Ant Stroud: Raising the Level of Every Real Estate Agent

REE#219
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Tracy Hayes: [00:00:00] Hey, welcome back to the real estate excellence podcast. Today's guest has thrown himself into serving this nation, but serving the real estate industry as well. He is active in the Navy reserves and is active in his local state and national real estate associations. He is focused on making real estate agents better as a speaker and instructor.

Tracy Hayes: Let's welcome the CEO of the ant Stroud group where always family, never customers is the motto and Stroud. Welcome to the show. 

Ant Stroud: Thank you so much for having me, Tracy. I'm totally excited to be here. This is like my dream job. So I'm happy that I get to like do this and experience this. You got everything here.

Ant Stroud: You fancy. So thank you, 

Tracy Hayes: I, I hope to take it to another level, uh, soon, but, uh, I, I try, but, but it has been, uh, you know, three and almost three and a half years. It's not, well, it's at least just over three years of, uh, some trial and error and, uh, things have proved like we're saying, positioning the cameras and so [00:01:00] forth and, and, uh, one day I hope to have multiple cameras to give those multiple angles as you see some of the guys have larger budgets online, uh, you know, as you on YouTube and so forth where it's flashing from different sides and so forth, but we'll get there.

Tracy Hayes: But let's learn about Ant today. That's really our goal. And I really want to get out and I really appreciate getting coffee with you yesterday and getting your passion out. And hopefully that comes across. Cause I want by the end of the show here, everyone to really understand where you're coming from and, uh, you know, your passion for this industry.

Tracy Hayes: I mean, and I think we're at an impasse right now, uh, with this whole NAR settlement and the changes and everything, uh, as I've said on the show before the collateral damage is the devaluing. Of the of real estate agents and now it's the time for agents to step up and shine 

Ant Stroud: Absolutely, and you know you it's it's interesting that you know Even in our leaders are there good leaders?

Ant Stroud: Are there bad leaders right the bad leaders can be good leaders because they can show you what not to do, right? So when we [00:02:00] have the nar lawsuit and stuff and everybody's like, oh my god, it's the end of the world It's the end of the world. Well, if that's the narrative you believe that's the narrative the consumer will believe So, how do we change that narrative?

Ant Stroud: It's not the end of the world It's a different world and how do we? Um, demonstrate the positivity of this different world. And that's where we need to kind of come from, um, with that abundance mindset and all that stuff. Yeah, 

Tracy Hayes: a hundred percent. And I think this is going to evolve too. I, you know, there's definitely some things that, you know, You know, as you and I looked at each other, like what's transparency if you remove it from the MLS?

Tracy Hayes: What is it? What does that actually that doesn't make sense, right? And some of the things I think that are going out there now that people are interpreting and one of the things I really hate about the whole thing is some people like They use the term law There's no law here That that's what really blows my mind is that a courtroom can now dictate to the rest of the country how they want to do it.

Tracy Hayes: So I'm really hoping that, you know, uh, obviously, [00:03:00] you know, you're close with Patty Ketchum, we, we make some influence on the state legislature says, no, this is the law of the state of Florida, and this is how we're going to govern our real estate agents there. They need to be doing this. They need to be putting the commission on the MLS and that's our law.

Ant Stroud: Right. And you got to understand the separation of NAR versus what our law says, right? We all prescribe or subscribe to this NAR organization. So if we're going to be realtors, that is a trademark owned by NAR. If we're going, we have to subscribe to their, the law of that organization. So yeah, you need to understand, is it the law of the organization or is it the law of the land?

Ant Stroud: There are two different scenarios there. So nobody says we have to. Subscribe to this. But if you subscribe to NAR, if you want to be a realtor, you sign up for that. We're we're realtors. We're led by ethics. We set ourselves apart already. So now there's another separation, how we set ourselves apart. There are brokerages out there that are going to decide that they don't want to be part of any, or which is fine, which means they don't particularly have to subscribe to some of these rules.

Ant Stroud: But at the end of the day, if you [00:04:00] want to be a realtor, we have to subscribe to the rules of the land of NAR. 

Tracy Hayes: Right. And I want to bring out a little bit, since we're on this subject, uh, you know, you, we, that went over coffee yesterday. You mentioned like people were running from NAR and I'm, and even maybe in Florida realtor, And I don't want to say they're running from our local because I need the MLS, right?

Tracy Hayes: Um, prescribed to it, but the importance of the organizations, you know, here locally, it's Northeast Florida Realtor Association, uh, within Florida Realtor that they're part of, which is also then part of the mothership of NAR, right? If we want to call it that. Um, and in the importance of these organizations, uh, in our society, really, when we think about it, because the impact of housing.

Tracy Hayes: has on our society, our economics, everything. 

Ant Stroud: Absolutely. And, you know, when we break it down to the local level, the grassroot level, this is where change is. Truly made right? Yes. NAR [00:05:00] is the ominous dominus of realtor world, right? But at the local level, what is actually happening down here? What are the consumers actually hearing and believing?

Ant Stroud: And we're the ones who control that narrative. I mean, yeah. Any, I can put out commercials and all that other stuff, which is great. And they do that on their behalf. But when's the last time you watched a commercial. 

Tracy Hayes: I don't recall 

Ant Stroud: exactly what we as the local ground Realtors are putting on tick tock and what we're putting on Facebook and stuff.

Ant Stroud: And so again, controlling that narrative is our job, right? And he gives us the narrative. We control it by what we're saying and what we're speaking. And if you're running to tick tock to give even half truth are damaging. Right. I've seen plenty of two talks where what they're saying is kind of true, but it's not the whole truth.

Ant Stroud: So again, we have to watch the narrative we are demonstrating to the consumer because they're the ones that they believe case in point when everything was going plentiful in the COVID era, you know, we would post under contract on one day, under contract to one day. So when, when the consumer thinks we don't do anything because we got their property [00:06:00] under contract in one day, we got them under contract in one day.

Ant Stroud: What do I need you for? When I meet with these consumers, my family members, I tell them the easiest thing I can probably do is bring you a contract, get you under contract. My subject matter expertise, my knowledge, my specialty comes in the 72 steps after that to get you to closing successfully with our partners and our lenders and our title companies, you know?

Ant Stroud: So again, it's the narrative we control that will help. You know, I 

Tracy Hayes: was just, I was just thinking there too is, is, you know, you were talking about as every agents who's active in social media, putting it, they're putting out a narrative. We all, uh, I forget what, you know, the percentage that there's the real estate agent.

Tracy Hayes: Uh, or someone licensed, uh, wouldn't say they're at an essay active, but with 12, 000 agents, a lot of people know. And if you, you probably go to a social gathering, a cookout or whatever, right now, there's probably a real estate agent there statistically now, are they active or not, but there's probably someone licensed or has been licensed in the [00:07:00] importance of these organizations.

Tracy Hayes: NAR for realtor, uh, NIFAR, uh, To, um, set the tone, uh, the talking points basically. So everyone's on the same page and, and, and confident. So they are spreading the. The truth the uh of what's going on even at that local barbecue You've got what I guess the point i'm trying to make and and draw out of you is If you're not plugged into nifar right now or florida realtor You need to be if you want to be successful Well, you can be successful in this industry and never walk into nifar you can do that but If you want this industry to be at a high level and, you know, um, you know, have a positive impact from, uh, from buyers and sellers who aren't saying, Oh, you know, what do I need you for?

Tracy Hayes: You need to be plugged in and, and. Talking about with these talking points and getting the truth to them out there. 

Ant Stroud: [00:08:00] Exactly. And so when you are taking an average licensee or an average realtor or an industry leader, as I like to say, so any, in my mind, anybody who participates in the associations, whether it's local state or national, you're an industry leader to me, whether you have a title or not, forget the titles, you're an industry leader because you're already in the room.

Ant Stroud: Right. So when we're, Save me and you go up for this potential listing, right? And you say, I'm going to do HD photos and I'm going to, you know, pimp out your house for open houses and all that great stuff. Can I not say that same thing? Of course, I can say exactly say the same thing, but what you can't challenge me on is my knowledge.

Ant Stroud: And so this is what the association does for you. You're in the room here in NIFAR. We just changed our forms, right? We just now subscribe to the Florida Realtors forms. So when that decision was made, do you know why that decision was made? And if you don't, that's because you're not plugged in. You're not involved.

Ant Stroud: So when you say I am the best representative for you, are you truly the best representative for that [00:09:00] consumer? 

Tracy Hayes: Right. 

Ant Stroud: And the answer honestly would probably be no. 

Tracy Hayes: Yeah. 

Ant Stroud: Because there's so many options and avenues to real estate, as you've seen, even saving deals and all that, you know, There's so many options out there.

Ant Stroud: So many things, but when we have an industry that is so ingrained in policies and lands and changes, and everything's changing, if you're not in the room to understand why those changes were made, you're just regurgitating. Yeah. You're not the subject matter expert. 

Tracy Hayes: Yep. 

Ant Stroud: So that's kind of why I. I believe people should be involved with it.

Tracy Hayes: Well, it's definitely a, I think a new agents coming in, uh, not saying that the experience agents don't need to be as active, but if you're a new agent right now, you're in your first year, second year to get down there. Not only obviously taking the courses, but I think right now, if I have Mario was advertising, uh, on Facebook yesterday about now's the time to put in for the different.

Tracy Hayes: Chair vices, um, for the different committees and that sort of thing to be part of those committees. Because [00:10:00] if you're trying to build credibility about a subject matter for, I, I forget how many years I did it, but I was on the Affordable Housing Advisory Committee for St. John's County. I just don't, unfortunately, I'm up here in Jackson now, travel all the way down there.

Tracy Hayes: But anyway, from when I spoke and I said, Hey. I've been on the board or I was on the board, uh, you know, during that time saying at our, at our affordable, uh, housing advisory, these are the challenges that we're dealing with that automatically gave me credibility because I'm in that room and we're having those discussions every month of what's going on and what are we recommending to the, you know, the County Board of Commissioners and so forth.

Ant Stroud: That's 100 percent correct. Because again, when me and you are again in front of these consumers and we're kind of, you know, trying to sell ourselves, You better believe I tell them I'm on the Board of Directors for NEFAR. You better believe I tell them I'm on the Board of Directors for Florida Realtors.

Ant Stroud: You better believe I tell them I'm on the Board of Directors for the Residential Real Estate Council of Florida. You know, I tell them I'm involved with this committee, I'm involved with this, I even talk about RPAC. Right, you know, so again, I am the subject matter expert because I placed [00:11:00] myself in the room for our industry, right?

Ant Stroud: And you know, yes, I can sell your house. But again, the knowledge is the power Yep So if you're not in the room to get the knowledge You're kind of behind 

Tracy Hayes: the point and what really good rose to the surface yesterday when we were having coffee is The importance of this, of this industry, not only because we're in it, right?

Tracy Hayes: I mean, obviously you're in an industry, you want it to be successful because hopefully you'll breed to say, but if the housing in real estate is not successful in the United States, the United States is, has challenges economically and the level of service that we need to bring, uh, you know, there's a tremendous amount of, uh, fraud and, and, uh, Scrupulous activity run through real estate and you know being in the know being in that room I liked it that phrase you're in that room and sharing it with the consumer because I don't think the average consumer doesn't I Don't think unless they went they paid attention in their economic class in college understands that when an exchange of [00:12:00] houses or a new house is built, how much that is part of our GDP and how our whole economics, let alone that when someone buys a fan, buys a home versus renting, right?

Tracy Hayes: Um, they're strengthening the community. If someone buys a home, they're, they're generally going to raise their family, going to stay there for a little bit. Right. And it just strengthens the community and how much that real estate agent is a pillar is an influencer. And some agent's listening right now.

Tracy Hayes: I was like, I'm not a pillar. I'm like, no, yeah, you are. You are an influencer because you have a lot of these people coming from out of state coming in and you're showing them the ways of living in Northeast Florida. 

Ant Stroud: Absolutely. Talk about wealth generation, right? I came from my family poor and got no kind of money anyway, shape or form.

Ant Stroud: Right. And, um, I knew nothing about real estate, but if you look at the top 1%, the billionaires and all that, where did the majority of them, Most of their finances came either through real estate or from currently from real estate, right? Yep. So as the realtor, how do [00:13:00] we have that knowledge and provide that to the average consumer?

Ant Stroud: Yes, it's about controlling the narrative, right? So when we're talking about selling your house, is it truly the best interest of you or your family? What are some of your goals? Let's have this conversation because the exit plan even though I would get a commission check The exit plan great sure sell it But is that truly what's in the best interest of that family and the realtors as us?

Ant Stroud: We got to check ourselves to make sure we have the knowledge say hey instead of selling it What about renting it? Well, what does that mean? How does that work taxes? Yeah. Yeah. Yeah. So again, you have to be the industry leader. You have to be in the rooms where the decisions are made and understand the industry as a whole and not just bouncing from Transaction to the transaction because that doesn't help the families.

Tracy Hayes: So as uh always in this, uh conversation You've led me on to something that also I think is important and you have experience in Uh, you're with navy to navy homes. You guys have a large property management Uh, Mario really got started in that area of, uh, uh, your sailors going in and out of the area where they won't rent or buy.

Tracy Hayes: Uh, what are some [00:14:00] agents that are listening out here? Maybe dealing with our active duty who are coming in. How do you, because they may only be here for. a year, you know, things happen, they get transferred, promoted, whatever. What, what are some of the conversations? How do you break it down to them? Um, because I think one of the challenges that a lot of agents are dealing with right now with their sellers is these people come and buy in that new, newly built home and that community is probably going to be under construction for another three or four years.

Tracy Hayes: And all of a sudden they get transferred. You know, 12 months after being here, they're now got to go to another duty station and now they're trying to sell that house. So what kind of conversations, how do you, how do you approach that? Uh, with, with our sailors, uh, servicemen coming in and out with, with that possible challenge that they may only be here for 12 months.

Ant Stroud: Absolutely. So first and foremost, all realtors need to go get their M. R. P. That's, you know, The certification is the military professional relocation specialist. Um, 

Tracy Hayes: Just because [00:15:00] they're really because they're in northeast florida and you are going to run across these 

Ant Stroud: Even not like we have veterans across the entire country, so you don't have to be active But again mrp teaches you how to kind of speak the language of the military life, right?

Ant Stroud: So first of all, you need that second of all when you're having these conversations Again, what is the end goal of the family and life start with the end goal and work your way down. So if they're like, Hey, I want, you know, do you want real estate portfolio? Do you want to do these things? So for talking about new construction, what are some of the benefits of new construction?

Ant Stroud: Are you a first time homebuyer, right? Cause the first time homebuyer versus a seasoned homebuyer are completely different mindsets. They understand things are going to break. They understand that, you know, they might have to do some things like they're already prepared for that. But the first time homebuyer isn't prepared for the lawn maintenance.

Ant Stroud: Right. They're not prepared for it. If you're not going to do it because it's Florida and it's hot, are you going to pay somebody to do it? So that's a financial, you know, hardship to the family. So what are we doing there? Right. But if we're going to transfer in three years, what does that look like for the property?

Ant Stroud: You still have a good roof. You still have the warranties, you still have all that stuff. So new construction might work. However, if you're in the first phase of [00:16:00] it, there's might be five phases. So you're now going to be competing with the buyer. So let's talk about the reptile builder. So, or yeah, sorry, the builder.

Ant Stroud: So yes, let's have those kind of, what is your life? Plan, what is your exit plan? And let's talk about the different options and you truly only really understand the options once you get into. These situations and I have had situations where we're at the associations where we're having amazing conversations that I never even thought about.

Ant Stroud: So yeah, these realtors are not in my brokerage, but you know, we're all realtors at the end of the day. So let's have the conversations and we synergize and we share, but I would have never had those experiences if I was not involved with the association to meet those realtors. Right. So again, when you're working with the military people, it's always the end goal.

Ant Stroud: Because. There will come an end with orders that were always coming in So start there and then work your way back to tolerance and risk right there if are they on shore duty? Are you on sea duty? There's a huge difference in mindset there because now the spouse has to step up If there's potentially kids like are do you know that the the number [00:17:00] one?

Ant Stroud: Um for um, like in law suites and like The number one people who buy those properties are military members. They're the number one category for in law suite. So you better know if you have a property that has an in law suite, a military member will probably be the best option for that property because when the spouse deploys, they move in the in laws, the mother in law or just to kind of help watch the kids, raise the 

Tracy Hayes: kids, that sort of thing.

Ant Stroud: Exactly. So that's kind of something you, that's an 

Tracy Hayes: interesting, uh, uh, statistic there, uh, on that. I think I really think the, our housing in general really needs to start. Going towards these auxiliary units, um, in, in the new, even new builds and so forth, especially if the price points are at, they need to be designing those homes with some sort of, uh, semi auxiliary unit.

Tracy Hayes: I think we're looking at the statistics of, it's funny, the cultural statistics of and the nationalities of, um, I'm trying to, I saw something the other day and I want [00:18:00] us, I'm not 100 percent sure, but I think our Hispanic friends are more likely to stay, um, in the As a family unit and live in one house, um, together for a longer period of time, save their money, that type of thing.

Tracy Hayes: Uh, or wait till, you know, the kid gets married before they actually leave. Um, that, uh, there's statistics on that. And I think that it's going to become more and more as affordable housing is just a challenge, uh, everywhere that if I was a builder and developer, I'd be figuring out if I'm going to put that garage, am I going to put some sort of, Sweet above it or something like, you know, all those types of things.

Ant Stroud: Yeah. And I think that the source of where we're getting our data, this is the industry, right? So we're talking about the different associations and even some of the benefits. The stat I just read to you, do you know, I got that from NAR. Right. So as a realtor, you don't have, we're all here. You just gotta be this much more than the average realtor.

Ant Stroud: Right. So how do you leverage the benefits from the associations that we pay into? Well, do you know that NAR has a library? They literally have librarians. And so what I did, because military is my [00:19:00] subject matter expert in 2020, 2021, I messaged the librarians when I found out about this from Lee Brown. So I immediately messaged librarians, like what articles, what stats?

Ant Stroud: Give me everything you have on military. And they sent me articles. They literally sent me articles within like two days and all these different articles and all these different reports. And any, I did a report, I think it was 2018 or 2015, but this report was all about military buyers and sellers. And he gave me all this graphics and all this data.

Ant Stroud: And that's where I got that stuff from. I didn't do nothing. All I did was send an email to the librarians at NAR and they sent me interesting any, and the latest 

Tracy Hayes: military buyer sellers, interesting. 

Ant Stroud: Exactly. So now I have data that helps me stand apart, helps me separate Myself from the average realtor or licensee because I leveraged the benefits of nar and the nar library 

Tracy Hayes: No, it just goes back to what we originally jumped out here and talking about the importance of being involved in these Things i'm going to take a just a short commercial break, uh, because I want to Uh, promote out as everyone, Remy Realty, uh, let me put, uh, [00:20:00] Remy Graphics, not Remy Realty, RemyGraphics.

Tracy Hayes: com, uh, she does these nice mugs for me, it's got the show logo, her logo on the back, uh, Ant's got one in his, in his gift bag there, and, um, yeah. She will do one-offs. So, and of course they come in different colors. Uh, I didn't give you a pink one. I gave you a blue one. Appreciate it, . So, um, but she'll do one-offs, uh, and if you mention the show, you get 10% off.

Tracy Hayes: But like you said, these are, whether it's nice mugs like this, but there's. She has hundreds of laser engraving type stuff, but I, I think what is really special, the, uh, I was watching a, um, end of a podcast yesterday and guys, you know, how he grew in podcasting and of course he had some interviews with some really important people.

Tracy Hayes: He found very unique gifts and I think giving unique special gifts and it could be just a mug, which this isn't really a special, but if you put their name on it. They ain't ever gonna get rid of that's that's gonna be in their cabinet forever and she'll do one offs like that So, you know, you could put you know, welcome to [00:21:00] Jacksonville She helps 

Ant Stroud: you be that much different.

Ant Stroud: Yes, we all give cups with our logos But when you make it personal to the consumer, you're that much different. Yeah helps you stand apart. So that's awesome That she does. Yep. Awesome. 

Tracy Hayes: So Remy graphics comm I got up there check out what she's got and give her a call See what she can do for you Um You mentioned, um, and you can build on that.

Tracy Hayes: Cause always my first question is where are you from? But you mentioned in your bio that, uh, uh, you started doing some things after high school, but it was your, your, your grandfather that encouraged you to join the Navy. Yeah. Tell us about that. 

Ant Stroud: So he was a senior chief. Um, when he got out and I actually don't remember him too much.

Ant Stroud: I remember one time in bed with him when I was younger, sleeping with him and my grandmother. And then I remember the day he passed away and that's all I got for you. But I remember what people would say about him, you know, and I remember that he was just this person that I wish I got to know. And I wish who [00:22:00] got to know me.

Ant Stroud: Right. Um, and so he was a senior chief and so I was like, you know Let's join the Navy. Why not? Let's do it. I did that 21 and so I'm 15 years and I did nine years active. Um, and, uh, I'm six years in the reserve, so 15 years altogether. And actually I just got selected for chief petty officer this, this season.

Ant Stroud: So I'm going through that now. 

Tracy Hayes: Right. 

Ant Stroud: Um, and it's just one step closer to the connection that I dreamed about. Yeah. Um, and so it's, uh, yeah, 

Tracy Hayes: well to, to, and I, I know some senior chiefs. Um, you know, it's the highest enlisted officer, uh, enlisted, enlisted, does that, that's right, higher, highest enlisted non commissioned officer, that's what I'm going to say, in, but they are, they're like the, the father of all the enlisted personnel on the, on the ship.

Ant Stroud: So they're one step away. So it's senior chief and then Matt, while the math master chief is the highest you can get in the enlisted sign. Right? Um, and so then you have seen G for below that. So, 

Tracy Hayes: but they, they're, they are over all the, you know, these, [00:23:00] these 18, 19 year old kids are coming in. Um, they're like their father on the, you know, they're there to, you know, Uh, protect the lambs, you know, and be that go between and the respect that they, that they, um, uh, uh, what's the word?

Tracy Hayes: I want, um, not that they, it's not that they, it's their respect. It's not that they demand the respect. It's just, uh, The respect that they're given, um, because you can't, I don't, you know, uh, a schlep can't get there. These guys are highly respected on the ship. And if they're, they're doing their job, right.

Tracy Hayes: The, all the enlisted personnel love them. 

Ant Stroud: Right. And it's not even the enlisted side, like what obviously going through season now, and I'm learning, um, you know, It's a special figure, right? Whether it's a man or a woman, the father, the mother, you know, I have, um, mentors on all sides. Um, and so, when you truly get into what the Chiefs mess in a [00:24:00] whole, E7, E89, what they do is really foster the next generation and keep the ship moving.

Ant Stroud: They foster young officers, right? So, they help train the young officers. As well as the um, senior officers, they help train the young officers to be those senior officers and to show them how to treat enlisted, right? And then also that we take they take into consideration the junior enlisted because a lot of things go wrong right and they're trusting, you know, the parents of america are trusting that We as leaders and then more importantly chiefs are taking their um, Sons and daughters and and and being there for them as a way as a parent can't be when the war comes and then prepare For them 

Tracy Hayes: or they're just out on a ship in the middle of nowhere Um, so your, uh, granddad was highly respected.

Tracy Hayes: I think that's probably what I read immediately out of you because everyone was, would talk stories because they had a lot of respect for him and wanted to share that with you. Um, uh, so when is it that [00:25:00] real estate comes on the radar for you? I was broke and in debt. 

Ant Stroud: And as much as I love the Navy, they don't pay.

Ant Stroud: You know, it's very structured. So you have to be very, it's hard to. It's hard to, I don't wanna say get ahead. You can survive with the Navy, but it's hard to. Thrive and get ahead financially because it's all based on the pay scale especially 

Tracy Hayes: if you have a family while you're doing it That puts another stress on it, 

Ant Stroud: you know And so I was just broke and I had no money and and and believe it or not It was my realtor because I moved to jacksonville didn't really know anybody didn't have anybody.

Ant Stroud: So it was my realtor who? In real estate It's the four, the four pillars, know you like you trust you, trust you as a realtor, right? And so if for whatever reason you're wondering why somebody didn't use you as their realtor, you failed along these four pillars. And you can kind of pinpoint that, right?

Ant Stroud: Family members who don't use you don't trust you as a realtor. They might [00:26:00] know you like you trust you, but they don't trust you as a realtor because we failed to demonstrate that. Right. So my realtor, when I moved here, I got to know her. I realized I liked her. You know, know me, like me, trust me. I trusted her that she would have my best interest because of what she displayed in the professionalism she's played.

Ant Stroud: And I trust her as a realtor. So when I would be down, I'm like, I need to sell my house. Like I have no money. Like I'm in debt. Um, We're about to have kids, you know, like just craziness and she's and I, and it wasn't like the first time, you know, she would just listen, you know, and then say, Hey, you know, I'm always here to help.

Ant Stroud: And then that would be the conversation. Her name is Bernie Bristol, by the way, shout out to Bernie Bristol. She's like, I love her so much. And so, um, one day I called her up and there's like number four or five and I'm crying because I'm broke and everything. And she's like, yeah, you would be an amazing realtor.

Ant Stroud: Why don't you be an amazing, or why don't you be a realtor? Right. The way you care about people, you know, you don't come off as having ill will to anybody. You just generally care about people. Like you would be a great realtor. And obviously your personality. Right. And so, you know, To leave the [00:27:00] Navy, which is a safety check and go into like this, this industry of commission.

Ant Stroud: And, you know, um, I just, I believed her and I believe that she believed I could be great in this industry. So I did, I took the test, um, two years prior to actually leaving active duty. I got my license in 2016 and I just, the first two years, I really, again, let's bring it back to the association. Let's bring it back to our brokers.

Ant Stroud: Right. I really educated myself because the Navy was barely paying my bills. So I didn't have to run out there to find. Leads and do these transactions. So I knew that there would come a day for that and I didn't have time to play catch up. So I knew the first two years of my career while still in the Navy, I needed to get as much education as I can.

Ant Stroud: So I belong to a brokerage that provided phenomenal education, like absolute phenomenal education. So I just kind of focused on that. So when the time came to run. Nobody could you might challenge my experience level, but you're not gonna challenge my knowledge level So again setting yourself apart. I don't have the houses I don't have the transactions But let me tell you why and one of my favorite lines that I tell all the people I instruct and I go [00:28:00] through I tell them use this line No, if they question you, you're correct.

Ant Stroud: I have not had an opportunity to sell a property like this. I have not had an opportunity to sell in this kind of community. I have not had an opportunity to sell transactions, but let me tell you why I'm ready for this opportunity. And then you talk about your education. You talk about your certifications, you talk about your designations, right?

Ant Stroud: So again, that's kind of how it all happened. Um, because I was broke and this industry truly changed my life. It changed my son's life. It changed my daughter's life. They're going to know things that I never knew. You know all because I fell in love with this industry and this is why I'm so passionate about giving back to this industry Because it this injury truly changed my life So if I can help others if I can help the name realtor the realtor title if I could help any kind of Positivity or bring positivity to that narrative I would do it because it truly has changed my life And that's why I continue to give back to this day, 

Tracy Hayes: right?

Tracy Hayes: How, uh, you know, talking about, you know, being no, he's talking about the first year, obviously you're, [00:29:00] you're overlapping being active duty. So, you know, you've got that full time job, uh, with the Navy and then overlapping, you're, you're taking the time to educate. And I think, uh, you know, new agents, you can overdo it though, because you can go down the knee far and take all the classes you want.

Tracy Hayes: You're, you're not going to get paid. You need to be doing the, um, the prospecting, the, the practice, and hopefully you've lined up with a good brokerage that's guided you, or maybe you're just gifted and have a great sphere of influence and you just tell everyone a realtor, they already respect you. So they immediately start referring you business, but really to move along.

Tracy Hayes: And that sounds like, um, being a new agent. Confidence was another thing that you were searching for in the education. Am I correct? 

Ant Stroud: Absolutely. So two things, education, and I didn't come up with this, so I'm not that smart, education without action is just entertainment. So if you're going to take all these classes and you're not going to put action behind it, [00:30:00] you just got entertained for two hours and sometimes you have to pay for that, you know what I mean?

Ant Stroud: So like you really should have just gone to the movie theaters or something. Right. But if you're going to put action behind the education, you are unstoppable. You know, Zig Ziglar once said, um, if you don't want to learn, no one can teach you. But if you're determined to learn, no one can stop you. Right.

Ant Stroud: So again, it's about putting action to the things you want. And if you want success, you have to put action to that. Right. Um, and as we go through the, um, the litany of classes and courses, you have to be pushed outside of your comfort zone. You know? You want something you never had you have to do something you never done And I feel like i'm just regurgitating quotes But again, I i'm literally living this right?

Ant Stroud: I go to classes I do all this stuff because I know the power of that and I try to put action to that So 

Tracy Hayes: well, um at that at that time Uh, you're you're still in the navy. Um, you just have your first home that you bought at that time or you had you bought and sold or just you're still living in your First the very first time you [00:31:00] and I think that is that You time period, if we took a snapshot, your knowledge of the industry, uh, is probably similar to 99 percent of the country, right?

Tracy Hayes: And what real estate is, you know, in, in that, uh, what a real estate agent can do, because we know there's a lot of agents. Well, they're dealing with single family homes. Many of them don't even, they get a condo, they start panicking, right? Right. Let alone investment, let alone commercial, let alone, uh, are you working with manufactured homes or, uh, you know, there's just a litany of, uh, of areas.

Tracy Hayes: But when you started going to the classes, and educating yourself, it had to start broadening your horizons of what's Available for a real estate agent. 

Ant Stroud: Absolutely. They say competence builds confidence, right? And so as an industry, like you can be the most extroverted person in the [00:32:00] world, but if you don't know jack squat about real estate in the industry, you're going to be as introverted as possible because you don't feel confident.

Ant Stroud: You can't stand on your own. You know, as I say, I stand on business. You didn't stand on business cause you don't know the business. Right. So again, You have to get that education. Find mentors. Kim Knapp was incredibly, um, important to the beginning of my career. Tina Harp, she was incredibly important to the beginning of my career.

Ant Stroud: You know, Mario, he's, he's now important, uh, to my future, you know, and where we have come from for these past several years of our partnership. And so what I would challenge people is, and this is one of my soapboxes I stand on. I get very passionate about this. When people say alphabet soup, Right. They don't care about your designations.

Ant Stroud: The consumer doesn't care about your designations. Why do we have to do all these classes? Nobody cares. Well, if that's the narrative you want to control, and I always give this analogy, if I may, um, you get shot and you're bleeding out of your stomach, right? And you run into a hospital and you're laying on the lobby [00:33:00] floor and you're like, I need help.

Ant Stroud: If somebody runs up to you, it's like I can help you. I can help you. And they say, I'm a CNA. Do you know what a CNA is? A CNA is a certified nursing assistant. Almost. The entire country knows what a cna is right if an rn runs up to you It's like i'm an rn. I can do surgery on you. I can do surgery on you Are you gonna let an rn do surgery on you?

Ant Stroud: No, because they're a registered nurse, right? So, you know what a register what an rn is now if an md runs up? She's like i'm an md. I'm a surgeon. I can help you. Okay. Yes. You're a medical doctor That is what md stands for so you're telling me that the consumer can understand what the medical professions abbreviations are and they're They're competent to understand what the medical abbreviations are.

Ant Stroud: But you think they're, and I'm going to say too stupid, but you think they're not intelligent enough to understand what a CRS is. You're not intelligent to understand what an ABR is. An SRS is right. What's CRS is a certified residential specialist. ABR is accredited by a representative and SRS is a sellers representative specialist.

Ant Stroud: Right? So again, if we have these designations, It's not the consumer who is failing to understand this. It's you as the realtor, as the subject matter expert, who is failing to [00:34:00] narrative that, right? Have that narrative with them and that dialogue with them. So again, anybody who says that going to these classes and get these designations, it doesn't matter to the average consumer.

Ant Stroud: No, you're just failing to demonstrate or to you're failing to acknowledge that and you're failing to find the value in that. 

Tracy Hayes: 100%. I think, you know, as we mentioned earlier, we're at an impasse right now in the industry and agents are going to have to be able to sit down and articulate. Maybe they have a little brochure that has, but to explain You know what these you know, you just they you know, they look at the acronym you know, uh, they You know, everyone knows what an md is Some people may look at cna and think about it for then go medical Maybe be able to put two and two together and must be nurse All right, they could put that together in the real estate world.

Tracy Hayes: Some of those acronyms are are not um discernible, you know, they can't quite figure it [00:35:00] out, but the importance of the agent right now to show their value, they need to take time and actually explain the importance of having those designations and that you are a professional in your business and you've gathered these designations because you continue to educate, stay on top of the market, know what's going on, and that's your, those are your badges.

Ant Stroud: Exactly. And so if me and you are getting to go up in front of the consumer and you're not talking about education at all. You're not talking about your designation at all, but I go first and I say, Hey, my name is Ann. I'm an entrepreneur in the real estate industry or the real estate profession, whatever.

Ant Stroud: I say, I am a CRS. I am a certified residential specialist. I will rock that designation until the end of time. It is the most, the most. Prestigious thing I've done as a realtor. And one of the most things I'm proud about is being a CRS agent. If I tell you what that is as a consumer and what that means for you and the benefit of that, when you go up there and you don't say you're a CRS agent, exactly.

Ant Stroud: Am I that much better than you? 

Tracy Hayes: Yeah, 

Ant Stroud: I am. I'm really that much better than you. 

Tracy Hayes: Yeah. 

Ant Stroud: Now, realistically, can you go be a CRS agent? Absolutely. But you're failing to [00:36:00] see the value in it. So again, everything we do, what is the value in it? Why are you involved at your local association? Why are you involved at your state association?

Ant Stroud: Why are you involved at NAR? Where's the value and how do I control the narrative to demonstrate that to the consumer and once we start controlling the narrative better? The consumer will start understanding the things that are important to us, which are you 

Tracy Hayes: just yeah you you bring up a just a super topic there and You know, especially going in I think the challenge a lot of agents because they haven't been doing the buyers agreement, right?

Tracy Hayes: So you you got to start doing the buyers agreement and you got to start sitting down and they're in the in the Buyers probably sitting across you and like, why are we even having this conversation? And now is your time to shine and explain why it's important to be crs the We're and I i'm going to refrain from using the word law because there's no laws, right?

Tracy Hayes: Uh, there's just uh, standards, I don't know or practices that they suggested [00:37:00] that they That people are going to partake, you know, they People have, uh, or NAR has bought into, Florida Realtors bought into, and NIFAR, that this is the way we're going to hold the standards of real estate agents, that they have to get this buyer's agreement.

Tracy Hayes: Um, although There's no one out there to confirm that the buyer's agreement never was signed or anything like that. It's not like you got to hand it into somebody. 

Ant Stroud: Well, that's the job of your MLS. So the MLS has the power to say the audit, you know, they have the power to audit you. Same thing with listings and MLS has the power to do that.

Ant Stroud: So if you come, if we're working together and I realized you don't have a buyer brokerage agreement, I could report you and it is MLS his job. And you do have to submit that to MLS. So they, they are the gatekeepers. Now, do they have the manpower for that? Or do they have that? That's not my story, but they do have the power to do that.

Tracy Hayes: Um, so, but it's, it's that opportunity to sit down and explain what, and I imagine in every one of these courses now, um, they're, they've inserted this. 15, 30 minutes section into talking about [00:38:00] how is this? And then put it around your buyer broker agreement, meeting a consultation, your listing consultation.

Tracy Hayes: And you're talking about why you have this designation and you're ready. Because like you said, if I go in first, And I'm going, Hey, I've, I've got these certifications and this is what it means to you. And this is why we need to do the buyer's broker agreement, blah, blah. They're like, Oh, I could please.

Tracy Hayes: Then you walk in and just say, Hey, we just need to do this buyer's broker agreement. And you kind of stream. Right away now they may I don't know maybe you say you're gonna do it for 500 bucks and they may take that because that's what but you're you're gonna be out of the business pretty quickly because you're not gonna Be able to eat off that 

Ant Stroud: Your value on what you're willing to take then you haven't set your bar You're letting them set your bar.

Ant Stroud: You're letting them control your business. I'm the CEO of my company and this is what I do and this is what I charge. And here's why I charge it. Let me demonstrate my value. So again, it goes back to leveraging all the tools we have to do that. Ask the hard question. You know, as [00:39:00] leaders, it's our job to bring up the hard questions, whether we agree with it or not.

Ant Stroud: You know, I shared with you yesterday, my biggest thing about being a leader is the only thing I promise people as a leader in my mind is to have the hard discussions. The outcome is what the collective. Thanks. Right. I could be outvoted. We could not have the outcome, but again, it's having those hard discussions.

Ant Stroud: So same thing when the agent is in with their buyer consultations or their, um, sellers consultations. I tell my people, have you heard about the NALR suit? Have you heard about the buyer brokerage agreement? Can you ask me to reduce my commission? I flat out ask people, can you ask me to reduce my commission?

Ant Stroud: Do you actually say that? I do. I 100 percent do. Do you want to know why? Because when they go talk to their friends. If their friends got a cheaper commission because they asked they're going to their father 

Tracy Hayes: in law. That's the worst one, right? 

Ant Stroud: Right. They're going to feel dumb and they're going to feel like I failed because I didn't stand I wasn't Knowledgeable enough to ask to reduce the commission and I would never want the people I serve to feel stupid or dumb For not doing something.

Ant Stroud: So if I say please ask me to reduce my [00:40:00] commission and we have that conversation Right, and then the answer is whatever I feel like giving them, you know based on my business plan That's the answer I give them. So when they do talk to their friends They can say, oh, I did, you know, I did add that question.

Ant Stroud: So they don't feel stupid. They ask the right questions, right? You never want the consumer to ask the right questions. Plus that's their option. We can negotiate commissions all day long. That's always been the rule. So I want them to have that option and know they have that option because they don't know what they don't know until they hire the professional to tell them what they don't know.

Ant Stroud: Yeah, so that's why I always ask that question. 

Tracy Hayes: Um, I I've heard some agents that are actually, um, you know, talk about negotiating Um, and we've probably you've probably seen some memes on, um, or reels on Instagram or whatever, um, uh, about. negotiation, but actually they're setting, they're actually setting some packages and say, okay, here's my deluxe package, here's my mid range package.

Tracy Hayes: And here's your, uh, you know, uh, economy package, if you want to call it that, what do you, what do you, have you seen agents do this or what, what, what's your, [00:41:00] what's your kind of angle on that? Yeah, 

Ant Stroud: absolutely. I'm not doing packages. Like I offer one product, it's the best product there is that I can provide to you as your professional, you take it or you leave it.

Ant Stroud: Like I. Your, your other options are realtor B, realtor C, realtor D, right? If somebody wants to offer packages, that's fine. But I believe in systems and I'm, um, I have all these different options and I can't remember who's on what track for what track, and that's how you get yourself in trouble because they signed up for track a, but you're providing track B because you're have three others who are on track B.

Ant Stroud: So you lump them together. Like, I don't understand the different packages, but I get it. I get it. I think this is what I offer. This is what I charge. We can negotiate by, by them simply asking. to reduce commission or something like that. That's the negotiation, right? No, thank you for negotiating. You know, 

Tracy Hayes: well, the important thing, and we've mentioned it on the show for those who listen regularly, uh, that product that you put out there, the photos, whatever marketing you're doing online or anywhere else for that [00:42:00] house, are you putting up a broker's open on your spending money there?

Tracy Hayes: Um, To that is a repre uh, representation of you. and, uh, your service. And when you're doing that, you're not only marketing that house, but you're marketing yourself for the, for hopefully the referral because people are like, wow, these are first class photos. Wow. He, he had, he made a video. Bloom's got all these hits on Whatever he had a broker's open spent five hundred dollars on food and drink and brought in a bunch of brokers and whatever And I felt that helped me get and because you dealt with it first class That's why they're going to recommend you to a friend and I think too many agents sell themselves short on that not understanding Uh, those, those things that you're doing, you're spending money on are two edged shorts.

Tracy Hayes: Not only for the subject directly in front of you, it's also the other side, which is hopefully for a future business, because people saw how you did that. 

Ant Stroud: Exactly. And I think people [00:43:00] focus on that part too much, but remember, I told you the easiest part about our job is to bring a transact, is to get a contract, right?

Ant Stroud: To get an offer, to make it a contract, right? Right. People are selling themselves shorts when they fail to realize the knowledge they need to have from contract to closing and the options that come with it. Right. So yes, focus on the open houses, focus on the broker opens, all that's super important. It sets you apart, right?

Ant Stroud: It sets you apart. There's a realtor and that's the 

Tracy Hayes: iceberg that's above the surface, 

Ant Stroud: correct? That you see, right? And then it's my job to explain the iceberg below the surface, right? And that comes after you get that offer and turn it into a contract, right? So there's a realtor in my brokerage who does a phenomenal job.

Ant Stroud: She absolutely phenomenal at open houses. I suck at open houses, right? So if I were to. Agree to an open house. I would like hey, let's partner with this person who does a great thing right collaboration, right? So again, we all have our subject matter expertise, but people fail short to get the knowledge that the industry allows them To set themselves apart, right?

Ant Stroud: And so I really wish that realtors would [00:44:00] seize that opportunity And and and and and leverage that opportunity. 

Tracy Hayes: Yep um Your first year Tell us, I mean, where do, where do you start, uh, do you start networking with your fellow sailors because you're still active duty? So what are you doing, uh, there to create those bonds and let them know that, Hey, I'm doing some real estate here on the side.

Ant Stroud: Right. So you got to be careful because again, we're active duty. So like I'm in uniform and I can't just be like, Oh, you're a new check in. Do you need to buy a house? And believe it or not, I remember there were some other realtors at my command. Who, um, we kind of got called into push the envelope. So one person was like going ham, um, with the command and the other person was like, not really ham, but they were visibly known and vocally known and stuff like that.

Ant Stroud: And so like, when I be at work, I would never use the government computer. I would never use the government phone. Like y'all not being able to track me now. Cause they track everything you do. Right. So I remember one of the it folks come up to me. I was like, Hey, you need to sign this document. And it pretty much says [00:45:00] we're about to audit you.

Ant Stroud: Right. And so they cut, like there was three of us and like this person's stack was this big, like using military resources to like go on MLS, like on your computer, like they were like, I mean, just this big. And the other one was like a little this big and I got nothing. Right. Cause again, I'm not, I'm not taking that risk.

Ant Stroud: Right. Um, so you can't just fully be like, I'm a realtor. Use me, use me, use me, but you know, but. As just being their friend just building the relationships, you know, when we're outside of work We have those conversations or on facebook on social media. That's a lot how I did it a lot of times I spoke to my sphere through social media because I couldn't get in trouble that way Um, and so then they would come to me they would come to me during working like hey We're a realtor.

Ant Stroud: We need to talk to you. See me after four o'clock, right, right I would love to see me after four o'clock, right? Um, or we're on lunch see me on lunch, right, but don't So I'm going to talk to you guys about um, um uh um um um um um um um um um um um um um [00:46:00] um um um um um um um gnome. Hula we learn our culture.

Ant Stroud: We learn our traditions and stuff like that. And so they're here. They're they're Jacksonville people I'm an implant right and so they have their own sphere of influence and then just me being there Me being there present for what? The accomplishment of that group is not me being there as the subject matter realtor, right?

Ant Stroud: Um, but just inherently building those relationships that also expanded my reach into jacksonville as well So I really truly just leveraged myself and what I was passionate about and that's kind of how I got started 

Tracy Hayes: Would you would you agree that one of the most important things to do? um is is when you're part of that group is to slowly Be hopefully over a period of time, everybody knows what you do.

Tracy Hayes: Because it is a common just a conversation. What kind of work you do is that most people have some sort of occupation. Um, and that that conversation is going to come [00:47:00] up. But your your goal, um, should be, you know, your passions in there because you're part of that group. Not To be a real estate networking.

Tracy Hayes: That should not be your number one goal, but hopefully over time, just by knowing who you are, are going to know that answer realtor, 

Ant Stroud: right? Cause they know you, they decided they liked you and now they decided they trust you. So now they're going to go into trusting you as your realtor, right? So it's that, that, that, that line of how you create those relationships.

Ant Stroud: So your first, if I would never see you and just meet you randomly, my goal is to not for you to trust me as a realtor. My goal for you is to know me then, Hey, now that you know me, do you like me? 

Tracy Hayes: Right. 

Ant Stroud: So like yesterday, wait, we, well, yesterday was truly like our first. Interaction for our, like, we just were pouring into each other.

Ant Stroud: Right. Prior to that, I'm sure you heard about me. Obviously you heard about it.

Ant Stroud: So then, right. So now you, you knew of me. Now I'm assuming you determined you like [00:48:00] me because you had me on. That was already scheduled. Okay. So then you trust kind of me in a sense, seeing my authenticity and, you know, where others can misinterpret that, you know, you have now firsthand experience with that.

Ant Stroud: And so now I'll be on the show and asking these questions and having this dialogue, I'm assuming you trust that I know what I'm talking about as a realtor, right? So it's that sequence that agents should focus on. Don't jump the sequence. 

Tracy Hayes: Very good advice. Very good advice and I think um For new again, I think a lot of new agents that are out there uh, you know ways to Get noticed you create the commerce.

Tracy Hayes: Maybe you're a little bashful, uh, and so forth there's no laws against wearing your Garb, you know, where your Keller Williams shirt, where, where your Navy, you know, you had your jacket on yesterday, Navy, Navy homes, property management, someone's going to see that. And that's just a topic of conversation or where your name tag.

Tracy Hayes: That's [00:49:00] another thing that a lot of agents say, where are your name tag? Cause people are going to see 

Ant Stroud: that. Just don't worry. The church Patty Ketchum, we're going to get on you. So don't worry. Your name tag church. Patty Ketchum going to come for you.

Tracy Hayes: Um, uh, you go to the church softball game and wear, wear your t shirt. Yeah. Sponsor the softball. Yes. Uh, and it, it, it creates, and then people start to know who you are, but, but you know, how important do you think you being involved in these extracurricular things that did you, obviously you don't want to be involved in something you You're just doing it because they're gonna people are gonna uncover the fakeness of you, right?

Tracy Hayes: They didn't that you're not really here if you're but you know If you're your kids doing Boy Scouts or something, you know, you're your sponsor or you go you go to their meetings Where, you know, your name tag, wear your t shirt. It says, you know, cold banker or Navy to Navy or whatever on them. Because people are just going to casually see that.

Tracy Hayes: Now they, they, it gets in their [00:50:00] mind that that's what you do. So hopefully if a question comes up and goes, yeah, I know Johnny's mom or Johnny's dad. I see them wearing their Coldwell banker shirt that they, uh, you know, maybe I should call them because you have a. Uh, commonality of the Boy Scouts in this example.

Ant Stroud: Absolutely. And you know, taking it back to being a leader, right, in our industry, when you're involved in leadership, like I've gotten more calls, I've gotten calls from California, people thinking about becoming a realtor, they're not even in my state, right, but they're seeing that I'm involved, I'm in the industry, right, I'm at the table.

Ant Stroud: And so they're seeing I'm involved, so they, Trust my credibility. So they're calling me saying, Hey, I think I want to be a realtor. Like, what do I do? Or I'll have other people call me and like, Hey, I don't have a realtor over here. Like I know you do it. Can you have any suggestions? So I'm giving out referrals just because, you know, I'm in the industry and that's what they see.

Ant Stroud: Right. Um, and so I would really just challenge people to leverage their passions. There's a lot you can. Totally get lost in the associations. You can be overwhelmed. [00:51:00] You can sign up for too many things like again At all volunteer organizations, they will take whatever you're willing to give Whatever you're willing to give right and that comes at a cost of family to business like you got to really balance this out Right.

Ant Stroud: So what I would um tell people is find the things they're interested about There's so many committees and council councils and task forces and forms like we talked about this yesterday I signed up for forms committee because we switched our forms. Do I look like a forms person? You I'm not, I'm not a forums person, but I know that there needs to be representation for NEFAR on that committee because now we need to sit at the table because we're, that's a table that feeds us.

Ant Stroud: Right? So. And 

Tracy Hayes: you feel, you feel you have something to add to that. You've, you have a passion to be in that room because, you know, you want to make sure that the forms have what they should or shouldn't have or whatever, wherever it is that the discussions went on, you felt you're going to don't be the faker and go to the meeting and you don't really give to hoots, 

Ant Stroud: right?

Ant Stroud: Exactly. You gotta be willing to give. And like I said, I'm not a forms person, but I'm willing to give, right? So if we [00:52:00] have other agents, cause I mean, everybody can sign up. So if they chose somebody else from NEPHAR, I'm not going to be like, Oh my God, I would know that's a great person out there. They stood up, they said they wanted to do it.

Ant Stroud: I'm not a forms person, so I don't need the title to be on forms committee. Do you know what I'm saying? But I'm willing to be in the room for the sake of our members here at NEPHAR. 

Tracy Hayes: How has, because you, you are networked around, you're, you're known, um, you know, by, uh, people from all over the state and nationally.

Tracy Hayes: And you mentioned, you know, you went to Lee Brown's course and of course she's coming down next month for what's the the re bar camp over at Emerald Coast. Um, and I've I've been on her podcast was a very terrible one. I was her guest I do want to bring her on here to mine though and I can drill into her Her story is not everybody not everybody knows her but you know any all the leadership in town knows who she is Uh lease and she's from I think the charlotte area, right?

Tracy Hayes: So yeah Yep, um Because [00:53:00] being involved in the, from a national basis, in other words, going to some of these, um, conventions type stuff, how has that changed your business and perspective of real estate as well? 

Ant Stroud: Oh my gosh. Like again, the competence builds confidence and the confidence that I have for this industry and being able to articulate that has helped me as a leader, but also for the consumers as their advocates, right?

Ant Stroud: With our pack, I'm a major investor. Go find out talk about it. Look at it. Um, you know, but also like, um, uh, representing them. We, we, um, We have all of these different things and like I mentioned CRS, well, CRS is part of the Residential Real Estate Council. Lee Brown's big in that as well, right? REBI, you know, the Residential Real Estate Business Institute.

Ant Stroud: Marky Lemon, if you know her, she's really big in that. Our own president, Rory Dubin, he's big in that as well. Like, there's so many different avenues that will help you be a stronger Industry leader, [00:54:00] which then you feel confident and can stand on business. So when you're in front of the consumers, you know, what's going on.

Ant Stroud: You have your pull your hand on the pulse, right? Because you're in the room. Right. And so I think that networking, you know, so you, like you mentioned, I went to Lee Brown. Well, how'd I get to Lee Brown? Well, I had a conversation with Kim Knapp the day before or the week before and she's like, hey If this is something you're serious about speaking and instructing you need to go see Lee Brown, right?

Ant Stroud: So that literally was a week later I had a it was during the holiday season like November and she does this once a year Lee Brown speaker bootcamp I want to say 

Tracy Hayes: I saw her on her site today. It's like the first week of December this year. She's doing 

Ant Stroud: yeah So this year it's in December. Well, but The week prior to that, I met with Kim Knapp to say, Hey, I'm thinking about venturing into instructing and speaking, you know, me for these past years, I truly love helping realtor members empower themselves and be successful.

Ant Stroud: Do you think this would be a good venture? Now, obviously this happened over an hour conversation, but I digress. And she, at the end of the, at the end of it, she goes, I know you. I know your heart. [00:55:00] You need to follow this. And she goes, if you're serious, right? So again, she now poured into me, but now here's the action.

Ant Stroud: Cause again, you have to put action to it. She's like, if you're serious, you go to Lee Brown. I don't know when the class is. I don't know when it is, but she does it once a year. And I literally left Kim researched it. And it was literally the following week. This was around Thanksgiving. I was broke. I didn't have no money.

Ant Stroud: I didn't have no money, but I found your way to Charlotte. My mentor told me to go. And I, I wanted to put action to that. And I found my way there and it has opened my mind. That's where agent from abundance was born. With Lee Brown at her speaker bootcamp. And she has, she's a legacy piece for agent from abundance that I am so proud of.

Ant Stroud: And we talked to this day about it. Um, so again, it's about knowing the people connecting with the people, having your hand on the pulse and following that pulse throughout the industry to be a better advocate for the consumers. We serve. 

Tracy Hayes: Would you agree that the average Asian, a lot of times feels like they're on an island.[00:56:00] 

Tracy Hayes: Because they're not getting, I mean, you're, you're involved at a high level. You're, you're, you're, you're involvement is, uh, on steroids to, to the average agent. Not everyone needs to be that involved or be an instructor or be a speaker. They can, uh, be an influencer by being in the room and, uh, making suggestions, you know, you know, in, uh, local decisions.

Tracy Hayes: Like you said, a lot of, a lot of, uh, Everything happens really locally that, that actually makes changes and so forth. But if you feel like you're on an island, you need to be, right now they're taking applications for 2025 for these things. Get involved and then you're immediately in a room with like minded people.

Tracy Hayes: Would you agree? 

Ant Stroud: Oh, absolutely. Like I absolutely have loved, because again, your colleagues challenge you. You can't BS your colleagues. They know this industry. You might unfortunately BS the consumer, but you're not going to BS your colleagues. So they're going to challenge you to know the right [00:57:00] answers, to have the right answers, but Hey, here's what I learned from my mistakes.

Ant Stroud: Don't do this. So you have the answer and then same vice versa. You share those kinds of, um, learning opportunities, as they say. And so when do you don't need to be like me, right? Like, that's why I met with Kim. Kim, is this something I, this was something I felt I needed to do for me and the passion that I'm going down.

Ant Stroud: Right. So for the average agent, it's not about titles. You know, I, I, I, if you think you need to be the president to make change, you're absolutely incorrect. I am currently the president of MRE. So nobody really knows what MRE is yet. MRE is the military real estate council. I remember there's a women's count.

Ant Stroud: There's MRC 

Tracy Hayes: or MRE MRE. 

Ant Stroud: So military members, real estate, Council. 

Tracy Hayes: Okay. Are you being real? Okay. 

Ant Stroud: Yeah. Sorry. So how we came up with that and how I came up with that is I did the local leadership Academy. Um, so if you haven't done your local leadership Academy, this is your first step. If people want to know, like what, how to get involved, [00:58:00] obviously you go and attend meetings and stuff, but if you truly want to see what's behind the curtain, go to your leadership Academy.

Ant Stroud: So I graduated leadership Academy in 2021. Um, and so, I thought because I learned that there was all these different councils and task forces and committees, but there was no armed forces committee There was no armed forces anything and obviously i'm a big military person And so coming from that brotherhood and that sisterhood of the military you're kind of you own your own business So you're kind of alone in a sense, but then through the brokerages and the associations you gather.

Ant Stroud: So what I realize is there needs to be something for the military member, right? And so this past year, last year, I graduated from the state level leadership Academy. Um, Florida realtors offers a phenomenal leadership Academy. So you want to do your local, then you want to go to state level. Um, and so what I realized was, Hey, I have this idea, it's called the Military Real Estate Council, and what I did was I pitched it to six other Of my leadership [00:59:00] academy alumni plus one other person after that.

Ant Stroud: And so they believed in it, right? And so they said absolutely we need this because we have women's council We have the residential real estate council You have rebi, but there's nothing specific for the military members and they need protecting our military Men and women our military families veterans.

Ant Stroud: They need protecting so we want to create a council just for that purpose And so we came up with mre And if you know anything about the military, when you deploy, you actually eat MREs. It's called meals ready to eat. And so when we were coming up with the name, I was like, Oh my God, that's perfect. Let's just call it MRE.

Ant Stroud: Right. So it's the military real estate council. And so we have about six of us, um, myself, Chuck, Omar, Paige, um, Paul and Jennifer. No, it makes 

Tracy Hayes: logical sense because, you know, again, when I first started mortgages 19 years ago. VA and FHA loans were like single, like two or three, four percent of the actual loans going out.

Tracy Hayes: Now, 45 percent. How much of those are, are VA and then we live in Florida. [01:00:00] So obviously we have a lot of retired veterans here. So you have different challenges, whether they're retired or active duty or anywhere in between. There's challenges, housing allowance, that you need a committee. To immediately feel the pulse of what's going on there and then obviously bringing up the chain and say hey You know housing allowance just saying cutting it in jacksonville.

Tracy Hayes: We need to get with our congressman We need to let them know that and the only people who are going to know that and know that quickly enough Are people in a council like this 

Ant Stroud: exactly and so when we're talking about change and leadership when you're involved in stuff like that I'm not a president of nothing Right, but I have this idea and I found like minded individuals who believed in this idea So now we're creating mre, which we think will be a national council as well Um, you know, we have we're making change and we're not the president of nar We're not the president of florida realtors, right?

Ant Stroud: So we have this idea we bring it to florida realtors as our mothership, right? Um, we brought it to margie grant who's the [01:01:00] ceo of florida realtors phenomenal leader, you know, and she believes in it now Right? So now she's backing us and we brought it to Christine Hanson, who's the first vice president for 2025 for NAR, right?

Ant Stroud: And then we also brought it to Colin Mullen, right? He is running for, um, first vice president for 2026, right? So we're bringing it to the people through the connections, but again, I'm Ant. 

Tracy Hayes: Yeah. 

Ant Stroud: I'm, I'm here in NIFAR, but yet I have this idea that now is hopefully gonna take on this national stance. No, 

Tracy Hayes: I, uh, um, I think, uh, what we, what I've seen in the, in the lending world again.

Tracy Hayes: And so, um, well, I started my career quick and loans as many of the listeners know, in 2005, the quick and loans didn't even do FHA or VA loans. We didn't start doing them till like 2008 after the collapse. And then, you know, FHA had to come in and start saving people. And then obviously the VA part, but since most of our, um, service people now are leaving with some sort of disability in some way, shape, or maybe just 10 percent them not having to pay the funding fee for them to do the VA loan.[01:02:00] 

Tracy Hayes: For most of their mortgages for the rest of their life makes sense because the rates generally just a little bit cheaper. They don't have to pay the funding fee and they can go, you know, all the benefits that can go a hundred percent. So the VA loan is just going to be used that much more. So any.

Tracy Hayes: Things that could be impacting them. I'm actually surprised that this Council was not already 

Ant Stroud: existing. And that's what I thought. I'm like, who am I? Like, I thought that same thing. I'm like, here I am. And just ant the realtor here in me far. And yet I have this idea and I see this need, but why has it not been brought to before that imposter syndrome, right?

Ant Stroud: But at the end of the day, it's a need, so let's try. And yet, here I am making this change. I'm not the, like I said, I'm not the president of nothing, like, you know, but here I am making change because I care. Because I believe the members deserve this kind of I believe that members deserve this kind of counsel to help them better serve the community.

Tracy Hayes: Yep. All right. So I want to, I want to, uh, finish up here cause I know this will, uh, probably lead into a couple of other things, [01:03:00] but, um, you've, uh, started this. I don't know. Um, I guess you want, is it a company agent of abundance? You've actually. Incorporated this or, uh, thing. And what you were telling me yesterday just was, I think, brilliant by used the term hub where they can go, but they're not just getting Ants vision what ant knows what ants teaching you're bringing in experts from all around Into this hub tell us about agent abundance.

Ant Stroud: Okay, so agent from abundance Agent from abundance, um came about when I went to see lee, right? I'm in this room with probably like 25 other people and these other people are like season agents, like 15, 20 years in, you know, I think there was somebody a little lesser, but I pretty much was the baby in the room.

Ant Stroud: Okay. And so like they had their, their passions, they had all the things that I had really done. Um, I mean, I knew, I knew who I was and I knew I wanted to provide, but I didn't have it in a pretty package. So when I left leave, um, [01:04:00] and they're like, 

Tracy Hayes: Hey, I've been in the business four years or whatever at the time, 

Ant Stroud: it was Yeah, it was like five years, you know, and I, but I, but again, leaders don't need a 20 year resume.

Ant Stroud: Leaders come from people who will want to raise their hand and make change. Leaders come from people who want to raise their hand and say, I will be the voice of the members. Right. And I knew I had that passion inside of me and just leadership is kind of who I am, but I have to understand the organization to be an effective leader.

Ant Stroud: And so that's what I've been working on. Um, so I went there and I realized that like, I was stressing. I was totally stressing because I didn't have my thing. I didn't have my thing. It's a funny story I went to the bathroom and I'm going to the bathroom and I'm standing there I'm using the bathroom and I'm like, hmm, I'm stressing out.

Ant Stroud: I can't stop you like You're in a scarcity mindset right now. You're in a scarcity mind. 

Tracy Hayes: You were you were nervous because you Just went through like the first session of Lee's thing and you realize the room that you're in. 

Ant Stroud: Yes Okay, so like one of the ladies she's amazing. Her name is crystal and like [01:05:00] and so like it's crystal clear Like realty or something like that.

Ant Stroud: Right. Like, I'm like, that was like genius. Right. Crystal from 

Tracy Hayes: here in Jacksonville. 

Ant Stroud: No, she's, uh, okay. She's going to hate me, but I think it's Arizona somewhere, somewhere. Okay. Kansas, maybe Oklahoma hour. Okay. Listen, somewhere over there. She's amazing. Look her up anyways. Um, and so like she had crystal clear and I was like, that's genius.

Ant Stroud: And this other lady was like, her brand was like how to be, be the realtor in the room, how to be that person. Right. Her name is Ashley. She's up north. Um, and so like, she's, she's been on, like, everybody just had their thing. And I had nothing. I just had a will to give and I just didn't know how to put that in a package.

Ant Stroud: Um, and then, um, so then I was, you know, like I said, using the restroom, like stop, like you're just chill, chill. You're coming from scarcity, come from abundance. And then I was like, self talking to myself. I was like, you're an agent from abundance. You're a realtor from abundance. I was like, from abundance, like that's how it all, that name came about.

Ant Stroud: And so the concept came about because if you look at Lee Brown, absolutely love her and everything like that, she has so much to offer. Right. [01:06:00] And so she has all the Lee Brown stuff. Marquee lemon has all the Marquee lemon stuff. And then, you know, other influencers have their stuff like that, but then I like, there's no one hub and does everybody need to be a Lee Brown?

Ant Stroud: No. Does everybody need to be a Marquee lemon? No. Does everybody need to be an astronaut? Absolutely not. But if you look at our industry, almost. Over half of our industry is of going to be coming of retirement age. And you know, as well as I do in real estate, you don't retire. You just say I'm done working because there's no retirement plan.

Ant Stroud: There's no like you try to turn off the phone. You're not really doing it. Right. But where does all that knowledge go again? Power is in the knowledge. Knowledge is after you get them under contract. So all these people will be getting out of this business. Where's their knowledge going to go? So I wanted to create a hub where they could say, Hey, I don't have time to build a tribe.

Ant Stroud: I don't have time to be an influencer. I just know I have a course that I can write, or will you help me write a course around this knowledge? And then also like you partner with agent from abundance and we build you your own landing pages and we build you [01:07:00] your own. courses. And so you can continue to still make income.

Ant Stroud: I wanted there to be a way for realtors to retire and have their knowledge work for them. So that's just kind of one Avenue. But the other aspect of it is like the membership club. Like I want the, there will be a membership club, but on the membership club, you're not going to hear aunt speaking. You're going to hear Tracy might come in for, you know, if we have a finance day, right?

Ant Stroud: So Tracy might come in and do finance training and then maybe I can get Marky Lemon on the show. Maybe I can get Lee Brown show. Maybe I can get Patty Ketcham out. If you're only learning from me, you're only going to be as smart as me. And I'm not that smart. Let's be real. Okay. Um, but one of my chiefs very early on said, and you know a lot, but together we know it all.

Ant Stroud: And so that's the concept I want to bring together from abundance is just everybody. And I have like a whole 10 year plan. Like there's going to be, I don't want to give too much away, but just, yes. Asia from abundance is I want it to be a one stop shop of realtor resources. Or real estate, um professional resources for education and tools Um, and I think that we can get there [01:08:00] because there is no one stop shop I don't even remember where I got my last business cards from It was this other website and then but I get my buyer consultation forms from this website, right?

Ant Stroud: Like there's no one hub that kind of does everything. 

Tracy Hayes: Well, you do you need to you know Lee brown has been in the carolinas. She knows carolina real estate Mark, you lemons know chicago real estate You Not saying that there's much difference they would survive If they went to another market because they know enough about the business, right, but they don't know enough about Jacksonville and you know, the different things of Florida taxes, CDDs, things like that, that are different here than they may be somewhere else.

Tracy Hayes: And to provide that from someone who's an, uh, an expert. In that region, uh, I think adds great value because every region, every state is a little bit different. Um, in, in some of those things in someone who's after knowledge, like [01:09:00] yourself, you would want to dive on, Hey, I'm moving to North Carolina. I need to know about, well, I can go.

Tracy Hayes: to agent from abundance. And I know Lee Brown. She's she's does classes on there. She's from North Carolina from the Carolinas, and she can, you know, I'm sure she'll bring up the different, um, specialty things about the Carolinas, whether it's, you know, closing cost or, like I said, here, and we have C. D. D. S.

Tracy Hayes: Here in Florida. I think Arizona. They're Growing as well and summon California. They're not everywhere. Most people don't have no idea what those are, for example 

Ant Stroud: Absolutely, and you know we have a turdy states. We have not attorney states, right? You know, and so again Pasteur There's going to be membership for the general realtor like how do we elevate you as a realtor, right?

Ant Stroud: We don't talk about contracts. We don't talk about, you know, broker questions specifically the law that we're not attorneys We're not gonna talk about that, but we're gonna talk about how to elevate you as a realtor, right? Marky Lemon Lee Brown, you know, they can teach you how to be a A realtor to elevate you without having to be in your state.

Ant Stroud: But then there's subcategories for the Florida [01:10:00] realtors. We'll do webinars for Florida realtors. We'll, we'll bring in those state subject matter experts as well. Again, you're, we're creating this one hub, this one voice, this one brand, but again, it's not the aunt Stroud show. I don't want it to be the aunt Stroud 

Ant Stroud: show 

Tracy Hayes: from a marketing 

Tracy Hayes: standpoint, I mean, uh, you know, to, uh, leverage the influence of those others. Um, but like you said, you know, that what you're, um, and Navy said, you know, you, you know, a lot, but together we know it all. And I think, uh, way certain people present, um, maybe some people's credibility, them being women, um, Who knows whatever it is that connects and then allows the information to transfer because I think we all have different we have different plugs and uh if your plug doesn't quite match theirs You may match someone else in in that by offering a variety of different instructors, uh to to go to There's going to be someone on there you like and you connect with and it's going to 

Ant Stroud: flow.

Tracy Hayes: [01:11:00] Absolutely So i'm 

Ant Stroud: excited where it's going right now. We're focusing on the benefits to the realtors and the real estate professionals Um, you know, the next step is going to be talking about leverage for brokers, right? Because there's so many brokers out there who are the smaller mom and pop shop broker kind of types They need guidance.

Ant Stroud: They need help, you know now i'm not a broker You You know, so I wouldn't be leading that charge. But again, agent from abundance wants to bring that knowledge and expertise to you. And then there's the leadership aspect, right? Our industry leaders, they, their need, there's no platform that really develops industry leaders other than your leadership academies, right?

Ant Stroud: Where do they go after that? There's so many other things because the leadership academy, you have a very finite time and it's one year. Where's the development after that? Right. What about parliamentary procedures, Roberts rules, like how our meetings are run. So again, there's three different avenues that agent from abundance wants to tap into because again, it's about all of us.

Ant Stroud: It's not, you know, anyone real well, 

Tracy Hayes: I am. I'm sure you're going to offer a wide variety. Cause there, there's some agents who may just, they don't want to be on a board and know [01:12:00] Robert's rules. It's not really important to them, but that there's going to be all these, the real estate subject matters, uh, at all different levels that they'll be able to pluck out of here from different people.

Tracy Hayes: And I think it's a great idea. I think, you know, and I think, I think it has an You know, people ask me about starting a podcast, for example, and I was watching actually, uh, a very high level podcaster, Patrick Big David, he put out this video, you know, 20, 20 things about a podcast that if you're going to start a podcast, you should know.

Tracy Hayes: And the thing is to have, you know, what, what there's, there's no end game. In other words, do you have an unlimited amount of, uh, Uh, content that you can create. There's an unlimited amount of real estate. I can't be years and years and years before I could interview everyone who's licensed in real estate or even just the top, you know, uh, you know, uh, real producers in [01:13:00] all of florida.

Tracy Hayes: If I interviewed everyone who was a Jack's real producers or an Orlando real producers or someone that produces in that level. I would be doing podcasts for years. Uh, and then I'd have to go back to him and update, right? There's so many, so many different things. And I think this here, the hub, there's so much knowledge in the fact that you're crossing state lines and you're going nationally.

Tracy Hayes: There's an endless amount of content that you'll be spending adding on here. And there's always something new for someone to pick up. And, and I want to tell you, there's something to learn from listening to other states too. And, uh, I picked up something very early when I was, uh, uh, learning how to do a pod, before I even did the first episode.

Tracy Hayes: And I was listening to, um, Dustin Brome, uh, Massive Agent Podcast. He's out of Utah. Uh, he's now with Real. He used to be with EXP. He was interviewing this guy from Montana, this agent. Who did this video on buying real estate in Montana because all these Californians kept coming in so he said screw it I'm just gonna do a video and talk [01:14:00] about the bears talk about you know Having you need a plow and you don't have internet necessarily if you're buying this house out in the boonies, right?

Tracy Hayes: No, and he just went on how he blew up and how that change. And now he, he ended up writing a book cause he was already doing a blog. So he took the blogs and they made it into a book and now he's known as the expert in Montana. I'm in Florida. Dustin Brown's in Utah. That guy's in Montana. Could I not do what that guy in Montana did a hundred percent.

Tracy Hayes: Absolutely. And by listening, these cross the lines, you pick up little things 

Ant Stroud: like 

Tracy Hayes: this. 

Ant Stroud: Yeah, absolutely. And it's that, but it's mindset. And you know, the fact that I can create a company that will hopefully, Help my colleagues make income, right? You kind of want multiple different streams of income and we have so much knowledge.

Ant Stroud: Like how do we leverage that knowledge? 

Tracy Hayes: Mm hmm, 

Ant Stroud: you know, and I think that by creating agent from abundance and what I have planned for it. I think it's incredibly Powerful because it can go anywhere it can be for anyone and like you said you pick up what you want to pick up and You put down what you want to put down And [01:15:00] so when I, you know, Patty Ketchum, she's a founding investor in this company.

Ant Stroud: And I think that that speaks volumes, you know, that she believed in this company that I'm trying to create. 

Tracy Hayes: Get Patty's endorsement is Patty, I think is one of the most influential, if not the most influential person in Florida real estate. She's Miss Florida real estate in my mind. 

Ant Stroud: She's in a lot of people's minds.

Ant Stroud: She's absolutely rockin it. Because she shows grace at every turn and at every step. So we love our Patty Ketchum. Um, We 

Tracy Hayes: talked a little bit about our pack yesterday and, um, again. Another impasse here with this NAR lawsuit. We, I think, I personally think, and I'm not a real estate agent, but all agents right now should be pouring into, um, their, their local boards, the state, and into NAR because those people need, uh, not only just to know that someone's supporting them, but obviously there's some financial And you mentioned you're you just for 20 bucks.[01:16:00] 

Tracy Hayes: You're already on whatever level you mentioned it. But if you think about your business, um, and you want to influence, if you're really not, you're not going to put the time in, then you need to put some dollars in, in place of you physically in your time, because there's some people out there that are doing great things.

Tracy Hayes: And I think it's important. I'm going to try even more here with the podcast to try to grab, you know, people that are involved in some of these boards. And bring it out just as I had Mario on last week. Talk about what are they doing at the board? What is currently going on right and and because I think the average agent again doesn't realize what's going on At the board because they're just not there and they're not interacting with someone who is active at the board, right?

Ant Stroud: Yeah, there's there's definitely There are, there are people who, you know, not all 1. 5 million realtors can be involved at the level of what I am. And trust me, I'm going to, I'm barely at an entry level as well. Let's be real. I'm at entry level, right? Um, there are people who are so involved way, way above [01:17:00] me and then we need them, you know, but what we need to do is make sure we're representing for our industry.

Ant Stroud: And we're representing and showing up for the tools and the resources and the avenues that represent us And so I would really just challenge people um if they want to Be the subject matter expert if they want to be the industry leader for their consumers then they do need to find out, get involved.

Tracy Hayes: Would you, you know, I think you think about other organizations that we know and lobby and they're, they're obviously there daily at the, um, uh, legislative offices are of our representatives, you know, take the United auto workers, for example, we know building automobiles in here. It's, that's part of our economy.

Tracy Hayes: Everyone has to have a car. It's just our culture. We live distance. Most people have cars. You're buying, selling the, uh, jobs that are involved. And everything that has to do in putting a car together is so many that is [01:18:00] so similar to housing and everything that's involved in building a house. Uh, buying and selling houses, different, you know, all the aspects, all the things, whether, whether, you know, the people are buying furniture or buying appliances, there's all these other ancillary, uh, effects that housing has.

Tracy Hayes: And we've been, I think the real estate industry has been sleeping. Um, not completely out, but they haven't been challenged until this recent thing. But how are you doing your business? And they're coming in and obviously most real estate agents going, uh, how is transparency taking it off the MLS? How's that being transparent?

Tracy Hayes: And what are you talking about? Redlining people or guiding people there. I mean, there's, there's fraud in every business, but we don't have a problem here. We don't, there's not this rash of. fraudulent things going on because of all the regulations, especially on the lending side. I mean, we got, you know, we're after money laundering and [01:19:00] everything else, right?

Tracy Hayes: I was just telling you about a deal where we got to get these extra documents just to show, you know, this dollar, right? And, um, we've pleased ourselves very, very well, but now is the time to step up and actually go and be in front of these legislators, in my opinion, in my opinion, and actually. Say okay.

Tracy Hayes: Yeah, we were just been practicing and been doing this and it's always been negotiable But you know, it's no there's no stamp that says this that or the other thing But now you want to get the legislatures involved now and make some of these standard things that the the best practices Make them some legislative if you want to call it a law or guideline or whatever The legal terms are from the state level.

Tracy Hayes: So we're not so we're not Uh, we're not ripped off by these lawyers, which I think is all, it's all been a money grab. It's there's no one that has benefited other than the lawyer law firms that have taken these lawsuits. 

Ant Stroud: Absolutely. And you think about it, we talked about making change. We talked about leadership and all [01:20:00] that stuff, at least here in the state of Florida.

Ant Stroud: You know, I'm not too familiar with it on the national level, but we have key contacts, right? So what is a key contact? A key contact is a specific representative, a realtor who is charged with expressing the realtor issues, right? We're not Republicans. We're not Democrats. We're realtors. We have, we're realtors that what is the realtor issue?

Ant Stroud: And so we have these key contacts who are connected with us. So, you know, recently, um, back in may that the VA decided that they would temporarily. allowed buyers to potentially pay the commission should they need to do that right? which I, which I 

Tracy Hayes: disagree with the VA should have came back and said, no, we're not going to allow it figure it out.

Tracy Hayes: In my opinion, 

Ant Stroud: which is how we wanna fight that fight. But at the end of the day in the interim, who does that potentially hurt? True, right? Hundreds. So again, yes, we, as their advocates want to say fight, fight, fight. But at the end of the day, we need to. Get through, get through, get through, right? Right. So, but how does that change come about?

Ant Stroud: Do what most realtors don't know is that probably two [01:21:00] to three weeks prior to that decision being made was legislative meetings at DC. So all the key contacts go to DC and meet with their legislative representatives. So take for instance, our immediate past president, Diana Galavis. She has been The key contact for Congressman Rutherford here and in our area for several years now.

Ant Stroud: So when she went to DC and met with Congressman Rutherford, she took Mario with her, right? Because Mario is very familiar with the military issues because that's what he has done. He has 

Tracy Hayes: credibility in the area. 

Ant Stroud: Absolutely. So she knew that, right? Yep. Yep. So, yes, Diana Galavis is the subject matter expert when it comes to being the key contact for Congressman Rutherford.

Ant Stroud: But, again, she leveraged Mario's knowledge, so, again, she knew a lot, but together we know it all. So, she brought Mario with her. So, Mario had a conversation with Congressman Rutherford. Well, do you know what committee Congressman Rutherford sits on? He sits on about eight or nine or something like that.

Ant Stroud: One of those committees is Veteran Affairs. He sits on the Veteran Affairs Committee. So, when Mario's expressing this issue, uh, To congressman Rutherford who has a seat at the table on veteran [01:22:00] affairs. Now, congressman Rutherford is familiar with the issues that our buyers are experiencing. Our veteran buyers are experiencing, but it could 

Tracy Hayes: experience, but yes, I agree.

Tracy Hayes: Right. 

Ant Stroud: Could or will experience if we don't get something changed or on either side. Right. So you can't tell me that we don't affect change at a local level because that's how the conversation happened. Diana Galavis brought Mario to the table at the table sitting congressman Rutherford, congressman Rutherford sits on.

Ant Stroud: Um, um, veteran affairs committee and then he brings it to their attention and let alone two, two to three weeks later, this change happens immediately. So yes, realtors make a difference and they make a difference for our consumers, but again, we got to get involved. We got to understand how this process works, 

Tracy Hayes: right?

Tracy Hayes: And whether that was done right here at NIFAR or was done over in Tampa or the San Diego Board of Realtors, whatever they're called out there, uh, are, you gotta be contributing to RPAC in some shape or form, you know, throwing them a hundred dollars, I don't think is a big deal. We, you can make good money in this business [01:23:00] and, and, uh, you have to keep the industry moving forward and having, obviously, like, like you said, who is that going to hurt?

Tracy Hayes: It's going to hurt the veteran. It's going to hurt the veteran because he can't buy the house, which then hurts you. Right. So by keeping him moving forward now, hopefully, you know, brighter minds as I think as a smoke clears, hopefully we have a new administration and they come in with a different. you know, pro real estate agent attitude because I think the current administration is trying to get into our, into, into the real estate agent's business.

Tracy Hayes: I have ideas of what that motive is, but you know, nothing's fact, but they're not being positive towards it. I don't, I don't think, 

Ant Stroud: but we just need to remember we're advocates for our consumers, our colleagues, for ourselves and just get involved. 

Tracy Hayes: Yep. So you can be either, you can be a Mario and have the knowledge and credibility.

Tracy Hayes: Uh, or the president of Nefar did actually make that meeting happen, or you can help them financially and support them because they need money to travel up there and they need, you know, the influence [01:24:00] that they have on having those meetings with those people. 100 percent so please be donating to our packets.

Tracy Hayes: I think I think it's more important than ever right now, 

Ant Stroud: right? And it's not even in donating. It's investing you're investing in your profession. You're investing in Your consumers, uh advocacy 100 percent Anything 

Tracy Hayes: you'd like to add 

Ant Stroud: No, I mean, I, this was amazing. Like I said, one day, hopefully this will be my day job.

Ant Stroud: I'm loving this. I'm loving the setup. I feel real fancy right now. You know, I appreciate you and I appreciate the listeners of real estate excellence. And I hope that they learned something from me. Um, you know, because again, I don't know everything, but I know that. If I have connections, I can know a lot more.

Tracy Hayes: A hundred percent. Any agent listening. If you have quite, I mean, reach out to Ant. If Ant doesn't know the people he knows, he knows somebody that knows what you're probably looking for and probably could guide you in the right direction. And my call to action is please subscribe to my Instagram. Please subscribe.

Tracy Hayes: That's at real estate excellence, real estate excellence. Also in [01:25:00] YouTube where these, these videos are there as well as my short film, videos, cuts from the show. Uh, please feel free to share them. Uh, but please subscribe and then subscribe on Apple or Spotify or whatever platform you're listening on. So you're getting every new show.

Tracy Hayes: So that's my call to action for everyone. I appreciate you, aunt. Thanks. Thank you