Speaker 1: 0:30

So my name is Tara Lynn Kelly. My business is TK Sales Homes. We offer full service real estate services to our clients. We believe in working top to bottom. Our business is really wrapped around a lot of luxury properties, middle of the road properties, but we tend to have a little bit more of a higher price point that we sell. But we love to cater to every audience. Service is, like, super important to me and I believe that that's something that's lacking in today's world. People don't get service like they used to, so our team prides ourselves in really servicing people when we are working with them, like that's what we're here to do is to serve.

Speaker 2: 1:14

Yeah, absolutely, and I know you touched on the luxury part. I just want to say that when I first started doing these podcasts I know I had mentioned to you before that sometimes I felt like it was intimidating talking to real estate agents. But once I got to know them they were just like, okay, this guy's a little bit kooky, but he's fun. This one's not as stuck up as maybe I thought. And that perception that I was like, okay, I'm really nervous to interview a real estate agent. But getting to know you guys, you guys have all kinds of different personalities, different things that you like to do. Tell me a little bit about yourself and what makes you you.

Speaker 1: 1:45

Gosh. Well, I would say what makes me me now? I'm a big boy mom. So I have three sons. I think I've spent a lot of my time, you know, developing them, raising them, helping them to be leaders in their own right. I have a set of twins that are 19, one's at the University of Pittsburgh, one's at the University of Miami. So I'm super proud of them. And then I have a 17 year old who is a junior, rising senior, so we'll see where he's going.

Speaker 1: 2:14

I think a lot of my time, a lot of my motivation in the past has been around then, seeing me as a working mom, seeing me as being present in their life and, you know, always seeing the positive and like I think that it's really important for us as people to be very real with our children. It's really important for us as people to be very real with our children, and so I think that that realness, along with a lot of love, has, you know, given me a great relationship with them. So I'm very proud of that in my life. And I'm a dog mom, so I have two dogs. I have two golden retrievers.

Speaker 2: 2:47

Ma'am, you are busy, you are busy.

Speaker 1: 2:50

Yeah, I have Jordan and Pippin and I love to work out Jordan and Pippin and I love to work out. There's just I love listening to things that improve, you know, your overall wealth. I love I'm a nerd kind of I like to listen to business things all the time, like creating wealth or how to help, you know, grow wealth for people. I think that's why I really love real estate, because we get to help people strategize and, you know, help them make more money. So I love that. I love the contract. So when you talk about, like, what makes me tick really moving my body, being, you know, present for my family, I love leading my team, the part about leading my team, I think I love just watching them get outside of their comfort zone and encouraging that and then them taking the risk, because a lot of times I think you know people are afraid to take the risk. So, um, you know that's a little bit about what I do.

Speaker 2: 3:52

Yeah, no, I love it. I want to go back to the part where you said keeping it real with your kids. I'd like to know a little bit about what I do. Yeah, no, I love it. I want to go back to the part where you said keeping it real with your kids. I'd like to know a little bit more of what that means?

Speaker 1: 4:01

Oh, that means that you know you just have really. You have tough talks, you have real talks, you have a place where it's a safe place for you to talk with your children. And I feel that you know, as parents, there's such a delicate balance right now as to, okay, am I their friend or am I their mom? And the reality is I'm not their friend, I'm their mom. But the relationship that we've been able to develop, there is a friendship there now as they've gotten older, there now as they've gotten older, but that like comes from, you know, respecting them as well as them respecting me and their father, and that started really early on. So, like when I think about how they have grown and where they are today and just their opportunities, like coming in to meet you today, I just found out that my son, jackson, just got accepted into an internship program in Dublin.

Speaker 1: 5:01

Oh my goodness, so like to have the guts to like do those things and then to like share it in our family group chat, you know, like, and we're all celebrating. I mean it's just. I really think that encouraging them but also just being like you know, that wasn't a great decision and this is why it wasn't a great decision. Or that's awesome and this is why it's awesome. Or, you know, what does leading look like? Leading is not necessarily what you say, but what you do. Yes, and so you know, just being able to continuously cultivate that as well as cultivate, creating organic relationships, cultivate that as well as cultivate, creating organic relationships, like. I think a lot of times it's like today's world is like go along with the group and it's so much harder to not go along with the group. It's like the easy way out, yeah, and so it's like for me. What I've shared with them is that there'll be times where it's going to be really hard for you to make decisions, because those decisions will make you feel lonely. But you have to remember why you're making those decisions and if they're the best decisions for you. And in situations where you are going to lead, you're going to feel alone and I will say that, like leading a team, there are times where I totally feel alone.

Speaker 1: 6:13

But then there are times where and I don't say that from like a sad point, it's just like I know I have to make really tough decisions that may not be agreeable to everybody, and so when I speak to them on that, I speak to them about that from like my own life and even growing up as a kid, realizing that I was never, you know, go along with the crowd.

Speaker 1: 6:32

I was always very like I'm going to, I need to do this, I need to do that, or I feel much more comfortable here because going along, going along with the crowd, didn't feel comfortable to me. Yeah, but I do also believe that we need to surround ourselves with people where we can grow Absolutely, and so like really being aware of who you're surrounding yourself with and why, and you know, not only can you grow, but are you also allowing them to grow while they're with you. So I think that that's like super important and I don't know, like you know, as I look at like keeping it real. I mean, there are just tough discussions that you really just have, and there's also discipline that you have to have, and when's also discipline that you have to have. And when I say discipline, it's like the talks with you know the boundaries and being able to set them, and you know, allowing them to see that and be able to set their own boundaries, yes, so.

Speaker 2: 7:29

I love it. No, and I love your point that you made like separating yourself from the crowd. It is not not an easy thing to do, but you got to make that push and get uncomfortable, like you had mentioned earlier. Right, we feel so comfortable sometimes in the things we already know. We don't want to try new things. Maybe we might succeed in those things, but we'll never know because we don't try. So I really admire that.

Speaker 2: 7:48

You like to see your team yourself like pushing themselves, even if they're like I'm scared. You're like that's what I like to see because that's the way you're going to learn, right, it is. And then soon this is not going to be anything scary for you. It's going to be like I was nervous about doing this, like okay, that was nothing. Thank you so much for pushing me off that cliff, like that little wordy going out of the nest, right. So I think that's that's awesome and that's a good skill and like just passion that you have and that's great. I would like to ask you what's the most unexpected thing you've learned about yourself since starting in real estate? Oh, wow.

Speaker 1: 8:24

Oh, that's a tough question. The most unexpected thing. You got me moving in this chair and everything I would say. I didn't realize this is going to sound so crazy that I was so much of an introvert Okay, and that really makes me in an uncomfortable space. Every day I work, every day I work, every day I go out. I did not realize that I really do like people, but I'm a very good one-on-one, but in crowds I'm very like, not much more, just a little bit more reserved. Demure.

Speaker 2: 9:03

Yeah, I mean.

Speaker 1: 9:04

I think I have to. I definitely have to work more. So when you, when you're in real estate, you know you're doing your open houses or you're meeting people for the first time, it really takes a lot for me to like get out there, even with the 23 years of working in this business.

Speaker 1: 9:18

And so that's what I have learned, and I think as I've gotten older I've become a little bit more introverted, which I know that sounds like the craziest thing that you wouldn't say, but that's what you know. I've learned about myself. I learned that I won't. I also learned that I'm super tenacious, like. I won't give up on anything.

Speaker 1: 9:37

I love that. I think I knew that as a young child. But I'm super tenacious, um yeah, and I knew I was hardworking, but I didn't know how hardworking until I got into real estate. I know that I'm a very hard worker. I think that I've built our business just on my hard work. You know, like a lot of people build business on networking and the people that they know, and that's something that I'm, you know, still learning. I think I just have received most of our business from just working super hard, caring about others and then people referring and coming back to us because they felt safe with us. But I think that that's probably I don't know if I really want to put that on a podcast that I'm introverted.

Speaker 1: 10:19

But, yeah, I totally am. But I am super tenacious, like you give me, I will fight to the end for our folks.

Speaker 2: 10:26

And that's what people want to hear. They want someone committed to them. Yeah, You're that girl.

Speaker 1: 10:30

Yeah but I'm collaborative in doing it?

Speaker 2: 10:32

Yes, of course, but like I'm very strategic and like so. Yeah, no, I love it. I'd like to know a little bit of a history about yourself, of how you got into real estate.

Speaker 1: 10:53

Was this always in the startup company world? I did strategic partnership marketing. I worked for AOL. I was like this is like what's so funny I used to do and this dates me. So anybody who hears this knows that I'm super old.

Speaker 2: 11:08

But beautiful, wear Old, wear Point and show me wear, you look great ma'am.

Speaker 1: 11:12

Thank you, you're welcome as you call me, ma'am. No, I say that to everybody.

Speaker 2: 11:15

I literally say that to guys who I'm like ma'am, I swear I do. Oh my gosh great, now I look bad.

Speaker 1: 11:20

Anyways, carry on no but I used to work the welcome screen. I was responsible for the P&L for the welcome screen and products. So I've always been like a marketer. I've always loved pushing a product Real estate to me. I'm selling a product all the time. So I mean, that's where I came from and before I knew it, we bought our first home.

Speaker 1: 11:41

My husband and I. We bought our first home in Herndon. It was a rich American home and it was before I had actually gotten married. I lived and moved in the house myself and then Brian moved in after we got married in September and our real estate agent at the time was Lena Ward. I'll never forget it and my lender at the time, arthur Orr, put us in touch with Lena Ward, or I think it was the other way around. I think Lena Ward put me in touch with Arthur Orr.

Speaker 1: 12:10

Okay, and I really became intrigued by the work, like she had to not only, you know help us find the house. We were first-time homebuyers. The interest rate at the time was 7.5% FHA loan Y'all hear that 3% down and it was a brand new three level town home with the garage, and so I thought, wow, you know, this is it. Well, then we bought our second home and we used Lena Ward and when we bought this house, I was so nervous because I was like, oh my gosh, this is so much more than what the first house Our first house was $175,000 or something like that. Our second home was like $485,000.

Speaker 1: 12:54

So I was like I don't know if we can really do this at all. And she, I remember being on the sofa and she just talked me off the ledge. She was like you can do it, You're going to be just fine, Yada, yada, yada. But I became intrigued with the relationship that she built with me and how encouraging and how helpful she was. And so when AOL was going through the merger with Time Warner, I had had like six bosses in one month and I was like no one knows what I do, no one's going to care about what I do. So I went to real estate school while I was working at AOL. I went at night and I got my real estate license and the next thing I knew, I said if I made what I made at AOL in the first year, I would leave. And so that was February. It was like January. And so that was February. I it was just like January. Um, and I left December. How did you feel?

Speaker 1: 13:55

I felt I was a little afraid, but I'm a risk taker you are, and I felt like free, no more.

Speaker 2: 14:08

you've got mail.

Speaker 1: 14:09

No more, you've got mail.

Speaker 2: 14:11

Yeah yeah, that's incredible, see. You're all about taking leaps, seeing what's coming ahead. Or maybe you don't see what's coming ahead, but you're going towards it and you're trying to figure out what to do. And without doing so, you probably would not have felt like as confident if you had stayed right Stagnant, but you took that leap of faith. Lena inspired you and you were like I'm going to do this, I want to be like that. This chick is cool.

Speaker 1: 14:35

Yeah, and every time I hear the name, there's something you know when you get older, you start forgetting all kinds of things, but there's things you just don't forget. I don't forget Lena Ward, and I hope that you know I have been able to impact people like Lena Ward has impacted me in my life and you know, when you talk about like moving forward, taking risks I mean the pandemic was like a total example of that in our business, one of my team members is an older person and I didn't want her out in the field and she means a lot to me, but we took the risk of working in that I was in the field and she stayed back. I mean we were doing things that we never thought we would do. Like what?

Speaker 2: 15:22

Zooming.

Speaker 1: 15:22

So we would I call it Zooming. Yeah, we were Zooming, but we were like doing like virtual walkthroughs of homes for our new listings to come, and at that point in time we have clients that you know are not technology like savvy, like it's not their favorite thing to do, but you know they're holding their computer, walking around their homes and like trying.

Speaker 1: 15:46

We're like stop, stop, stop right there, Okay, Okay, Can you move to the side? Like what is that? You think you can move that out of there? You know, like it was just like we would get off of those calls and I would be exhausted. Exhausted because you know the houses that you know are in our area, they're not small homes, no, and so, but we found ourselves just making a way, we did not give up, we did not let fear, you know, get in the way of what was going on or what we needed to do. And I never, you know, throughout the whole time, I never got sick, but I was leaving tables where, like, I would be at someone's house and the very next few days they would say, oh, they have COVID. I would be like, oh, wow, but I was always masked up and everything. So I mean I didn't get it, but Lucky yeah.

Speaker 2: 16:38

I got it like four times and I did mask. I'm the germaphobe in this office. They were like, see, Lil, you're weakening your immune system. I was like I don't want to Excuse me. I was like, whatever it's, because y'all didn't wash your hands and touch my doorknob. I don't know something, right.

Speaker 1: 16:55

No, I got it once, but I got it like at the very end of everything, like I was like I guess it was two Christmases ago. So, yeah, I got it, hosting Christmas, I think I don't know, merry Christmas, yeah so. But it was like you know, it was almost like it never happened, like it came through and then, like the very next day I was like it was a Tuesday night, Wednesday morning, so like by Thursday it was just like a blip and I was like what kind of code would you got?

Speaker 2: 17:22

because that's the one I want, the one that just goes. I do not want it to like I don know.

Speaker 1: 17:26

I say vitamins and my workout schedule maybe helps me.

Speaker 2: 17:30

I don't know. That's probably it. I don't work out much. That's embarrassing to say, but it's true, I'm not going to lie. Anyway, moving on to that embarrassing fact that I just shared about myself, what's your secret weapon for closing deals? Is it charm, market knowledge or something else? In your opinion?

Speaker 1: 17:47

Oh, I don't think it's charm at all. I mean, when we close deals, we're closing deals that are very emotional, right? So I really think that it's transparency and it's providing knowledge so that our clients can make educated decisions, make educated decisions and we strategically discuss what's the best way to go about it, based off of you know what we're up against. You know, are we up against multiple contracts? Is this something that may need a little bit work and pricing's not right? But you know, everybody knows that we've been like the last few years. There's not been a lot of discussion about price, there's just no inventory. And so if you have the opportunity, the opportunity is to lay your cards on the table, for the most part where you feel like it makes sense to, but also to discuss that with the client. And then, once the client has said to us this is what they feel comfortable with, based off of what we've shared with them, then we get after it.

Speaker 1: 18:48

A lot of like, our closing skills or being able to get things across the table has a lot to do with relationships too. You know, and also, I think, agents viewing you as a professional in the field, and how we structure our contracts, how we write our contracts Like I can get a contract as a listing agent I'm like, oh, this is a mess, this is going to be a mess. You know, if we are accepting this contract, yes, I'm going to say it. So you know. And there are times where I'm like, hey, you know, this is like an offer that we can make work you need to put on your seatbelt. I can tell you that, based on how this was written, it's maybe some challenges along the way and if you're prepared to, you know, go with it, for you know the reasons that make sense for you, let's do it. But I think that relationships also help us close our deals, but also just transparency, like being able to, you know, share what we can share for the win for our client, absolutely.

Speaker 2: 19:53

Yeah, and through all your experience in being in the real estate industry, what has been one challenge that, whether it's with a client, whether it's with fellow real estate agents that you have been able to overcome? Maybe not meshing well, or maybe different opinion, or perhaps them giving you advice and it was unwarranted. Have you had any experiences like that?

Speaker 1: 20:18

No, I think that over the years we've all had like crazy things. I mean you just can't help but get crazy in real estate. I think that all of us or in life.

Speaker 1: 20:25

Yeah, right, and I also think, like when you're dealing with people and their money or you're dealing with people in general, I mean you just have to be able to I hate to put it so simple, but it is like, go with the flow, right, and be able. I always feel like and I tell my agents this that you just got to meet people where they are Right. So there have definitely been challenges, right, but I think that the most important thing oh, I stopped and say oh, because I know that what I'm about to say may sound a little hypocritical, but you have to, like, remove the emotion and remove yourself. As a younger agent, I had a way much tougher time doing that, right. I just you know when, when anybody's younger, when we're all younger, we just got more fire in our belly right and so and so as you get older and wiser, then you start to work a little bit differently, right? So I would say that we've all had our challenges.

Speaker 1: 21:25

I think that what I've always focused on is the client. This is not about me, like that's every time I'm in the middle of a transaction or anytime we're working. The thing is, we focus on the client first. Yeah, If we're working for a buyer, we understand that buyer and we understand their needs. If we work for a seller, we understand that seller, we understand their needs and we have to remember that I think the most successful agents are the ones that put their clients first. I know that sounds cheesy.

Speaker 2: 21:51

No.

Speaker 1: 21:51

But there's so many times where people may be hung up on getting paid, mm-hmm, and I will say this out loud. I think that that's sometimes why people don't respect us, because they think about oh, you're making so much to do, da, da, da da, but we do a lot of things, and they may have had a bad interaction with someone that gave them even more of that feeling right. So I think that you know for me when I say you know getting past dealing with the drama of real estate, because most definitely there's drama on real estate and, believe me, I've been in the drama of the real estate. But I think that, as I've, you know, matured and grown in real estate, that our philosophy has been you know our clients first. It's not about us, it's not about me, the issue is not about me.

Speaker 1: 22:49

A lot of times when you're dealing in that kind of space, it's never about you. There's something else that's going on that you are just don't have a window into. So it's like you. It's if you feed the fire, it will get bigger, but if you decide not to feed the fire, if you feed the fire, it will get bigger. But if you decide not to feed the fire, you can't help but to be able to like muscle through. Yeah, you know. So hopefully that answers the question.

Speaker 2: 23:12

No, yes it does, and I think this is like the third time that I've heard someone say that it's kind of cutthroat out there in the real estate business or industry amongst like their peers and stuff. And every time I'm just like what is going on? Like I get like so many people come through that are real estate people and I can't picture like I'm sure there's one that's come in and I don't know that they're the one stirring stuff or being the one that's like oh, I don't want to share these insights or I know this great place or whatever. Right, what has the experience been like for you in those situations when people are just not very nice, or it's good to be competitive, but not to the point where you're treating others like not, yeah, I actually don't even.

Speaker 1: 23:59

I mean, I don't give it any energy. I love that. I just feel like it's energy. I love that. I just feel like it's kind of like what we started off with the conversation. I talked about my sons and, like you know, leading, right. So if you feel like you're leading or you have a mindset that is separate from a smaller mindset, then if you don't give that energy, it doesn't live in your space, Right? So I just feel like I don't give it the energy.

Speaker 1: 24:35

Um, and a lot of times I don't know, I've realtors I will say this I, yes, in every industry we have something like that.

Speaker 1: 24:48

Right, we are in a very competitive space, right, and you see more of it when you see, like, less inventory, you're dealing with um, you know um, the DOJ and like some of the changes with that, which are really not big changes here for us at all, but how they're implemented may feel big and uncertain and uncomfortable for some, right?

Speaker 1: 25:13

So the point of saying all that is to say that you know, when you're going through all that and you think about the people we interact with, just like any other industry. We're all, we're all very different, yes, and you could go to work every day, punch a clock and know that that colleague sitting right next to you is not very nice and gives you a hard time every day, Just like you could go into the field and have a contract from someone that you may not have had a very positive experience with, but at the end of the day it goes back to what I already said. Right, you have to one think about what this is about. It's not about us, it's always about the client, and so I think that also, people that carry that negative energy and have that you know way about them, they have to be careful in a space like that, because people will talk and people will not want to engage that you know, and is that the right thing to do?

Speaker 1: 26:10

No, but that's why we always say, like you have to continuously think about, this is about the client. You know you have to do our job ethically is always be there for our client. I mean, our agreement is with the client, right, so we can't do anything that's going to disturb what it is that the client is trying to accomplish. And so if we do do that, then we're in violation of, like you know what our ethics are. You know, like ethically, regardless of how we feel, regardless of, we have to move forward unless we think it's going to be harmful for the client.

Speaker 2: 26:44

Right.

Speaker 1: 26:45

And so that's a discussion that you have to have with the client.

Speaker 2: 26:47

Yes, I love how much integrity and respect you have for your clients and like how you hold that so dear that you're just like this wouldn't be right for the client, like that's what it's about. I know you're like putting the client first and you're like that sounds cheesy, but it's so true it is. I know it does sound cheesy.

Speaker 1: 27:04

Yeah, it's true. No, I think that that's our success. I think our success story is that we think about our client, we care about our clients Like we really care about our clients. I mean like, yes, do we get clients that it's harder to care about? For sure, but do we work just as hard? Absolutely, we probably work even harder for so many reasons. It's just like you have that person that comes into the same spa at the coffee shop.

Speaker 1: 27:31

They order their coffee and they're just curmudgeoning every time they come into the coffee shop or whatever painful, but you know you just try to love on them as much as you can, Because I think when I part of me is like, the nicer we are, the better they'll be.

Speaker 2: 27:53

I mean it makes sense to me, but sometimes it's just not that. So, by the time, you're done.

Speaker 1: 27:57

You're like, oh my Lord, you know, but thank goodness we don't have a lot of that. Okay, good, yeah, we don't, we really don't.

Speaker 2: 28:11

Every once in a blue moon we have something like that. It happens, no, that's part of life. Just getting those experiences and learning from that and say, okay, next time.

Speaker 1: 28:15

Yeah, I'm aware of this and I know how to deal with that, oh yeah, I'll stay away from this type of stuff yeah, it cracks me up because sometimes, when it has happened, like how do they find us?

Speaker 2: 28:24

like how do they? Where'd this one come from? Who knows them?

Speaker 1: 28:28

And why, Like nobody knows. I'm like okay, that makes sense, I love that.

Speaker 2: 28:34

Is there anything that I have not touched on that perhaps you want to share about yourself, your industry, technology, anything. Maybe you have a book in the works or maybe you have a podcast coming out. A lot of people forget to say stuff here, so I'm always throwing stuff. They're like oh yeah, I'm writing a book.

Speaker 1: 28:53

You know, I think this year for us we're really focused on giving care back to the community.

Speaker 1: 29:02

So we have a seller seminar that's coming up on February the 22nd I probably shouldn't throw it off the date coming up on February the 22nd I probably shouldn't throw it off the date, but it's February the 22nd and one of the initiatives is going to be for hope for the homeless.

Speaker 1: 29:14

For us, I think that you know, being in a profession where you are helping people to get into homes, there's always a thought for me of people who are homeless and how we can better, you know, help them.

Speaker 1: 29:27

I just did a service day on January the 15th and I just feel like it's important for us to be able to give back to our community and there are communities that need our assistance. So, like, if anyone does come to our seller seminar and buyer seminar, from hearing this, you know we would love for you to bring toiletries for men and women, and also they have housing, so they need, like things like pots and pans or, you know, household goods, yeah, plates and forks and knives and utensils, the essentials, thank you. All those things right? So I mean that's one of the things that we want to, you know, focus on highly this year it's just like during our seminars being able to have our community come in to be educated on how we can help them but at the same time, allowing the people that we're helping to help others too. Yeah absolutely.

Speaker 1: 30:26

So that's one thing. And I guess for my group, tk sells homes. We're all about service. We love what we do. We work top to bottom, bottom to top in the real estate market. We're never too busy to help anybody in any price range, and people recognize us with our too late sign.

Speaker 2: 30:49

Oh, okay, I love that. I want to know just a little bit more about you before I let you go. What do you like to do on your free time?

Speaker 1: 30:57

Oh, okay, so I love working out. I can see that, yeah, I love to work out. It's like that deals with all the stuff that you were talking about earlier. You're like that deals with all the stuff that you were talking about earlier. You're like what happens when you come up against someone. That's not so nice Well.

Speaker 1: 31:10

I've already worked that out before the day. I love to meditate. I do a lot of journaling faithful so I do believe in that. There's a lot of things are bigger than us. I love travel and I love traveling with my family. I mean, I really love to travel. You'll get to travel Dublin now. Yes, I had already said that today. I'm like, oh well, it sounds like our family's going to be in Dublin for the summer, visiting Jackson. But, yeah, I think travel is essential. One of the reasons why is because you get to see other cultures, you get to embrace other people, you get to see how people live. You know, I think that you gain empathy and sympathy when you're able to see others in other places, and it's a huge education. And I love learning. I'm always interested in learning more about my business and learning about different things and even though I am a introvert, I do love to do extroverted things, yeah, with people that feel really good to me oh, I love that.

Speaker 2: 32:20

I love that. And you don't seem introverted, really, when you came in here, you're just like all right, this is it.

Speaker 1: 32:25

Well, I'm in the business of being like all right, this is it. Let's get it, we got to close that.

Speaker 2: 32:30

Yes, we do, I love it. Okay, last question I promise, I promise, and then I will let you go.

Speaker 1: 32:53

Do you have a quote, a saying or a mantra that has inspired you, that someone said, that you would like to share, that you use as inspiration? Well, you know what? I was a part of 6AMers for Compass and I have this t-shirt and I've been really thinking a lot about it, and it's about progress before perfection, and I think that that really has been hitting hard, because there's so many times that people want to do things and they don't do it because it's not perfect, yeah, and they miss the opportunity.

Speaker 1: 33:09

And so that has helped me a lot. I would say like when I first heard it, I was like, yes, but I don't feel like I acted on it as much. I feel like I'm acting on it a lot more over the last year to now and I know that I will continuously act on it because I believe that you have to have the progress. You will get to the perfection, and maybe you won't get to the perfection, but you have progressed. So that's one of the things that I have been holding on to yeah, no, that's a good one.

Speaker 2: 33:42

Progress before perfection. Sometimes it's hard because we want to like we just want to be good already.

Speaker 1: 33:48

I feel like I think one of the things about that is that people get stuck. Like I said, when you're stuck you can't move forward. I mean it's almost like fear, like today. I think there's a lot of fear, right, and there's a lot of fear over a lot of things. That's right, and you know, when we were dealing with all the changes coming into our the real estate world across the country, that you know the first thing is like fear. The sky is falling.

Speaker 2: 34:12

So no, what are we going to do?

Speaker 1: 34:13

Right, but the reality is that you know, we can't be fearful. We have to move forward, and if we are able to face whatever it is that's in front of us, I think that we will be able to. We could do in our business, pretty much anything if we're able to get past that fear. Like, I have an agent right now. I adore her and I was talking to her yesterday and she had this fear of losing and I was like well, you know, why do you? Why do you feel like you're losing something that you don't already have? See, in the real estate world, we're always saying or thinking we're losing something, but you're, you don't. You can't lose something that you don't have.

Speaker 1: 35:02

Right, in order for us to have something, we have to have some sort of relationship, right, the relationship has to be in writing. If you don't have something in writing, then you don't have anything to lose. Yeah, so at the end of the day, it's like why are you afraid to get after what is that you need to capture? Why are you afraid of that? Don't be. Because right now you're upset, you're thinking that you lost something where you don't have anything.

Speaker 1: 35:36

So, get in front of it, yeah, get after it, yes, and I think that in real estate, that's a lot of what it is that we have to do. We have to get after it, we have to get in front of it and we have to do, we have to get after it, we have to get in front of it and we have to operate outside of the fear. And so all the news, all the noise, all of that, you have to remove it. You have to have some quiet and you have to just remember that, with all that stuff going on, I have, I have to get up and do what is I need to do for myself, for my family. You know I can't get stuck in that, yeah. So remove the fear and go forward. Yes, and then it's also progress over perfection, that's right. So maybe you didn't make that call the way that you wanted to make it, but you made the call.

Speaker 2: 36:21

Absolutely so sorry, and that's what counts. Yeah, that you made it. Yeah, thank you so much for being on the podcast and for sharing so much of your wisdom and your experiences, and thanks for sharing that your son got accepted into his dream school in Dublin. Hello, Congratulations.

Speaker 1: 36:36

Not his dream school he's at the University of Pittsburgh but he got into the international internship program there, so very excited for that.

Speaker 2: 36:45

Go Hugh, that Go, hugh Jackson go. Hopefully he'll hear this yes, all right, thank you so much, thank you.