Speaker 1: 0:30

So I'm Carolyn Young and I manage the Carolyn Young team, which we are a team of 30 realtors, wow and we are based out of here in Leesburg, virginia.

Speaker 2: 0:41

Love it. I'd like to know a little bit of a background about yourself and how you got started have your own business. How did you get to where you are today and what drew you to the real estate industry?

Speaker 1: 0:52

Do you have all day? I sure do, I sure do. Industry Do you have all day? I sure do, I sure do. Okay, so I'll I'll try to sum it up, but it you know I basically um real estate. I came into it here about maybe it's been over 30 years.

Speaker 2: 1:07

After 30,. You don't need to count anymore.

Speaker 1: 1:09

So, um, but anyway, I got into it. I was actually started out, you know, in life working at a grocery store and I had three kids. I found myself a single mom with three kids had to do something to turn the ship and figure out you know how we're going to survive. Yeah, so I ended up getting my real estate license. I ran to someone. They told me that you can get your real estate license in two weeks. I was like that's amazing, that's what I want to do. Yeah, so I got my license.

Speaker 1: 1:37

I started off actually with a pretty good career. It took off right away for me and I stayed a single agent, I would say, for about 24 years in the industry. I always had an assistant. Here and there I had a buyer agent. But what happened is it kind of organically grew, I became part.

Speaker 1: 2:02

I work a lot with the Tom Ferry Network, okay, and he's a big trainer coach. You know, in the country he's probably one of the number one coaches. So when I started training with them, I got exposed to so many people that were great leaders and great thinkers and I'm like, okay, I am not even given hardly any of what I got in me. I'm like so there's a lot more I was unaware of. So I said at this point I had already been in the industry for, you know, 24 years and I wasn't doing bad Like I would always do between 15 or 20 million. But just to give you a context, over the past seven years that I've been doing this, with the, the um expansion and the growth you know, we'll do probably about 275 million. So it's been a big growth over the past. Oh, yeah, yeah.

Speaker 2: 2:59

Seven years. That is crazy girl. And you're still here rocking it and I am and I you know.

Speaker 1: 3:04

but the thing would happen for me with my, I think, with my team growing is that as I got into the, as I found out how much I left on the table in life I'm like I didn't know, like that, that I had so much ability and so much uncovered talent that, um, that I thought that other people were just lucky. Maybe I just didn't have it you know kind of thing you really do.

Speaker 1: 3:29

You look at people that are real successful and you say you know, gosh, they're so lucky or they must've had the right people in their life, or you know things handed over you don't know. But when you realize what your ability is and what you can do, I had so much fun growing and expanding that, as I got busy, by default I had to have more help.

Speaker 2: 3:49

Right.

Speaker 1: 3:49

So I would hire. I hired a couple agents on the team and and everybody was just you know, I was able to help them Right Cause. Then it changed their life. They're like, okay, I didn't know I can make this much money, I didn't know that I had this in me, and so it ended up being that I actually enjoy coaching and transforming people is more of a passion than my own. I still love to buy and sell rolls. I love to help people. It's my thing, but it's more for me. It's become a thing to help the team members grow.

Speaker 2: 4:24

So would you say that you're like a coach, mentor in a way?

Speaker 1: 4:28

I definitely lead the team, coach them, do a lot of training, a lot of one-on-one. You know I've been in the Tom Ferry network for a long time now about seven years and I do have done a lot of workshops and speaking for him and stuff.

Speaker 2: 4:42

Um, you know, you've got a lot of experience under your belt. Like, I'm sure people are just like dying to like oh my gosh, I got to get in with her. Carolyn's the girl to go to.

Speaker 1: 4:59

It's. You know, it's one of those things like there's so many, and that's what I love about real estate and I know you guys probably talk to a lot of realtors, right, we do so. You have people that are just an individual agent and just want to do a few sales. You have, you know, people that have teams of 200 agents. It's just that you can, you know, make it whatever works for you.

Speaker 1: 5:13

Yeah, so for me, you know, I don't see myself ever going to anything like that. I don't want a mega, you know, a hundred person team, but we'll probably, you know, grow a little bit more from where we're at now. But, um, you know, but it's, it's a lot of fun. I enjoy helping people and, um, I would say the, you know, the biggest thing about the growth of the team is we've been very selective about bringing people on that have the same values, the same work ethic, that like to also help people, because in real estate, to be successful, I think it's like you really have to enjoy problem solving and working people through things. And so it's the gratification of transforming people's lives they get their dream home, that sell and move on to retirement and being part of it, seeing the agent's life change because they're making money.

Speaker 2: 6:10

So it's just a full circle all around. Yeah, I love that. And just so people listening have an idea what is it like working with you and your team, and what kind of realtors or team members are you looking for when you hire people, cause you know you're very selective with it, so I want to know.

Speaker 1: 6:27

Okay, so I think you know, first of all, we would go through, um, like what, what are you trying to achieve, right? So if somebody says, hey, I just want to make a little money, I can work a few days a week or something, it's not for our team, right? Everybody on our team is all in, Everybody works hard. Everybody on our team can't be about their self. They have to be about the team. So everybody has a lot of support. I have a great leadership staff. I have an amazing leadership staff. So everybody has a lot of support.

Speaker 1: 6:56

Well, we have a lot of. I have a great leadership staff. I have an amazing leadership staff. So I have a good sales manager. I have a growth manager. We have a good listing coordinator. We have two closing coordinators. Like, we've got really, really good people on our team and I'm just I'm not saying that, I mean, I really mean that they're amazing people, really mean that they're amazing people. So it just all works really well, you know. But if you do bring someone in and they're not all about the team effort they don't have good, you know good values. They don't have that, that good work ethic as well. They're probably not going to work out on the team right.

Speaker 1: 7:30

Because it's you know how that old saying one bad apple spoils a whole bunch.

Speaker 2: 7:34

So that's, right.

Speaker 1: 7:35

So we try to keep a good group, and we do. We have a super good group, so I'm real excited about that.

Speaker 2: 7:39

I love that A lot of business owners listen to this podcast, so I'm wondering what's the secret sauce to finding that dream team? What have been some challenges for you, and was it easy the first day you put out your posting? For I'm looking for this type of person the first person you interviewed, or did it take a couple? How does that journey work to finding that ideal team member or team.

Speaker 1: 8:08

So I think you know a lot and, believe me, because I speak to a lot of team leaders. I actually am training someone's team this week Because of with Tom Ferry being national, I get asked nationally a lot to help you know out with coaching on teams Right. And the biggest thing, and I and I think it could apply to any business for one I lead by example, cause I'm a hard worker. You know what I mean. I don't just sit back and expect anything for them to do that I don't do or wouldn't do.

Speaker 1: 8:33

You know what I mean. So I, um and I they have a really good support system. But as far as real estate teams that have struggle, um, I think the biggest thing is that a lot of team leaders are afraid of their agents. Like they're afraid that if I request that of them, they might quit. Oh no, no, it's a real issue because maybe you're not adding enough value or something, but for me it doesn't matter. Like, if it doesn't fit, it doesn't work on the team and that is just how we run.

Speaker 1: 9:09

But I feel like because of that, we all run really smoothly, Everybody on the team is super productive, we're on the same page, we're all happy and um, you know, so I I think it works, but I think you have to have um clear leadership and clear expectations. Okay, right, yeah, so.

Speaker 1: 9:27

I think that's for any business you know, for sure, yeah, and and for me to go from you know where I went to where I am today. It's taken a lot of shifts in mindset, right. So when you're by going through it myself, it's easy for me to help the agents on my team and that's what I love the most to change their mindset to be. You know, I have agents on my team all the time saying you know, my husband said he doesn't even know who I am anymore. Wow, Brand new person. Well, they get a little bit assertive yeah, no, that's okay. And I always say that's no problem to do that.

Speaker 1: 10:04

You know, starting out with our team members coming in with an open growth mindset, willing to set some, you know great goals of change for themselves. And the biggest part of setting those goals, I think, for anything that you do right is staying committed to the process and tracking your numbers as you go. So we do business plans with everybody and develop them and make sure they're on track.

Speaker 2: 10:41

That's right. Numbers are a big part. They really do help and see how much you've grown and if you're growing, you have to when some people say I'm just going to work hard.

Speaker 1: 10:48

Well, that's, you know what are you working hard?

Speaker 2: 10:50

on. Yeah, make sure you should pass yourself from last year or whatnot, right, and you know and it's not like I don't want to sound like everybody has to like work nonstop.

Speaker 1: 11:00

Yeah, no, no, no, I have, you know, people on my team that you know I have single dads, single moms. I have, you know, people that do have life commitments and their family's always first right. So but we and that's fine, like I have some people on my team that say, you know, I want to sell two homes a month, and I have some that say, you know, I want to sell, you know, eight homes a month. So it just depends on whatever works for you. But what I don't like is when people make commitments to do things and they don't do it and then they don't know. Yeah, just be honest.

Speaker 2: 11:32

Yeah, they don't do it.

Speaker 1: 11:33

And then, they don't know. Yeah, just be honest. Yeah, that's like just where are we going to start from. What do you want to do? And that's what we help develop.

Speaker 2: 11:44

Setting those expectations. Yeah, I love it. I'd like to ask you how do you approach marketing and promoting properties to potential buyers, and what strategies have you found to be most effective for you and your team?

Speaker 1: 11:51

So that is one thing I think that we have an advantage on. We're, you know, as far as real trends and I'm not saying it to be braggy, but we're the number one large team out of all teams in the state of Virginia. We're number one at DAR so, and we're also in Maryland and West Virginia the same stats.

Speaker 1: 12:10

Wow, because we're so close here we have people that are in all three areas right, but I think that when you do more volume, it allows more marketing dollars. So we have a lot of ability. Right now. Everybody's online, so what separates people right now as a listing agent is how much exposure and how many eyes you can get on a property. And because of the numbers, like we'll do, probably about 475 units this year, which is a lot of real estate about 275 million.

Speaker 1: 12:45

But we also, in this growth, we've developed relationships, Like we're a huge partner with Zillow, so I'm a Zillow seller partner, which there's only I don't know maybe like 80 in the country.

Speaker 2: 12:58

It's not a lot.

Speaker 1: 12:59

Yeah, no, so it's not a lot. So we have a large portion of this area, but they and you know, I would say probably over 80% of the traffic are on Zillow because they're a monster in the industry so we're able to showcase our listings, so that they get visibility at the top of the rankings and they get clicked on more.

Speaker 1: 13:21

So, that's a real good win for our clients is our relationship with Zillow. And then we have all kinds of other things we do with Google AdWords. We have realtorcom account and you know we have a lot of. We play with a lot of the big players. So but you know, if you're not selling that much, it's kind of hard to do that.

Speaker 2: 13:40

It sure is. Yeah, cause you gotta make sure that you're making that revenue to be able to pay for those leads and all that. Yeah, absolutely.

Speaker 1: 13:47

Those ads.

Speaker 2: 13:48

So yeah, and then, what do you see as the biggest challenges facing the real estate industry in the next few years, or even now, and how do you think it can be addressed?

Speaker 1: 14:00

So that's actually a pretty easy one Okay.

Speaker 1: 14:03

I'm ready so they NAR, came out with the whole lawsuit that went into effect recently. The commission Yep, I'm sure you heard about it, and so, basically, yep, I'm sure you've heard about it, and so, basically, that's the big change in the industry, right, but it is a good thing and it's a bad thing. So the bad thing is, for it's not like for one, we don't have the commissions out there and we're not in the COVID market where people come in and say you know, I'm just an order taker, I'm writing a house, I'm writing 10 contracts, and it's not like that anymore. Yeah, so which I've been through a lot of cycles. I was in the 2008 market, you know, came in after the crash, so I've been through a couple of changes.

Speaker 1: 14:51

2008 was probably even worse, but with all these changes, in order to get past it, you've got to know your stuff.

Speaker 1: 14:57

You have to be of a good value to your client, so you can't be the person that's just showing up and showing a house and submitting an offer because there's 20 offers on it and it doesn't work like that anymore. Plus, if you're going to want someone to work with you as a client, that they know that your fee obligation, how it works, you have to bring value, absolutely you have to bring value. You have to show them why you're a good choice. So I think that the challenge in the market is it's going to make, or it already is, it's not going to, it's making it very difficult for some people to be able to play in that market because maybe they don't have the skills that are needed and the value right. Yep, so for us, because we do a lot of training with my team, I do a lot of training with them, so we were all prepared. I already knew this was going to happen in advance from being with Tom Ferry, because that's all they teach. So we were over prepared.

Speaker 2: 15:59

That's great.

Speaker 1: 16:00

So for us, like last year, most people were down by 25% for our area and we were up 15%. Look at that. So if you take it, you know you could say that could be a 35% win. Right, so we were in a, we ended up in a good position, but that's because everybody was prepared to step up with what we do and our value and on how to earn business. So so, but I think you know the good thing is, and I think the wins is, is that you know, if you want to really position yourself as a professional and be knowledgeable and helpful, um, it's easy to win in this market.

Speaker 2: 16:38

I love that.

Speaker 1: 16:38

I love your mindset.

Speaker 2: 16:39

It's easy to win in this market. It's all about your mindset, right.

Speaker 1: 16:43

It has. Yeah, it is, and it's your mindset and you got to be able to put in the skill and the work. I think you can't tell people anymore, hey, I'll set you up on a search, and this is probably what most of the real estate society does. I hate to say let me set you up on a search. You see something, call me and we'll go look at it. That's just not the case, like for us. It's like I'm going to set you up on a search, I'm going to concierge it so I can look at the search and tell you, hey, great house hit, it's going, it's coming soon.

Speaker 1: 17:16

Um, you know, do you want to write a pre-market offer? Um, we keep involved with all the properties that are getting ready to hit the market. So we always get the criteria. Um, with Samson Properties and we have office exclusive with 6,000 agents Wow. So we just have a lot of stuff that we'll do for the clients and we find a lot of matches before they hit too. So you know you've got to be proactive. So by doing that, you know it's really, you know it is a good mindset, but you've also got to be willing to put in the work and to have a good working knowledge of what your client wants and how you can help them.

Speaker 2: 17:49

Yeah, back up the mindset with the work that you're putting in, not just saying it, but doing it. Yes, I love it. No, you're going above and beyond that. So, hey, better to be prepared, like you said, overprepared and I am like that too. I'd rather be overprepared than underprepared. Yeah, you don't want to get caught like what's happening right now. Yeah, no, no, exactly. And then, in your opinion, what are some of the most important factors that buyers and sellers should consider when choosing a real estate agent?

Speaker 1: 18:20

to work with. So I do think it comes down. It all comes down to the same thing for a buyer, so I do think it all comes down to the same thing For a buyer. You can find buyers which sometimes you know that would look to hire agents, you know, based on their fee or based on oh, I've got a cousin who yeah a friend.

Speaker 1: 18:41

A friend, like if I was a buyer, I would want to make sure because right now the market has a little more inventory. So we're seeing, you know, you're seeing it's a pocketed market. Some houses will have multiple offers. But the way that you win, even back in COVID when you're writing, like I mean we won one time we were one of 32 offers, like, but you got to have a very highly skilled written offer. So you want to make sure as a buyer you're working with an agent that knows contracts back and front. They have good relationships throughout the community with other agents because agents like to work with agents that they know that do business well. So it's going to help you win and find good deals.

Speaker 1: 19:22

And plus, if I was a buyer, I would want an agent that is going to maybe you know, doorknob call sellers in a neighborhood that I want to be that there's no inventory, that's going to look for off-market properties. That's going to be, you know, calling listing agents that list in the area and say, hey, do you have anything coming? They got to find someone that's proactive, just finding someone that's just going to wait for a property to hit. You both go look and it's just. It's a lazy way of doing it For sure.

Speaker 1: 19:52

I would say for a buyer, for a seller, they should work with someone who has the ability to get the most eyes on their listing, the most eyes on their listing.

Speaker 1: 20:04

So because really and right, and and it's good at contracts, good at negotiation, that and it's available to answer their phone, yeah so those are just because the more people that can see your house, that look at your house by promoting it and making it very visible online and having some of the bigger accounts is huge for that that you know it. I can't tell you how many times I've seen properties that we've done outsell neighborhoods by even 4%. Wow, it makes a big difference. Yeah, yeah.

Speaker 2: 20:34

What message would you like to tell the newbies who are thinking about coming into the real estate market or being a realtor and coming in with a fresh mind, because there's a lot of misconceptions. People are like being a realtor is easy, I just got to sell a house and woo, I'm good Right.

Speaker 1: 20:54

Yeah, that isn't such the case anymore.

Speaker 2: 20:56

Yeah, I would like for you to tell us some of those misconceptions and what you've seen, the change You've got so much experience of how it's changed throughout history, and what it takes now to be a real estate agent.

Speaker 1: 21:12

Yeah, so when I started back in the industry for many, many years it's always been the 80-20 rule. There were 20% of the people doing 80% of the business. Now it's like 3% of the people are doing 97% of the business.

Speaker 2: 21:28

Okay, Okay, that's a change right there.

Speaker 1: 21:30

And it is because of the knowledge and the value that's needed. But the big thing that I think is a new agent. There are some people that can step in and just figure it all out and put it together. It's not that easy to do. If you were a new agent and you wanted to try to build your own thing, I would recommend making sure you have a coach. But the easiest thing is to join on a good team that you have good leadership, good leads and good possibilities so that you can succeed.

Speaker 1: 22:01

Because if you're with someone who already has all the operations put in place and can mentor you and help you, I think that's a real key thing. I mean, I have a new agent that came on my team. I had several of them brand new agents that came on my team last year and he sold 36 homes. So as a brand new agent, I mean, yeah, it's impressive. But he didn't have to go out and say, okay, I'm going to learn contracts, I want to learn how to do CMAs, I want to, you know, get marketing put in place for sellers, Like we had everything there so he could just walk in and do it. Wow, yeah, so it just. I think just having good guidance is crucial, because there's a lot to learn on your own, that's for sure.

Speaker 2: 22:44

For sure, yeah. And then what's the most unexpected thing that you've learned about yourself since starting in real estate? The most unexpected yeah where you're just like what I did, that I already knew I could do all those things with this.

Speaker 1: 22:59

This is a shock to me maybe I mean honestly it's a shock to me where I've been over the last. Honestly it's just, it's crazy how much I've had so much growth over the past seven years that to me I'm like, okay, I was like 57 when I started my team. Like that right, really intentionally the last seven years and I think what if I had known that when I was like 35?

Speaker 2: 23:23

Right. We always say that.

Speaker 1: 23:25

If I had only learned that a long time ago. I'm grateful that I got the opportunity to surround myself and that's one of the most important things, I think, for anybody what you're doing, what business, even in life in general surrounding yourself with people that lift you up, that you can look up to, that you walk away and say that is awesome. I'm writing that down, like I, it's just so. I'm very, very thankful because, also from being in the network, I've just met so many amazing friends Like I'm going. Next week we have a big leadership meeting in uh in uh Orlando and.

Speaker 1: 24:02

I'll meet up with, like you know, five of my really good girlfriends that I've become very close with, and they're all doing the same thing I'm doing. So it's just yeah, it's awesome, yeah.

Speaker 2: 24:12

Oh my gosh. No complaints, no complaints. Good, no, I love that for you. And if you weren't in real estate, what career would you be pursuing? Or is that not even in the question?

Speaker 1: 24:23

If I wasn't. If you know, I always go back to if I had known what I could do now, what I would do honestly if I, if I had to go back and do anything in life over, I would be an attorney.

Speaker 2: 24:34

Why an attorney? Yeah, is that always like your passion too.

Speaker 1: 24:38

I, yeah, I'm, I'm, I like to debate, so I'm, I'm good at negotiating. And yeah, I think to debate, so I'm good at negotiating, and yeah, I think that's. I don't know. If I had my second self to redo, I would have got my law degree after school.

Speaker 2: 24:53

Wow, I can see that for you, though, like with the pink suit, like legally blonde almost.

Speaker 1: 24:56

The legally blonde. Like don't underestimate me.

Speaker 2: 24:59

That's a good thing. I love good old Reese Witherspoon, don't you love that? Yes, I do. Yeah, her little chihuahua. And then, like you could just have your best friend, like you look like the 4th of July I forget her name, but anyway I know that was awesome. Yes, right, that was a good movie. Yeah, I love that. Speaking about being like an attorney and being like assertive and being a good leader, do you find that it was hard for you in the beginning, as a woman, to kind of take control, take charge and people maybe not taking it seriously or underestimating you. Do you ever feel like that? I have to say no to that.

Speaker 1: 25:39

Wow, I never really. It's all. It's always been natural for me.

Speaker 1: 25:45

I love that. Even my mom always said I'm like a bull in a china closet. So watch out, I just like. You know, if I want to get something done, I I get there. I love that. So I don't really. Um, I guess you know you can always everybody can have excuses about why some things don't work or whatever, but for me I just know if I'm trying to get from point A to point B, if I got to jump over hurdles or get there, that's where I'm going to go. So I don't really, I don't really and I don't even think and you know it's an issue in today Like I think a lot of the you know, dominant realtors in the industry are women right now.

Speaker 2: 26:20

I love it. No, that's so great. I'd like to ask you how? Okay, Cause I know you don't have your coaches when you're a kid, but how did you get that mentality where you're just like there's a hurt? I got to get it. Did your parents instill that? Were you reading like just self-help books at like five? Like how do you? Are you just you're like I'm just born with it.

Speaker 1: 26:39

I was. I was a mess Cause I I didn't. You know, I grew up really I told you I ended up working at a grocery store for 15 years and and I was, you know, and I ended up getting my real estate license. I just didn't even think about being in a professional industry like that, you know. So. And when I did it and I realized I'm like I am really good at this, like why am I like doing that? So it didn't take long that I I only got my license for like six months and I just let the job go and I had three kids, I was a single mom. So not an easy choice, a big risk, you know, because everybody's like you're going on to a hundred percent commission from, uh, cause I was in management but still a fixed income.

Speaker 1: 27:19

And I'm like you know, I said well, I'm going for it, I'm either going to sink or swim or move in with somebody.

Speaker 2: 27:26

Well, yeah, swim, but no, but I ended up doing really well.

Speaker 1: 27:31

I found that I actually worked really well under pressure. But I think that once you have success, then it breeds your confidence, right?

Speaker 1: 27:40

So, it's kind of like fake it till you make it kind of thing, because if you start you know you have a little success and you're like you know you get a little taste of that. You want more, you want more. It's easy to do it right. So I can't say I had that when I was younger, but when I was put in a position that I had the opportunity and then I stayed there for like 25 years, it wasn't a bad place. I mean, selling 15, 20 million a year in real estate is not terrible. But then knowing now that I could grow a team and I mean next year we wanna do over 400 million, so we'll do. We're growing and I think we're gonna be on track to do it.

Speaker 1: 28:16

I think, so too, yeah, but it's just, it's fun, it's like wow.

Speaker 2: 28:20

It's just. It's a great thing Seeing like I accomplished that. I did it. I knew I could do it period.

Speaker 1: 28:24

But you do always have to work on your mindset. Yeah, you can't. It's not like something. You wake up every day and you're just that's what I'm saying.

Speaker 1: 28:38

That's what I'm asking, cause I'm just like man. There's days where I'm like a big believer in a morning routine, so I get up in the morning While I'm getting ready, I have a podcast on. I listen to Tom Founders. There's just a lot of good podcasts and I'll read a little bit of a book at least 10, 20 pages of something. I have a lot of great books I've read about mindset business owners. I just you know, there's just a lot of good books out there.

Speaker 2: 29:08

Yeah, I was going to ask you about that. Like, what do you do to keep your head on Because you seem so busy? Like you have a morning routine, how do you make time for like family, me time and then business? Like, how do you?

Speaker 1: 29:21

organize. So I get up early and I try to do. I'll even do sometimes four to seven, five to 7.30 or something. I'm always up. I wake up at 1 am because I have a tendency to wear myself out, so I let my body wake up. But typically I'm up between four to five. But I spend that couple hours to myself with my mind, taking care of myself, working out, and then, when you're ready to start your, my mind taking care of myself, you know, working out, and then when you're ready to start your day, you feel good, even if you feel bad. If you put yourself through a good routine you've like, given to yourself that you can give away the rest of the day. Yeah, I guess, if that makes sense.

Speaker 1: 29:58

No, it does make sense, yes, and then I just have to know that. You know if there isn't, as far as real estate goes, if you're not solving problems, then you're not growing and you're not making money, because it is a problem solving business. Some days I have a lot more problems on my plate than I would like, but I just know that. I just have to. You know you always have to prioritize, but I think time block in your day. You know when you have to prioritize, but I think time blocking your day, you know when you're super crazy. So I know what I do in the morning and I know what I'm expected in the afternoon and in the evening, and then I just my kids are all grown now and live on their own. I got grandbabies, so I have to, you know, always make time to see them and visit. But it all works out?

Speaker 2: 30:43

Yeah, it does, it does. Is there anything that I have not touched on that maybe you would like to get out there and share with people, whether it's about yourself, your business, your industry, running your own business. You have the floor.

Speaker 1: 30:57

I don't know. We talked about a lot. I just think that if there is anybody that's looking at getting in the industry, of course we're always growing as a team but we are selective, but we're always happy to interview and it's a great industry to get into and it's a great industry to succeed. But you know, for anybody, no matter what you're getting into, having a good mindset and tackling things around, having good people around you to help you plan it, All I can say is I live a very, very full life. Yes, you do and I enjoy it, but it's built by design. So everybody can build their own life by design.

Speaker 2: 31:37

Yes, I love it. Well said, all right. My final question, it's one that I like to ask everybody. Well said, all right. My final question, it's one that I like to ask everybody. But do you have a quote, a saying or a mantra that you like to live your life by, that has inspired you, or something someone told you that resonated, and you're just like man. I'll never forget that, but you would like to share with us.

Speaker 1: 31:55

So I have one that actually it inspired me when I first started taking off in my business. Let's hear it Okay, that it always has set with me and I always think about it and I never. It keeps me from getting intimidated by other people that have done so well and I always say you know what? There's nothing that is that different between me and somebody else. Right, it's a matter of the skill and the will to do it.

Speaker 1: 32:22

Yes, it's a matter of the skill and the will to do it. Yes, so I always have told myself, and I always tell my team members too, you know what, if they can do it, I can do it. Period, right, yeah, yeah. And so it's because there's a lot of people that you can mimic from and learn from, and you don't need to think like it's any magic pill.

Speaker 2: 32:40

I can't do that you can. Yeah yeah. Magic pill I can't do that you can. Yeah, yeah, that's so true. Oh my gosh, it's like singing People are like anybody can sing. If you just put in the work and train you, you can, you're like, I don't know about that one, I don't know if that would work for me. I think I could. I think I could train you into that.

Speaker 2: 32:53

I would need a lot of work. You could do it. I believe in you. My kids would tell you not, oh, darn it. I'll be like no, I'll be the one that changes. We'll see Anyway.

Speaker 1: 33:06

Yes, I'll have to invite you to karaoke night or something A little shot of vodka or something We'll get you would have to do that. I love it.

Speaker 2: 33:12

Well, thank you so much for coming on the podcast.

Speaker 1: 33:14

It was a pleasure. Good Thank you for having me.

Speaker 2: 33:17

Thank you for sharing your wisdom and everything. I just so appreciate it. No problem, thank you, you're welcome.