Blair Owen: Top Real Estate Agent One Relationship At A Time

REE#173

Tracy Hayes: [00:00:00] Hey, welcome back to the real estate excellence podcast today. I have that agent. I think many of you can relate to. She has worked hard these past few years alongside another successful agent, learning the business. She's put nearly 15 years in corporate America with companies like Pepsi and Marriott before becoming an agent and 23, she served 32 families with a volume of over 14 million.

Tracy Hayes: Let's welcome the superstar. from Anchored Real Estate Group, Blair Owen, to the show. Thank you for having me. Blair, thanks for coming down. I, going through your resume there of LinkedIn, and I think there's going to be a lot of agents that can relate to you. Just that have come from, working in corporate America, whatever it is, and then making that jump over.

Tracy Hayes: I'm really interested and learning. what you took from there and brought it to real estate. And then obviously something, as everyone, we had probably, you probably had some trials and tribulations, some stresses, and we'll talk about that, but always want to kick off the show. Tell me a little about where you're from.

Blair Owen: So, I am born and [00:01:00] raised in Hilton head, South Carolina and spent the first 16 years of my life there. And it was wonderful. And, just being. And that environment and then my parents decided to go on the mission field when I was 16 and we went over to East Asia and to Indonesia and I finished my last two years of high school over there.

Blair Owen: So it was quite a culture shock and wonderful experience that I wouldn't trade for anything. Yeah.

Tracy Hayes: Hilton head to Indonesia. Yeah, that would be quite a difference. I can imagine just the well, you, we go to, go to Hilton Head today, but it's not Hilton Head from 20 years ago. Hilton Head 20 years ago, probably my, it was probably like when I went to Cape Cod when I was in the, in the late seventies and, Cape Cod wasn't the, the big resort, although it's never become the resort and Hilton Head's protected like Cape Cod is.

Tracy Hayes: You don't, they don't have the huge hotels all along the beach, like say Daytona or something like that. Lots of zoning laws. Lots of zoning laws. Lots of zoning laws. things have to be, you can't find anything because the signs are behind trees. [00:02:00] Yeah, definitely. You need GPS. But what? What? What? Tell us just a little bit about what you learned about being over there, especially as a young person.

Tracy Hayes: But the culture, I mean, just the experience

Blair Owen: now. It was I mean, it's been such a while, and I've still kept in contact with people over there, but I mean, it really was, I went to an international school with, students that were both, had parents in the mission field, or they were pilots, or also international business, so, it was great, getting to know a lot of them, the students, they, a lot of them have been there for years, so that was really, nice, too, that they'd take me under their wing, and, go camping, or hiking in waterfalls, or You know spearing lobsters.

Blair Owen: I mean, it was just really neat. Also, malaria was real like then and still is I mean you're taking your like medicine and making sure and then you see mosquito and you're like No, it was awesome, but it's just it's funny to me to think that my senior year of high school I was riding a Vespa to school.

Blair Owen: Like that's what I [00:03:00] you know motorbikes and stuff like that So it was really neat the people Indonesian people are wonderful. I mean Indonesia is made up of Thousands, hundreds, thousands of islands. And it's just so kind and nice. Were you in a

Tracy Hayes: more rural area or because there's some big cities?

Blair Owen: Yes, I wasn't in Jakarta.

Blair Owen: I was in like Bondoon, which is on Java. And then we moved to Erie and Jaya, which is like Papua now. But no, it was, more villages. My dad's a veterinarian, retired, but had a practice in Hillhead and went over there. We would be in school, but he'd fly into like these villages and help with, the livestock and stuff because that's their, money.

Blair Owen: That's their income. That's their way of life.

Tracy Hayes: They might have that just that one cow or whatever.

Blair Owen: Yeah. Yeah. So it was, two years over there and just a really great time and to get a view of others, going from Hilton Ed to, Indonesia was just really eye opening and, seeing, Great.

Blair Owen: The culture. Gratitude. Gratitude. Yeah. And happiness and culture and, and everything.

Tracy Hayes: I, I wish, unfortunately, I think the schools have gotten away from it. [00:04:00] There was opportunities that I had when I was in high school and I've told it on the show, I went to Sweden, played basketball. I was going to go to Egypt, but then, Like studying abroad.

Tracy Hayes: You got to go back to the early eighties when the Egyptian Airbus was, had a bomb go off and then my mom said, no, we're canceling that. But we had opportunities to go abroad. I think more regularly than the high school kids do today. Mm hmm. Sure. Opportunities, my sister went on a German exchange.

Tracy Hayes: I, I just think learning gives you more respect for what you have here, but obviously learning why people think the way they think, because this is the way they brought up, and this is how their culture works, and, and so forth I just find that it's just fascinating. Yeah. And an experience that everyone should have.

Tracy Hayes: So, You graduate, your parents come back or they

Blair Owen: did. They did come back when I came back, still doing some of that work. But I'm, I'm the second of five siblings. My younger sister, needed some, more help that we couldn't get over there. So they came back as well. And I came back to South Carolina.

Blair Owen: So you go to Coastal Carolina. I go to Coastal Carolina.

Tracy Hayes: [00:05:00] Chanticleers. What is the vision of Blair and her career? Or is she like a lot of college students? They don't even have an idea what they want to do.

Blair Owen: Yeah, so it changed before I left. So it started business. And I thought international business.

Blair Owen: I have a lot of friends overseas. That's what their parents did. I found it, really. And then I did business, kind of got more economics, got a little bit and then went over to, do I want to, be a lobbyist or be, an attorney? So ended up going into the political science, English and getting two bachelors in that and then getting out and still like, what am I going to do?

Blair Owen: So, I mean, yeah, I really do appreciate the people who take time between, I mean, it's even hard when you take time and then getting back in, but. Yeah, there's routes for everybody. If you go or not, I have siblings who haven't, didn't go and very successful go. I mean, just kind of where you are in your state.

Blair Owen: So,

Tracy Hayes: right. So you, you do you look at your resume, but I wanted to key on a couple of things because working for a corporation like Pepsi, working [00:06:00] for Marriott, they do a lot of intense, whether it's customer service training, management training, they're high intensity into that.

Tracy Hayes: What are some of those things that, looking back now, resonate with you? And actually, I think you finished with a pharmaceutical company, if I'm not mistaken, that before you, right before you got into real estate. I

Blair Owen: did. I worked with pharmaceuticals. So you're correct. Marriott Pepsi, they will send you off to, they will ship you off to sales training.

Blair Owen: So there you go. And that's very intense. And it's. I mean, I also like to learn, but at the same time, it's just going through plans, always working things, work, collaborating with others. It was just it really, it felt like a family unit to your, your sales manager. So I got into sales and both those companies have, been at it at a long time and put a lot, invest a lot in it.

Blair Owen: So it was nice to. to have that, towards the end, with Marriott and both with, private property, luxury property, historic. We I did work the pharmaceutical and medical [00:07:00] market. So I, worked with pharmaceutical companies that did these big meetings. But they're consistently training.

Blair Owen: Yeah, they're, yeah. Oh, constantly. Yeah. And you have to know all their different rules too. Very similar when laws change around here. Right. So, well, you can serve a, this and that. And so I just, I contracted these. Meetings with thousands of people and Mm-Hmm, how many, stuff like that.

Blair Owen: And then I didn't do all the small details or actually implement the meetings, but I was involved in the sales side having, these, uh, pharmaceutical medical companies come show them, what we could offer. And then kind of building a program around what their needs were. Okay. '

Tracy Hayes: cause we're gonna go back to this as I go through my progression here of some of the things that you drew outta there that you actually is instilled in you.

Tracy Hayes: Do you.

Tracy Hayes: So we're going to get there because what, what happens, you're, you're working in pharmaceuticals, what happens and brings you into real estate? How'd you get introduced to that?

Blair Owen: Oh, that, so I I had always thought about real estate. I had been told by, different people, a friend of mine's [00:08:00] father's been 40 years.

Blair Owen: My parents were there for 40 years and still, and I was just, I had thought about it in sales, but it just never came back and I was excelling in sales. So I was like, this is the direction. And I was actually getting on a plane to March of 2020 to go to New York for the medical conference like as a, representing Marriott.

Blair Owen: And they, I think at the time it was like the three cases had just been announced in New York. So my boss was like, well, do you want to go or should we do this or not? I ended up not going, but I mean, whatever, I mean, then we know what all happened, but at the same time, it's like, that's when my entire Market my career because I was planning these meetings and these meetings are very expensive to put on it So it's they're big investments for these companies and it just kind of halted.

Blair Owen: Yeah, because people weren't meeting Well, you're not getting thousands of people together. So that's you know, that

Tracy Hayes: was your job at the firm So we're going out and doing what the typical pharmaceutical salesperson we vision going out and talking to doctors Yeah, I was

Blair Owen: with people at the time. I was actually speaking to their [00:09:00] like director of meetings So, I mean I wasn't really with doctors or something.

Blair Owen: I wasn't working with Who was putting on these huge events, and they have several a year. These big trainings, like I would go to those thousand people trainings for Marriott. These were those thousand training meetings for their sales reps

Tracy Hayes: and stuff like that. So a little bit of event planning involved?

Tracy Hayes: More the

Blair Owen: contracting side. Organizing logistics? The logistics. The contracting and all that. And then you would be passed over to like a meeting specialist or something like that. Right, right. So.

Tracy Hayes: So you're there, I mean, they start laying people off or what, what happens that you go, Hey, I got to change. I got to change ships

Blair Owen: here.

Blair Owen: We were fortunate in our, so first we were very busy moving these meetings because a lot of, investments are involved. If we went to another year, another month, we don't know how long this, pandemic's going to be, how long people aren't gonna be meeting. And this is very early on. So, we were at that and then, hotel business starts going down and it's.

Blair Owen: So, the company I was with at the time, I wasn't with Marriott, I was with a private [00:10:00] hotel, a luxury property, and we, they were, the family was fantastic, who owns the property, so they did keep our management, but we shifted, we had to adapt, so. All of a sudden I was doing reservations and I went for other things because that's on the phone I was a barista for the people that was there like working the coffee shops learning how to work in a very fancy expresso machine All sorts of things so they really wanted to keep us they understood one to keep the best people They wanted to keep us they really you know, and we had you know, I'm a sole income provider So it was just one of those things that they really put effort into trying to keep everyone, but at the same time, they're not making, the, income as well.

Blair Owen: So they did keep us, but that's kind of when I decided, I had thoughts of moving down here. I have family down here. It had been something I wanted to do. I didn't know when it would be, but COVID really pushed that plunge to. Let's look at, let's change directions. What do we want to do, because this [00:11:00] isn't happening right now.

Blair Owen: Right.

Tracy Hayes: Let's see. So, so, so that throws in another thing, so that includes a move to here. Yes. So it's back to the original question. What, who, what happens? So you had some dreams of real estate possibility, friend of your father's talking to you, real estate. What, what should get you make that jump now and move to Jacksonville

Blair Owen: at the same time?

Blair Owen: Yeah. So my sister and her family her husband and two kids lived here and I'm very close to them and close to my niece and nephew. I had looked at some jobs down here, even, with Marriott in the years before 2020. But then she called me and she said, I have this amazing altar and my discipleship group who's, we're moving, we're selling our house, we're buying a house and I've been talking to her and I think you should meet her.

Blair Owen: And so, and kind of discuss if this is a direction you would want to go into. I assume this is Allison. Yeah,

Tracy Hayes: this is Allison Chance.

Blair Owen: Okay. Yeah. I was coming down to this, I, I spent all my time when I wasn't working, free [00:12:00] time, seeing friends are coming down here. So we made that when my sister was in contract on her house at the time.

Blair Owen: It was September 2020. I got to meet with Alison and we just kind of discuss things. And, I mean, I hadn't gone to real estate school or anything before. So I was just, Thinking about it praying about it wanted to see the direction So this is

Tracy Hayes: this is really interesting from the standpoint because one of the topics I like to talk about a lot Is how you know, how does someone transition into or how just get introduced to real estate because I don't think Although I've met some people that went and got their real estate license while they were in college.

Tracy Hayes: At 18, 19 years old, got their license, but most their real estate is not like something I'm 15, 16 years old. They want to be fighter pilots and firemen. No, you're no, no one's going, Hey, I want to be a real estate agent. That's just like not the thing that they put up there, but. The conversation now that you have with Allison, so I'm really curious there because obviously she's been in the business for [00:13:00] years She's great at it She's moved around.

Tracy Hayes: She's done it in different markets You now are having this conversation. How does that conversation go? Well, how does Allison? Does she really paint the true picture of real estate? yes for you

Blair Owen: and she did and I had I was able to get it because I I was a sales manager for a big company and part of our job was to, people think, Oh, you just take people out to lunch and you just do this and that and wanted and send them gifts and stuff like that.

Blair Owen: Yeah. So the, even in the business world, like, but there's so much work that goes into it. So she really did like, it's not, it's, it's wonderful. I enjoy it, but at the same time, it's not just celebrating at the closing table and everything that goes into that. And then. All the pieces of, getting business and being knowledgeable and really being, showing your value and being an advisor.

Blair Owen: Yeah. Because

Tracy Hayes: I don't think people realize, especially the corporate America people that basically at 5 o'clock they put their coat on and go home. Mm hmm. [00:14:00] They don't realize that real estate agents and mortgage loan officers as well, I say this often we live. What we do is someone calls us at three o'clock in the afternoon or seven o'clock on a Saturday evening We we've got to pick up the phone We can't we don't push it off because they're gonna call somebody

Blair Owen: else true and I'd always been that person to you In the sales side just because I was in sales not an operation.

Blair Owen: So when I leave the building, it's not over I'm dealing with trying to bring in sales, having goals, having people, contract with us. So it was, I've always like had that accessibility to say with my clients. So that

Tracy Hayes: transition was easy because you just, you became part of your business and it's part of your lifestyle and it's 24 seven.

Tracy Hayes: So, how important was it, do you think just reflecting back on September of 2020, right? It's what we're talking about right now. The fact that your sister introduced you to what we know today as Allison Chance, who is a top producer. She's, she's [00:15:00] successful. To have her as a partner, mentor, whatever you want.

Tracy Hayes: To getting you kicked off because obviously you start a relationship with her at that point and she helps you through because, as I said, pre show, I like to reach out to the new agents that are out there. Some of mayor being licensing right now are taking the licensing course right now and so forth.

Tracy Hayes: They don't have a broker. How important it is to reach out to you. To an agent today to reach out to an Alice in Chance or the many other greats that have obviously been on the show. So, how important, how it's changed, how you think it's changed your trajectory and your learning curve really to get where you're at today.

Tracy Hayes: Yeah.

Blair Owen: I mean, it's very important. I mean, at the same time, you need to understand, I was going from, I've never been a full commission job in my life, sole income, so it was making sure it was the right decision for her, really understanding what goes into it, the beginning hustle, understanding that you're not going to go out there your first month, two months, whenever, and, be able to [00:16:00] I mean, you just hustle and really taking it as it comes and learning a new market, like learning Jacksonville, learning real estate, going to real estate school, going to, learning the Jacksonville and surrounding areas market.

Blair Owen: I mean, it's, everything was a change, it was a 100 percent shift in direction, but just the, her believing in me, encouraging me, taking the time to really consider it, like put it all on paper and look at it, like is what, it's a service industry as well. You're providing a service and you really have to come to it that way.

Blair Owen: But, get to the point where you're advising and helping others and, really bringing benefit and value to them.

Tracy Hayes: I think a lot of non people in the industry downplay the fact that you are, you're, you are your own business. You are wearing anchored. real estate groups, Jersey. But in reality, you are, you're, you're self employed LLC.

Tracy Hayes: You're all out. Yeah. You're calculating that you're, you're having to pay for your own insurance. There's no HR department. [00:17:00] You're that too, right? You take care of all those things. And they kind of downplay. That part of it even for a single agent or obviously if you grow into a team and you're now you're managing people, now you're managing a bunch of self employed people because everybody, there's no one other than maybe a transaction coordinator or assistant or something that might have a salary, right?

Tracy Hayes: I think that, I think that's downplayed a lot. So what are some of the things do you think, looking again, looking back cause I think, I think every, we know 80 percent of the agents never renew. Right. Life is good for two years. You got to take your seed credits and renew. Most of them don't make that 80 percent gone.

Tracy Hayes: We know the stat came out, it was posted on social media. I think NAR put it out there. 49 percent of the agents I was, didn't sell a home or sold one home or less last year. Right. 49 percent of the, and I think, I don't know, was there 11, 12, 000 agents and just in the Jacksonville area?

Tracy Hayes: Yeah, I'm not sure today. Yeah, that's what I, that it's up. It's in the 10, 000 plus or whatever. Yeah, it might be Yeah, a lot of people have [00:18:00] rolled out, because of market conditions, but where you've been become successful Tell us a few of those tips that, that resonated with you that Allison gave you early on that is, is kind of a foundation in your business today.

Blair Owen: Okay. So initially, so I took school like online COVID. I mean, did it while I was still up in, the Memphis area and came down here, did, the state exam and stuff, but really hit the ground running as far as writing with her. So first I was just like, I wanted to shadow for a couple weeks.

Blair Owen: I, in my sales with both, the two core big corporate companies I'd work with, that was big and highlighted there too. So what do you do on a daily activity? Being in the car, being with clients, all those things. And it was nice to have someone, really take you in to do that. So, to really see how it is.

Blair Owen: So that, I mean, not a day or two, but I mean like two weeks, three weeks, right around. Also just, learning the area, taking that extra time. As well as, I started off with working [00:19:00] with renters, and I have a lot of success with that still work. With them on the buying and selling side now, which has just come full circle, but you know, learning the market and just giving yourself grace in the beginning as well as, you're not going to know everything, but you can find out.

Blair Owen: And being authentic, being, humble, but being a hustler and then having that background of knowing that, in sales, it's really, a lot of it is, Determination and perseverance, but at the same time knowing your market and knowing your story. How many

Tracy Hayes: times did you want to I mean?

Tracy Hayes: I think everyone goes who's like am I doing the right thing? Yeah,

Blair Owen: of course and then more like but I've always like worked and I've had that work ethic So it was like if this doesn't you know, I knew I trusted the people that I was with I had great coach mentor, people to look at but at the same time If the bills aren't getting paid, I can pick something up.

Blair Owen: I mean, I have this background, but I also, like, I've got no problem, jumping behind something and doing it, or if I had to pick something else up. So I was like, I'm going to make it, like, whatever it is. Hopefully it's in [00:20:00] real estate. We'll see how this is. I've been blessed, and I truly enjoy it.

Blair Owen: And just Just seeing how it transpires, but yeah.

Tracy Hayes: So if I followed, rode around with Allison for a few days today, and then I went and rode around with you, what would be the exact, some of the things that you do exactly what she does?

Blair Owen: Stopping by and seeing people, making sure that you're taking advantage of each moment, as far as with scheduling your day out.

Blair Owen: If it's, you have a little bit of time between something, doing that. Not calling back, or someone who's got a question, answering questions from others. Just kind of checking in with your vendors. If it's, inspector or insurance provider or your lender, just constantly being in contact and the responsiveness, like it was never, which I thought was great.

Blair Owen: And in real estate, you really do need to do this. When that phone rings and through the car. So, I mean, it's, hitting the talk and How can I help you? Yeah,

Tracy Hayes: well, I mean, I think in a lot of sales everywhere People will say almost almost like the number one thing is, [00:21:00] Yeah, I was really surprised cuz he picked up the phone.

Tracy Hayes: Yes

Blair Owen: And then I just really looking at all the Resources we have here if it's a class at landmark if it's a class wherever it is or contract class There's one going on. It starts at 11 today It's just looking at them the week before month before and putting them in those slots I mean sometimes you're not going to be able to do everything but just staying up in education and Just really filling your day because we do manage ourselves.

Blair Owen: So having that discipline

Tracy Hayes: that's so You know, we can go back and the word is relationships and I, I like that, because I, I, I'm reading through it because it seems Allison understood, I don't know how many years at that point, what she, she's been doing over a decade, right? So I forget when she originally started, but,

Tracy Hayes: It's all about relationships and taking that time. Like you're saying in the course of the day, like, you're going to leave here and whatever your next appointment is, maybe you have 30 minutes or there's a 30 minute drive to [00:22:00] wherever you're going. You're, you're getting on the phone and making a couple of calls and touching a couple of people, whether it's a past client and wishing him happy birthday or.

Tracy Hayes: Whatever it is, you're utilizing every minute of the day so that since you can check out hopefully at four or five o'clock if you don't have a showing or something in the evening or something like that, because you've no used every minute of the day. You feel you've got stuff accomplished because I think the one thing place that where a lot of agents fall short, and I can say this because I've talked to so many in this atmosphere here in digging details, the top ones will tell you There's a EXP group.

Tracy Hayes: They talk about, how many, how many conversations you have today DJ and Lindsay group, they're known for the successful volume that they've had. They talk about having I think it's 10 or 20 conversations a day, conversations with people, obviously, not just saying hi or leaving them a voicemail, but actually talking to people connecting, connecting and whether it is your vendors.

Tracy Hayes: with a [00:23:00] loan officer, your insurance, right? We'll talk about that later. How insurance has become a big factor in our business now in Florida and how we need to fight through that. But just utilizing that time to build relationships with everybody. And now you're on, you're in front of the game, you're on top of your game.

Tracy Hayes: So when you do talk to a client, you kind of know everything that's going on. Cause you've talked to everyone, got all their feedback. You're staying engaged in your business.

Blair Owen: Yes, it's very important to be in contact with every party. I mean, agents on both sides too, but just really knowing what's going on to get ahead of, if anything arises, to be able to get ahead of it.

Blair Owen: But at the same time, just in building those relationships, again, I'm in a new place, I'm in a new area. I don't, I have family here and I've got, some friends and, a church family. But at the same time, just really getting out there and connecting.

Tracy Hayes: I, I think and I think you'd agree, I, I just want to reiterate that to people who are listening, especially agents who are on, who may be struggling, or maybe a new agent, the ride along that you did with Allison is priceless.[00:24:00]

Tracy Hayes: I don't think enough agents do that initially. Go out, what's the business like? Can I go around and ride with you this week? And, and see how you run your business, how you structure your day, how you're interacting and so forth. I think more agents it's funny, appraisers need to do all this sort of apprenticeship type of stuff.

Tracy Hayes: But real estate agents are just, yeah, go take your license, you got a license now. Feed them to the wolves. Yeah. Yeah. Exactly. Tell us because everyone goes through some struggles, like we said, you question. Are we doing the right thing? Is this for me? That kind of thing. What are, what are, some experiences?

Tracy Hayes: And I put first year, but I'm not even, I'm going to just open it up to the last three and a half years you've been in the business. Just what are some challenges that you've had and you had to, whether you got with Alison or got with the broker you were with or whatever, or you yourself overcame, but struggles that, a lot of agents see.

Tracy Hayes: And if you're a new agent coming in, you got to realize you're, Probably going to run into this situation, just

Blair Owen: struggles. [00:25:00] So, I mean, thankfully, again, I'm on a team. So I do have, some business coming to me, which is wonderful. And then, a lot of people who come in looking, thinking they rent, not understanding that they do could have the possibility.

Blair Owen: We work with a lot of, VA and a lot of military here. So it was just a more recent or the beginning of this past year struggle would be. A family moving to the area from Minnesota and, military and what they like, do you want to expand their family versus what they could afford at the time and just different things.

Blair Owen: So, just really thinking outside the box rates had soared and but I'd heard this, like, the assumable mortgage, like, assumable mortgage. So, I really, like, Took that extra step and although we have MLS set up like let me see Look into each listing which one was bought recently because you know make that difference At the closing table who's got a move who got orders that they unbeknownst to them, you know They're gonna be here for two three years.

Blair Owen: It's been a year. They're moving somewhere We're [00:26:00] just to see if there was any, avenues with that. So that's a challenge that I recently went through was You know, a VA assumable mortgage. It worked out. It was great both parties, but again having everyone involved. But you had a VA assumable?

Tracy Hayes: Yes.

Tracy Hayes: Oh, okay. We'll talk

Blair Owen: about that. Yeah, so it was having both agents on board, having, lender is not local. I work with a lot of local lenders, so I know them, but this is not because I'm assuming a mortgage. So, plus working with a family who wasn't even in the area yet. So it's just all of those things, but just trying to work within somebody's means, be it what it is.

Blair Owen: I mean, and if you're, talking about like getting leads and stuff. It's just, getting out there, referrals, making yourself known, just talking to your renters because they don't want to rent forever. I mean, there's a reason to rent, right? And there's, what's next. The

Tracy Hayes: analogy I'm thinking in my, in my head is you go into the toy store and you see a puzzle and it says it has 10 pieces to it.

Tracy Hayes: And you're like, Oh, that's easy. No problem. We can handle that. And you open the box and there's a thousand pieces. Right.

Blair Owen: The two zeros got knocked out. Yeah, [00:27:00] exactly.

Tracy Hayes: Somehow, somehow, but that's, no, that's a puzzle. Yeah. When you start the challenges we have today because of inventory, price point, interest rates rise, the targets are always moving and not realizing.

Tracy Hayes: I think a lot of people don't realize. Yeah, because the interest rates rose this much, the buying power of this customer just went down 100, 000, but in this market to find a house at that price point. That's big enough in the right area. They want to be in whatever. There's so many moving parts of a real estate transaction.

Tracy Hayes: And at times it's easy at times right now, even loans putting them together because we are dealing with these similar situations, getting the debt ratio, getting them in the right home for the price point. Now, as we mentioned, insurance coming of a factor and people getting approved because It could change the payment by a few hundred dollars a month that type of thing.

Tracy Hayes: So yeah, I totally totally can [00:28:00] understand. I want to tap on, you just said it I said we're going to talk about it in a second because I didn't want to interrupt you. Assumable. Assumable. Yes. Tell us about the VA Assumable that you work with. So you have couples coming from Minnesota. There's a veteran here with a VA loan.

Blair Owen: Purchased their house. 13, 14 months ago and gets orders to be somewhere else. Move again. Yeah, move again.

Tracy Hayes: What kind of equity does he have in his home now in 13, 14 months? Does he have any yet?

Blair Owen: I mean, little. So that's why it worked. I mean, thankfully my, military heroes had a little bit of savings, but that's the thing too.

Blair Owen: A lot of people see this, Oh, it's an insulable mortgage at 2. 5 or, and I'm like, well, do you have, cause that's a challenge to, get the, you got to make up the difference, right? So I don't, if you have someone who has that, you let me know. We'll talk about that later, but I don't have that. So I'm like, yeah, it's a very attractive, obviously with rates at this time, six and a half, seven, whatever, [00:29:00] but it's they had the funds, they had very little, they are, they, they owed a lot left on the phone.

Blair Owen: There's a lot of, left on the mortgage balance. So in this case it did work. Did have the difference, but just really explaining to the parties you have to have the time because it's not a 30 day close, not the one that I experienced. It's, I felt even confident with us getting it within, 60 days, but I've heard in no other agents in the area that it's taken, longer and extensions and this and that.

Blair Owen: Everything having to be paid up to the day of. So I mean, if you get extended into another month that, mortgage payment is, is on the buyer, buy the buyer needs to keep making the On the seller? Yeah. The seller. Yeah. The person who owns on the homeowner. So at the same time they're thinking, so then that's a conversation too.

Blair Owen: Ugh. You're gonna. This is gonna be unbeknownst because it's that communication with Mm-Hmm. the lender who ha is holding the mortgage and it's almost the service, almost daily

Tracy Hayes: servicer you wanna do, because a lot of lenders, we, shipped their loans

Blair Owen: off to the large service and it's been sold off like within a week.

Blair Owen: Yeah. So it's

Tracy Hayes: gone. Yeah. Yeah, it's gone. The servicers got it. So you gotta contact the servicer and their service department. Do you remember who the servicer was? Maybe we call out. 'cause it sounds like [00:30:00] they did a reasonably good job to get it done.

Blair Owen: Yeah excuse my dyslexia. Is it MT Bank or TMNT? Yeah, M& T.

Blair Owen: That's exactly who it was. So, that's who it was. And then that gets passed to different people because they don't do that all the time. So, who actually has it, but we had them and it. We worked it out and just working we were we're

Tracy Hayes: definitely in the VA assumables because they're it's a white elephant Because if they have a lot of equity someone's got to make up the difference.

Tracy Hayes: I know, Elaine Morgan We've talked about it on the show like hey we wish VA would create this second mortgage to fill the difference. It would really put the veterans in a really good spot to assume that 3 percent mortgage or whatever it is that's out there. You work

Blair Owen: on that.

Blair Owen: Yeah. I mean. That'd be awesome. Yeah. It's, it's, it is. It's a challenge, but.

Tracy Hayes: So there's again moving pieces, but you got it done and that's a that's the first story I've imagined. It's going on, but it is rare. It is rare because their equity of the homes have gone up. Even in 13, 14 months, [00:31:00] they've, they've gone up in areas more so than the typical person has for a down payment.

Tracy Hayes: Yeah.

Blair Owen: And I even spoke to someone about it last night working into another deal, but it is still out there. I mean, finding it, but then again, these rates that were that low, I mean, the rate that we moved over this year was, two and a half. Yeah. That was a fantastic, but the right, it's gotta be the right situation.

Blair Owen: I mean, how much equity is left? What, what's the difference? All of those things. Do they have it? A lot of the times, our military heroes aren't Sitting on that but I mean a family or anything, but it's just you know, what it was a success story. It's great What's I also like is when people bring it to me or other agents ask me or clients I'm like I've done it so I experienced it.

Blair Owen: Yeah, but it's you know, long term goal What's the end result two or three

Tracy Hayes: important points one? How long it's gonna take because you're at the whim of that servicer to process that and approve it And so forth. Any, what else did you learn from that experience that you would, that you share with others [00:32:00] when you, because you have experienced it, that you'd let them know, like, Hey, this is, you

Blair Owen: know, Yeah.

Blair Owen: I mean, full transparency. It's just, I represented the buyer. So it's a lot, it's different. It's, it's, Hey, Christmas, it's a little bit, more challenging on the seller side, as far as if it, gets delayed or there's extensions that are done. But I mean that it's doable and it's really what I learned communication with the lender.

Blair Owen: Being on it and just you know the facts and you know Taking the emotion out of it and just be like in the big picture like this is

Tracy Hayes: Squeaky wheel gets to Greece and regular communication, and then reaching the well The service are reaching out to them, regularly like, Hey, where are we at?

Tracy Hayes: Where are we at that, and having, it's like anything, getting anything that has a process to go on in the back, like making sure you're calling up and that you have that one point of contact that hopefully is watching that file and getting it through. But then it moves

Blair Owen: because someone goes on vacation, which everyone deserves, life balance, but [00:33:00] it's like, Oh.

Tracy Hayes: And people don't realize yeah, I'm going on vacation. So this file is not going to move, even though you guys are trying to buy that house over there. It's going to be

Blair Owen: another week. It's the 28th. Now someone needs to pay this mortgage.

Tracy Hayes: Yeah. Did you feel the, your clients, the seller in this case, do you feel that the, you were the buyer?

Tracy Hayes: Okay. I thought you said that. Okay. So, that the sellers were willing to, Wait the out to allow the assumable because I imagine they probably could have got a full offer from someone else and not assumed the current loan But they waited to help out the other

Blair Owen: veteran They did and they were both in that helps to I mean we know that our military community Supports each other and that's really wonderful to to see that and we have such a large they have such a large impact in this area It's just, again, that relationship with that other agent.

Blair Owen: I didn't know that agent prior to working again. Like I'm, I consider myself relatively, newer to the market. Mm-Hmm. A lot of people here. I'm not from here, but it's, you're at the Jacks

Tracy Hayes: real producers all the time. You know everybody.

Blair Owen: Yeah, I [00:34:00] do. Yeah. I'm learning them that Absolutely. And it's wonderful and I like that.

Blair Owen: I like that, working together and just supporting one another. It's just been, I think it's a blessing truly, especially, in this pond, but that's a hard conversation. So that was a hard conversation that that agent, agent, I had it, it's going to be delayed.

Blair Owen: Nothing of us are, my buyers were on time, overly on time, things get dropped, things get missed, there's, it's not pointing fingers here, but having that conversation together is going to have to be another, mortgage paid. And again, we're working with. So, just how we can navigate through those waters but at the end of the day, I believe it was a success for both Thankfully I what we weren't in the market started with there's like 12 offers on the table I mean, no one's gonna take to be like assumable mortgage, but I had thrown it out there prior to sending the offers To have the conversation because I had you know looked and seen what?

Blair Owen: Well, the business, what was going on where, I, and I can do a little bit of math, how much is really the difference gonna be. So just initiating that conversation, [00:35:00] how

Tracy Hayes: big, I mean, it was probably several hundred dollars a month easily, the difference in payment that they took current rates versus

Blair Owen: that.

Blair Owen: Oh, that was huge. But just the difference of what we're gonna have to bring to the table, at the closing table with the buyers are going to have to bring tables, what's the payoff is versus, oh, what was the different? I mean, yeah, You Yeah, I mean, yeah, 700. I mean, it's over eight. Yeah.

Tracy Hayes: Yeah. Big, big great story. You had a great 23. I assume it was 23 better than 22. 23

Blair Owen: was better than 22. Okay.

Tracy Hayes: Yes. So you've gradually gotten over time. Tell us some of the things that you've, where your business is at. I think, I think we're any, anyone who's good at what they do are constantly tweaking it.

Tracy Hayes: What can I do better? Looking back at 23, but what do you think? You started in the fall of 20.

Blair Owen: Right? Mm hmm. September 20th. Yeah. I mean, that's Before

Tracy Hayes: you Licensed. Yeah. So, you had all You had 21 and 22. What What do you think when you If you look back and say [00:36:00] You What is What is the things that you learned in being with Allison and things you started doing that really helped you just where a lot of people had problems in 23, I think a lot of the top people had great 23s, but I think it just separated the difference between the the, the not so great and the great what are, what do you think are some practices that you're doing today that, Basically learn those first 24 months to make your the next 12 months Which was 2023 so great.

Tracy Hayes: What were some of the things that you put together?

Blair Owen: so You know starting and not having like a book of business so, you know working the people for the first time working with people who are looking to rent and end up buying. And then now I've done several transactions with them, three with someone or someone moves here, working with them and their family, their parents move from California and their brother moves from California.

Blair Owen: And then they want to expand and have a larger home. So the representing [00:37:00] both the, buyer and seller side on that, but working with With people who aren't sure where they're gonna be but just taking anything like in the beginning So like just and still like, really having that conversation with the person.

Blair Owen: I can't believe you

Tracy Hayes: turned down business There's probably some clients you wish you turned

Blair Owen: Seeing if you can help them because not only that you get to be that the right fit as well So I mean and I you know The learning experience, but, to continue to succeed. I mean, I feel blessed. I feel like we have a great, core of, clients as well as, work with the military and then, working with, invest investors,

Tracy Hayes: break this down a little bit, help you out.

Tracy Hayes: There's things that you're doing you probably don't even you may not even realize you're doing because whether Allison just said this is how we do it And you just do it, but there must have been a tipping point. We're all of a sudden Yo, your phone's ringing more From well, I'll ask I'll break it down for this one in 23 What where were your clients coming from?

Tracy Hayes: Were they coming from, lead [00:38:00] buys or are they coming from referrals? We're how did how did if you broke down your 32 clients in 23? Where where were a lot

Blair Owen: of them coming from a mixture? Yeah, so some note lead buys, You know social media as far as we're moving to the area PC s reach out to this person.

Blair Owen: I mean, having that present, Allison, if I've got, getting them that way. Family and friends, some from, California, New York, but all those areas. And then I think maybe even five of those were people I'd already helped. Who? My dad's moving here, my brother's moving here.

Blair Owen: Mm-Hmm. or we've, we've rented a house from you. Mm-Hmm. now we want to buy. So, I mean, it's really, you know a mixture, but again, just keeping up with people and you know having client events we do done goat yoga There's a lot of great creativity Yeah And it might not be like my wheelhouse all the time But that's why you just surround yourself with people that it is and so [00:39:00] that's been helpful But you know just going to events and stuff like that but just in reaching out to your sphere and like asking them or I Let's, let's break

Tracy Hayes: that down because I think, we're always out there trying to conquer the new territory, right?

Tracy Hayes: The new customer that we haven't, whether we're Doing lead buys to get the phone call and try to break to a new customer when it's so beautiful when all of a sudden you get that call and says, Oh, my father's moving into the area. He's going to be calling you or call him or whatever. And you're like, Oh man, one that just came out of an era, a place where you weren't it's there.

Tracy Hayes: But you're, most of us are always treading for the new customer, a new customer. Where's this new customer going to come from? So to have those half a dozen or whatever coming from those referrals are almost feel like a bonus, right? Yeah.

Blair Owen: And I've had a couple of that. Family friend, my sister's friend in California.

Blair Owen: It wasn't her, but she had a friend coming this way and I sold them a, multifamily unit and then I was, like I said, I was in the Memphis area for 10 years. I had someone from my old, hotel days that said, Oh, my [00:40:00] friend's moving down there and how,

Tracy Hayes: how, how did they know? How is this someone you regularly talk to or just social

Blair Owen: media where I was reached out Hey, do you service this area or you know with this person?

Blair Owen: So people just really giving you a chance and then just going to work for them. I mean

Tracy Hayes: talking about the The friends families and the past clients right what we often call our circle of influence there, what is the game plan. What, how, are you using your CRM? What are you, what are you doing to make those regular touches?

Tracy Hayes: Mm-Hmm. , what I is, is, is, does anchored have a thing or is, is Blair doing her own thing? What do you guys are doing? What do you guys do? Yeah. I

Blair Owen: mean, we do, we, we absolutely do. And we have a, database, but I have it all. I'm a list. I'm old school. Mm-Hmm. . So, I mean, I still have like a list or I go back to this or, see.

Blair Owen: Know the timeline of when it was and, reach out, but just constantly talk, again, I've been in the business, [00:41:00] if it's, if it's past clients, I mean, I know who they are, you build these relationships, you get close, your accessibility, you're all the time, you feel like family, almost when it's gone, it's like, oh, where'd they go, but just keeping in touch and then remembering you and just leaving an impression on them, like, their family and their kids, like just, Different things like that.

Blair Owen: Like, hey, mom and dad are thinking about moving, would you mind riding around with them and showing them some areas? Sure.

Tracy Hayes: Yeah. Are you consciously you did 32 clients, so it's like, oh, 32 people over the course of the year, can I reach out and touch them on their anniversary, right? That's, that's not too difficult, right?

Tracy Hayes: And you add up probably the other, so you, I don't know, the other two years, I don't know, you probably had 60, 70 clients, right, in three years. Something like that. It's not, not a huge number, but you also, the month can go by like that, the year can go by like that, as things just happen, we get busy.

Tracy Hayes: What are some of the conscious things that you personally enjoy doing? Are you a birthday person? Is, you said the events are kind of a little bit out of your area, but you, your comfort zone. I don't

Blair Owen: plan them, but I, yeah,

Tracy Hayes: [00:42:00] yeah, yeah.

Blair Owen: What is your like I work with someone who knows

Tracy Hayes: what they're doing, yeah.

Tracy Hayes: Just to have a regular touch of those past clients, say, hey, how you doing? Oh, by the way, do you know anyone? Remind them that you're in the business. Obviously social media, but is there Another way

Blair Owen: you like to touch. Don't be afraid to ask for a referral. Don't be, the experience is everything, review a referral.

Blair Owen: Yes. Social media is great to remind you of things like if it's a birthday or, kids, going through something or, someone's husband's deploying or wife's deploying, just different things like that, but just really staying. I feel like I'm, a relationship based person and authentic.

Blair Owen: So I had a client, I had sold, Both their children and them a house here. They had, moved here from San Diego area. She just hit me up yesterday and I closed in her house a year and a half ago. Mm-Hmm. . Hey, we're working on doing a, a will a trust. Mm-Hmm. . Who to, and you don't know. I, I don't have the answer.

Blair Owen: I reach out to, people that I No, no, that. Well, no. Yeah. And so I'm like, one second. So being one second and doing that, and they're like, Hey, and by the way, let's get together. So I've been over to, house just to [00:43:00] see the changes that they've done. I love when people, make a renovation or change out my kitchen is just staying in touch and caring the difference of It's not over when you celebrate the closing table versus, this is a invested relationship I truly believe in like your family realtor.

Blair Owen: I've experienced that and I enjoy it. Yeah, it's yeah, it's there's nothing like it but Just even if it's been a while like also with our military We know that you know a lot of times they're gonna move two three years out touch continue to touch them But hey, are you gonna keep you think about keeping your property as a rental investment?

Blair Owen: Or do you have orders somewhere else or you looking to sell like just those things, too?

Tracy Hayes: Well Allison obviously her husband's active duty You, you, obviously being mentored under her. So you, you learned that part of that. And that, and they, like I said, that in the military, those guys might be out on a ship, but they're, they're checking the internet, they're looking at homes, they're interacting with you.

Tracy Hayes: And who do they get to talk to? [00:44:00] There's other, the other, other guys and gals that are on the ship, right. And they're interchanging, they're all going to the same port and so forth. It did that kind of like, kind of accelerate like, Oh, hold on this. I can do this not with the civilians as well. Mm hmm. Yeah, I'm saying yeah I think I think a lot of a lot of us and I'm probably partly to blame you it is a relationship business But you like do they like me do I am I bothering them by calling them?

Tracy Hayes: But by taking the position like you said being the resource person you You kind of take charge of that and like, Hey, I'm here for you. How are you guys doing? Anything you need, making those kind of phone

Blair Owen: calls. Yeah. Cause a lot of these people are moving here first time. Do you need a doctor? Do you need, a trust, different things like that.

Blair Owen: But no, it's, just being there all around person that they know that they can call and that's helpful and, and, and cares about them. You know what I mean? If it's real estate, if it's corporate America. People, you're not bothering people by and work with people that they like, trust that they want [00:45:00] to, knows genuinely is invested in them.

Blair Owen: So I just feel that getting over that, that is a hurdle for me in the beginning. Am I bothering this person? Am I car sales in this person, this, that, this, and I'm like, well, if people keep reaching out to me, I mean there's, you can see both sides of it, but it's like, why am I doing this? The why?

Blair Owen: What's the value? And is it getting across? And I mean, I think it's, Push yourself. Mm hmm. So it's a new agent pushing. Yeah,

Tracy Hayes: it's it's tough from the standpoint because I think you know I don't want to be salesy, but you're not actually selling them something. You're actually just being a friend Yeah, and realize the person on the other end is you know, they're new here and they call them out say hey I'm going to the seafood festival and st.

Tracy Hayes: Augustine this this weekend. You just want to let you know. I know you guys You know, enjoy clam chowder or whatever and I'm gonna be down there. Maybe we run into you guys, you should come down Yeah, I

Blair Owen: mean I have I had sold this family house and their parents still live in Lake Palo Alto in California But sold them a place here just to visit their grandkids.

Blair Owen: They come a couple times a year We always meet, if it's no caps on the water or [00:46:00] down at Barbara jeans or something when they're here We they're here for like two weeks, but we take that time, and just still talking to people I have that time. So Hey, let's go do something but just really besides just I'm you know doing your real estate transaction.

Blair Owen: I'm You know your friend and i'm also meeting people here. So i'm meeting my friends in this, environment,

Tracy Hayes: right? Right. I was George guerrera for when we were talking about pre show. He was at rebar camp. He started the business in 2006 or 7 obviously things are collapsing but video was his thing and he believes That and if you listen to the podcast, he believes that the future Real estate agent.

Tracy Hayes: It's going to be that talk show host slash newscaster in front of the video and in type of thing and just listening to what you're saying. I'm relating it to him in showing that you're out and about, you're ha you're having friends. Hey, I'm at the this event because the one [00:47:00] thing beautiful about our area, whether it's all the way up to Amelia Island down.

Tracy Hayes: St. Augustine, or if you want to go all the way down to Daytona, there's always something going on. Yeah, there's some sort of festival or something.

Blair Owen: That Chowder Festival in St. Augustine was wonderful two weekends ago, by the way. Yeah, I saw that. It was great. I was there. It was windy. It was great. . Yeah, I didn't post it, but yeah, it was awesome.

Blair Owen: Oh, well. I'll have to, I'll

Tracy Hayes: have to go, I think. I think I went years ago and I saw that. And I forget what was going on. I was thinking, oh, should I get my dad? 'cause we're like, we're, we're from, obviously I pretty much grew up on Cape Cod and clam chowder and stuff like, oh yeah, that's your wheelhouse.

Tracy Hayes: Oh yeah. Was like, yeah. I love a bowl of chowder, . It's good, it's cold. Sounds good. Yes, it was cold that weekend. How important. Is that you were fortunate enough and maybe you you may not even realize how fortunate enough you are I think you do but you know The realization because sometimes we we're around people.

Tracy Hayes: We don't even realize who we're around, we were talking about a lot of the re bar camp People that were coming from outside. And also I started talking to these people. I'm like, Oh my God, these [00:48:00] people are, so involved in the business. And, these are people I want to keep on my speed dial and told them, Hey, I want to do followups with you periodically to what's going on in your area and new tips, whether it's video or about insurance or whatever, that kind of thing.

Tracy Hayes: But how important is it, you matched up with Alison early successful agent, you guys are good friends, but you've expanded that circle. How important is it to surround yourself with others that have the drive and are adding to you? Hey, there's something new We've evaluated this works I've had success with it and you're stealing from it and how important is a surround yourself with people like this in the business

Blair Owen: Barry Yeah, I mean who you surround yourself with how you learn how you grow You know, it's just the mindset to of like we're all working together.

Blair Owen: There's business out there you know, it's Back from, my other days of, we always did that too, collaborated with, being Corporate America, so. Not all are, but it's nice to do. That's one of [00:49:00] my, bigger goals this year in the beginning. It's like think or swim and I had a great team around me with Allison too and, just, the support that I had, I was able to, to overcome that.

Blair Owen: But then now getting to know them, like, the names are, I love when I see a listing, I'm going to probably know that agent or even her name, but again, three years ago, I knew no one. So it's still, I'm still learning that or going to these events and really like. Getting out, sometimes you got a lot going on in your mind, you have this one hour to do something, but being intentful, and present, and making it known.

Blair Owen: But I do, I've, if it's, in a private message, or call, or meeting in person, I do speak with, agents, or other, partners and stuff that can Help me and to to grow and vice versa or bounce an idea off. I mean just with this immobile mortgage I spoke to a woman who was going through it as well So we could kind of you know, discuss that or if it's you know, another it's needing a roof That still has six years life on it.

Blair Owen: No one will insure it 13 years, but just be 25. I mean just all those [00:50:00] things But it's

Tracy Hayes: just what roofer will wait till closing and get it out of the proceeds.

Blair Owen: That's what I'm doing right now. Yeah It's sitting right there. Addendum sign this morning. So yeah, it's it's very important, beneficial and just like knowing why you're in it and what you're doing and just being authentic and having the right heart with it.

Blair Owen: I mean, I enjoy, being social, but at the same time, just really with intent.

Tracy Hayes: The importance of You're the lifestyle being a real estate agent is going to some of these vents to meet the other top agents Yeah trade what's going on in their area? What experience you have is it's not And I, I could use this analogy when I was at when I was at Quicken and started my, we were a volume base and then, in nine and 10, when the rates had gone down and we're refinancing and we're doing 30, 40 deals a month versus, now a good loan officer on the street, if they're doing two or three, they're great.

Tracy Hayes: Right. There's some obviously much greater, but two or [00:51:00] three, you're, doing, but you see, but you aren't experiencing all the different situations like in our world, all the different credit reports, right? What, what are those challenging credit reports? What can be done? What can't be done?

Tracy Hayes: We learned guidelines that are in the corners that will work and get a loan done when you're dealing with so much volume and so forth, you're experiencing it very quickly. So, but in the real estate world, if you're closing two or three homes a month. Like 32 homes for the year you're in the top echelon of real estate agents but that's really even not a lot of because every closing every Transaction is almost as different something the house is different repairs and negotiation All the different factors that come in are so different.

Tracy Hayes: They're all different. And to interact with other people in the business, whether you pick them up and say, I remember you telling me that story. How did you actually get that loan, that deal closed, and let alone, I think we're going to get, people think the rates are going to drop. I don't think they're going to drop as much as they are, but hey, maybe they will.

Tracy Hayes: If they do, we may be back to 20 [00:52:00] offers on the table. I think if we go sub six percent, a lot of people sitting on the sidelines going to jump in the game, try to buy a house and we're back to 20 offers or more or whatever. And when you're looking at that pile, like what agents are on here, right?

Tracy Hayes: Cause you got to go to your seller and say, Hey, I think this is your best. Here's your best three offers or whatever. Right. I mean, how important is like, you said knowing that person's name and let alone that you had a conversation with them

Blair Owen: somewhere. Yeah. Yeah. I mean, I think, I do think that that's important, the responsiveness, but also, I mean, just like that lender's name on there, like I think that affects, I mean, when you look at them all and it's, you advise your seller, or, work with your seller and just really present the facts, like present the facts as well as, spread sheet out.

Blair Owen: But I mean, some are similar and we're in these multiple offers. That's what I walked into initially when I started into real estate and it's, Yeah. Yeah. Yeah. Having these conversations or if there is a question about something or tweaks, picking up the phone or this and that, but just being able to negotiate that and who you work with.

Blair Owen: I've, I've, I get so delighted, which I [00:53:00] think it should be an experience all the time, but whenever it's been a really, even if it's challenging, very challenging experience where something did have to be held back in escrow or, just circumstances when you, the two agents at the end are like, we need to meet in person or like, let's put a face to a name when you finally do, or, let's celebrate this.

Blair Owen: And. Just to know that we're, that the goal and that someone has, just such great representation, but that's important. And I mean, we really do, I mean, life's hard enough with, to make it more difficult. I mean, it should just be, and I have a great team. I mean, I have, I mean, I work with Allison, but we have, director of operations Brandy and we have, Katie as well, who does a lot of our media and also an agent and, military spouse. So just, yeah, surrounding yourself with that

Tracy Hayes: and working together. I'm going to add a little drama. I'm going to add a little drama to the podcast. Because, we, we love it when we have that agent that's, like, Hey, okay, we need to negotiate. Let's figure out a win win.

Tracy Hayes: Those type of situations. I've talked about it numerous times that pet peeve of when that agent that almost, uh, I don't think selfish is not the word I, I think [00:54:00] they like want to overprotect their client versus just advising their client, which is what we're what most agents are their transaction.

Tracy Hayes: agents like, Hey this is what's come back on the repair. This is what they're willing to pay, or this is what they want done. And like talk through it. We talked about Kim Knapp earlier and how brilliant she is. I mean, when she was on the show, she's like. If we're talking 1, 000 in a repair, I go to my, my client and say, are you really going to walk away from this for 1, 000 after all we've been through?

Tracy Hayes: Getting to this point, we have, we have a closed deal ready to close, but we need to, how important is to have? Just to be cooperative with the agents. And like you said, when it's successful, hey, let's go meet and have a glass of wine or whatever afterwards. That's like a home run, right?

Tracy Hayes: But some of the, some agents, they need to kind of, I call it a checkup for the neck up. But yeah.

Blair Owen: I can tell you Tracie going a step farther, know what's going on. So it's like you see these reports and they're just, let's just say an inspection report and they're [00:55:00] alarming. Have those relationships with the inspector or the electrician or a plumber like I have we have one ready, here's this Do you need to go look at it?

Blair Owen: I'm in contract in a house that you know built 1940s insurance is already that this and that but but having people out there and really getting estimates So when you're presenting stuff, but just having the having those contacts having those partners Caring, not just you know, when you're communicating to your seller a buyer Well, this is what they want, but being resourceful, so bringing a solution to the table of this, and yeah, is it 1, 000?

Blair Owen: Ken Knapp is one of the first, like, I would. During COVID we listened to her online and it was one of those like, well, this is, something that was brought to the table, but you know, again, like, loses over a thousand dollars or even are you going to lose over 10, 000? I mean, if it's on a mortgage and what that looks like, but not just, this is, what they've presented, this, that to a seller or to buyer just looks like dollar signs.

Blair Owen: But actually, like, well, this is what it would take, or this is, to code, or this is what we could do for now, or is there a, opportunity for a [00:56:00] credit, or just, both sides, but having that, I feel like that's coming more in the market. I mean, again, I've, Three and a half year season, but at the same time it's in the beginning.

Blair Owen: They didn't have to do that So sellers didn't like nope what on to the next, or fire on to the next but this with this now It's really I feel like there's more of a working time. Not all yeah, I mean, that's your goal

Tracy Hayes: Well, well the ones that are fighters on the other they're fighting the other agent That's a no win

Blair Owen: situation.

Blair Owen: Pride aside, humble yourself, yes.

Tracy Hayes: Hopefully they're weeding themselves out of the market, because they didn't, they didn't, do much business. But I think you brought up a great point. Financing, obviously a big part. If you don't have financing, you don't have a deal unless you're paying cash.

Tracy Hayes: But Insurance is a big thing, but the inspection, having those quality inspectors that know how to explain that report that you're staying in front of that you can also say, yeah, he's right. I'm looking at this. That's, we, that you're probably talking a few hundred bucks and we can, nip all these little things on there.

Tracy Hayes: They look like a lot, but they're

Blair Owen: not, danger, danger, [00:57:00] safety. And then it's like, well, we can like, Oh, that's a hundred dollars. Let's let's do it. And their job

Tracy Hayes: is to find that. That's their job. A hundred percent. You're paying them to find these little things and just let you know. It's, I, I, the I always like the analogy and I know Dan Gilbert at, at Quicken Loans was not the first person to say this, but he, he used, a good friend tells you when you have pie on your face, right?

Tracy Hayes: And that's what the inspector's job is to do. He's to be your friend and protect you from that, protect you from any, catastrophic things.

Blair Owen: I love when my, I'm representing the buyer. They always ask him after we meet at the end. So don't sit through the whole meet, discuss if we need to meet again, zoom call after report comes out.

Blair Owen: But they're like, would you buy this house? Or if it was your daughter or someone, they buy the house. And I'm like, it's funny to hear the difference of answers of that too. Cause it's not really supposed to say that and stuff like that. But it's like, even new construction, I work with a lot of new construction too.

Blair Owen: So there's always, something their job, like you said, juicy is to find, the honey do list or do now or this, or, hazards. So it's just really to do your due diligence and know what you're [00:58:00] getting involved in. And as the agent, you should be very involved in that process with your

Tracy Hayes: client.

Tracy Hayes: We'll talk about new construction cause obviously that's where a lot of the inventory are your clients right now or back in 23. I mean, Just off the top of your head, I mean, what, what percentage do you think of the, the 32 families that would went with new construction?

Blair Owen: 25 or so, maybe 30.

Blair Owen: Maybe less than trying to think. Yeah. But again, it's that initial conversation. What are you looking for? What are your goals? Do you have money in the bank? Do you have savings? Do you need this and that covered? I mean, I see. The good in both nothing's like perfect, but it's really the means what areas are you looking in?

Blair Owen: Because if you're looking in a certain area, there's not going to be new construction there But do you want the character of a house? Do you if if you are buying a house that was built in the 40s? Do you have if something was to go up, right? Do you can you cover that? So New construction serves a purpose there's you know, i've had great experiences and more challenging experiences, but I you know Sell it all I have [00:59:00] relationships with those builders but both ways I mean i've I personally have, feelings on both just depending on what you want.

Blair Owen: But if it's in the area, if you need those closing costs covered, if you need that assistance, I mean, you can also work a local, local lenders or lenders and get like buy downs, now that's more back and, seller credits, but it's just, really laying it on the table. I've had clients that are straight only new construction and close in a resale.

Blair Owen: And I've had vice versa. Yeah.

Tracy Hayes: This is a question I've never asked before, but it just came to mind when you were, because I brought up the subject of new construction and just listening what your, your answer was you mentioned the relationships with some of these builders and we know back in 2021.

Tracy Hayes: They didn't even want to talk to you. They were trying to figure out a way to get you out of there. And I think there's still, I still hear stories today, of recent situations, where site agents, and, I don't know if it's site agents, their management, Yeah, are there is there an incentive not to have an agent on [01:00:00] there for the site agent to get paid more or something?

Tracy Hayes: I don't know You know be the behind the scenes I'd love to have the builder come in here or maybe an ex Someone work it and then really tell us the skinny of what's the discussions that are going on in the sales room But just share with the builders. How important is it to you as a real estate agent that?

Tracy Hayes: You have a relationship of a you know a builder who's proactive they saw there's always something there's always a nail pop There's always something you know all those things that go on the train They're they're problem solvers and are at the goal to have a win win situation and hopefully a customer who's You know at least happy with the transaction I think everyone has always has buyer remorse, did I buy in the right neighborhood?

Tracy Hayes: We know all that goes on afterwards but from the The things that they can control that they're controlling. Yeah, so what can you control? Yeah, and so how important though is that relationship for you when you're Suggesting a client to a neighborhood

Blair Owen: very [01:01:00] so I've built these really first of all I think builders do now in the beginning you're correct or when I not beginning when I started they're not having these events They're not you're not meeting their teams.

Blair Owen: You don't know when you call you see a name online or who am I gonna get with? You meet These contacts, these builder agents, and then I kind of have one in my head per like builder, and then I reach out to that, because they move around and I say, Hey, I'm looking at this community. I'm looking in this area.

Blair Owen: And then I connect with them, if it's go by and see them, talk to them on the phone, kind of feel it out. Now they

Tracy Hayes: So with a site agent you have a relationship referring you to another

Blair Owen: site agent? Like in my phone I look up, like say it's a biller site, I look up the biller name and there's like four names.

Blair Owen: And I'm like, who do I resonate with first? This person. Hey, I'm looking in this area. Who's the person over there, whatever, or do you sell this area? So, it's that getting that contact. So first it's actually, which is nice from someone on their team, referring it over like, Hey, can you give Blair a call?

Blair Owen: She's got somebody. And again, respectful of everybody's time. So I'm transparent what we're [01:02:00] looking for. If you can help us out, if you have it, completion time, stuff like that. I like to be present, like, so I am a present agent on, I don't, know how everyone else does their business, but even if it's a new build, I'm still, very much a part of the family of who I'm representing, as well as the builder knowing me and knowing that superintendent, I mean, I've had both had great experiences and, more challenging, like I said, but being there, you said the nail hole in the wall or, this tremor, does that look right?

Blair Owen: Or, that's kind of on the wall. Yeah. And then them knowing you too, and not just walking, but just them and the respect that's there too, because I've sold a home with them or this and that just, name credibility of, I'm not just there to at the end, collect a paycheck, but I'm actually, involved in the process.

Blair Owen: But I think, it has changed. I mean, now builders reach out to you. I get text messages almost on a daily basis. This is what we have or this and that. And I'm a business business person to like, no, like you don't need to jump on the call and talk about what happened for the past three months in your community.

Blair Owen: But show me what you got, what's your fire sales, this and that. Let me go through my Rolodex [01:03:00] and figure out if you. Yeah,

Tracy Hayes: I just, I always, it has mind boggled me having worked with the larger builder. I mean, I'd have, what was I get a call from an agent working with someone, they're looking for this price point, they're looking for this area we're getting them pre approved and.

Tracy Hayes: The other loan officers where I was working at, and you know where that is, but they'd be like, Oh no, don't recommend them to the builder cause you're not gonna get paid as much. I'm like, no, that's not my job. My job is, I got an agent out there who has a client who's looking for that kind of home and we have inventory and I know of it.

Tracy Hayes: I'm going to share it. They want to take it, they can take it, but move on to the next one. Because that was, to me, that was a way of building, helping you satisfy a client and move on to your next client, type of thing. And this, this attitude is all about dollars, right? So, okay, well, alright, I only got paid half as much for that deal because I went with the new construction, but now I, I, [01:04:00] hopefully Showed them I helped them and showed value and the next one they're gonna give me another one

Blair Owen: And I like that your perception of that too because it's true like even you know Lenders if a lot it's hard to beat the new construction, you know I'm gonna cover your closing costs give you an extra 14, 000 and then give you this incredible great, you know in the beginning and but really look at it Like I mean I'd I will if my you know clients Where's, where's the fees?

Blair Owen: Where's this and that? And the, do you plan on living here long term? Do you plan on being here for, two, three years? How's this work? I've seen some where they, I've seen a couple that don't go with, new construction pervert lender than those that do, but just really like the whole picture of it.

Blair Owen: But again, I mean, helping out, I mean, it's. That's not the doctor. If your goal is just like what's going to be in the bank at the end of the day, you're not doing it right or you're gonna run yourself ragged or you're gonna be an unhappy person. I mean, everyone, I mean, we work to make a living, retire, all the things, but, but doing a service of that.

Blair Owen: Wow. When those kids walk in, the [01:05:00] money will come. I mean, and that's how I've really had to trust that process. And it's, I'm thankful. Well,

Tracy Hayes: yeah. How many times I saw this a lot at, at Quicken when they started doing purchases in like 2010, there'd be times where I'd, I'd get a phone call from someone, Hey, I need to get a pre approval.

Tracy Hayes: We're looking at this house, send over the pre approval the next day or the day after I got a contract back, I'm like, okay, it can

Blair Owen: happen that quickly. It does. Yeah. Which is funny because some people were like, well. Who's buying, asking for approved, who I'm buying a house the next day. I'm like, people do, I mean, I love the study of people.

Blair Owen: People do some Yeah. Strange, bizarre things. But you know what, like when it's the right thing happens, I mean, be prepared, be prepared,

Tracy Hayes: but, and so, so that's the good. Yeah. That's like, oh, yeah. Okay. Woo. That was, yeah. And then there's other ones where, yeah, you're working or you're showing them 20 homes and take 'em three to six months.

Tracy Hayes: Mm-Hmm. or whatever. It's, I'm sure there's other clients you've been working for. For a year now because of the market conditions and not finding the inventory and so forth. Yeah. We scale down [01:06:00] here. I'm going to go with this one. Well, actually, I'm just going to say, what do you think?

Tracy Hayes: Because I think, you've probably reached a little bit of a lid. You got, do you have a transaction coordinator or assistant? Yeah. So someone's taking on some of the load off of you. From, from that standpoint, what do you think is your strength? What do you, if there, if we were to look at your entire business, everything you do from greeting the customer or taking that first consultation call or whatever to that, well, we even talked about followup.

Tracy Hayes: What do you think you? So I'm going to say you are, that's your number one strength. What did that, that you do,

Blair Owen: Connecting, being authentic, like, the emotional intelligence of it, knowing mine, knowing theirs, knowing how to react listening to the picture my strength is really connecting with someone and being, genuine and accessible.

Blair Owen: I mean, again, like I. I'm available like walking in here today, the two people, I mean, I've got some things going on. Quick text, hey, I'm going to be tied up to [01:07:00] about this time, but as soon as I'm out, I'll be available. Because my, they're used to me answering, or this and that. Having, Brandy as a director of operations, director of operations, transaction coordinator.

Blair Owen: God sent, I'm fortunate to have that being on my team to Allison, but it's just those are not the things. I mean, even in the corporate world, I had an executive assistant, right? So it's like, those are the thing. I mean, I'm just, it takes me four times as long. I mean, I'm learning. I want to be able to do something by myself.

Blair Owen: I can do it. It's just really outsourcing those things. And like me being one on one, me being in person, me, Getting a coffee, researching the houses. That takes time and energy. It's a lot. And you don't know if it's going to be a 30 minute conversation with a client or something's going on and it's going to be an hour and a half.

Blair Owen: I went to go see my nephew play soccer and I opened up the trunk and my first sale sign is sitting there and the home is out in Middleburg. I'm just like, Oh my goodness, I'm in Mayport at this point. And I'm like, I went to, I had been [01:08:00] there, done everything, put this, I mean, I was there, I was there for two hours, like talking about all this stuff.

Blair Owen: Yeah. And I looked at it and I was like, You gotta be kidding me. I went back. I mean, it is what it is. It makes you laugh. You have to have a sense of humor. You have to give yourself grace. But I was like, I thought I'd be there for an hour. I was there for two and a half hours, got into chit chat and left.

Blair Owen: I mean, that's a big deal. It's an hour one way. So I just got to podcast you, Jay Z. That was great.

Tracy Hayes: That's it. That's it. That's it. Yeah, but

Blair Owen: I mean, just being authentic, being in person. I mean, I think that's where I shine, making people feel valued. And it's more, I mean, yes, I'm your realtor and transact, but it's I'm more than that and I hope that I'm more than that, you

Tracy Hayes: know, I think In in I think you would agree with you if there's any one strength a realtor should have longevity Cause you can get in the market in 2021, right?

Tracy Hayes: It was, how fast can you put a sign in the yard or how fast can you find them a home? And obviously negotiate, you could be really good negotiator [01:09:00] and you got, you did some business, but really to be in the business long term and constantly be adding to your Advocates, your past clients and the friends.

Tracy Hayes: Of course, you're building that circle over a long time. You really have to have the strength that you're talking about the listening, evaluating, obviously them knowing that you listen to them and this is what you conclusion they felt happy with you. That transaction coordinator stuff isn't, they don't see that that's not going to, you need to be

Blair Owen: done.

Blair Owen: We connect them. So it's a family. It's a team. And again, I'm on teams. It's a team environment. There's, we exchange all that and then they end up knowing everyone. And, but no, it's, it's right. No, no, agreed. Yeah. You as a point person. Exactly. Yeah. Yes. No. And a part of that, like being able to listen to them and then bring them what, they need the value in areas.

Blair Owen: And I'm just speaking on the buyer side on this is getting out there and knowing what's out there, going to events, going, When these [01:10:00] communities have something or, what's going on, I mean, what's, what's new in the market or these areas, again, I moved here. I knew nothing of it. I didn't know the beaches.

Blair Owen: I knew Jacksonville Beach and Tune Atlantic and, the waterway, but I didn't know, just really working that. And again, I work in Salem, Fernandina, and Yulee. I sell down in St. Augustine, so it's And that takes time and it takes miles. So just, and again, with some of my past jobs, I drove and traveled.

Blair Owen: So I mean, that's, I'm, it's my wheelhouse, but again, just not just listening, but also bringing, valuable information.

Tracy Hayes: Well, you mentioned earlier, you, you, you liked learning, you going to the class, you've got, you're getting that classroom knowledge. You've got to interact with the other agents, especially, like you said, you were limited in what you knew, but what's going on in Middleburg.

Tracy Hayes: What's going on out there? Mm. You can't travel out there every day where, you know, that doesn't make it economic sense unless you Mm-Hmm. , type of thing. But to be interacting with those people or seeing what they're posting, or would you agree, like as a new agent, if you don't have anything [01:11:00] going on, go visit a bunch of open houses and find out what are the type of houses in that neighborhood.

Blair Owen: Exactly. Yeah. No visiting open houses and hosting 'em or hosting 'em for another, I mean, Mm-Hmm. more them, but it's just, yeah. It's, I mean, just taking every opportunity as a learning experience and not. I mean, it's not a value on a piece of paper of I'm going to get paid this on it. It's like, this is long term benefiting me so much.

Blair Owen: And then it's just such a feel good when someone asks you about something and like recently I'm trying to do a lot of research in the 55 and up communities, and I have learned, it's, and my parents are one in Hillside, but it's like, now it's like, or when someone tells you, oh, I just saw, or oh, I just went to an event there, and you really know your stuff.

Blair Owen: I mean, and be okay if you don't know, find out. I'm a researcher. I enjoy doing all that stuff too, but it's like, you're not gonna know everything. But at the same time, you can find out,

Tracy Hayes: well, like you said, knowing, having the relationships, knowing who knows the answer, like the, the will question you have, no, hold on a second.

Tracy Hayes: I know someone that would know the best person for that. Yup. Let me hit you back. I'll text it

Blair Owen: back to you or whatever. Yeah. And it [01:12:00] did. And it was great. And I use them, refer them out, blah, blah, blah. And. Have credited sources, too. Alright, so you

Tracy Hayes: said in 24 you're going to I don't know if this was pre show or Pre show, yeah.

Tracy Hayes: Pre show, you said you're going to increase your social media. So I, we'll, we're kicking it off with this. You're going to have a great YouTube video. We're going to spin off some reels. I'm going to send you the raw footage so you can spin off some other reels. Because a lot of times, they'll, they'll pick like four.

Tracy Hayes: Good ones, but if you actually go through, there was, at certain points, even right here in the last couple minutes, there were some real things where you're really coming out and expressing to people of what you're going to do, which is going to be my last question, which is, if someone's out there, someone's from New York, wherever, they don't know the area, and they, they, they see this, why should they be calling Blair at Anchored?

Blair Owen: Because I'm a hustler. I've got the drive to do it. And, if, if I can meet your needs, I can take it on. But the knowledge of the area is just listening, knowing your goals, putting together a plan to go to business. If you're up there, we [01:13:00] do a lot of Video tours. I have a lot of clients that are overseas, just being able to do get out to the property for them being their boots on the ground.

Blair Owen: But I save a lot of my information too. So if it's a neighborhood, I just, and then I know the details. We need that loaded up on YouTube to share. Yes, you YouTube channel. Where's your grocery store? Where's your this and that? That's the question I got yesterday. How far is this from the shipyard and Mayport and the grocery store?

Blair Owen: And it's like, well, and then when you make it once, save it. And so it's just copy. Send, but also make sure that it's legit to what you, what you're using, but just not reinventing the wheelhouse, but just really, I think the initially I connect with someone on a zoom. I mean, so it's a zoom, a phone call, or if you're here in town, sometimes, they'll come down just for a visit and like getting together, really telling them that if they're here, drive the area.

Blair Owen: Say both our time, because you're gonna know where you wanna be. Everything's different, but just being a resourceful information,

Tracy Hayes: you're putting yourself in their shoes when you, obviously the question They did it. Yeah. . Yeah. I mean, you're like thinking, [01:14:00] well, what if I lived in this neighborhood?

Tracy Hayes: What would I want? Well, it's some, a lot of people like the grocery store, like right there. 'cause

Blair Owen: Yeah. Amenities. Do you need

Tracy Hayes: Yeah, this and that. I, I'm that way. On the way home, I call my wife, what are we doing for dinner? Because they, I'm probably using. The grocery store as my refrigerator because I'm just going to go by and get what I, we need for that night, in, in a lot of cases, cause the kids are everywhere.

Tracy Hayes: We don't know what time we're eating. Are we going to eat together because of all these things going on? And people want to know that stuff.

Blair Owen: And then our team, we have a group text group that says, Oh, I need to sound like, Hey, can you give me something over like in the certain area or whatever, more information than, and we already have it.

Blair Owen: Pop it over to him and send it, we just helping out or like me I'm a little bit social media challenge like can I reproduce for real? I mean just stuff like that. I've gotten into a little bit. It is a goal of mine You have a lot of

Tracy Hayes: you have a lot of videos that are just sitting not like in a file

Blair Owen: somewhere I'm working on things, so not just sitting.

Blair Owen: I mean, because they need to be up to date. But I mean, I [01:15:00] work on some things and get distracted by just having people help. And again, if it's, if it's the wheelhouse that you're in and things like that. But I think that's some classes I think it would be

Tracy Hayes: really, really cool if you do have these little videos.

Tracy Hayes: And it could be, like you said, like, oh, here I showed this person that lives in XYZ neighborhood how far it was to the grocery store and I drove it for her. And it was, it's a minute long. So this video is a minute long and I'm just going to show it to you. I'd put that on YouTube. Yeah, you would be amazed.

Tracy Hayes: I think how many people one they're gonna be searching that neighborhood and all of a sudden your little Corny little video drive to the grocery

Blair Owen: store. It'll be interesting. Maybe some Southern Rock in the background Yes Absolutely. I mean it's very it's really day to day life And yeah, I think I did that more in the beginning and then you know things shift But getting back to those basics like really being being human humanizing yourself

Tracy Hayes: Sean Carpenter who was at RE Bar Camp last year Sean's from Ohio, actually.

Tracy Hayes: But, his big thing was relationships. But, in social media, or like you're saying in these videos. Be the same person [01:16:00] online and you are offline type of thing and I think you know This is just my personal recommendation, but personal Put yourself on there just saying yeah, I did this corny little video We've all done corny and stupid videos that are sitting in our phone and we never watched them again or took that picture.

Tracy Hayes: Right. I'd put, I'd have that on youtube with the, with the neighborhood name. And obviously you could have it edited. Put your, put your logo on there.

Blair Owen: Well, if it's going to, if it usually, yeah, if it goes on Instagram or anything, I'm tagging you. Yeah.

Tracy Hayes: Well, nothing makes me more happy when someone when I, especially if I go through some of the past people have been on the show and if I google their name.

Tracy Hayes: And then see the YouTube video, like be on the first page. Obviously that makes me feel good that I had a lot of value to them in that, in that situation. But appreciate you coming on.

Blair Owen: Thank you so much. I enjoyed the conversation.

Tracy Hayes: I appreciate you. I think everyone got, got to know who Blair Owen is today.

Tracy Hayes: Thanks.