Welcome to this episode of Confessions of a Top Producing Real Estate Agent. I’m your host, Jennifer Myers, listen in, as I share exactly what I did to go from not being able to sell a house for years to becoming one of the top 1% of agents in the U.S. even opening my own brokerage full of agents taught me to serve all the clients that were coming my way. I taught those agents the same strategies I used and date two became the top producing agents. Now through this podcast and agentgradschool.com, I’m sharing those same modern marketing and business strategies with you. Most of which I learned from looking outside the real estate industry, no fluff, no theory, no outdated sales techniques or paying for leads. Just the exact steps to get you the real estate business you’ve always wanted. And the life outside your business, you’ve always wanted to let’s make it happen and dive into today’s episode. Hi, everybody. Welcome to our first summer book club discussion. I’m so excited to talk about this book. Yeah. So it’s your typical book club discussion? Our fearless leader today will be Kristin because she was a student president and Regan. Who’s not here. And she is the one who suggested this amazing book that I was just telling her before I let everybody in. I’m like, where have I been in? The book is amazing. I’ve never read it. So I’m so excited to talk about it with you guys today. Kristen, do you want to start us off? Tell us why, like what, and maybe how this came into your life and anything you want to do to kick us off. I will. So for those of you who don’t know me, I’m Christian and I live in Northern Virginia. I spend my summers in West Virginia. And so right now I’m outside at a cafe where I can only get wifi. So if it’s loud, I apologize, but that’s West Virginia life. I guess I got this book because I don’t even know why, where I figured reading this book. Someone recommended it to me and I bought it and it’s very small. It was a very quick read, but I loved it. And I think I was telling Jennifer, I think that transcends just your work life. You should apply this concept to every aspect of your life. And you can talk about that a little bit, but I love it so much. I want my kids to read it and I hope that all of y’all got a chance to read it because I found it utterly fascinating and it changed. Just changed the way I think about doing everything in my life. Yeah. Agreed. Did anyone have a chance to read the book on the flip? Can I share my screens on the front of a chance to, to read? Yeah. Does it, it should let you yep. You should be able to hear the car. I did Beth. And he said, yes, I loved this book. I read it three times. And there were so many little nuggets that I was like that I would pick up on the second time. And it kinda threw me off like the and stuff of, of the main character. And I’m like, is it, it’s fiction. It took me a while to like, kind of figure out. And then I’m like, oh, it’s a parable. Okay. It doesn’t matter. And then I re-read it again. And I will tell you, I have applied many of the things. And I even applied it to my work. And because I have two friends that got a divorce and they asked me to help them sell their house. The husband referenced that he had a woman friend that was a real estate agent and he wanted to ask her some questions and it would have been very easy for me at that point to be offended or, you know, that’s what I should’ve been, but I told him and his now ex-wife, I said, you guys are under no obligation to use me at all. I get it if this would be hard because I’m going to have to know things that you might not want me to know as a friend. So if you guys at all want to go to somebody else, I said, please know that it will not affect our friendship on my side at all. And the minute I said that, they were like, no, we want to use you. We, we trust you just if no other reason, because she said that, wow, I don’t know if I would have said it before I read this book. Wow. That’s a great story. I loved how the, I love the fact that they’ve told it as the parable life as a story, right. Versus like just presenting THE FIVE LAWS of success. Right. And just like learning the laws. I thought it was so fascinating how they taught us THE FIVE law in a way that like really, I felt like was something I could remember and take with me and apply. I loved that. And I think, well, yeah, and relate to ’cause a lot of these self-help books are, you know, a better yourself books, date. They do, they get a little more scientific and this was just so relatable. And again, like, yeah, you’ll remember these stories for years to come. Yeah. So that was one of the big lessons for me too. Like just the way they told the story to teach. And so, you know, that’s one thing like, you know, I always hear in marketing and storytelling, and having a story to tell is a powerful way to have people remember you, or I have people like, I understand the concepts that you’re trying, but I just thought that was like a really good first take away of using story to educate your audience. Well, I thought we could maybe go through each of the laws and just maybe give an example or two, if anyone has any of each law that we’ve experienced in our life or that we’re going to implement now, starting with the law of value, which is your true worth is determined by how much more you give, then you take and payment. And I guess if anyone has any examples where they’ve done that or they, where they want to do that in the future and their business, I’m going to open that up to the floor. Hi, I’m here. Sorry. I was like, I don’t know what happened. I’m sorry. I think I pushed admit, but then it didn’t let you in, for some reason I don’t really apologize. Okay. It’s completely fine. Where are we? We Were just talking about how much we all loved the book. Eric has read it, read Eric. I’d read it three times. And we were talking about how the telling of the story was such a good way to like learn it and apply it. And then Kristen was just taking us into the conversation about the five laws and how to apply them. But I’m sorry. I actually listened to it three times. Some people don’t read well, that doesn’t count then no, it totally doesn’t count. No, it totally does count. I’ve listened to it and read it. They both count. So go ahead, Kristen, I’ve taught. Apologize for interrupting. I was just, I was saying, let’s talk about The Law of Value. And does anyone have any examples of when they experienced this, where they maybe got service more, you know, a lot more in service than they paid for? What was that like? How does it change your opinion about this? You know, the people that you’ve worked with a, I mean, I’ll give you an example. My son wants to buy a sprint, a Mercedes sprinter van, and stupid up and live out of it when we graduate high school and travel the country. And he’s like 13 last summer and he’s got this whole plan of a lot of a sprinter van, a sprinter van. And so I’m like, all right, let’s go to the Mercedes store and look at the sprinter vans, right? We’re not going to, by him. A sprinter van is 13, but we walk in and the salesperson at the Mercedes dealership was so kind and he dove right into Tristan’s ideas and the dreams that we had and took us out and showed us and spent an hour and a half with us knowing full well, he wasn’t getting a sale because I was upfront and he, he could have cared less. And so, you know, what are the day that we were ready to buy a Mercedes? I am finding that, man, I have his card. I will search him out wherever he is in the world because he was so kind, not only to me, but to, you know, this 13-year-old kid, right. There was no payment they’re, but we got a lot of value out of him and a, and we’d have to pay anything. Right. I mean, I feel like that’s a great story. Cause I was gonna say like, I feel like a Mercedes is really good with that. Like they’re, I mean, I feel like there are certain, there are certain brands, right? Like that are really understanding, you know, it’s the long game. It’s not, you know, people, I mean, to be honest with you, he’s, he’s playing the long game. He knows that he was great with you guys. And if you guys are in the market and by yourselves or a Mercedes, you’re going to call him. Right. Like that’s, I mean, and it’s so smart. And it’s something that I think is something that we all take for granted that we probably already do. You know? I mean, in our own businesses and specifically, I think this is exactly what this whole course is about. Right. Is giving value out there too, the world with, you know, whether or not we ever get a client from it, we’re providing content, we’re providing value. We’re providing, you know, providing resources for people, you know, if we get a client – great. But otherwise, it’s just trying to give back to the community. I think, I mean, I like my S like I had a situation on a Thursday or Friday of last week for this is a business thing and my business, but I was going to a buyer consultation and I sat down with him and he was a young and he’s in his mid-twenties and as a first-time homebuyer and we were talking about where he lives and his mother had passed away. His father’s passed away. He’s living in his mother’s house for free he’s, you know, like he’s in the gig economy. Like, he’s, he’s a music teacher. He plays in bands. You know what I mean? So it’s not like he has like a full-time job, but he’s like a 10-9, whatever. And so I was having this conversation with him and I said, can I ask you some personal questions? And he said, sure. And I said, what are you doing with the money that you’ve gotten from your parents passing away? He’s like, well, it’s sitting in a bank account. I was like, okay, you’re not ready to buy a house right now. Like, I need to, but you need to meet my financial advisor and you need to get some other things accomplished because you need to start making your money work for you. And I think that, you know, like he’s like, oh, and I just had this conversation with him. I was like, listen, you’re sitting in a free house. Why, why would you go get a mortgage right now? Like, you can take that money. You can invest it. And then, you know, when your situation is a little bit better, I sat with it for a long time there’s stuff that needs to be done to his house. So I’m going to give him a plumber’s name and, and quite frankly, as a structural contractor, but at the end of the day, it was, this kid is not ready. Right. And I want him to be able to have the best resources, because it dawned on me that nobody taught him how to manage money ever. So he needs to learn that. I love that story, Reagan, he did so good by him. And what’s really cool is again, now you’ve built this trust and provided major value to him in one more way, and like educated him about life, really what he needs to be doing. And that creates the relationship. And who do you think he’s going to like all his friends who were probably are all in the same exact position that he’s in about to buy a house, have some, maybe just starting to have some money, not really sure what to do with it. Why wouldn’t he tell you, tell them to call you. And it’s not necessarily about the sale at that moment of grout, that value you provide, and then knowing that it’s going to come back. So cool. Thank you. That’s I mean, I feel like that’s, you know, really what this book is about is it’s not even it’s, it’s, it’s literally, it’s not about you, right? It’s about, it’s about the other person. It’s it’s like, what, you know, how can you go out into the world and not worry about what you’re gonna make, but by doing good by other people, it always comes back to you. It, it just does. I mean, it may be in some indirect way, but it always comes back to you. Hold on. The other, does I just want to say, all right comment, can you hear me okay? Yeah. I’m the kind of a Reagan was saying, and it’s not about, it’s not about you. I think as someone who like myself and, and a generator, you said you’re an introvert as well, focusing on how you can offer value to somebody else, kinda take the pressure off yourself and the focus off of yourself and allows you to just focus on how you can help people, you know, how you can offer a value to them. And, but you know, like a, a real estate agent, a lot of times they talk about like, and what they’ve accomplished and all these other things, you know, and I think people don’t really hear about that as much, you really care about how you can help them and what kind of a value you can offer them. And again, I think it just helped the focused on that. It’s a constant, like, you know, totally. I love that example, Bethany, as you make it about the value you provide on the other person, rather than, you know, always focusing on what you get out of it or what, you know, like, it’s not about you. I love that. And that really takes the pressure off and really makes the focus on how do you add value to this other person? You know? And, and that’s the question and ask the thing to be thinking about versus I’m nervous, or I don’t know, or what do I say, or what will they think, right. It’s just a value. How do I actually help this person in front of me? What do they actually need? And it helps us take, like, takes it out of our inward focus and outward, like being able to listen and really give them the right advice, because that’s why they’re here for us. Right? Like we’re not here just to sell houses. We’re here to actually help people with real estate and our life. Right. Oh, sorry. No, I was just gonna say, when I called my financial advisor and said, Hey, this one to let you know this person’s going to be calling. And here’s what they need. Like, I mean, you know, he needs to understand about life insurance, wills, like all that stuff. You may need to refer them to the attorney we use. But also like, I know he has, you know, like his dad had a house in Texas. Like I know there’s other assets that are there and I need you to instruct him to educate him on what is, how to handle those assets and what to do with it. Moving forward. Like he is, he’s a new bile baby infant, right? You need to mold him, shape him and teach him everything. And, and Scott was like, wow, like, that’s awesome. You know, he said, Greg, and like, I love that. And he’s like, and that’s like, one of the he’s like, you know, I always refer you, but he’s like the, now that I have the story to be able to tell people, Hey, not only does Reagan, like, she doesn’t care. She makes the sale. It’s not about that. Like, it’s literally about like, and this is what she did for this person and turn them over to me. And I was like, wow, thanks. Like, that’s great. You know, but, but that’s it. And most, most agents, aren’t, they’re just worried about their paycheck. They’re not necessarily worried about how that other person’s gonna survive. And in my opinion, our job is to help people live their best lives and build wealth through real estate. And selling houses just happens to be a component of that. And I’m going to piggyback off of what Beth, and he was saying about it, taking the stress off of people, they’re focused on you. Right. You’re focusing on them. I think that leads right naturally to the law of authenticity, which was my favorite law, because it’s like, just be yourself, just be yourself, be authentic and everything else will fall into place. And I’ve just never been given permission to just be myself until I started with agent grad school and this book and other things I’ve read. It’s like, yeah, I just have to be myself. And it becomes so much more enjoyable what I do a whole lot easier. And I think the practice thing, the people that I want to work with, and, you know, I told the story a couple of weeks ago about going into a listing presentation or consultation. And I had no expectations of the outcome. I was just going there to talk to this woman and get an idea of what it was, that where she was, what she wanted to do and talk about a house. And we connected and she was wonderful. And she wrote me the nicest email I could have ever received. And it was because I was just myself and I was there to give her a value to bring, you know, information to her. And so yeah, the law of autism to Sydney is my favorite. I think it should be number one because it’s so important just to be yourself and then add value, but adding value. So, oh my God. So when I say the class has changed my life, I think what, how you said it, how you have been given permission to be yourself for the first time ever. I mean, my whole life, depending on what job I’ve held or, you know, you have to be a certain way. If you’re going to be a mom, you have to be a certain way. If you’re gonna be an employee, as you’re gonna be in sales, if you’re gonna live in a small town, if you’re going to be living in a big town, whatever, whatever your situation in life is, you’re never given the permission to be yourself and just sell, not sell, just be who you are and, and attract the kind of people that want to be around that. That is so hugely powerful. I can’t even put it into words. Well, It’s, it’s Erica you’re so right. And the thing is, is that, you know, you could go into a gazillion, different coaching classes or whatever. And I mean, there’ll be like, oh, here;s are the script you need. And you know, it’s all about not being yourself. It’s all about, you know, Exactly. Yeah. And it’s literally like, okay, here’s the script that you’re, you’re gonna go. And here’s your listing presentation script and blah, blah, blah, blah, blah. And that’s how everybody learns. And you know, I think what Jennifer’s done is like flipped it on its head and been like, you don’t need any of that nonsense. Like you’re yourself, you’re going to attract these people to you. And all you gotta do is just have a conversation with them. And it’s more about what they want. Then, you know, obviously you’re going to show them what you can provide, but you need to know what they’d want. And you need to know like what’s important to them in order to provide the service that they want, because not everybody wants to communicate in the same way and not everybody’s personalities or the same way. And I, and everybody, you know, again, it’s like, it’s, you know, why, what is it? What’s in it for me? What if I’m right? Like everybody’s listening to their own radio station. So, you know, if you’re just an author for her that, Yeah. I love that though. Because Like, if you think about it, like, if you’re in a sitting there having a conversation and all you’re doing is talking, that’s not a conversation Or presenting, let me present you with how great I am. Right? Like, that’s not how nobody wants that. Right. Like Doug, And I always felt awkward doing it, but it was like, that’s what you’re taught, you know? And it’s a faulty system. And, you know, I think that that’s one of the things that, you know, most people really, most people feel like they’re doing something wrong. If they’re being themselves and real estate, That’s when they’re doing, they’re doing something wrong, then they aren’t themselves. We’re just going to have to agree to agree on this life. That’s right. Well, I want to, can I ask Jennifer about the law of compensation because, you know, as a single agent or an agent on a small team, well, this, this law here is your income is determined by how many people you serve and how well you serve them. So I can serve them very well. I know that the, I can serve as many people as a 24 hour day curious, well, let me, like, at some point, I’ll cap out at how many people I can physically help. How do we leverage? How do we leverage our efforts to reach more people than what I can just physically dom when in a day’s time, and deal with Agent Grad School and creating this program, when you’ve reached out to people across the country, and therefore you’re also helping our clients and the people that we know. So you’re touching many, many more lives. How as the agent, do we, how do we do that? Is that something that comes later in our career? Or how do we start doing that? Now? That’s a great question, Christin. And it’s funny when I heard this law of compensation and I, and I heard him say, and by the way I heard it too, I didn’t read it. I looked into it because that’s how I learned better. I, when I heard them say your income is determined by how many people, you and how well you third them, I like stopped in my tracks and was like, this is what I want everybody at agent grad school really, really listened to. Because once you determine what your value is, and I love that it was the second law. Once you determine what your value is, it’s like, what we talk about. You can’t just create this website. You can’t just create this message. You actually have to get it in front of other people. And I think so often we forget that part. Like, we can’t just create something. We can’t just, you know, have something great and then hide it. We actually have to put it in front of people. And I think oftentimes that’s where we get caught. That’s where we get scared. That’s what takes a little bit of a long time. And so what, but that is what are the more people you could get in front of me and the more people that you can serve, the higher your income. So always be thinking about it. And that’s why I always teach you guys how to do that in a way that’s automated and doesn’t require you. That’s why we use things like your website, like an opt-in like an email list, because the alternative is you picking up the phone or knocking on the door and you’re in, like, you have to be in a place all the time, networking. You always have to show up. So the very first thing I think is do as much as you can. So it doesn’t rely on you. That’s the first and automation. And then, and think of it as, you know, kind of, you’re like, I always talk about your building the house, right? You will have to build the first floor before you build the second floor before you build the third floor. So that first floor is understanding who you help and how you help them adding that value. Right. And then the second step, is it getting it in front of people? And like, we’ve always talked about right. Start with who, you know, then build who you don’t know, and always be thinking about how can I grow my list? Because that list, that email list is how you do it in a way that then they can self-select right. You’re serving them. It takes you as much time as it takes you to email one person to talk to one person, you can talk to 500 people, 800 people, a thousand people, right. 2000 people. And then they self-select and they decided to choose you. And the other thing I would say is, also be really focused on what your goals are. One of the things we’re going to talk about next month and in August is just because you can sell more houses. Doesn’t mean you have to, you’re allowed to put a container on what it is that you want to do. And as long as you’re meeting your goals, and hopefully some of those goals are, you know, income-related business-related but also life-related. Right. Really define what that looks like. And then when you’ve hit up against it, and you’re saying, I don’t want to do anymore. That is the time to start thinking about adding to your support system. So what I teach you is first to automate, then delegate, right, then for me, at least help the people that are a couple of steps behind you. So for me, what that path looks like, what I would recommend to all of you guys is first to get the support of a Dell first to automate, then get the support of an admin person. Then get the support of a marketing person. Then, getting the support of like a showing assistant, and not showing , this assistant becomes your buyer’s agent. You can focus on listings. Eventually, you’ll have a listing coordinator, and then you become this manager. If you want, if that’s the path that you want, but really being focused on what is it that you want? And it doesn’t have to be a big team. It doesn’t have to be millions of dollars per year. First, decide what it is you want. And then, figure out how you want to reach more and more people. So it was not, hopefully, that was at the beginning of the answer to your question, but there’s more I could add, but I’ll stop there. That was a great answer. The answer. Yeah. It’s awesome. I mean, I think the only thing I want to add to that in my opinion also is it’s not necessarily just about business. I feel like if you are, like, when I think the people you serve, it doesn’t necessarily have to just be about business. It’s just in the, like in the world. So like, if you’re helping connect other people, other people that they need, then they’re going to think of you. You know what I’m saying? Like, because you’re, again, not that it’s transactional, but it’s like, you know, I had a client that was a doctor that was interested in nutrition and a friend who, you know, like does nutrition. And I met them for lunch and got them connected. And they’re both super happy and have all these things they’re going to do it. Doesn’t, I mean, it has nothing to do with my business, but I was just excited to get them to meet each other. And so for me, it’s like, you know, I know that there’ll be like, oh my gosh, like you should talk to Reagan because again, I’ll be top of mind because it’s, you know, it goes back down to, I’m always thinking about what does somebody else need and how can I help them better their business, regardless of what that business is, you know? Or if, even if my friends who are like, thinking about changing careers, I’m like, great. What do you want to do? I might know somebody, let me help. Yeah. I think that’s a tough one because often, cause like at first glance, as I’m reading this more, it kind of makes you think that you have to serve more and more and more and more and more than people. But I think sometimes in our lives and our careers, sometimes we have to make really, really tough decisions. Like, for example, what you said, Kristin, when you were asking me the question is like all of a sudden, now I’m helping people throughout the country and I’m helping your clients. Right. I have to give something up in order to make that happen. Right? Like I couldn’t serve all those people and do what I was already doing. I could not do both nor did I want to do both. I didn’t want to do that. So I think sometimes there’s like a piece of what I’m taking away on this law is what do you have to do to actually get to the place where you can serve more people if that’s what you want. Right. Cause I had a choice. I could either stay small, my small brokerage, I could have grown my brokerage. Right. I could have just focused on the DC market where I could have done this in a national way and affect, you know, helped you guys with your clientele. And I felt like that was the path to, to serve even more people. Then the small-minded thinking that I was kind of used to of like, it’s only people at my brokerage or it’s only in the DC market. So sometimes it’s about what you have to give up. So you could actually serve more people. Yeah. That’s really good. And it doesn’t have to be, I mean, I liked what you said about paying it down to others, not paying it down. That’s not what you said, but what I took away from that was, well, when I get to a point in my business, I can, I can teach other people, maybe not on a large scale, but even if it’s two or three other people share this information with like, I am also helping all of their, like yeah, there are ways to do it. I don’t have to grow. I don’t have to have a brokerage. I don’t have to do anything crazy like that. And it doesn’t have to be serving thousands. You know, it can be serving two or three more people than I would normally have served. So yeah. And I think the operative word, that one is a third, you know, not about how many more people are, you know, it’s not, your income is determined by how many people you sell things to and how well you sell to them. Write a word is the third, I have to go at 12:50. I thought this was a 11 o’clock and then turn out to be 12 any way my bad. But there’s one thing I want to bring up before. I mean, we’ve got time still, but I was reading an article in Inmon and someone had read this book and wrote about, you know, the Go-Giver and then he talked about 33, the 33 touches that I guess is it Keller Williams? You do your 30. Yeah, you do your 33 touches. Oh, okay. 36. Sorry, The change. And all the time he says, We should change that to 33 serves, how can I serve people 33 times a year? And I thought that is profound because it’s not about me just sending a postcard, reminding them of who I am. Right. It is about giving them some information that’s valuable and the views. And if you can find ways to serve people 33 times a year in your sphere, to me, that’s easy, that’s easy peasy and you comment on something or you connect them somewhere on Facebook, you know, or a PO card’s in the mail. Like, can you just serve people, but I’m trying to reach out to them 33 times a year, a let them know you’re there. I liked that. So I just wanted to tie that in with the law of value. No, it’s a really good point, Kristen. Cause I used to work for Keller-Williams and I was always, I, I, I understand the theory, what they were saying, but I was like, it would drive me crazy. You know what I mean? Like I would just feel like I was a part of a cog of like, oh, everybody’s getting this email and everybody’s getting this postcard and dah, dah, dah, like it starts to, it really just starts to feel like it’s, it’s not a relationship anymore. Right? Like I would much rather have somebody honestly like reach out to me four times a year and, and, and say, right, like have an actual conversation or, or do something thoughtful. Then send me a 33 pieces of crap that I’m going to not pay attention to and throw away. But it’s just me. Well, and I heard on another a podcast. I can’t remember the gal’s name. I apologize. But she talked about not, she did like 10, they weren’t phone calls every day. They were 10. How do I make, or she call it make someone’s day. It was a, I’m going to make someone’s day, 10 times today. And that was just, it was picking up the phone and texting someone a nice sweet message. But they were not real estate related. It was, how am I going to make this person stay? And she had all other different ways of doing it, but I just, that was a really good way of looking at it. I’m not making my 10 phone calls a day. I’m going to make someone stay today or reaching out and saying, Hey, Like, you know, like if you look at the ninja coaching at of the Erica, you’re in Fort Collins, right. I am close to it. Yeah. Is it the group a, is It the grow The groups, but the, you know, the guy who started ninja, which I think is a really great idea because it is like, you know, personal touches and writing handwritten notes and you know, and all that kind of stuff. And it’s, again, it goes back down to, if you’re engaging with somebody about what they care about, you know, and they’re like, oh, that was really nice. Like, Hey, I saw you got an award. Like, but that’s a nice touch. I would be, that would be sweet to me. If somebody, I had somebody who literally like, is it as a friend of mine and you know, will potentially be a client, but she had moved here and she’s like, yeah, I always get the obligatory, once a year, phone call from my agent asking if I want to go have coffee. She’s like, I just feel like she’s trying to keep in touch with me. I was like, she that’s exactly what she’s doing. Like No value. There’s no value. Right? There’s no serving. Yeah. Hey, this is a great conversation. So I was looking at my notes from this, the F and this was like early in the book, the first thing that jumped out and I was just like, oh, when I thought about my whole life, in general, is that you get what you expect right. From the world. And I was like, whew, blow me down. You know, like, of course I start thinking about guys and they never even relationships and work and all kinds of stuff. And I was like, all right, well, let me think about that. Hardcore. Like you get what you expect. And then it said, you get what you focus on. And then it says, the world treats you the way you expect it to treat you. Like, those are the three powerful mindset questions right there. I thought like, wow, like what have I been expecting? Whether that’s personal professional, what is my outlook on the world? Like, has it, and is it positive? And I have to say a general say this a lot. Agenda is this about me? That I always am like, our clients are so great. Our guys are so great. I love my clients. And I really do like them. It’s really, I mean, like, and I have relations, not every client I wish. And I think that I do kind of expect the best sometimes naive naively have people, but I also then usually get it back. I generally do. I don’t really start any relationship with like, yeah, this guy’s going to be a jerk or whatever it might get to that at some point. But I feel like I, I do, I do a, maybe it’s a bit Pollyanna. I don’t know, but I give it, it’s like, I try to give it that benefit of the doubt. I mean, it runs into problems in my personal life, for sure. I believe a lot of things I shouldn’t believe, but I really do. And I do think it makes a difference in how the relationship goes. Oh, 100%. I mean, I think one of, one of the universal laws of attraction is what you focus on expands. And whether it’s a motor bad, it’s it, it expands. And, and that’s something that I tell my kids all the time, you know, like if you wake up out of bed and you decide you’re going to have a bad day, you’re going to have a bad day, you know, period in a sentence. But if you wake up and you’re like, okay, this is the best day in my life, then you’re not going to focus on the bad. And when you focus on and I’ve had this so many times, just throughout my own career of what I’m in a place of like, feeling like I’m spiraling, downward, my business slows down. It just does. And then when I like start getting out of the mindset and being like, okay, like I am positive, I’m happy. And dah, dah, dah, dah, then business starts to pick up again. It’s it truly is. And I’m with you, Amy. Like, I believe the best in everybody. And yes, I’ve gotten jacked over times by people and it’s frustrating, but I just move on and I’m like, well, that was that person. I’m going to continue to have a happy outlook and not believe all people are bad. Yeah. Yeah. It’s hard to, it’s hard to do that. And, but like, my life is so much happier when I, when I approach life that way, or, you know, my mom always, my mom is like a big mentor to me. And she always says, you know, it’s just as, it’s just as easy to be nice as it is to be mean or rude about something, you know, it’s the same amount of energy. And I remember when I was little, she would always say, whatever your job is, do it the very best you can. If you’re mopping a floor and mop with the best you can, whatever you’re doing, no job, you know, always do your very best. And naively as a young girl, I go, okay, I’m going to do that. And that’s, you know, how I approach my life. Like always try to really give my very best, no matter what the outcome might be. And I feel like Jennifer, I mean, you say that all the time about getting more than you’re getting. And I think a lot of us here do that and it’s a organically, like we’re a tech, we’ll probably skip it. But I mean, I’m skipping ahead about the reciprocation. Like you don’t even, Jennifer nurses from it, you don’t even have to try, you just do the work, you do that. And then starts coming. I’ll come bouncing back to you and I a P I had clients who are like, I don’t even talk to that much who are just like, Hey, just wanted to reach out during, COVID see if you’re okay. If you need anything, please let me know. But it just, this is a nice suite people, you know, it just checking in the sea, how I was doing. And I was like blown away by that. Right. I Had somebody once said something that I thought was really brilliant. And it was, you can’t be angry and grateful at the same time. And I was like, that’s genius. So it was like, whenever I get into a bad mood, I try to be like, okay, what am I grateful for today? Because you can’t, it’s physically impossible to be angry and grateful with the same time. And so when you come at anything from a place of gratitude, I think that, again, it can, it, it completely changes, you know, just you’re, you’re the outlook. I was doing a list yesterday. I had gratitude cause I was trying to be like, I dunno, be more grateful. And I like kept going and going. And I’m like, and this and that and that, and this, and I was like 10, 11. I just, it just kept coming. You know, like all the things I was grateful for that. So, yeah. But before that, if you would’ve asked me a bit, like, I don’t know, like a, I don’t know what a grateful bore, but then that was, I realized it was all in there. I just hadn’t put it down. Yeah. I think writing your gratitude. I used to do it daily. I need to do it again, but I think it is so important to put you on the mindset, the right mindset for the day. Well, and that kind of leads us to the law of influence because the definition of outlaw is your influence is determined by how abundantly you play other people’s interests first. And you really can’t do that without gratitude. Right? Like coming from that place of abundance. Kristen did, I don’t mean to steal your thunder and I know you have to leave it in a few minutes, but it’s okay. Do we want to move on to that law? Because I think maybe that gratefulness let’s do that, let’s do that real quickly. And because I have the perfect example for this, and it’s called marriage or relationship with a spouse, a host of some kind, my, my young friends and cousins who are getting married that well, a choose wisely treat kindly that’s it choose wisely and do nothing but treat kindly. And you put your spouse’s needs first because in return they should be doing the same with you. And it just flows nicely. If you’re only thinking about how you can help and serve and make that a person’s life happy, and they’re doing the same for you. Like it’s, it’s wonderful. And that’s how you should, I think, look at all relationships and business and all things in life, like how, how can you serve? How can you help and forget about your own interests? Because those will somehow just be taken care of because they usually are not saying run yourself ragged. Did you ever think for everyone else and never take time? That’s not, that’s not what I mean. I think you understand that there’s a deeper meaning behind this, right? Yeah. Everyone. Yes. Okay. The other people’s interests first. I always think like, as I was reading this, I had a hard time seeing the true difference between a love influence and The Law of Value. But that one, the value, because to me, they go hand in hand, if you provide value, then you are putting other people’s interests first and you are coming from this abundant place. So for me, I was like, I was trying to figure out where’s the line between the two, because they, to me are so blended and like in a related, I mean, all of these are kind of interrelated, but those two, I was like, what’s the difference of similar? Cause when I think like the law of influence, I kind of think of Reagan’s story about the buyer. Right. And you came from the abundant place and putting this person’s interests first. And I think you definitely have influenced because chances are they’re going to work with that financial advisor. Right? Like, so it’s almost like value and influence. I don’t know. I can’t rip them apart in my mind. They go together. I mean, cause I’m looking at a book right now. Cause I feel like there was something in here that I really liked and oh, I know what it was. It was an army of personal life ambassadors. I see. Okay. That’s something that I, that I love because that’s like your clients who will step across a crowded room to go tell somebody how fabulous you are. And that is what we, that is the dream, right. Is to just have an army of walking ambassadors who sends you people because you have influenced them in such a way and made an impact. They’re like, you’ve got to work with this person. They are amazing. That’s a good way of looking at it. Cause like that’s why I keep telling you guys in that after system, if you do everything that we’ve been talking about and the before and the initial consultation in the during and the under contract, your after system is a breeze because you don’t have to go around doing the coffee, talks, doing the phone calls and asking for business because I guess you, because you’ve built so much value perhaps then you have the most influence and then you don’t necessarily like they want to give you a client. They want to work with you again, Like off a real estate topic. But this is an experience I just had. So my oldest got her wisdom teeth out on Thursday. And the doctor that we went to, we go in for the pre-consultation and he’s got this little cute slideshow, like it’s playing on the TV explaining kind of like what the process is going to be indebted at a de. And he’s like, listen, I have like this pain pack, a protocol where it’s just a Tylenol, Tylenol and ibuprofen. I will allow you one opioid. Like, that’s it, but you shouldn’t need it because of the way I do the surgery. I did a lot of that and my child, I, and I’ve just heard horror stories about people. I mean, literally the next day she was, I mean, she goes back at work on a Saturday. She felt completely fine. And it was, I was like, I would tell anybody, you need to get their wisdom, teeth removed, go see Dr. Glenn Waters. Like he’s in his bedside manner is fantastic. And he’s, you know, calling and checking in, okay, here’s how this is going. Did it at a how’s everything, blah, blah, blah, blah, blah. And it was like the customer service from a doctor. Like, and I think maybe because it was a doctor, it was like, wow, like it was, it blew me away. And not to mention the fact that Blake is, the system really did work. And I mean, I knew people that were out for like two weeks, cause their wisdom teeth, such a mess, you know, and everybody’s ever gone. It’s the same experience. And so it’s kind of like when you are that much better than everybody else then yeah. You’re gonna like, he is influenced as far as I’m concerned in the dental or the whatever that’s called. Right. What’s a great example of influence. Cause yeah, he’s not really technically adding value, but he’s really creating the system. Like we talk about. Right. And because of that, you have this experience and then that’s created that influence. Okay. So Kris and hopping off. So sorry. Everyone has fun. Talk about the last two laws. Like what Regan was saying. Conversely, if you think about the health system, right. How no one really likes it generally speaking. And it’s because there is no value, right? Like you’re I have a cousin who is a doctor and she told me she was like, so I get paid more money. The more patients I see. Right. Like I don’t get paid too much when I work with one person and get their diabetes under or under control. Like, and then they come back and see them. The more people I see, the more money I make this system is broke, you know, not to get into it, but I’m saying like, that’s kind of a good example, right? Like you’re not providing value or influence. You’re just not really providing anything. But like yeah. But in your case, your, your daughter did get that. It was, it was just such, it was again, it’s kind of like when you go to, I mean, I don’t know. I feel like it’s like how like buyers, if they go to an agent who does, who doesn’t do a buyer consultation and then they go to an agent who does, they’re like, what? This is awesome. Nobody did this for me before. Oh, okay. I mean it’s night and day. Anything else on this law of influence, this is helpful for me to see the difference because now I get the difference. I feel like Influence The Law implements is almost like a by-product of adding value. Like if you add value and you really focused on serving people, then you have that influence and it’s not like you have to chase people. It just changed the whole relationship. Oh, the, I was just gonna say, there’s another quote in here that really made me think it was sometimes you feel foolish, even look foolish, but you do the thing anyway. And like, for me, that struck me just because of the whole video thing of, oh my gosh. You know, like the fear of, and then it’s like, just do it, you know? But that’s, I mean, I think there’s a lot of things in this business where sometimes you feel like weird doing it, whatever it is, but you just gotta do it anyway. Especially the first time. Well, when the, I had a, a consultation by yourself, a consultation and Jennifer warned me, she said, you know, it’s gonna feel weird. And it actually did feel weird. It felt the most normal I’d ever felt doing a consultation ever in my entire career because she’s like, just be yourself and all the things that she said, I didn’t get it. But I did later find out that they went with the discount broker, which is fine. You know, that’s what they needed to do to feel better. I was, I was hurt though. Cause I’m like, does that mean if I am being myself that they don’t like me? No. It means that they weren’t the right person for you. I mean, I have people who have chosen to the people because they’re like, they just clicked with the better. I’m like, okay, that’s fine. Cause you know, I’m not for everybody. And I’m okay With that. Yes. I think you’re a hundred percent correct. It Used to be very, very, very sensitive about it. But I have gotten to, I think it’s more of an age thing where it’s been like, you know what? A, not for everybody, the ones that I want because probably you wouldn’t have wanted to work with them anyways. I agree. I whole-heartedly agree with that assessment. I am not upset that now, but you know, it felt weird going in and it felt weird practicing, but I did it anyway and it did the better ending would’ve been. And I got it, but I didn’t get it, but I didn’t care. I was hurt for a little bit. I questioned myself or, you know, a, a small fraction of time, did a little inner soul searching and went up. You’re okay. Get over it. And I do think that comes with age too. I feel like being in my really old fifties that I don’t care what people think all the time of me. I mean, I try and be nice and I try and be helpful and serve people as best I can. But if I’m not your cup of tea, that’s okay. Right. There’s lots of tea out there. Go find one that works for you. Exactly. I mean, I always say like, I wish I knew in my forties, like I know she knew my twenties, but I know in my forties, because I’ve been just so much All day long, all day long, Like I I’m that’s okay. I’m not, I don’t need to be everybody’s friend. I’m okay with that. We can be friendly. Yes. Awesome. Anybody else have anything on a lot of input before we move to the lob authenticity job influence your influence is determined by how abundantly you play other people’s interests first. Okay. We talked about the law, the authenticity a little bit about the law of authenticity. The most valuable gift you have to offer is yourself. So true. We want you, we want to see you. Who has something to say about the sun? I just feel like we kind of talked about this a little bit at the beginning and then a hundred percent you and the first coach I’ve ever had that is like you do you go out in the world and do you, because no, one’s going to do it better than you because there’s only one view. And you know, what’s crazy is my daughter is, nanny is a little girl and they were over here and tat my daughter had to take care of a couple things here. And so she turned on Sesame street for her TV. And that’s all they talked about. Not just the best you can do in life is to be you that’s, if you are you, you will, you will be fine. Just B you. And I’m like, God, they’ve been telling us this since we were a little kids. Why is this? So right. Easily after, you know, take it off track. So why do you guys think it’s so hard for us? Or why do you think, I don’t know. I find that real estate is plagued with in-office authenticity and I’m trying to put my finger on why, because Everybody is faking it till they’re making it. And that’s the way, that’s the reason. I mean, you literally see in every single city across the country, if you ask any agent, how’s this going great, I’m so busy. It’s amazing. Like, and they could have nothing going on. So they’re a lot, it’s like they’re lying to themselves or they’re trying to portray something that isn’t, you know, isn’t necessarily true and that’s okay. But that’s why I think it, that’s why our business is rife with it because I feel like nobody wants to be like, oh my gosh, like I’m struggling. Like this is really hard. This is a harder than I thought. Like, I, I need help. Nobody wants to ask for help in this business. But why? I don’t know. I don’t know because maybe There’s a lot of leaders in this business. And when I was looking for a coach and I’ve told you this, Jennifer, all I found was, and I will say specifically, men that were like, you know, you get a little sample of what they do and they’d get on there, and they’d be like, this is so-and-so from so-and-so. And if you don’t know this person, you don’t know you’re out of the loop. I mean, I just want to say, I think at the core of it, I think why this business, why a lot of us sort of ignore our gut feeling is because we are vulnerable. Once again, most people in this business we’re doing something else. And most of us, I feel like nine out of 10 realtors that you talked to or agents that you talked to always say, I never thought I would, I would be in real estate. And so what that tells me is that most of us were had another career and we for one or another reason decided to make a switch. And just like, I guess the analogy that I think about is like, when you finished a middle school, you go to high school. So you started the bottom again. Then you work your way up to being a senior and then you feel high and then like high, like a PI kind of a thing. And then you go back down. If you decide to go to college, or if you decide to start a job, you kind of start from the bottom and work your way up. And I feel like those milestones are sort of given and we are okay with that. But then when you career change, you’re again, starting from the bottom. And I think for some reason when we’re in that process, we a, we avoid our gut feeling or kind of push it aside because we think, well, we don’t know where learning and this person has shown us success because oftentimes these brokers bring in people that are successful in their, in their real estate business and have talks with the new agents. And so you’re like, well, okay, I guess I’ll make phone calls or, okay. I guess I’ll door knock because they’ve shown that it works for them, but we don’t really question it. And I kind of think through when I first started and having to career change, I, I saw myself pushing that gut feeling aside. And it wasn’t until someone Jennifer, you with your podcasts, like smack dab said, why are we doing this? You don’t need to do that. Is when I like, like knocked out of this like haze of like, oh duh, the biggest strength. Thank you. Yeah. I, if I could impart anything on whether this is the first podcast, you’re listening to the last podcast, you’re listening to. If you’re here for two days, one month, one year, 10 years, the biggest source of your power in anything, and especially in this business is being yourself and your authenticity. And because you cannot, I think what happens, what I keep seeing happening when I’m trying to break from this industry is everybody looks around at everybody else and does everything that everybody else was doing. And this, this business for whatever reason is leg with that behavior. And if I can impart anything on you guys, it’s a bring your own uniqueness. If we want to see that, not just to your business, but to your life, because we want to see who you are. And that is what makes you so special. And you have a certain point of view that we want to hear about. You have certain experiences that only you have had like that we want to hear about and then apply that to your real estate business. And then, you know, the other, the last thing is you cannot, there’s a Sally Hogshead quote. It gave me a quote that I love. And her book called fascinated. Fascinate. Yeah, it is she’s so, and she says, you cannot stand out if you’re trying to blend in. And so if you’re trying to be like everybody else and you just mute that off in-office, but that authenticity, that, that authenticity, that is, you see, you often touch it. Yeah. We cannot see you. And if we cannot see you, we cannot know you. And truly what you’re doing is robbing everybody that could know you of who you are. And like, all I want you to do is not Rob us of who you are, whether it’s in your business or in your life. So let’s move on to the last law receptivity. What do you guys think? I love this law because I remember back this is years ago when I, I was working for a women’s health organization and I had lost a lot of weight and was really proud of myself. And this is like, after my first daughter was born and I remember like the, the woman who owned the, the organization was she was like, you look really great today. And I was like, thank you. And she says, you know what? I love the fact that you take a compliment and you say, thank you because most people don’t. And I never thought about it, but the truth is, is that a lot of times, especially when I was, I was a, you know, I was in my twenties. You’re like, oh, no, like it’s all smoke and mirrors or a black, you know what I mean? You like diminish it instead of just being like, thank you. I do a good today. And it was like, when you like, it’s, I think it’s hard for people to be receptive to gifts or to thanks or to whatever, because it, for whatever reason it makes this is me. Okay. But there’s a part of me that feels kind of awkward about it. Like, I don’t want you to think I’m like too grateful. I mean, does that make sense? Like my just talking weird things. No, I think that’s great. And the, the law, the recipe is a recipe activity. Why can’t I talk today? The Law restaurant is the key to effective giving is to stay open to receiving. And so the fact that you were open to receiving that compliment, right? The perfect example. Yeah. Anybody else? What I loved about this part of the book is it was like came when you least expect it. So he did all that. He gets, you know, he gave and gave and gave and kind of push through and he put what he wanted out into the world. And it came back to him when he least expected it. And I just think that that is how this law works. You cannot give value, cannot do any of the other things with the, with the idea that it’s going to come immediately back to you. It’s not going to be immediate. And so knowing that like, yeah, it might take a little bit, but it, like, it is just like, oh, I think a lot, not just read this book, but I’m the universe. Right. But you’re going to get back With the understanding. It may not come back in the way that you think it’s going to come back. The, his lesson, right. Is it’s not an, it’s not a give or take thing. Like something else could happen in your life. That was unexpected. You’d be like, oh, that was good karma coming back and being open to that and just saying, okay, like, I’m open for good things. Whether they were related to my work, my family and my personal life, whatever. But I think that’s where people miss it is. They’re like, okay, well, it’s the transactional behavior of, of the law of attraction, right? It’s like, okay, well, I’m, it’s not a wish thing. And people think that the law of attractions, like, but I wish it into existence. It’s going to happen. It’s not that it’s when you put out goodness into the universe, the universe brings that back to you. You just have to be open to whatever form it comes in. Yeah. And that’s why, at least for me, I never really focused on, you know, and, you know, we learned in real estate to ask for referrals or try to get a referral before they close or try to, you know, all that stuff. And for me, I just, I just felt like inside if I give enough value and if I create an experience that people want to repeat and tell people about that, my expectation was that they would reciprocate. Right. They would tell people about them. They would come to me. Now that doesn’t mean I do nothing. That doesn’t mean I reject. Right. And it still means that I put things out into the world and I create a system and I have ways where people do come to me. My expectation is that, but I don’t have to, isn’t a station. Right. It’s not a totally different energy, but I feel awkward, like asking. I mean, because quite frankly, like, I like you, like if they had a great experience and they know somebody who’s buying or selling and they bring up my name, that’s wonderful. But asking somebody like, that’s why I never liked doing it, like a BNI group, just because I always felt like, oh, you got to give three referrals every week. People don’t know three people selling houses every Week. Right, right. Right. Anything else anybody wants to add on this one? Well, I was just going to say, I just had a closing like, well, like a couple of weeks ago, and I’ve been working these people for a long time and doing we’re going long places and really far and stuff anyway. And we were finally got a house and it’s a good house and we’re sitting in a settlement and, you know, I was like thanking them for working with them and how great it’s been. And they said to me, and this is kind of like, you’re talking about, they’re like, well, what can we do for you? They’re like, is there anything that we can do for you? I’m just like dumbfounded, you know? Like, I don’t even know how to answer that question. You know? Like, and I never was like, oh, we’re going. But I was like, I’ll think about it. Do you know? And maybe, you know, or maybe you can give me a nice review or something. And like, and I didn’t say like Greg and I didn’t like, was saying, I didn’t say no, no, no, don’t do anything for me. I didn’t do anything for you. You know? I didn’t like diminish it. I was like, I’ll think about that. And you know, if they want to write me a nice review, who am I to say? But that was one of those examples. It just happened that I didn’t have to ask for it. They were grateful for the service and the value and they got it. Right. So you don’t have to run around saying that Or bring me a gift at closing. I about fell over. I’ll do this for you all the time. I’m like, you’re the first person who’s ever done it in 16 years. I mean, it was super cute. It was a little wine thing. It was like, you know, it had my name on it. And it said something about like moms and kids, but it was inappropriate to say on video, but it was very funny, but I was like, oh my gosh, like, how sweet is that? I mean, literally it would never, I was like, oh, you gave me a gift. Right? What are the ones? But for me, I’m like, whoa, that is that law of attraction. Right. Attracting people who are like-minded and then reciprocating back. Right. And understanding your value and, and then wanting to give you value back because they’re getting their givers, right. Like how it says, and anyone can get a right. And how much you can give is limitless. That’s really kind of cool to think about, like, to me, each one of these is about at least in our business. And I think in our other parts of our life, it’s about standing in that power of, I have value. Like I’m just going through like The Law of Value. Right. I have understanding, and the thing I have a value to provide people, right. That I can serve people. The law of compensation, your income is determined by how many people you serve and how well you serve them, that you do have some worth there. Right? You have to think of yourself as worthy, right. The compensation worthiness and say, and get with a bunch of, and getting your message out with all sorts of people and really think about serving them. And then obviously the law of influence, which I struggle with, but like, you know what that means and how the fact that if you’re providing value and if you’re being authentic, and if you find yourself having some worthiness, when it comes to the impact you can create in other people’s lives, that that then leads to reciprocation. That’s the same energy. You know, I have a question for you because that’s the interesting thing. And you said that you struggled with like the, the law of what, what was it that you just said the influence? Because in my mind you’ve mastered it. Well, thank you. I just mean from a cerebral, for some reason in the book, I have a light. That’s the one I have a hard time like articulating. Oh, okay. Well, because in my mind, like, what you do is that because you basically created a law of raving fans. I mean, there’s nobody that takes this, you know, that takes this class, that isn’t going to go out into the world and, and rave about it because it’s not like anything. I mean, and Erica can speak along with it. Cause I know she’s probably gonna have a mini, a coach and classes at, I have the F the way we even have it set up where you only take so many students at a time so that you can’t onboard them. And, and it feels personal. It’s not like I’m sitting on a zoom call with a 150 other agents where you’re just talking to us and nobody gets to engage. Like that is a huge, huge. And so to me, it’s like everybody, who’s a new agent should take this class because nobody is going to ever give them this information. Who’s been at the high level that you have for two reasons. One is they’re either still in production and they’re afraid that they’re going to get their business taken away from them, which is ridiculous. But that’s the fear of, you know, not being in abundance, but also they don’t, they are doing any of the stuff. I mean, you literally came at it from a marketing standpoint, right? Like you didn’t, you didn’t learn the real estate stuff. You lived in the marketing stuff and it’s a genius. Well, thank you. And you know, it’s funny as you’re talking, right. And, and it’s kind of like the same thing I’m trying to say about this law of receptivity. It’s like a natural byproduct, the other things. And so maybe for example, I don’t walk around and going, I really, really want to create influence here. Right? Like I walk around and going, I want to add value to people’s lives. And the S and I want to serve people. Right. And, and maybe that law of influence becomes the by-product. And similarly, the law of receptivity becomes a byproduct of being authentic and serving people and all the other, it’s almost like what happens, but it’s not necessarily your aim. The people who are aiming to just be influencers and the real estate business, and they don’t care about, I mean, they have what they’ve got their message. They’re going to say it, you’re going to pay to hear it. And then they’re just going to get more people. And they’re famous in their mind because they’ve got all these followers, blah, blah, blah. Like that is their main goal. Well, it’s inauthentic and it’s not going to last, this is a lasting thing that’s gonna, and, and, and it’s grown. And the six months I’ve been here, it has grown and changed. And it’s amorphous because you listen to us and you say, oh, oh, that’s a good idea. Like a writing workshop, you know, like, oh, that’s a great idea. Let’s do that. Right. It’s not like, Nope, I, this is my rule of things. I’m going to teach you. And everybody has to listen to me. Well, that means you guys are influencing me at the same time. So you guys also are doing that. My old boss used to call it mentoring. Well, it’s like, I, oh, well, like, I think I’m a good example of showing like Jennifer talking about more people. I mean, when I was at the brokerage in 2010, a long time ago, it so fast. I, and now I have to share her with all you guys. Right? Like, that’s like, you know, I remember telling some of the agents, they’re like, guys, you understand the, how special this is? Like, do you, like, some of them had not been in a real estate as long as me. So they just didn’t. They thought everybody was Jennifer. And I’m like, yeah, now that, that is not even close to the truth. And I was like, so really honestly, like, listen to everything. Like I was like your advocate from the get-go, because I knew I had been in different brokerages. And I had seen, not only was she giving us the playbook, how to do it, but she was like being our friend and being kind and being like, it wasn’t just about like her and building what’s that, right? Yeah. Yeah. It wasn’t just like, did you make the quota, blah, blah, blah. And many, many, many, you know, and it was like how to do it. Wasn’t like, you know, a lot of purpose was always like, here’s, here’s what you can do, but not like how they do it, or do it in a way that just felt like I was competing against everybody else. And I was also too shocked that you were willing to tell us everything that was like, mind-blowing to me, because it was like the wall of silence. And every place I went, it’d be like, whoa, how did you get that list? Like what? You don’t ask somebody how they get their listing. And like, you don’t touch their client’s and you don’t talk to them about their marketing strategies. And like, you know, everybody was very proprietary in general. It’s like here at all this. And I was like, what? You’re like, you can take that, use this language, use this verbiage, call, this person, do this thing. And I was like, wait, but what are you scared? Like, I’m going to like, take, like, of course this is a little egotistical, but like, are you scared? I’m going to take over your broker. Not really, you know, but like, aren’t you scared? I’m going to be like, take all this from you. And you were like, no, you were like, not that I would take it off, but you know what I mean? Like, nobody wants anyone to share any information in real estate. So I was like, okay, number one, she’s telling us all the secrets, no one does that. Number two, she’s like helping us individually, like figure out what, like she does in here. Like what’s our value proposition and how to do it. And three she’s being supportive and like, you know, like cheering us on while she’s also maintaining a huge business of her own with all of her clients. It’s like, so I always, and I think, you know, I just don’t think everybody there truly understood. I’ve always understood how special it was. And now I have to share her with all of you guys. So that is that law working. Now you have siblings. Thank you for suggesting that we all read this book and Kristen, she had to hop off, but thank you both for it. This was such a pleasure to read, every minute of it. I hope you guys did too. And I enjoyed this conversation with you all next month. Well, July, we have a book called playing big practical wisdom for women who want to speak up, create and lead. And Bethany has suggested that one. Now I know we have guys in the group and my hope is that we somehow can kind of bring them into the conversation. So I haven’t read this book before either, and I’m, I’m excited to learn, but I do think that even the men in our group, perhaps could learn something from this. So I’m hoping we can include them in that conversation in some way. So I’m really excited to read that book or listen to it. And I can’t wait to see you guys next month. We don’t have a date set exactly yet. I’ll work with you, Beth. And then I’ll reach out to you on a date, but this was such a pleasure. You guys are amazing. Thank you for getting amazing and being here. Thank you for listening to this episode of Confessions of a Top Producing Real Estate Agent. We purposely keep this podcast sponsor and commercial-free so we can focus solely on providing real estate agents with the content that will help them grow the real estate business. And how about life? They live out five, a business too, but we need your help to get this podcast and the hands of other real estate agents. So please, if you liked this episode, leave a review on iTunes or wherever you’re listening, and also tell your agent friends to listen in to thank you so much for supporting the show for being a listener and supporting other agents along your way to success. That’s what this is all about. See you next time. On another episode of Confessions of a Top Producing Real Estate Agent. And until then come hang with me over at agentgradschool.com. I’ll see you there.