The Highest and Best YOU | ep8 | Susan Mattern

[00:00:07] Speaker A: Hey everyone. Welcome to the show. This is the highest and best you a show about people who are striving to reach their maximum potential in the real estate industry. Each week we sit down with somebody in the real estate industry to talk about what they're doing to reach their highest and best potential. I'm your host, Jake Verna and this podcast is brought to you by VRA Realty. For more information about vra realty, visit vraalty.com and then look at Jake Verna on social media or Jake Verna whatever you find out today. We're here with Susan Mattern. [00:00:40] Speaker B: Hi. [00:00:40] Speaker A: How are you? Good. [00:00:41] Speaker B: How are you? [00:00:42] Speaker A: Good. It's great to have you on. [00:00:44] Speaker B: Yeah, thanks for meeting me. [00:00:45] Speaker A: Your story is interesting, really just an. [00:00:50] Speaker B: Interesting type of person. [00:00:54] Speaker A: But what I like to get the show started off with is just a simple question to ask everybody. What are you doing right now to reach your highest and best? And this can be in real estate or life because it all is intertwined in my opinion. [00:01:07] Speaker B: Right. So 2025. I actually started doing like my business plan back in 2024 and like November because you know, right out of the gate, if everybody always does it like on New Year's day, you're now 90 days out. So I kind of was like, okay, 100 days from know, November 1st, what does that put you in? Right now I'm currently working on my database just with some switches within the real estate office. We switched our CRM from KVCore to lofty and unfortunately some, most of my people were lost on that. However, because I'm so, you know, retentive with stuff, I had probably about 15 different spreadsheets with people on it either vendors. So I, I uploaded at. So I'm good and I just have to go through it and kind of like. And I, I'm going to hopefully get that done this weekend. I think once that's set, that's kind of like your housekeeping stuff that you do in the beginning. It's slow right now. I mean everybody's still coming out of the Christmas time and it's freezing cold out. I showed houses last night and lock boxes were frozen. It was not fun. [00:02:18] Speaker A: So just broke on me because of it. It's not. [00:02:21] Speaker B: Yeah, yeah. And people and like some agents. There's a lot of lazy agents out there, me not being one of them. But there was ice on steps, there's, you know, snow, covered sidewalks. It's just, it's just not fun time. Yeah, we're not like the million dollar listing that you see on like tv. Such fake, fake, fake, fake. We don't do that. It's all fake, right? [00:02:43] Speaker A: It's real life. [00:02:44] Speaker B: It's real life, right? HGTVs all fake. So I'm doing that just to get my business. And. And right now I have. I feel like I have three jobs. I have my real estate business and I break that into two jobs and then I have my flip and we're like the light at the end of the tunnel is there. I know drywall's up. [00:03:06] Speaker A: 10 is the. [00:03:08] Speaker B: Yeah, but then you have drywall. People like that are taking their time. Like hello. Like let's snap to it. I told him today if he's not done by Monday, we're gonna start deducting stuff from his. Yeah, yeah. So hoping to have the rest of the drywall on the second floor and paint done by Monday. I'm kind of pushing them a little bit. But if we get it done by Wednesday, I'll be even happier. So that's where I'm at right now. You know there's a lot of. I run comps all the time and I think because of where the location is and there's not a lot of inventory, I think this is a brand new house. We've added about a thousand square feet in the basement. I'm adding it all together as 2200 square ft. Really. It's in public records it's 1,200. But we added a second bathroom. We added some room space and living space in the basement. We added all new H vac, all new electrical, all new plumbing deck and the really nice Trek stack in the back. I mean it's huge. It's the biggest deck in Chester County. Front porch with Trek stacking in a metal roof. I know. I'm sorry. Jake's blushing. [00:04:23] Speaker A: Whoa. [00:04:29] Speaker B: Anyway, so it's. It's really like it's gonna be cute. It's somebody for downsizing. Somebody. A single mom that might has a couple kids and they want to be in that particular school district. [00:04:40] Speaker A: Where is it? [00:04:40] Speaker B: In Downingtown. [00:04:41] Speaker A: Nice. [00:04:41] Speaker B: So west or east? West. Yeah. So stems there. I mean and the price point where I'm starting it at. There's nothing out there. You look at like that 500000 range and you're getting like. You gotta like do a whole rehab. So. So I'm hoping we get. I know I shouldn't say we will get what we want. Yep. Manifesting. [00:05:05] Speaker A: So it's a full time job. [00:05:07] Speaker B: It's a full time job. So anybody looking to like be hgtv style. [00:05:12] Speaker A: Yeah. [00:05:15] Speaker B: Ask anybody else for the memo of the drug list of what illicit drugs and regular drugs you should take when flipping your first home. [00:05:23] Speaker A: Whoa. [00:05:25] Speaker B: That's my biggest joke. I'm like, nobody gave me the memo. Oh, it's been crazy. A lot of sleepless nights. A lot. [00:05:33] Speaker A: Oh, my goodness. [00:05:33] Speaker B: And make sure that you over budget, no matter where you go in, even if you're doing a light flip, still budget for electric, plumbing and H vac and all that, because it's gonna. It's gonna come up. So just have that as a cushion. [00:05:49] Speaker A: Yeah. [00:05:50] Speaker B: So because we didn't even. We're like, oh, yeah, pipe's good, electrical's good. And then we opened walls and it just got ugly from there. [00:05:58] Speaker A: Yeah. But do you. So this is your first ever. First ever one you've heard. I mean, it's pretty. [00:06:05] Speaker B: And I manifested it. So Last January, last December 31, going into 2024, my boyfriend and I, I sat there, I go turn the TV off. We are going to sit there and we are going to write our goals down. And I made him write his goals down. And we sat there and we just talked about them on literally New Year's Eve, because we're big nerds and we weren't doing anything. And we just said, we want our first flip. We just want one flip for 2024. So April comes and I have nothing. And he's like, babe, let's go look at for houses. I was like, now I'm done. I'm not. We're not getting our first flip. We're not doing. I'm really not feeling it. And then I was showing houses on Memorial Day weekend to a couple who was looking for. They were looking at a Erica. Erica circle. You remember I had Erica Circle. [00:06:55] Speaker A: Oh, yeah. [00:06:56] Speaker B: I kept talking about. I'm like, I'm never gonna sell this. This trailer. Like, it was a really nice trailer. [00:07:00] Speaker A: It was very, very nice. [00:07:02] Speaker B: It was really nice. It just wasn't in a good mobile home park. But anyway, they didn't like the location. They like the mobile home. They're like, we want exactly this. And then I started asking them the questions. You got to ask your client questions. You gotta ask them, well, why are you moving? What brings you to be in Honeybrook versus, you know, somewhere else? They're like, well, we really want to be in Apple Brook or Apple. Appleville, whatever that one is up in. Off by Highland Orchards. Is that Apple. Whatever that. And I. And I told them that, you know, they go. When they go up, they go Quick. And then I just asked my go, well, where do you live now? And they're like, downingtown. We have this, like, rancher house that we've been in since the 80s. And I'm like, well, why are you moving? And they're like, well, we just want to downsize. And I'm like, well, okay, well, let me do this. Let me stop by. I mean, would you want to. You want to sell it? What? They're like, yeah, we'd love to sell it, but we don't want to put it on the market. It has to. We need. It's just too much work to do. And I'm like, well, how much work can be in a house in Downingtown that need to do? [00:08:07] Speaker A: Yeah. [00:08:08] Speaker B: And I went there on the weekend. They're like, we're gonna have some guy come and he's gonna. He says he's gonna buy our house for cash. I said, well, I want to come in after him. And I did. And they're like, yeah. This guy had no clue. He was from Philly or Maryland, wasn't from the area. He was going to offer them like 200,000. I ran comps, and on RPR, it was like 440, which we know they take everything. [00:08:30] Speaker A: Yeah. [00:08:31] Speaker B: And I said, well, what if I gave you 250 for it? And they're like. They were like, yeah, where do we sign? I'm like, oh, my God. But the house needed a ton of work. It was just, you know, like. Like you walked in the living room, there was one flooring. The bedrooms had one flooring. It was just really dated little, you know, just. They did some stuff, but yeah. And then we went to the basement and that's where it was like, oh, now I see why you want to move. [00:09:00] Speaker A: Flooded or. [00:09:01] Speaker B: So it was it flooded during the Downingtown flood? Oh, yeah, 100 year flood. What happened was it's like a couple weeks prior, prior to that flood, in the summertime, Glenside is on a state road. And they repaved it. And they didn't like do the. The berms on, you know, like where they would stop the flooding. And all the water, for some reason of how they repaved it ran in down their driveway into their house. They had a French drain, but they did it themselves. And the French drain failed. So there was paneling buckling off the walls. There was mold all over the place. There was an old, like I always call it like the Barbie fireplace. That's like circular from like the 70s and it's metal. Yeah, you Guys. Well, you know, but you wouldn't know. But anyway, it's from like the. It's. I always. It was in the Barbie Dream house in the 70s that I had. So I'm dating myself. But anyway, they had one of those fireplaces down there and it was like just a petri dish of mold. And I was like, oh, my God. So me, my boyfriend, it works for quality first. They do dry basements given a plug to quality first. If anybody has a dry needs a dry basin, all I want to hear. [00:10:11] Speaker A: Is bleep, blee, bleep, bleep. [00:10:12] Speaker B: Anyway, he went in and he's like, you would have to be a complete beep, beep, beep idiot not to take this house. I ran it to a couple other people. They're like, just do it. Just do it. Just do it. And I'm like, well, how do. What do I need to do? [00:10:27] Speaker A: Right? [00:10:28] Speaker B: And our fearless leader, Steve Seymour, our fearless leader was like, just write up an offer. And I'm like, dude, just, oh my God. I'm like going blindfolded. I literally, like, was driving down the road, like laughing and crying at the same time going, what the beep am I doing? This is nuts. They accepted the offer and we had until August to back out to basically close. And it was June. It was like the beginning of June. It was like June 5th. But the irony of that is, once that was all done, like, then my basement flooded and was like this whole, like. It was just like a bad omen. But anyway, we closed in August and my crazy beep ass self was like, oh, let's demo. I can't wait to demo. This is great hdtv. I'm like, let's get out of here. Blah, blah. Excuse me. What are you doing? It was the building inspector for. Oh, I never got any permits. [00:11:26] Speaker A: Oh my God. [00:11:28] Speaker B: Oops. But so I had to be like, super nice to the building inspector, which now he and I are like, you know, best friends. [00:11:36] Speaker A: Sure. [00:11:37] Speaker B: I like, when I meet with him, I don't say a word. I'm like, okay, what are the next steps, Mr. Building Inspector? [00:11:43] Speaker A: Yeah, what do you need me to do? [00:11:44] Speaker B: Yeah, so we've been good. We've been. He's been actually. He knows that it's our first flip, so that's good. [00:11:52] Speaker A: Downingtown lenient. [00:11:53] Speaker B: No, no, no. No one Downingtown actually proper. The burr is really tough. [00:11:58] Speaker A: Are they? [00:11:59] Speaker B: Yeah, we got the permits. Yeah, Three. We were on hold for about three weeks. And then we started. We started on the outside first because we knew, like, the weather get all the stuff on the outside learning curve. I didn't know that siding shrinks even. Even not aluminum siding but like vinyl siding shrinks. So we painted it all pretty color and then it got cold and now we see like the old color. It's fine because we had a. We. We're gonna have to repaint before we go anyway. So I'm hoping like we get like a nice 70 degree day in February. We did two years for it too. [00:12:40] Speaker A: Yeah. [00:12:40] Speaker B: It's gonna be crazy. It's gonna be like that's. [00:12:43] Speaker A: That's a story. [00:12:44] Speaker B: Yeah. So. [00:12:44] Speaker A: So what are you all in right now or do you not want to share all that? [00:12:47] Speaker B: I don't want to share because. Yeah. [00:12:51] Speaker A: All right. You'll be walking away pretty good. [00:12:54] Speaker B: We had 120 allocated. We're going to go way over but. And like. Like Rob Lawrence, like when he did his ceiling, he went over. We're probably like right there with him. You know there's not a lot of houses like that caliber that's kind of going to be turnkey. So I'm kind of. I know it's Westchester Seal Lane. But I helped him. I had the buyer for Seal Lane. I'm kind of using that footprint. Ours doesn't have a garage. His didn't have a finished basement. We have finished livable space in the basement. We added additional bathroom. We have a new H vac system with central air. We have a tank, hot water, tankless tank. We're putting in. [00:13:36] Speaker A: You're doing a whole nine. [00:13:37] Speaker B: Yeah. Because it's our first one. Like am I do gonna do that on my second and third and fourth one if I'm still alive? No, it's going to be a lot more. It's conservative. [00:13:47] Speaker A: I love it. I love how you're like looking at it as a learning experience. And that's very. I don't know. That's just. That's really. [00:13:56] Speaker B: Yeah. I mean there's a lot of stuff like I won't like I went in and was like. Had a different contractors for. You know we had the. The plumbing guy. I would probably use a GC next time. Even though it would be a little bit more money. I think for timeline purpose it would have gone a lot quicker. We. I was hoping to have it on the market by November. Like Thanksgiving now. [00:14:22] Speaker A: We'll pass that. [00:14:22] Speaker B: Yeah. [00:14:24] Speaker A: How do you. Can you share how you financed it? Were you. [00:14:27] Speaker B: So we had a private person. She's actually in the office. She's flipped a lot of houses. Mentor. She's Technically our mentor. Nice. But, you know, it's. Again, we are. Yeah. [00:14:45] Speaker A: So, yeah, private's way to go. That's what I was getting at. [00:14:48] Speaker B: It is, but it is if you can. But I mean, if you get. I think if you get a honest hard money lender, too. I think that that could be. Yeah, but then you have to do the over. I mean, you still have to do overhead costs regardless if you have a private person, too. [00:15:01] Speaker A: Yeah, they're pretty similar. I mean, private. Because a lot of the privates are small anyway. But let's flip it into residential, retail, real estate. Yes, you did. In the past five months, 17 deals. [00:15:16] Speaker B: Well, so what happened was I had that listing in March, the Erica Circle. Erica Circle. And it just stayed. But I got a lot of people from it because it was the price point. It was 115, 120. I had it initially, and then I. I ended up getting like 105 for it. Just because the location of the. If it was in a nicer. [00:15:36] Speaker A: Yeah. [00:15:38] Speaker B: Mobile home park, it would have been. Yeah, it would have been. Yeah, yeah, yeah. That was a whole other story on that, too, with mobile home parks, because people don't realize they have to pay, like a. Like a lot fee and all that. So that sat on the market for a long time. And that's when I came up with the great idea of. Actually, it was my client. What a. What if we put in a St. Joseph upside down? So I started doing the reels with St. Joseph. [00:16:05] Speaker A: I remember that. Yeah. [00:16:06] Speaker B: And I had like, all this, like, you know, church music going on. And it works. Guys, if you are spiritual, religious at all, put that St. Joseph statue. They're on Amazon for like five, seven bucks. Get a bunch of them. You just buried it right upside down. My last one I did. I forgot to unbury him. So he's still in Norristown. I don't know. I think you have to go unbury it. Did Rick really have the. [00:16:33] Speaker A: The effects? [00:16:34] Speaker B: I don't care because I really don't want to step foot. Norristown anytime soon because I'm so over. Yeah, not that Norristown. I mean, it's a lovely area. It's just. That was a nightmare deal. [00:16:44] Speaker A: Sure. [00:16:45] Speaker B: So that sounds lovely. In my seat on my. Yeah. Anyway, if anybody's in Norristown on. What was that? Rude. I forget that even the address. That's how much. I blocked that out and went out. It was the first deal that I ever did in 10 years that I was at close closing. And I walked out to my car because The. The client. My client was such a nutball, and I actually threw up. [00:17:09] Speaker A: Oh. [00:17:10] Speaker B: I literally was so stressed out. He had me so stressed out, and I was, like, literally about to throw up. And then I had, like. It was awful. It was the worst settlement I've ever had. [00:17:21] Speaker A: Damn. [00:17:21] Speaker B: Yeah. [00:17:22] Speaker A: Who was the lender? [00:17:24] Speaker B: It. What. It was nothing to do with being a lender. It was the. It was my seller, basically. We went under contract, and he took off to Jamaica. Oh, yeah. And I'm like, dude, you gotta help me with, like, the, you know, UNO inspections. Hello. Yeah. And then nobody really knows, but when you go out of country like that, it's really hard to get notor a notary. I think there's only, like, a couple countries where they. You can use notaries and, like, believe it or not, China is one of them. You can get something notarized in China, but you can't get it in Jamaica. So I had to do all the UNO inspections. I had to meet with the uno, and it was like, that's actually part of the. The seller, in a sense, should be around to help with that stuff. But we got it done because that's what I do. [00:18:16] Speaker A: That's what you do. You get done. [00:18:17] Speaker B: You got. Yeah. You got to go above and beyond five months. So then may kind of started moving forward. I got hooked up with another agent in the office. It was like, hey, I'm getting Zillow leads. What do you want to be on my Zillow team? So that kind of started the trajectory of. I had a listing in Westchester on Minor street, which was initially a rental that was only getting Student. Student. Probably 500 students asking. Jake knows this all too well. And it was in a really good area. It's just. It was just wonky. Because of the parking situation. [00:18:57] Speaker A: Yeah. [00:18:59] Speaker B: Yeah. So I got it sold. [00:19:02] Speaker A: It's a nice young couple living in there. I see them sometimes. [00:19:05] Speaker B: Is it. [00:19:05] Speaker A: Yeah, maybe it's next door. I don't know. [00:19:08] Speaker B: No, no, no. I wonder if it's. I wonder if they moved in because I thought they were going to use it as a rental. The people that bought it for me, I. It's. Listen, I'm now going. I'm now kicking myself. I wished I could have, like, rented it out. That at that point, you know, I could have rented it. But anyway. Yeah, the price was so high. But so then I had a Zillow listing, and then I had. I had the two. I had two of the trailers because one of the. One of the people that I had. I Helped her get her first house in another trailer. She was so ecstatic. She. I mean, one of the best. Probably one of the best. What do they call that? Not referral, but reviews I had all year. She was just, you know, I really went above and beyond. She never bought a house before, so now they own a trailer up in Gap. They ended up not buying Erica Circle. [00:19:59] Speaker A: But that's what you do it for Those. [00:20:02] Speaker B: Right. It was like, I got a lot of leads from it, but she was like a. She was a special one. I really wanted to help her out, but. So I had two small ones in June, nothing in July. Supposed to have two in July, but one. One of my clients ended up losing her job, so I lost one. I could have had 18 then. July 31st. I really don't count July 31st because it was the last day of the month. I kind of count that as August. So I really had three in August. [00:20:30] Speaker A: Wow. [00:20:31] Speaker B: And then I had two and three and three in September. One and nothing in October. One in November and three in December. [00:20:39] Speaker A: Nice. [00:20:41] Speaker B: Yeah. [00:20:41] Speaker A: That's heavy. 17 dog. [00:20:45] Speaker B: And I counted. I. Oh. And then I had actually four in August because I had my flip. [00:20:49] Speaker A: Oh, that's right. [00:20:50] Speaker B: So. But I didn't get any commission from that. That was. [00:20:53] Speaker A: But you can do that sometimes. [00:20:55] Speaker B: Yeah. I wouldn't do it, though. [00:20:56] Speaker A: No. [00:20:56] Speaker B: Well, on that case. [00:20:57] Speaker A: Yeah. [00:20:57] Speaker B: Kind of with that scenario. Yeah. So, yeah, it ended up being a good year. And I would recommend, like, I just. You kind of just have to get your mindset, and you just have to get your brain, like, just focused on what you want the final outcome to be. [00:21:13] Speaker A: What are your goals for this year, numbers wise? [00:21:17] Speaker B: So I do some coaching, and he's been on here before with Ed Fordyce, and I just started with Becky as well. So Becky's more my, like, accountability, getting shit done. [00:21:29] Speaker A: Okay. [00:21:30] Speaker B: Ed's more, I think, more of getting my mindset. So cool. Like, you know, I mean, like, once intangible, once tangible. Does that make sense? [00:21:40] Speaker A: Absolutely. [00:21:41] Speaker B: But Ed and I talked and I said, you know, I want to do $40,000 a month. I have no clue how I came up with that number. [00:21:49] Speaker A: Yeah. [00:21:49] Speaker B: And then when I did my business plan for 2025, I want. I wanted my GCI to be like 300, 350. And I think I know I can do this. [00:22:00] Speaker A: Yeah. [00:22:01] Speaker B: So. But in the. In the course of. Since I've done my business plan, I've been really kind of getting my pipeline rolling, so. Always keep your pipeline full of those people. Always talking to People always putting people in your database. Something that I never did in the beginning. And I'm kicking myself going forward because I'm like, what if, what if, what if? Can't look back. But now I can just move forward and just kind of keeping that pipeline. Always going, always going. And what's awesome about going in year 10 is now all my referral business is starting. Oh, so those people that I sold, like five years ago, six years ago, three years ago, it's starting to cut. Like, hey, I have a friend that's looking. Yeah. Something I'm doing for February. Like, show me your love. I'm doing a monthly newsletter. I did one for January. [00:22:52] Speaker A: Nice. [00:22:54] Speaker B: Part of the reason why I'm doing a newsletter is I'm sending it out digitally, but that's also cleaning up my database. Or any rejects, I can just take them off. [00:23:00] Speaker A: Yeah. [00:23:01] Speaker B: Or follow up and get a new. If they have a phone number, follow up with that. But then for February, I'm going to do show me your love. Show some love back to Susan Mattern and get the reviews that I never got. [00:23:14] Speaker A: Oh, cool. [00:23:14] Speaker B: So if I can get my reviews going, get my Google business page going more, I mean, it's. It's good. And then another thing is monthly. I'm doing my own podcast with what's happening Chesco. I have almost 13,000 people following me on that group, and I want to start. I'm going to create a landing page somehow with that and offering items of value. If it's a home buyer packet or home selling packet, how to flip your first house packet. Like just different items of value and have a landing page. And then I can collect their data, the data that way. [00:23:49] Speaker A: Oh, don't say that. But yeah, I know what you mean. [00:23:51] Speaker B: I know. Well, we'll collect data, we'll get back to people and have some sort of, like, database that. I mean, I won't. I won't be, like, calling them up and, like, pressuring them, but if I can get them an item of value between my newsletter and the item of value, and then they know that they have a trusted source in Chester county to call me. So. Yeah. [00:24:09] Speaker A: What. What's your podcast? So your recent one was. [00:24:15] Speaker B: Was a psychic with Rick Wood. Did you see it? [00:24:21] Speaker A: I didn't watch the full thing. I saw some clips about it and then, like, just talking to him, I was like, what the fuck? Like, he's beep. Now we're good. [00:24:29] Speaker B: Okay. [00:24:29] Speaker A: But yeah, he's a character. [00:24:31] Speaker B: Yeah, he is. He's an interesting cat. I think he's here today, is he? He was. She was asking me about the stencils. I go, what stencils? I'm like, what are you talking about? I. The stencils that are up there about the. Jen. [00:24:42] Speaker A: Yeah. [00:24:44] Speaker B: Anyway. Yeah. So I'm trying to figure out who to have on my next one. I want to do something, put it. [00:24:51] Speaker A: Out in the universe. Who do you want? [00:24:53] Speaker B: I have. I. I have people. I just don't know who to put in next. Like, I have Restore, where I go. [00:24:59] Speaker A: Oh, yeah, IV Bags and stuff like that. [00:25:02] Speaker B: Yeah. Like, I'm. I started doing that, but I'm thinking, like, do I do that? But it have to be on premise. [00:25:07] Speaker A: So I have to ask whoever does it. [00:25:11] Speaker B: Yeah. Would you do it on. On premise? [00:25:14] Speaker A: Yeah. [00:25:16] Speaker B: But if I do it in the podcast room, I think I'm gonna have this girl, Carly Simmons. She's looking. She's from Delaware, but she's familiar. She's a country singer, and she's, like, lives. [00:25:27] Speaker A: She's friends with Dylan. [00:25:28] Speaker B: Yeah. She's also an agent. She's. So she was asking if she would. Could be on the podcast, and I think that would be really cool because she could come in and, like, you know, play some music and sing a. And it would be kind of fun. So I might have her or I might do the Restore. I am doing a client appreciation at Restore in March. [00:25:50] Speaker A: Very good. [00:25:51] Speaker B: Yeah. And because it's going to be super easy, and then all my clients, I'll have. Have my database done. They can all come out and bring a friend, and then I will raffle off some sort of gift card to their. [00:26:03] Speaker A: Cool. [00:26:04] Speaker B: Yeah. [00:26:04] Speaker A: I want to finish up the podcast. Just give out a piece of motivational advice to. Who should I say to Susan? What should. Who should you talk to? Because at the end, I'm gonna say. [00:26:15] Speaker B: Something really cheesy, and you guys are gonna be like, what is that? Don't let your dads eat pie. Do you know what movie that's from? [00:26:22] Speaker A: Bring the mic up. I don't know what movie that's from. [00:26:27] Speaker B: Hot Rod. Did you remember? You ever see that movie Hot Rod? [00:26:30] Speaker A: Hot Rod with, like, Andy Samberg? Yeah, I did see it. It's been a while. [00:26:35] Speaker B: Such a cheeseball movie. I say that on, like, when Brian's always like, what would. Some advice you'd give like, don't let your dads eat pie. And they're like, what? I'm like, so you guys got. I'm like a total cult. Rated B. I'm a total. I'm A total movie cult. Like rated B movie lover. Like I love like Napoleon Dynamite and like Nacho Libre. [00:26:56] Speaker A: I think she's saying cult movies. Actual cult. I don't know what's going. I just asked for a piece of advice. [00:27:02] Speaker B: I'm just going on, I want to talk. Can't cut me off yet. I Just joking. So my piece of advice I would give you would be just stay focused and like have some sort of intention into your business. Like, I have $40,000 a month. [00:27:19] Speaker A: Yeah. I love that you have that sense of direction. [00:27:20] Speaker B: And I literally. And people used to say this in the beginning because I was at KW in the very beginning and I'd be like, these people are on crack. Like, really? I'm gonna sit there and put my intentions and like brush my teeth and. [00:27:32] Speaker A: I. Yeah, you stare at it. [00:27:33] Speaker B: I do. And I literally will be in the car. $40,000 a month. $40,000 a month. Or like the other thing is, it's like, yes. Yeah. Right. I do have a personality disorder. The other thing too is like, don't let the negativity get in the way. There's so much chatter. And it literally happened to me this week and you just kind of like gotta let it go, get it out. [00:28:03] Speaker A: Of here to get wrapped up in that. [00:28:04] Speaker B: But I mean, and I hate to say this, I mean, if it means like cutting friends off because they're negative, you gotta do it. I mean, real estate is a lifestyle. It is not a job. And then as soon as you say it's a job, forget about it. I mean, you might as well just go work at like Chick Fil A or Target or. Because it's not. That's a job. Real estate is a lifestyle and you really gotta encompass that into your life. And that's not just encompassing. Like you're going to go out and show houses. And even though I showed a really cool house On Sunday, a 16,000 square foot house, which was amazing, took us two hours to go through, but it's, it's really a. You can't. There's going to be negative and you got to let it go. Get the ego out of the way. [00:28:49] Speaker A: Yeah. [00:28:50] Speaker B: And I think that's a lot. Why I initially started with this brokerage because. And if you see it in my video resume is like, there's no egos here. There's. It's just all about, you know, our core values and collaboration. So that's it. I mean, just stay positive if you have to get rid of your friends and family, you know, because there's negativity in it, then that's what you have to do. So you gotta set, you know, at the end of the day, you gotta feed yourself and feed your family. You gotta really just hone in and make it happen. [00:29:25] Speaker A: You are so positive. [00:29:26] Speaker B: I love how I am. The weather sucks right now. Just kidding. [00:29:32] Speaker A: No, but I mean, there's a big difference between like, now. [00:29:35] Speaker B: Yeah. [00:29:35] Speaker A: Like, you know, cuz a lot of people are just like, today's gonna suck. Or like, I don't care to learn about doing this thing right. And I love how you're just like constantly just moving forward in the right direction. That's what that's all about. [00:29:48] Speaker B: You gotta do like. I think the biggest thing is like, there's a reason why there's a rearview mirror and there's a, there's a windshield. Well, the rear view mirror. You look back, you can't look. Take what you did in the past. I mean, we've all like. I mean, I'm 50, I'll be 54 this year, right. We've all up, we've all done stupid, we've all made the wrong decisions. But guess what? We wouldn't have, we won't be, we wouldn't be here right now. And I listened today, somebody's like, we'd still all be in diapers if you didn't make mistakes. Right? So we all learn from our mistakes. And you just. That's why you have the, the windshield. You look forward because if you don't, you're gonna crash. [00:30:28] Speaker A: Yeah. You look forward to that, to that next step. Yeah. Thank you so much.