Demi Judd: Find Yourself In Real Estate

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Tracy Hayes: [00:00:00] Back to the real estate excellence podcast. Today's guest was recently recognized by the Jack's business journal as one of the top real estate agents in Jacksonville, Florida. She is an expert in moving to St. John's County slash St. Augustine. After being a wedding planner, she took her people in relationship skills to real estate with a goal to be forever real estate agent for every client she works with.

Tracy Hayes: Let's welcome this momentum champion with momentum reality. Demi Judd to the show. Welcome. 

Demi Judd: Hello. Hello. 

Tracy Hayes: Hello. Glad you can make it over here this morning. A little earlier than normal as we've got Pressures on this ever changing market. We got to be moving and grooving but uh, um, I want really interested in, uh, I was listening to, uh, your, a previous podcast you were on, um, and, and listening to, which was good cause it gave me some, uh, kind of some, I will call it color commentary in between.

Tracy Hayes: [00:01:00] Um, the things that you have a passion. Um, uh, for it. And I'm going to dig into that today because I think, uh, you know, as I tell every guest that comes on, uh, whether it's tomorrow or three years from now, one of your clients or you mentioned possibly building a team on that show, you know, someone who wants to work with you, they can listen to the show and learn a little bit about Demi.

Demi Judd: Yep. 

Tracy Hayes: Yep. So let's kick off the show. Tell me a little bit. You're from this area. Tell me whereabouts. Okay. Where'd you go to school? 

Demi Judd: I went to school at st. Augustine high school. Oh, I graduated high and was born at Flagler hospital Um, I can't be any more local than that. Yeah 

Tracy Hayes: But uh, 

Demi Judd: yeah right in the northern area.

Demi Judd: So i'm right near polencia. 

Tracy Hayes: Yeah. Yeah Um, I have a bunch of family living in the polencia area Uh, but you remember although you're not that old But uh cole slate's not that old either and he remembers a lot of the roads like 210 being dirt 

Demi Judd: Yes. Yeah. I was driving through Silverleaf yesterday and I was like, this was dirt.

Demi Judd: Like, I was [00:02:00] like, this was trees. Like, I'm a deer. Like, it just didn't make sense. I was like, this is not how it was when I was a kid. Like all, like, Fee's Pizza wasn't there, obviously. Right, right. But like, even my neighborhood, we didn't have a Publix. Like when I remember not having a public except polentia And so well, you 

Tracy Hayes: might even remember polentia wasn't even there 

Demi Judd: Yeah, 

Tracy Hayes: because the food line was in there first, right?

Tracy Hayes: and then that went out of business and and you know how much that's changed, but You know world golf village sort of popped up, but then it's still in an infancy stage that holds a sector along international Um, there's an international parkway. Is that the yeah, that's what they call it. So, um, You When you're, you mentioned on the previous podcast, and I'll probably refer to that a bunch of times because I was listening to it for the last hour or so.

Tracy Hayes: Um, how do you, when you're working with clients, being, I mean, going to St. Augustine High, which I know is, with the new high schools going up, there's a lot of people in, you know, [00:03:00] Palencia and the challenge of, uh, you know, and you're, where your new home's at, I assume is slated for St. Augustine High? Is that No, it's 

Demi Judd: Nice now.

Demi Judd: Nice 

Tracy Hayes: now, at the moment anyway, right? You're 

Demi Judd: correct, it might change tomorrow. 

Tracy Hayes: Yeah. It can that's the that's the crazy thing that's going on um But you know a lot of people were up in arms about saint augustine high and when palencio they were talking about, you know Kids were going to go there to saint augustine high Um when you're working with clients and dealing with because that's a difficult situation And it's I don't understand Yes, St.

Tracy Hayes: Augustine High is the oldest school in town. Oh, in the county. Okay, great. You know, uh, but I'm, I'm sure, you know, as the county is trying to take care of that, it's upgrade, because it's, the load's going to be put on St. Augustine High, as its niece has already blown, you know, been blown out. Um, you know, how do you, When you're working with a client, I'm sure there's other agents that are working with how do you have that discussion, you know Or even do they even know a lot of times or are they just getting like hearsay [00:04:00] from their friends?

Tracy Hayes: Like oh, you don't want to move there because the kids will have to go They have kids that will have to go to this school or that school and not talking about st Augustine in general, but when you're dealing as a real estate agent dealing with like what schools? Yeah 

Demi Judd: Yeah, typically so I kind of protect myself because there's only so much legally we can say right?

Demi Judd: Um, I have local guides for people from out of state. And so I create the local guides and it actually has QR codes for the school ratings. And I, I'm open about how I feel as a parent about the school my child goes to, or one I've been to. So I'm like, right now, I'm going to talk as a parent. I really love Palencia elementary.

Demi Judd: My son goes there and then I really love. 

Tracy Hayes: The only problem with Palencia elementary is you can't get the golf courts to the door. They stop you at the circle there. They do now? Yeah. Well, I don't know. My, my, uh, my, uh, wife's, uh, Sister lives in there and cousin lives in there and I get you the they can't can't go by that circle You can't actually drive all the way unless [00:05:00] they've changed that

Demi Judd: There's two entrances, yeah, I've seen Kensington do it Kensington will bring their little golf cart, but I don't know though that also I don't drive him to school. I'm not going through all that. He's not in kindergarten But yeah, I just I really give my My experience as a mom um, I have had a client ask me about st.

Demi Judd: Augustine high before but I went for center for the arts and Very outgoing if you don't know me Yeah, but so I was in show choir and I was in all of that So that made sense for my family to stay there You And not like we had a ton of options like they do now. 

Tracy Hayes: Did you perform, it was like around Christmas time a year ago at Flagler with the whole, they had like all the alumni?

Demi Judd: I wanted to, I just didn't have the time. My dad had a stroke and a heart attack and so we were, I was a little preoccupied. [00:06:00] 

Tracy Hayes: Yeah, so they've had a history of the arts or, you know, the music program there. 

Demi Judd: Yep. 

Tracy Hayes: Yep. 

Demi Judd: Jeff Dodd did amazing. 

Tracy Hayes: Yeah. Um. So anyway, but having this conversation you got to tread lightly, you know, you don't want to violate any any laws But like you said you you speak from just experience from from what you've seen and leave it at that 

Demi Judd: Yeah, just complete and they feel pretty good about that.

Demi Judd: They're like, where would you move? That's always a kind of safe gray question that I'm asking and I was like I would move to this area and I like this and I even posted a video recently like these are the neighborhoods I would move into and here's why and That kind of put a blanket over it to understand, but I tell people to like new areas mean new schools, new schools mean new teachers and new curriculum.

Demi Judd: And I was like, so that's always a really good sign. I was like, don't feel overwhelmed. That's brand new school working out the kinks. It's not like an HOA. And so they feel a little bit better, like, okay, yeah, you're right. And I was like, they don't have time to have all the ratings that everyone else does.

Demi Judd: And I was [00:07:00] like, and it's a whole different, I was like, you just have to look at the areas, look at the neighborhoods, do your research. Um, that's how I try to stay like, Don't go there. 

Tracy Hayes: Are you, um, you made me think of this because we're talking about You know, what you can and cannot say, or how you say it basically as a real estate agent.

Tracy Hayes: I find it humorous, like, you can't call the master bedroom a master bedroom anymore. I mean, stuff like texted 

Demi Judd: me, he's like, hey, so in the master, and I was like, which room? And he was like, I was like, you mean the primary? And he's just like, oh. He's like, you guys have dumb rules here in Florida. And um, I was like, it's not Florida, it's just in general.

Tracy Hayes: Yeah, um. Um. Or the Jack and Jill bathroom, you know to share the kids That's what I was told. I don't know what's wrong with Jack and Jill

Tracy Hayes: All right, so you graduate from st. Augustine high what are you what's You go on a little bit why, because [00:08:00] you did tell the story of why you chose the college you did a little bit with Maurice and Chris, but what were you thinking from a career wise as you know, 19, 20, 21 years old, what, what, what, what was Demi thinking she was going to do?

Demi Judd: Oh, Demi graduating and when she was in high, our college, um, she was going to do missions and she was going to, um, Change people's lives and travel the world and that's what she was gonna do. She was engaged to an Italian, too I really I really wanted to Live in Europe and I wanted to serve in Europe, but I that's what my passion was and it didn't stop It just looks different now.

Demi Judd: Yeah, and so I'm very thankful I even like I mean, I wanted to come back and work for my church all these different things But life is expensive and it was right in that heat of like my parents Church was going through a change and I was like, you guys can't really provide what I need financially. And then so it kind of just went into, like I fell into wedding planning, right.

Demi Judd: [00:09:00] Just when I came back home, I was like, okay, this is the engagement. Didn't work out and hit Harry, man, you just met. So, um, I fell into that. Um, 

Tracy Hayes: so that's another story for another show. . 

Demi Judd: Yeah. . Um, which I actually did, but that's another story. Um, but I ended up just, okay. She just came home just 

Tracy Hayes: looking for a job.

Demi Judd: Yeah, and my neighbor was like, Hey, I have someone in the wedding industry. And I was like, Cool, I've always wanted to be a wedding planner. Let's go. I watch four weddings every night with my dad. And I, I met her. She's like, I do other events. I only need an assistant. I was like, no problem. Started working with her and We did our first wedding together two weeks after I started and I was like you you 

Tracy Hayes: gestured to her your dad to remember Your dad was a minister or something.

Tracy Hayes: He 

Demi Judd: no, so my dad he acts like one but he's My dad's my best friend. He's the one who brought our family to Jesus like he's just an amazing, right? 

Tracy Hayes: But he you said you were watching for weddings with him every night. What [00:10:00] were you gesturing there? 

Demi Judd: No, we just just that we he literally what does everything with me Like we were best friends.

Demi Judd: Oh, 

Tracy Hayes: you mean, what did you say? So I 

Demi Judd: gestured to her for four weddings because I was in four weddings. So it's like a huge show about competitions for brides. Okay. I was in it. My bride won. So that's like fast forward into being a wedding planner. I met a bride and groom and they're like, Hey, um, so weird thing.

Demi Judd: Um, we got invited to be a part of four weddings and I was like, Sweet, when do you start and they're like we don't know we need four other or three other brides and I was like Uh, what what and they're like, can you find three other brides? I called so many venues that day because I was like I can be on four weddings And so without having you know to pay for it I I 

Tracy Hayes: personally don't know about this show, but I imagine if you're getting married This is something you would watch to see what the local latest trends.

Tracy Hayes: Yes. It's 

Demi Judd: on tlc It's great. Look at the saint augustine one. I'm on there. It's at the [00:11:00] treasury at one Um, obviously it was at the treasury. So, um, So you had 

Tracy Hayes: to find three other brides fairly locally. 

Demi Judd: Yes 

Tracy Hayes: Okay that 

Demi Judd: were getting married around the same time 

Tracy Hayes: And then like what was the count? What was the actual basis of the competition?

Demi Judd: The competition is like they kind of rate each other's like their dress their venue their decor their food. 

Tracy Hayes: So what they choose 

Demi Judd: Like yeah, 

Tracy Hayes: or what their wedding planner helps them like 

Demi Judd: if you were getting married to be like your dress isn't that great? So I just like kind of like I judge your wedding and rate you You And the winner with the more points get to go on like a honeymoon.

Demi Judd: So they went to Italy. 

Tracy Hayes: Ah Interesting. Okay. Well, that's hey that if you're winning planning that i'm sure that's something you want to be part of. 

Demi Judd: It's a big thing 

Tracy Hayes: Yeah, 

Demi Judd: I I would not want to be part of it now. 

Tracy Hayes: So From that you and I was I mentioned in the uh intro, um Because you you mentioned in your bio about being client folk or you know focused on the uh, customer customer oriented And that's what did you?

Tracy Hayes: Did it come naturally for [00:12:00] you or when you were observing what's going on in the wedding planning, what you actually have to deal with, uh, with some of these, I imagine you had some bridezilla's, right? 

Demi Judd: Yeah. And, and moms, the moms were actually the worst. Like brides were not even, it was the moms of the brides.

Tracy Hayes: Yeah. 

Demi Judd: And, um, really just learning how to hold your tongue. I mean, customers, I've been customer service since I was 13. So like I already knew how to hold my tongue pretty well. I just make a joke. So it makes it easier. Okay. But, um, definitely it taught me a lot about, I mean, right there, you're basically doing real estate, like where I'm trying to calm them down.

Demi Judd: I got calls in the middle of the night saying, do I love him? And I was like, Oh, I'm in a therapist. Cool. And like didn't realize I got all the certification by being a wedding planner. And so it's crazy. Cause now I do it. And now I get phone calls from people from Alaska at 1am saying like, Hey, um, Is this our house?

Demi Judd: Like and so it's just funny how like It went so well, which is funny because most people think that the two wouldn't really collide. Well, [00:13:00] they collide great They're two very big moments in life. One's just way more expensive than the other surprisingly One last one. I don't know 

Tracy Hayes: how you how you choose that investment I'm one is more expensive, but at least it has value to it the one day event It's it's 

Demi Judd: hard.

Demi Judd: You 

Tracy Hayes: might as well just light a torch to it 

Demi Judd: So I one of my lead gen is doing bridal shows That I used to be a part of as a wedding planner and I have consults with brides and grooms like, Hey, is this what you want to do? And I've had ones that literally dropped all their wedding planning and bought a house.

Demi Judd: And so it's just having that conversation. I call it marriage or mortgage and you get to choose. And so we kind of have that conversation. Like, is this the best option or how can I prep 

Tracy Hayes: you? Are you welcomed in all these shows? I 

Demi Judd: am. I really am. So the person who runs it's premier bride is actually my friend from when I was in like in the industry.

Demi Judd: And so we got really close and I was like, Do you think I could be like at your [00:14:00] show like what I do well She's like actually if any real estate agent was gonna be there. You could probably I've 

Tracy Hayes: sold cell phones at uh, At wedding shows. 

Demi Judd: Oh, yeah. Wow. Yeah That's kind of sketchy 

Tracy Hayes: We was back in the day When they were going from analog to digital phones and and but they were still trying to get every a handset in everybody's hand And there were still areas a lot of areas of the country who didn't didn't have cell coverage Kind of like in the middle of silver leaf where you drop every call And why that is and if you're in the restaurants in the middle of silver leaf, there's no coverage um into this place, but anyway um, but they were trying to get handsets out there so We were just wherever we could put a table up You And say, Hey, we're, we're here.

Tracy Hayes: Cause the, the networks, they wanted to get to the handsets and everybody's hand. So I've been out in some real boonies. I, I did, I remember what we did. This, uh, was a county fair. I mean, we killed it. I mean, I mean, hundreds of [00:15:00] cell phones, because you get all these people that travel in, you know, they got their horses or wherever they're out in horse country, 20, 30 miles outside of any normal, you know, subdivision or anything like that, and they're driving in, going to county fair and they don't have a cell phone.

Tracy Hayes: Now, you know, that's what that was the time period because you were just being born at that time. So yeah 

Demi Judd: They're gonna be like she's like 20 isn't she like they're gonna think i'm so 

Tracy Hayes: But I mean you're still regularly Doing them several times a year. I just did one. Yeah, 

Demi Judd: uh two sundays ago. 

Tracy Hayes: Yeah. 

Demi Judd: Yep 

Tracy Hayes: Um, you never know and and when are what are people thinking about after they get married?

Demi Judd: That's the next step. 

Tracy Hayes: Yeah, the next step is buying a home So why not get you know, it might not happen next month It might might be a year or two, but you're getting in getting in front of them. Now, you've you start tripping on yeah Yeah, no, I think it's a when I heard you say that just triggered my thoughts of the past, but it's brilliant That's what those people are planning.

Tracy Hayes: They're not only planning their wedding. Their next plan is, you know, their house Yeah, you know and then the kid and that kind of all that stuff um So, what transitioned you into real estate? What [00:16:00] happens at wedding that now you start thinking about real estate? 

Demi Judd: It was a few things. So, I met my husband in 2018.

Demi Judd: And, um, he had a four year old. And, I wanted to be a mom and I worked a hundred hours a week like I it wasn't only wedding planning My boss did it was also 

Tracy Hayes: so you want to be a real estate agent 

Demi Judd: That's not I fell into I fell into a lot of things Um But, uh, definitely fell into that. I had a friend who was like, hey, he owns a brokerage now too, so he's like, hey, if you ever want to come over, um, but he's like, hey, do you want to be my assistant?

Demi Judd: And I was like, um, for a real estate agent who's like successful, sure. Like, I don't know what that looks like, but let's try. And um, I went in to like meet him in person, have coffee about it. He was like, I don't think it's going to work. And I was like. It's not gonna work. And I was like, how do I get fired before I get hired?

Demi Judd: Like, am I okay? And he's like, no, I think that you're gonna kill it. Like, you would kill it as a real estate [00:17:00] agent. You'd be my TC. You'd quit and do it yourself. And I was like, can't afford to do that. So I left the wedding industry, served for a little bit to figure out, like, serving tables. Had a baby and decided four months postpartum.

Demi Judd: I'm going to get my real estate license because why not throw that on top of everything? Um, and I, I just went for it. And he's like, you're going to kill it. And he was like, but just give it like three to five years to pop off. And I'm like, all right, 

Tracy Hayes: fair. Right. 

Demi Judd: He lied. I did not take that long. And I have been like, Now I have a realist like a coach and so i've been like having help like i'm like This wasn't supposed to happen I had three to five years to get my shit together.

Demi Judd: Yeah but um But yeah, that's how I fell into it was really just a friend saying, Hey, you should do this. Well, it's 

Tracy Hayes: very interesting. Um, uh, I was at a mastermind last Friday over at landmark with a bunch of agents randomly all over there. We're talking about teams and, you know, whether it's a team of real estate agents or a team with [00:18:00] meaning you have support.

Tracy Hayes: transaction coordinators or whatever. And one of the comments was, um, don't hire a transaction coordinator who's in it, who's thought is they want to become a real estate agent because they'll do it for a month or two. They'll see the checks that the real estate agents are getting and say, I can do that too.

Tracy Hayes: And they're, they're off that. That's not the, uh, mentality of that, of a transaction coordinator. 

Demi Judd: Yeah. My TC is amazing. She actually used to be a real estate agent. Hated it. So now she's TCing and she doesn't mind. She's like, I don't want to be in your shoes. So I'll do this. 

Tracy Hayes: Yeah. Uh, it happens in the loan officer world too.

Tracy Hayes: They out there, they come in, they don't know anything about, they don't even know how to spell mortgage. They're an assistant for a couple months and then they see what the mortgage loan officers can make. And they're, I want to be, you know, and they don't have the experience yet. And it's a little different.

Tracy Hayes: Uh, I think real estate is one of those things. If you do get under the right tutelage, mentor, coach, whatever you can accelerate very quickly. [00:19:00] There's probably a very minor percent that actually just get it alone, but they generally come from a, uh, you know, a previous career and just know how to like organize themselves and just already, you know, and what to do so that they run it like a business and they go.

Tracy Hayes: Uh, but, um, speak of that, you were a young person still at that time. We still are. And, um, Yeah. So that was, did this person become a mentor to you? Did you work side by side or did you go somewhere else to hang your, 

Demi Judd: I went somewhere else. Um, I'm someone who like, I like to try to figure things out on my own.

Demi Judd: Um, and I never, I call it writing coattails. Like I don't want to ride someone else's coattail. And I ended up going with a smaller brokerage in the area and the brokerage. Let me bring my baby. So my daughter literally was at trainings. She'll be a professional. 

Tracy Hayes: She's already got the hours in clocked. 

Demi Judd: So I ended up going, I was at red zone.[00:20:00] 

Demi Judd: And so I started there. I was friends with Alyssa and her family. And so we all got very, very close. And so I was able to start off my career there a little bit where I could take my time and also just had a baby. So enjoy like being a mom. Yeah. And that was really great. I joined their team really built up kind of what I wanted real estate to look like for me and I knew that marketing was A very good push for me to pursue and then that's when I might fell into my my team there 

Tracy Hayes: literally um Hold hold that thought for a second.

Tracy Hayes: You said Um, you don't like to ride on someone else's coattails. 

Demi Judd: Yes 

Tracy Hayes: And I imagine you've had thousands of girlfriends ask you about real estate. 

Demi Judd: Yes. 

Tracy Hayes: You know, should I get into real estate? Yeah. Yeah. I mean, all, all the time and your recommendations to them. Would you recommend, especially, you know, who you had, you there, you had some, I don't know, natural abilities, you know, but like you said, your [00:21:00] customer service, you were doing the wedding planning, you were dealing with already dealing with people's emotions and that sort of thing.

Tracy Hayes: Yeah. You can, you bring in the technical part of, you know, you got to go take the class, you got to know if, you know, you can take training on how to fill out the contract. I mean, those things, uh, you know, many. You know average person because it's designed for average people to pass those things if they put the effort in they should be able to Pass the test and not a fill out a contract But the other human skills that you brought from wedding planning and so forth not everyone has those right away They kind of have to learn as you you did a little bit Before even before you got in the real estate you already had built those that those experiences up Right.

Tracy Hayes: So when it comes to go back to the riding coattails, would you recommend, you know, one of your corporate, Hey, yeah, or you've got enough experience, right? My coattails follow me around. I think you actually mentioned, uh, in that Podcast I was listening to you in, I forget, was it your brother or something?

Tracy Hayes: Someone related to you wanted to [00:22:00] get into business. You said, follow me for a day or two and they did. Would you recommend that to one of your girlfriends that they really wanted to do it? 

Demi Judd: I do every single time now, because also even since that, um, podcast, I got a coach and so I told her what I wanted to do and how I wanted to do it.

Demi Judd: I actually added a buyer's agent onto my team and, um, to try to test the waters to see what I'm looking for. And I learned a lot through my coach. Um, But I do it went from like the beginning of me being like do not join real estate Like just whatever you do, um, but then so many people kept asking because they'll see success and they're like I want that And i'm like, oh, I don't know if you know what comes with this palette And so it's just I had a friend who i've had a couple friends But every time they're like I want to do real estate i'm gonna get my real estate license I'm like follow me around for a day And I was like just follow me around for a day or I even went to universal with one of them Answered my phone every single second.

Demi Judd: And she's like, like be like, one of them was being immature and like yelling, like, why are [00:23:00] you? And I was like, this is a business. If we can't be friends, if you can't understand that, I take my job very seriously. Like I could be at Disney, I could be at universal with you. I still run a business like no matter what.

Demi Judd: And so that's where it kind of clicked for her that she was like, I don't want to do this. And I was like, no, I'm literally, I told one customer, I was like, I'm a Disney princess. My entire life is out there. I was like, I don't have an option to hide behind a gate I get to come home and shut my door and that's it Like that's where I get to hide because my neighbors everyone's a customer And so you want to make sure everyone still has the same experience the branding still matches So I try to I let everyone know the truth behind that and I was like Sometimes I like count hourly.

Demi Judd: I had one seller who's like I don't think that I should pay you XYZ and I was like, can I tell you the hours that I've done? And I literally wrote it down. I was like, I'm barely making minimum wage with everything that I've done since we've been listed. And so I think the reality of that sinks in for people when they actually realize how much work goes into this

Tracy Hayes: Yeah. No, I, I've challenged [00:24:00] agents. 'cause in your gift bag there is a, is a notebook from the bank for you to take to, to jot down like a lawyer does every you know, thing that you do? Mm-Hmm. , you know, because I, I, I don't think, uh, um, you know, again, people don't realize the eight o'clock call. You're, uh, you know, on a, on a Saturday or holiday at Disney and you're, you know, you're over there in the corner trying to take a call where hopefully it's not too noisy, right?

Tracy Hayes: So, you know, because there's drama going on, there's people's emotions and, and, and drama. Yeah, people don't realize that. Reminds me, I do want to take a pause here over a little sponsorship, which you have one of these mugs in your gift bag there, are from Remi Graphics. They make these beautiful, um, laser.

Tracy Hayes: She does a lot more than just, um, put her, uh, remigraphics. com. Um, um, Yes, yours is in there. Um, this is just one of the products he has. Any other laser engraved. She had trophies and stuff posted there. You've got [00:25:00] your nice, uh, Citadel blue there. A Carolina blue, uh, mug. But, uh, yep, there you go. Um. They will do one off.

Tracy Hayes: So if you have a customer and you want to do like, Hey, John and Sally, um, you know, established, whatever, maybe the wedding type of thing, put your name on the back. I always recommend that they'll never throw it away. Right. Yeah. But she'll do one off. So you don't have to order, you know, 20 of them. You can order, say, Hey, I need two of these, you know, uh, put my customer's name for closing gift or whatever.

Tracy Hayes: No, I love that. Yeah. So thank you, uh, Dunja, uh, Taylor with Remy graphics. All right. Um, Uh, where we left off , so, uh, 

Demi Judd: of real estate friends. Yeah. Friends 

Tracy Hayes: in the real estate. Yeah. Um, so riding, riding the coattails, it's important, you know, talking to a lot of the great agents that I've gotten off to a quick start that I've talked to.

Tracy Hayes: Um. If You don't some of our like I said have that natural because they maybe worked in corporate america for 20 years You know, I think a [00:26:00] pamela hoffman. She comes in. She had a very regimented. This is how she's going to run her business where you know Not everyone came for that and you need to uh, Well, I think, I think it was great that you offered to show them before they even went and invested in getting their license, you know, because I don't, like I said, I don't think the average person, uh, understands.

Tracy Hayes: And I think this, this whole NAR settlement garbage that's going on, um, is going to have to raise everyone's game because you're going to have to have that conversation like you had with that gentleman when he said, I don't want to pay you as much. 

Demi Judd: Yeah. 

Tracy Hayes: Yeah. 

Demi Judd: Exactly. 

Tracy Hayes: Yeah. 

Demi Judd: And so, um, and it's not bad. Like some people it does work for.

Demi Judd: I'm not saying that writing coattails is bad because it's smart. Um, even the, the girl who's not working with me, she's like, I want to be like you. And I have a ton of agents who meet me and I was like, all right, well, I think, and that's where me and my coach, I think I've realized, like, I don't know if it's team I'm really looking for, like a Demi Judd team.

Demi Judd: Like, I don't know if that's what I want more than, um, I'm realizing more of what the passion is [00:27:00] and the passion is like making better agents. Yeah. And I was like talking to my coach. I was like, I was like, I felt this for two years now But I had to have like obviously I need to have sales and stuff that backs me up that I my methods work Um, do you think they go after 

Tracy Hayes: you because you make it look easy?

Demi Judd: Oh, they think it's so easy. 

Tracy Hayes: Well, because there's some people that, you know, you know, how much, you know, how much work you're actually doing. And then, uh, you know, uh, you know, I think some of us are, are, you know, when no one's listening, right, we're cursing it out. And then, and then we smile, we turn around and we smile and they, that's all they see is the smile, right?

Tracy Hayes: They don't see you sweating. No, not at 

Demi Judd: all. Yeah, um, or the crying in your car. Yes We're just like no this is wrong. Let me cry. Oh, yeah Um, but I really want I think like the future of demi is actually like more on the coaching side um and really mentoring agents to be Themselves and be better because I feel like so many people like I have heard it so many times the industry Which i'm flattered by all means, but [00:28:00] i'm just like I've always felt like I was held as a standard for my parents.

Demi Judd: And then people are like, Oh, but I'm not Demi Judd. And I was like, No, you're not. Thank God. like, really, honestly. And I was like, I want you to be you. Like, I don't want you to be me. I want to help you create real estate in your own way. Real estate doesn't have to be a cold caller, an open house, or a doorknock.

Demi Judd: And I was like, it has to be you. You're real estate. Like, why can't, like, you sell yourself. Like, not weirdly, but sell yourself. Because, like, that's what Clients know what they're getting. My videos are me. Like, I, I'm funny, I make jokes, but I, I take my job very seriously, and like, I know my information, I know my stuff.

Demi Judd: And like, helping people, I've started doing like, within my brokerage, little consults with other agents for niches. And I'm like, what do you like to do? Like, you could make your hobbies real estate. Like you can like all everyone at my gym at 12 o'clock when I go at night Um, everyone knows i'm in real estate Yeah, every single person and so people ask me questions about real estate [00:29:00] So like that is like a hobby I do but they know i'm in real estate.

Demi Judd: I'm not a secret agent. 

Tracy Hayes: Yeah, 

Demi Judd: but um, Just being able to use your niche and things that you love. I love weddings. So I do weddings still 

Tracy Hayes: uh This you there's several things. I want you to write them all down because i'm gonna forget them all that you just you mentioned there Um The answering the phone at Universal or wherever you're Disney or whatever and your girlfriend's in there going why you answering the phone and explaining real estate I think everyone in the real estate mortgage loan officer the same way because we have, we, we, you know, for the most part cater to you, unless we have a call center, you know, cater to the agents.

Tracy Hayes: So when the agents are calling you, we've got to answer the phone. I mean, if it's five o'clock on a Saturday afternoon, you're, you know, cooking steaks, you got, you got to still pick up the phone because the agent's calling you for a reason. Something's going down. And, um, but, I think a lot of people who aren't in the industry understand that we live our lifestyle.

Tracy Hayes: Yeah. I [00:30:00] have the ability to leave here at one o'clock so I could take my son to his basketball practice at two 30 this afternoon, but my phone is still hot and my laptop is. in the, if with me, you know, if something needs to go down and, or I need, if I need to run home and cause I'd like to rather work on the bigger screens than my laptop screen, you know, to run a quick pre approval.

Tracy Hayes: So the agent can move forward with the transaction that people, uh, I don't think they understand. We live our lifestyle. When you go to the gym, I think Jordan Faria said it great, or it wasn't Jordan. It was, um, Erica, uh, Harding. Uh, she wears her, you know, something real estate. T shirt at her son's ball games.

Tracy Hayes: I'm sure Jordan probably does too, cause she's got little ones too. They're at their T ball games or whatever, the little league games, and they're sitting there. And so people are seeing her and they, you know, again, it's an easy subject to talk about. Um, everyone wants to talk about, everyone wants a roof over their head.

Tracy Hayes: And one way, whether they own a home or they just [00:31:00] say, we're thinking about what's going on tomorrow. It's an easy icebreaker to say, Hey, what, how's it, how's business been because they know that's the business you're in and they know what subject you're going to be talking about. You know, so they open it there.

Tracy Hayes: It's an easy, easy go. So we live our lifestyle. So whether we're sitting there at 7 30 in the evening at the sun's ball game and in between innings, they strike, you strike up a conversation. You're doing business. It's fun. You might have a little cocktail in your hand, but you are being cause people aren't walking in and saying, I want to buy a house today.

Tracy Hayes: And five minutes later, they're signing a diet. It doesn't happen that way. There's generally most people are doing a little more due diligence and they're looking at different homes. It's a, it's something, a relationship that goes on. Might just be a week. It might be a year or two. Who knows? Yeah. Yeah.

Tracy Hayes: And I've had some of those. Yeah. Well, right now. Yeah. For surely with the, everything's slowing down. It's not like it was in 2020 where you literally, you know, getting hundreds of offers or multiple teams of offers there on a, on a house within minutes. [00:32:00] But, um, I wanted to migrate into, you were saying something there, uh, being authentic.

Tracy Hayes: Mm-Hmm. . And, um, I want you to touch a little bit on your. Evolution of social media because you were touching about it with, with, um, Maurice and Chris there a little bit, but I think it's important for everyone to understand because, uh, it's a journey. You need to start. So Mazel just started today. Yeah. Um, but, um, I look at your Instagram right now, I'm like, wow, this, you know, she's, she knows what she's doing, but that wasn't the way it always was.

Demi Judd: Yeah. Um, if you scroll far enough down, there's parts of me that's like, I want to delete it, but I'm like, no, like it is the evolution of Demi being who she is. Oh my gosh. When I first was told, um, I was on my team and they're like, you need to post videos. And I was like, I don't know what to talk about.

Demi Judd: I've never closed a deal. Okay. And so, um, they're cringy. Like, they're like, hi, I'm Demi Judd. Like, it's just, [00:33:00] it's very awkward or like, just weird. And, um, then it started going from like, I'll just do whatever's on keeping current matters, which is a great place to start, by the way, if you don't want to talk about keeping current matter.

Demi Judd: There's like a hundred percent. I don't know if I can say that. Um, but great thought, like, you know. Blog to read to talk about because it's very informative and very accurate information But or to even call your local lender and like get information on the rates and like where it's going where the predictions are because you know Have some information rather than just saying whatever's being blasted not on a resourceful site um but Definitely going out there and like really knowing it, too I started doing new construction.

Demi Judd: I was like, I'm selling a lot of new construction. Get out there. If I know the neighborhoods, I have knowledge. And if I know things that people don't know, I can give information. And then it started, when I started getting my clientele, my questions were, What were your concerns about moving here? What did you like about moving here?

Demi Judd: What's pros? What's cons? What's questions you [00:34:00] wish you had answered? And I literally just started collecting sheets of paper of questions. And then I started creating videos and content based on those questions. Like schools are a big concern for people what schools are coming to the area How like what how many people are in those schools?

Demi Judd: How many are they planning to build? Is there another one is it gonna rezone because it rezoned every five seconds 

Tracy Hayes: to touch because I think That part, I wouldn't, I don't want to say easy, but if you want topics, I mean, you can go on chat GPT and say, give me 10 topics, you know, and choose a couple and you could do that every day.

Tracy Hayes: If you wanted to, the big challenge is actually physically getting over your fear. Yes, did you have a camera fear? I mean, was that some hesitancy in you or you were 

Demi Judd: just had a baby in postpartum? Like definitely I hated everything about like how I looked and how it came out But it ended up being like I don't care like one people are gonna see me so I didn't want to have a super big filter because [00:35:00] i'm like They're gonna see me like oh god, like like that, you know, fifth 60 year old agent who has a 20 year old picture Like it just it it doesn't make sense.

Demi Judd: I'm like, okay You I'll just have to go with it. And I mean, you can see like, if you go back far enough, how comfortable I got because it went from, I'm trying to give you a product I don't even understand or know. Like if I was, if I was trying to sell you a mortgage, Jesus, yes, I know quite a bit, but I should not step into that.

Demi Judd: That's not my field. So it's just knowing my field and perfecting it. And that's what like I had the confidence cause I could, right. I just talked to the cameras if it was a person What helped me in the beginning was facing how the camera's facing a different way because i'm not like oh my stupid 

Tracy Hayes: mirror Like 

Demi Judd: it's good.

Demi Judd: You didn't let me see. Yeah. Oh, you're 

Tracy Hayes: doing it. Yeah doing like the selfie angle. Oh, it's 

Demi Judd: Selfie angle because you're like I look dumb but and I also got the humor out of it. Like We take ourselves way too seriously. Yes. People, one, [00:36:00] if you want to be like the hello, like, I try to be like, oh, well, I want to be professional.

Demi Judd: And I'm like, this isn't for that. Like, I think also social media has different stages. Like, I feel that. Um, YouTube is like LinkedIn, which apparently I need to work on mine, but I'm going to work on my LinkedIn and my YouTube. And 

Tracy Hayes: your YouTube. I haven't brought that subject up yet, but 

Demi Judd: I'm not offended if you guys know anyone who can help me edit YouTubes.

Demi Judd: I just, I think of YouTube so highly that I want to do it perfect. And that's the problem where like people aren't doing social media because they're want to perfect. I just need to do it. And, um, and so that's something that I'm trying to, you know, 

Tracy Hayes: I wouldn't even, I wouldn't even edit them. Um, I would just, did you save all the videos you've done so far?

Tracy Hayes: Do you have them in like an address? I would just load them all onto YouTube. Okay. I mean, why? All the add all the all the addresses that you you know, you're if you're walking through a house, you know I've say time and time again In fact, I had Jordan and Jacqueline gallop on and now their background they had a little media [00:37:00] background and understanding of it and You know, they've got a video.

Tracy Hayes: He said it's two years old. Uh, it's got 21,000 hits if you go on their, on their, uh, YouTube page. But he got a lead from it the other day. The guy told me he saw, I saw your, you know, video and he's, there's a video he did two years ago. Yeah. And people are Googling and go and YouTube are married. Yep. It's going to pop up.

Tracy Hayes: This podcast will pop up. They Google you after. 'cause this, this is streaming live to YouTube right now. And probably tomorrow if you go and Google yourself, you'll see the live version. Now eventually I post a one with a thumbnail and all that stuff, uh, next week, but, um, it's going to pop up. So the video, video, video is what they're all telling all the agents.

Tracy Hayes: But I think you hit on the nail on the head. I mean, yeah, you, you, if, you know, the girls like, you know, make sure your, you know, your hair, you know, you, you look, you want to look, uh, presentable, uh, guys are lucky. We just go for it. [00:38:00] Yeah. 

Demi Judd: Are you lucky in that way? Well, 

Tracy Hayes: I don't know. Well, God bless that, you know, they make females attracted to guys that look like us.

Tracy Hayes: So, I mean, I don't know, whatever. God works in mysterious ways. And, uh, but, um, uh, All of the people who know and love you. Already know your quirks. So when they see you on the video, it doesn't change It's like we're sitting right here and if you you and I you know, we we've had numerous conversations every time, you know You like to sit the way you sit or whatever.

Tracy Hayes: I mean, that's just the way you are That's the way you are. So People don't even think about a lot of times but your brain is actually retaining it and it's retaining it through the video as well just as we uh as clearly as even us just sitting right here, so Um, but to google you and see you on the video Being natural and and I I think uh, Jordan and Jacqueline said it very clearly uh People because you're being authentic because you were you were talking about that in that podcast being authentic being you [00:39:00] They are creating a relationship with you and they haven't even met you yet 

Demi Judd: Yeah, 

Tracy Hayes: because they're watching you in your videos.

Demi Judd: Yeah 

Tracy Hayes: Yeah, 

Demi Judd: and like even it goes beyond videos like even when you meet people But the bridal shows when I talk to the people like hey, let's have a meeting. We'll get down. I'm their best friend Like they already know me and i'm like I had a TikTok sized conversation with you. Like we literally had a threesome and it just like being authentic, you connect with someone so deeply that like those brides and groups think they've known me for years and it's just, I've, I met them for 30 seconds maybe.

Tracy Hayes: The same anxiety that people have to get in front of the video often have the same anxiety when they're meeting someone new. Yeah, right. You've got clients coming in. You don't even know what they look like. They're coming Even if they're coming into your you're blessed They're coming in your office or maybe you're meeting at a coffee shop Let you know let alone if you meet them at a house and you don't even know what they look like yet, right?

Tracy Hayes: That's you shouldn't be [00:40:00] doing that. But hopefully you forewarned them right with the forewarned with florida, right? Um, But if they're watching the video they When they approach you Because they have the same anxiety. They're like, what's this agent going to be like, this is going to be one of these agents that's got this card to make some look like, uh, the Jaguar cheerleader from 15 years ago.

Tracy Hayes: But now that, you know, right, you know, they got to update, you know, they don't know. And I mean, there's a lot of times, I mean, I brought in a lot of agents. I've seen their cards, seen their stuff on social media and they got the glamour shot thing going on and that's great. But then they, then when they walk in here, I'm like, okay, is that, is that 

Demi Judd: Oh, it's happened to me.

Demi Judd: We're like, we had a new agent. I was like, hi, nice to meet you. And they were like, one of our top agents was like, God, I did not recognize. 

Tracy Hayes: You hadn't seen him in a while and 

Demi Judd: never met them in person. 

Tracy Hayes: Oh, you look 

Demi Judd: so different. Yeah. 

Tracy Hayes: So if you're doing regular video, the people are building [00:41:00] this relationship with you and I think it, uh, if you want to get somewhere quicker and as far as the relationship is going, that's the ticket.

Tracy Hayes: Yep. Yeah. Yeah, because uh, they'll just, they'll just open up to you because when you, when you start asking those more sensitive questions, if they've been watching your videos, they should already know this is coming, right? In a way, in the shape or form. Um, all right. So the first year you went, you said you went to a, you didn't go to the brokerage your friend was at.

Demi Judd: No, I didn't. The one who told me to get into real estate, I didn't follow him. 

Tracy Hayes: Yeah. Um, which is odd, but what chose you, what, what, how did you choose your first brokerage? 

Demi Judd: Um, I actually met a mom friend and, um, we met, I told her I was getting my real estate license. Funny enough, she was a real estate agent and her mom ran a brokerage and I was like, do you know what?

Demi Judd: And I was like, can I have my daughter there? That's all I cared about and they're like, yeah, bring her to meetings because she just had a baby literally I think our kids are two days apart. 

Tracy Hayes: Mm hmm. 

Demi Judd: And so we just brought our kids to trainings and [00:42:00] the fact that I could Rather than the brokerage my friend was that was not allowing it I'd be gone for eight weeks in training and I'm like, I just had a baby like 

Tracy Hayes: yeah 

Demi Judd: crazy And so I was having separation anxiety and I was also still serving tables So I didn't have the flexibility.

Demi Judd: Like I had to be serving tables at four o'clock, um, for early bird special. And so I just had to be there. And, um, that was just the season I was in and it just, it worked for it. 

Tracy Hayes: So not a lot of, you didn't like go out. I mean, you had, it sounds like you had talked to some agents, but it was more of the convenience of that was more a priority than actually researching deeply.

Tracy Hayes: I mean, so. one of your girlfriends wants to get into real estate, how important is it? Uh, you know, we talked about, uh, gone to coattails for getting a mentor or someone like that, but going out and investigating, talking to agents that not just the brokers, you know, uh, the, the, [00:43:00] the, People say all that, basically it's like you're interviewing someone, two people lying to each other, right?

Tracy Hayes: The broker's telling you how great it is. They got technology and education, you know, they everyone has that. Okay. Where, what, how are they actually working and talking to the agents? And is this how you want to do your business? Even though they don't really know how they're gonna do their business just yet.

Tracy Hayes: But they, you know, I think personalities like minds attract. Yeah. Type of thing. So I mean, if you were, again, talking to your girlfriend, how important would you say, Hey, you need to go out and you probably talk four or five different Yes. Not even brokers, but four or five agents as well that match up with those brokers so that you can confirm what the broker's telling you is actually what's being delivered.

Tracy Hayes: Yes. And so 

Demi Judd: I did interview like three 

Tracy Hayes: mm-Hmm. . 

Demi Judd: Um, one I knew I didn't want to go to because. Way before I got my license, my husband was planning on getting it and I was like, I do this better and here we are, but he's great. He's handling our insurance. He's doing what he needs to do. Um, but with, I interviewed a couple, he already interviewed a [00:44:00] few for me that I did not want to, I'm like, I don't want to be a part of that.

Demi Judd: I'm sorry. I'm just not what I'm interested in. Um, and not where I wanted to be as an agent without knowing. I would, I would a hundred percent, like I tell them each time, cause they're like, of course people would meet me and they're like, I want to be like you. I want to come to momentum. John and Brittany.

Demi Judd: No, if I think that they're not momentum, I'm going to say, I don't know if that's the best start for you for new agents. I mean, it is hard because like picking a brokerage that'll help you get to the level of actually jumping off. That's what's hard. And so making sure you find the right one that fits, because like there are some that are great that help a lot of new agents.

Demi Judd: I don't want to market like that. Like, I, I'm not a cold caller, so I probably wouldn't work at a few brokerages I could think of. Like, I'm not going to cold call anyone. I'm not a call center. So it just, it doesn't work like that. So it wouldn't ever work. And then, So, 

Tracy Hayes: so digging into what their, uh, ideology is, cause everyone has like, you, you know, you're, you know, we all talk [00:45:00] to what are the basic things you can do as a real estate agent, like knock on doors, uh, you know, cold call.

Tracy Hayes: I mean, you did the list is, you know, pretty standard. They're finding out what are they doing? Yep. Uh, is that their mentality at this ex brokerage over here? They want everyone to cold call. Who 

Demi Judd: are their top agents and how did their top agents get there? Like there's so many questions now, of course, now it looks different as like moving up in the industry without tooting my horn, but moving up in the industry, like What am I looking for?

Demi Judd: I'm looking at top agents. When top agents leave our brokerage, I immediately call them. 

Tracy Hayes: What happened? Yeah. Yeah. 

Demi Judd: Why did you leave? What value do you not see here that you see there? Right. What is it? And call me. What did I 

Tracy Hayes: miss? Am 

Demi Judd: I missing something in my business that you feel is important for yours?

Demi Judd: But. Nine times out of ten. I call I call them after like 60 90 days. I'm like, how's it going? And they're like And I was like, oh and they're like I set back my business because I had to learn xyz I'm like, I ain't got time for that. [00:46:00] And so it's just kind of like realizing which ones have what to offer 

Tracy Hayes: What do you find in some of those conversations was like one of the main reasons was it splits or what?

Tracy Hayes: What is there was there a common theme in some of those? Um people you've talked to a 

Demi Judd: couple were money You Like but it's funny because then they'd switch to another brokerage that took more money and i'm like that doesn't make sense um, and then other ones were just like They had a different vision than my broker did and I was like, okay, that's perfectly fine That makes sense or they were a team and they wanted less of like something or they wanted more technology Um all this different stuff or more um I know one agent left and I almost like I mean I wanted The bells and the whistles of the pretty little books that are so fancy and all this stuff like it definitely drew me in because i'm so marketing forward and I like to do these big presentations and everything and so it's like That's attractive but i'm like But how much would it be if I did it and I started calculating I was like that ain't worth that split So it's just for me.

Demi Judd: It's [00:47:00] money. 

Tracy Hayes: Yeah, 

Demi Judd: cuz I'm like, where's gonna give me more money Like I already make good money. 

Tracy Hayes: Well 

Demi Judd: or lead gen people care about too That's a big reason I could believe 

Tracy Hayes: Because you just contradicted your bio, but On the money part Yeah 

Demi Judd: Well, 

Tracy Hayes: you come to an age of where you're at in your careers now this the new person that we're saying Hey you need to go find a brokerage that really caters and can really take you off the ground because this is where you're at as Far as your real estate You know mentality educate whatever let you know love your you're on the ground So you need to go and there's obviously a couple of national brokerages here Regional brokerages that that really cater to that and their whole Plan and they've got trainers that are there to be there for them all the time where?

Tracy Hayes: I wouldn't say momentum's a [00:48:00] It's a you know, you're not gonna call momentum a boutique brokerage because you got he's got hundreds of agents, but it's still John's not spending money on hiring a trainer and paying the salary for this person because he's not bringing on 20 fresh out of licensing agents every month to put them through these You know through the steps if you were doing that you would need that full time trainer doing that Correct.

Tracy Hayes: Um, you know, so So momentum again might not be perfect for that brand new agent coming out unless they're writing someone's coattails. Yeah. Yeah um uh You um touched on those two things. I want to I want to since you just mentioned it The fancy presentation. 

Demi Judd: Yes. 

Tracy Hayes: What, what have, what have, what do you, what do you do?

Tracy Hayes: What, what have you discovered in your, you know, years in trial and error? Do you need the fancy booklet in all that type of thing? He's now listing appointments. You guys are competing a lot for [00:49:00] listing appointments right now because the listings are rising inventories being on there. Customers are. It's not so yeah, you gotta answer the phone that is a number one, but a lot of them aren't calling you saying hey I found a property.

Tracy Hayes: I need you to go and make an offer for me You're having to actually earn their you know, show a little more value. Correct. So what do you do? yourself you know Some people believe in the fancy booklet. 

Demi Judd: Mm hmm. 

Tracy Hayes: What what's your right? What's your thought? 

Demi Judd: I love the fancy book with the hardcover and all that looks like a child book.

Demi Judd: It's beautiful It's just I'm not going to stop loving it. Maybe one day I'll do it and I'll print it and it'll be like a Demi Judd version. Um, I've just made my own and printed my own. Like I have um, I have two different, I print everything out because I want people to have it. I actually drop these off the day before my listing appointment because I want them to read it.

Demi Judd: I don't want them to be in my presentation when I'm trying to see what their house looks like. Spending an hour going through my book, so I'd [00:50:00] rather have that conversation and they already know my compensation and everything like that 

Tracy Hayes: first YouTube video right here. Go ahead 

Demi Judd: And so when I drop off the the thing Go away to Newton.

Demi Judd: I do use my past and to like what I do for my presentation. So my presentations are very Demi Um, but I do that for my sellers and so they have the box. They kind of have a little whole entire little get together in that. You, 

Tracy Hayes: are you a Krista Mashour? Do you follow Krista Mashour? 

Demi Judd: I don't. 

Tracy Hayes: Okay. You ought to look her up.

Tracy Hayes: You ought to look her up on Instagram. Okay. I had her on the show. She's out in California. But she does the, she has the whole process but she's, what she's also, she's a big funnel person. Person so, you know, she markets these certain neighborhoods farms them anyone that's searching boom She's popping up.

Tracy Hayes: They're clicking on it and obviously going into a funnel to get their information But she also does the boxes kind of like I think LPT is doing that now where you actually drop [00:51:00] off this You know attractive box In there Krista actually has a book which you can insert your Name and personality into and make it look like it's yours.

Tracy Hayes: And yeah, you know, just I might 

Demi Judd: have because that sounds familiar It's a book part Yeah um And then so I do that, but then for my buyers, I've just created a bunch of guides of questions so I have a relocation guide. I have a new construction guide. I have a buyer's guide. I have a how to Sell your home and buy a home at the same time Like I just created a ton of marketing product when I had nothing to do as an agent You And I was like, now I fix it, because it's, you know, school zones change all the time.

Demi Judd: So it's just like updating on what's going on, but my main thing was like, how can I provide value that is different from another agent? Because when you're online, and you're on social media, everyone's just like, I need an agent. The amount of business cards I see, like, I want to throw hands with some agents.

Demi Judd: And I'm like, that's how you're going to market yourself, is a business card? And so, I've even, um, even my buyer's [00:52:00] agent home training, like, I was like, do not just put your information or just tag yourself. And I was like, don't do that. No one cares. And I was like, add value show that you can already answer a question that they're asking or have not asked yet.

Demi Judd: And so now instead of just saying like, Hey, Demi Judd is a great real estate agent. You should do all of that. Just say, Hey, by the way, we have some resources and tools that have really helped a lot of out of state buyers. Here's the current schools that are coming to the area. If a school was a question, um, and then it links to my blog, to my website.

Demi Judd: And then I capture their information from my website. Um, but providing the value. It's a hundred percent and even I have the guides that I have the relocation guides now instead of just oh, here's my guide I'm like, hey, I really think we should have a conversation. There's a couple things in the guides I just want to make sure you fully understand about st John's and I could answer questions that may not be in it and then I have a consultation and How many, 

Tracy Hayes: how many of them you find, and it's important that anyone listening, I'm asking this question.

Tracy Hayes: We know a lot of people are not actually reading that before they meet you the [00:53:00] next day. I mean, there's a good percentage, I don't know whatever it is, but we know just, People aren't into reading long form. I mean, they don't get newspapers anymore, right? They that's why I was saying your first YouTube video should be a video of your guide Yeah, because they will get the physical guide in their hand, which is good that they have something physical in their hand They feel they've you know, there's something there right they got their hands on it But if you put the, you know, uh, YouTube link or QR code where they, they click that and go to your, your YouTube, where you're actually, you know, going through the guide now, maybe just a generic guide of the job, but now they're going, Oh, Oh, on page 10 there, she's talking about schools.

Tracy Hayes: Oh, I need to go and look at that. Yeah. That would be my recommendation. And you know, this is the thought that just came to my head, um, of, you know, here, click the, uh, the QR code. I'm going through that guide of what's in it. You may never read it, but if I mentioned something that's really good, your [00:54:00] guide is actually tailored to your, what you're looking to, you know, do your neighborhood that you're looking at or whatever.

Tracy Hayes: Yeah. Yeah. Um, because I, I think again, if people, they would rather just, I've seen, uh, my wife had to get something fixed on the car or something, or even there was something wrong with my mirror on the car. I just go on YouTube and I put in 2019 Dodge Ram, uh, mirror. not working. Boom. There's something there.

Tracy Hayes: People are more apt to do that than if I actually had this, Hey, here's this 20 page PDF on how to, uh, fix that. They're like, yeah, whatever. Yeah. Yeah. Who, who opens the owner's manuals anymore in the cars, right? It's all on, it's all done video now. Yeah. Yeah. 

Demi Judd: Couldn't tell you where mine was. 

Tracy Hayes: Yeah. Um, that's probably why my wife couldn't find hers the other day.

Tracy Hayes: I bet you wouldn't doubt it. If Volvo just put them on video. Cause yeah, no one 

Demi Judd: QR code per item. They just put QR codes on the items. 

Tracy Hayes: It's easier to search in the video as well. You can get right to what they want, you know? [00:55:00] Yeah. Um, so sitting there flipping the page, but that would, that, that, I think, uh, I would be the first YouTube video for you.

Tracy Hayes: Is that, that was just thought that came to my, my head. Um, I want to go back to, uh, cause you were talking a lot with teams and, you know, again, you know, your goal, you said you brought on a buyer's agent and so forth, different people, uh, leaders, people have been doing this for 20 years. Um, I've heard a lot, you know, obviously talked to over 200 top agents, brokers, and I was like, everyone has a little different idea of who should be the first person.

Tracy Hayes: When you started hitting, Your lid is what I call it from John Maxwell. He talks about hitting your lid. Like, Hey, I can't take on any more customers. I need help. What were some of the advice? I assume you searched out some advice. What worked for you? 

Demi Judd: Um, like how I found my person? Well, 

Tracy Hayes: no, just, you know, what was, what was some of the advice that you got on, you know, what should be, you know, to help you, uh, relieve you of some of these [00:56:00] chores that are required?

Tracy Hayes: A lot of people don't see that they're under the surface, but there's a lot of back office stuff that needs to be done. Or, like I said, sitting open houses and, you know, whatever it may be, what were some of the, um, some of the things that people told you to do and then what did you end up doing? 

Demi Judd: Yeah, perfect.

Demi Judd: Because that's, they're two different things. 

Tracy Hayes: Um, 

Demi Judd: well, I mean, since I even joined and I, when I left my team, I left my team about three months after I joined Momentum and I went on my own in the summer of 22. And I talked to John and John's like, you need to leverage. And I was like, how do I leverage? Like, I don't have any business.

Demi Judd: So you had 

Tracy Hayes: been working solo up until 

Demi Judd: going 

Tracy Hayes: to go into Momentum. Yeah. 

Demi Judd: No, so I was a part of a team. I switched with my previous team to Momentum in April, and then I left in June, and I went on my own in June. Alright, 

Tracy Hayes: so let me step back so we get a little more chronological order here. Okay. What was your experience on the team?

Tracy Hayes: What did you take from that? [00:57:00] What did you like go, oh, I'm not going to do it that way? 

Demi Judd: So, I would say, so people have different feelings towards teams than like when they leave teams. Mine took some growth to have like the response I have today a hundred percent. I would not be where I am 

Tracy Hayes: Were you on a fairly newish team that was being created or were you 

Demi Judd: it was an established like it was more of like a two To three person team before I joined on 

Tracy Hayes: and 

Demi Judd: then it just kind of I was like, hey I saw an agent who was succeeding and I was like, I want to be like you 

Tracy Hayes: right 

Demi Judd: and I like immediately like I was just like just teach me social media like let's go and And um So I guess you would almost say like I tried to ride someone's coattail, but I never used that I guess their success for it.

Demi Judd: I was just like, how do I do it? Like Demi and I joined and I learned that NIFAR contract in and out which I think I may call 

Tracy Hayes: this episode the Demi way, but go ahead

Demi Judd: But [00:58:00] when I Met with them. I was just like this is what I want to do. I sat down I know that NIFAR contract in and out I'm very upset that it's going away because I knew it so good. Um, I got taught for hours about how to negotiate, how to do things, how to put on a listing. Um, they gave me my first buyer and walked me through the process.

Demi Judd: So, like, I had a lot of support. And then the team started growing and it just I feel like when we switched brokerages kind of like the the vision changed for the team 

Tracy Hayes: the whole team 

Demi Judd: The whole team's vision changed broke 

Tracy Hayes: the whole team moved brokerages 

Demi Judd: whole team moved brokerages We had about by that time.

Demi Judd: We had about six people and we moved over and It just was a lot of changing in seasons. Like someone, like one of my team leads was having a baby. And so like that was a lot. And she was very sick from like being pregnant. And then my other team lead like, you know, had to control six girls. [00:59:00] And so it's just like it's, it's a lot and all of us were in different places.

Demi Judd: And so, Um, it was, it was just really difficult. Cause you 

Tracy Hayes: had like, from very green agent to someone experienced could just do it on their own if they want. They didn't need to. Yeah. From the different levels and everything in between. So that's interesting topic there when building a team. When you've got everyone at multiple levels, that's six different plates that you're spinning because they're different, uh, you know, seasons of their career.

Tracy Hayes: Yep. Yeah. 

Demi Judd: And so it was definitely, um. Some just started, like, going different ways or going to different brokerages. Like, they just started making their decisions because it just got to the point where it's like, no one had the same vision anymore. And that's what was so important to continue the vision.

Demi Judd: And I, I met with John and Brittany and I was like, what if I went on my own? And I was like, I don't know if I can make it. And I was like, but, it's like one of those things where it's like, If I even told my team lead this, I was like, I think I'm going to go my own way. If this is not what I'm [01:00:00] supposed to do and I completely fail, I will be more than happy to come back with my tail behind my legs.

Demi Judd: And that's just what happened. And, um, I was like, but if I don't, I, I think I just need to try though and took the leap. The next month I was top agent at my brokerage. 

Tracy Hayes: Well, so the, one of the domestic mastermind that was out on Friday. And we were talking about teams and, and, you know, we, for some reason, whatever reason, this particular topic didn't come up, but I think it's very interesting.

Tracy Hayes: You just brought it up when you, if you think you need one, a team of agents and they are all at different seasons of their career, you're spinning six different plates. And in your case, all of a sudden you become, you know, that, that, uh, even though this is not the full part of the jack of all trades, master of none, you're jack of six different people, but mastering none of them because you're not, you're mastering the value in them because as any brokerage or any team, if you're not adding value as the team lead, uh, in there, or they don't see value, maybe the team, you know, circulates around [01:01:00] themselves and that's where the value is.

Tracy Hayes: If the value is no longer there, they're going to spin off. That is a huge challenge for retention. And we were talking about John earlier, how, you know, John and Brittany are so brilliant and John's always out there searching, you know, to just bring you guys something new and different and, and, and keep you guys, that's the value he adds, uh, being an active, uh, owner of the, of the brokerage.

Tracy Hayes: All right. So you, you, you go over there. What is your business like at that point? Are you at a at a lid or all of a sudden you've just ramp up real quick and you hit a lid 

Demi Judd: Like I went from like, oh my gosh, like nothing cuz by this time that I left I only have closed two deals one was handed to me one I found on social media the lady was selling her furniture and I was like, hey if you need anything She loved me I ended up listing her house It was just like that's the and that's where I realized the power of social media and I was like, oh, okay and Literally just [01:02:00] popped off and I was like, oh my gosh, and I was like, okay, but I'm not there yet.

Demi Judd: So I Went through the rest of 22 and I was like, let's see what I could do I want to cap they have like a send program at momentum new agents and I was like if I could make that I'll feel good. Well, I did. And I was like, sweet. And I was like, but I want to be in the top 500. And I was like, that's my goal, which I did.

Demi Judd: And I mean, Jack, 

Tracy Hayes: Jack's real producer, is that what you're talking about? Yeah. 

Demi Judd: And so I really wanted to be able to, um, you know, be in up there in my numbers and like, I wanted to be one of the big ones that people looked up to. And, um, That it just, it literally was organically happening the way. I can actually fully say I even had to like verify this morning.

Demi Judd: Um, I've never bought a lead. Ever. I've never, not Zillow, not any, not even the Mojo dialer that we were doing, because I sucked 

Tracy Hayes: at it. 

Demi Judd: Um, but I didn't actually, I just literally made it a joke because I can't cold call. Um, I get [01:03:00] offended when they hang up on me. And, um, but, um, I just and then from producing and become like creating content online, which i'm sure if I popped off my youtube would even be different It's more of I talked to john.

Demi Judd: We saw what I did last year And what I was heading towards and what i'm heading towards this year and he's like you're gonna burn out Or you're gonna cap out and he's like you need to you need to pick this up and I was like, okay He's like you need to hire before you're ready and now like having her a part of me This is 

Tracy Hayes: the brilliance of john.

Tracy Hayes: I mean I give him credit I probably should have him back on the show, but I don't think enough brokers are doing that right there Yeah for looking at you just like you know, if you were one of his one of his employees, um, you know, in looking at you where you're at and seeing your trend. Cause I, knowing him in this, you know, he's all about numbers and so forth like that is as brilliant as he is.

Tracy Hayes: He's looking at trends, I guarantee it. And, uh, he's seeing you trending up at that time.[01:04:00] 

Demi Judd: I was sobbing when I did leave my team. Like, I was like, I'm so like, I, cause I still had like that nine to five mentality. Like I work for someone. Um, and he was like, you're a business owner. You're good. He's like, you're going to kill it. And like, it was cool. Like I've been so blessed with people who have seen it in me because I have huge imposter syndrome.

Demi Judd: Um, and people were just like, you're killing it. And I was like, it's fake. And like, just to now be like, I, I finally am like, oh my gosh, like I'm, I'm doing it. And now I, I do need people. And um, I finally, I should've, and I wish I would've listened before. Cause even though I have her now, yeah, I hired her back in February.

Demi Judd: I needed her last year because of where this year's heading. And so there's only, there's only, I really held myself up by not hiring faster 

Tracy Hayes: I think there's so many so you mentioned jack's real producers if you make jack's real producers you're hitting the lid If you don't already have help at that time so if you if you're being invited to one of those [01:05:00] cocktail parties quarterly or You know being featured in the magazine, whatever you're getting notified that you're made christian's list Um, you are maxing your time out If you do not have help at that moment in time, yeah.

Demi Judd: Oh yeah. I'm, I'm blessed and terrified at the same time. Cause I've been very fortunate that each year I've doubled my year. Well, my year last year, I finished out at the end of June and I'm like, I literally kicked my butt for that last year. And now I did it halfway through the year. Like that just shows like, I, I need to hire, I need people and I need leverage.

Demi Judd: But. Like you said like what are um things that you need to learn? I I didn't have back end done like all the back end of real estate The I didn't know what a pnl was like until like I had my coach and she's like i'm sorry What and I was like my cpa hates me Like we're we're not friends right now But she she's great, but I had nothing and I was like I was told three to five years That'll happen [01:06:00] and I was like it didn't happen in three to five years.

Demi Judd: It happened in less than three And so How do I basically still keep my momentum, pun , still keep my momentum for like business and naturally having it like it, it's crazy how natural it has happened. Like it's one of those things where you're like, you really feel like the puzzle piece fit. 'cause like I, I, yeah.

Demi Judd: All of a 

Tracy Hayes: sudden you find that one piece that leads you to, to the, the rest of the puzzle, right? Yeah. Where you're 

Demi Judd: like, this is the rest of it. And so , it's crazy to see like. How everything has fallen into place. But yeah, I did not have that end and I wish I was like Asking my husband, I was like, do you want to do this on the side?

Tracy Hayes: All right. So let's, you, you, I know you brought the coach in since last August. Cause when I remember when you were on that other podcast, you didn't, you didn't have a coach at that time. Yeah. Um, so you, you come on with John. He, he says, Hey, you need to do something. So again, what are, what were some of the things that they told you?

Tracy Hayes: Assistant, transaction coordinator, [01:07:00] marketing person, another partner up with another agent. I mentioned all those things you heard, right? What did you decide to do? 

Demi Judd: Um, I had a tc I love my tc I actually hired their tc Because I i'm like, okay you guys so is that a 

Tracy Hayes: pay for play t? I call pay for play but pay for transaction per transaction and she's 

Demi Judd: amazing and yeah It's been great.

Demi Judd: She's very demi and I love it. Um, I actually have two just in case I get two very 

Tracy Hayes: demi I don't I don't know. I'm gonna just she's very 

Demi Judd: demi. I 

Tracy Hayes: gotta i'm gonna come up with a title for this podcast 

Demi Judd: um But she was absolutely Absolutely She was great and jail of her so I have two of them just in case I get too crazy but um and then I 

Tracy Hayes: you have a main Transaction coordinator and then you have a backup because they're pay for play.

Tracy Hayes: They're getting business from other agents. They may get full, right? Yeah, 

Demi Judd: or I mean even technically I mean I've been counting on clientele I know that sounds really silly, but I'm like, okay, if this is a you know, a quick and easy [01:08:00] transaction I actually do it I do Price point and that's how like i'm like, okay This is what this is gonna like because I have higher end clients and i'm like, okay, they're gonna need A demi and so i'm like, okay there you have her you have me, right?

Demi Judd: There it is Well, there's 

Tracy Hayes: a lot of you a lot of the agents as a lot of you a lot of agents Like have several mortgage loan officers depending on who they're talking to and different personalities, 

Demi Judd: correct? Like I have some clients who are like I only work with Like, I want them to be, have a family. I want them to have, like, really.

Demi Judd: And I was like, you're very picky. 

Tracy Hayes: Yeah, that is a little, whatever you need. 

Demi Judd: And, um, I haven't had like a specific sports team. They're requesting though, I'm waiting for that one. Like they have to like the Jags. Um, but I mean, I should have, there's some people like I should have hired my coach fast enough.

Demi Judd: I could not. I made the mistake because I was being told one thing in my ear at home and then one thing from like real estate that, um, definitely get a coach, don't get a coach. And so it was just like, [01:09:00] Are you 

Tracy Hayes: doing one on one coaching or groups one on one? How long you've been doing it now?

Tracy Hayes: Okay, so you're probably still in the you know They're digging into your business a little bit or at least for most of these first two months How often once a week or every other week once a week once a week so that they're digging in into your business so Tell us what brought you to the point of, of wanting of, uh, making the jump and actually hiring your coach.

Demi Judd: It was the fact that I just felt like I didn't, I have so many opportunities in real estate that I didn't know what direction to go because I was told from like, Oh, definitely have a team. And I'm like, God, this is miserable. And then like another, cause I, I've been, I've been through a team. One of 'em that didn't succeed.

Demi Judd: One of them that kind of took on a little, and that team 

Tracy Hayes: is a broad word. 

Demi Judd: A very broad word. And like, 'cause like even technically, like my coach was like, you have a [01:10:00] team, you have a TC and you have a buyer's agent. You have a team. Mm-Hmm. . And I was like, yeah. And she's like, you're just, you just have weird the ster, that's what 

Tracy Hayes: she, she calls

Demi Judd: That's funny. Um, but like, it just, I just didn't know what to do and so I was like, I really. She's like, what do you like about it? Like, what do you want to do? And so like I always kept going back to I want to coach I want to coach but i've never had a coach How can you it's like me saying i'm gonna go coach the jags.

Demi Judd: We would have the worst losing season Ever why do you think it could be worse? It could um, it just wouldn't it wouldn't be good I'd encourage the heck out of them though We're losing great. Um It just, I wanted to make sure that I knew how to do it properly and I thought it was crazy. I was like, is this what I want?

Demi Judd: Like, let me hear from her, like what my passions are and what I want to do. And then like really having that 

Tracy Hayes: advice. You need that because your broker themselves typically, especially Momentum and being as large as they are, it's very difficult. I mean, let alone John looking at you and hey, you're trending up, you need to hire somebody.

Tracy Hayes: That's what a broker [01:11:00] should be doing Because he sees where you're at and he foreshadowed and you know in the the coach part It's hard for them to be a coach for they can only the coach can only handle so many because they're digging deep into you And if they're focused on you, they can't be you know, give so you know They're gonna miss a lot of other people out there.

Tracy Hayes: So bring that other person that gives you that 30, 000 foot level of what's going on. Um, and, uh, how did you, uh, decide on this code? And if you want to mention their name and it's a totally up to you. Um, how did, did you get some recommendations? How did you decide that this was the coach for you? 

Demi Judd: I actually, I did Tom Ferry coaching.

Tracy Hayes: Okay. 

Demi Judd: Um, I just went ahead and pulled the trigger because like we had, I had a bunch of advice, we, John and Brittany, like I thought about doing their coach, but I'm like, I just run my business differently then. They do. Mm-Hmm. . And so like, I didn't, I'm not gonna match that. And so I was like, okay, well I, I could just start off from ground level and I'll just do Tom Ferry coaching.

Demi Judd: 'cause my friend does it. [01:12:00] He's very successful. He's the one who told me to be in real estate. Um, I was like, if it worked for him, 

Tracy Hayes: I've had an idea, but I'm not gonna say it on air 'cause someone's gonna steal it. But it's gonna relate to this. But go ahead. Okay. Go ahead, 

Demi Judd: write it down. 

Tracy Hayes: I'm writing it down.

Demi Judd: Um, but I was like, I really, I really do want to do this. And even they. They linked me up with a coach that I was like, my main thing, do not tell me to build a team. Like I literally, I was so, 

Tracy Hayes: I 

Demi Judd: was like, don't tell me to build a team. Um, because that's what everyone was telling me. And I was like, please stop.

Demi Judd: Like if that's what it ends up being cool again, 

Tracy Hayes: do you really want to babysit real estate agents? I mean, I'm using that term loosely, but I mean, 

Demi Judd: so I have a buyer's agent right now. She's great. She's awesome. But there is times when I'm just like, there's just, I'm seeing the difference when. I'm having her as a team member as a buyer's agent.

Demi Judd: I'm like, you didn't do XYZ. So why should I do this? So it's a different like why should I give you my business because you're not taking your business seriously, which no It's just we're in different levels and [01:13:00] that's okay And but mentoring i'm like, hey i'm helping guide you. It's your business at the end of the day I'm, not giving you my business to make you're successful I'm giving you the tools and the resources of how you can make it happen for you And so that's like I was like, I love that like

Demi Judd: So it's 

Tracy Hayes: more of a, uh, um, uh, two agents getting together, you cover her, she covers you, you, so you can go on vacation or go home at night, you know, it's something, something comes up, you know, you're covering each other. So you have that peace of mind, you go out of town, they can look at your emails, you know, let you know if there's actually something important there and that sort of thing.

Tracy Hayes: And that was one of the things they talked about. The mastermind is the, is just partnering up with another agent where you just commit and then you don't even have to be in the same brokerage that you just have each other's back and you're licensed agents and if someone says, Hey, I know I need to go see a house right now.

Tracy Hayes: And you're over at Disney world. 

Demi Judd: Yeah. And I have mold. I have a really good friend, Caitlin, who I mentioned earlier, like she's amazing and she's out of [01:14:00] town. This next weekend and she's having a listing go live. So I'm going to staples and picking it up I'm doing the open houses if I was her like so i'm her during that weekend and having that relationship with another agent Which is so weird because it was very taboo when I started like oh, you can't be click I'm, like I don't care like we've i've shared my guides with her and I was like, it's fine Your clients are gonna want you because she's complete.

Demi Judd: She's I don't know if you know the disc She's my complete, I'm a DI, very high. Um, and she's an SC and that's just what she is. And so like we balance each other really well cause I, I'll blow up. I'm like, can you believe this? And she'll be like, but have you thought about it in this perspective? And I'm just like, no, I'll call you in five minutes.

Demi Judd: Like just, so it's just having those relationships and those partnerships and those friendships that really you have that help. 

Tracy Hayes: Um, with the coach so far, just two months, have you had an aha moment? Like, like they brought up something and said, Hey, do you, have you ever thought about this? And you're like, Oh my [01:15:00] God, I know.

Tracy Hayes: What, what aha moment did you have that you were like, wow. Uh, 

Demi Judd: the, the imposter problem that I have is just like one, you've, you've made a dummy and I was like, Oh, okay, cool. And so like, where do I go from here? Um, and like, how I want, I'm like, yeah, I do want to coach. And she's like, you need to start coaching.

Demi Judd: doing whatever goes towards that. I was like, I don't have enough experience. I haven't. She's like, what number in sales do you need to do until you understand you made it? And I was like, nothing's enough. And like, I'm so competitive. I'm such a high achiever that like, I literally think I could do like 20 million in sales a year and I'd be like, didn't do enough.

Demi Judd: I could have done more. And like, it's just, it's just the way that my personality, which is great, but also it can get overbearing. Like when does it stop? For my family not existing. Um, but she was really like you just need to do it and so i've been helping some agents and meeting with them doing niche workshops with them and um talking to them about like hey this [01:16:00] works and my friends have noticed i've been doing it to them nonchalantly like Hey, like have you and like kind of like talking to them as a coach, right?

Demi Judd: And they're like, I know what you're doing and I was like i'm practicing. How is it? So it's just like making you know Well, they've, 

Tracy Hayes: she's, this person's triggered thoughts in your head and now you're looking at other agents with the same question, you know, the same questions they're asking you and digging you and you're digging into your going and analyzing what you're doing.

Tracy Hayes: You're starting to analyze everybody else and what they're doing. Yeah. 

Demi Judd: Yep. 

Tracy Hayes: Yeah, 

Demi Judd: but um, that's been a huge help. And then also I have a pnl Sheet now I have all these apps to help me Um figure all that out. So really getting like my my guts of my real estate done. Well, um, I feel like I wasn't really nurturing them The outside looked great.

Demi Judd: Right. Um, but I definitely like, she's like, Oh my gosh. 

Tracy Hayes: Well, I know John talks a lot about working smarter, not harder, and maybe you do less production, but obviously keep more money in your pocket if you're doing it right. And the only way to know that is, is [01:17:00] having the proper P and L and where you're spending your money at.

Tracy Hayes: Because as you know, I think 99 percent of the agents out there, it. You know, they get this huge check. It flows in. They pay a bunch of, pay a bunch of bills and then they, whatever they spend on the next, you know, listing or, you know, whatever their things are, not really actually evaluating, you know, uh, you know, keeping within some industry norms like Tom Ferry would probably coach too.

Tracy Hayes: Right? Yeah. 

Demi Judd: And so, um, but yeah, that's the, that's the advice so far that I've taken. And like, also like my Google business page and like just tips where I'm just like, What? Because these are, what I liked about the, the culture of the Tom Ferry is that these are top agents, not only from my area, it's top agents all across the world.

Demi Judd: And so I'm just like, oh, and so there's like experts with Google that are like, hey, your Google business page do this, this and this. And I'm like, what? Are you freaking kidding me? I could do that? Like, that was just so cool, and so I never even thought that was possible, or things on Instagram, like, now I [01:18:00] have on my Instagram, like, what the topics are, and they're like, how would I know what I'm clicking on?

Demi Judd: I was like, 

Tracy Hayes: Yeah, the world's moving so fast. Um, with the technology, you know, you know, AI is out and that's all we're, you know, we're scrolling through and everyone, Oh, you, you need to be, you didn't get an AI or you're going to get lost behind. Well, before we know it, everything that we, that we do is going to have AI generated behind it.

Tracy Hayes: It's not that I don't believe there is, you know, um, uh, that people need to like, I don't know. There's courses out there you can take because. Yo, you can really go and chat GPT. I, um, uh, Carrie, uh, um, Carrie, I apologize. Um, it's the last name starts with S. So where, uh, swap, she was on a podcast two months ago, but she's a XPs.

Tracy Hayes: AI consultant. She is an agent as well, but she's dedicated herself. She's going to chat GPTs and creating GPTs for real estate. And there's a [01:19:00] conference in September in Niagara, which I'd really like to go because it's a great time to go up there and cool off in September in Niagara. But it's all about real estate and AI, but there's a lot of these things that you could set up.

Tracy Hayes: But I think before we know it, all these companies, all the things, everything we're using, the CRMs, all the different things, they're all going to be using some. level of AI behind them. It's not that you, you, um, uh, need to go out there and learn, uh, get a degree in, in artificial intelligence. It's just going to be part of everything we're using because those companies are out there that are selling that stuff to us have to, or it's not, they're going to be competitive.

Tracy Hayes: They have to use AI period. So you're going to use it no matter whether you realize it or not, it's there, but you, yeah, we can get distracted by all these things. And what should we doing on Instagram to take time and have that coach and say, okay. By next week, you're going to do this, you know, get your Google business page.

Tracy Hayes: Cause once, once LinkedIn is set up, once Google business pages set up, there's not much you do to it, [01:20:00] you know, even on a yearly basis, it's, it's there. That's that's in, in you, you roll, you may add some content to it by throwing some articles on there. But I think we, we get caught up and we, and I'm notorious.

Tracy Hayes: I know this because I'm guilty of is anyone else. Yeah. all of a sudden we get a paralysis or we get distracted. We do a little bit over here and a little bit over here, but never actually finish what we were doing over there. Yeah. Yeah. So, um, let's, uh, I'm going to wrap this up. You said something, um, I just wrote the town.

Tracy Hayes: I don't know if this is an exact quote from that podcast, but I was like, I gotta, I'm going to dig deep on this. Cause this, I like going in this area, finding you in the industry. Yes. You remember saying that? Yes. Explain that. 

Demi Judd: Like just finding your own. Your own spot, like everyone has their own spot.

Demi Judd: Everyone has their own clientele. I mean, when I was a wedding planner, people didn't want to work with my boss sometimes. They wanted to work with me, and so, it's just you, you're selling you. Like, how can You brand your real [01:21:00] estate like people knew that like I was the guide person now everyone's having guides, which is perfectly fine original I'll give you guys credit.

Demi Judd: But no, I just the guides like just it made me that people knew I was just like a resource and so or they know that people like I'm funny. I'm gonna be light hearted about it I'm going to People know I'm mainly relocation like kind of like branding yourself and branding yourself is important. Like I make sure that one like people understand that I'm I'm going to be there for the entire thing setting expectations, but Just be be you in the industry is the main thing It's just people know who they're getting they know the product know your product if you don't know who you are and who you want to be in this industry like you need to do some soul searching because every agent's the same.

Demi Judd: Just like how I was saying on the thing where they're like, Oh, I put my business card 

Tracy Hayes: or they think every agent's the same. I mean, it looks like it on the bookshelf. You're all the same until you actually reach and open the book. [01:22:00] 

Demi Judd: Yeah. Yeah. Some books are blank. That's the thing with like, even back to like a little bit of the coaching, like I, I want to help.

Demi Judd: I can't change an industry there. There's an industry issue. That's a whole different thing. But I can change a life of an agent and so like having buyers and I think with the new lawsuit coming up are really going to be what quality do you add what value do you actually add to me because now they're paying for the quality possibly we'll find out but now they have to pay for it so it's just like I feel like there's going to be a level of expectation of how it should be and you need to be and know your product and you should know yourself and or what self you want to sell because People are going to start looking for that more than just like, Oh, you just sell it.

Demi Judd: You just open doors. Awesome Don't let them believe that because my clients know I do more than open doors. They know that I'm like new construction I'm there almost bi weekly until that's closed. That house is my house People know that [01:23:00] that is my I am them while they're gone. And I think that helped with wedding planning 

Tracy Hayes: Mm hmm 

Demi Judd: that I was I was the bride so I step into that role as I am your home coordinator.

Demi Judd: Like, I'm your homemaker. I make this happen until you own it. And when your deed's on the na like, your name's on the deed, we're good. Like. Your job, 

Tracy Hayes: your job as a wedding planner is to make sure there's nothing on that runway, that it's a clear path. And you're going to tell them that it's 20 steps to the altar.

Tracy Hayes: And when you leave here, the limo is going to be right here at this moment in time, you coordinating all that and foreshadowing going through that with them. And you're doing the same thing with your clients. You're setting expectations. You're, you know, you're going out in, in, you know, cleaning garages out.

Tracy Hayes: You know after someone moved out You know all the things you guys do Oh, I wish someone i'm sure there's a video out there, but these are videos that need to be To be brought out. I 

Demi Judd: want to make like a horror like yeah, maybe bring halloween onto it [01:24:00] Like the scariest things i've been through through realist.

Demi Judd: Oh, yeah 

Tracy Hayes: You wait six months after you take the pictures and post it that way the people that I get it They're not you're done working with them or you have type of thing But these are these are the things that I think that they're gonna bring out with this with the losses is raising the awareness But that goes back to you You know I could say I was just thinking about your YouTube page that you need to start working on Because this is but a lot of agents are you know You Uh, like I said, how do they, you know, use the term brand, uh, you know, you are the brand and there, you don't know what, how you don't, you don't really care what house is.

Tracy Hayes: As long as they want, they, they want that house. It's their choice. That's the house they want. You're selling, you're, you're going to help them make that transaction. You're not selling a house. You are selling you ultimately in the course of the day to gain the business. Then you're guiding them to the house.

Tracy Hayes: You're selling them. professionalism, your knowledge, uh, you know, like I said, your due diligence, all those, all those [01:25:00] things, that's what you're actually selling. 

Demi Judd: Yep. And the product has to be cohesive later. So like, I feel like what some agents do is they're like stellar agents, closing table, peace out. My clients like I have client events.

Demi Judd: I have events. There's a VIP page like everyone like my brand continues It's kind of like coke. Like I want everyone to know my name Everywhere. Yeah, they turn so like I want to be yeah. No, you're 100 

Tracy Hayes: percent in every great agent I've had on it talks about It's, it's, yeah, you go through that initial battle, but now it's, it's, how can, how can that one, because now you just marketed yourself.

Tracy Hayes: You just showed them all the things that I just mentioned listed off there. Now it's like, how can I stay top of mind? So they are that they love me. Now they're going to tell hopefully two or three other people. 

Demi Judd: Yeah, it's their time to actually your friend. Like I tell people like now we're friends. Like now we get to actually like I've done pedicures with like I've gone out with the moms and like just like been real and they're like, gosh, they're like, this is, I was like, I can say anything now.

Demi Judd: I was like, until [01:26:00] we're under contract again, I am. Well, 

Tracy Hayes: you've had a lot of those frank conversations, you know, about the subject property. But, um, anything you want to add to wrap it up here? 

Demi Judd: No, just, uh, 100 percent be yourself when I start coaching, if you guys are interested, let me know. Um, but, um, really just be yourself, and I, and it's hard not to be in imposter syndrome, but, like, really listen to those around you, like, the people who are around you are gonna tell you the most honest.

Demi Judd: Um, so I, I really picked three people I really trust, and I was like, you know, tell me if you were to have to describe me in three words. And that's what really started helping me, because it was less about, Finding you. And we're going back 

Tracy Hayes: to the finding you thing. Yeah. 

Demi Judd: Because people know who you are.

Demi Judd: And I've had clients like, how was your experience? Tell me in three words. And like, I'm like, put one, put that in a Google review. But then like really to know like who you are by who people around you are saying you are too. And maybe you might hear some words you might need to learn. Yeah. I 

Tracy Hayes: don't know.

Tracy Hayes: You might. Very good advice. Appreciate you coming on. Thank you so much. Thank [01:27:00] you.