Open The Gate
Breaking down Sacramento Real Estate: Our Favorite People, Places and Mindsets
Open The Gate
Ep. 7: Ashley Haney's Insights on Thriving in Real Estate and Family Life
They say the thrill of victory and the agony of defeat aren't just felt on the field, but also ripple through the local real estate market. Our lively chat with the dynamic incoming President of the Placer County Association of Realtors touches on that very intersection. She lets us in on her rollercoaster year steering through the pandemic-era market, all the while keeping spirits up (with a little help from Lizzo's mantra of showing up "good as hell"). You won't want to miss the stories of her feats and the good-natured sports banter that kicked off our dialogue.
Picture this: a former gymnast now making waves in the real estate ocean. Ashley's journey from the UC Davis to property magnate is nothing short of remarkable. We uncover the playbook of her success, from managing properties to motherhood, and how her competitive edge has been a cornerstone of her entrepreneurial triumphs. Join us as we navigate a typical day that balances professional hustle with family time, proving that the secret to her success is as much about discipline and flexibility as it is about recognizing the power of intentional presence.
Our conversation takes an intriguing turn into the world of short and mid-term rentals. Imagine a house deeded to cats, or an unexpected encounter with a naked man during a property showing! Ashley opens the door to these unique challenges, sharing her wisdom on the essential traits for succeeding in real estate, the importance of mentorship, and the realities of the hard work that goes on behind the scenes. As we wrap up, Ashley's enthusiasm for the future is as captivating as her insights, leaving us all inspired and ready to face our own challenges, whether in real estate or our personal endeavors.
Dan your nightners.
Speaker 2:Yeah, but talk about it Woo, do you?
Speaker 1:want to talk about that. I do. I don't care really, because I'm not a huge sports fan and my team is already out of it. So, yeah, go ahead. But I was sharing for the backers.
Speaker 2:True, I was. I was reminded that we did have. We did have a small bet in regards to a national championship game. That happened a little while back. How'd that go for you?
Speaker 1:It was cold. Um, I ended up in my cold plunge later in the evening when I was already. What I didn't think of when I made that bet is you know, michigan won that game but I didn't think I was going to be as upset as I was and I was like legit sad. And then my little daughter was up late, was like dad, you still have to. You have your friend Dan said you have to go in the ice.
Speaker 3:Yeah.
Speaker 1:And so it was kind of uh, I never really thought about losing.
Speaker 2:And it's out. I like your style.
Speaker 1:So yes, for those of you who don't know, I bet Dan that Michigan would lose the national championship against my Huskies and we just looked like crap the whole time and then we went. The saddest thing about that is we went from a national championship contender in six days later. We had no head coach. We all of our people went to the draft, we lost our quarterback, we lost all of our people in the portal and everyone decommitted. So now I don't have a conference, I don't have a coach, I don't have a quarterback, I don't have anything.
Speaker 1:I mean we, we, we can rebuild, we will, we will rebuild, but yeah, when people told me to get excited about having a coach from Arizona, I just felt like that wasn't anything to be too stupid about. So, yes, I think the real thing, though, is because, before we played Texas, you and I filmed that episode and I called it on the air that we like that we already won, and I didn't do that for the national championship.
Speaker 2:So I take full I would have probably edited it out.
Speaker 1:So, yes, congrats to your Niners. Pretty, finally showed up at the end there. And then what quarterback shows to do? Look like, look like Joe Montana check downs and read in the field and getting it done when you had to rain, protect the ball.
Speaker 2:All good man Looking. Looking forward to another another good one this Sunday.
Speaker 2:That's a deal, Well all right, man, let's jump into it. So our guest today is a very, very influential and self-driven person. She is the incoming Placer County of Association of Realtors President A, a seat which she has already fulfilled once, but it was during COVID, so we'll touch on that a little bit in the interview. Um, she is the president and broker of Haney real estate. Born and raised here in Placer County, uh, director. Um, in addition to her Placer County Association responsibilities that do a California Association of Realtors Director that's a mouthful yes. Um, she is a key contact for our local um representative, joe Patterson, who's actually a neighbor of mine. Um, and she's the proud mama of Riley and Rocco and Ruby and Isaac, and she is a sports mom. So looking forward to hearing some sports mom talk and all the goods. So, without further ado, let's bring her out, let's go, let's go.
Speaker 1:Ashley, thanks for joining us.
Speaker 3:Thank you for having me.
Speaker 1:Okay, so Lizzo get his hell. Tell us about it.
Speaker 3:You know you try to go through walkup songs. I attend so many sporting events for my kids. The kids have the craziest walkup songs these days. Um, so for me, though, the Lizzo song. You got to always show up and have a positive attitude. Sometimes you don't feel like you want to, sometimes you've had a bad day, maybe a transaction's gone wrong, but you got to show up. You got to get your hair done, your nails done, and you got to show up with a positive attitude, ready to, uh, make an impact.
Speaker 1:I love it. Yeah, so showing up good as hell regardless of what's going on, yep, and I think probably in the last couple of years, that's been more important than ever.
Speaker 3:Absolutely Obviously with. We came out of COVID, as Dan talked about. I was our COVID pre-car, pre-car president, um, but even last year, with our market being down 40%, we've all had to pivot and we still got to show up and treat our business like a business.
Speaker 1:Absolutely.
Speaker 2:Yeah, that was. Uh, that was a tough year last year as well. Um, yeah, the emotions of the 2020 and 2021 kind of roller coaster with all the, the pandemic stuff, and then last year for the someone is to pull the e-brakes on our industry uh, like they did, was, was, uh was in sight, and lightning.
Speaker 3:I guess we had to we had to pivot.
Speaker 2:Everyone had to kind of dig deep and figure out if they were going to survive or not. So so, Ashley, you are born and raised here in Placer County. Um, talk to us about your kind of coming up.
Speaker 3:Yeah, so I was actually born at Roseville hospital, the old Roseville hospital. Um, it looks the one like like it has lasagna. I think it's like a storage place now. Um, I've only left Placer County to go to college at UC Davis. So I was born and raised in Roseville, moved to Granite Bay and currently reside in Loomis. Um, my entire family besides my brother and I went to Delaro high school, so I'm excited to be raising my kids in the Loomis community.
Speaker 1:Cold.
Speaker 3:Eagles.
Speaker 2:Oh.
Speaker 3:Eagles, um, but I personally went to St Francis. I went to private school my whole life and went to all girls high school and then went on to UC Davis, um, where I was an Aggie.
Speaker 1:Would you study at UC Davis?
Speaker 3:So I went into UC Davis to be a lawyer.
Speaker 1:Oh.
Speaker 3:I studied political science and communication. So, um, instead of double majoring, I ended up shifting a little bit because I realized I didn't love school that much and I actually graduated in three years, uh, with a communications degree, with a minor in political science.
Speaker 1:Awesome, so you went. So what was the pivotal moment of? Okay, I don't know if I want to be a lawyer. Was it just all the school? Cause it's a lot of school.
Speaker 3:It was, and I I'm a great arguer and I was able to find that outlet in other places, and so I never had aspirations of being in real estate, but now I feel as if I am a lawyer in a lot of aspects. And so it's all kind of fallen into place for me.
Speaker 2:What's so funny? The correlate we interviewed Sam Tove, who's the SIR president now, and she was. She was going to go into law as well, Like she shared that on the episode. So pretty funny. These, these, these women moving into leadership roles with the, with the desire to uh, to argue.
Speaker 1:Well, and there's so many other parallels too. Right Like the argument is obviously something cause we think about like law and order of the courtroom, but so much of his contracts being detail oriented, thinking of other precedents, things that you've done in the past, and I think that's just a role that a ton of experience makes a big difference. How long have you been in real estate, Ashley?
Speaker 3:So I've been in real estate now for 12 years.
Speaker 3:I actually was in the business a few years before I got licensed. I got into the business, so my dad had a very successful security and surveillance business. Um, he sold the business in 2010 and I was pregnant with my daughter, Riley. So he told me hey, Ash, um, why don't you go ahead and quit your job? I was working in administration at Adventist health, at the corporate office, and I had a great, great career there. Um, he said hey, why don't you go ahead and quit your job? I'm going to buy a few rental properties. You can manage those work from home.
Speaker 3:Um, and then his friend had a failing construction company at the time not feeling it was struggling, and they needed a little bit of admin support. Work from home and go ahead and help my friends. He said I'm going to start investing in my friends. So I'll start with you and his best friend, Bob, and I went ahead and started doing the quick books that I had no idea what I was doing and, um, of course, as sharks that realtors are, somebody found out he had sold his company for a decent amount of money and contacted him to start flipping houses, so he needed somebody to oversee that. So I am have a newborn in my hands and I found myself on the Placer County courthouse steps with millions of dollars in cashier's checks and I was buying houses side unseen. So I did that for about two years and thought you know what? I should probably be licensed, Um, and I got my broker's license at that time, 2012.
Speaker 1:That's awesome. What a time to come into. So, on the back end of things, going crazy in a different direction, If you you know that 0809 craziness auction courthouse steps. I mean the funny thing is, like, of all the people we've had on here, no one has this story of like. You know, I grew up and I wanted to be an agent and I got into it and it's always been what I want to do. Everyone's got some kind of bombshell. I just kind of fell into it and then I ended up figuring it out and just trial by fire.
Speaker 2:I mean, you feel like that's huge in this industry. I just loved it. I love the visual of this private, private school girl like now buying houses on the courts, on the steps baby on your hip like waving cashier no.
Speaker 1:and then it got to the point.
Speaker 3:So I'm the first realtor of my family. So I didn't grow up. I'm not a third generation, I am the only licensed realtor in my family and so it was like what the heck am I doing? Let's make it up as I go along. So soon enough I got pregnant with my son, so I'd have a one year old in a Bjorn and then I'd have a pregnant belly and all this money and I'm like do I need security, like what is going on right now?
Speaker 1:So do you ever look back at because obviously there's some challenges there, like we're both parents as well that you think that that has pushed you ahead in this game of like starting with such a grind mentality of you know, having babies on your hips and running around and figuring it out without you know? Obviously you know dad wasn't in real estate. You didn't have some mentor right off the bat. Tell me a little bit about do you think that that is you know, catapulted you to where you're at now in terms of success?
Speaker 3:Yeah, I definitely think that that was part of it. A few years later I became a single mom, so I actually got a divorce when my kids were one in three. I had just started my brokerage like months prior, so that was a big adjustment and I didn't have an opportunity to fail. It was like you're going to do this or you're not, and so it definitely was part of it. But I think, too, I just was raised with the mentality. I was a high level athlete growing up.
Speaker 1:What's worth.
Speaker 3:I was a gymnast, so I won national championships for gymnastics, starting at seven years old.
Speaker 1:Wow.
Speaker 3:And so I just think that competitive nature and we'll probably touch on this later as you guys mentioned, I'm a sports mom, but I do think that the highest level athletes make the best CEOs and there's a level of drive that is instilled in you as a young child, and so for me Anybody who knows me, if they think I'm gonna sit back and watch things happen I'm always just shooting to the next level like there's never. If I get first place, it's like, well, what could I have done to have my score be better? Or what could I have done to do x, y or z?
Speaker 3:So sure self-motivator on that.
Speaker 1:Yeah, and I think that that's a mindset that once it's in there for high-level achievers, it's it's in there forever, like even if you go through ups and downs of life. That carries you through a lot of things. Dan and I both come from athletic backgrounds as well and I think that you just understand, especially in an industry like this and being an entrepreneur, there are ups and downs that are cyclical or market-wise, or Client-wise or you know anything that can go wrong and and go great, but a lot of times we don't have a control over a lot of that and all we can do is it sounds like what you've done really Well is control your own Behaviors and actions now all I got to do is have my kids have the same mentality.
Speaker 3:That's the struggle that we have. Right is okay. We have this, it's instilled in us. Our family game nights are super competitive, but do the kids have that same level of drive? What's too much for pushing the kids? What's not enough right?
Speaker 1:Yeah, and I think that that you know, dan, and I have talked about this before as well there's this saying that, you know, hard times create great men and great men create easy times, and easy times create soft men and soft men Create hard times. And there's this cycle, right where we've both talked about parenting, of wanting to instill, and you know, dan's big Things have been accountability, and I've kind of been working on that with my kids. It's difficult, right when you find some level of success and you want things better for your kids. Maybe then you had, or even just to replicate what you had, but then you have to help them have those, you know, sometimes artificially create them, because your, your life circumstances don't always necessarily dictate that. You have to show them like we Grew here as the adults because we went through hard times, and if we never gave you these opportunities to shine and Grimace and get through something or be bored for 10 minutes, then, you know it, we're not doing you a really good service. So absolutely.
Speaker 3:Yep, I am sure you guys can relate to that. I feel like my daughter's 13 and I feel like we're finally matching with my desire in hers, where I feel like, up to this point I've wanted it for her more than she's wanted it for herself and now I finally feel like we're eye to eye in her desire and she's self Putting them, putting the work in to level up, and I'm like, thank you, god, I did something right how rewarding does that feel?
Speaker 3:honestly, it's rewarding and it's heartbreaking at the same time because, just for example, this volleyball season, she had her eyes set on a certain team and she put in all the work and did all the right things and it didn't play out. But again, that's a growth moment for her to pivot, and so that's what I taught her to do. She didn't make the team she wanted, so now she's adding flag football to the. She's still playing volleyball, softball, but she's adding flag football. So, hey, take it as a good thing and move it on, move on. Yeah, well, sounds like she's got that ship right there on the shoulder.
Speaker 2:You see it every time. You look over and and and then that's, that's a, that's a motivator, it's yeah, it's so cool. I mean, ashley and I's kids are kind of the same age, so I think my, my daughter's a year ahead of her in volleyball, wise and academically, but our sons are the same age and they compete against each other. So so I get to see Ashley firsthand, like out on the sporting field too, which is which is super fun, and it's one of the things that kind of leads into my our next question. But I see Ashley and I'm like man. She's, she's a broker, she's, she's just a badass.
Speaker 2:And I'm like, at the same time, like she's out there, like parenting her ass off too, like just Coaching up her kids there there at everything. Like you know, one of the one of the greatest compliments that I give people tell me how they see. I see you everywhere. You're doing everything and I'm like man. Thank you so much. But like that's, that's what I need to do. And I look at Ashley. I'm like man. She's got like four extra hours in the day because I don't know how, like you, you Out hustle a lot of people, so that's super cool. So talk to us about like a just a normal day in the life.
Speaker 1:Yeah, there is such a thing in real estate, or being a parent, or you know any of these things.
Speaker 3:Honestly, it's like what day is it? Because somebody say, oh, what's your weekends? Like I'm thinking, what the heck's a weekend? Right so I mean just for today. For example, I got bombarded last night with a reminder from the school that it was a minimum day at the kids school today. Yeah how many damn days are we gonna have?
Speaker 1:off of school.
Speaker 3:So I woke up this morning, got the kids all ready for school, knew I had this podcast, so I had to, you know, judge it up a little bit when drop the kids at school straight to the office. So I think that that's one of the things that's the most important is, you have to show up, and you do have to be visible, and so, as hard as it is to get up and put yourself together, I think that that is number one key to success for anybody looking to level up in the business you have to show up.
Speaker 2:Yeah, the time management skills. Right, I mean I, I'm going through my schedule a day or two ahead, usually going okay, like I know I'm gonna be in the office at 6 30 Monday morning because I've got this, this and this to do that are Non-negotiable. So that time management, the you know, get again. I type everything, so many things. Back to the sports, the collegiate sports, the structure that was provided, how to work with team it. Other people, like I'm sure your ear, experience in the same thing on it on a daily level, you know, maybe hourly level.
Speaker 3:Yeah, it's really interesting, right. And then a lot of my clientele are actually people that I've met through my kids or my kids sports, and so today I went and walked a property with one of my Kids best friends and their parents, and so that was really exciting and obviously I'm here today, but typically I am working from son up to son down. I really try to be intentional, though, when I do have that time with my kids. So, for example, last week our school does a thing called mother-son bowling and I was having the worst Transaction of you guys. Everything was falling apart. 50 grand was on the table, I mean everything that could have gone wrong. But I had to think about for two hours. My son wants to spend time with me and is wanting to play air hockey with me in the Lobby of this disgusting bowling alley, and I just had to tell the client listen, I will get back to you in two hours. And they they were really pushy with me. But you know what? I have to be intentional, because if not, we're just gonna give everything away. And then what? In five years I'm gonna be here by myself, feel it's sorry for myself because my kids are gone and we didn't have any core memories.
Speaker 3:So, picking and choosing, looking at my schedule, the calendar is just number one on on everything. That's the only way that I get through. But I also am trying to be a hundred percent present, a hundred percent of the time. So if I'm here with you guys, try not to look at my phone as much as possible. Obviously, we all have watches, we all have distractions, but I also think, showing up at the office, you have to have a designated place to go. That's not your home. Because as much as you want to say, I can work from home. And, yes, we work on the road and, yes, I work from the sideline of the volleyball court or softball or baseball field. I am the most productive when I am sitting in my office in front of my computer. Do and work.
Speaker 1:Yeah, totally. I feel I would say exactly the same thing, because I think for all of our roles you have an opportunity as an entrepreneur to be wherever you need to be. You're always working all the time, right? I laugh because it's like, oh, I gave up my nine to five so that I can think about my business 24 hours a day, all the time.
Speaker 1:But if you don't have those designated places and routines, like some of the some of the appeal for me has always been I'll kind of get to do it whenever I want and wherever I want, but it just does not work for me.
Speaker 1:I have. If I'm at home, I'm really not super effective because I hear the kids in the other room and I know my wife is kind of with them, but I feel like I could run out for a minute and help and I should, but I need to be doing what I'm doing and then you know, if you have an opportunity to go to an office, set that time aside, even if I found like, even if it's a smaller block of time, it can be super effective. And this is one of the things we've asked a couple of the people that we have I've heard this before like there's nothing more. There's nobody more efficient than the entrepreneurial mom, right? Like what you can get done in 10 minutes as an entrepreneur mom is just far above and beyond like what anybody else can do, because you just know like, okay, this is it 10 minutes. I've got to like pack lunches and I got to make a phone call and I got to wipe a butt and I've got to do xyz.
Speaker 3:So I'm happy I'm past the butt wiping phase. But you know I totally resonate with that.
Speaker 1:Yeah, absolutely. Well, you've got some. So tell me a little bit about so presidency during COVID. Obviously some significant challenges. When did that start officially? Versus the very beginning of COVID? Because it was such a weird time for everybody.
Speaker 3:Yeah, so I officially took my role as presidency, or title as president, middle of January of 2020.
Speaker 1:Wow.
Speaker 3:And so everything was great. I kind of backfired on myself, because I always do a word of the year, and that year I decided my word of the year was simplify, and so I feel like I kind of did this to myself. But no, really I as much as COVID presented challenges, I think it presented a lot of opportunity too, and so within 60 days of my presidency, we were, they were trying to shut us down, and so what I did is my whole goal as president was to keep us essential. I know Sacramento had a lot of different feelings on this. They had a more liberal approach on things. I wanted to get all the facts and I wanted to provide the most value for the membership.
Speaker 3:Obviously, I'm not here today speaking on behalf of PICAR. I'm just here speaking about my experience on that, sure. But my goal is to keep us essential, because if we can't sell houses, then we're not only affecting ourselves, we're affecting the mortgage industry, the home inspection business, the title companies. This is a whole group of people that is going to be really affected.
Speaker 3:So I worked really closely with Dr Sisson was our medical person at the time to try to get the real facts, and the cool thing with me is I partnered with a lot of the local electeds and they were all on board for keeping business open, in Placer County specifically, and so I created town halls. So I'd route on Curculer Tom McClintock, assemblyman Patterson, kevin Kiley, all of the people that I could pull out of my pocket, that I could leverage relationships, and I got them on what we called like a virtual town hall, so that we were all the most educated and we were doing everything we could to be as effective as possible but still give optimism and keep business running, because if we all shut down, what's that going to do? So even at the beginning, we were only able to show vacant houses. That was something to find a vacant house.
Speaker 3:That's somebody that left for the weekend. No, but you know there's loopholes. We got through it. It was definitely a challenge and I needed to redo, so I put my hat back in the ring to see if I can do a little bit more.
Speaker 1:Yeah, during normal times, but I love that. I mean, I think that speaks to the strength of the real players in real estate, because it can very easily be an overly competitive environment, especially for competitive people, where you never collaborate. And here you are, beginning of a pandemic Business is going really well, and then you step into this new role and you have to be basically an advocate for all of your peers too, right? And so I think that's the epitome of leadership, right? You're not just thinking about how am I going to survive as things change significantly, but you're kind of stepping up and like, as an industry, how do we support each other and how do I lead that right now?
Speaker 3:Yeah, and I think that that's taken into what my plans and goals are for this presidency, because the thing that I saw the true value in was that collaboration and those relationships that were built over that time. And so, when I was trying to think about my mission and my values and what my goals were for this presidency, I really want to support collaboration and with our industry professionals we've got real tours, we have affiliates, we've got so many people and if we can all work together, we're going to create something truly special, because we're the ones painting the narrative for the community.
Speaker 2:Sure, we touched on this recently as well, and you're a few years younger than Blake and I, but Blake and I are kind of on that cusp of are we millennials or are we Gen X? Right, I'm a millennial.
Speaker 3:Don't profile us, but you are.
Speaker 2:But that was one of the things. And it's like the millennials get for lack of a better term they get shit on it, like verbally and by so many generations and things. Millennials are all about collaboration and these last few years, like what they have shown is the power of collaboration Now again, like being a college athlete, like it took me a long time to understand how to work collaboratively, like I was, I came out of college saying if you don't wear the same uniform as me and we're competing, like there's no way we're friends, like I'm trying to kill you. I'm trying to, you know, I'm trying to put you out of business, I guess in that sense, and it's evolved so so much since then because of that collaborative push. But what I wanted to ask was you started to touch on it? Do you have any unfinished business from your presidency?
Speaker 3:Oh gosh. Well, where do we start on that? So I think for me, I just wanna go through a full year of being able to have office meetings and being able to show up at PICAR. I think there's so much benefit to be had with people being in the same room. So it goes back to my initial thought of just showing up. That doesn't just mean showing up at your office, that means showing up. I put an offer on a house over this weekend and they have 11 offers. So I know that realtor personally. Guess what? I actually saw it at the football field yesterday because our daughters are playing black football together. So I haven't gotten my acceptance yet, but I'm putting out the good juju. But you have to show up and I think that creating that platform for everyone, you gotta throw the party that people wanna come to. So if you can do that, then that's gonna be a really cool differentiator.
Speaker 1:Well, sacramento, the greatest Sacramento area, is a major market. Right, we can call that a major metropolitan, not New York or LA, but it's a big market. And then you take you already hinted on this too Like the difference a little bit between Sacramento and then Placer County. Here specifically has its own vibe, which I just think it's about the greatest place on the planet. But speak a little bit about where this growing, evolving, exploding really, from your time here, probably in your youth, to where we're at now. Talk about this special ability of being able to connect with people Like you're talking about, like, hey, these people I know on the sideline, tell me a little bit more about how effective it is to make those relationships and I wouldn't say use the word leverage, but collaborate based on those relationships that are more than just work.
Speaker 3:Yeah. So I think it's a little bit twofold. I think we've got the people where we're maximizing the relationships right Of the people that we see on the sidelines, and that goes back to being intentional with when I do show up, I'm making those conversations with those other realtors. I don't see them as a competition, I see them as an ally and I think that's a mindset shift that some realtors could use to have.
Speaker 2:To benefit, for sure.
Speaker 3:But I also think, as much as we've grown here in Placer County or the greater Sacramento specifically, I do think there's a lot of us that have been here for long enough that we still feel like it's our small town, even though it's grown and presented new opportunities for themselves. So it's really cool to see people who've left and maybe come back. We do see a lot. I see a lot of that where people say I can't wait to get out of here, and now they're back raising their kids. So that's really really cool to watch and I think that's one of the draws Still affordable enough.
Speaker 3:We're a couple hours from Tahoe, we're a couple hours from Napa, we're a couple hours from the Bay Area, so you can go to the beach and the lake and the mountains all in the same day. So people love that proximity. And then in today's current market I just got a stat from the California Association of Realtor Jordan Levine he's our chief economist 25 to 30% of people are still doing some type of remote work. And so if you can live here, have more opportunities, be walking on hiking trails, going and spending time outdoors with your family, where we have true seasons why would you not want to live here?
Speaker 1:Yeah, I get it.
Speaker 3:Are you sold?
Speaker 1:Yeah, I moved here from Seattle for kind of that very reason. So yes, I am sold, I was sold years ago. But yes, I will continue to sell that truth.
Speaker 2:Well, and I have the unique story of I'm a Bay Area transplant but I've actually left and come back twice. I've moved back into California twice, but I was never of that mindset Like I can't wait to get out of here. It wasn't California politics or anything that drove me out. It was some different opportunities at different points in my life and we actually knew my wife and I knew both times that ultimately, the end game was to get back to here. So, but yeah, sharing the how cool this area is with so many people, and I think one of the cool things is the melting pot that Sacramento is. But it's also so welcoming, as long as you're not like a Warriors fan.
Speaker 1:Yeah, there's also that.
Speaker 2:Pretty welcoming. We latch on to the Giants and the 49ers, for the most part the Raiders, and I don't know about your Seahawks, but hey man, we can just leave that I understand.
Speaker 1:I'm an outsider, I get it. I'm just happy to be here.
Speaker 3:Well, and some of the cool things too, that a lot of people might not know. So my dad was actually just awarded entrepreneur of the year for the greater Sacramento region Very cool, so it's super cool.
Speaker 3:But the Sacramento region as a whole is doing such a great job of bringing new businesses to the region, and so they've not only bringing startups, but some of these companies like Bosch just came to Roseville. That's not only gonna bring jobs, but that's also gonna bring opportunity, that's gonna increase wages, that's gonna increase home ownership, and so they're really making a big push to kind of pull from the Silicon Valley, where people might have a little sour taste in their mouth or looking for something more affordable or different, and coming to our region. So, as long as they've got our like-mindedness, like we're welcoming them with open arms.
Speaker 1:Yeah, somebody that's in Gilroy and has a 800 square foot house and it's 1.2 and they can come here and you know, it's nothing cheap anymore in general, but this is a lot of bang for your buck. Here is what I'd say.
Speaker 2:And even, for example, I mean a company like Bosch relocating to here, and companies like that pour back into the community so much and Ashley and I do so many things within the community where we're out fundraising and to have a company like that that's going, hey, this is where we wanna be like and they're, you know, these next couple of years they're probably looking to build their brand here and all that and be able to recruit and do things like that. So they're gonna be a huge resource for us. It's just another feather in the cap, I guess, for the area which is- yeah, I love the pro-business mindset.
Speaker 3:Right, we're all entrepreneurs, but there's also other businesses that you would never even know. Environmentally, a lot of tech and stuff that I don't know enough about to speak about, but just some really cool opportunities for people to find who they truly wanna be.
Speaker 1:Yeah, speak a little bit about. I mean, obviously you're a realtor and we're all actually all three of us do well, when there's more volume, there's more sales, there's more growth. But as somebody who grew up here and I would imagine has seen it change significantly it's changed in the handful of years I've been here and then, with what's slated for you know, sac State Extension, campus, placer One, bickford Ranch, I mean all of the stuff that's continuing to go in here, how does it feel, as somebody who's been here and what was kind of a smaller regional town and went to Davis smaller college area, how does it feel to watch everything kind of explode and see the future explode around you here?
Speaker 3:Yeah, I had sort of mixed feelings about it. I think initially you're like whoa, whoa, whoa, we wanna protect and conserve. I don't, I wouldn't love to see this turn into the new Southern California or even Bay Area. But I know that growth is necessary and it's inevitable, right. And so you have to find that fine line of embracing it and also protecting what you know it is. So I think that the people are the ones that can change the mindset in the direction. We're not gonna stop Bosch from coming in. This is good for us overall. So, yes, I think everything in life has its pros and cons. It's how we approach it, how we're gonna navigate through it and really embrace it, because if we go into it with a negative mindset, well then that's, you're gonna have a negative life. You just really can't have all the naysayers. And, yes, there's things that you should stand up for if you feel you know. If you don't wanna grocery store in your backyard, listen, I'm not going through that. But if that wasn't the case, I would feel pretty passionate about it. But I think in general I'm in support of the growth I would love to protect.
Speaker 3:I love living in Loomis. We have 72 acres, and so I'm a little bit skewed on this because I'm not. I'm less affected in my very close bubble and that's why I've chose to live in Loomis is to have a little bit more land, but I also support that. My first house I bought at 21 was in West Park and the reason I bought that house was because they had it was 2008 and they had posed that they were gonna make this walkable community and that was super cool for me. It never happened while I lived there, but now all these people can walk and go have dinner and have a gym and all these things that I think are pretty cool and attracting really great people.
Speaker 2:That little restaurant they have over there is legit 747. Kitchen 747. Yeah that's a good little spot.
Speaker 3:Yep.
Speaker 2:All right, let's, let's, let's, let's have some fun here, let's talk. Tell us about you got any crazy real estate stores.
Speaker 3:Any good ones for us? Where do I start?
Speaker 1:Tell us because you were telling us before we started here to you've got you're not just in real estate, you've got your hands in a couple of different things here. So elaborate on that a little, cause I know you've got a few good stories.
Speaker 3:Yeah. So I think for me, you know, when the market changes, obviously we all have to pivot a little bit. You have to know what you're good at. But in 2022, I stumbled upon some opportunities to convert some of our long-term rentals into short and mid-term rentals, and what that means is a short-term rental we've all stated an Airbnb. People don't realize like there's a lot of them here locally too, but what we've really found a niche in is this mid-term rental. So we partner with insurance companies. Let's say, your house floods, or let's just say there's a fire, you have to have somewhere to go and guess what? These insurance companies? They pay, and so we've pivoted and so we've got about a dozen of them here locally that our family owns, and so I consult to oversee those, and we have had really, really great success in that, and that was a great pivot tool for me last year, as I work with a lot of investors. But this just takes it to the next level and I can really provide that insight to those who are looking to invest and maybe have more creative opportunities. So that was really cool. So, with that being said, that comes with stuff.
Speaker 3:I think 2023 posed a lot of weird things. I did things I didn't do before. Like I showed houses in Del Paso Heights Before. I probably would have been like, hey, I'm going to refer you to another agent. I don't really feel safe. But you know what the market's down I have to go show a property, and so I had this really, really amazing family. They have three young kids 12, 10, and 8, and the 8-year-old little girl. I don't know, you guys haven't probably shown homes before, but there's a thing with realtors where people always hide the blue lockbox and you're like, why do you got to put it in the weirdest spot.
Speaker 1:Under the flower pot. It's just so odd.
Speaker 3:And so you're like OK. So I always make a game when there's kids around like, OK, who's going to help me find the lockbox? So there's the cutest little girl. Every house we'd go into we'd find the lockbox. But of course I'm working in Del Paso Heights and so I'm just being a little extra conscientious and this is where they want to live and this is where they can afford and that's what I'm there to support. So, anyways, we walked into this house and I just had a weird feeling right when I walked in, Like OK, what am I getting myself into? There was a can of beans sitting on the counter, and so I immediately went and opened the back slider, thinking is it locked? Is it open? It was locked. So I'm like OK, we're good.
Speaker 3:So the little girl always also ran around to go find her room. So she's running around to go find her room. Next thing we know she runs back out screaming bloody, murder. There's a guy in here, you guys, there was a naked man laying on the floor halfway out of the bathroom, halfway into the bathroom. We didn't know if he was dead or alive. So the mom and I get the three kids, scoop them out and run out to the car and I'm thinking holy shit, what am I going to do right now? You guys, because you don't want to be judgmental, this is where they're living, this is their community, but I am so uncomfortable. Anyways, luckily my client was a badass, he got the guy out, he walks out and he goes all right, guys, let's go see the house. I'm thinking, no way.
Speaker 1:He was ready. He was ready.
Speaker 3:We didn't write an offer on that one, but they did close the house really closely, so that one was really interesting.
Speaker 1:Yeah, take some beans for the road. You got a little snack for your next tour.
Speaker 3:I had anxiety, for I definitely had to have a drink after that one. And then one of my other craziest stories last year is we do flip houses and we got into escrow with an awesome agent here locally and we came come to find out that we couldn't actually sell the house because the dead seller had deeded the house to her cats.
Speaker 1:Wow.
Speaker 3:And so how do we negotiate with the cats?
Speaker 1:You get somebody to identify as a cat because you can do that, that's kind of I was getting creative.
Speaker 3:I even got one of our Rockland Council members, david Bats, involved to try to help me as an attorney. I didn't end up working out. The cats won in the long run. But you guys, I got an escrow where the house was deeded to cats.
Speaker 2:Man, that's incredible. That was wild who allows the transfer of a deed to cats.
Speaker 3:You can write whatever you want in your trust.
Speaker 2:It's just got to go.
Speaker 3:Define it, You're like define it.
Speaker 2:Is it Milo?
Speaker 3:Is it Simba. We don't know, we're just the cats.
Speaker 1:And then can the house just go into disarray. Obviously, I would imagine the cats are paying mortgage or they're probably not calling in Finley to take care of everything.
Speaker 2:That's right there.
Speaker 1:Speaking of cats, if you need pest control and there's a shameless plug. Yes.
Speaker 3:If you have rodents you need to list to say they got rid of the rodents. But we definitely needed a home inspection from Finley to come and handle whatever the heck was else going on in there, so that was interesting.
Speaker 1:There are some obviously going to other people's homes a fair amount, and I've done that in my time as a fireman too but I don't know if there's a lot of smells I detest more than cat pee in carpet pad.
Speaker 3:That's pretty bad.
Speaker 1:And it's amazingly hard to get out.
Speaker 3:I don't know. I've never owned a cat and I'm not going to start now. So a big dog girl here for four dogs. I'll in for the dogs, but no, I'm gonna pass on the cats, especially after that situation.
Speaker 1:So I want to circle back for for one sec on On. Some that you said earlier too is like in terms of you are a heavy hitter in this industry. You're in a leadership position as far as advice for new people getting in this industry. I'd love to hear a few things, but one thing that you said that stuck out to me is the fact that you, you know that the game kind of respects game right.
Speaker 1:Like you've come into this I think we've all and Danny even hinted at I certainly have had this in the past is you get in this competitive mindset, especially as a former athlete, where you want to win, you always want to push. I've had these moments before. I get super focused on my Competition, what they're doing, not on what I'm doing, but I think, as my career's progress is just focusing on like hey, you have to kind of tip your cap sometimes like you don't, you're not gonna win every deal, I'm gonna close every escrow, but you, you just have to know, like, if the tip your cap to the people that are Gamers out there and so like as somebody at the top of your game, what do you see in some of your I wouldn't even say competition, but in a collaborative way, other people that are winning. What are some of the the key traits that you see in them? That you would tell new agents to Strive towards those skills.
Speaker 3:I think, outside of skills, the first thing you have to do is partner with people that are smarter than you. So joining a real estate team or I think you should join a team. So I, when I started my brokerage I only started it because I got my broker's license and we were flipping all those houses on the courthouse steps and Everybody wanted my open houses, and so then they said well, can I come work for you? Okay, soon enough, I had 65 agents working for me and I didn't know what the heck I was doing. You guys I mean I made it up as I went along and I did okay, and I've not gone wood, never had a legal issue. But you have to surround yourself with people that are smarter than you. So the only reason I said I'll start a brokerage was because two people Bob Valletta and Kathy Donnell who Kathy was my parents realtor growing up and Bob is probably the smartest realtor I know said we'll do it with you. I said, okay, if you guys will have my back, we got this and we did and we had a really good run with it.
Speaker 3:But I think finding that team of people that you can vibe with too, because just because someone's a heavy hitter Might not mean they do it the same way that you do, sure. So you have to find that like-mindedness with the passion and and find that perfect blend for you, and sometimes it doesn't always work out. I think. A lot of times, realtors are looking at who can I get the best commission split from If you're doing zero deals? A hundred percent of zero is zero, yeah, so you got to go find someone who's gonna bring value, not necessarily been provide leads. Give you that support, though, to utilize your sphere of influence, because relationships are gonna be your best source of business. Of course, referrals in a few online leads from a sign call, but let's be honest, those are not people that are gonna most likely keep following you around work ethic is usually work.
Speaker 2:It's usually what's gonna pay off in the long haul. You can't, this isn't, this is. This is not a fly-by-night.
Speaker 1:Yeah, flash in the pan is not work consistency is Pride, you know.
Speaker 2:Time time proven, I guess yeah you know that more than anyone.
Speaker 3:I mean you've, you've come in and you show up to everything and that's your visibility is Contagious, right, and people want to be around that. And even if some days are hard and that's why I picked that Lizzo song you do show up and you put your best face on, because people are attracted to positivity, enthusiasm, and that's not only in a leadership way, but your clients can feel when you're not confident. So you do have to find that fine level and I really think that our association Provides a lot of opportunities for agents to to get really cheap Information for our education classes.
Speaker 1:Really cheap. Yeah, five bucks and get lunch and lunch.
Speaker 3:So I think people should utilize some of those resources and they would be pleasantly surprised. But I do think finding a team and finding your tribe that can come support you In where you're at and meet you where you're at too, is huge.
Speaker 1:So work ethic, showing up, being willing to grind even when you don't feel like it because, let's be honest, like we don't, we don't feel like it every day, and I think that's a fallacy sometimes. Danny and I talked about this a while ago. You see people that are doing stuff like Dan's a great example. We talk about this almost every week. Dan is at a lot of things. His calendar rules his life. He shows up, but I can promise you he does not feel like showing up every single day. Just just because he does doesn't mean he feels like that, and I think people probably see that and say well, it's easy for Dan, because you know he just is at everything, so it must be easy.
Speaker 3:But I know that's not the case when it's really hard for me in my business too, because you want to put it out there that you're busy and they're going to all these things. But then I've also had it backfire, where people are saying, well, are you too busy to take care of me as a client?
Speaker 2:Yeah, the old deal deal, I don't want to bother you. I go hey, it's, it's absolutely never a bother. You're like call text email, front left pocket, that's where it's going and I'm gonna get back to you because you're important. Yeah, and so how do you?
Speaker 3:navigate through that fine line, because for me, you want to put it out there that you're doing these things because people do Want to talk to you about them. But then when they say, hey, are you too busy to take it on, I only have to say, hey, I can prove it by my actions that I'm not. I have a great supportive team, but how do you navigate it, dan?
Speaker 2:Yeah, I. For me it's. It's all comes down to organization. I time block I. I I try as my best I possibly can to honor my commitments. If it's on my calendar, it's a commitment, it's, it's on there. I want to do that a Lot of times. It means getting up early, yeah, I mean all I answer.
Speaker 2:I answer. I answer calls in the evening, but for the most part the majority of my work is really usually done earlier in the day. So it's just, it's just really organization. I think is is the biggest thing for me, and and honoring the commitment.
Speaker 1:I'll tell you what doesn't work, and you already kind of hinted on. This is like the idea of multitasking. I think that came on like 10 years ago as this great like superpower I suck at it already have ADHD Before that was cool. I've, you know, had that my whole life and then I have noticed like if I try to do that, I'm exponentially Not good at anything. So you just talked about actually being where you're at for the time you're at, and I've noticed in my life If I can do that, even for smaller chunks of time, if it's like for 10 minutes. I have a silly little timer that sits on my desk. I'm not gonna look at anything for the next 10 minutes. I'm working on this one email, I'm responding to this one thing, or I'm pricing out this one loan and and that's it. Like have you found that to be the case in your life with just one thing at a time?
Speaker 3:Yeah, I do like to definitely time block. I, at the beginning of each week, I make a list of the top five personal and top five professional goals that I want for the week. Love it, and so for me it's like non-negotiables. Obviously they each have little bullet points underneath of them, but we have personally and professional, and so sometimes it changes. Usually the professional gets added a lot at it, and so does the personal, like when I get a minimum day. But if I have those non-negotiable top five personal and top five professional things that I can knock off my list every week, that's what's gonna be the key to my success, and I'm a big checklist person and so I get such satisfaction From checking things out.
Speaker 1:That's where you're like. I feel like I don't know if that's a millennial thing or not, but like I think it's. You know, dan, I say in the older school, millennial is like I love checking things out like a paper and pen on a piece Of paper. I'll even write like all the little things just to build some momentum, like got out of bed, change baby's diaper.
Speaker 2:Yeah, pass it off. You're like, yeah, it's, it's, I heard the best term for it, though Blake is Exennial. We were. We were born analog, but by the time we graduated high school, the world had gone digital. That's right so we were right there through all of that and I and I remember my sixth grade. You're taking a coding class, yeah, and it's like you know the pluses and minuses or whatever here, ones and zeros.
Speaker 1:Clearly it's stuck.
Speaker 2:I'm still a terrible typer to this day, like I.
Speaker 1:Was a maybe speaking guy for like had to take. You know, I call us the dial-up generation, right, because, like I remember, you'd have to go through the seven steps on a well and the screeching thing, but we were online and but did you have call waiting?
Speaker 3:My parents did not pay for call waiting, yeah, and I never got my own phone line either. That was really frustrating.
Speaker 1:Yeah, and it's just like I think I'm this is a little aside like as Millennial, exennial parents. It's like there's so many things that and I'm sure my parents Obviously felt this way about me, but then I'm a little sad that my kids will just never have to go through some of the stuff like we talked about before the show Started here the fact that they have on-demand television and I used to remember, like okay.
Speaker 1:As soon as this guy fades out after peace, so bad, I'm gonna run, I'm gonna hurdle over the cat. I feel like that's actually how I became a good athlete. It's like just trying to pee during a 28 second TV break and my kids will never know that. They just want to know, like, why they can't have everything on demand and entire season all at once.
Speaker 2:So at their fingertips at all times. Really it's it's sad.
Speaker 3:But yeah, a little bit to expand on my checklist ADD also. I've never been diagnosed, but I for sure have some type of ADHD. I like to visibly see my goals. I think people like to talk about, oh, I'm gonna sell this much or I'm gonna Do this much, if I cannot see it in person, it doesn't exist. So I might say I want to sell X amount of real estate transactions this year. Okay, well, how much am I making for each commission Divided by this? So this means I have this many deals.
Speaker 3:So I actually I love taking agents under my wing and doing that. I don't have any agents under me now, just my licensed assistant. But I love mentoring people on that because I think people set these goals that are big, hairy, audacious goals and they're sometimes unachievable or maybe they're not even as aggressive enough and they don't even know what they need to get to do to get there. And so I think you see it on the screen or see it, I have it on a board and I check off my list and I can actually see what I need to do and I can't bullshit myself, because I think a lot of agents want to talk about how busy they are and how much they did or didn't work, and they're full of shit.
Speaker 1:I'm going to second that and this is with all due respect to real estate agents and realtors is so many of you guys are full of shit, and this is the caveat here is like when I got into this industry, I thought everybody from an external standpoint especially like Facebook, instagram were so busy just crushing it and making a ton of money. And then the truth is like I got a little bit behind the curtain and I was like you are barely making it, you, and this is not. It didn't bring me joy, it was just like man. I think if we could also collectively bring down the facade a little bit especially if this last year was your last two years really we're going on now is any indication of, hey, we should be a little more honest with ourselves, right? I think it's as an industry.
Speaker 1:It's an easy industry to pat yourself on the back, but the truth is, like the people that are winning. It's consistency, like Dan said, and it's longevity. It's not an overnight thing, right? If you have you ridden through some cycles, have you had some ups and downs, have you messed up transactions, have you lost deals and have you continued to learn and go back and figure it out, and I think that's what you know. The more I'm in this industry, the more experience means a ton to me, just because I see people that have seen it and they're honest about like it has not always been great. It has not always been. You know the newest Mercedes and I'm crushing it and I'm wearing a new suit and I'm at Paul Martin's every single day.
Speaker 3:Yeah, no, I agree with you and I think that's one of my pet peeves, so probably why I'm getting passionate about it. There's a couple of realtors here locally, who I will not name, who are putting out that they can work part-time as a mom and make six figures, and it is driving me crazy, because anyone who's making six figures is having to give up their family time, and if you're working part-time, you're not doing your job. Yes, some transactions are easier than others, but you guys we are working day in and day out. I haven't had a day off and I can't tell you how long and nobody making six figures in this industry is working part-time.
Speaker 1:Yeah, and they're not like chilling out completely on their vacation, they're. You know, I don't mean to taint it as industry, but it's the people that win in this industry really, really work hard and they sacrifice a ton in their family, sacrifice a ton, and you've already talked about it, Like you've done this for 12 plus years. Different levels, different nuances in this industry and you're still having to remind yourself. Man, I want to be right here with my kid playing air hockey right now, but I have to, you know, have the experience to make that decision and understand like this is really important. So I agree Like this is not an easy industry. I think a couple of years ago everybody was getting their license.
Speaker 3:It was a little easier. I mean back then the deals were flowing in like butter, as one of my friends would say. But you know, one of the things to caveat off what you say is I do bring my kids into the business. One not only is my face on every sporting thing, that they do but we celebrate our wins. So if I close a deal, we go to dinner.
Speaker 2:Yeah how fun is that we bring it together. We got to celebrate together.
Speaker 3:We win together, we lose together, and so you got to bring it in as a family affair.
Speaker 1:I love that. You know getting showing your kids and we talked about that. I brought that up as a concern and Dan and I have talked about this before Like how do I instill in my kids a work ethic because I want them to have an easy life, I want them to, I want to provide for them things maybe I didn't have or I wish I had or were different, but I also want them to see like we work hard for this, and so I think that that's awesome to bring your kids in your business, have them celebrate the wins with you. And also like maybe mom had a hard day or this is tough. Or you know the owner of my mortgage brokerage, you know not to get super personal, but this last year was hard, for everybody had to have a conversation with the kids. They're like we're not just getting everything we want because things are different. Now it's not. It's not just like there's a baseline level of living and we do that no matter what, right? So I love that.
Speaker 2:I heard this. I heard this a few years ago and it just stuck with me and I'm glad it came out because I've wanted to share it on this podcast for so long and it's in regards to your parenting your kids and as they grow up. I heard that you want to leave your kids enough to do something, but not enough to do nothing.
Speaker 1:Yeah.
Speaker 2:And to keep them hungry and make sure that you know, like, so they instill the work ethic. And my wife has been working from home for quite a bit. Lately she's been transitioned back to the office and they had another thing at the office or she's been working from home, which provides some freedom, but at the same time, like I mean, she's the hardest worker. I think I know she's crazy and she's so just dedicated to the eight to five and the, the, the discipline is just crazy and it's you know, and she looks at me and she's like, well, you're all over town and doing all these things and you're in Folsom and El Dorado Hills and Sacramento and Placer County all in the same day and I go, well, yeah, but like that's just what I need to do. And you're doing what you need to do and it's like at the back of your head you're just like I hope the kids see that.
Speaker 1:Oh yeah.
Speaker 2:That it doesn't matter what you're doing, it's, it's that you're getting it done.
Speaker 1:Yeah, yeah. And as a team, it sounds like you know you guys are playing your roles and doing the things that you need to do to win as a family, but I think that's awesome. Actually, like celebrating as a family is a really cool thing because it shows also that like this is still I'm good, mom's good at this, but it's still like a win is still feels like a win.
Speaker 3:Well, in the market's been a little slow. So I had clients that called on Christmas Eve and guess what, on the way to Christmas Eve dinner we showed a house at four o'clock and they sat in the car while I showed a house and that's just what we had to do and I explained to them what the situation was and they are okay with it and they know sometimes you got to be quiet in the back seat and we've worked through it, but because of that I can pick you up from school every day.
Speaker 2:Yeah, so pick your battle. Yeah, I love that. So cool, so real quick. Before we get to the last, to the last question, which you know is come in, but give someone in the, someone in the community a shout out Where's your favorite place to eat?
Speaker 3:I love La Fornaretta in Newcastle. The owners are. I'm really excited we got to give them some Kings tickets tonight. We have Kings tickets and they always treat us like family and so we're happy to give that tonight. But we love La Fornaretta. They, they take care of us really well.
Speaker 1:That's a cool vibe in there. I'm gonna have to check them out for sure. Yeah, let's go. Sounds like yeah. I was gonna say it sounds like we gotta yeah, we gotta date there. Dan, absolutely, you take me, I'll get all judged up for you.
Speaker 2:All right. All right, ashley, we've had you, we've had, we've we've bow guarded a lot of your time and we're so appreciative of you spending spending an hour or so with us and sharing so much and it's been so cool. The last question we have we asked us to all of our guests if you could be somebody for a day, alive or past, who would it?
Speaker 3:be yeah. So I thought about this question when you guys kind of prompted me and my initial response was I would love to go back in time and maybe the generation prior to us, where things were a little bit more simple. You still had enough, you had TV and some of those things, but you you had some of those technologies taken away. But here's the deal In reality, if I could pick anyone, I would be.
Speaker 3:I would totally be Taylor Swift, because I just think she's amazing and I am a total Swifty and I would love to to live her life for one day.
Speaker 2:Well, we would love to have Taylor Swift's Boyfriends podcast. Yeah, absolutely.
Speaker 1:Dude, we could call this a win-win. I'm sure that if you were ever her, you just tell them that we're gonna rival them.
Speaker 3:Travis, I mean, call us anytime, we're gonna be fine.
Speaker 1:It's a deal. I'm sure if you're just ever swinging through your sack, you just roll up here and we'll have you on the show.
Speaker 3:That's awesome.
Speaker 1:Well. Ashley Haney, thank you so much for joining us today. It's been a pleasure, and congrats on your elect and best of luck this year leading the pack.
Speaker 3:Thank you guys for having me. I'm super honored. I appreciate your time.
Speaker 1:We're looking forward to Thursday night for sure.
Speaker 3:Yes, thank you guys.
Speaker 1:Thank you, everybody.
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