Speaker 1: 0:31

My name is Ashley Santer. I am a real estate agent at Pearson Smith Realty Love it.

Speaker 2: 0:37

And now give me a little bit of a background. How did you get into the real estate industry and what led you to where you are today?

Speaker 1: 0:44

Okay, so a little backstory. I guess you can say is I grew up watching HGTV. I know it's like such a bad thing that everyone says they're like, oh, it's not the same, which it's not at all. So my mom and I we would watch HGTV growing up and like house flipping and just the whole process. I liked the process of that, but I knew that there was more detail involved in real estate. So I kind of read about real estate and I just, oh, I just I'm not sure.

Speaker 2: 1:18

No, it's okay, you got inspired by it. I know it's a bad rep to be like oh, it's like HGTV, who cares? You were inspired by it, you pursued it, you found out more about it, you learned that it's not like that and that's still okay and you still loved it. You're pursuing that and helping people buy their first home, sell their first home. Talk to me a little bit about the things that keep you motivated and excited when you're helping your clients in real estate.

Speaker 1: 1:43

I would say what keeps me motivated is just seeing the smiles on their faces when they do find that perfect house. Or, if it isn't their perfect house, seeing what they can do to change the home, just because there isn't. Unless you build a house, there isn't a perfect home for you. And even if you do build that house, there's always something after you move in that you want to change and you're like, oh, what if I would have done this instead? Yes, it would have been so much better, but that's okay, because you can live with it, you can change it. That's the great thing about owning a home. Yep, you can do all that stuff.

Speaker 2: 2:17

Absolutely With marketing. What are some of the things that you like to do to market yourself? Get your name out there, Maybe share things about yourself so people can get to know the person behind the realtor.

Speaker 1: 2:37

So I guess with marketing I like to. I would say I don't make videos a lot just because I don't like showing my face all the time, it's okay, and I'm just like, not like, you know, with a camera. You know, I just feel if I'm in public I just like who's watching me, even though someone probably isn't watching me. I like that too, girl. But I like doing open houses, which a lot of agents do not like doing. Why they? You know it's only two hours out of your day, but I think a lot of people, they believe that if there isn't traffic coming through an open house it's wasted time.

Speaker 1: 3:07

Oh, okay, so I don't mind that, even if I'm at an open house and there isn't anything going on, I'm always doing something else with my job, to be productive with my time. You know I'm looking at properties for other clients or I'm, you know, taking a video of the house, if I have permission to, and, you know, posting. That way I can advertise that home as well. So then people are like, oh my gosh, ashley, like what's the address of that house? We want to come check it out. And I'm like, oh, yeah, you know, like here it is. So I send them that and then they say, oh, we're going to pop by or you know, we're going to try to like see the house next weekend.

Speaker 2: 3:53

Are you going to be there? I'm like I'll try to be about this house and maybe talk about the neighborhood. It's like a good icebreaker, so I think that is great.

Speaker 1: 4:01

Yeah, and also with marketing. I like to go to restaurants or coffee shops, other places that I enjoy, so then I kind of like business spotlight them too, and then they repost my stories. So it's kind of like self-marketing in a way, but it's things that I love, so I want to share that with others.

Speaker 2: 4:26

Yeah, no, I love it. What do you think is something that makes you stand out Like out of all the real estate agents? I would just like to hear what everybody has to say, Like what do you think you can bring to the table? Something unique about you?

Speaker 1: 4:37

Um, that's a tough question, because I don't really like focus on myself a lot. I like to focus on others. Um, I'm a mom, so you look so young. Yes, yes, I have two daughters, um, they and 14.

Speaker 2: 4:54

Can't even moment. Wait what, yeah, yeah.

Speaker 1: 4:57

Oh, my goodness. Okay, so it was kind of like I always focus my time on them, but what makes me stand out? I like to be genuine. I know that I just don't like to be someone I'm not. So I think that if I look like I'm trying too hard, then I'm like, hmm, but if I'm kind of like posting things that are personal, not just business-wise, that's kind of.

Speaker 2: 5:28

Getting to know you, like without being actually there. You can kind of see like okay, she's like this or she likes that yeah, things like that.

Speaker 2: 5:34

I don't know if that really sets me aside from anyone else, that's okay, being genuine, being that component about you and being genuine and not just about it being like a sales or meeting this quota. Yeah, that's what makes you stand out, and I like hearing what everybody has to say, because maybe some people are like, well, you have this, this, this, this equality. I and you forgot to say that, but it's so cool to see how the entrepreneur sees themselves sometimes. Yeah, so thank you for sharing that. What have been some of the current challenges in the real estate market that you have found to be like a little bit like oh, got to find a way to get through this, because right now, this is crazy.

Speaker 1: 6:08

Yeah, so there's. You've probably heard about the NIR settlement and everything On the 17th of August. I know I didn't hear the end of it.

Speaker 1: 6:16

Yes, from probably so many people. Yes, it's, you know, getting through that part and just educating buyers, sellers, other agents, even, because sometimes they aren't educated themselves. So that's really what I've been seeing lately, and like a struggle myself is kind of just trying to have, um, just some, some patience and just kind of like taking a step back. And you know, not everyone has read up or is as educated as I am, because I am part of a great brokerage. I do have to say that, you know, to Pearson Smith Realty, shout out, they just have such great education that I'm always in the office trying to learn something. They have videos and meetings. That is just. It's so useful it really is. They're helping you keep up to date and all that good stuff, yes, which I'm so appreciative of, because I feel like maybe some other brokerages they might be doing that, but not to this degree. Wow, okay.

Speaker 2: 7:17

Shout out to them. Then what is the work dynamic like at your brokerage, like with your other team members and all that good stuff? Are you guys just like very close? Are you guys doing like what are these things called? I can't remember the word, but it's like having a get together where you guys are bonding, like bonding things. Talk to me about that and how that helps and how that separates them from other brokerages.

Speaker 1: 7:40

Yeah, so I actually have. I'm part of a lead program and that's on Mondays. So we get together, we talk about some kind of hot topics, but then I'm also part of well, it's not part of Everyone's included. There's no registration, that's needed. Teamwork Tuesday is so big in our offices it's not at every office that we have, but it's at almost all of them.

Speaker 1: 8:04

We get together, we go over our ones of the week first, which is so nice to hear. It isn't just business related, it's personal too. Yeah, so I find that relieving that we can kind of like see what it's like in other realtors lives. You know, like what did they do over the weekend? Because we understand that. You know we sell houses, we buy houses for people. You know we go to houses, but what do we do besides that? You know it's not a 40 hour work week, it's a 24 seven job. You know we're always on call and you know it's just nice. So we kind of go over once a week then struggles, which everyone's on the struggle bus. That's what we say.

Speaker 1: 8:46

Some of them are, you know, like serious conversations, but then also some of them are kind of silly, like I know, for instance, there is an agent that was like well, the washing machine you know like went out. What am I gonna do? You know who's gonna pay for it? Yeah, it's just like certain things like that. We're just like, okay, we'll do this. You know like, it's not a big deal, pump the brakes. Yeah, it's just a washing machine. We will get through this together.

Speaker 1: 9:13

Yes, but there's also goal setting that we have, which keeps us accountable, and that's helped me so much in my business, because if I wasn't looking forward to next Tuesday, I'm like, oh, what do I have to do from this Tuesday to next Tuesday? I'm like, what goals did I make during this week? And I can kind of like go down that list and it's so nice to achieve those goals. Yeah, we get. It's silly, but we get a gold star. Yeah, if we achieve those goals, we get a gold star. And it's like you know, like, oh, I got one for this week, I know right.

Speaker 2: 9:48

Yeah, looking forward to something. I love it. Yeah, do you guys like help each other out too when it comes to issues? Just like, hey, I've never encountered this. Do you know what this is and like stay friendly with each other, because I know sometimes it can be competitive out there? Yeah, so is that like a friendly?

Speaker 1: 10:06

environment. Yeah, it definitely is a friendly environment. You know, I haven't really discovered too much competitiveness in my brokerage per se. Okay, I know, know others, they aren't really, you know, team oriented where they're like, oh, let me help you if you're out of town, um, and so it's. We do, we team build. There's some of us that have gotten together outside of the office just to kind of, you know, strategize, you know, over different topics, yeah, yeah, so we definitely do help each other a lot, which is nice. It's nice to know that you have a helping hand, yeah, whenever you need, absolutely.

Speaker 2: 10:43

And do you guys have any like client events or anything that you guys do to get to get together with, like, maybe previous clients or maybe potential clients, anything?

Speaker 1: 10:51

like that for a oh goodness. I forget what exactly it was called, but it was an organization, a foundation that helps cancer, and you know, we could bring our past clients with us and it was just like a nice day. It was beautiful outside and there were raffles that everyone could participate in. I didn't win any, but it's okay.

Speaker 2: 11:22

It's okay, it's not. It's not about the winning, it's about being there with people and all that good stuff. But it's always nice when you can win something right. All right, and let me just look at one of my notes here. How do you stay? Oh wait, actually, you've already kind of answered that one already, with Keller Williams helping you with that. What are some of the most important factors that buyers and sellers should consider when choosing a real estate agent to work with?

Speaker 1: 11:47

in your opinion, okay, in my opinion, I would say someone that they can communicate with. Well, because communication is really, you know, that's what we're supposed to do. So if a agent isn't communicating, that's kind of where you need to vocalize to them. So if a seller or a buyer, you know they come to you with communication, that's the number. One day, like, you have to start even day zero communicating, basically not even day one. Yeah, um, so they should look, look for communication. Um, they let's see here, like time, time, like time, wise manner, um, what their needs and wants are, um, and even if they, like a buyer or seller, like their needs and wants aren't completely met, we need to tell them why, because, you know, set those expectations, because they may be you know all the way up here, but they can only go yeah far, yeah, yeah, no, yeah, and being self-aware.

Speaker 2: 12:47

So that is a good point right there. And then, how do you stay organized and manage your time effectively as a real estate agent, especially when dealing with multiple clients and transactions?

Speaker 1: 13:00

Okay, so I have a. I have a few different calendars. I don't Wow, yes, yes, a few different ones, because I do have a family at home. We have our, like our big calendar that's on on the counter. It's like an electronic, like kind of like tablet one that we have, but it it color, like codes, like my work schedule and every person's individual schedule. Wow, which is great, because we can be like oh, the girls have softball tonight, you know, mom has a showing at you know, almost the same time, you know so dad has to step in and you know he's like okay, I got to go do this. So the calendar definitely helps a lot. What else? Just setting reminders and just kind of like looking over your tasks every day, yeah, just to make sure you're on top of it?

Speaker 2: 13:51

Absolutely no. And what do you do to set boundaries for yourself? Cause I know you say you have two girls, yeah so, and I'm sure you're like busy juggling work, and then you've got your husband and then you've got to be at the softball game. So how do you set boundaries for yourself so you can make sure that you're always at like your best for yourself and for your clients and your family?

Speaker 1: 14:11

Yeah, setting boundaries, it's difficult. Talk to me about it.

Speaker 1: 14:17

I know I'm trying to think of even how I set boundaries. I know that I try not to answer emails or text messages, phone calls, after nine o'clock at night, just because, unless it's an emergency, obviously. If it's an emergency then that's okay, but if it isn't, it can always wait until the next day. There's nothing that I can do from nine o'clock until eight o'clock in the morning. That's right, you know. So I try to kind of like turn my phone on, do not disturb, or, you know, at dinnertime, that way I'm present with my family. At dinner, I put my phone we kind of have like a no phone policy at the dinner table. That way we can catch up with each other, see how everyone's day was going, yes, and just be present.

Speaker 2: 15:04

You know, yeah, so I want to know why that is so important for you and for your family and to share and keep that. I guess maybe not a tradition, but like what's the word Keep that? What's the word Not having your cell phone there, like having those moments where you're present in time? Why is that important to you?

Speaker 1: 15:29

It's important to me just because growing up I'm from a like a divided family and I didn't have family meals really at night. So it was kind of some night like my dad raised me so he would have to work uh, he was a car car salesman so he would work until he would only get home at nine. So it was kind of like I would make dinner for myself. You know eat at a young age. So I wanted that for my family when they were growing up. That way they knew this was our time to just like get together to joke, to laugh, you know, to hear about our struggles throughout the day, the day too. That way we can help each other and we know we're always going to be there for one another, absolutely you know, I think sometimes we get lost in all the noise and like, yeah, ping here, ping that, my friend here.

Speaker 1: 16:18

Yeah, and it's just like you know like it can wait. Like I said, you know, with the um, you know how do you find those boundaries your phone can wait. Like I said you know, with the you know how do you find those boundaries your phone can wait an hour. Yes, you know, like. It can wait an hour. You don't have to pick it up as soon as you hear that. You know that dinging or the vibration of the phone. If it's on, you know silent. You don't need to Like it's okay, you're right.

Speaker 2: 16:42

I myself struggle with that sometimes. Sometimes I feel like it's like so addicting, because you're like, okay, I'm checking one thing, okay, but now I'm going to check the other and, oh, I don't know, but it's like so important to just have those moments and put it down. I think you'll be grateful for that later and your kids will probably be so thankful. Like you know what. I remember this with my mom on my phone.

Speaker 1: 17:02

Yeah, we're like. You know we aren't eating and just like scrolling, scrolling, doomsday scrolling, they call it. Yeah, yeah, we don't need that. There's some other hours of the day for this, right, you know everyone's guilty of doing it, but dinner time is our time, exactly.

Speaker 2: 17:17

Love it? And how do you balance the needs and wants of clients with the realities of the current real estate market, and what strategies do you use to manage the expectations?

Speaker 1: 17:30

Okay. So I've noticed that right now everyone thinks that they can get top dollar for their house as sellers, which everyone thinks that what they have is valued at more than what it's actually worth sometimes. So kind of showing them on paper XYZ home is worth this. You can do like pluses and minuses for homes. So my kitchen is more updated than that home over there, so my home might be worth a little bit more but kind of just bringing them back to reality, like you're not going to get you know, $150,000 more than what your home's actually valued. It has to appraise as well, and that's something that I think a lot of sellers don't realize is their home has to appraise and if it doesn't appraise, then the buyer might, might not be able to afford that home. So you want to price it accordingly. That way with the market, yeah, um, that way you aren't, you know, stuck on market for a million days and then people are wondering what's wrong with that red flag yes, yeah.

Speaker 2: 18:40

Yeah, I didn't think about that, so that that's a good tip.

Speaker 1: 18:59

Um, when you first started out like being a realtor on your own. Did you have a coach or a mentor or anybody who helped you, and could you share a little bit about how they have helped your journey and would you recommend it for other entrepreneurs or business owners? I have. She's still my mentor. Her name's Jo Willa, she's so, she's awesome.

Speaker 1: 19:06

I was kind of confused as to why I needed a mentor. At first. I was like I don't know if I really need one, but it's. She's been there for me so many times that I can just pick up the phone. I'm like hey, jo Willa, it's me again.

Speaker 1: 19:19

I'm sorry to bug you, but just because I don't want to be in a position where I'm telling my client the wrong thing because I could get in trouble and potentially lose my license and I don't want to do that and I also don't want that client, you know, being given misinformation, because that's not good. So if I have any question, I want to make sure that I know the correct answer before giving it to them. So if they're like hey, ashley, like you know, like here's X question, I'm like oh, you know, in my mind I don't know the answer. I'm going to be honest with them, just because I don't want, I don't know every answer, so I'm just going to be honest and say, hey, I don't know that answer, but I will get it to you, you know, within a day's time.

Speaker 2: 20:03

Absolutely, and is there anything that I have not touched on that maybe you would like to share with our listeners in regards to maybe yourself as a person, or something going on in your life or your job as a real estate agent?

Speaker 1: 20:18

Yeah. So one thing that I definitely want to touch base on is, if you so, I was licensed initially in Virginia. I've been licensed for a year in Virginia. I wanted to always get, because I'm so far like up in I don't want to say the neck of, like you know the thick of the thick of it all, yeah, but I'm kind of far out there. I live in Hillsborough, so it's so close to West Virginia, it's close to Maryland, I can probably get to them within 15 minute drive, nice. So I said when I first got my license I'm going to get my West Virginia license, I'm going to get my Maryland license eventually.

Speaker 1: 21:01

So what happened was I had one of my first clients. They were good friends of ours and they were looking initially in Virginia. They found a house that they wanted to go see in West Virginia, yeah. So I had to tell them like, sadly, I'm not licensed in West Virginia. So I was just like, oh man, you know like this really stinks.

Speaker 1: 21:23

I kind of procrastinated a little bit just because I wanted to learn and not be overwhelmed with being licensed into two jurisdictions that I was like, okay, I'll just put off West Virginia, you know, getting that license for maybe like a year, you know, maybe that year anniversary of being a realtor, I'll go and I'll get my West Virginia. But I lost like my first deal to that, you know, because I don't have the license that that gave me the drive to go get my West Virginia license. I was like you know what Screw this, let's go full force. So I have my Virginia license, I have my West Virginia, and I keep saying, saying eventually I'll get my Maryland, you got this, you got this. It's funny because I have some friends that are like Ashley, we want to buy land in Maryland or we want to buy a house in Maryland. I'm like, is this going to happen to me again?

Speaker 1: 22:18

Let me be prepared this time. Yes, maybe I'll get that, maryland, you never know.

Speaker 2: 22:23

You got this girl. We're going to manifest this for you and congratulations on getting your West Virginia one. Now you've got two. Some people just got one.

Speaker 1: 22:30

Yeah.

Speaker 2: 22:30

So you're well on your way. Who knows, maybe next up Delaware, who knows? I'm just kidding, you're like girl.

Speaker 1: 22:35

That's a little far from me.

Speaker 2: 22:43

Yeah, I always like to ask everybody at the end do you have like a saying or a mantra that you use as inspiration or that has inspired you in some way throughout your life that maybe you would like to share with our listeners to help inspire?

Speaker 1: 22:56

them too, oh gosh, right on the spot. So I would say that's okay. I would probably have to say to just keep going and believe in yourself. You know, if you put your heart and soul into something, you will achieve it. You will get to that finish line and you're going to be so proud of yourself. You know, just like real estate with me, I didn't I pushed it off for so many years just because I had like the kids I wanted to be present in their life growing up. I didn't want like a babysitter, daycare, raising them. So I was like I'm going to be there when it's my time to be a realtor which I want to do as a career. I will do it and I did it, yes, you did.

Speaker 2: 23:35

We're proud of you. Well, thank you so much for being on the podcast. We really appreciate it. Yeah, it was our pleasure, so thank you.