Speaker 1: 0:30

My name is Karen Grafton and I am the head of sales at Atlantic Coast Mortgage. I'm also a loan officer and basically the head cheerleader at the company, trying to get loan officers into the business ones that are currently in the business to level up a bit and to help them with all the tools they need to originate Beautiful.

Speaker 2: 0:52

Yeah, and now I'd like to ask what inspired you to get into the mortgage industry and how has your perspective changed since you first started?

Speaker 1: 0:59

That's a great question. So I got into the mortgage industry like my best friend from growing up was in it already and she was doing really well. We had always kind of gotten each other jobs at places. And so I was doing marketing I was a marketing major and she was doing sales mortgage sales and so I was doing marketing I was a marketing major and she was doing sales mortgage sales and so she was like come join the mortgage industry, it's so fun.

Speaker 1: 1:20

I came over and we started doing business in a way where we bought online leads and we bought, we advertised in the newspaper, and I found that that wasn't really like didn't really align with kind of the way I wanted to build a business. I didn't know any different. So at that point I just didn't care for the way it was done. And I ended up going to a Buffini seminar, which is Brian Buffini. He's a real estate coach and he started this program of working by referral. And for me that's kind of when everything changed the way of attracting clients, you know, by doing a really good job for the people you work with and then letting them know you work by referral, and it seemed to be that if you did a good job for people. They were raving about you and business. You know kind of flourished that way.

Speaker 2: 2:08

Absolutely. And now talk to me about how you were more into mortgage and helping your clients but now you've kind of pivoted into being like a cheerleader lead in sales. Talk to me about that.

Speaker 1: 2:21

Yeah, so I don't know if I, you know, I first got out of college. I remember I was working in a software company, in marketing, and somebody said something like you know, you're a leader, and I never really had thought of myself that way. And then I started doing sales and I had done some big numbers. So at that point I became a sales leader, but I still didn't always have the skillset to like, yes, I could get things done on time and over, deliver to the client, but like behind the scenes, I don't know if I was the easiest to work with. And so I did some personal coaching around leadership and really trying to create win-win scenarios for the people that are working with me internally, working on agreements and kind of putting things up front. So I got a little more comfortable. And then, when 2020 hit, I wanted to.

Speaker 1: 3:11

Well, a lot of people were struggling after 2020 hit because it was like the fish were jumping in the boat, meaning people needed to refinance their homes. The rates were like 2%, 3%, and so people had no problems, like the loan officer had no problem getting leads. But then 2021, 2022, the market completely shifted and, all of a sudden, people that were fat and happy the loan officers just used to getting the phone was ringing off the hook. It wasn't ringing off the hook anymore and I had always done my systems, you know, by the Buffini system, working by referral, you know keeping in touch with people by the phone, by email, face-to-face events, all that stuff.

Speaker 1: 3:53

And so I started a group called ACM Hustle and it was an accountability group and I just said to the other loan officers hey, if you want to join this accountability group, we're going to start getting our activities together. We're going to follow like a tracker. Each week we'll go through an activity and kind of explain like what you would do. And then people followed along and the loan officers really enjoyed that. So I was kind of testing it out to see if I enjoyed it. You know leading that kind of thing. At that point I had never even used Zoom. You know, 2020 hit and all of a sudden it became the norm Everybody had to learn Zoom right?

Speaker 1: 4:24

Yes, exactly. And so I found out. I really did enjoy that, you know, and I did have something to offer, and I think something that is big for people in general is just finding out where your value is and what your unique gifts are and the offering that you have and then extending that. So that was a light bulb moment for me, and then, when I was offered the job, I wanted to take it because I felt like I could really make a difference.

Speaker 2: 4:52

Absolutely no. And with your background, experience and being able to have that leadership role and just blossom, I'm sure that felt incredible. To just keep finding your place and finding that next step in your career and your life.

Speaker 1: 5:04

Yeah, cause a lot of top producers they find themselves in a role of. Maybe they don't have the leadership skills, they're just really good at like originating business, but they need those skills because their business gets so plentiful that in order to, you know, still output, put the same service, they have to work with people, and so there I'll have a lot of loan officers. I don't want to be a leader. You know I'm not trying to lead, but you know you're like well, you have to. You're doing, you know, 20, 25 units a month. You can't do that all by yourself. You know for very long you'll get burnt out. So you have to work with people. And when you work with other people you have to consider their needs. You know how much do they want to make, how much time off do they want, and you know what's their job responsibility is going to be, does it match what their gifts are and is it set up for success? And now I find that so exciting.

Speaker 2: 5:52

Absolutely. You touched on a lot of key points here. How do you build that trust with people sometimes, because sometimes that can be a little bit scary and intimidating going to a mortgage loan officer and like telling them like, hey, maybe my credit's not in the best condition. You know how do you build that and how do you set those expectations for them.

Speaker 1: 6:10

Yeah, I mean, I think what? That's a good question. What I like to do is really try to get to know people you know, and I think if you, you know, you start off by just saying here's my online application, here's the link you know, go fill it out. People you know are going to bare their soul, right, and so I think the best thing to do is start off with a conversation, either on Zoom or over the phone, and just get a good idea of, like, what are the motives of why someone wants to purchase a home? And then there's only a certain amount of dials that you can turn in the mortgage industry. You got credit, you got how much you make, what you want to spend each month, what your assets are, how much you can put as a down payment. So I think, by educating people on that factor and letting them know that at some point you're going to buy a house Is it now? I don't know? Well, let's see, it's worth just taking a peek to see.

Speaker 1: 7:02

I've worked with some people where they're like I can't buy a house, and then you sit down and you show them the numbers. They're like oh, I can. Yeah, I had no idea, and I've had people cry in my office Like they had no idea that their credit was as good or that they could buy, and then watching those same people years later, you know, with hundreds of thousands of equity in their house and being like I'm so glad I did that, you know. So I think for me it's really just getting people to figure out, like what's what you know. So if it's not your time, then you just went through the exercise of figuring out if it was or wasn't, but you know where you need to be in order for it to work out. Sometimes it's expensive in this area, so some of the conversations are around like, okay, well, can you go out?

Speaker 2: 7:46

a little bit further.

Speaker 1: 7:48

Does that make sense? Or what are all the different motives and values that you have? Does it make sense to buy now, but really just kind of being there as a resource that people can come back to?

Speaker 2: 7:59

I think really makes sense, I agree with that Absolutely. And then, how have you seen the mortgage industry evolve over the last few years and what do you think is the biggest shift on the horizon?

Speaker 1: 8:11

Yeah, that's actually one quote that we've been talking about recently is evolve or stay the same, and you need to evolve with the market because otherwise you'll get left behind. And I've seen some people just waiting saying, oh, when's it going to come back? When's it going to come back? And this is the market that we're dealing with, right, and we don't know what the future holds. But there's people buying houses, selling houses, needing to refinance in this market. So, in terms of getting with the program, like what's going on right now and how you can participate, how you can add value in the current market, people are still buying houses, they're still buying investment properties. You know all that's still going on. So how can you serve people well? And you do need to evolve properties. You know all that's still going on. So how can you serve people well? And there you do need to evolve.

Speaker 1: 9:04

I mean, I am on social media now, right, and at a heavier pace than I used to be, because I need to show up for one my clients. I need to show up for the other loan officers that I work with and lead the way and say like this is what you do, and I mean nothing that I'm doing is too crazy. Just a little view into my life and my values and what I'm about, um, having a presence, and I think people are really, you know, some people are really fearful of that. They're fearful of getting putting themselves out there being vulnerable. Um, are they going to be interesting? They don't like the way they are on video. And you have to start somewhere right, in order to start. But you have to start to be good. You don't have to be good to start, or whatever that expression is. You got to start somewhere and so not that it's all social media. I mean, it's a combination of relationship. But if you and I were to sit down and have lunch and then we got to know each other a little bit and we liked each other, like maybe we could do business together, and then you were my friend on Instagram or whatever, and all of a sudden you got to know me a little bit better, that would make more sense. We could build a bond that way and I could get to know you better. So it's just like another layer.

Speaker 1: 10:09

So evolving in social media, evolving in sales skills, right Like now, it might be a few more questions than just like fill out the app. You know you can't be a robot. You have to have personality, you have to connect with people. It really helps if you genuinely care about them and their needs and their family. So we're seeing like sales skills as a way of evolving. Social media is a way of evolving. At Atlantic Coast we have an awesome you know database which is our list of relationships, but we're able to send out video content about our products. So if we're sending it to past clients, they're able to get a little peek into what we can offer right now and then, if they don't have a need, maybe they have a friend, family member, like coworker, that does.

Speaker 1: 10:52

So, yeah, thinking long-term about your business and the seeds that you're planting and not just like what's going on today I'm not busy, but like what are you growing? What service are you providing? And then you know I know it's uncomfortable to do social media or just put yourself out there and I think a lot of people think of salespeople like sleazy car salespeople, right, but I mean I don't think that way. I love sales and I am like such a proponent of this as a career. If you have that skill set, because I've never thought of myself that way I really think that I provide a great value and, you know, consultation kind of approach to lending no pressure on people, and I think you know, if I look, I would want to save somebody from somebody that would be a sleazy salesperson. Have them, have a great experience, you know, and just educating them right.

Speaker 2: 11:46

Absolutely, the education is key, really Absolutely. I love what you said like building relationships with people and not coming off as sleazy and you can tell people aren't dumb. Yeah, they can totally tell. But if you're coming from a place where you want to help them, help them grow, I think that shows through in the end, and I think you just gave us so many great nuggets of wisdom Thank you.

Speaker 2: 12:06

I want to touch on social media and marketing. Talk to me about your journey, about how that's been, because I know you said you've been hitting the ground running and that you're going harder than you have in the past.

Speaker 1: 12:21

Tell me what your journey has been like with that and what you find is working best for you? Yeah, it's interesting because, from my marketing background and just being analytical, I find what gets the most attention very interesting. It's not necessarily the highest content, it might be something silly or whatever, but I decided to kick it up a little bit in November December timeframe. So I sat down and I was like, okay, who am I? What am I about? So, Mama, three Boys although my kids don't want to be on social media like me sending videos of them but I'm like you, you know, wife of 23 years, and so I mean there's lots of layers of different people. So, like what you want to kind of put out there that you're about.

Speaker 1: 13:06

I've always dug into personal growth and so I've learned I continue to learn so much about evolving as a person personally, and then that really helps your profession right, if you evolve and get to know yourself even better. Absolutely, absolutely, yeah, so, yeah. So I have come up with like the pillars that are, you know, that I'm about, and I purposely go out and create content around the things that I'm about, and it actually it energizes me too to do so. Awesome, it is work and you don't always feel like doing it, but it does energize me and keeps me consistent, and I'm proud of that.

Speaker 2: 13:47

So yeah, if there was one tip you could give to somebody who's maybe on the edge about it or they're just still like I don't know. I think I need to get somebody else to do this, because I can't. What piece of advice would you want to give to them?

Speaker 1: 14:00

Yeah, I think just take the time to carve out, to think about what you are about. What do you have to? You know that people will find interesting. I mean, people love to see families, they love to see dogs, they love to see nature, they love to see what the behind the scenes at your work. You know. They love to see events, they love to get to know you a little bit and like what are you willing to put out there?

Speaker 1: 14:24

I have a coworker right now that I'm really trying to push because he's such a great guy, but he's like I can't do that, it's just not for me and I don't want to do video. I'm like all right, well, if you're not going to do video, like don't start video right away or video of yourself. Start being consistent with just posting, and then you can always upgrade your posts later. But I've seen we have this one woman that we work with, Lisa Nichols. She's awesome. She started video I don't know, maybe four years ago, and her first video was, you know, staring at the camera directly and you know she she don't look super happy and then what she does now with video is incredible, and so just to watch that grow, yeah, and that's real right. That's what it really feels like to do it. I think a lot of people think that either have it or don't, and they don't realize that they have to start somewhere, Absolutely.

Speaker 2: 15:10

Yeah, I want to ask you about your book that you just published. Oh, thank you, show us you have it here.

Speaker 1: 15:16

Oh yeah, so it's called Made for More, the Seven Virtues of an Extraordinary Life, and this was on my heart. I had been wanting to write a few things. I'd done a lot of soul searching and stuff from my childhood and just the thought behind that each of us are so uniquely made and that we are not ordinary but we're extraordinary. That we are not ordinary but we're extraordinary. And so I was in Italy, in Florence, and I was at this art museum which I thought was going to be super boring, and my business coach was there and she had planned this trip and so she was like you know, you should really pay attention, there's some things you might pick up.

Speaker 1: 15:56

And pretty much the next room that we went into was this painting called the Seven Virtues, and it really spoke to me. There is just seven women painted like 700 years ago, and I'm like man. These words still ring true, right, the seven virtues, which are fortitude, is a word that I grew up hearing having that mental fortitude and fortitude, faith, hope, charity, prudence, justice and temperance, and just really thinking about each one of those words and how they play into my life. I wrote each chapter about. You know my stories about those words and then what they might look like in other people's lives.

Speaker 2: 16:37

So what do you hope people get out of this when they read this book?

Speaker 1: 16:41

Yeah, so I mean living in this area of all the hustle and bustle you know, and the accumulation of houses and cars and, you know, boats and all the things and people just wanting more and more and more, maybe just looking at it like, one, you're uniquely made and two, what more is in you that you've been not listening to? Maybe that you can kind of revisit? I'm 46. And you look great.

Speaker 2: 17:10

I thought you were like 35. Oh you're so nice.

Speaker 1: 17:14

But like you know, my peers, you know you get to that age where you kind of start doing some reflecting and it's like you know the second act that you have, the second act of your life. You know you have so much experience now and just what can you plug into? Maybe it's something different than what you've plugged into before, and what kind of you know difference can you make? And just like, listen to your heart.

Speaker 2: 17:36

Yeah, I want to ask when you were writing this book, did you reflect on anything about yourself? I'm sure that came up a lot like reflecting, but did you learn anything about yourself in the process of making this book, where you're like, wow, full circle?

Speaker 1: 17:50

Yes, I will say, like you know who am I to write a book, right? And then I also think, like in the book it talks about too, like why not me? You know, why not me? And I thought there's a story about the elevator and the alligator, and I don't know that one. I know it's in the story, it's in the book. You have to read it, but it's. It's basically, you know, when I was doing a drawing for this inflatable alligator at the pool when I was like seven years old, and I just kept thinking like why not me? Like I know there's a lot of tickets in that cup, but like why, why can't I be the winner? And it turned out I was that day Right. And so it's just like a little thought of like yeah, why not me, why not you? You know, and and start, start to believe in. Like I would love for people to start believing that in themselves, like why not me?

Speaker 2: 18:38

You know it's gotta be somebody, why, but maybe it is Right.

Speaker 1: 18:40

And that's kind of like how it was with the book. Like I got some help with it for sure, a lot of help, and you know I was never necessarily even like a scholar in English or anything, but it's like why not me to write the book? I don't know, I mean, it just felt like yeah. And then also there's like a whole process that goes with it and I talk about in the book, about how you just take one more step up the staircase and you'll see more. If you don't get started, like in the social media realm or in the book or whatever you're trying to do, you're always going to be ruminating and ideating about what this thing that you might want to do, rather than just taking one step forward. See where it leads you, absolutely. So I kept doing that and you know there's times where you feel vulnerable and like dumb and you know, oh, yeah, I have those moments yeah exactly.

Speaker 1: 19:25

You know it's normal, it's part of the process, right? And then so the book's been done for a while and then it was like, well, once you do the book, you know it's like if you're going to introduce it to everyone, yeah, they're like who did you write it for? And I did kind of write it for me. At first I didn't really write it so I could sell a million copies. I wrote it because it really touched my heart and so then, putting it out there, you're like is it good?

Speaker 2: 19:53

enough, and I'm sure it's a nice challenge for yourself just to know that you were able and capable of doing that A hundred percent?

Speaker 1: 19:58

Yes, it was, and a lot of the things I've done more recently have been like what can I challenge myself with? Yeah, Like speaking and writing and things that I haven. I love that you have that mindset of like trying things, whether you fail or succeed.

Speaker 2: 20:12

You're just like it doesn't matter why not me. Let me go ahead and do it.

Speaker 1: 20:29

When you're young too, you tend to put yourself out there a little bit more, you know, I guess. And then, as you get older and more set in your ways, I find people are less willing, and I think it's so great when people begin. And I didn't know that earlier on in life, right, I didn't realize how challenging it would be sometimes to put yourself out there. Oh, absolutely.

Speaker 2: 20:49

It's scary, it's vulnerable sometimes, but you know what? You might find out something great if you do it, so I love that. That's a great story there. Where can people find your book?

Speaker 1: 20:57

Yeah, so it's on Amazon. It's published on Amazon so you can order it there. They've got the online version or the hard copy. Beautiful.

Speaker 2: 21:06

Was it hard to put it on Amazon?

Speaker 1: 21:08

No, it's actually a pretty simple process. Okay, cool.

Speaker 2: 21:10

I always wonder that I'm like that's so cool.

Speaker 1: 21:12

Yeah, and I guess I don't know, a lot of people know this, but when you do a paperback book, they actually, once it's ordered, then they print it and send it. Wow, it's not like, unless it's hard copy, then they're holding it in the warehouse.

Speaker 2: 21:25

But yeah, it's a pretty easy process, for sure. That's good to know. So for anybody out there who's wondering about maybe taking that leap to make a book, amazon is a go-to place too. So easy, yes, love it. And then we know how important visibility is in today's digital world. How are you using video marketing to connect with your audience and build trust when it comes to, like, getting to know you face-to-face through the screen as opposed to in person?

Speaker 1: 21:50

Yeah, that's a really good question. And I remember our head of marketing at ACM. He's such a great guy. He was like people don't really remember if they saw you on video, like once they see your face they don't really remember if it was in person or whatever. Your brain doesn't distinguish the two. And I was like, oh, that's interesting and that is that was like a little nudge.

Speaker 1: 22:07

Um, uh, we use video video texts. Um, we do well a couple of things. One, when someone buys a home and we do like updates to your loan, like your appraisals in, and you know your loans been underwritten. We have like an automatic email that goes out that's personalized with a video. So for our team Also, I do videos for product updates once a month to like our realtors, just to let them know you know, I don't know if you're in the market for a reverse mortgage, but here's some bullet points about it and just let them know that we work by referral and that we're licensed in 34 states. So I keep in touch with video on that. And then just I do video for social media as well.

Speaker 2: 22:46

Holy moly, that's incredible that you do the personalized one, like that's that extra step, but like the fact that you make like a custom video for them, I'm sure it's just like oh my gosh, did they just film that? This isn't like, just like an automatic email. Yes, exactly.

Speaker 1: 22:59

Yeah, I think people do like that. You know what I mean and I mean it's. I used to drive to all my closings and do a lot more in person, but ever since COVID I find that that's actually not what people want. But I think they still want that personalized touch and with so many, like you know you hear about Rocket purchasing all this you know everything being online and I know a lot of loan officers are fearful of that. But if you step up your game as a loan officer that's local and a connector, you know that's who people want to use for their, for their purchase.

Speaker 2: 23:32

I believe Absolutely no, I have to agree with that as well. And then, um, would you mind sharing a memorable client story that left a lasting impact on you? Obviously, you don't have to say their names or anything, yeah.

Speaker 1: 23:44

Well, I do have one really exciting story. I was working with an active military and he had just gotten deployed or whatever, and it was with my builder and there was a situation with the house he was selling and I kind of stepped in and did this extra thing to help facilitate the builder and the client, because if we could wait just a little bit longer he wouldn't have had to pay as much money. And I think it was my third loan that I had done for their family yeah, they have four kids, yeah, generational here, yeah, and so he was deployed and I didn't know this. But I just got to my office one day and there was a box there for me and it was the American flag. So he had sent me the American flag to thank me for just doing that. You know the extra things that you do in your business to make sure that clients are getting the most cost-effective.

Speaker 2: 24:40

You know product Absolutely, that's so sweet. Yeah, it was fun. And the fact that you're able to like nobody, like asked, you just noticed something and you just went and like you know what? Let me help, let me go ahead and make this process easier for them because, like, why not?

Speaker 1: 24:54

You know, it's funny that you mentioned that because I was talking to my coworker who actually got in the business three years ago. So I mean, this is someone that got into the business when most people were running out of the business. She was getting into it. She did 60 loans her first year and 95 loans her second year.

Speaker 1: 25:10

Okay, girl I know she's, she's really doing well, but we were talking about that. She was talking about um, like right now, if people need second mortgages cause they have a low fixed rate, currently, from purchasing in the last five years, their first mortgage rate say 3%. But they want to tap into the equity in their home because they want to make home improvements or pay off debt. Well, a lot of lenders will try to just refinance the loan into one new loan instead of just doing a second mortgage so they can keep their low fixed rate. And we were talking about how that. You know, every situation is a little different. Sometimes that does make sense, but how this other product, although it doesn't benefit us as much, it would be more beneficial for the client. And how you know, and how important it is to kind of like, and how good it feels right To make sure people get the right information.

Speaker 2: 26:01

And that's great to know that there are people there who aren't just like looking like how can we make the most money, but like I'm sure even just helping them or going out of your way to help them in that way, it's going to come back like tenfold for you. They're going to remember that, hey, this person they weren't being like that's Lazy Salesperson. They actually like help me with this. You know what? I'm going to refer somebody, or you know what now I'm going to do this and I'm going to reach back out because they looked out for me.

Speaker 1: 26:25

Exactly, exactly, yeah, then I mean one you can put your head on your pillow at night knowing you've done a good job. I remember during COVID they said like mortgage lenders were essential workers and we were like I think we were all like what? We're essential workers, but it really does make sense. I mean, I think it's a very rewarding job and it's not always easy, but when you see people that are happy with their decisions that they made whether if they made no decision or I've told people before they're like I have to get into this market, it's a good market, I've got to get in it. I'm like it's not a good time for you to buy, so it's not a good market for you. Essentially, right, you don't have to squeeze yourself in and being honest with them.

Speaker 1: 27:07

That is so important. Yeah, it really is key. It is key and it always does matter. I just did a loan for someone who I had done a first-time home buyer seminar, like 20 years ago. This couple was adorable then and they bought their first home with me and then it's been almost 20 years since that day and they just bought this huge, beautiful home in Arlington. That was like $2.5 million. 20 years later, nice, it was probably the third loan I did for their family. So, yeah, just doing a good job for people and letting them know that you work by referral, I mean that's really the strategy, absolutely.

Speaker 2: 27:42

And I keep hearing you mention about like's. It's really the strategy, absolutely. And like I keep hearing you mention about like oh, I've helped them before, like they this is their third family and you seem to have like your own methods of like how this is working for you and it's not going to be the same for everybody, but whatever you're doing it, clearly it's working out great.

Speaker 1: 27:58

Yeah, I feel like the systems I learned early on with that Brian Buffini, and just about building a community, treating people well, letting them know how you work, just felt right, you know, and then that's really been the cornerstone of my business.

Speaker 2: 28:14

I love it. Is there anything that I have not touched on that? Perhaps you would like to get out there for people to know, whether it's about your industry, your business, your personal life or just a fun fact about you.

Speaker 1: 28:25

Um gosh, uh, I'm trying to think. I mean, I would say I mean I love sales. I think that, um, sales is a great industry for for a lot of different people. And, um, I think, like probably that's one of my biggest confessions is, if you have a child that's going to college and wants to think about getting into finance or sales, the mortgage industry is a great business. I didn't really know about it growing up. My mom was a teacher and my dad worked for the government, so I didn't really know the life of self-employment and sales and commission only kind of thing, but high risk, high reward, but really something that you can build and be proud of over time.

Speaker 2: 29:12

Absolutely. And do you offer any mentoring? Because it seems like this is like come on over here, you know.

Speaker 1: 29:17

Yeah, we do, we do so. We have several accountability groups that we run. We just did one at our company called the Royal Challenge, so we had the kings and the queens, basically our loan officers, and it was opt-in for those who wanted to do a 30-day challenge and we followed an activity tracker. So we all, like you, got points for well one for exercising, starting your day off, right, right, but then you know, making phone calls to past clients and referral partners, events, starting a networking group. You got points for videos, texting, social media posts, all that stuff. So then we tracked how many leads we got and how many, you know, leads turned into deals and everything. And I think it was like close to so far we're not completely finished it's like 7,200 activities were done by this group.

Speaker 2: 30:08

Okay, something's working over here, yeah.

Speaker 1: 30:10

And it's so cool to see other loan officers doing well and enjoying their business and really understanding how to get more business, even in this market or any market, right. Like what are the steps you need to take? It's not just you've got to build out your marketing plan and you've got to dedicate, you know, time and be held accountable to do those tasks so that you can see your business grow. And that person that we had that was telling you my coworker that only been in the business three years and doing so well, I mean just watching her. She literally adopted everything we told her she should do, she, she just did it and then she didn't stop. She didn't be like, okay, that's tiring, she just kept adding to it one step at a time and then to watch her business thrive. I got a text recently from her that was like, thank you, my life's completely changed based on the mortgage industry and sales and everything. I mean, what more can you ask for, right?

Speaker 2: 31:09

Oh, that is so incredible, that's awesome and see, it just goes to show like. I know this doesn't sound easy or it looks like the most fun thing, but just stick to it and I promise you that you're going to see results. And now they see that. And look how it changed High risk to see results. And now they see that. And look how it changed high risk but like great payoff too as well.

Speaker 1: 31:25

Yeah, she was a teacher and she switched into the mortgage industry, but I mean she does have a love for people that's genuine and caring, and you just I mean you just fall in love with her when you meet her, so that helped her sales, that's awesome.

Speaker 2: 31:38

Thank you for sharing that story. I have two more questions, I promise yeah, where do you see yourself in the next five years as a person and with your business?

Speaker 1: 31:47

Yeah, so I have three boys and they are 15, 13, and 11.

Speaker 1: 31:52

So I see myself heavily involved in all the things that they're doing. Although I've gotten to this place in my life at 46, just knowing myself a little better and just shedding some of the people pleasing that I've done to this place in my life at 46, just knowing myself a little better and just shedding some of the people-pleasing that I've done in the past I want to be at the things that they want me to be at, that I enjoy as well. I guess I always felt like I got to be the PTA mom, but I was never good at it. You know what I mean. So connecting with them on the things that we both enjoy and that I find important is key. Being a great wife, you know I have an awesome husband who's very supportive, and we like to travel as a family and, you know, have new experiences. I'm seeing time more now that, like you know, I got three more years with my son being in high school and and then probably let's see my youngest is 11.

Speaker 2: 32:45

So another seven years, yeah you put some time in yourself, but it goes by fast, right?

Speaker 1: 32:50

Trying to enjoy each day right, and also just seeing where I can take the writing and the speaking and getting this message out about sales and how awesome it is and getting this message out about sales and how awesome it is. So I would like to see where I could take that all while not overburdening myself and just having a balanced life. Yes, that's exciting and getting to do the things that excite me for sure.

Speaker 2: 33:14

I'd like to ask this is another question that wasn't part of the last two questions, so I lied. What do you do to help balance everything of the last two questions? So I lied what do you do to help balance everything? How do you structure it all so that you don't feel burnt out or like you're not spending enough time with your family? Is there a?

Speaker 1: 33:30

trick? Yeah, that's a good question. I mean it's funny. I did a panel speaking event and it was three women all same age. It's funny. We all went to Virginia Tech, we're all in the mortgage business, we're all in like leadership, right, and they were like, so tell us about your work-life balance? And I'm like, hmm, none of us could really speak. You know what I mean. It was like it was interesting, but I have gotten a lot better with it, partly because I'm just saying no to things that I just, you know, don't have time for, or not. Don't light me up, they say. Or not, don't light me up, they say if it's not a hell.

Speaker 1: 34:03

Yes, it's a hell no, right, I love that. Yeah, I need that on a t-shirt, so, um, so I'm trying to stick to that. I want to do things that involve my kids. You know pretty much now we take trips or we're going to be with the kids, because someday we'll be taking trips and there'll be in college and beyond.

Speaker 1: 34:16

So, um, and I think, um for balancing, I mean, one thing that I've kind of let go over the years is like I've always liked to work out, but like the stress, the eating, you know. So I really am on this health journey, so that would be one area that I've I wouldn't have done the best in in the past that I'm focused more on to create that balance. The breathing in and out, yeah, oh yes, not not holding your breath all day, allowing yourself to go to the bathroom when you have to. Women are crazy with like they put everybody else first, right, yes, yeah, and so just looking at it like day by day and trying to get in all the things that you're trying to do, the exercise, the work, being there for your family, and then trying to have fun with it too, right, absolutely yes, got to have that fun, not just checking every box but actually having a good time, yes.

Speaker 1: 35:10

Or make a box that says fun, fun and make sure it's getting checked and you're doing that and like what's been, fun is different now for me at 46 than it was at 26,. Right, mm?

Speaker 2: 35:19

than it was at 26,. Right so, but just finding them, you know, with each journey, you know like oh wow, this is my new thing.

Speaker 1: 35:25

And being curious, like I find, like if you, you know, you don't need to have pity or judgment towards yourself, Just you know, just be curious. Oh, I feel like these are the things I enjoy now and that's good. Oh, why do I enjoy that, you know, rather than I should, I should, I should and you're shooting all over yourself, yeah.

Speaker 2: 35:42

I know that sounds funny. You kind of mishear another word but yes. I love it. Well, I want to thank you so much for coming on the podcast. Thanks for having me. This was fun. I hope it was as fun for you as it was. It was great, it was wonderful. Thanks for having me. Awesome Anytime.