Julianne Grant-Johnson: The Complete Real Estate Agent

Transcript

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Tracy Hayes: [00:00:00] Hey, welcome back to the real estate excellence podcast. Today's guest just stepped off an amazing month where she led across her brokerage with transactions and total sales volume of 3. 4 million. She consistently is a top producer month after month. She is not only a great real estate agent, but an amazing mom of three.

Tracy Hayes: Three, uh, daughters under five years old. Yes. Five and under her social media pages are a must see. We know we always talk about social media here on the show. You need to go check her social media out. Um, Full of her work and and her awards. Uh, she has worked closely with our veterans and active duty military as being part of her life Let's welcome the superstar real estate agent with berkshire hathaway home services florida network realty julianne grant johnson

Julianne Grant-Johnson: Thank you for having me.

Julianne Grant-Johnson: Oh,

Tracy Hayes: I appreciate you coming on and what an amazing month and I really want to dig in because i'm I imagine there are 99 percent of the real estate agents out [00:01:00] there have never had let alone a 2 million month. We know a lot, you know, hitting a million is always recognized, but to have a 3 million month.

Tracy Hayes: And from what I translated, that wasn't, you didn't, it didn't seem like you just sold a 2 million home and a couple others. You had multiple transactions there because it says something about, you know, leading the brokerage in the number of transactions in there. So that's a lot. So let's start us off a little bit and tell us a little bit about that month.

Julianne Grant-Johnson: So this past month was actually my biggest month ever in my career. But I did have seven closings, and I also had two referral closings. So working with military, I do a lot of referrals. So there's two added to it, I believe, but I did have seven of my own Only one of which was a double closing where I had the seller and they turned around and bought a home

Tracy Hayes: Right,

Julianne Grant-Johnson: so that is eight different clients that I helped.

Tracy Hayes: Wow

Julianne Grant-Johnson: So that was I mean, it's a lot of work

Tracy Hayes: Was there a build up like you mean some new construction stuff that you [00:02:00] had? Dealt with like say back last summer that was just now closing and Last month?

Julianne Grant-Johnson: There was one that started the build last year and then closed last month. Um, the rest were all contracts from the last 60 days.

Tracy Hayes: And on average, I mean, the time that you had spent with them, obviously the build was the build, so that took whatever amount of months. But were most of these people that you started working with in the last 60, 90 days?

Julianne Grant-Johnson: Yes,

Tracy Hayes: yeah,

Julianne Grant-Johnson: well some of them were actually return clients So I did have two clients who came back to me after the purchase of their home

Tracy Hayes: They're

Julianne Grant-Johnson: wanting to sell or buy an additional property,

Tracy Hayes: but the actual movement of doing that all started in the last 16 So juggling, you know Seven transactions at the same time.

Tracy Hayes: Yes. I mean In being a record month because this is a topic, uh, we discuss a lot. Uh, tomorrow there's a mastermind at landmark title talking about teams. Um, tell us a little bit, I mean, or is it, is it [00:03:00] just you and, or have you already gone to it because of your past history of production and success?

Tracy Hayes: Cause you, you haven't been in the business 20 years or anything like that. Um, so who's helping you out because juggling seven different. Families is tough.

Julianne Grant-Johnson: So you're actually hitting me with a hard question Um, so I do have a transaction coordinator and I I will say we are not ready to formally announce anything but if you follow me You will see an announcement that will answer your question very soon.

Julianne Grant-Johnson: So

Tracy Hayes: you're at that point.

Julianne Grant-Johnson: I am at that point definitely so month over month I have At least two closings and I find that when I hit about four Is when i'm a little stressed out more than I would like and that seven is hard So I do have a transaction coordinator. I do have showing assistance I like to be very transparent.

Julianne Grant-Johnson: There's no way I could be with seven clients at one time. Yeah

Tracy Hayes: There's

Julianne Grant-Johnson: just no way anyone could do that

Tracy Hayes: What [00:04:00] the and the reason why I put that kind of on the spot and it's always a topic I like to discuss is because every agent uh, well, you know, i'm Really only having two clients the top producers on.

Tracy Hayes: So all of you have reached that point, or in your case, you're at that point where you're starting to add these people. And it's a crucial step in your growth as a real estate agent. Uh, because I think there's some people out there that hit that lid. They can't really take on anymore. Don't know what to do next, or a little nervous about handing some of their chores off to some other people, uh, because they don't think they're going to do as good or whatever, and it holds them back.

Julianne Grant-Johnson: Absolutely. I totally get that. And I had some of my own hesitations, but at the end of the day, I know that this is not the top for me. I know that I'm just getting started. It's only been four years. I have very big plans for myself. And in order to achieve that, I need support. And I feel the same way in home life.

Julianne Grant-Johnson: I have a nanny, you know, I have a supportive husband. Why am I [00:05:00] not doing that in work life as well? Yeah.

Tracy Hayes: Yeah. Uh, for who was on the show not too long ago, it was telling me, uh, um, Uh, I see your face. The, the best to help was a big part of her. She, someone doing the, doing their laundry. Uh, she still makes the kids do their laundry, but the adult la some of those chores, uh, you know, you want to come home, you want the house to be clean.

Tracy Hayes: You don't be stressed about that sort of this. So having that, or obviously you've got three daughters under five, which is uh, just crazy. Uh, and it's only gonna get crazier actually. Absolutely. Mine, mine are mine's 11 and 14. That's. That, you know, it just, uh, it just goes from, uh, yeah, occupying them at home to driving them everywhere for all their different activities.

Julianne Grant-Johnson: Yes, I'm starting to get a taste of that now that my oldest is in sports and that's a job in itself. Just driving them to soccer, cheerleading, dance, all of these things. I need someone just as a chauffeur for my kids.

Tracy Hayes: Well, my wife made a good statement. Um, as I know, a lot of people like [00:06:00] soccer. But introduce them to basketball because it's inside the air conditioning.

Julianne Grant-Johnson: That's very good advice.

Tracy Hayes: I want to pause just a moment for our sponsor here, Remy Graphics. They make this, and your gift bag that I've got there, you've got one of these in there. You can show it up in front of my camera. You can see Remy Graphics, but they put the, uh, Are the show's logo on the other side.

Tracy Hayes: This is just one of the laser gravings, uh, stuff they do. They do a lot more, but that she will do, um, one offs for you. So if you've got a closing and you want to give them a mug and say, Hey, John and Sally, you know, welcome to Jacksonville or whatever. put you maybe put obviously maybe at your name on the back so they don't forget you because it'll never throw it away because it's got their name on it right but she'll make one off so you don't have to think you got to order 20 of these uh, Remi Graphics and if you mention the show you'll get a 10 percent discount um, but she does a lot of other you go to RemiGraphics.

Tracy Hayes: com which I got flashing across the screen there they do have [00:07:00] other um, merchandise I should say all right, all right back into it um, So I mentioned, I glad you sent over your bio 'cause I was digging in there. You, um, the Instagram, I mean the LinkedIn, I couldn't find .

Julianne Grant-Johnson: I think my LinkedIn actually has my maiden name from when I was applying for jobs in college.

Julianne Grant-Johnson: Oh. Before I knew I was going to be a realtor. I have LinkedIn and YouTube on my goals list for this year on where to grow.

Tracy Hayes: That is, um, I've been wanting to really, uh, I've got a couple other people that are into videography and stuff like that because, um, LinkedIn is, is making moves. They do want more video on there.

Tracy Hayes: Um, I tried, I'll take, you know, we've got, we cut some good reels from here. If you go on my LinkedIn, you'll see where I've taken reels from other shows where they're making, uh, statements, whether it's about the NARA settlement or something that's more business related. Um, and, and. You know, you can have to chat GPT, write a [00:08:00] quick LinkedIn article about the subject that's there.

Tracy Hayes: If you don't want to write it one yourself, but, uh, I think that's an area when people are Googling, or when I want to find out about somebody, Hey, what, that's the first place I go for any guests. It's on the show. As I go to LinkedIn, because it gives, it gives it, yeah, it's a good resume and I can start off.

Tracy Hayes: Cause it usually will tell you on there. Some people tell you where we went to high school, at least, at least starts at college. Right. So you kind of get a little background there, but no, that's, that's great. And then YouTube, I think is the untapped area as well. Again, 207 shows. I've been on most people's YouTube that have been on the show.

Tracy Hayes: There's only less than Two or three that actually have regularly updated YouTube and you guys are video video video shooting videos of all these houses They should all be filed on YouTube, right? That's my My rant for today. All right. So Pensacola is where you grew up. Yes. Tell us about that. You mentioned your mom was in real estate.

Tracy Hayes: What [00:09:00] was your dad? Was your dad in the military? What brought you to Pensacola?

Julianne Grant-Johnson: So my dad was actually a lawyer in Pensacola and it was my grandmother who was in real estate. Um, my mom stayed home with me after a marketing career. Um, so I grew up there, not a military family at all exposed to it because of where we lived, but not a military family.

Julianne Grant-Johnson: And then ultimately I did meet my husband there who is military and

Tracy Hayes: so you met him before he went to the academy or after after he

Julianne Grant-Johnson: was in flight school, the flight schools. Of course, of course, that is how we met. We had both just graduated from college. We met and got married and started family pretty quick.

Julianne Grant-Johnson: And that was a big turning point in my life of I just worked super hard for this finance degree. But now I'm a military spouse who has to move around. What am I going to do? And my dad sat me down and he said, my mom was a realtor and you're going to be a realtor. I was [00:10:00] like, I never thought about that.

Julianne Grant-Johnson: I'm, I'm don't want to do sales. I don't like sales. He was like, you have a finance degree. You'll be fine. I got my license. I fell in love. I sold one house in the first, I think, three or four months and absolutely fell in love with the job. Um, and it's been, it's been amazing ever since.

Tracy Hayes: It is, it is sales for sure.

Tracy Hayes: But, um, you know, I think about the, the people that sit in the models and stuff, right. It comes in, it's great. That's easy because everything's brand new, right. And shiny, uh, or real estate, it is what it is. Right. Right. I mean, it's not like you're going to convince someone to buy this three year old car that may have some issues and we don't know who was driving it or how they were driving it or whether it was, you know, of course in the old days, whether it was an accident or not, now you kind of figure that stuff out.

Tracy Hayes: But in real estate, it, it, it's, it's a little different sale from the standpoint of, [00:11:00] you know, just listening to what the client needs and then. Offering him some suggestion,

Julianne Grant-Johnson: right? I feel like I'm selling my service. I am not selling a house I mean sure that's what's on paper and what's on mls Whatever, but I am selling my expertise and my service of helping you through the transaction

Tracy Hayes: Right.

Julianne Grant-Johnson: I have no allegiance to the homes. I mean sure on my listings Can I market it? Can I sell it? That would be kind of like the salesy Aspect of it, but at the end of the day i'm still selling the seller my expertise and my ability to do that It's not really the home

Tracy Hayes: That well the from the listing side.

Tracy Hayes: It's the marketing. I mean, you know, I think uh, You know, anyone's been in it, which you've been in the, uh, 2020, if I'm not mistaken, right, is when you say, so you kind of started in a day, a time where everything was going crazy and you could stick a sign in the yard, didn't really have to, um, you know, do too much [00:12:00] great marketing, uh, in the sense of what, if you, uh, watch like Krista Meshour or something, which is a, you know, showing, Hey, I'm going to put your house out here on social media.

Tracy Hayes: Look what I did for this house. This house had 10, 000 views. People were clicking on it, wanted to see it. And that sort of thing, which is, I think we're getting kind of back to that or have

Julianne Grant-Johnson: absolutely. I offer that to all of my sellers. I do a total social media package. Um, I can't imagine just going and putting a sign up.

Julianne Grant-Johnson: I never did that, even in the crazy market. So if I list your home, I'm doing all the social media videos. I'm doing postcards, print, digital, everything. I That's why you hired me. Well,

Tracy Hayes: so let's dig into that a little bit since we're on that subject because I think this is um, This is a differentiator between the great real estate agents and someone who may be just treading water And treading water.

Tracy Hayes: They may still be doing very good, right? But they're cutting themselves short on their potential By spending a little bit of the [00:13:00] money. Um, you know your commission there That part of that money is supposed to be spent on You marketing materials and so forth. So what are some of the things that, that, uh, you're doing?

Tracy Hayes: Like you just, you know, that you would do on a regular basis. And I know different homes, you're going to tweak it a little bit, but what are some of the concrete foundational stuff that you do, uh, with each home, each listing you're saying, yeah, we're definitely doing this type of thing. Uh, With every each home that you list

Julianne Grant-Johnson: So one thing that I do that I might be a little bit controlling about is I'm gonna soft stage every single house I don't do a lot of total staging one because it's extremely expensive and that's not necessarily my target market But I am going to soft stage it once I hired a soft staging company And they did a terrible job and I said, you know what?

Julianne Grant-Johnson: I'm going to do this myself. So now I have a closet at home and it's my [00:14:00] staging closet and I do all of my listings myself, set them up for the pictures with, you know, place settings, the wine glasses, the little things that make the home

Tracy Hayes: have

Julianne Grant-Johnson: the pretty tiny details for pictures. Then I'm also going to pay to have a videographer come in, which is expensive to have the right videographer.

Julianne Grant-Johnson: We're going to do reels. We're going to do the YouTube style videos. We're going to do the Zillow like walkthrough videos. So we're going to do the total package that way, no matter how long we end up on the market, which the goal is always to sell quickly. Um, but if we end up on the market longer, we want to make sure that we have the content to keep us viable on the market.

Tracy Hayes: If you had a, and I don't know how the, when you do the videographer and the stuff for Zillow, it automatically does this or not, I don't know, but if you had a choice between the 3D tour versus a full [00:15:00] video. Which way would you go

Julianne Grant-Johnson: full video?

Tracy Hayes: Yeah,

Julianne Grant-Johnson: I personally don't like that as a consumer when I go look at listings You know late night dreaming about what I can't afford the 3d tours Are kind of difficult to navigate in my opinion I still do them that way the option is there but I would go full video,

Tracy Hayes: right?

Tracy Hayes: And when when you um, and I imagine you're being You've used the same videographer over and over again, so you start to get a feel of what you're looking He or she gets the feel for what you're looking to put out there. What are some of the things that you want that video to Express how do you you know, how are you presenting it?

Tracy Hayes: What do you what do you want? I guess. What do you want to say? you know non verbally through the video

Julianne Grant-Johnson: I want you to be able to see yourself in the home and it's the same thing for a showing You You know, I want it to be Short enough where i'm not going to lose someone's attention But I also want it to be [00:16:00] realistic So something really important to me when listing homes with photo and video is for them to be good enough To get someone to schedule a showing but not so Perfect that the client is disappointed when they walk in the door

Tracy Hayes: interesting Hmm.

Tracy Hayes: How do you do that, ? It's tough. It's a

Julianne Grant-Johnson: balance. It's, yeah, you know, you have to be realistic. Is it an occupied listing? Let's make sure that it's known that it's an occupied listing. Is it a flip? So it's perfectly staged? Then it's gonna show that way. And it's fine to capture it that way. Mm-Hmm. . But I think it's important to maintain the realism in this business.

Tracy Hayes: Right. I was, I always want to quote George Guerrero from, from Miami and he's this great, uh, RESF, uh, realty down there. Cause he, when I interviewed him, he's at RE Bar Camp, video, video, video. And when you're doing it, do you feel, um, because I didn't get a chance to go on your YouTube actually. So I didn't get a chance to [00:17:00] see your videos.

Tracy Hayes: Um, Do you like being in some because you're saying you want to make you want that uh viewer to put themselves in there So do you put yourself or put other people sometimes in? Certain situations in the house to give them a feel of seeing themselves there.

Julianne Grant-Johnson: I'm in all of my videos Okay, I find um, and this is more of a realtor standpoint But I have way higher engagement if i'm in the video and i'm talking about it and you see me walking through the house You see me reaching up and opening the cabinets Opening the refrigerator, uh, going outside, those things.

Julianne Grant-Johnson: So I am always in the video.

Tracy Hayes: I'm a fan already. I've got to go in and see, because I think one of the, one of the Biggest is malpractices that agents can do is not putting themselves in the video.

Julianne Grant-Johnson: Yes. I totally agree

Tracy Hayes: I think uh, you know having the gallop group on last week who Have a media background and they were talking about and this is so true They're not the only [00:18:00] ones that said it Is people are already starting to build a relationship with you because they're already doing it you know, looking how you, uh, obviously how you speak, how you present yourself, your mannerisms, just like if you, they were there one on one live with you, they're getting that through the video.

Julianne Grant-Johnson: Absolutely. I think it's so important to have your face available. I mean, this is me. I'm the brand, right? You're coming to work with me. You want to see me, you want to get to know me. And I think that's really important.

Tracy Hayes: Because, um, You know, imagine if this is your, your mindset on, on, you know, presentation, the video and so forth.

Tracy Hayes: How many of your videos. You know, obviously they're, they're on YouTube. They're there. It's there. It's a library. Someone searches, you comes up, someone searches that street and doesn't necessarily have to be that house number, but they searched that street. And you know, looking home, your video is likely to pop up one way shape or form or another.

Tracy Hayes: And how many times have you gotten calls from videos that might [00:19:00] be months, year old, from someone who just came across it because they were searching a certain subdivision. Uh, you know, maybe, maybe it was the exact street, but your video popped up.

Julianne Grant-Johnson: So this actually happened recently to me where It was three of my closings last month.

Julianne Grant-Johnson: We're all walking distance from each other Two of them were listings and they had very similar videos and I really do think that that's why they said She knows this community. It was river town She obviously has content of the amenities and I can speak about them really really well,

Tracy Hayes: right?

Julianne Grant-Johnson: And I listed both the homes.

Julianne Grant-Johnson: I sold them both in about two weeks and it was awesome.

Tracy Hayes: Now, yeah, you know, I was just actually thinking actually when I was waiting for you to come up the elevator, I was thinking about, you know, it would be good to put a, um, a group, cause there's a couple other agents, uh, that I regularly see on social media, uh, you know, that are in video.

Tracy Hayes: But what you're talking about is exactly what I've been trying to preach. [00:20:00] Um, and you know, hearing from greats like George Guerrero down in Miami with, you know, now has a brokerage of nearly 500 agents, you know, that he's built in the last, you know, not even 20 years. Um, you know, his, the whole thing was to, he wanted to shoot, make every, a movie for every house basically was his mindset.

Tracy Hayes: And. The realization and he didn't even have YouTube at the time, you know, back in 2006 and seven, that sort of thing. Now you have YouTube, anyone that was searching those houses, I guarantee the videos of every one of those houses. And of course they're all active at the same time, right? So it was great.

Tracy Hayes: Those videos were all popping up of you and making you look like. You own the place.

Julianne Grant-Johnson: Right. You own that subdivision. Yeah.

Tracy Hayes: Yeah. The credibility. Absolutely. That you immediately gain credibility by having and being in the video. Yes. Yeah. 100%. Um, go back to University of Florida. Step back a little bit. Um, not too far for you.

Tracy Hayes: But, um, finance degree. Yes, so I'm really [00:21:00] curious because I do not have a finance degree, but I'm obviously in mortgages Does have you as your finance degree to be able to speak the somewhat of the language and what involved in a loan. I don't know if you learned it from there or learned it from the lenders here where we, you know, share information with you to, uh, you know, educate the agents so they can at least speak somewhat intelligent to a client, at least lead them towards the application link.

Tracy Hayes: But how did your degree help you a little bit in, in your confidence and speaking to.

Julianne Grant-Johnson: So I wouldn't say that I learned anything at the University of Florida that benefits my business, but I would say that having

Tracy Hayes: other than your networking,

Julianne Grant-Johnson: so I would say that having a finance degree gives me credibility.

Julianne Grant-Johnson: So builds on that.

Tracy Hayes: A

Julianne Grant-Johnson: lot of my clients like to know that I [00:22:00] studied finance. But for me, the finance degree, I was a huge math nerd growing up, like captain of the math team in high school, super, super nerdy, um, got the finance degree, thought about going into wealth management. So that's personal interest for me.

Julianne Grant-Johnson: So being able to talk more on like return on investment, rentability, what you can do to your home to see that return on investment. Different percentages things like that have really helped me with my clients I do take all of like the va loan classes and I try to speak as well as I can But at the end of the day, I do try to stay in my lane and that is not well I

Tracy Hayes: imagine they covered stuff like trends And so forth.

Tracy Hayes: So when you're going in, whether buying or selling, this has been the train trend in the region. This has been a trend in the state, the neighborhood, to be able to speak, uh, more fluently when describing, especially that return on investment. A question that just popped into [00:23:00] my head that I like to ask occasionally, uh, when it's right.

Tracy Hayes: If, if you've got an investment buyer right now in today's market with the interest rates where they're at right now, uh, And they're looking at an investment property that it's probably a break even, you know, their rent's going to cover their most, their expenses. They're not going to be losing any money, but knowing what you know about real estate longterm, would you still suggest them to buy a house that they're not losing any money on, on a monthly basis?

Julianne Grant-Johnson: So I always think there are follow up questions to that, but at the end of the day, yes, breaking even is still a good investment. Sometimes I like if you're financing the home, I think that you can kind of look at the house as a bankier. Monthly depositing money into it and building equity Um, so yes, but I also think there are follow up questions.

Julianne Grant-Johnson: Can you personally benefit from this? Are you going to vacation there? Are there can your family member use it as an airbnb?

Tracy Hayes: You

Julianne Grant-Johnson: know, [00:24:00] there are so many other factors aside from just the return on investment financial speaking for investors, um So we actually just thought about listing our first rental property, and it was probably going to be a break even situation.

Julianne Grant-Johnson: But we were like, it's still going to allow us to build our portfolio. Let's do it. It's going to appreciate over time anyways. And we're going to be able to change the rent or sell it higher later. So I still think it's a good investment.

Tracy Hayes: Right. I, I, I, I agree with you too. So I think unfortunately, people want to get in, they got, and they think they're going to live off that cashflow.

Tracy Hayes: Uh, no, you should, I don't think they should be going into investment properties thinking that no, because by the time you got to do repairs and all that stuff. So if you are making three or 400 a month, 500 a month, yeah, trust me over, the course of the year, you're going to have to fix something that other thing you're, it's really, uh, you know, you'll get your, some tax [00:25:00] deduction, you know, abilities there, but you've really, you've really got to be looking at it longterm unless of course you're, you're flipping a house.

Tracy Hayes: You're definitely buying it below market. And yeah.

Julianne Grant-Johnson: Absolutely. Um, and so my dad, I told you he was an attorney. He's actually a bankruptcy attorney. So he raised me to be very low risk. So the fact that I even like take the occasional risk on real estate and make, you know, give advice like that, he would not be super thrilled.

Julianne Grant-Johnson: But I do think at the end of the day, it's a good investment. The market's cyclical and Jacksonville specifically. You're going to see a return.

Tracy Hayes: Well, you know, a lot of people did lose their tail back in six, seven and eight. And, uh, but, but if, you know, if you held onto that house, that, that investment property that maybe you bought in 2006, if the rent was always covering it, that house is worth so much more today.

Tracy Hayes: Um, and you know, what you could sell it for. And obviously, um, you know, the return on investment, if you held onto it that long, I think a lot of people, [00:26:00] are trying to think, well, I would say a lot of people, I mean, there's a good, there's a good bunch of people want to get in, but they're trying to like make some sort of quick turnaround.

Tracy Hayes: And I think right now I think the housing value is going to be stagnant, my personal opinion, because even if rates drop, you know, yeah, the demand go up. But I, but someone made a, um, uh, Bruce, um, Breedlove, uh, made a great statement. He believes, and I have to agree with him. There's a lot of sellers right now that are, um, really wanting to sell, but they're not in a position to sell.

Tracy Hayes: You know, because they're going, well, I got this really low interest rate, so I, I, I really want to move, but I'm going to suck it up right now and stay here until it becomes a little more comfortable when the rates drop to a more comfortable ability, they will make that move. So where we have demand for buyers, we also have somewhat of a demand over here that people want to sell.

Julianne Grant-Johnson: I agree with that completely. I think, um, Me personally, I was in one of those [00:27:00] situations. We bought our first home in May of 2020, 3 percent interest rate. We were like, wow, are we done for selling this house? But we had to, we, you know, our family grew significantly. Now we have a nanny who lives with us. We needed a bigger house.

Julianne Grant-Johnson: But I hear that from a lot of sellers. 3 percent interest rate. I'm not letting it go, but eventually life happens, right? And they're going to have to let that go.

Tracy Hayes: Well, we, we all come to whether life happens cause you have to move in the military. We'll talk about that here in a little bit in your experience there, or, you know, the commutes changed.

Tracy Hayes: Maybe they changed jobs locally, but now the commutes another 15 minutes or, you know, we were seeing a lot. Um, and I'm sure you experienced this in 2021 or 2020, 2021, where we have people that just move. here within the region. You know, maybe they're at a knock at T. Uh, or they're not a knock. They want to move the knock at T.

Tracy Hayes: But they live on to 10 anyway, and it's only five miles over [00:28:00] there, but they're gonna they were their friends over there, so they want to live out there or vice versa. They moved in the knock at the thing. It was gonna be all this glorious thing, and it wasn't what was cracked up to be, you know, and that's vice versa.

Tracy Hayes: That happens in every neighborhood. You know, they move in and wasn't up to expectations, but we were seeing a lot of those moves because the interest rates are so low. It's like, Oh, whatever. Yeah. Yeah. Yeah. Right. Yeah. Um, so what was it about real estate? Um, You know that really gets you because you can be recommended by dad to do something But there had to be something in there that you saw Uh, whether it was your your you said your grandmother was in real estate What was it that you saw that that julianne said?

Tracy Hayes: Yeah, I want to i'm gonna go for that I'm gonna go check that out

Julianne Grant-Johnson: So to be honest, and i'm always hesitant in giving this answer Because I want my clients now to know I am all in and i'm obviously a full time filter

Tracy Hayes: Obviously,

Julianne Grant-Johnson: the numbers speak for

Tracy Hayes: themselves. Whenever

Julianne Grant-Johnson: I [00:29:00] started, it was more like, you know, I'm starting a family.

Julianne Grant-Johnson: I'm also a wife. Um, let's make money, but have flexibility. And that was the idea when I started was, oh, it's super flexible. And people say that all the time about real estate and It's a lie, I think it's a lie. You don't make your own schedule. That's not true That was the idea when I started and um Maybe before

Tracy Hayes: noon a lot of times before noon.

Tracy Hayes: You can see

Julianne Grant-Johnson: Then uh, once you get that first phone call of the day, you're done the whole day's gone um So I would say that's kind of what drew me to it And then I took the real estate course, which I actually really enjoyed going back to like the math nerdy side of me I loved learning the real estate law Um, I thought it was all very fascinating.

Julianne Grant-Johnson: I don't think I realized how many faucets there were. Um, and then once I did my first transaction, I [00:30:00] honestly love that it's a relationship business. I love working with people and I genuinely find, like, I just, Love helping people achieve home ownership and their investment goals. Um, it's extremely rewarding

Tracy Hayes: It can be um, what's like a lot of things you're addicting, especially if you're good at it And then you're getting the response from them, right?

Tracy Hayes: Oh, you know, they appreciate Things that you did it. It's it's a it's a dopamine hit. Oh, absolutely when you yeah And you do it and you you go out there and you'll do some things You know that a lot of people don't you know Discount real estate agents, but you if you go and hear the stories of whether it was Cleaning toilets and other things prepared for you know, or showing or whatever, uh picking up people's stuff that uh, Yeah, some of the things they do, but we don't really talk about um, but you do it because the the dopamine hit that you get when someone actually goes in there and says Oh, wow, this is great I want you know, I want to buy it and you're like [00:31:00] man if I didn't go in there and and You Not that it's every house, thank God.

Tracy Hayes: But if I didn't go in here and do some of this stuff, but that's the reward at the end is to be appreciated. Uh, it's where, um, I'm trying to think of what the ism was at, uh, at Quicken Loans is where I first started. Um, you know, uh, Do it do the right thing and the money will follow that it's in so many words and that's really what real estate is You've got to do the things Do the things and do the things and if you are going the extra mile, which I I imagine you have found out Yes, that's probably you didn't learn that on the test Um, but what are give me an example of there's a story you probably share with some people sometimes A little bit of a horror story that you had where you yeah, you had to kind of you know You

Julianne Grant-Johnson: So this takes me back to actually one of my first closings.

Julianne Grant-Johnson: Um, so we go to do the final walkthrough. Well, the second to final walkthrough. I like to [00:32:00] do two, especially because of how this one went and the sellers hadn't moved everything out, but it's still the night before closing. So, you know, I tell the agent, I take my pictures and I'm like, these are, I tell the listing agent, these are the things wrong.

Julianne Grant-Johnson: Um, That we expect it to be done. And she's like, don't worry, it's all gonna be done. I know that I still need to worry just a tiny bit. So the next morning before closing, we go to do final, final walkthrough. The sellers are gone, and they've left champagne bottles in the yard. Like, they throw a party. All of their furniture is there.

Julianne Grant-Johnson: There's rugs. There's hangers in the closet. There's, like, dishes in the sink. And my seller, er, my buyers are gone. Crying and I my face I could feel it. I'm like, I'm red. I don't know what to do So I facetimed the listing agent and I'm just like I'm gonna start working on this while I'm here But I'm gonna need you to make a couple of phone calls and get a moving truck here right now

Tracy Hayes: Mm hmm,

Julianne Grant-Johnson: and she could see the house and she was like [00:33:00] done.

Julianne Grant-Johnson: So I start doing dishes, right? I'm going through the cabinets finding the cleaning supplies now where

Tracy Hayes: the dishes supposed to be left

Julianne Grant-Johnson: These are dirty dishes They're dirty dishes in a sink by the cellar and I'm representing the buyers and it's closing. Well,

Tracy Hayes: you're cleaning them for what reason?

Julianne Grant-Johnson: I'm trying to clean the sink.

Julianne Grant-Johnson: I'll clean Like scrubbing the sink. I'm cleaning the whole kitchen Thankfully, she gets a moving truck there. She brings her fiance. I think it was at the time They load everything up. I take my buyers. I'm like, we're gonna have some coffee. We're going to sit here for an hour and we're all just going to relax and go back.

Julianne Grant-Johnson: And sure enough, they had that house empty. And that was due to only realtors, us cleaning, taking out all the hangers. I was climbing on ladders to pull things out of the closet. Um, yeah.

Tracy Hayes: Great story So let's get some learning lessons from it. So today. How do you how do you from what happened there? What do you now do?

Tracy Hayes: On especially on some of these sales where you [00:34:00] think this might happen

Julianne Grant-Johnson: so I haven't had any thankfully where I have it super coming like that, but I do Try and do a walk through two days before closing To get some type of update and if for some reason sellers are packing and they don't want us to walk through then You That's fine, but I'm going to ask the listing agent, you know, what's the status?

Julianne Grant-Johnson: Do you

Tracy Hayes: necessarily go over with your buyers or just you kind of go over and scout?

Julianne Grant-Johnson: It depends. I'm pretty unique in that a lot of my buyers aren't here. I work with military buyers So I actually do a lot of the transaction by myself. I do inspections alone. I do a lot of showings alone Um a lot of walkthroughs by myself So I would say something I learned there was to super micromanage Everything, which isn't always the easiest task.

Julianne Grant-Johnson: But at the end, I want the home to be how it is, and I want closing day to have a Z. Few of surprises as possible.

Tracy Hayes: Well, imagine this particular house you were just talking about So you clean the [00:35:00] dishes you move out what furniture's there, but the house probably would never was truly Clean and clean to be hand over.

Tracy Hayes: What do you what do you recommend in that?

Julianne Grant-Johnson: I gifted my buyers a cleaner That was just something That I actually do that a lot now because I know that sellers you will think that it's clean when you're leaving You You know, you did what you could, but it's not what the buyer is expecting. And that's kind of just something I've learned, especially if you're selling in a newer neighborhood.

Julianne Grant-Johnson: So that is a big closing gift that, that I like to give sometimes. Yeah,

Tracy Hayes: no, a hundred, a hundred percent. And having several cleaning people on your speed dial is important.

Julianne Grant-Johnson: Yeah. Having several of everybody on your speed dial is important in this business.

Tracy Hayes: Yeah. Um, Because I mean, you know, just if people really sit down and think about when you move out that last piece of furniture and especially if you were moving today and as hot as it is out there, you're exhausted.

Julianne Grant-Johnson: You're done.

Tracy Hayes: And the last thing you want to do is turn around and [00:36:00] go back in and I'm going to get on my hands and knees and clean behind the toilet and all those type of things like that. They just don't want to do it. And to, you know, uh, whatever, foreshadow, uh, set expectations that, Hey, When you move out, the cleaning crew needs to walk in and, you know, this is, this is how you need to, you know, leave it, um, you know, for the, And sometimes the buyers, they're already, they've got a cleaning crew ready to go in because they want it spic and span.

Tracy Hayes: Is the first thing they want to walk into that empty house is you gotta have it spic and span, but they don't want to have to do that cause they know they got a pile of furniture in a truck that has to be moved in.

Julianne Grant-Johnson: So I actually, I should have mentioned this. I write it into a lot of contracts depending on how the initial showing goes.

Julianne Grant-Johnson: Because I also believe that you can tell at a showing If it's a home that's probably going to need more than like the sweep out clean that is standard Um, so deep cleaning

Tracy Hayes: of the carpets if it's [00:37:00] got carpets and stuff like that dog and all the cats, you

Julianne Grant-Johnson: know That there's cats, you know that there's dogs.

Julianne Grant-Johnson: I'm just gonna put it in the contract that way We don't have to talk about it later

Tracy Hayes: It's really only like

Julianne Grant-Johnson: 300 and at the end of the day and a whole real estate transaction Um That's not a lot of money and it's not a huge ask and then we don't have to have a conversation about it later on.

Tracy Hayes: Well, I did, I did have a situation.

Tracy Hayes: I can't remember exactly who was involved, but I remember hearing it recently that there was an, um, there was a argument or, you know, about how the house was left. Um, but it's like, it isn't in the contract unless you're adding it into that area where you can add that in. It's not in the contract that the sellers have to leave it clean.

Tracy Hayes: No, and I know many of agents have cleaned out garages that have where they just threw all the stuff They didn't want to take with them, right?

Julianne Grant-Johnson: Yep. Yeah, I actually sent my husband recently to a listing So my seller had the tenants move out and they left just junk all in the front yard trash in the front yard And I just told my husband I was like I have appointments all [00:38:00] day and this is going on the market

Tracy Hayes: Go grab the boys in a case of beer He did he did

Julianne Grant-Johnson: all of it for me, but that is the reality of it.

Julianne Grant-Johnson: Sometimes.

Tracy Hayes: Yep. 100 Um, let's talk about your start.

Julianne Grant-Johnson: Okay.

Tracy Hayes: All right, so Uh again, I didn't see your linkedin. So you've always been with berkshire You

Julianne Grant-Johnson: Yes.

Tracy Hayes: Okay. So what, what leads you there? Did you know someone, what led you to Berkshire Hathaway?

Julianne Grant-Johnson: So I interviewed with a few different brokerages, you know, the second you pass that exam, they're all calling you, trying to get you to interview.

Julianne Grant-Johnson: And then it was a family friend. So my cousins, like in laws are from Jacksonville and we were all at Thanksgiving and they said, You know, our friend's the number one agent in Jacksonville, and you need to sit down with her and talk. I'm thinking There's no way your friend's actually the number one agent.

Julianne Grant-Johnson: You know what I mean? Like everyone's friend is the number one agent in Jacksonville. But I did sit down with her and I was like, oh [00:39:00] wait, you actually, I actually think you might be the number one agent in Jacksonville. And so then she set me up with her broker and once I met my broker Josh, I knew that that's who I needed to mentor me and train me.

Julianne Grant-Johnson: Um, to start with Berkshire Hathaway specifically, the brokers don't work with buyers and sellers, so you're not necessarily competing against them. They're, they're truly there to support you, which was really important for me. Um, on my first contract, I was calling him at 8 p. m., like, Where do I write the earnest money deposit?

Julianne Grant-Johnson: You know, what's the down payment? Wait, my buyer's not putting money down because he's va Where do I write that? Um, and he was always available, right?

Tracy Hayes: Well, I need to have josh on because I had zachary williams on and I don't miss I don't really often study what brokerage I just look at the agents and what they're doing their social media and their top producers have them on Uh, and so I double Booked Berkshire Hathaway two days in a row with Zach, uh, the other day.

Tracy Hayes: So he was bragging about Josh [00:40:00] as well, uh, there. So I probably should reach out to Josh and have him in sometime in July. It's I'm booked up for the rest of the month. So, um, I imagine as a young person, you, you've had a lot of people, girlfriends or whatever, ask you about being in real estate

Julianne Grant-Johnson: all the time.

Tracy Hayes: Yeah. How important, you know, here, uh, and again, Zach, same way. He, he never wore his worked with anyone else, but he had a mentor. He had someone, a friend of his that was with the brokerage and kind of brought him in there. How important is it for someone getting in this business to really understand the role or the broker they need based on how they.

Tracy Hayes: plan to do their business or just, you know, how their ideology and needs are. Some are at different levels. Uh, you had some family that were in real estate, so you had an idea. Some people have no clue and they walk in, get that license and they literally don't have Anyone even like tell them how to open the [00:41:00] door, you know what I'm saying?

Tracy Hayes: So how important is it if you were guiding a friend of yours into, for them to, you know, they need to go out and have some chats.

Julianne Grant-Johnson: I absolutely think that you need to talk to the most people that you can to find the right fit for you Um, I think it's extremely important and I think there's a huge misconception with real estate and I hear this a lot and i've Had people say it to me like oh, well, it's just so easy to make money And that is just not true at all.

Julianne Grant-Johnson: You have to work very hard. And I think who you surround yourself with really impacts that. And who you have train you and mentor you really impacts that. I invested a lot in my training. Um, I think that that's super important. But I also would ask if my friend was coming to me about this, what are their goals?

Julianne Grant-Johnson: Do they want to be a part time realtor? Which I'd I don't always think it's worth it, [00:42:00] um, and that's my personal opinion on that. Or do they want to be a full time realtor? Are they trying to do the sales volume that a lot of people in my office and that I do? And that, you know, I think that I am fortunate in that I picked a very good path and mentor.

Tracy Hayes: Yeah, I mean, because there's many, many I've had on the show that, you know, some, some of, I want to say blindly, but you, you walked in without, you know, uh, knowing a lot about others and it's worked out. Others have walked in and realized it's six months or, uh, you know, 80 percent around, they never knew. So how long were they actually in a few months or whatever?

Tracy Hayes: And they weren't getting there. And there's some places that are really good with new agents. There's others that cater like Ingle and Volkers. They cater more toward the more mature experienced agent because it's just the different things that they're, they're doing there. Um, because I think you can get, uh, uh, without the proper [00:43:00] resources and structure, To cater to them all is tough to do because obviously the new agent you think is going to drain a lot of your resources You know statistically because of their needs and needing to get ramped up.

Julianne Grant-Johnson: Absolutely. Yeah

Tracy Hayes: you Y you, you mentioned work, uh, in that last, you know, a lot of people don't realize you, you work hard, can you make a good money? No doubt you can make good money, right? In real estate, but you have to be willing to, as we mentioned, some of the dirty things that you need to do. Right. Uh, you know, I think one of the hardest things besides getting dirty is getting.

Tracy Hayes: You know, you're calling all these people, but not everybody's looking to buy or sell a home, uh, all the time, you know, you could sit there and ask your, uh, you know, friends. Hey, do you want I'm here. I'm here. I can help you buy a house, sell a house, whatever, whatever, whatever. You might be three years before you get your first friend that actually says something to you because a they're not ready or b They don't know if you're [00:44:00] actually the best person yet You know, you have to kind of prove your your thing where there's always that friend that would do Would want to actually be your first house, right?

Tracy Hayes: There's always that friend too. You gotta find I will

Julianne Grant-Johnson: always remember my first clients. We are still close they're actually now back in pensacola and I did that referral and They will always have such a special place in my heart for trusting me with no reason to other than me. Yes.

Tracy Hayes: 100%. So the working hard is not necessarily, it's not physically, it's mentally as well.

Tracy Hayes: And how important, you know, uh, and I'm, I'm sure you, you've gone through some times. I think, you know if anyone's, uh, you know, You know, everyone could look at your real estate career right now. So, oh, it's, you know, been all sunshine and roses for you, but statistically, we know there were some dark nights, uh, where, you know, am I doing the right thing?

Tracy Hayes: Should I be in this business? And how, So how did [00:45:00] you get, how did, how did you fight through those kind of negative times where you were questioning yourself?

Julianne Grant-Johnson: Absolutely. So I have been relatively fortunate in that my business has grown year over year. But it has not grown month over month. I have had months with zero closings and those months Are not necessarily like financially hard But they're mentally very hard because you're still working.

Julianne Grant-Johnson: You're still listing the houses. You're still working with buyers It's just you're not having the closings yet Um, which is

Tracy Hayes: what kind of what we're seeing now more of the houses are sitting on the market a little longer Buyers are coming in and they're questioning it. Oh, we need to wait six months, you know, yeah,

Julianne Grant-Johnson: right so During those times, it is really tough and you question am I doing this right?

Julianne Grant-Johnson: Am I making the right investments? Am I leaving my kids for the right reasons? You know, those, those are questions that I would struggle with personally [00:46:00] because Time isn't just money for me. It's time away from my family and my children. Um, and at the end of the day, I would always come back to, I love this job and I love this business and markets are cyclical and it always has paid off.

Tracy Hayes: Right. Well, we live in a fortunate area obviously, you know, you're we're gonna transition into the Military here in a moment, but we have that aspect here And then we're fortunate to be one of those places in the country right now that isn't a top 10 area to grow in. It's a very much an untouched resource in Florida.

Tracy Hayes: We have a lot of, uh, uh, natural amenities here, especially if you like boating and fishing and, uh, you know, that those types of things, but our Jacksonville has become a financial hub as well. So you have professional jobs moving in, uh, you know, uh, that type of thing. So we've been fortunate in [00:47:00] obviously Florida demand, right?

Tracy Hayes: You know, we're still considered that, um, inexpensive place, not really to work. There's, yeah, that's another subject we'll talk about housing affordability on another show. Um, Um, let's transition into, uh, because you, you do, uh, obviously utilize to research your husband's active duty. Yes. Yeah. So what are some of the things that you do to, um, to enter that market besides just him selling you, you've got to be, you've now entered that market.

Tracy Hayes: So you've got to. Give back a little bit to that market. All right. So what do you do to nurture that?

Julianne Grant-Johnson: Absolutely. About 95 percent of my business is military. Actually. Um, I've only ever had, I think four buyers use a conventional loan. Um, so that's a pretty unique thing for a realtor. Um, things that I do, I would say my social media, I try and just really Keep my [00:48:00] authenticity and that's who I am.

Julianne Grant-Johnson: I'm a military spouse. I'm raising children in the military life I'm a realtor. I share all of it. I try to share the good the bad the ugly, you know The goodbyes the homecomings to make it all relatable so that i'm a real person And you attract you know what you're putting off. So That is who I attract on my social media our military families Um as far as nurturing it I do sponsor like different Alumni Association events, um, with the Naval Academy.

Julianne Grant-Johnson: I speak on their podcast. I will send them content. Um, I'm planning my very first client appreciation event, which will be mostly military, um, for military. It will have an open bar. I know that's important to them, um, so, you know, nurturing things that way, um. You always,

Tracy Hayes: you always, free food and drink is always going to get

Julianne Grant-Johnson: knowing your audience [00:49:00] and just being relatable.

Julianne Grant-Johnson: I took a course at our national sales convention on Instagram reels, and it was really interesting. And the biggest takeaway I had was to have digestible content. And that's what I tried to do is. Keep it real

Tracy Hayes: digestible content go deeper on that. What are they? What were they saying?

Julianne Grant-Johnson: So it's not fake It's not just like this authentic.

Julianne Grant-Johnson: Yes, so Something that you can actually consume that the consumer can relate to Right, something that you can take in and find value from and not necessarily. I think there's a huge problem on social media that creates jealousy and people are envious of different people's lifestyles. And that is not the content you want to put out.

Julianne Grant-Johnson: You want to put out the relatable,

Tracy Hayes: authentic, interesting, that is very, you know, um, you know, occasionally you'll see someone post something about, Hey, [00:50:00] don't. Be envious of others. That's a highlight reel of their life. They're just not showing you that they have stuff happened to.

Julianne Grant-Johnson: Right.

Tracy Hayes: And when you just said that, that triggered that thought, but you're right.

Tracy Hayes: The just by putting that out there that you're You know, I don't know might be a fancy vacation or something like that could set someone off who Doesn't have the money right now, whatever's going on in their life, and they become a little bit envious There it happens. We're human Versus just being kind of the neutral authentic.

Tracy Hayes: That's interesting. Yeah,

Julianne Grant-Johnson: don't get me wrong. I'm all about sharing my win yeah, you know how I celebrate and Fun things with my family, but I think it's important to share that life is life and life happens

Tracy Hayes: Well, I think it's you have to show your wins because you want to show people out there I'm doing business and I'm good at it.

Julianne Grant-Johnson: [00:51:00] Absolutely.

Tracy Hayes: So I'm I'm closing houses. Here's the family I just hooked up and that kind of thing you want to put those out there, but the car you just bought Um, some people have bought some cars recently and I've seen, I'm like, uh, you know, I know, I know what you're doing. I, you know, we all can see each other's numbers within the industry.

Tracy Hayes: And you know, when you're showing off. Exuberant vehicle because you think that's going to impress somebody to buy or sell with you. I Think you're down the wrong path There I mean a lot of people would agree with that

Julianne Grant-Johnson: I've seen some realtors put like their cars and listing videos where they pull up in a certain car I'm like, I don't know if that's adding value I'm not sure if that's digestible.

Julianne Grant-Johnson: There is a guy,

Tracy Hayes: there's a guy, um, I think he's called the heli realtor.

Julianne Grant-Johnson: Okay.

Tracy Hayes: He's in Michigan. Okay. And, uh, he wasn't in the military. I heard him on a podcast and I started following him. Uh, he taught him, uh, went and learned how to fly a helicopter. [00:52:00] So he has a helicopter in Michigan and he'll fly, especially some of these houses that are on some of these lakes and they got big yards and so on and fly the helicopter in.

Tracy Hayes: And he puts on a, you know, a, uh, You know, uh, I'm trying to think of that show that, uh, talk American riches, but it's impressive, but it's not like he's flying this fancy helicopter. It's a basic helicopter that, you know, people who are hobbyists and flying planes, a small plane, you know, plane could buy, but he made it, he's made it part of his business, but obviously he uses it.

Tracy Hayes: He flies customers, especially they're going to buy this multi million dollar house. Let's go up in the helicopter and go fly. Who wouldn't want to do business with that guy? Absolutely. Yeah. So I wouldn't say he's he uh, but it's that now he's selling the houses that fall into that category too,

Julianne Grant-Johnson: right?

Julianne Grant-Johnson: You know your market know your audience and who do you want to digest your content?

Tracy Hayes: That's some solid advice though. The authenticity is a word that's being thrown around a lot in there But [00:53:00] relatable was the other word. I think you used there that that was some um, uh Solid advice there. I want to dig in um 95 percent of your business roughly, um, is, is veterans and, and not, you know, most of it's, they're using their VA home loan benefit.

Tracy Hayes: Um, some agents, uh, just have this, being a lender, the VA loan is the greatest loan ever. It's the most forgiving. Uh, it's got, there's a lot of different, if you, if you have got a good underwriters, they can get some hairy stuff done on a VA loan that other type loans, they'd be like, no, don't even talk to me about it.

Tracy Hayes: Um, why do you think? Agents even today because I think it's we're a generation away generation away from the agents back You know when I first started in 2005 at Quicken Loans, we didn't even do FHA and VA loans We had all these other type of loans that could could do it and [00:54:00] VA and FHA were So like 3%, 4 percent of the actual lending going on where today it's like 40 percent are getting those type of loans.

Tracy Hayes: Why do you think there's still agents out there that have hesitancy or just some sort of issue with, um, uh, a VA buyer?

Julianne Grant-Johnson: So I, I do see this a lot representing VA buyers. So I think that it's extremely important for myself representing them to be educated on how to talk to all parties about the VA loan.

Julianne Grant-Johnson: Um, but to be honest, the only reason I can think that there would still be hesitancy would be the same problem in any business. And that is the inability to grow and learn and adapt. Um, and people get set in their ways. Yeah. And people, you know, need to get uncomfortable and shake things up. A lot of people don't realize that, [00:55:00] Sometimes to me the benefits of the VA loan actually would outweigh the risk odds are we have a better qualified person They have a consistent income You know as opposed to the person who has they do have some

Tracy Hayes: damages.

Tracy Hayes: It's a lot more forgiving

Julianne Grant-Johnson: right

Tracy Hayes: to get approved I mean, it's the most forgiving loan out there.

Julianne Grant-Johnson: So there are You know, to me, a lot of benefits, and I just think it's important for me as that buyer's agent to be able to talk and have a candid conversation with the listing agent about it. But I also, on the flip side, think it's important that the seller understand there will be a WDO inspection, and we will ask for those repairs.

Julianne Grant-Johnson: You know, so I've had scenarios where a seller was like, oh, well, why are they asking for all that? Can we negotiate it? Nope. You gotta fix it. If you want to sell the house to us, you're gonna fix it.

Tracy Hayes: Who doesn't, in Florida, does not order a WDO inspection? On any house.

Julianne Grant-Johnson: People. No

Tracy Hayes: matter what the loan. Don't order [00:56:00]

Julianne Grant-Johnson: I've seen it when I have listings.

Julianne Grant-Johnson: But that's not on me to schedule the inspection. That's up to buyer and buyer's agent, what inspections they want to schedule. I always order a WDL.

Tracy Hayes: You're in Florida. I mean, I had, uh, Austin gray on and I think I 40, I don't know what he said. There's like 16 some astronomical number of, uh, termite, um, I don't know, nest or whatever, I don't think the nationalistic proper word and every acre in Florida and Your houses are sitting around hundreds of them, right?

Tracy Hayes: And you have to be ordering a WDO Anyway,

Julianne Grant-Johnson: especially with the historic districts and the older. Oh, yeah, we have here It's just so important to know and understand what you're buying

Tracy Hayes: Um from the lending side in our circles. Uh, and again, and again, what we hear from some of these, I think what it is, there's agents that talk to some of these agents who are sitting in the, the board, [00:57:00] you know, not necessarily at the board, but down like knee far or to St.

Tracy Hayes: Augustine board that don't really actually have sold a lot of real estate lately, but they know everything about real estate and they're still telling the old wives tales from 20 years ago and how they don't understand how the VA lawn. And VA has gotten better at making these a much quicker process.

Tracy Hayes: We were talking about assumptions before the show, but they always talk about the VA appraiser. Like there's some, uh, they're doing some special thing. And, and correct me on, I want to just, you probably just strengthen what I'm about to say. Water damage they're looking for that right because that could be costly and not all veteran The worst thing you do is assume a veteran doesn't have money.

Tracy Hayes: I think they go. Oh, they're doing a hundred percent You know because they don't have any money. No, that's not necessarily true Right. But the VA does look at it that way if, because they don't want that veteran to go in there and all of a sudden have these other costs and now their house is unlivable because now mold's growing in it.

Tracy Hayes: So if they see any sort [00:58:00] of water damage, but that VA appraiser is actually a senior appraiser. He's gone through doing conventional, he's probably endorsed FHA. These are the best of the best appraisers. around to reach that, get that endorsement. It's very important to them to have that endorsement. Um, but the VA turnaround time is better because the VA requires them to get their butt out there and get that appraisal done.

Tracy Hayes: So that's, that moves things along quicker. Um, and you, you know, a value right away, not getting a lot of low values right now. Um, uh, no one that I've seen has had a low value, but they, VA appraiser is doing something like. Almost being like a VA appraiser slash inspector and that's they're not really I

Julianne Grant-Johnson: have heard that people kind of think that and even the buyer when they come to me does not understand the difference between inspections and appraisal and what's negotiable and what's not negotiable.

Julianne Grant-Johnson: So I actually do a very detailed buyer consult. My buyer packet is 24 [00:59:00] pages long. Um, my military clients appreciate the details, but I do a very, very detailed consult. So that way you understand. And that way I'm also hoping that The listing agent can explain that to the seller.

Tracy Hayes: Um, what are some things in this 24 pages that, that are, that you feel are the most beneficial or have you gotten feedback that you're like, Oh, wow.

Tracy Hayes: You know, what are some things you have in there?

Julianne Grant-Johnson: Most beneficial. I have a diagram of the buyer process. Visual, you can see it step by step from buyer contact schematic that they

Tracy Hayes: can actually instead of a bunch of words to fill up

Julianne Grant-Johnson: Like bubble diagram Style and then at the end of it. I actually have a mortgage term sheet by definition And I have a closing cost estimate spreadsheet With percentages very very specific

Tracy Hayes: One of the things I've heard over the years, [01:00:00] especially from the, um, older, Uh, veterans is, uh, you know, their assumption that they are not paying the closing costs when in reality what they did was just, you know, obviously bumped up the price, cut them back to concessions to pay their part of the cost.

Tracy Hayes: And they didn't even know that even happened. Have you run across this?

Julianne Grant-Johnson: I do see a lot where, you know, the consumer hears zero down, and they think that that means zero money, and that is not what it means, because there are still closing costs, so I actually use that phrase in all of my buyer consults, that zero percent down does not mean zero money involved.

Julianne Grant-Johnson: Right,

Tracy Hayes: right.

Julianne Grant-Johnson: So, I do think that that's really important. You need to understand closing costs, but I also tell my buyers Everything is negotiable so we can negotiate closing cost coverage. We can do all of that We can get you that rate buy down that you want with the right seller and the right house the right offer and tactics We can [01:01:00] do whatever is needed.

Tracy Hayes: There's varying opinions on, um, well, now the heroes loan is basically for everybody, the down payment assistance. And it's not really, I mean, in a, in this market right now, I don't know where we're veterans really need down payment, especially down payments. That's one thing. It's a grant that they don't have to pay back, but to, um, go with the hometown heroes as a veteran, is it truly a benefit?

Tracy Hayes: to have that, that whatever money they, they get to have, but have it still sitting there on the, on the, behind the scenes.

Julianne Grant-Johnson: I have only ever had two clients use the program.

Tracy Hayes: Yeah.

Julianne Grant-Johnson: And it was a, They were very specific scenarios. It is not even a program that I bring up unless cash is really, really a problem for them.

Tracy Hayes: Right. Cash value of the home really tight. The seller needs so much and you're kind of at a standstill there and you still need whatever amount of money to cover costs and so [01:02:00] forth. Yeah, no, I totally, I totally agree. I, I, and speaking to different people, they really think that it was, It's great for, you know, non military, your first responders, teachers, that kind of thing.

Tracy Hayes: But for your, your veterans itself, it's not really, uh, It's it's you've got the sitting on there and then if they get transferred in a year and a half, especially right now where I think You know, we probably could say we're not going to see much appreciation in homes Just you know, because what's going on we could you know, pretty same if you sell in 24 months Hopefully you get out what you pay for today.

Tracy Hayes: Maybe a little bit more but we you know We wouldn't predict that based on current conditions That if they get transferred again and have to sell it and they had this You Second, add it on there to cover the cost, plus if they had to pay the funding fee on there, you're already upside down.

Julianne Grant-Johnson: Absolutely. I have seen that happen where someone got orders that they weren't expecting.

Julianne Grant-Johnson: They didn't do the Hometown [01:03:00] Heroes, but they financed the funding fee. So they hadn't made a dent in their mortgage.

Tracy Hayes: If I've ever had anyone pay the funding fee before

Julianne Grant-Johnson: I don't think I've ever had what's so rare

Tracy Hayes: It's so rare now because everyone basically especially if they're not active duty. They're getting some sort of Disability and they just you know, 10 percent and then they're you know, they're you know, they're they're all getting it seems like they're all Getting at least 10 percent in one.

Tracy Hayes: All of my

Julianne Grant-Johnson: clients are active duty. So I've only had one that was actually a veteran. So most of my clients are active duty.

Tracy Hayes: Um, I want to dig is this tagging on to You know, you're catering to, um, you know, well, you're like how your husband's active duty. You're around these people all the time. You're, you're, you're, um, utilizing your sphere.

Tracy Hayes: Uh, there you're, as you mentioned, you're doing a lot of sight unseen. The buyer is not there with you. So, um, [01:04:00] I imagine you've gotten better at it over time. What are some of the things that you've learned from the very first time you did it to what, you know, someone called you today and go, I want you to go out and scout these homes.

Tracy Hayes: We're going to be transferred here. We're in Japan and we can't get here.

Julianne Grant-Johnson: So how I present it initially to my buyers at the consult, which are typically on zoom because they aren't here. Okay. So I know already that they're not in Jacksonville yet. I say to them, it is up to you. I can do absolutely everything by myself.

Julianne Grant-Johnson: It is up to you how involved you want to be in whatever your tolerance for that is, because it could be really stressful if you're the buyer. It doesn't have to be. That's what I'm here for, is to absorb that stress. But it's totally up to you and your tolerance for it. I always recommend, if you can come see the home, you know, I'll find it, whatever, do the first showing virtual, but if you can come see it, that's always the best.

Julianne Grant-Johnson: But it's not always the case. So things that I do to make the client [01:05:00] more comfortable, I'm going to videotape my drive and I'm going to talk about what I'm passing. Is there a Publix? Is

Tracy Hayes: there

Julianne Grant-Johnson: a Walmart, a school, things like that. I'm going to pull up a map and show them hotspots around each house. And I typically print off a big sheet of all the homes we're looking at if they're in a close geographical region to each other.

Julianne Grant-Johnson: Um, And I take videos of me walking up and down the street So it's not just the house because we all know you're not just buying a house Especially are you looking at a new a newer community? Are you looking at a historic district? Where can you walk to what restaurants can you walk to? Are you walking distance to the pool if you're in a big amenity community?

Julianne Grant-Johnson: Um, things like that,

Tracy Hayes: right? Um, because there's, even people who have gone and looked at the houses oftentimes haven't taken the time to observe a lot of those things. You assume that, but they've driven by it. But, I mean, there's, you know, many people have moved into these CDD communities, and I will, you know, I will, I will say this, [01:06:00] but I was on my board for 11 years.

Tracy Hayes: I had no idea what a CDD was until I got on that board. Actually, the day I was nominated to go on the board, cause the board member had moved out, it wasn't a voice. They nominated me to fill the seat. I really didn't even know. Okay. But now I can do a course on it after 11 years of being on that board and how things worked and all the things that we were doing and what they're responsible for, but, uh, that, that type of language is, you You know french to many people moving in, you know hoa they kind of know what that is But still need that explained cdd is a whole nother level of what that actually is entailing But actually after they learn and understand what they're getting and the amenities that it involves and why it's done that way That's holding that's a whole that's a that I do do a seminar if anyone wants to come do a seminar It's like I can do it in like an hour and a half.

Tracy Hayes: Um, I probably do it shorter than that. But anyway, um, These are things that the everybody they look at the house They see the payment, you know, the CDDs included in is in with the taxes. So they don't even [01:07:00] realize there's that 2000 or more tending in the community or you're in, it's, uh, you know, there, but it's part of the taxes and like, okay, whatever it's taxes, I'm paying property tax.

Tracy Hayes: Sorry. Yeah. Great. I can do that. But then when they move in the community, you know, whether they like it or not as something, then they start realizing what's going on. There's just all these sight unseen things. So it's what I'm, the point I'm making is what you're doing is very difficult. Yes, how what's the attitude though?

Tracy Hayes: Because the military did a lot of these guys are some guys are moving more than others, you know You know, so they're they might don't agree as well. I'm only going to be there two years Um, i'm single so that's easy. Uh, but if they're married and they got a kid, you know, how close we are to the school What's important to them is is is vital.

Tracy Hayes: But what do you What have you seen just approximately in your head like? or You Some of them like, yeah, no problem, or a lot of them like, no problem, you can do it sight unseen, because I just, I'm in Japan, I'm in Okinawa, I'm in, you know, wherever they're at in the world, and they just aren't going to get here, but they want a house.

Tracy Hayes: Most of them

Julianne Grant-Johnson: don't [01:08:00] mind, so, the majority of them, have accepted that that is the situation that they're in. And in a lot of my business is word of mouth. So their friend has already done it with me, sight unseen

Tracy Hayes: and you've got the credibility already that you are showing them the behind the scenes as much as reasonable possible.

Tracy Hayes: Right. Um, I know some people are a little, uh, agents are a little, um, nervous because of the, uh,

Julianne Grant-Johnson: Fair housing laws. Yes,

Tracy Hayes: the fair housing laws. Are they really fair? I don't know. Fair housing laws, yeah. How do you, you know, what are some of the things you say, don't say, don't show, show? What are, what is, that, when you're putting one of these videos together?

Julianne Grant-Johnson: So I actually always bring up the fair housing laws when talking about sight unseen because, right, I can't steer you. I can't do things like that. I can't videotape all I want I actually had someone call the HOA in my own neighborhood that I was out there [01:09:00] videotaping the street And I was like, i'm a realtor.

Julianne Grant-Johnson: I'm just trying to showcase our neighborhood I'm not doing they had to call

Tracy Hayes: josh rogers. He's out there all the time

Julianne Grant-Johnson: Um, so I can show you um As much as I can, but I, you're right, I can't say certain things, verbalize it on the consumer to do their own research or reach out to their friend.

Tracy Hayes: So do you have, do you have like a GoPro you attached on your car when you go for a drive?

Tracy Hayes: So you can say, Hey, we're going to drive from the house to the base.

Julianne Grant-Johnson: I just do it with my phone. I put my phone up. A lot of times when I do sight unseen, I actually will take my husband or another realtor with me for safety reasons. Don't love walking through vacant properties by myself. It's like, you know, as a female, so I tend to take my husband and he'll drive and I'll videotape and we'll both talk.

Tracy Hayes: Cool. Cool. Now I just, I, I've, I've heard that before. And I think that, that is, um, uh, you [01:10:00] obviously to have the trust and credibility that you've built up over the last years and the clients endorsing you. I mean, that's, I mean, That has huge value. I mean, if you were to lose that credibility, it would really, you know, hurt, but you keep adding to it.

Tracy Hayes: Um, you mentioned something a few minutes ago, you, you were doing zoom calls with these site unseen buyers. How important do you think it is? And if you were talking to agents today, you know, the Berkshire Hathaway said, Hey, I want you to talk to this group of agents. How important is, um, doing something face to face?

Tracy Hayes: Especially initially, whether you're doing your buyer console, there's a lot of people. Yeah, we can get on the phone. That's real easy But to take the time to set up a zoom call and actually see each other How important is that you think in them?

Julianne Grant-Johnson: So I actually don't do a phone call I won't do that and I will not meet someone at a house without having a consult So I need to be able especially with this in our settlement So I'm glad that I already do this, but I want to articulate my value [01:11:00] My process, my plan, my communication style and set expectations from the beginning.

Julianne Grant-Johnson: I also want to get to know my client and understand their priorities, their long term goals, short term goals. That way we can make this the best process possible and get them the best end result. Um, I, I seriously have never just gone and met someone out of house. I don't think it's safe and I don't think it's smart.

Julianne Grant-Johnson: Well,

Tracy Hayes: I was kind of digging into from the. You have some credibility because a lot of the referral, so you have, you know, Hey, Julian's great. Okay. So you got that endorsement, but to make that customer into that customer who is referring you after the, the show is over building the relationship because you took the time to either meet them face to face at maybe at the office or coffee shop or doing the zoom call.

Julianne Grant-Johnson: I'm a little confused on the question that you're asking. I mean,

Tracy Hayes: in your So I think a lot of agents, uh, [01:12:00] not all, not all, just agents and sales in general, as you're doing the video, you're building, we're building that psychological relationship because we're seeing that the human across from us that, and I think the public thinks has this perception is why I think a lot of real estate agents have this perception that you're just focused on that 30, 45 day transaction, but really.

Tracy Hayes: That 30, 45 days is you marketing for the referral referral that continues the ball rolling. So when you analyze what you're doing in the 30, 45 days and say, okay, yeah, I got a transaction. I got a contract understood, but I want to make that contract into three contracts over the next three years. And because of they're going to refer you to somebody or do business with you again.

Tracy Hayes: the importance of doing that initial face to face to not only gain credibility, but also to start the relationship people because, [01:13:00] uh, you know, some people, they need to meet, they need to have so many interactions, um, you know, before they, you know, gain that, uh, like trust credibility.

Julianne Grant-Johnson: I actually have a great example for why it is so important.

Julianne Grant-Johnson: So I had a zoom consult. Buyer consult. They were sent to me from an agent in Annapolis and we met. And as soon as we got off the consult, so our 30, 45 minute buyer consult, we haven't seen houses. I haven't even sent them houses yet. That was our initial buyer consult. I get a text that says, Hey, my friend just said a buyer consult.

Julianne Grant-Johnson: I'm actually looking to buy a house in Jacksonville too. Can I schedule one?

Tracy Hayes: Wow. Already referred you somebody like 30 minutes after

Julianne Grant-Johnson: it just shows that you're adding value. When I do that, I ask them, you know, I'm going to let you lead the way here to ask me the questions. Let's get to know each other because it is really important to get to know your clients.

Julianne Grant-Johnson: Do you have kids? Do [01:14:00] you have dogs, cats, all of these little things? Do you like coffee or drinks or?

Tracy Hayes: Well, if you're talking to someone on the phone or, I mean, I've done complete loans through Facebook direct, uh, Messenger. Yeah. Okay. There's some people who want to communicate that way. But, sometimes you're on the phone, you can be short.

Tracy Hayes: Because you're getting distracted. Maybe you're at home and the kids are over there and you got, you know, you're looking over But when you actually go face to face or someone's seeing you if you get distracted, but because the kid ran behind you they see that

Julianne Grant-Johnson: It's relatable then too. It's not relatable on the phone.

Julianne Grant-Johnson: It's annoying on the phone just to be transparent When you're on the phone and someone gets interrupted and it's distracted you're just sitting there like what is going on? Why aren't they talking to me? Is

Tracy Hayes: it me? Whereas on

Julianne Grant-Johnson: zoom it's kind of funny when my three year old, you know runs across Screaming something It's like oh, she also has kids she's normal

Tracy Hayes: what [01:15:00] That's exactly the point of term is to take the time to add my recommendation to agents that are listening take the time to do the zoom call.

Tracy Hayes: It is it consider it marketing, you're doing the buyer consult, you got to do that. it. To me, I think everything, everything has multiple purposes. And that initial call is you're explaining, you're building that relationship. And they're looking at you going, Oh, Julianne's cool. Holy cow. My friend's being transferred to, let me tell her you got it because you had that.

Tracy Hayes: You can see your smile. You could, you know, there's a distraction. It's not rude. They're not going. Oh, is she just not paying attention to me? They know, they kind of see what's going on as if you're in the room with them.

Julianne Grant-Johnson: So actually I was taught in my initial training with Berkshire Hathaway to classify things as income producing activities or not.

Julianne Grant-Johnson: And I classify my buyer consults, my face to face ones, whether they're zoom or coffee, whatever, as one of my top income producing activities. If I [01:16:00] can get someone to sit down and do a consult with me, They're using me as a realtor. They're not using somebody else. 100%. And they will go talk about me.

Tracy Hayes: Yeah.

Tracy Hayes: No, you, I think, I think if we took a national poll to people who are doing it religiously like you are, either a face to face or Zoom, uh, their, their, uh, retention on that person is probably in the 90 some percentiles. Yes. Yeah. Um, because yeah, that, that a hundred percent, maybe I was, um, you threw me off there cause I was going to, uh, no, that's, that's, uh, just a question that came to my mind while you were saying that, um, uh, there, but maybe we'll come back to me.

Tracy Hayes: All right. Um, let's kind of, we'll, um, uh, just touch on a couple of different things here to finish up VA assumptions, because you are dealing with a lot of VA buyers moving in and out. Right. You know, uh, type of thing. Um, and there are some situations where it's really easy where they really don't have a lot of equity and assuming the loan is easy because the buyer doesn't have to come up with [01:17:00] a lot of money.

Tracy Hayes: But there's other situations where they've been in the house for three or four years and appreciation has happened and people, what has been your experience? How many you think are out there should, um, if someone's listening right now who would really love to assume a 3 percent VA loan, uh, they need to contact you.

Julianne Grant-Johnson: I definitely think that it's worth exploring. I think it also depends on what your goals are. If you are looking for that perfect family place right next to a school, things like that, an assumption may not be your top priority. Um, if it is, we can find you something. I think the most important thing to note is the first hiccup is going to be cash.

Julianne Grant-Johnson: Cash. Right. You need that cash difference, like you said, which can be an issue with how things have appreciated. It is not always a difference. I have a lot of buyers who come to me, they're single, they've done a deployment and they've been saving their housing allowance, tax free [01:18:00] housing, and they're ready to put that down somewhere.

Julianne Grant-Johnson: You're a great not all

Tracy Hayes: veteran many veterans. They do have money I don't assume they don't have money just because they can do 100 percent loan. Exactly. Yeah

Julianne Grant-Johnson: So I think that it's definitely worth exploring I tell a lot of my buyers who Are first time home buyers who have seen this assumption of three percent on the news?

Julianne Grant-Johnson: Don't get so caught up in it Like I don't know if it would be a make or a break if you're buying, you know, your primary residence, but I do think that it's, it's out there and there's a lot of sellers who don't know that they could market it that way too and open the door for even more buyers.

Tracy Hayes: I really wish I don't, you know, I'm not in that level of, of from the lending side to create products, but I think the VA would really move if it was a veteran, a veteran sale, I would put that stipulation on it, but create some sort of second.

Tracy Hayes: Yes. That they would back. Maybe, maybe 10 percent down, 5 percent down, something like [01:19:00] that.

Julianne Grant-Johnson: Yes.

Tracy Hayes: So it's not completely 100%, but to be able to assume that first mortgage is huge.

Julianne Grant-Johnson: That would be incredible.

Tracy Hayes: Well it would save the American taxpayer because we've got to compensate them to live wherever they're going.

Tracy Hayes: Right. And if we, they got to take the higher interest rates right now, based on where they're going, we've got to adjust what their housing allowance is. Right. Yes, that's Dream right there. I wish I had if I had control over that because I don't think people realize how many are out there,

Julianne Grant-Johnson: right? I mean they don't and I do agree with what you said that an important thing to know is that veteran to veteran which you can Speak more on this But a lot of my sellers get nervous because they want to maintain their VA Entitlement which means that we need to sell to a VA loan

Tracy Hayes: To another veteran, but there are

Julianne Grant-Johnson: tons of VA loan users.

Julianne Grant-Johnson: We can find one. Yeah. So it goes both ways.

Tracy Hayes: Um, what would be three things that you would recommend again? You Berkshire Hathaway says, uh, Julian, I want you to [01:20:00] speak at the sales meeting this weekend or this Monday or whatever, and what are, what are, what are three things I want you to talk about three things that every agent should be doing with the current housing market.

Tracy Hayes: We're seeing listings, you know, in case someone's listening to this at a different time, you know, we're, uh, June of 2024. Um, Interest rates are, you know, give or take 7%, you know, a little higher, a little lower, depending on which day you're at. Um, you know, uh, listings are lasting a little longer, they're staying on the market because of the buyers.

Tracy Hayes: Now, we still have some demand here, but what, what are you doing right now to, uh, you know, on, uh, in your marketing and that sort of thing? What, what should these agents be doing?

Julianne Grant-Johnson: So one is to stay educated on the changing market. Know the trends you need to be looking on MLS looking on that hot sheet Especially if you're farming certain areas or focus on certain areas.

Julianne Grant-Johnson: I really don't because I work around the basis Um, but understanding the market the trends and the interest rates Be an

Tracy Hayes: expert in [01:21:00] your area, right? Always

Julianne Grant-Johnson: be an expert To stay top of mind So you are the realtor. It's you. There are no other realtors here. I'm not focused. I like that

Tracy Hayes: attitude. I like that

Julianne Grant-Johnson: You know, it doesn't matter what the other realtors are doing I'm a realtor and everyone needs to do

Tracy Hayes: business with you,

Julianne Grant-Johnson: right?

Julianne Grant-Johnson: So everyone can do their own thing but stay top of mind and then be consistent. So with both of those Be consistent, but with your whole business, be consistent, be consistent on your content, whether it's sharing your family, sharing your struggles with the business, sharing your wins with the business, be consistent, be consistent on communicating with your clients, have those check ins, whether it's a year after closing or a week after consult.

Julianne Grant-Johnson: Be consistent with everything

Tracy Hayes: Especially because some of these buyers are lasting longer They may get in and think they want to buy maybe the house they were looking at doesn't work out and like we're gonna wait You [01:22:00] need to keep dripping on them

Julianne Grant-Johnson: give them the time to process that that didn't work out But check in with them.

Julianne Grant-Johnson: How are they handling that that house didn't work out? I'm here for you through it I'm here to support you and take on that stress Be consistent.

Tracy Hayes: I really love that you are the agent.

Julianne Grant-Johnson: Yes I

Tracy Hayes: mean, yes, there are a lot of other agents out there because you personally could not do all the sales in the air but you have to have that attitude that If someone's going to buy or sell a home, they should be doing it with you because you're good at it Right and you're going to give them great service and so forth.

Tracy Hayes: That's a great. Uh, great tip right there. I don't think I don't think a lot of either they just assume that but I know some people that actually don't Actually implement that like, Oh, there's other agents in this area. I don't want to market in an area. No. You don't they may not like that other person.

Tracy Hayes: They may know that person too closely and don't want them to know their business Me being a mortgage under I know I don't blame family for not there's other family that only will do business with you But there's other family members, you know, they don't want me to know [01:23:00] they're behind the scenes, right?

Tracy Hayes: So I understand that that's part of that's part of doing what we do because we do get into intimate So speak, uh, with the right, anything you'd like to add.

Julianne Grant-Johnson: I just want to say thank you for having me. I feel like it's been great to go over these topics. I always love talking about VA loans. I think it's really important that everyone be educated on them.

Tracy Hayes: I think we ought to put together, you know, I was, I don't know what I was dripping on before, I don't know if I completed my actual thought. Um, because I think video, video, video is so important and you know, you're doing your videos, you're putting them on YouTube and so forth that, um, you There's not enough agents doing it.

Tracy Hayes: And, and as you said, LinkedIn and YouTube are going to be two areas that you're going to bring, bring up to another level. Every agent in town, I could pretty much include on that 99. 999 percent of them need to be doing the same thing and, uh, maybe do some sort of, uh, training or panel or something explaining, explaining that and put you, put you out there what you're doing.

Tracy Hayes: Cause it's obviously, obviously, uh, paying, uh, dividends [01:24:00] for you.

Julianne Grant-Johnson: I would love that.

Tracy Hayes: Appreciate you. Yeah. All right. Thank you.

Julianne Grant-Johnson: The Complete Real Estate Agent

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