but in the beginning it was pretty amazing. But I just saw Brent and I'm like you know, I believe in him and if he's there, I'm like you know, I don't even see Brett very much.
Speaker 3but if he's there and he's part of it and he's got a good heart and then and then all the people that I'm with, like I have good friends, Like you have to have a good friend in real estate, Cause you got to call and be like dude, I just got my ass handed to me.
Speaker 1Yeah, you need a pip, a partner in pain. I just got chewed out.
Speaker 3You got to hear this story.
Speaker 2This. This person just said yeah, yeah.
Speaker 3Yeah, yeah. So my mom and I, and then you know, an EXP you can bring people on underneath you and they can be part of your team, or they can just go and fly on their own wings and just call you when they need you. It's a really cool option, so yeah.
Speaker 1And you guys have the coolest little office and the coolest little part of town in Newcastle. It was so fun.
Speaker 3My mom literally manifested it. Yeah, she was like Williams wouldn't let us. We had to do everything kind of color, Williams, why? Exp is like we don't care what you do so, I just became a branch manager, and there you go yeah.
Speaker 1The problem with the only thing that is really tough about your office, though, is that I, if I worked there, I would be, broke because you can like North Fork chai is super close and then I would get a sandwich and tomato soup every single day from Newcastle Produce.
Speaker 3I know it's a problem. North Fork Chai is so good. Yeah, I would be. Have you been there? No?
Maintaining Balance Amidst Busy Lives
Speaker 2I get my steps in going up and down the hill. I try and park up at the top of the hill, oh nice Nice.
Speaker 1Dan doesn't leave Whitney Ranch unless it's to go to a tournament in Vegas or Reno. This is fake news.
Speaker 2Okay For the record, that is very fake news.
Speaker 1Or there's a golf course.
Speaker 2I oftentimes frequent golf courses.
Speaker 1That is true. I'll make my other zip code for a tiny round white ball I like that, that's funny. What are you looking forward to most in the rest of the year here?
Speaker 3Yeah, I know that's kind of like getting my mind honed in around that.
Speaker 2There's a lot to come this year. I know I'm excited, you've got the NAR decision going into place.
Speaker 1You've got interest rates coming down. What do you?
Speaker 2think They've moved down very marginally. Recently, which is a better move than non-recently.
Speaker 1We've been in the same little band for a year. November could change a lot, though.
Speaker 2There's more inventory on the market than we've seen in probably three or four years. More active listings and more coming, so you're going to have change the seasonality, when the kids go back to school. I mean, we've got another good, probably month and a half or maybe two months of hot buying, yeah, open houses and stuff like that. But uh, the fall, the fall is the false, not far away.
Speaker 3Yeah.
Speaker 2It's coming as well so we'll see.
Speaker 3I'm excited about balance. You know it feels good to have balance. 2021 was crazy, so I'm enjoying balance.
Speaker 2And then you didn't like that. Average day is on market, Like I mean, that was my best year ever, but yeah, it was crazy, that was crazy.
Speaker 1Well, I mean talk about balance, though. Right, so you're married. Your husband works. You guys just celebrated your 21st wedding anniversary Congratulations. You have three boys all super active in sports and animals and cars and all sorts of stuff. You are an elected official right, I am. Right, so you are.
Speaker 3Very fun job. Yeah, I'm very proud and appreciative.
Speaker 1Yeah, and so tell us a little bit about that role and how do you balance all that? And you're a mom and you're at a lot of things I know, and you ride horses.
Speaker 3You live on acreage and you live on land, okay, so you talk about.
Speaker 1I'm looking forward to get back to some balance.
Speaker 3I know how do you balance all of that. Well, I work out every day to get the crazy down Okay, and then, once I get the crazy down, no.
Speaker 1But that's a big thing right there. Like Dan, and I talk about that a lot. Like you, have a little bit of a routine and consistency, totally Right.
Speaker 3That's very not in me, and my poor husband probably wishes it was. But I'm just a achiever, achiever. And so I try to turn it down and be present as much as I can with my family. You know cause it's hard to turn that achiever off Always wanting more, more right, that's that crazy.
Speaker 2That's why you've got a couple of baseball players. That's gotta be hard for you yes, that's got to be hard for you to say baseball it is. That's why I get. It gets better as they get older. I game change, but man a nine-year-old stuff you can fast forward like a flea circus yeah, I know it's so true.
Speaker 3Um, yeah, so balance, is you got to find okay saving room in your head to dream? If you don't, if you're like so maxed out and everything that you can't like live in your little let you know, like things that make excited, like what's that vacation like? Or let's go ride horses here, let's go do this. If you're so maxed out, you're living in this. Then that's not good balance. So I have to always keep that in check.
Speaker 2So what do you think? So if you have 100% bandwidth, you're usually trying to operate between 85% and 95%, probably For sure, between 85 95 probably you're, you're for sure, you're maximizing you're not as much as possible. Yeah, yeah, using every part of my day, but at at 95. Like is the steering wheel shaking. Things are getting a little loose. You're starting to feel uncomfortable, or you're? You're comfortable just filling every hour of every day with that.
Speaker 1I am stuff to do yeah, I don't really see like you know and again like we're still getting to know each other, but like I've never really seen like the realtor freaked out. We all know what that looks like, but I don't really see like you know and again like we're still getting to know each other, but like I've never really seen like the realtor freaked out. We all know what that looks like, but I don't feel like I see that in you.
Speaker 2Yeah, no, I think one time in 21,. You were like, noticeably stressed out.
Speaker 3Yes, that was a hard time. That was a hard time Just because you know, honestly, like changing frequently, you're like did I get him in the right uniform? Did I do this?
Speaker 2The logistics of that. That's a lot.
Speaker 3Can be way harder. Yeah, and there's always the one person in the partnership. Like. My husband's job is pretty demanding. It's like seven to seven every day and he has to focus on work, so I can't rely on him unless I give him notice.
Speaker 1Yeah, so you know.
Speaker 3I'm the one that's gotten flexible.
Speaker 1Yeah, which is tough too in real estate, right, because you've got to be flexible to that. But you've also got to be flexible really to a lot of people in the market and the other parties, because all the transactions have so many folks going on.
Speaker 3Yeah, and the best thing you can do is put your phone away when you're like driving with your kids and just use that time together.
Speaker 2How intentional with your time when you're working with a client. Are how, um, how intentional with, like, with your time when you're working with a client? Do you? Are you like, hey, we need to get this done here's. Here's the times that are available that we can do this Do you, do you really do you control? Yes, you can't, cause I mean, obviously, if you're running it at the capacity you are, you can't offer your time open-ended to somebody right, it's all scheduled.
Speaker 3It'll be like you want to go to coffee, okay, two weeks from now, even though I'm supposed to leave, like free time, yeah, and my part, like I I kind of theme each day, right, I'm supposed to leave free time for things to get done but I don't. I book it, yeah, so I gotta work on that, you see those.
Personality Profiles and Role Models
Speaker 2I need a coach you know, I used to have a coach for a long time well, you know the items on your calendar that are maybe not as big of commitments. Because that's the old Keller Williams thing, right? If it's not on your calendar, it doesn't exist. You're not supposed to move things when they're in your calendar.
Speaker 1And Dan is Mr Calendar. For those guys who don't know, this show would never happen without Dan.
Speaker 2Yeah, I do.
Speaker 1We're going to get a 13 like Marasha Webber.
Speaker 3I love it. Well, you're systematic. What's your disc profile?
Speaker 2I don't know my disc, but yes, I'm very systematic.
Speaker 3You gotta look that up.
Speaker 2I'm very systematic A.
Speaker 1C-S yeah he's a C-S. Yeah, how about you? I'm all D and I Zero S, no C. Really, I'm like a 99-D.
Speaker 3You're a 99 d, which is why my like loa saves my butt. As a mortgage guy. I'm a negative c.
Speaker 2Yeah, I don't know if that's true, but I am really there's no c. C is like clarity, preciseness.
Speaker 1Yeah, I'm, but I'm not d is drive, but I'm not great at dotting i's and crossing t's like I'll go fast and yeah, typos and that's usually not like the type a go-getter trend, right like they, their idea people, and they're driven and they're going to go and they think about seven different ways to, like you said, solve a problem, find a way, and then they get that ball rolling and someone has to usually come behind and be like oh, I'll make sure I shut the door behind you and pick up the pieces.
Speaker 3We just got to hire people that are our weaknesses. Yeah, which?
Speaker 1is totally true. And that, yeah, which is totally true. And those you know, like that's my partnership with my loan officer assistant. She is a smarter mortgage person than I am she is very detail oriented. She is great with clients, but you know she doesn't go out quite the same that I do in terms of, like you know, talking to everybody.
Speaker 3She doesn't want to go find them or take the risk she doesn't want to take. You'll take more risk.
Speaker 1Yeah, I think that's probably true. Sometimes she can't. She's capable of all those things, but when we talk about our natural tendencies, um, I could not do what I do without her and hopefully I had some value to her life on that other side as well.
Speaker 1But yeah, those partnerships are great, as opposed to always being drawn towards people that are exactly like you too, cause I've even found that in realtors, like some of the realtors I worked with, that they're very different than I am too and together, like you, kind of wade through that together.
Speaker 2I agree, yeah, so I do know I read um uh, strengths finder.
Speaker 3I did the strengths oh yeah, what were you on my?
Speaker 2number one was woo oh, you're woo.
Speaker 3So then he's an eye, you're an eye, woo. Woo is a crazy one.
Speaker 2Not very many people are woo but like woo. Basically, woo means if you walk into a room, you don't want everyone to like you, you need everyone to like you and if they don't like you, you're going to make sure you're going to make sure that they like you, which that's the opposite of my husband. It's tough Doesn't care.
Speaker 3No, he to have the ability to like, not be concerned with how you feel or with you. Not that he doesn, but it's just. He's just focused on things and doesn't need to make sure Dan's okay, Make sure Blake's okay. I'm like I need to make sure you're good. I need to make sure you're good and then we're good.
Speaker 2Yeah, yeah, yeah. When I'm on the app, like if I piss Marina off, oh yeah. I'm like falling over myself to get to get things right.
Speaker 1And she's really think my husband's been mad one time in 23 years at me. Yeah, wow, he's very even killed.
Speaker 3That's man. I need to hang out with your husband. Things just don't bother him. That's impressive.
Speaker 1I mean that's hard, it's, you know, being a working, working family and yeah busy boys and all the stuff.
Speaker 3I mean that's, that's commendable he would just say more time with me. That's the only thing. He'd want more time yeah, give him more time well, but he's a pretty busy guy too, and he's someone who can lock himself in that office for 12 hours and focus Like you would not believe.
Speaker 2I mean an engineer focus.
Speaker 3Yeah, it's crazy.
Speaker 2Yeah.
Speaker 1That's awesome. Well, this has been a blast. Dan is going to drop.
Speaker 2We always finish with this one. If you could be anyone for a day dead or alive, I love it.
Speaker 3Who would it be and why? And maybe what would you do? Okay, so can I do one dead and one alive, oh, yeah, sure, I mean, this is just getting to know you.
Speaker 2This is more layers.
Speaker 3I love it okay, so alive, I would totally do tony robbins and I would just spend a very average day. It would be like what does he do when he gets up in the morning? What are his habits? How does he be like. What does he do when he gets up in the morning? What are his habits? How does he treat his wife? How does he treat the people he works for? Does he who's his coach right? How are? How is he with his children? I just soak all that up.
Speaker 1I just say his voice like, oh yeah, I just talk the whole time.
Wonder Woman
Speaker 3I know he's and he was a janitor and now he's like well-known coach in the entire world.
Speaker 2But his voice is like a thing. It is a thing. Have you guys seen him in person?
Speaker 3No.
Speaker 1I have not.
Speaker 2Oh my goodness, he's super good looking. Did you do the fire walk?
Speaker 3Well, I did it at an EXP event so he didn't have the fire there. But he's a stud. I was like, oh, he's so cute. And he has great things to say and he's a thinker, a forward thinker. So I would definitely go spend some time with him and then dead would be wonder woman Hello.
Speaker 1All right.
Speaker 3I mean, even though she may be mythical, it would be the wonder woman that lived on the Island that like fought, you know the Amazon, oh yeah. All on was like the sword super buff, long hair. Have you been her for Halloween?
Speaker 1I should. Yeah, I mean, there you go. I buff long hair. Have you been here for Halloween? I should? Yeah, I mean, there you go.
Speaker 3I always tell everybody I'm like I hope I was Wonder Woman in a past life. I feel like I was.
Speaker 1Maybe you're just Wonder Woman in this life and you're just doing different stuff.
Speaker 3Superpowers, that's awesome, very cool. So those are my two.
Speaker 1I love it Okay, well, thanks, thank you so much for joining us.
Speaker 2That was awesome. Thank you, my friends. Yeah, thank you.
Speaker 1Get out of here.
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