Gallup Group: Jordan and Jacqueline Gallup

REE#205
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Jordan Gallup: [00:00:00] I was starting today or just into it, I would I would probably join a team Especially with all the changes coming I think I think that would really it would really help them to learn and then just to have Somebody kind of along with them teaching them and then yeah, the the second thing I would say is just you know video and social media~ Um, ~ 

Tracy Hayes: Today's amazing guests were ranked number 41 in the small group real estate teams for the Jacksonville business journal for 2024. They are a husband and wife team that calls Fernandina beach their home month after month. They continue to post amazing sales numbers. [00:01:00] You need to visit their well put together Instagram and YouTube pages.

Tracy Hayes: Let's find out what's making this husband and wife team so successful. Let's welcome Jordan and Jacqueline Gallop of Ingle and Volcker's First Coast to the show. Welcome. Yeah, thank you for having us. We're, we're excited. Well, I appreciate you making a little trip down here this morning. ~Um, uh, ~hopefully it wasn't, traffic wasn't too bad.

Tracy Hayes: No, no. ~Um, ~with school out, it's okay. Furnit, Furnit, the 95 can be,~ um, uh, ~hectic. Let's put it that way. 

Jordan Gallup: We do, we do this drive. Yeah. Yeah. Well, 

Tracy Hayes: it was great to see you guys at the Armada game. Yes. And that's why I realized you guys were soccer. I, I just, I just don't have the patience for it. After halftime and being in the heat, I don't know how you guys do it.

Jordan Gallup: Yeah. So it wasn't a sport that either of us played growing up, but, but our kids kind of got involved. ~Um, ~Started coaching because the other coach's kid quit and, and,~ uh,~ went on YouTube and was like, how do I be a youth soccer coach? And, and then, yeah, so [00:02:00] we've got two at,~ uh,~ Jacksonville football club, JFC here.

Jordan Gallup: And then,~ uh,~ one who's in the rec at Amelia Island still, 

Tracy Hayes: you know, we were talking pre show about videos and stuff. That's one thing. And I, I've thought about it as well. My, my son's more involved in basketball and stuff. ~Um, ~yeah. Which my wife loves because she can sit in the air conditioning. But,~ um,~ doing videos on that stuff, because I think obviously a lot of parents, families, moving down, they're looking, what are the, you know, sports are different here than when I grew up in Massachusetts in the little townships.

Tracy Hayes: We had recreation, the town basically subsidized the little leagues. baseball and stuff like that. And of course, it was more seasonal here. The kids are playing year round and understanding that these activities are going pretty much 11 months of the year. They take kind of a little bit of a Christmas break or more or less,~ uh,~ all the time, but that would be a great video on that.

Tracy Hayes: Yeah. Yeah, 

Jordan Gallup: it is. Yeah. And, and too, like I said, you know, when I first was like, Oh, how do I How do I coach youth soccer? I was like, YouTube was the first, you know, the first place I went to, to try to look up [00:03:00] some ideas. ~Uh, ~

Tracy Hayes: YouTube is,~ uh,~ is amazing. ~Um, ~but I want to kick off,~ uh,~ you guys met in college. We did.

Tracy Hayes: Are you, are you both, did you go to high school together? No, different places. No, 

Jaquelline Gallup: I'm from Seattle. Seattle, 

Tracy Hayes: oh, 

Jaquelline Gallup: okay. And then 

Tracy Hayes: Chicago. Oh. 

Jaquelline Gallup: Yeah, and we kind of, we actually met on,~ um,~ the dating game show, like the 1970s. Yeah. ~Um. ~

Jordan Gallup: Our college had,~ uh,~ Like full reenactment. 

Jaquelline Gallup: Yes. And 

Jordan Gallup: that was her background was, was television and they, she was the host and they asked me to be one of the three contestants.

Jordan Gallup: You know, trying to win over a date with, with this girl behind the wall. 

Tracy Hayes: But you ended up with the host. I did. And he asked me out on TV. Before the show 

Jordan Gallup: started, I was like, I don't know who's back there, but, you know, I'd rather just take you on a date instead, ~so. ~

Jaquelline Gallup: But it is kind of funny to have him asking me out live on, we have it on a DVD now, but it's funny to have.

Jaquelline Gallup: You know, that kind of just lives on, I guess. 

Tracy Hayes: ~Uh, ~it just reminds me of,~ um,~ the, my wife and I got married on the beach in Miami, and most of our guests were, were older, so what we did, we did a three day cruise instead of a [00:04:00] normal reception type thing. We just went there, right to the port of Miami, did a three day thing.

Tracy Hayes: And that evening, We get on the ship, it was a Friday, we get on the ship and we were on, you know, the ships do the little, like, dating game, they get somebody who's newly wed, someone who's been married for 40, 50 years, yeah, this is going to be fun.

Tracy Hayes: ~So, ~well what brings you, where is Olivette Nazarene University? 

Jaquelline Gallup: ~So, ~it's an hour south of Chicago. 

Tracy Hayes: Okay. 

Jaquelline Gallup: It's a great liberal arts school. We had, you know, the best experience there. ~Um, ~we both played college sports. Mm hmm. Which I feel like, Has equipped us more professionally for anything else that we've done because it's that drive that hustle ~um ~

Tracy Hayes: Well college sports it's you know We were just talking about here in florida being you know, any of the sports, you know You're playing 11 months of the year pretty much the exception of the holidays and ~uh ~in college sports these kids have to really they you are Going from early in the morning into the evening whether you're in a you know video session or you're working You know lifting weights and then [00:05:00] obviously practicing your sport 

Jaquelline Gallup: I mean it truly is a full time job if you're playing college sports That's it.

Jaquelline Gallup: It's that. Classes. It takes your weekends. You know, you're, you're on campus before anyone else is. You know what I mean? And you're still there after everybody's left at the end of the year. And Jordan and I just talk about all the time, especially raising three girls that are in that sports world now, that, you know, that hustle and just that grit of like, well, I'm going to outwork you.

Tracy Hayes: Right. Well, there's one thing I've, I've noticed,~ uh,~ Yeah. You know, my son being in basketball and now he's 14 and going into high school, they start to differentiate themselves with the other kids by having something that great. I immediately attributed those. Oh, it's great if you have an older brother or older sister, like you're competing, but it's not always.

Tracy Hayes: Some of them just, they, their competitiveness is not there, and if you have kids that are competitive, that want to win, that will, you know, dive after the loose [00:06:00] ball, and you know, run as fast as they can from one place to another, and just because they just, mentally, it's not that the other kids can't run as fast, it's just that it mentally doesn't click with them to exert themselves.

Jaquelline Gallup: Right. And 

Tracy Hayes: have that grit that 

Jordan Gallup: you're talking about. 

Jaquelline Gallup: Right, you're absolutely right. Yeah, and 

Jordan Gallup: I've even seen, ~um ~With baseball, we grew up in a small town, yeah, south of Chicago. And it's weird now too, cause we're, we're kind of traveling all over Florida for, for soccer, but we never had to go more than 30 minutes.

Jordan Gallup: ~Um, ~but we played with some, some great baseball players, first round draft picks. ~Um, ~we won state when I was a junior in high school. ~Um, ~and ~so, so, ~but seeing some of these kids, they had so much talent early on. ~Um, ~and then I went to college and played with. Ben Zobrist, and he was the Cubs MVP World Series.

Jordan Gallup: And, and he just worked so much harder than those guys. And he, he didn't have as much talent as some of the, the other, the first round draft picks, and a lot of them never made it to the big leagues and just kind of seeing, you know, how hard he [00:07:00] worked and how much he was in, in the gym and in the batting cages.

Jordan Gallup: ~Um, ~you know, and you kind of see that with, with real estate too. You know, the people who, who learn how to work and don't just, you know, like, Oh, you know, these deals were kind of handed to me. It's going to be, it's going to be easy. The ones that, you know, show up every day, you know, we've, we've kind of seen over the last almost 10 years that we've been doing this, those are the ones that seem to.

Jordan Gallup: To really do well long term, 

Tracy Hayes: but these are these are important life lessons And I mean you just made a point that's passionate with me with the kids is overcoming some Adversity sometime in your life and being athletes yourself you've overcome you've been out there Well, not the heat like these guys are playing your kids are playing You know, you get a little thirsty a little hot and sweaty and you know, some of these kids are afraid to sweat 

Jaquelline Gallup: Right.

Jaquelline Gallup: You know, it's 

Tracy Hayes: like, how do you even survive in Florida without doing that? Let alone play a sport, you know? You're playing through 

Jaquelline Gallup: injury, you know? Like, I remember playing basketball games and having the flu and being so sick. You know, at halftime, but going out, like, because [00:08:00] there was people counting on me.

Jaquelline Gallup: Yeah. And I had to show up. Yeah. 

Tracy Hayes: I don't know about playing with the flu, though. That probably wasn't my best moment, but we, 

Jaquelline Gallup: that did happen. But that is, 

Tracy Hayes: that's great. Yeah. You, you know, how do you, you see some of these professional athletes, how do they, how do they do it? You know, we,~ uh,~ I think Michael Jordan.

Tracy Hayes: Just think of others that at different times have had where they've got to go out at key moments because One there's a lot of money involved there's a lot of fans There's all these people depending on it and that's true grit to go out and and work through a boo boo 

Jaquelline Gallup: Right, you know the 

Tracy Hayes: kid falls down Get up and walk it off.

Jaquelline Gallup: Right. Yeah. 

Tracy Hayes: Let's go. Your leg's not broken. I don't see any blood. Alright. Alright. Alright. So where are you? One of the questions is how did you meet? So we met on the dating show. Yes. Yes. ~Um. So, ~I mean, both of you got involved in media. Were both of you studying that in school? What was your, what was your career vision?

Jaquelline Gallup: So mine was television and video productions. Mm hmm. ~Um. ~Yeah, 

Jordan Gallup: marketing with a communication background, but still didn't know. 

Tracy Hayes: Yeah, and 

Jordan Gallup: still didn't know, you know, where, you know, what I wanted to do. ~Um, ~but I [00:09:00] knew, you know, kind of in college I would work odd jobs in the summer and one of them was at a factory.

Jordan Gallup: And,~ um,~ You know, you'd see these people every day doing the same, same thing. It was in,~ um,~ we'd moved to Michigan when I was a junior in high school. And, and ~so, ~you know, every day they would just do the same thing. I was like, okay, I know I don't want to do something that's exactly the same every day. You wanted 

Jaquelline Gallup: every day to look a little different.

Jaquelline Gallup: Yeah. So 

Jordan Gallup: we started working at a television company,~ um,~ and, and she had graduated and moved to Naples, Florida. And then we had gotten engaged. And I was looking for jobs in Naples and they said, well, actually we want to move Move her position to ~um, ~we're going to do a tennessee office In chattanooga And I was like, okay, I guess i'm looking for jobs in in chattanooga and they're like but we do need a sales and marketing Person as well.

Jordan Gallup: So so we ended up working Together, ~um ~at a television national television station. Are we 

Tracy Hayes: married yet? 

Jordan Gallup: Yeah, we got married in 2007. And [00:10:00] then, yeah, lived in Tennessee,~ uh,~ till 2015. ~Um, ~but we had, we'd kind of done a lot. And it was a small, small television station, but we were in 14 million homes through Dish Network with three, three networks.

Jordan Gallup: And,~ uh,~ We had made some connections and that's kind of how we, we stumbled on Amelia Island was through, through a connection. We had bought a radio station in Kingsland, Georgia, and that was in 2012. And for Three years would just go from Kingsland to Chattanooga back and forth every few months and and one time we had our we had Our girls, I think we went to Disney and we're like, well, let's visit the radio station.

Jordan Gallup: I was like, I think there's a beach town somewhere close to Kingsland because there's no beach in Kingsland and st. Mary's and either, you know, St. Simons and Jekyll or Amelia Island. We're like, let's go, let's go visit Amelia Island. And we just, we fell in love with, with the town, the downtown area, the beaches.

Jordan Gallup: And I quit my [00:11:00] job, like, a week later. And, and started flipping houses, ~so. ~

Tracy Hayes: ~So, ~at the,~ um,~ the media, say, were, were your positions of doing it, were you working a lot together, overlapping, or kind of, 

Jaquelline Gallup: A little bit. A little bit. So I worked on the licensing side. So I was acquiring networks and then content,~ um,~ for like video on demand.

Jaquelline Gallup: ~Um, ~so that was a great opportunity for me, just especially for contract negotiations, like working with these big players like NBC,~ um,~ NFL Network, 

Jordan Gallup: Discovery, 

Jaquelline Gallup: and Disney. Allowed me to learn that back and forth and that licensing and what do you have that I want? And what do I have that you want some negotiation?

Jaquelline Gallup: Yeah, which has worked so well, I feel like in real estate now, too ~Um, ~

Jordan Gallup: yeah, and then I did a lot of sales and it would be you know We'd be selling like 30 minute blocks to but a lot of it was just building relationships over time With with these companies and you know, we'd go to We'd take [00:12:00] them out to dinners and to NFL football games.

Jordan Gallup: ~Um, ~But yeah, it was, it was less about selling and it was more about building. It was all the relationship. Yeah, right. Yeah. Which 

Tracy Hayes: relates to what you're doing now. It does, yeah. So when do you, when, and you get started in 2015, what gives you the taste into real estate? Where do 

Jordan Gallup: you get introduced here? So we, we had the radio station in Kingsland and we knew we wanted to, to kind of move to, to Florida.

Jordan Gallup: And it wasn't doing much hands on stuff at the radio station. It was more just kind of investment. We had, we had looked into flipping it,~ uh,~ quickly, but we, we ended up kind of staying and the, the business partner we had at the time moved to St. Mary's and,~ um,~ I, I just contacted one of the local banks and said, can I have your foreclosure list?

Jordan Gallup: And, you know, they gave me about 60 properties back then. And, you know, and so I was like, okay, I'll do. You know, I'll start with this one and, you know, just this kind of needs some cosmetic finishing and,~ um,~ flipped it [00:13:00] and kind of when it was in the process of, of selling,~ um,~ you know, I thought, okay, we've got like 30 days to close and I can't do anything else.

Jordan Gallup: And, and so I was like, maybe I'll just get my real estate license. That way I'll have access to the MLS. ~Um, ~you know, if I want a list, I can do it myself. And then I, I took like a week long. Course here at the the Watson thing down And it was like, oh, I really actually like this a little bit better So I still flipped a few more houses, but I was like instead of pulling up, you know You're in stained carpets and all this stuff.

Jordan Gallup: I was like, I actually like the real estate side Better. So I haven't haven't flipped a house. And I mean, thank goodness to because, you know, back then they gave me a huge list and, you know, now there's, 

Tracy Hayes: well, how, how does,~ um,~ that experience? Because I think, you know, having, you know, your 204th episode, 190 of the top agents, not every one of them has gone out.

Tracy Hayes: In, you know, bought their own investment property. A lot of them have,~ uh,~ flipping is another category [00:14:00] because,~ uh,~ there's so many real estate can be done in so many different ways, but having that experience,~ uh,~ in talking, cause I imagine you get customers who are interested in doing that type of thing to be able to actually have a conversation with them.

Jordan Gallup: Yeah, exactly. And, and then through that too, I've been able to kind of even, you know, price to some degree, you know, you can get all sorts of different finishes, but. you know, kind of like, Hey, that's, that's going to be, you know, that's going to put you way too, way too high and over budget. ~Um, ~you know, but if you're looking to just do these things,~ um,~ you know, that, that would make a good investment.

Jordan Gallup: And even, even I guess it was last, last year we saw, we saw a deal and it was somebody trying to sell a for sale by owner condo and~ Um, ~we, we had some friends that, that were kind of looking, but they were looking, looking in another, they live here, but they were looking in another part of, of Georgia close to Atlanta,~ um,~ by Lake Sinclair at a vestment property.

Jordan Gallup: She was like should I reach out to him? I just 

Jaquelline Gallup: felt like i've got to send them to this This [00:15:00] is such a good opportunity Like I know it was listed that day. It was like this thing's gonna go under contract today And she's an interior 

Jordan Gallup: designer and we're like we know that they could do this and so we sent it to them They bought it for seven seven hundred forty thousand and then In January we sold it for a million dollars for them and they, you know, put 50, 000 into it So we we saw that like we don't have the time To do this ourselves, but this would be a great a great quick investment for them.

Tracy Hayes: Yeah Yeah,~ um,~ I just really feel it's important and i'm just i'm sure obviously you guys are as agents as you grow to grow to to you ~um ~I think some agents really only look short term. They're not looking long term to gain these type of experiences because I've had many a times as a, as a, as a lender where agents have called and said, I got, I got, someone wants to buy an investment property.

Tracy Hayes: What do I do? You know, they don't know even how to even have a conversation with them because they themselves haven't dabbled in or took the time to understand the difference of buying an investment property [00:16:00] versus, you know, their primary residence, you know, right. 

Jordan Gallup: Yeah. Yeah. Even just the, the concept that I kind of learned quickly was like you make money when you buy it.

Jordan Gallup: ~So, ~you know, kind of as, as real estate agents, we know, Hey, if this is, if this is fully done, it's going to comp out at this price. And so kind of the lower you can get it, that's, that's where you really make the money. It's hard to like, you can't put in nicer countertops and think that, that you're going to sell it for more.

Jordan Gallup: ~Um, ~and so that's kind of, kind of what, what we always try to tell people, you make money when you buy it. 

Tracy Hayes: I'm going to pause 

Jordan Gallup: just for a second to get my. 

Tracy Hayes: Sponsorship here,~ uh,~ cause I, before I forget, cause I'll get into conversations and I'll forget, but,~ uh,~ put in my camera here,~ uh,~ Remy Graphics here made these nice mugs,~ uh,~ which I got in the gift bag that was sitting there.

Tracy Hayes: That was, that's actually a gift bag for you guys. There's one of these mugs in there and a nice notebook from the bank. But Remy, Remy Graphics right in Nassau County, and she'll make these one-offs for you,~ um,~ the other's laser gifts that she provides. But if you go to,~ uh,~ remy [00:17:00] graphics.com,~ uh,~ and see all the different things in the quick turnaround,~ uh,~ there,~ uh,~ for,~ uh,~ Dunya Taylor who owns Remy Graphics.

Tracy Hayes: ~So, ~alright, back to the show. ~Um, ~I had down here, sky Angel Networks. We talked a little bit about it. 

Speaker 3: Mm-Hmm. . 

Tracy Hayes: But,~ um, uh. ~Jacqueline, you were there longer,~ um,~ but the training, and what, what did you, was it being a small shop, were you given corporate training or a lot of the stuff that you were doing was kind of, ~uh, ~hands on and teaching yourself?

Tracy Hayes: Cause you, you got involved in, in obviously dealing with these large networks, you're dealing with corporations that definitely are sending their people to some sort of formal training. 

Jaquelline Gallup: ~So, ~no, I just kind of jumped in. 

Tracy Hayes: ~Um, ~

Jaquelline Gallup: I listened a lot to, especially there were some wonderful people who'd been in the industry a long time, and again, Those relationships, they just kind of took me under their wing.

Jaquelline Gallup: Like Dan Zifkin is one that specifically comes to mind. He's a big player out of the Chicago area,~ um,~ owns a media company. And he took me in like a daughter. Like I just remember even speaking at,~ um,~ some public events and he's [00:18:00] like, I'm taking you up from the airport. I want you. You know, to be in your head before you get up and address these people, and he didn't have to do that.

Jaquelline Gallup: Like, he's so busy,~ um,~ but whenever we were in a city, Miami, Vegas, we always had lunch, and I think I just took the opportunity to learn from these people who've done it, and done it well. Right. ~Um. ~And I think they maybe just liked that I was green and wanted to learn ~Um, ~so it's definitely just hands on Jump in sink or swim like 

Tracy Hayes: real estate.

Tracy Hayes: Yeah I 

Jaquelline Gallup: swim and ~um, ~no, it was a great that season was wonderful. It was a it was a definite season for us ~Um ~a level of intensity I tell people when we were like pregnant with our first and our second I was still working in television ~Um, ~so And it was different in the sense, like, when I was very full term, I felt like I could negotiate deals even faster because I was like, hey, I don't know when I'm going to go into labor.

Jaquelline Gallup: But,~ um,~ but in all seriousness, I was negotiating in the hospital room. Still, like, it was just very, like, [00:19:00] no, no, no, we need to finish this, dot the lines, cross the Ts. ~Um, ~but I loved that. ~Um, ~and it's amazing how, like, whatever field you're in, Don't be afraid to make changes like there's so much crossover.

Speaker 3: Yeah 

Jaquelline Gallup: in life, you know, and it is relational And I think a lot of it is just like the hunger to want to learn something new And then maybe being naive and just thinking you can jump in and do it 

Tracy Hayes: well, I think one of my things that I cringe about sometimes that you're talking to people like they if they're looking to make a Change.

Tracy Hayes: Oh, I gotta go back to school Well School doesn't really teach you the things that you learn it Okay, it matured you a little bit because you spent four years there and you grew up, right? Yeah, but unless you're going to actually learn a technical trade or something. I've actually had a you know, do it like obviously Engineering you need to you know to have that kind of thing.

Tracy Hayes: What you're talking is obviously relatable right into the real estate I mean, you know, having that confidence and seeing what you've done when [00:20:00] you decided to go over to real estate. Did you, did you guys team up? Did you find a mentor or someone to kind of follow or shadow? 

Jordan Gallup: Yeah. ~So, um, ~

Jaquelline Gallup: yeah, Jordan started first.

Jaquelline Gallup: Yeah. And ~so, ~

Jordan Gallup: so I started in Georgia and Florida at the same time and Georgia, I was just kind of on my own,~ um,~ started buying Zillow leads. Back then in 2015 and they were they were much cheaper back then But I didn't know anybody and felt like I have to I have to do something to create this ~um, ~and and that seemed to really really help the first year and then I joined a team in florida and they were the number one team ~um ~team whirling with berkshire hathaway and Nassau county And and that really it really helped it gave me the confidence I could go into listing presentations With the team members and not feel like, like, I don't really have that many sales or, you know, I haven't really sold that many listings because, hey, I'm with, with the team that does more sales than anybody in the [00:21:00] county.

Jordan Gallup: ~Um, ~and, and that, that seemed to really help give me the confidence and just kind of seeing shadowing them and going into the office every day and just listening and hearing. Hearing the successes and then hearing the failures and learning from them was big. 

Tracy Hayes: Did you kind of, did you look for that or did you kind of just through just some trial and error?

Tracy Hayes: I mean, people just kind of fell into that. I did. I 

Jordan Gallup: did kind of stumble onto the team. So I,~ um,~ my Georgia broker, I was like, you know, ~um, ~so I, I got licensed in Georgia. I was living there cause I was flipping a house and then I got,~ um,~ the classes in Florida. So technically I had a Florida license. It was reciprocal because I lived in Georgia.

Jordan Gallup: And, and I was like, well, since I have a license in Florida, I asked the broker up there, who should I hang, hang my license with? And he was like, well, I always refer them, you know, to team whirling and he's like, let me connect you. And then we bought a foreclosure on Amelia Island to flip, but ended up living there for years because we, we loved, loved the area.

Jordan Gallup: [00:22:00] Yeah.

Jordan Gallup: ~So, ~yeah, I ended up like, okay, well, this was a good move because, you know, now we're living in Florida,~ uh,~ full time and, and, you know, the office was, was two minutes away from our house. I 

Tracy Hayes: imagine you guys, you know, especially as young people, you've been asked numerous times by other people about real estate.

Tracy Hayes: Should I get involved? If you were,~ uh,~ had a friend of yours, whether they were here locally or, You know across the state wherever they were and I said, I want to get in real estate What would you recommend I do? What are a couple things based on your? Experience that you would recommend that you know, I would do a B and C 

Jordan Gallup: Yeah, if I was if I was starting today or just into it, I would I would probably join a team Especially with all the changes coming I think I think that would really it would really help them to learn and then just to have Somebody kind of along with them teaching them and then yeah, the the second thing I would say is [00:23:00] just you know video and social media~ Um, ~and that's you know, I think that that'd be huge for 

Tracy Hayes: well I haven't mentioned it recently, but I mean stevie hahn will tell you and I had her on very early, you know was almost Well, good two and a half years ago.

Tracy Hayes: ~Um, ~she said when she got started, she was, that was what she was doing was a social media and she hadn't even sold a house yet, but her friends were like, Hey, you must be killing it because she was going out and doing open houses and going out and showing herself in front of houses. And this is what she does.

Speaker 3: Yeah. Yeah. 

Jordan Gallup: Yeah. It really does help help everybody local. And then people, you know, people who aren't local see you, you know, if they're looking to move there and, and then they start to get to know your personality. You know, oh, that's I think they would be able to help me. They seem like they have a lot, a lot of the same, you know, values and ideals.

Jordan Gallup: And, you know, just, we'd be, be easy to work with. And, and honestly, like the clients we've had through social media have been 

Jaquelline Gallup: amazing. Yeah. 

Jordan Gallup: They've been, they've been awesome. And they've been wanting, they [00:24:00] want to work with you. 

Jaquelline Gallup: And that first meeting doesn't have any sort of like awkward exchange. Like they feel like they already know us.

Jaquelline Gallup: Before we ever sit down and have a conversation. ~Um, ~they know our family. They know we have three kids. You know, they know we're a husband and wife team. ~Um, ~in fact, they usually spot us if it's in a public place because they've seen us Yeah, 

Tracy Hayes: well you guys, you guys saw, you guys recognized me. Yes, 

Jaquelline Gallup: exactly. Yeah, exactly.

Jaquelline Gallup: Kind of makes the world just a little bit smaller. Yeah, and it's 

Jordan Gallup: easier too when you're, you know, when you're meeting them at a coffee shop and a guy a few weeks ago was like, I'll be in a blue shirt and a baseball hat. I'm like, hey, Steve. No. And then the next guy, like, okay, there's been three people with a blue shirt, you know, and then the guy walks in, he's like, Jordan!

Jordan Gallup: And I'm like, oh, there we go. Yeah. I should've just waited. 

Tracy Hayes: Well, I, I, I've said this numerous times, and I, I, you know, we were talking pre show, I just don't,~ uh,~ I, well, I know there's people that are, are bashful to the, to the video camera. Yeah. And, and, and a lot of people come on the show, they're a little bashful because we're, we're, we're streaming, but the reality is, [00:25:00] The cameras are set up here, but we're not, we're talking and we're not even realizing the cameras are rolling.

Jaquelline Gallup: Exactly. We're just having a conversation. Yeah. 

Tracy Hayes: And the,~ um,~ the other thing I think, you know, Mr. Beast, right? The big YouTuber. He says, shoot a hundred videos, then go back and look. Don't worry about what you, the people who know and love you, know your quirks and how you smile or how you stutter or whatever, you know.

Tracy Hayes: On different words or mispronounced words or whatever, you know. ~Um, ~you just gotta just do it. 

Jaquelline Gallup: Well, it probably makes you more approachable, too. Like whenever we do any of our bloopers people think it's hilarious Like we mess up a lot And 

Jordan Gallup: it just gets easier it gets easier and easier,~ um,~ you know, I heard a heard a guy talking and he was saying that there was a college class and They were, they were making clay pots and he told half the class, okay, you know, for the, for the end of the semester, you need to make, redo all your research, make the perfect clay pot.

Jordan Gallup: And that's what you're going to be judged on. [00:26:00] And, and he told the other, other half of the class, like, okay, your goal is to make as many clay pots as you possibly can. And, you know, you're going to be graded on how many clay pots you make. By the end of the semester the group that made more clay pots Made better ones at the end than the group that studied and studied and studied Yeah, and just waited till the end to do it.

Jordan Gallup: So 

Tracy Hayes: that's that's that's exactly it I mean you have to start the journey somewhere. I go back and listen to my initial episodes, you know uh the stuttering because oftentimes i'm engaging and I have questions but I listen to what you guys are saying and then come back at you and I'll pause and stutter long, because I'm thinking in my head, and if you listen to yourself, then you start to pick up and understand, and you get better in the next one.

Tracy Hayes: Yeah. Right. ~Um, ~but I think people get the other thing,~ um,~ is the people, your mind does not differentiate the video versus being face to face. When you're looking in that screen, you're building a relationship. Right. Like I said, they think they already know you, before they, they, they,~ uh,~ come on. ~Um, ~and ~so, ~Talk about the, let's [00:27:00] talk about the first couple of years.

Tracy Hayes: She's not involved yet, right? Right. I mean, you were lucky to come on the team, but did things come easy for you? Or, I mean, what would you grade yourself as a real estate agent those first couple of years? 

Jordan Gallup: Yeah, no, they, you know, they didn't come easy. ~Um, ~you know, I think, I think the first year and, and almost all of it was from Zillow.

Jordan Gallup: You know, I think I did like 12 deals. And, You know, and some of those were, you know, like one was a $42,000 house, like a two bedroom, one bathroom, you know, kind of small house on Callahan somewhere. it was in, in Georgia, but yeah. But yeah, you know, and it didn't of course that if it was in Callahan today, it's probably worth 200.

Jordan Gallup: 2000. Exactly. Yeah. Yeah. ~Um, ~but, but you know, luckily I was still flipping a couple houses there, so that did kind of help supplement. ~Um, ~but. But yeah, it just it took time and like I said, we didn't know anybody except we had that business partner But he'd already purchased a home before we got there.

Jordan Gallup: Like we didn't we didn't know [00:28:00] anybody We just had to you know, kind of do it ourselves, but 

Jaquelline Gallup: you didn't have an option to fail, right? He had left his tv job, 

Jordan Gallup: right? 

Jaquelline Gallup: And was doing this full time You know, and so it wasn't like I'm going to keep, you know, this on the side and dabble. And so how did you feel 

Tracy Hayes: about this?

Tracy Hayes: You, you had your corporate salary coming in. What, how, what benefits he's over here tinkling around and some flips and stuff. How, what was your mind going through your mind at this time? 15, 16, 17. Yeah, 

Jaquelline Gallup: I think it was exciting. It was a, there was definitely a hard season at first. He came to florida and I kept our steady in tv with our girls and he was coming back and forth ~Um, ~but we were like if we're gonna make this work, like we have to Try like now's the time to do you 

Tracy Hayes: were bought in This wasn't some grandiose idea that he had, he's like, okay, he's a young man, let him go out and 

Jaquelline Gallup: do his thing.

Jaquelline Gallup: No, no, I think, I think we are just like [00:29:00] entrepreneurial minded. 

Jordan Gallup: Her parents own a business in Seattle, so she kind of knew that, you know, there can be ups and downs. Sometimes it takes some time to get off the ground. Yeah, and 

Jaquelline Gallup: ~so, um, ~I was fortunate to have that at first when we were starting, just to have some sort of stability.

Jaquelline Gallup: But then I quickly left that and we jumped all in 

Tracy Hayes: so what what yes of what triggers Jacqueline's move from corporate America to join him in real estate. 

Jaquelline Gallup: So initially it was my littles so What I loved about all the travel and in Rush and I was traveling quite a bit wasn't bringing me the same amount of joy when I was realizing I wasn't seeing those first steps anymore.

Jaquelline Gallup: ~Um, ~so it was mainly that, that it was like, wait a minute, that, and I loved that season. ~Um, ~I, I just have a heart to, I want to love and support my kids, but I also want a professional outlet. ~Um, ~I can't do that. I can't be a stay at [00:30:00] home mom. I support and love those stay at home moms. That's a serious calling.

Jaquelline Gallup: ~Um, ~But so that was kind of the shift I think for me was Missing too much This is allowed with us partnering together. Jordan was like I need help to really grow this Will you come on and I was like, yeah, like I'll do this But since we're a team at home and then a team professionally,~ um,~ it's allowed me to You Be there for our kids, but also help us grow the business to the place we want it to be 

Tracy Hayes: so you're your Your business started to ramp up a little bit.

Tracy Hayes: It did. Yeah. Yeah. Did you reach a point? You know where she just mentioned she's that you needed help Reach a point where you felt like I'm full. I like I can't go on any more appointments I can't you know Look up comp all the things that you get a real estate agent does Behind the scenes right let alone on in front of the scene, right?

Tracy Hayes: Right. Were you hitting that lid? 

Jordan Gallup: Yeah, and so it was kind of like I [00:31:00] either need to you know, go go out and find another person to partner with You know, but every day I would come home and she was like, Oh, how's your day? And we'd always talk. And so I was like, you know, it better than anybody.~ Um, ~I'm like, why don't you go get your real estate license and we, we just do this together.

Jordan Gallup: You can take some things off my plate and then,~ um,~ but, but yeah, just having her is really, I feel like it was really grown us to, you know, throughout the community, just knowing that both of us are there. ~So, ~

Jaquelline Gallup: and then England Volkers First Coast too. We have. there and then resources,~ um,~ that have allowed us to grow at a pace that we, we were surprised for.

Jaquelline Gallup: And it's because of the support system within the advisors,~ um,~ you know, 

Jordan Gallup: a transaction coordinator, 

Jaquelline Gallup: which is, and 

Jordan Gallup: you know, a lot of times I do. You know, the Photoshop, the canvas, the graphics myself, but now [00:32:00] I, you know, we have like a marketing request and I can just send that. Yeah, this is my 

Tracy Hayes: vision. 

Jordan Gallup: And then, you know, an hour later, I'll get a whole like, yes, perfect.

Jordan Gallup: Like, but 

Jaquelline Gallup: we were doing all of that from scratch on our own for everything. It takes a lot of time. It's a lot of time. And so we don't take that for granted that what we have available at UV First Coast is great. I mean top notch. 

Tracy Hayes: So I want to drill in a little bit, just for the listeners, from the standpoint of hitting the lid, this is a common subject we get, because I, I think a lot of agents get to that point, and some of them stop, and probably end up retracting, because they're afraid to make,~ um,~ retractions.

Tracy Hayes: give some of that stuff over to somebody else. So if you didn't have Jacqueline to go to, you would, you know, either,~ uh,~ some people think an assistant is actually the first hire, you know, the transaction coordinator, whether or not you're, you're a lot of brokerages don't openly offer that. But I think if you're not tapping into the transactor, transaction coordinator [00:33:00] that you pay by the transaction, I think is a no brainer.

Speaker 3: Yeah. 

Tracy Hayes: Obviously they'll finding, you know, a lot of people complain, they're not happy with. That transaction coordinator. But again, if you were advising someone that's growing their business, that may not be, what would you say to them if they're reaching this point where they're like, Hey, I'm, I'm full. I can't grow my business.

Tracy Hayes: I can't take on it. I'm passing up on customers giving off to other people because I just can't do it anymore. 

Jordan Gallup: I would say,~ uh,~ transaction coordinator is, is probably. What I really would have started with ~um, ~you know, and I think too because you're you're like constantly, you know Trying to get all these deals done.

Jordan Gallup: I feel like you're juggling and then you know, you get them and you're like, all right Well now these are closed. ~Uh, ~like I haven't been prospecting and you know working new up and down Yeah, and so now i'm like, okay take you know The transaction coordinator can kind of take those over for you and you know and get those All the paperwork signed and you know every you know You're getting emails constantly from the title companies.

Jordan Gallup: Like I need this and I need [00:34:00] this and you're missing a you know the this signature on this addendum needs to be signed and and just being able to kind of Know that that she's taking that over for us. ~Um ~And, and getting it done, it's, it's been able to, like, 

Tracy Hayes: You're, you're probably like me,~ uh,~ we're not, we know what needs to be done, but we need that someone behind us that, you know, to poke us and say, Hey, hey, remember today we need this by noontime or whatever, right?

Tracy Hayes: Yeah. I, I think men are more, we're not detailed oriented, we're not the detail oriented, I know. Yeah, and, and, and we need that, but there's some people that are detail oriented, but the bottom line is you only have so many, so much time in the day. Right. Yeah. Yeah. And if someone's not going and doing these, they're not meaningless tests are very important to us, but they're, they're tasks that doesn't need you to necessarily do it.

Jordan Gallup: Right. Yeah. And the transaction coordinator knew how to do all this stuff. And I, you know, I was like, I don't want to have to, you know, the kid that just graduated college, like, okay, this is kind of what I need you to do and teach them that whole. The whole thing and you know, what if what if they don't [00:35:00] like it after three months and I spent all this time trying To teach them right how to you know, how to send all the paperwork and the files ~um, ~you know just just kind of being able to pass that off so seamlessly it felt hard at first like And then I was like, okay, yeah, it's all getting done like yeah so much lighter 

Tracy Hayes: in You know, I talk about, people talk about doing the contract, it's like, okay, you fill in the blanks of the contract, they send it back to you so you can review it, and then you send it on.

Tracy Hayes: What, I, I don't, why do you need to spend the 15, 20, I don't know, whatever it takes, a half an hour to fill in a contract after you have the, you know, the, or the, make the offer? 

Speaker 3: Yeah. 

Tracy Hayes: You know, have someone else do that, you check it and then send it on. What, you know, you can, you're my, cause I think,~ um,~ a lot of people underestimate,~ um, Um, ~you know, we look at some of these personal development books and we hear this, you know, guys like Elon Musk or whatever, you know, they get up at five a.

Tracy Hayes: m. and they go and meditate and you know, then they go work out and you know, but it's that time that they're meditating or going for a walk or [00:36:00] run. Their mind is, you know, coming up with new ideas, marketing type things,~ uh,~ reflecting on all the things they need to do. Reflecting on the conversation that they had and then maybe need to have with their next client type of thing.

Tracy Hayes: Oh, did I leave something out? You were able to review all these versus if you're one task after another you don't get the you know, I have a kid who said it to me. It's a It goes back but plan do and review well a lot of times We don't get the review because we're on to the next task, right? Yeah Yeah, and how important that is when you're trying to build relationships, 

Speaker 3: right?

Tracy Hayes: Yeah Forward. All right. So the dynamic. So you guys worked a little bit in corporate America together, but now she's come over What do we do we have roles on this group? Describe this the gallop, okay Who does what 

Jordan Gallup: Yeah, so a lot of times we we drop the kids off at school. We both go into the office [00:37:00] together ~Um, ~

Jaquelline Gallup: we like to be the first same car.

Jaquelline Gallup: We're 

Jordan Gallup: driving the same a lot of times 

Jaquelline Gallup: separate separate because we Divide and conquer quite a bit last year. We had 

Jordan Gallup: three different schools. So that was fun. Yeah ~um, ~yeah, and then 

Jaquelline Gallup: Jordan does a lot of the heavy lifting and especially like tough conversations um I I like being the advocate for our, like, buyers and communicating and meeting with people.

Jaquelline Gallup: ~Um, ~but his marketing background really comes full speed, especially with our listings. ~Um, ~you know, and that whole process and walking people through what that process looks like. 

Jordan Gallup: Yeah, 

Jaquelline Gallup: and 

Jordan Gallup: she's really good at like, Hey, you need to do this. And, you know, and I'm like, Oh yeah, cause I, you know, I just want to be out there.

Jordan Gallup: Who has the 8 o'clock 

Tracy Hayes: therapy conversation with their buyers or sellers? 

Jaquelline Gallup: Probably Jordan. But then I'm their cheerleader. Like, we've got this, I see you, I hear you. We're on the same [00:38:00] team. 10pm 

Jordan Gallup: on a Saturday night. He does have 

Jaquelline Gallup: the tough love. It's like, good cop, bad cop.

Tracy Hayes: marketing is always,~ uh,~ you touched on a little bit, thank God that, you know, Engel Volkers provides some of these people. You guys are doing a lot of it. And you've mentioned, and just watching, looking at your social media, I think you actually say somewhere in some of your bio, you,~ um, uh, ~mention his marketing expertise.

Tracy Hayes: Yes. What is, what is, what are you, what is he doing that you feel,~ uh,~ You're saying his expertise some something is clicking with him. Yeah in his visions of marketing and so forth What is it that you're seeing him do that just really is wowing your clients. 

Jaquelline Gallup: Yeah, so I I mean, I know he's my husband But I think he's a creative genius.

Jaquelline Gallup: So he doesn't Stay in the lane. So when you were talking about that creative time We'll do beach walks even in the morning and he'll come up with these ideas and he's like, okay I think we need to try this and it's just very outside of the box. It's not a copy paste of someone else's [00:39:00] idea. Right. ~Um, ~and I think it becomes authentic.

Jaquelline Gallup: And ~so, um, ~I think he's really good at,~ um,~ marketing touches, like through different mediums. ~Um, ~but then,~ um,~ you know, just digitally being creative. We're hitting more on YouTube, Facebook, Instagram. ~Um, ~It's video for us. ~Um, ~and even when we use an outside company, he's repurposing content and wanting to,~ um,~ push it.

Jaquelline Gallup: You know, we have some customers who are as comfortable as others, but usually when people just let go and let us do our thing. Right. ~Um, ~you know. Yeah, 

Jordan Gallup: I mean, and sometimes too, you know, you have these, you know, These houses and it's like, okay, this isn't you know, this isn't a 10 million dollar mansion, you know, but it's a great It's a great home.

Jordan Gallup: How do we get? How do we get engagement? How do we get people to see it? How do we get views and you know one time we had our our daughter and she was maybe five at the time We had a little you know, a little driving car and had her pull up and you know, and and be like a tough [00:40:00] client you know kind of like marching into the house and You know, and I kind of had that idea, like From, from the movie Elf, when, you know, when they, the, the Peter Dinklage walks in the room, you know, and he's this big,~ um,~ you know, book writer and, you know, and you just kind of see his feet walking and I was like, Oh, I want to do that with our, with our daughter.

Jordan Gallup: And, and it's funny cause that's like, we've had, you know, it'd be a year later and people are like, Oh, that, you know, that video with your daughter was so funny. And that's kind of even what, what Corey, our broker said, he's like, yeah, I saw that video. And that's when, yeah, that's when I knew I needed to reach out to you.

Jordan Gallup: So 

Tracy Hayes: that's interesting. ~Um, ~The in the box person Would say on that video. Well, did you sell that house? But really you may have or may not but really that video because it's we talked about YouTube and to me YouTube's a library and it's got all These books filed away and you google an address or Amelia Island and you got a [00:41:00] high Video, it's probably going to pop up.

Tracy Hayes: Yeah, hi. Because a lot of other people liked it They're like, oh, yeah, you're probably gonna like this and it might be the silliest video And they may not even be interested in that type of house or whatever it is but They're meeting you yeah, and I think a lot of people underestimate because that's the out of box A lot of people think it more directly and say oh, well, yeah your daughter walked to the house But did you sell that house?

Tracy Hayes: You know, did that video help you? No sell the house. We don't know Right. And I don't think you'd ever know. I mean, I think people underestimate social media and like, you know, are you getting, you know, ~um, ~direct leads? And if you, you know, comment on it, cause you mentioned earlier, you, you've, you've gotten these feeds.

Tracy Hayes: It, it takes some time. It's not a, Hey, let's shoot a video and then wait. The phone's going to ring like an 800 commercial,~ uh,~ you know, in the middle of the NBA finals tonight, but you know, that rocket might be running. I mean, when I was at Quicken Loans, that's, we knew we had TVs up when the 800 ad [00:42:00] ran, you know, of course everyone was refining at the time, you know, the phone, you know, you would get those 800 calls and typically those are hot, right?

Tracy Hayes: It's not the Zillow, right? They're, they're, they're a hot lead, but social media is a long term play, but that video, how old is it now? Is still being seen right? 

Jordan Gallup: Yeah. Yeah, two and a half years old and yeah, you know, and yeah Like I said, we had another video Just a little over two years ago and somebody texted me two days ago and said hey just saw this video I'm interested and would love love more info But yeah, I mean the phone didn't ring day one house 

Tracy Hayes: has been long been sold.

Tracy Hayes: Yeah by someone else Yep But they saw it and saw you guys 

Jordan Gallup: and then other neighbors have seen that and we've sold more in that neighborhood Since and you know, we didn't repeat that video, but that's what that's what saw them because they you know, they thought oh, that's that's a You know interesting way to show off our our community 

Tracy Hayes: with your marketing background and I never studied marketing.

Tracy Hayes: I think I [00:43:00] Have I come up with visions like you do and different ideas. It's doing which really wasn't it? I mean it was crazy because it's out of the box. You would call. Hey, that's a crazy video But it wasn't like Something, oh yeah, someone skydiving or something like that. ~Um, ~anyone, anyone could shot that video, right?

Tracy Hayes: I mean, maybe not as good as you did, but they could shoot something similar and get a laugh out of it. But,~ um,~ I think the,~ um,~ I want to go back, what I want,~ um,~ I was going off my thing and I lost my, what I wanted to ask you directly. It'll come back to me. ~Um, ~But they're underestimating the,~ um,~ like I said, that, that YouTube video, the one you have, is this the one that has the 21, 000 views or is that another one?

Jordan Gallup: That was the, the video that I got. The 21, 000 views,~ um,~ that's the one I got a text from the other day, but that was a driving tour of, of the historic downtown for Indiana. That's right. That's right. 

Tracy Hayes: That's right. ~Um, ~that they have life to it and you have to put yourself in the video because I think in our, would you agree in our,~ uh,~ in this day and age of social media, there are people say [00:44:00] we're, we're not interacting as much with people and so forth like that, that You have to put yourself in the video because now that's the interaction right in the business that we're in 

Jordan Gallup: Yeah, and and i've had people even want to You know, they they reached out through text and said hey, I saw your video You know, could we FaceTime later today?

Jordan Gallup: And i'm like, okay. Yeah, we can FaceTime and I FaceTime and they're like, oh, it's really you Like, you know, and they're excited like i'm, mr. Beast, you know 

Tracy Hayes: Yeah ~Um, ~well, it's you know, we think back. ~Um ~Yeah, we've run into different celebrities that aren't on TV. I'm trying to remember the,~ um,~ the, was a longtime newscaster.

Tracy Hayes: It wasn't Walter Cronkite, but one of those guys and I ran into him in D. C. one time. ~Um, ~I was, I was living outside D. C. at the time and, You know, there's celebrity, right? They're on television all the time. Well, YouTube is becoming television to a lot of people, because that's what YouTube wants to be.

Tracy Hayes: They want to be television to a lot of people. And, you are, because you're on YouTube, you,~ uh,~ some sort of rise to some celebrity status. 

Jordan Gallup: Yeah, [00:45:00] yeah, and we've had people, and, you know, it's not always the, the best, you know, when you hear this, but they're like, oh, hey, we, we know you. You're a realtor, right?

Jordan Gallup: And I'm like, yeah, they're like, your videos were the reason why we moved here. I'm like, I wish you would have called me, but, you know, but still like, we feel good that, you know, it's getting out there and, you know, and maybe when they decide to sell, like they'll, you know, they'll think of us. Yeah. 

Speaker 3: Yeah. 

Tracy Hayes: I, I,~ uh,~ we talked about a pre show, and if I, because I comb through everyone's social media before the show, get some information, I need to create my questions, that sort of thing.

Tracy Hayes: And, if I went through, if I graded everyone's, you know, like I said, of 204 episodes, you know, roughly 190 of them are agents, and if I went through those 190, You guys would probably ease if you would be in the top five easily That means there's 185 of these top agents that are actually doing pretty good.

Speaker 3: Yeah, 

Tracy Hayes: but their YouTube sucks Oh, yeah, and they're not they're not doing anything yet. A lot of them are doing the Instagram. 

Speaker 3: Yeah 

Tracy Hayes: In this day and age like you just mentioned [00:46:00] These people are moving from out of state, you know, but even your neighbors are seeing this stuff, right? And we know not all of us know our neighbors very well, 

Speaker 3: right?

Speaker 3: You 

Tracy Hayes: know, I always thought it's funny when I lived up north You're gonna tell me you really saw your neighbors when you're out shoveling the snow You're 

Jaquelline Gallup: all 

Tracy Hayes: busy everyone's doing it But now they're seeing you on the, so these people from out of state, they are Googling, they are looking for video and especially video of, you know, they may have gone on vacation there, but you don't see everything, right?

Tracy Hayes: You only saw the road that you went down. You don't know what's behind. So you have some, well, let me see these other videos. Let me see if I start putting this piece together of what Amelia Island looks like. Right, right. With this video. I mean, in your marketing group, how many people, You know the I don't know if they're a percentage or what's the statistics on these people that are moving from Chicago, New York And so forth that are googling and going on youtube looking for videos for the area that they think they want to live 

Jordan Gallup: Yeah, and well like we have a dill web video and it has over 7 000 for the wildlife [00:47:00] And I mean these people are 85 years old and they're like, hey, we found your video on youtube And now even if you type in dill dill web wildlife ~Um ~in the google images like that videos Right at the top.

Jordan Gallup: And,~ um,~ yeah, and I think if we would have just done,~ uh,~ an Instagram reel or a Facebook post. You know in some of these videos like we said are two years old and we're still getting if that was two years old On instagram that you'd never scroll down far enough to find it. Yeah, right. Yeah 

Tracy Hayes: Yeah, if someone's posting it up, but then who goes on well, that's the thing with tiktok People say people search for things on tiktok.

Tracy Hayes: I'm like, I don't I mean I just go on You know, it feeds me just like instagram what I would I like to see or what I stop on or like or whatever It's it's buried very quickly facebook. It's buried very quickly If it doesn't you know, it might recycle if someone goes and sees it You Because it's on someone else's page and someone's not, but if someone's regularly doing content, it quickly gets buried on their page type of thing.

Tracy Hayes: The only thing to me that's there all the time is YouTube 

Jordan Gallup: and [00:48:00] Google. And now it's the second biggest search platform, you know, after, after Google. ~Um, ~you know, even when I was flipping houses, I was like, Oh, how do I, How do I change out toilets and, you know, YouTube. And so I kept, I started to realize like, man, everything I want to learn is, you know, I'm learning through YouTube.

Jordan Gallup: ~Um, ~and ~so, ~yeah, I had said, you know, at first I just started like, I'm just going to keep the videos on YouTube and didn't really, didn't really look at that as a social media platform. ~Um, ~but you know, in case Facebook ever goes down. ~Um, ~and then I, you know, went back. I was like, wow, they're actually getting views on YouTube and I haven't really, 

Speaker 3: really been pushing 

Jordan Gallup: that at all.

Jordan Gallup: It was just kind of a place to, to hold them online. I noticed on 

Tracy Hayes: my page,~ um,~ like, If you go on, if I go on my homepage and it used to just really just like, you know, as, as I adding each podcast, right. And it's, it's adding, but now I'm seeing homes that why is this video on my, on my, on my kind of [00:49:00] like dashboard.

Tracy Hayes: It's because people just, just watched it. It's showing me actually what videos were just recently, whether it's a real or a full video. And ~so, ~you know, I've been doing,~ uh,~ on, on Instagram recently. ~Um, ~you know, kind of like what you guys did the other day, where I posted on my story, hey, and you guys are coming on, why people that have been on it are like, oh, they were on episode so and ~so, ~and you get, it just keeps recycling, and, and, and people keep popping up.

Tracy Hayes: ~Um, ~you mentioned,~ um, uh, ~going on those listing appointments, and you, you mentioned views, so I'm gonna put this together, and how, do you go on listing appointments together, or do you go as a team, is that kind of, Sometimes. Yeah. It 

Jaquelline Gallup: depends on the customer. 

Tracy Hayes: Yeah. How do you,~ um,~ Pitch them or explain to them because they may not have gotten you, you know from the YouTube they get the YouTube video They understand when you say yeah, but how do you show them?

Tracy Hayes: Hey, we're gonna expose this because I think a lot a lot of agents have underestimated because the last few years were easy You know 2021 put a sign in the yard. It was sold You didn't have to expose it to a lot of people people were already [00:50:00] looking hard for it Yeah type of thing but As the markets change and start to normalize, you need exposure.

Tracy Hayes: How do you explain to them that you're going to add this exposure with some of your marketing expertise as your wife brags about? 

Jordan Gallup: Yeah.~ So, ~so yeah, I, for one, I didn't really like How crazy it got because you know, I like being creative and I you know Hated the thought of like this is gonna sell before you know before I can even edit the video and you know And you're seeing people like that's a two million dollar house and you know They're they're hands outside of the shower curtain taking pictures And you know and it sells and they're like, oh I did, you know, I did my job got it full price I'm, like, yeah, but you may have gotten you know, a couple hundred thousand more if you would have marketed it right better ~Um, ~but we have a we have a listing presentation We We bind it in a, in a hard book, we put,~ um,~ you know, all of YouTube info in there,~ uh,~ kind of show the engagement we're getting, the views that we're getting,~ um,~ [00:51:00] and, and, you know, sometimes too, we'll bring, we'll bring an iPad and show, kind of show them if, if we don't think that they're familiar with that, kind of some of the videos that we can do and, and yeah, some we can be, Okay.

Jordan Gallup: You know 

Jaquelline Gallup: a little more traditional a little more 

Jordan Gallup: traditional and you know kind of do a traditional walkthrough of the house and then you know others we did We did a fun one, you know for a condo on the beach. I was like, it's just small condo, but let's You know, let's let's kind of make make fun with it and you know had you know, Grab your swimsuits and your sunscreen because it's fully furnished and that's all you need ~um, ~and so So yeah, we're We're kind of creative.

Jordan Gallup: ~Um, ~you know if if we feel like they can it's 

Jaquelline Gallup: based on what they're comfortable with which that initial meeting Let's just kind of show them like hey, we can go, you know this lane or we can push it and come a little more creative 

Tracy Hayes: Would you as as a as a woman? you When I was in retail, for example, and one of the one of the [00:52:00] jobs I had was when in telecommunications cell phones Yeah, and you'd see some of these stores.

Tracy Hayes: They would put all the stuff over their windows. I can't see inside Not that they deliberately were hiding something that was inside, but they felt that they had to fill the windows with all these advertisements But as a as a woman you kind of want to know what's going on. 

Speaker 3: Yeah 

Tracy Hayes: behind that 

Speaker 3: Yeah, 

Tracy Hayes: behind that wall so to speak and these videos Like you said putting on the sunscreen and how close you are look how you know quickly and you know Maybe your daughter runs out or whatever you run out run out there and so people could start to judge distance You know, you know Can they not start to visualize themselves actually being there?

Jaquelline Gallup: Right, and a lot of times they say to us, Oh, I can finally feel the flow of the house. You know, it just took it a step further than professional pictures of, and they can study those pictures later, trying to imagine, you know, their furniture there and their stuff there, but it lets them see how they would use the home,~ um,~ and how the movement works.

Jordan Gallup: Yeah, and I [00:53:00] think, Because I think each home has a story and you know and how Like how they're gonna live in the house And if you don't kind of portray that in the video, you know, some it's just like okay. It's just like a PowerPoint presentation You know like but if you can show Show a potential buyer or even, you know, and a lot of times, you know, I say we, we were marketing a lot towards agents because agents have thousands of buyers a piece, right.

Jordan Gallup: And we, you know, we're connected with a lot of real estate agents. So if we can promote that a lot of times they're like, Hey, that reminded me, you know, I, Like I have a perfect client that they wanted this that opened up to the backyard, to the pool,~ um,~ to the pond. And right, 

Tracy Hayes: because it does the pictures and even the virtual tours really just don't.

Tracy Hayes: You know, and people don't add music to it and stuff like that. Right. Sometimes that rises emotions, right? Yeah. Yeah, yeah. Yeah. It does. It makes you 

Jaquelline Gallup: feel something. Yeah. When you see it. Yeah. 

Tracy Hayes: Yeah, yeah. ~Um, ~yeah, the [00:54:00] virtual, just like, I, I think you hit it on and I, the other point, hopefully our listeners are making, and, and if they, hopefully they reach out to you and kind of get some ideas.

Tracy Hayes: It's, but it's not rocket science. You gotta get started with the video. ~Um. ~Is going back to YouTube. Someone is still looking at that video three years later. And it's not because they're looking at that particular house. Or, you know, you know, I think every, every agent should have videos on their,~ uh,~ area that they want to,~ uh,~ Specialize in you know, maybe the island for Anita Beach or st Augustine whatever it is You got to have videos on there because it's the only way Those customers are going to be led to your page right to kind of then get well what's beyond the house, right?

Tracy Hayes: Right, right. I'm thinking of one recently An agent close to me Was right the house is literally In a golf course community,~ um,~ lucky it's already under, it's a popular community so it's already under sale, but the driving range is literally walk out, there's some bushes, some trees and [00:55:00] stuff, but you can walk out and there's a putting green in the driving lane like it's your backyard, you know?

Tracy Hayes: So if you're an active, or the tennis courts are that much closer together, to actually shoot the video of you walking. With your tennis racket or with your a couple of golf clubs to go walk out and go hit and go hit some balls You actually have to show some of these people this directly, right? 

Jordan Gallup: Yeah.

Jordan Gallup: Yep and and even some of the videos too, we have a lot of just I mean lifestyle videos kind of feel like you know, this is you know amelia island's more and more on the map, but ~um ~A lot of people don't know what amelia island is and you don't get as much You You know, the price per square, per square foot is a lot less than Amelia Island than than other parts of Jacksonville.

Jordan Gallup: ~So, ~you know, people are coming from Atlanta and like, I want a 6500 square foot house for, you know, 600, 000. I'm like, okay, you're gonna have to make some sacrifices. And so if we can kind of show them. Do you want to have 

Tracy Hayes: walls and windows and everything? 

Jordan Gallup: So we can kind of show them, [00:56:00] like, okay, what do you, you know, why do you want this?

Jordan Gallup: What do you want to do? And, you know, they're like, well, I like to golf. And I'm like, let's go, so we'll be, you know, let's go visit some of the local golf clubs while they're here, instead of just looking at houses. Because if we can show them, you know, the area, and the down, and a big reason for that downtown video was, We were always driving people through the downtown because that's such a big part of Amelia Island.

Jordan Gallup: Yeah, and that's what kind of That's why we fell in love with it. It's not just You know beach town with surf shops, you know, like the big pop up, you know t shirt everywhere, you know, like Daytona Yeah, and so like this is what made us fall in love with Amelia Island. So every driving tour like hey before we look at Houses, I just want to show you this historic downtown area and these great spots to eat and then they'd be like, you know, what?

Jordan Gallup: We don't, we actually don't need that big of a house and we'd rather be closer to this area or, Hey, this is close to that golf club. And that's a really nice, you know, meet, you know, Hey, meet the golf pro. And I seem like a [00:57:00] really great guy and I'd love to get lessons from him. And so we can kind of show them, this is how you'll live.

Jordan Gallup: A lot of times, you know, the, the square footage and some of the things that they would want in their dream home, that doesn't matter as much anymore. 

Tracy Hayes: Right? No, I totally, totally, totally agree. ~Um, ~So let's get back to the dynamics, Estrella, down in here. ~Um, ~so you said you don't all go on listing appointments.

Tracy Hayes: Yeah, that depends on the client. Yep. Give me an example. What's a client that maybe you would, you're like, No, I got this one. You're going to tell Jordan, I've got this one. 

Jaquelline Gallup: Yeah,~ so, um, ~I mean sometimes if it's like a woman that wants to work directly with a woman That would be me a husband and wife. A lot of times you tell you that 

Tracy Hayes: or does that's just a feeling No, 

Jaquelline Gallup: it's all it's all it's just reading it.

Jaquelline Gallup: We're just trying to read the room. Do you know what I mean? So sometimes it's the two of us and sometimes it's just him. ~Um, ~You know, it just really depends on the person and and You know, are they beforehand? and [00:58:00] Communicating with both of us. Are they only texting me and calling me? Are they only texting and calling Jordan?

Jaquelline Gallup: ~Um, ~you know like people kind of show you what they want if you'll listen So I think we just try to read the person the best we can 

Tracy Hayes: so And i'm asking this question because obviously i've had different teams on there whether it was, you know, two two women together or ~um, ~I had ~uh, ~well not that the ~um ~Anchor and I was an anchor.

Tracy Hayes: ~Um ~You Erica and his,~ uh,~ Florida's Choice Realty, her and her mom, but they, they kind of Gainesville in here. So they have distance between each other. So they're not going on appointments together, but what roles they play, right? Sometimes, you know, both of you seem to be, you are forward facing. In other words, you, you are meeting the clients that you feel will, you'll connect with better, whether Jordan goes or you go, you both do that.

Tracy Hayes: You both are handling,~ uh,~ Some back office up, but you're, you're leveraging the transaction coordinators that Ingle and Volkers is providing you to handle a lot of that back end. It says, if I'm [00:59:00] describing it correctly, both of you are forward facing. He's, he's, he's taking on a lot of the marketing types type stuff.

Tracy Hayes: What are you, are you, are you taking some part of this? ~Uh, ~besides just having that great smile that you have. 

Jaquelline Gallup: I mean, I feel like Jordan does, like, most of our heavy lifting. And so it's like, that's what's working in our season right now. I'm like, are you still good? Are you good? He videos 

Jordan Gallup: you. 

Jaquelline Gallup: Yeah. And 

Speaker 3: I 

Jordan Gallup: just, I see myself as support.

Jordan Gallup: You know what I mean? You're prettier than me, and I want to put you in a lot of the videos. Well, she was the host. She was the host of the show. Exactly. ~So, ~

Jaquelline Gallup: no, my role really is supporting. He, he's the engine and I'm, I, and I'm happy with that in this season. ~So, um, ~you know, when we divide out a lot of times is that he spreads so thin.

Jaquelline Gallup: So I'm going to go to those places that he can't be the face there today. So it's like, you know what? Them talking to me feels like an extension [01:00:00] for them, right? So especially with him starting our business first He's he's The main point of contact people want to talk to jordan. They want to meet with jordan.

Jaquelline Gallup: ~Um, ~I think i'm a bonus 

Jordan Gallup: But we have had You know friends of ours and and you know husband and wife that You know, a lot of times the, the wife will kind of start the process of, you know, looking for a new home and, and I think they just, they don't feel comfortable. The wife doesn't feel comfortable reaching out to me, but feels very comfortable reaching out to her.

Tracy Hayes: I think it's kind of like the mother, you know, who do you go to to ask if you want to, you know, kids, right? They're going to go to one of you. Who do you think they're going to get the 

Jaquelline Gallup: Yeah, so we'll, like, it can be casual with me. We'll grab coffee, we'll grab lunch, we'll, you know, go for a beach walk. And I'm like, hey, we've got this person, they need a, you know, four bedroom, three bath, let's go.

Jaquelline Gallup: And, and then we do follow ups, you know, 

Tracy Hayes: from there. Well, when you,~ uh,~ if you, you know, you bring someone new you've never met before, Bye. [01:01:00] You know type of thing whether they come off a video or some of hers you don't know these people Do you generally give them both contact information? So they know there's two of you working on it because different groups and teams kind of feel that You know and then see where they go, right?

Jordan Gallup: ~um ~I would say a lot of times 

Speaker 3: It's just 

Jordan Gallup: me. Yeah, kind of having all those initial conversations and and the initial showings And they they know that we're a husband and wife team You~ Um, ~but, but yeah, I usually have a lot of those conversations at the beginning, especially. 

Tracy Hayes: Have you ever had to,~ um,~ you know, go on out to a, say a listing appointment?

Tracy Hayes: I think the listing appointment's more. You're, you're obviously trying to earn the business. Yeah. The buyer representation's a little different dynamic. ~Um, ~you're going out there to earn the business where you had to bring in the other, to close the listing. 

Jordan Gallup: I don't think we've run into that yet. Mm-Hmm.

Jordan Gallup: ~um. ~I, I could see that 

Tracy Hayes: happening. Yeah. Right. [01:02:00] Right. Yeah, when I was 

Jordan Gallup: with the team,~ um,~ when I first started, I, I had that happen and, and it was like, you know, this, this lady I was working with was just kind of rollercoaster and, you know, like, Oh my goodness, thank you. Thank you so much for finding me this house.

Jordan Gallup: Like, I'm so excited to make an offer. And then was like. Why do you think this house will work for me? Are you crazy and I was like, I think she needs a woman and you know And I pass it to the other person on the team, right? We haven't really run into that yet with with our team here 

Tracy Hayes: So it sounds like you guys are more Trying to get the book the late Sarah Rocco gave me to read rocket fuel You have the visionary and then you have an integrator and that's, you know, ~uh, ~generally how, you know, some of the greatest business of it is that person who, yeah, comes up with those marketing ideas, but then you have to have someone actually do it.

Tracy Hayes: You know, it sounds like you guys are, are, are a lot, have a lot similarities. Where he may [01:03:00] be on the outer edge of visionary, but you think a lot alike and can almost,~ uh,~ complete each other's sentences. Yeah. Is that, is that accurate? 

Jaquelline Gallup: I, I saw some Frozen in that, in that Disney movie. I was gonna say complete each other's sandwiches.

Jaquelline Gallup: That's 

Jordan Gallup: what I was gonna say. 

Tracy Hayes: We're your, we have three girls.~ Um, ~let's, let's,~ um, uh, ~Rejo, what are you seeing right now? Cause I think,~ um,~ You know, I'm asking this question for the, I think Nassau County is just, you know, I live in St. John's County and they're just whatever amount of years behind in the, in the cycle, but it's a treasure.

Tracy Hayes: Northeast Florida is, you know, kind of the last, well, there's still a lot of places in Florida, but as far as being around a large city, Tampa, you know, Miami, Orlando,~ uh,~ Naples is You know, not that Naples and Fort Myers are huge cities, but that place blew up,~ uh,~ you know, having lived there 20 years ago myself,~ um,~ Northeast Florida has all these treasures in the water.

Tracy Hayes: We're, you know, we're boating [01:04:00] and so forth and obviously the kids activities we talked about earlier, but what are you seeing right now? ~Um, ~you know, what kind of buyers are you seeing,~ uh,~ coming into the market? ~Um, ~You know, I know Airbnb is big. Are you finding families? What's going on in that, in that area right now that you're seeing?

Jordan Gallup: ~Um, ~yeah, I mean, a lot of, a lot of different things. I mean, a lot of people are, I just feel like right now, a lot of people just want to live in Florida,~ um,~ you know, and a lot of it is taxes, you know, some of it's weather, but, but. Some of them don't want, you know, they don't want the South Florida. They want to be as far north.

Jordan Gallup: As they can 

Tracy Hayes: moving up from South Florida. There are. Yeah, that that 

Jordan Gallup: moved to South Florida. And then we're like, okay, this Yeah, like New York City again. I'm here and like, yeah, you know, and and, you know, kind of what they say about Florida, like the further north you go, the further south you go. You go, you know, it is a very like Southern type of South Georgia, you know, and we can't go anywhere without, you know, she's like, I [01:05:00] thought you were just going to Publix for one thing.

Jordan Gallup: You were there for, you know, hour and a half. I'm like, I ran into so many people. It's 

Jaquelline Gallup: the relationships again. Like you can't go out without, you know, you're saying, yeah. So even 

Jordan Gallup: though like, you know, there's a lot of tourism, it's, it's a lot of people that That just really want that hometown feel and and you know, we have that and so I don't know if there's like a you know, a certain Demographic that we're seeing more of you know, we are seeing we're seeing families, you know, it's it's an a rated school district up there ~Um, ~you know, we're seeing retirement.

Jordan Gallup: We're seeing people that 

Jaquelline Gallup: Investments a lot of short term vacation rentals. Yeah, 

Jordan Gallup: you know and people that are like, you know, I wanted to retire when I was 75 in florida But you know, I don't want to wait that long anymore and I want to move there now and you know 

Tracy Hayes: I think covet. 

Jordan Gallup: Yeah yep, and whether it's like You know my job allows me to work from anywhere now.

Jordan Gallup: ~Um, ~you know or Or they had that for a little bit and had to go back and they're like, oh I want to [01:06:00] find another job where I can work from from anywhere and if that You know, if, if it's anywhere, then I want, then I want it to be Florida. Are you 

Tracy Hayes: seeing, you know, because obviously Jacksonville's been very good at bringing in a lot, especially a lot of financial, you know, we've, we've become a, a financial hub.

Tracy Hayes: People are making the commute. Yes. Down there. That's not, you know, of course, obviously, if you're in New York City, a lot of these people got on trains for hour at a time. Right, right. You know, to go into work. So a half hour, 45 minute ride, depending on where, how far they're, you know, up in there,~ uh,~ to come into Jacksonville to go to work.

Jordan Gallup: Yeah, yep And I think the airport is a big big part especially of nassau county with the airport being on the north side of jacksonville We're seeing a lot of people are like I don't have to travel a ton but you know for the For the you know once or twice a month that I do like i'd rather have it an easier commute to the airport, right?

Jordan Gallup: ~um ~And so so we've seen seen a lot of a lot of that recently, too ~um ~

Tracy Hayes: You mentioned the Airbnb. Are we, you know, St. Augustine, especially St. Augustine Beach, you know, has a restriction on how many, [01:07:00] you know, ~uh, ~Airbnbs, you know, they have to have a little whatever permit or whatever. Are we, have we gotten any of that up in a million on the beach area?

Tracy Hayes: We have zoning. 

Jordan Gallup: Yeah,~ so,~ I think it was like, 2012 they started kind of cracking down and you know Maybe it had to do with the Ritz and the Omni and you know Some of the bigger hotels not wanting every house up and down the beach to be a vacation rental So some have been grandfathered in since then but now they have to have a certain type of zoning if it's a if it's a house and then About half of the island is in the town And those, those have the zoning restrictions.

Jordan Gallup: The rest is, is in the County. Right. And those don't have restrictions, but if it's in an HOA, then a lot of times that's impossible. Yeah. Too, but we have quite a few. I mean, I'd probably say half of the condos on Amelia Island are vacation rentals. And,~ um,~ yeah, we, we, for a little over a year, we managed about 60 vacation rental condos.

Jordan Gallup: ~Um, ~and so we've been able to really help people too. [01:08:00] Like hey, you know, this building is not a great investment, you know They're always going through assessments and you know, and even their board likes to get in the lawsuits, right? Yeah That's 

Jaquelline Gallup: been a great resource for us because we can tell people like This building makes a lot more money than this does or if you make this adjustment If you purchase this condo, it needs to sleep this and walk them through how to you know, gain The most financially they possibly can from their investment.

Jaquelline Gallup: ~Um, ~I think that's been a unique niche for us, too 

Tracy Hayes: Well, I think it's especially you know from st. Augustine My wife and I own some condos on there That was an important thing You said there a lot of the condos allow short term rentals because many don't right and when you're looking hey I want to invest in an air and B& B.

Tracy Hayes: Well, you need to get with a real estate agent that knows how You This works, right? I guarantee you there's inexperienced agents down there in St. Augustine Beach that are showing places knowing [01:09:00] they're not going to get one of those 100 permits or whatever, right? And 

Jordan Gallup: there, there are,~ um,~ Yeah. When we would manage rentals, we'd have people come to us.

Jordan Gallup: Hey, could you manage our vacation rental? I'm like, sorry, it's a 30 day minimum. Like you're not going to, you know, we can maybe book it for a few months here and there, but you're not going to have that 

Speaker 3: return, that 

Jordan Gallup: return on investment that, that you thought my real estate agent told me that, you know, or if they went straight to the listing agent, like the listing agent told me, I'm like, I think they just wanted the sale.

Jordan Gallup: They 

Tracy Hayes: use that, they use the phrase short term rental, right? Not like, Yeah, like how short a monthly and ~so, ~

Jordan Gallup: you know, and so it's been, it's been a little while since we've done that, but we're still connected with a lot of the management companies that do. And we've, you know, we'll go to them and say, Hey, could you, you know, like I noticed these, these units are similar.

Jordan Gallup: Can you send me how much money they made? You know, and then we can look at that too and be like, okay, they, they actually had an owner block for, you know, the whole month of July. That's a, that's a killer month, you know, to like take out yourself. Like [01:10:00] if, if you rent it for, you know, we can kind of give them an idea of how much money they're going to, they're going to make throughout the process too.

Tracy Hayes: Yeah. I think,~ um,~ you know, if anything,~ um,~ Agents need to be up on, on the condos. I mean, there, there's money in those. Now, they're having some, obviously, the, the challenges. I mean, we, my wife and I own, I don't know, six or seven. She may have bought another one. I don't know. She, she has done that. She's my dinner gal.

Tracy Hayes: I'm like, if you think it'll work, here you go. If you think, you know, the rent's there. But, but being with agents and understand, like I said, know what that they're going to rent for. ~Uh, ~and be able to explain, no, is it short term? What does short term mean? Right. Now, We've been lucky enough because of all the new construction where our condos we're not on the beach We're back in the king and bear But because with all the new construction you do have people to need it for four or five six months eight months because their house Is being built right so versus having to do a yearly lease you can be picky and get people to come in there months at A time they'll 

Jordan Gallup: pay a little 

Tracy Hayes: more Everything's included utilities and everything and [01:11:00] It's, it's, it's a win win situation and because I think the biggest thing with people with Airbnbs is you've probably experienced the logistics of cleaning them and so forth after everyone, you know, moves out.

Tracy Hayes: Some people have standards in cleaning. Some people don't. ~Um, ~we're very particular. My wife wants everything spic and span. She'll go in after the cleaner sometimes and clean. ~Um, ~and, you know, that's, but it goes back to your reputation and quality of what you're doing. You know, product you're putting out because Airbnb,~ um,~ and you guys have probably seen these people want these unique little experiences in these places.

Tracy Hayes: Now that's the ones that are getting there. Like I said, do you go and renovate one of those condos? Right? Because this guy down the hallway, he renovated his, he's booked all the time. You're not renovated. People are choosing. 

Jordan Gallup: Yeah, right. Choosing his over yours. And you know, and now we can show them the numbers to like, okay, so This one has an updated kitchen and this one that this, you know, management company doesn't And so if you put that twenty thousand dollars, you know [01:12:00] into These things like or whatever it may be ~Um, ~like you'll get that return within the first year And you know, cause some people are like, I just need it to start making money right away and maybe in two years I'll come back and look and I'm like, I can actually show you that you'll make more money if you, if you, you know, if you can put that money into it now.

Tracy Hayes: ~Um, ~well right now with the interest rates as high as they are,~ um,~ would you, and we'll just focus on the areas that, that, that you're talking about in the Fernandina Amelia Island area. If someone's looking at an investment property, it was like,~ uh,~ you know, we're not going to cashflow on it. lose much or anything.

Tracy Hayes: Maybe this is a break even. Would you, would you suggest to still move forward with it? 

Jordan Gallup: ~Um, ~yeah, it just depends. We've had, we've had a lot of kind of cash buyers coming in and taking advantage that, that people are kind of sitting back waiting on interest rates to go down. ~Um, ~yeah. And I think it really, it really would just come down to, to the numbers.

Jordan Gallup: And you know, I, I do think there's some condos right now that are. You know that they've [01:13:00] sold for way higher than they should ~um, ~and so sometimes we've kind of turned them to like hey for the same price like this This actually is a little lower than it should~ um ~Yeah, you know when we did we definitely don't want anybody to ever get in Financial trouble too.

Jordan Gallup: So I think it's kind of asking like long term. What what's your goal? Yeah, what are your goals? 

Tracy Hayes: Well, I mean I I personally if someone needs the cash flow out of a property You live. I think they're already making a mistake, right? 

Jordan Gallup: Yeah. You know, and some people are looking at it like, Hey, I need to like, my accountant says I need to buy this place or, you know, a 1031 exchange like, hey, we sold the property here.

Jordan Gallup: We need to buy something here. And, you know, and, and a lot of times they've been looking at Florida too, because the States they're coming from California or Washington state, like the squatters rights are, you know, it's, it's driving them crazy. And they're trying to get their rental properties out of those States and into Florida.

Jordan Gallup: And 

Jaquelline Gallup: they see the benefit of investing. [01:14:00] in, you know, property. So they just want to exchange it. 

Tracy Hayes: Well, I mean, just just seeing, I mean, in ST john's counties, nowhere near this built out. I mean, if we were to jump forward 10 years and in Nassau County, just that few years behind it, still the top rated schools.

Tracy Hayes: And you,~ uh,~ you know, if you want acreage, you could still go out to the cow, you know, go to the western part and buy acreage out there. ~Um, ~you The, to me, if there was a good investment property that was a break even on, I know, unless I wanted to turn it and sell it in a year or two, I know in five and ten years, I'm going to get My money back and then some outta that property.

Tracy Hayes: Right, right. And let someone else pay the mortgage on it. Yeah, exactly. And 

Jordan Gallup: that's what I think it's like trying to find those goals of, of the client. Like what's your, what's your long-term goal with this? Mm-Hmm, . 

Tracy Hayes: Alright. Total change subject. We'll finish up. ~Um, ~and I'll, you know, if you guys have anything you want to add, maybe we didn't talk about,~ um,~ I had, ~um.~

Tracy Hayes: Gia Arvin, the president of Florida Realtors on,~ uh,~ on Tuesday on the show, we were talking about [01:15:00] NAR and so forth. What is, what is,~ uh,~ what is Corey sharing with you guys? And then what is your personal opinion? I mean, is it really changing your business than what you've already been doing? 

Jordan Gallup: ~Um, ~

Jaquelline Gallup: I say Cory's really good at making sure that we're coming together corporately of all of our offices and making sure we're all aware of all the changes and what's happening.

Jaquelline Gallup: He is really good at almost over educating. Like, you're gonna have all the resources, all the information, all the tools, like, so that we can be full speed ahead. ~Um. ~So in our brokerage we're fortunate to not, you know, feel blindsided by any Right. 

Jordan Gallup: Yeah, and I'm actually I mean like in a weird way looking forward to a lot of the changes I think it's going to you know, people are gonna search out for the the true professionals and not just the You know, hey, I, I called this random, you know, number on a, you know, a Zillow or Trulia and now I'm meeting [01:16:00] some stranger at a house, you know, I think, you know, they're going to, they are going to start finding you through, through social media and, and wanting to work with people that they connect with, not just the first person that meets me at this house.

Jordan Gallup: Start Googling exactly 

Tracy Hayes: and you've got the video and the social media backing already created, right? Yeah, like, you know, they 

Jordan Gallup: do that now for listings But I think they're gonna start doing that for buyers and you know and I think to like being able to negotiate your own Commission, you know, because sometimes you're like You know, you'll see like, Oh, the listing agent really didn't negotiate much commission.

Jordan Gallup: So you, you know, you kind of do have that on your own and, and in Georgia, I think, I think it may change like in, in Georgia right now, a lot of times the buyers need contributions for closing because they're, they're military, they're VA. So a lot of times, you know, Oh, it's a 400, 000 house. You know, we're going to offer full price and we want three percent in closing costs And I just think that that's probably going to be more of a [01:17:00] norm For everywhere.

Jordan Gallup: I think I think the buyers are going to start just asking because I mean have you seen 

Tracy Hayes: a low appraisal recently? No, no, it's because that's and and There's been just this week, the dealing actually was very interesting. The two different real estate agents called me on the same property. It was in St.

Tracy Hayes: John's County. It is a manufactured home, but it's actually on the East side of 95,~ uh,~ in the world golf village area. I don't know where this little treasure was found and it's sub 300, 000. So I'm like, Holy cow, everybody in their mom is, is, it's going to be calling on this little, little treasure here.

Tracy Hayes: But,~ uh, Um, ~you know, the buyers, obviously, they can afford, you know, your workforce housing. You know, we're starting these programs here. The bank's got a 10, 000 grant. I mean, you know, ~uh, uh, ~through the federal home loan bank,~ uh,~ programs and stuff. ~Um, uh, ~that,~ uh,~ Needing the seller concessions is is vital for anyone in those areas because even if they do have money It's not a lot and then if they have to pay off a debt They don't we get qualified or even just put them in cells in the better spot They're better off paying the debt and taking a little bit more mortgage on [01:18:00] right even at 7 percent and still better than that credit card yeah, you know type thing and you know to To ask a little bit more.

Tracy Hayes: I was as my recommendation says it's in st. John's County at that price point Ask for 10, 000, give them a 10, 000 more but ask them to cut it back as a seller concession. If you're not asking full boat, someone is. Right. Because you ain't finding that. Yeah. ~Um, ~there. Anything you guys like to add? Anything we didn't talk about that,~ uh,~ Yeah, I don't think so Appreciate coming on I think you guys ought to start your own Even if you just do it like once every couple weeks, you ought to start your own little Amelia Island podcast I really think you because I'm looking at the tip.

Tracy Hayes: She has this Regis was Regis and Kathy Lee touch. She's Kathy Lee. Yeah

Tracy Hayes: ~Uh, ~invite the business owners on, whatever, you know, these type of people on, on the show to come on. But yeah, like I said, even if you guys just did one, it would create another avenue of content. [01:19:00] Yeah, true. Yeah. Talking about Amelia Island, talking about Fernandina Beach, talking about the, whatever it is, you know, type of thing, but I think, yeah.

Jaquelline Gallup: You heard the idea here first. That's 

Tracy Hayes: right. You heard the idea here first. ~Uh, so, ~but I appreciate you guys coming on. Thank you. Yeah. Thank you so much. 

Jaquelline Gallup: Great. 

Tracy Hayes: Thank you.