Speaker 1: 0:30

I'm Tracy Savage. I'm with Century 21 Redwood Realty. My tagline is Team with Tracy. I help people buy and sell homes and I take a lot of pride in that and making sure that their needs are covered 100%. Most of my clients become lifelong friends.

Speaker 2: 0:51

I love that. I'd like to know a little bit of a background about yourself and how you got started. I know you've been in this business for a long time, so how did that journey begin and how did it take you to where you are today?

Speaker 1: 1:02

Wow. Okay, so I had always loved houses and real estate and things of that nature growing up and I had an opportunity to be a receptionist at an office in Leesburg it was a REMAX office and I was only there for a very brief time and that company got kind of new ownership came in and then I got kind of promoted from a receptionist to an office manager and then I learned so much more about the business, fell more in love with it and did that for a few years. And then I went and worked for a high producing agent in Loudoun County high producing agent in Loudoun County and I was with her for nine years and she became family to me and to this day we're still very close. We don't talk as much as I would like but we're both busy. You know what I mean, like it happens.

Speaker 1: 2:10

So I've always said I credit her for everything that I know. I was like a sponge and I just absorbed everything that she could teach me. I listened to her on the phone, I watched her negotiating and all of that. So I worked for her for nine years and then I went into the title business and got my title license and started doing closings and again. The love of the people, I think, is where it was at for me. I met everybody. You know all different agents and people and you know I was kind of the end for them. You know what I mean Like I was making the final stamp on their journey.

Speaker 2: 2:58

A very big decision.

Speaker 1: 3:00

Yeah, a very big decision and going over all those important documents with them when they buy the house. So I loved that. And then I finally knew that in raising my two boys, that it was, that it was time for me to, to, to do me, and um, and I went to my husband and I said, you know what do you think? And he's like, do it, go for it. And, um, I called a really good friend of mine who's again in the business. He's my work husband, is what I call him, he's my work husband, is what I call him. And, um, he said, well, what are you waiting on? Are you done yet? Do you have your license yet?

Speaker 1: 3:46

And I literally started studying, took the test, passed the first time and went from there and um went with him actually, and, uh, it was. I stayed at, I was at REMAX still. So I had never known anything but RE-MAX. And then I just kind of learned that you know, after I don't know four or five years there, that I just wasn't getting the support that I needed. And you know, I knew the owners of Century 21 Redwood and I knew that I I liked them, and then I met somebody from there and had coffee and that was it. That was it for me, and I love it there. I won't look back um when I retire.

Speaker 2: 4:28

That's where I'll be when I retire yeah, I love that, I love that for you and I love that you found your like happy place. Yeah, like this is this is home.

Speaker 1: 4:35

Yeah, they do take good care of us and provide us all the necessary tools to make us successful. Whether you use them or you don't, you know what I mean. Like everything is there for you, yes, so Absolutely.

Speaker 2: 4:48

I love that, yeah, and I know that you're a very detail-oriented person and you love helping people. Detail oriented person and you love helping people. Talk to me about how that goes hand in hand in, like the processes of what you are doing and how you help them and how you stay on track so you can get the best results.

Speaker 1: 5:05

Absolutely. I mean like from A to Z. Uh, I'm an eye daughter T-crosser like I make sure um love first time home buyersyers. They're the ones that need the most guidance and hand-holding and I literally just take them through step by step. I've always told them that no question is ever considered dumb. The only thing that is dumb is if you don't ask me, and I do all of that for them. I try to stay a step ahead of them. I try to stay a step ahead of all my clients. You know what I mean being able to provide them with what the next steps could be, what the options would look like. Yeah, that's what I do.

Speaker 2: 5:55

I love it.

Speaker 1: 5:56

Yeah, thank you for look like yeah, that's, that's what I do I love it.

Speaker 2: 5:58

Yeah For sharing that Absolutely. I would like to ask you how do you stay up to date on the latest trends and developments that kind of goes to the point of staying ahead in the real estate market and what resources do you like to rely on?

Speaker 1: 6:08

Oh, that's a good one. Um, honestly, social media is huge. I learn a lot there. I learn a lot through Realtor Facebook forums and I learn a lot through our office. Anything that is coming that we need to be aware of is put out there, whether it's in a class, in a letter that they send out to us. We know Love it, and that's how I figure all that out.

Speaker 2: 6:39

Beautiful Thank you. Yeah, and then what do you see as the biggest challenges facing the real estate industry in the next few years, or maybe even now, and how do you think that those issues could be addressed?

Speaker 1: 6:52

Well, I think our biggest challenge is obviously the sending our settlement that has all happened and kind of turning things on its ear a little bit.

Speaker 1: 7:03

I think that it will likely start to weed out some agents. Being a buyer's agent is not as easy as it's cracked up to be. You really need to be on your game, you need to know how to explain it to people, and that's where I think the big issues are going to be moving forward. Other than that, I think it's just going to be business as usual, and those who have gotten the education and the trainings that are necessary, they're going to be business as usual. And those who have gotten the education and the trainings that are necessary, they're going to be just fine, and I feel like I'm going to be one of those that are. I'm going to be just fine. I feel like I'm educating agents more and more. I've often said that if there was another step for me in the journey, that I would want to educate agents to how to be good agents who have all the information necessary to be the best agent and help their clients.

Speaker 2: 8:04

Absolutely so. Have you ever considered maybe having like a workshop or something like that?

Speaker 1: 8:09

You know I haven't, I've always been. You know they always talk about video and all the things and I've always been a little camera shy. I feel that, um, you know, you know what I mean, like I've, I've just always shied away from that. I'm good face to face, you know, one-on-one, um, in big crowds, or, you know, in a big group of people, I don't know.

Speaker 2: 8:35

Okay, no't know. Okay, no, that's totally fine.

Speaker 1: 8:37

I don't know if I could do that or not. You know it's not for everyone. Yeah, yeah, yeah.

Speaker 2: 8:43

I would like to ask you do you currently have like a team with you or any employees that help you, or is it all?

Speaker 1: 8:48

solo. It is me.

Speaker 2: 8:50

Whoa One-stop shop, baby, oh my goodness For those who are curious or wondering aka we, how do you do it? Like how are you like? Do you sometimes feel like, oh, I need an assistant?

Speaker 1: 9:01

Or are you just like? I got this? Well, you know, a few years ago I had my very best year in real estate and, oddly enough, that was the year of COVID 2020. 2020. And I became to the point where I was so incredibly busy that I had to get a transaction coordinator to help me. But I learned during that process that not that I couldn't let go of things Nobody does it like me, I mean like, and I'm not tooting my own horn, so to speak but I just have a way of doing things and there's a process, and I've done processing for so long that it is just second nature to me. Wow, and I just do it.

Speaker 2: 9:52

Oh, and I love that confidence. That's what people want. They want to be with someone. They feel that they know their craft.

Speaker 1: 9:57

They know what they're doing.

Speaker 2: 9:58

They're going to take good care of them, yep, and that's you right there, yeah.

Speaker 1: 10:03

And if I don't know the answer, I'll get the answer, but it's not very often that I don't have an answer or a idea that I can't you know. Help them with.

Speaker 2: 10:14

Yeah, so yeah, love it. Where do you see yourself in?

Speaker 1: 10:20

the next five years. Um well, I I see myself still working, but I do see myself slowing down in five years. My husband is a little older than I am and he will likely retire in four to five years, and I think that when he retires I'm going to want to slow down.

Speaker 2: 10:41

Yeah.

Speaker 1: 10:42

Be choosy, maybe is the better word instead of slow down and be able to spend time with him. He's worked so hard his entire career that I miss him, to be honest, and I just want to. You know, I want to be able to spend time with him, and whether that's just taking a walk in our neighborhood or, you know, spending time with our grandchildren, yeah, that's likely where I'm going to be, and you know, and then I'll probably phase out as things go. I don't know that I'll ever let my license go. You're like, I worked too hard for that. I did, and it's just a hard thing to come by. I did, and it's just a hard thing to come by. So I think that I would likely continue to do my continuing education and hold on to my license, and whether that is in a referral way, yeah, yeah, I love that.

Speaker 1: 11:38

Yeah, you kind of have your little exit strategy? Yeah, I feel like I do. And all of my business today is all referral business. I really don't cold call, I don't door knock, I don't do those things. My business is friends, family, past clients, referrals, word of mouth. I meet people in the nail salon. You know what I mean.

Speaker 1: 12:06

Like I had a lady yesterday and she said, oh my gosh, I've been thinking about, you know, we've been thinking about buying or selling our house and buying something else, and you know, and we talk about it from time to time, and I said, well, and the nail tech said, tracy's a real estate agent. And she says, oh my gosh, she's. She's like do you have a card? And I'm like, oh, absolutely, I'm like happy to help you. I said, well, if you just want to kind of toss things around and bounce some things off of me, I'm happy to do that too.

Speaker 1: 12:38

So I feel like you know, as a real estate agent, it's not just about selling houses, it's about relationships with people and being able to educate them on the process and the real estate. And you know, so many people will call and ask for my opinion on different things and I will give them my opinion, you know and I will tell them, you know. Caveat like hey, my opinion might differ from others' opinions, you know, but this is my opinion and if it were me, this is how I would do it.

Speaker 2: 13:20

Hey they asked that's right.

Speaker 1: 13:21

Yeah, yeah, they ask I'm going to, I'll tell them.

Speaker 2: 13:24

Yeah, and a point that you said that I want to touch on a little bit more is that it's more than just a transaction. Tell me why it's so important for you to establish and build those relationships with your clients, and how they become like family to you, and how you maintain that and how you even establish that.

Speaker 1: 13:43

Yeah, I'll be honest. When I started, I started doing rentals and from that point forward I have closed. My rental leads into purchases, probably 95% of them. I stay in touch. I send emails, I send an annual Christmas calendar with a card, you know a magnet calendar for the following year. I just stay in touch. I try to stay in touch with people as much as possible and it's important to me because I feel like the service industry these days is not like it used to be. People just don't care anymore, and I care. Everybody needs a home, whether it's a rental or somebody's purchasing or selling a home. Everybody deserves to be treated with kindness and guiding them. People need guidance when it comes to the real estate. Absolutely, it's important. It's like the largest investment you will ever make.

Speaker 2: 15:01

So, yeah, no, thank you for touching on that. I think you're right.

Speaker 1: 15:04

I feel like the service industry and like all types, like across the board, I feel like has just shifted a lot and I'm like wow, Well, you and I are consumers just as well as they are consumers when they come to me to buy and sell real estate. You know, I see it and I don't like it and I don't like it and I don't want anybody to ever feel like I didn't do my job 100%, if not 110%. You know what I mean. Like I'm going the distance, above and beyond, and that is how I have connected with people and become friends with them. I mean, I think my longest one was my first year in real estate and I've been licensed for 13 years. I got licensed in 2011.

Speaker 1: 16:00

And I've been in the business for 33 years and that first client I had, it was a mother and daughter and they really wanted to buy a house and I took care of them, guided them through the process, ended up they bought a home and to this day, I literally just had a conversation with the mom, not even three weeks ago, and you know I have been through the ups and the downs with them, with their family, and the daughter passed away and all the things right, Like I've stood there and I've had lunches with her and you know. So I care. I just care about people in general.

Speaker 2: 16:52

And you're in the right industry my friend, I think that people need that type of service and care they do. They need to know that they're important.

Speaker 1: 17:00

So many people today just don't feel like they're important or cared for. Yeah.

Speaker 2: 17:04

And you're like not here. Yeah, Take care of me.

Speaker 1: 17:07

No, this is it I got you.

Speaker 2: 17:09

Thank you, yeah. And then let's see how do you stay motivated and inspired in your work as a real estate agent and what keeps you passionate about?

Speaker 1: 17:19

the industry. Oh, that's easy. The clients, the people.

Speaker 2: 17:23

And it shows. That's why I asked.

Speaker 1: 17:24

Absolutely, they are it for me, yeah, and if I have helped them successfully achieve their goals, that's a win-win Right. No paycheck compares to that. It's just helping them achieve their goals.

Speaker 2: 17:44

Man, you're so sweet, I love it, my goodness. Well, thank you. Give her a hug or something. Well, you're so sweet, I love it, like my goodness. Well, thank you. Give her a hug or something. Well, I'm a hugger Perfect, yeah. What are some creative ways sellers can stage their homes to attract buyers?

Speaker 1: 18:00

Oh, clean lines Minimize things in your home, especially in the kitchen, keeping those counters nice and clean, light and bright, no crazy colors. That's important. And then I consider myself a C minus B plus staging person, so I can typically go in and guide them on what to do and how to move it. Or you know what have you? Pair it, pair it together, yes. And then I'm always there before the photographer gets there to do photos, to do the last minute touches. Yeah, you're fluffing pillows, doing all the things Exactly, exactly right, exactly right. They look at me and go, wow, okay, and I'm like, yeah, that just kind of gives a little oomph, yeah, it sure does, it really does.

Speaker 2: 19:03

Yeah, exactly. And then how do you help your clients understand and manage their real estate investment goals, whether they're buying a primary residence or looking for rental properties? I know you said you probably stopped with the rental stuff.

Speaker 1: 19:18

Yeah, I mean, like my rentals now consist of my landlords. I have a few landlords that have stayed with me from the beginning of time, so I handle their properties and make sure that they stay rented, and doing that, I don't feel that rentals are not important. I think that they are important and they are an important part. And I do still help my past rental people that have not purchased a home and I have a few of those that they're just not in that position, so I've helped them along the way as well. You know, continue to rent, whether they need to move and move into a different rental, that type of thing.

Speaker 2: 20:08

Okay, so Love it, yeah, and what are the types of things that you like to do to unwind and relax when it's like your me time, maybe? With your husband Talk to me about that. Wow, okay, if you have time, because you're probably a busy woman.

Speaker 1: 20:21

Well, I, I I'm a very balanced person. My time is my time. I am a very big proponent of work-life balance. When I work, I work hard, and when I play, I play harder. So my loves are obviously my grandchildren. I have three.

Speaker 2: 20:49

Ooh, congratulations yeah.

Speaker 1: 20:50

I have two little boys and we just had our first granddaughter over the summer, so those are one of my things that I love to do in my downtime, and I'm a huge Capitals fan, I love hockey and I am a huge Baltimore Orioles fan, so I love baseball. So as many times as I can go to a game and do that, I love that.

Speaker 2: 21:15

Have a nice hot dog, spend time with the family, yeah, yeah, and then we have a camper.

Speaker 1: 21:20

So we have a fifth wheel camper and we spend a lot of time camping.

Speaker 2: 21:25

I love that. Get some fresh air, yeah From the noise.

Speaker 1: 21:28

Yeah, just had our last one a few weeks ago and um, we ended up in um Hagerstown area, maryland. We try to do when they're short weekend trips, you know, when you go Friday afternoon and come home on on Monday we try to make those close to home.

Speaker 2: 21:46

So's three couples um that we all go together and like other people, like your friends, yeah, yeah, they have.

Speaker 1: 21:55

We all have campers. So, um, we go together and it's just good food, good conversation, company, company, we they play, the guys play cornhole, they watch football, you know all the things. And the girls just hang out and chat Wine, yeah yeah, you know the things that we don't get to do all the time because we're all so busy.

Speaker 2: 22:21

But I'm glad you, I love that you said balance, Because that's not something. When I ask that's not something, a lot of people tell me I have to ask them if they do. But you, right off the bat, just want to balance.

Speaker 1: 22:30

I'll be honest, there's a lot of agents out there and I mean good on them if that's how they want to do and that works for them, right. But there are so many of them that work, work, work, work, work, work, work, and it's like guys you can't take it with you when you go. Yeah, you know, the people that are important suffer when you do that. So take the time, set boundaries. You know like my phone goes off at 10 o'clock at night.

Speaker 2: 22:59

Yeah, that seems reasonable.

Speaker 1: 23:00

The only way I'm talking to somebody at 10 o'clock at night is if we're in the middle of a contract negotiation and I really need to get to them, or they're hard to reach during the day, that type of thing. Short of that, my brain goes to mush come that time of night, you know.

Speaker 2: 23:17

And you need to, that's how you're going to perform at your best.

Speaker 1: 23:20

At my best, my very best. You don't want to burn yourself out.

Speaker 2: 23:23

Yes.

Speaker 1: 23:24

Yeah, I you know now were there times in 2020 where I was burning the midnight oil, Absolutely Wasn't talking to clients, but I was getting that backend stuff done that needed to get done. Were there late night emails going out?

Speaker 2: 23:40

Yeah, yes.

Speaker 1: 23:41

Yeah, of course, but I just I don't talk to anyone past 10 o'clock at night.

Speaker 2: 23:47

Yeah, and I think, I think that's so totally fair and a lot of people feel like that and that's fine.

Speaker 1: 23:51

Again, like we said, like that's how they work.

Speaker 2: 23:53

Yeah, that's fine, but remember it's not brain surgery or life or death going on Right, right, right.

Speaker 1: 23:59

It can wait. Nothing's going to happen in the middle of.

Speaker 2: 24:05

So I'm glad that we're on the same page there. Yeah, I want other business owners to take care of themselves.

Speaker 1: 24:10

Yeah, it's hard for them and I know they're so passionate, or sometimes they're like absolutely, and I mean, I'm passionate about what I do and I love my job. Yes, I love my job and I love the people that I do it for, but at the same time, if I don't take care of me, then I'm not going to be any good for them, exactly.

Speaker 2: 24:31

I love it. On that note, have I missed anything that maybe you would like to share about yourself or your business, or that you want our listeners to know?

Speaker 1: 24:43

I mean, I think the biggest thing that people don't know about me, to be honest, is the? Um, the fact that I have a son with a disability. Um, I have a 31 year old son who has a auditory processing disorder and epilepsy and, um, I have been the it for him. Um, he doesn due to the seizures, and I take him everywhere he needs to be. He works a little bit during the week and I am the taxi cab driver, so I wear many hats, right, like I take care of him. He lives at home. He will always be with us.

Speaker 1: 25:28

We've given him those options of you know what does that look like for his future? And he wants to be with us. He's often said you know, as long as you and dad are good with me being here, then I would rather be here. And it's like buddy, you don't have to go anywhere, so yeah. And it's like buddy, you don't have to go anywhere, so yeah. So that's probably the biggest thing that people just don't know about me, and it's not that I try to keep that a secret. It just sometimes doesn't come up and I have had clients who have had children with special needs, disabilities, and it just furthers the connection.

Speaker 2: 26:12

It really does. And maybe they don't know a resource to go to. And now we've opened that door for anybody who's listening and they don't know where to turn to who to ask. We have a real estate, a brilliant real estate agent here right now who can help you and knows the ropes and loves helping people. Yes, absolutely, yeah, absolutely I really appreciate you sharing that with me, yeah, absolutely. I appreciate Sure.

Speaker 1: 26:35

Yeah, no, absolutely yeah, this was great.

Speaker 2: 26:38

Yay For my final question. I would like to ask you if you have maybe a saying or a quote that you've heard or someone said to you that has stuck with you or has inspired you, and if you could share that with us and our listeners.

Speaker 1: 26:52

Honestly, in the world that we live in today, I think that it just be kind to one another. Whether you have a difference of opinion, when somebody differs value than you just be kind. You don't know where they've been, you know what they're struggling with. Just don't be so quick to snap judgment on people. Yes, I like that. Yeah, so be kind please. Yes, everybody deserves kindness in their life.

Speaker 2: 27:23

I agree.

Speaker 1: 27:23

Thank you so much for sharing that. Yeah, so be kind, please. Yes, everybody deserves kindness in their life.

Speaker 2: 27:29

I agree. Thank you so much for sharing that and sharing your journey and your insights. Thank you. I really appreciate your time.

Speaker 1: 27:35

Absolutely. Thank you so much.