Lindsy Norse and Caroline Knight: Building The Ultimate Real Estate Team

[00:00:14] Musical Intro: Welcome to Real Estate Excellence. Making lasting connections to the best of the best in today's industry elite. We'll help you expand your circle of influence by introducing you to the leaders in the real estate industry. Whether it's top agents who execute at a high level every day, or the many support services working behind the scenes, we'll share their stories, stories, stories.

[00:00:37] Musical Intro: And the inner workings of how they run a truly successful business and show you how to add their tools to your belt. Now please welcome the host with the most, Tracy [00:01:00] Hayes.

[00:01:13] Tracy Hayes: Hey, welcome back to the real estate excellence podcast. Today

[00:01:17] Tracy Hayes: I have the 61st ranked real estate team in the greater

[00:01:20] Tracy Hayes: Jacksonville, Florida market, the Jack's Lux group. Did I pronounce that correctly? Lux group. we will go deep into why and how this team works in one of the common challenges of real estate

[00:01:29] Tracy Hayes: agents is growth in teaming up or partnering up with another agent or hiring or.

[00:01:36] Tracy Hayes: Bring on the assistant.

[00:01:38] Tracy Hayes: Let's

[00:01:38] Tracy Hayes: welcome, from Ingalls and Volkers, First Coast, Lindsay North and Caroline Knight. Welcome,

[00:01:44] Tracy Hayes: ladies.

[00:01:44] Lindsy Norse: Hello. Hi, thank you for having us.

[00:01:47] Tracy Hayes: I appreciate you guys coming on. you guys seem to be doing some good things together, really excited. You're just talking pre show about what we could bring, because one of the greatest challenges I think agents have is [00:02:00] you reach a point where you hit a lid, you're doing business and whether. every agent's a little bit different, what that is because we have so many other things where you get families or whatever, but agents who are starting to grow in their business reach a lid. And then it is what do I do next? how can I do more? How can I be off at five o'clock? Cause I want to go do this or whatever.

[00:02:19] Tracy Hayes: Go take a vacation and who's going to cover my open houses, whatever. Right. that's why I really think I want to highlight out of you, but obviously get to know you ladies. I don't know everything. So some other subject I'm sure will come up. So, as I kick off the show,

[00:02:31] Tracy Hayes: always just a little bit of background, like where are you guys from? so who wants to, Jump in.

[00:02:37] Caroline Knight: my name's Caroline. Hi. Caroline. I am from here. I grew up at the beach, Hoodrat, around Jax beach, even Ponte Vedra.

[00:02:50] Tracy Hayes: Did you go to high school at Ponte Vedra

[00:02:52] Tracy Hayes: High?

[00:02:52] Caroline Knight: So, I actually went to high school at Episcopal.

[00:02:54] Caroline Knight: Okay. When I was in school, A handful of schools I knew, which were [00:03:00] Fletcher,

[00:03:00] Caroline Knight: Neese, Biscobal, Bowles, the majority of my friends

[00:03:05] Tracy Hayes: Mm hmm. right after college, what are you thinking at that time as a career? Were like some of us who just kind of flew off with the wind?

[00:03:14] Caroline Knight: I totally went with the wind. I

[00:03:17] Caroline Knight: actually was always interested in real estate, which is funny because I used to send,

[00:03:21] Caroline Knight: listings to my

[00:03:22] Caroline Knight: parents or uncles or anyone that was

[00:03:23] Caroline Knight: looking for a house.

[00:03:24] Caroline Knight: I always did that. but I went to college at Charleston out of high school.

[00:03:28] Caroline Knight: Didn't graduate.

[00:03:29] Caroline Knight: but You know,

[00:03:30] Tracy Hayes: you know, I'm a Citadel grad.

[00:03:32] Lindsy Norse: way! That's

[00:03:33] Lindsy Norse: So I actually lived in Charleston at the same time that she was in college. We didn't even know.

[00:03:40] Caroline Knight: and

[00:03:40] Caroline Knight: then I floated back to Florida because I love my town and I dabbled at UNF and I just

[00:03:46] Caroline Knight: couldn't do.

[00:03:48] Caroline Knight: And then I got into, uh, Veterinary men and I was a vet tech

[00:03:52] Caroline Knight: for about 10

[00:03:53] Caroline Knight: I actually still

[00:03:54] Caroline Knight: do

[00:03:55] Caroline Knight: relief sometimes

[00:03:57] Caroline Knight: doctors

[00:03:57] Caroline Knight: Did

[00:03:57] Tracy Hayes: you see that the other day just to [00:04:00] talk about pets was kind of crazy because I have a

[00:04:02] Tracy Hayes: Yorkie and there was a Yorkie on the front of this boat down Oh, I saw that and I

[00:04:06] Tracy Hayes: think he got bit by a bull shark Yeah. He only was in the water. he

[00:04:09] Tracy Hayes: fell off the boat. And then within minutes, right? and the, the owner dove, jumped in cause he disappeared, dove in, he came back up and had bite marks.

[00:04:18] Caroline Knight: Poor guy.

[00:04:19] Caroline Knight: Yeah, he survived. I wonder what er he went to, but

[00:04:22] Caroline Knight: that's great. Yeah, Yorkies Poor. pup. He beat a shark. He's still living. That's awesome.

[00:04:27] Tracy Hayes: Yeah. What, I don't like about it is my wife

[00:04:30] Tracy Hayes: saw and where he

[00:04:31] Tracy Hayes: got bit is where we vote

[00:04:32] Tracy Hayes: all the time.

[00:04:32] Tracy Hayes: No.

[00:04:32] Tracy Hayes: No.

[00:04:33] Tracy Hayes: I don't like

[00:04:33] Tracy Hayes: that. Now it was in the, in the channel in deeper water. So, you know, usually in the dogs, in the water, we were right on the

[00:04:38] Tracy Hayes: edge of the beach.

[00:04:39] Tracy Hayes: Yeah. And that type

[00:04:41] Tracy Hayes: of thing. But yeah, that was kind of

[00:04:42] Lindsy Norse: That's

[00:04:42] Tracy Hayes: scary.

[00:04:42] Lindsy Norse: That

[00:04:43] Tracy Hayes: is

[00:04:43] Lindsy Norse: scary.

[00:04:44] Tracy Hayes: Yeah. Lindsay, where are you from?

[00:04:46] Lindsy Norse: so I am from Jacksonville. I'm a Jacksonville native. I grew up

[00:04:49] Lindsy Norse: in Mandarin and the beach. I went to Mandarin high, played, varsity soccer all four years. And then I grew up

[00:04:57] Lindsy Norse: playing travel

[00:04:58] Lindsy Norse: soccer since I [00:05:00] was I did not play in college I had, what four concussions and was not allowed not allowed to play anymore. so yeah, so then

[00:05:08] Lindsy Norse: I,

[00:05:09] Tracy Hayes: Well, that's an interesting thing. A good high school friend of mine, his daughter actually went to

[00:05:15] Tracy Hayes: IMG on scholarship to play soccer. She's now a freshman at UF. We went over there and saw one of their first exhibition games to get the season What is

[00:05:25] Tracy Hayes: soccer? Has a high concussion rate only second to

[00:05:29] Tracy Hayes: Why what is it that how did you get your concussions?

[00:05:32] Lindsy Norse: So, I got a few a kid and then a car accident in soccer I was on a breakaway.

[00:05:38] Lindsy Norse: This is what they told me because I don't remember the entire tournament to be honest

[00:05:43] Lindsy Norse: We were subbing

[00:05:44] Lindsy Norse: in We went to, Rec Ball at that point, but we

[00:05:47] Lindsy Norse: were all still playing in the same tournaments as

[00:05:50] Lindsy Norse: like, the travel team that we were in. And I had, like, my travel team jersey on and all this stuff and apparently I was on a breakaway.

[00:05:56] Lindsy Norse: This girl just comes out of nowhere

[00:05:58] Lindsy Norse: and just slams into the [00:06:00] back of, into me, and I hit my head so hard they thought I hit it on, like,

[00:06:04] Lindsy Norse: sprinkler head or

[00:06:05] Lindsy Norse: something. I was wailing. Yeah, I was like wailing and screaming

[00:06:11] Lindsy Norse: I don't remember anything. And I get into the truck. My dad's truck and he's I'm like, I

[00:06:16] Lindsy Norse: don't play for this

[00:06:17] Lindsy Norse: team.

[00:06:18] Lindsy Norse: Like, who's Jersey

[00:06:19] Lindsy Norse: is

[00:06:19] Lindsy Norse: this? Where

[00:06:20] Lindsy Norse: are

[00:06:20] Lindsy Norse: we? What's going on? And

[00:06:22] Lindsy Norse: he's like,

[00:06:22] Lindsy Norse: it's okay.

[00:06:23] Lindsy Norse: It's okay.

[00:06:24] Lindsy Norse: yeah. So

[00:06:25] Tracy Hayes: you were really, Oh,

[00:06:26] Lindsy Norse: I

[00:06:26] Lindsy Norse: was knocked. I couldn't play for about nine weeks after that. And

[00:06:30] Lindsy Norse: then my doctor said that There's no more moving forward.

[00:06:33] Lindsy Norse: So that was devastating.

[00:06:35] Lindsy Norse: so couldn't play in college, kind

[00:06:37] Lindsy Norse: of

[00:06:37] Lindsy Norse: just got a little depressed after that, Graduated college and then moved to Charleston within six

[00:06:43] Lindsy Norse: months. went to

[00:06:44] Lindsy Norse: school there, graduated, got a job, was working as a medical assistant at an awesome. practice called Charleston Ear, Nose, and Throat. I worked

[00:06:53] Lindsy Norse: specifically with the plastics doctor, and it was great, it was going good, but I wanted more.

[00:06:58] Lindsy Norse: 14 an [00:07:00] hour was not in my realm of who I am and what I want to

[00:07:04] Lindsy Norse: do. Patient care is amazing. I mean, I love

[00:07:07] Lindsy Norse: Patient I love taking care of people. So we pivoted, we went to a different route. I, ended up moving back to Jacksonville five years,

[00:07:15] Lindsy Norse: later, Got a job at Windsor Park Golf Course. been there for 10 years.

[00:07:21] Lindsy Norse: Still there.put myself through real estate school. I got a,

[00:07:26] Lindsy Norse: Quickly just jumped in head on. So, Alright,

[00:07:30] Tracy Hayes: so let's bring

[00:07:31] Tracy Hayes: us so you guys are both at this kind of same part of the story here Yeah, is it about real estate? did you know somebody meet you at the golf course and say? Hey, you should,

[00:07:41] Lindsy Norse: Yeah, so there was a couple different things. I had, worked part time at

[00:07:46] Lindsy Norse: like this little juice bar and a girl, my

[00:07:48] Lindsy Norse: manager, got her license and at

[00:07:49] Lindsy Norse: that point I was just like, you know what, like, I need to do this. she motivated me to get It done. It was something that's always been in the back of my head. I grew up here. know so many people.

[00:07:59] Lindsy Norse: and [00:08:00] when I, I came back and to some colleges to

[00:08:03] Lindsy Norse: continue medical, you know, life and yeah, and I'm telling you, I just kept getting

[00:08:11] Lindsy Norse: pushed back after pushback after pushback.

[00:08:14] Lindsy Norse: And I was like, okay, clearly, You know, God is somebody is pushing me into another direction, and this is not it. Then COVID

[00:08:21] Lindsy Norse: happened, and I probably would have killed myself if I was a nurse at that time. Yeah. So, I jumped in 2018, got my license. There was somebody that I met at the golf course who encouraged me to work with him at a and I, jumped full force and into it. And here we are.

[00:08:44] Tracy Hayes: I want to, we'll go over here to Caroline.

[00:08:47] Tracy Hayes: what happens that leads you towards real estate here.

[00:08:50] Caroline Knight: so I feel like the same thing as Lindsay. I couldn't really provide for myself on the salary I was getting. getting taking care of animals as an animal nurse. [00:09:00] And if you ask anyone, if they're in that business, they're doing it for pure love, for

[00:09:05] Caroline Knight: sure. And everyone in that business is amazing. I, unless

[00:09:09] Tracy Hayes: you're really like the doctor that's running that clinic,

[00:09:12] Tracy Hayes: you're.

[00:09:13] Caroline Knight: right. So I was on my way. I was, the head technician at a great

[00:09:17] Caroline Knight: practice Beach. and it wasn't for me. It wasn't long term for me. I wanted more freedom. I wanted more time with family. I

[00:09:27] Caroline Knight: just needed something different. So in 2017, I actually almost got my license and then I didn't.

[00:09:32] Caroline Knight: stuck it out for a few more years in the vet

[00:09:33] Caroline Knight: field and I I got pregnant and I left the field and that's really when started to transition into the new quote unquote me I had

[00:09:45] Caroline Knight: someone looking up to me.

[00:09:46] Caroline Knight: and I just wanted to be the best version of myself.

[00:09:49] Tracy Hayes: So did you have a friend or someone that that again led you to real estate or are you just like, oh, hey What should I

[00:09:56] Tracy Hayes: you know, what was it that,

[00:09:58] Caroline Knight: Sort of, so [00:10:00] Lindsey and I had previously

[00:10:01] Caroline Knight: worked with another partner. I had actually suggested to her to get her real estate license, and Lindsey did

[00:10:07] Caroline Knight: too.

[00:10:08] Caroline Knight: And I think I just never

[00:10:10] Caroline Knight: really

[00:10:11] Tracy Hayes: You were a good coach for them? Yes, I just didn't

[00:10:13] Caroline Knight: know how to take my own advice. I was just, I don't know, my self

[00:10:17] Caroline Knight: worth was not

[00:10:18] Caroline Knight: where it is now. and I did

[00:10:21] Caroline Knight: some really good work on myself. and then I just was like, all right, I'm

[00:10:26] Tracy Hayes: choosing me.

[00:10:27] Tracy Hayes: Now, did you also work at this other

[00:10:29] Tracy Hayes: brokerage?

[00:10:30] Caroline Knight: no. So, I'm fortunate.

[00:10:32] Caroline Knight: enough to I'm sorry,

[00:10:33] Tracy Hayes: You came in right with Ingalls Brokerage. Okay. So I wanna, I wanna go over, to Lindsey here because, like I said,

[00:10:39] Tracy Hayes: you've

[00:10:39] Tracy Hayes: worked for a couple of different brokerages. I think it's important. because there are agents that

[00:10:43] Tracy Hayes: hopped. Some have hopped in months. Some do a couple of years at different

[00:10:47] Tracy Hayes: brokerages, but in talking to over 200 agents, that are successful today, their first year making those choices, making some of their business

[00:10:57] Tracy Hayes: decisions. and

[00:10:58] Tracy Hayes: sometimes I think the [00:11:00] average agent, can use a term or maybe someone who doesn't have, a mentor or someone that's in there leading

[00:11:06] Tracy Hayes: them, they just.

[00:11:08] Tracy Hayes: Sign up under a brokerage and I they

[00:11:11] Tracy Hayes: often use the word hire but they're not really hiring you because you're 1099, but it's important to really Would you if you were advising a girlfriend today in making that first

[00:11:21] Tracy Hayes: choice of

[00:11:21] Tracy Hayes: brokerage to do some?

[00:11:24] Lindsy Norse: Yes, absolutely.

[00:11:25] Lindsy Norse: And that is something that I stressed to Caroline

[00:11:28] Lindsy Norse: coming on to Engel and Volkers

[00:11:30] Lindsy Norse: just to recap really quick.

[00:11:31] Lindsy Norse: Evie doesn't usually hire, new agents because we don't do it. We don't sit and do a lot of

[00:11:36] Lindsy Norse: training. They hold you at a higher

[00:11:38] Lindsy Norse: standard and they expect you to know how to run your business. We are of course updated with everything and all the changes and we have our sales meetings and stuff like that.

[00:11:46] Lindsy Norse: But if you're getting into real estate, my biggest

[00:11:48] Lindsy Norse: recommendation is to make sure that you have a broker or a sales in your office constantly there to help you, guide you.

[00:11:57] Lindsy Norse: And they do trainings [00:12:00] that makes sense

[00:12:01] Lindsy Norse: because as we

[00:12:02] Lindsy Norse: know, when you take your real estate license, you're not learning anything.

[00:12:05] Lindsy Norse: You're just passing a test and moving on.

[00:12:07] Lindsy Norse: But to run a real estate business, you have to have a mentorship. You in your corner teaching You because there is so many directions that pulled. Right. You don't

[00:12:17] Lindsy Norse: know.

[00:12:18] Tracy Hayes: And there is no one way to do this. No. And that's absolutely

[00:12:20] Tracy Hayes: to do this business.

[00:12:21] Lindsy Norse: Absolutely correct.

[00:12:22] Tracy Hayes: So you can look at a lot of,

[00:12:23] Tracy Hayes: well He's doing that. She's doing this and, and be confused on that. I want

[00:12:27] Tracy Hayes: take a quick time

[00:12:28] Tracy Hayes: out 'cause I

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[00:12:57] Tracy Hayes: RemiGraphics. com. All [00:13:00] right. looking back now it's been about six years right?

[00:13:03] Tracy Hayes: Yeah.

[00:13:04] Tracy Hayes: looking back now, like I said, if a girlfriend came up to you today and

[00:13:07] Tracy Hayes: said, hey,

[00:13:07] Tracy Hayes: I want to get in the business, and you're like, Yeah, I think you'd be good. What would be some of the things that you think? she should do before making that choice of

[00:13:16] Tracy Hayes: the brokerage that she lines up with first.

[00:13:19] Lindsy Norse: Yeah. So you just want to make sure that you're in a good environment. and you know, you can go and

[00:13:24] Lindsy Norse: interview these brokerages and You should be doing that.

[00:13:26] Lindsy Norse: because you're

[00:13:27] Lindsy Norse: going to probably hear like, Oh, you should come here. You should go there. You

[00:13:30] Lindsy Norse: should do this. You should do that. And you need to do what's right for you

[00:13:34] Lindsy Norse: and that comes down

[00:13:35] Lindsy Norse: to, you know, don't get so hung up on the splits. You and you need to learn how to talk to people and get out cost

[00:13:42] Tracy Hayes: money. So you might have to give up a little more

[00:13:44] Tracy Hayes: split.

[00:13:44] Lindsy Norse: And you do sometimes in the beginning. And that's coming from somebody that was, started off

[00:13:49] Lindsy Norse: as a

[00:13:49] Lindsy Norse: agent, then went to a couple different

[00:13:51] Lindsy Norse: bounced around, went back to

[00:13:52] Lindsy Norse: single agent, then started a team.and it's just, when you're a new agent, it is so

[00:13:58] Lindsy Norse: overwhelming because you don't [00:14:00] know,

[00:14:00] Lindsy Norse: If you're doing something wrong, you don't know if you're, yeah.

[00:14:03] Lindsy Norse: And you don't know if you're saying the wrong

[00:14:04] Lindsy Norse: thing or pointing someone in the, in a wrong

[00:14:07] Lindsy Norse: direction. and

[00:14:09] Lindsy Norse: there is a lot of handholding in the beginning and you should not be afraid to ask

[00:14:12] Lindsy Norse: questions and get that help because this is the largest transaction of people's lives and they're relying on you to

[00:14:20] Lindsy Norse: table.

[00:14:20] Lindsy Norse: Happily, and we all know how,

[00:14:24] Tracy Hayes: and it's not, easy.

[00:14:25] Lindsy Norse: it's not,

[00:14:26] Tracy Hayes: you know, from the lending side, I could tell you

[00:14:28] Tracy Hayes: many

[00:14:28] Tracy Hayes: stories. I mean, just in the last month, three different stories of, trials and tribulations. We got them

[00:14:33] Tracy Hayes: there, but it's not

[00:14:34] Tracy Hayes: always,

[00:14:35] Tracy Hayes: it's stressful. You know, something, someone's not providing a document

[00:14:38] Tracy Hayes: on time and I got agents calling me

[00:14:40] Tracy Hayes: going, when's this going to be cleared?

[00:14:41] Tracy Hayes: When's this

[00:14:41] Tracy Hayes: going to be cleared? Well, if I could go down and reach them and grab them, I would do it But you know, we got to wait for

[00:14:46] Tracy Hayes: that so we talked about interviewing and Carolyn, you could chime in here a little bit too, because you you've been doing a little bit, so, you know, you know what you like

[00:14:56] Tracy Hayes: about Walkers, but when you're just sitting down, you have [00:15:00] to

[00:15:00] Tracy Hayes: understand as a new agent.

[00:15:02] Tracy Hayes: and you guys comment

[00:15:04] Tracy Hayes: as a new agent, the broker, yes, they are interviewing you and some brokers are in a small groups or a small team are a little,

[00:15:12] Tracy Hayes: pickier. They don't want a bad apple to come in and spoil what they've got going on. So They want to hope that you blend in at least the really good brokers

[00:15:20] Tracy Hayes: do. They don't want to just choose anyone

[00:15:22] Tracy Hayes: and just because you have a license and hopefully you bring a deal

[00:15:25] Tracy Hayes: to the table. They're actually choosing.

[00:15:27] Tracy Hayes: Interviewing you, but you need to be you need to have questions like you're interviewing them for the

[00:15:32] Tracy Hayes: job.

[00:15:32] Lindsy Norse: Oh, yeah

[00:15:33] Tracy Hayes: You'll leading you

[00:15:34] Lindsy Norse: absolutely,

[00:15:35] Lindsy Norse: and You know when we

[00:15:37] Lindsy Norse: did

[00:15:37] Lindsy Norse: interview with England Volkers. I had a whole list of questions

[00:15:40] Lindsy Norse: and Our broker was able to answer them immediately,

[00:15:44] Lindsy Norse: and that really

[00:15:45] Lindsy Norse: helped me make my decision on moving over there. and that could come down to, you know, what technology do you provide? Is it easy to, you know, get your forms out? Is it a seamless process? What does your marketing

[00:15:59] Lindsy Norse: You know,

[00:15:59] Lindsy Norse: [00:16:00] we have a whole admin

[00:16:00] Lindsy Norse: team that

[00:16:01] Lindsy Norse: we can rely on and get

[00:16:02] Lindsy Norse: help and have questions.

[00:16:03] Lindsy Norse: And, they also have TCs on payroll in house.

[00:16:07] Lindsy Norse: And so that helps

[00:16:09] Lindsy Norse: coordinating all of our

[00:16:10] Lindsy Norse: transactions and

[00:16:10] Lindsy Norse: like making sure that we have time to get out there and start and prospect and

[00:16:15] Lindsy Norse: do

[00:16:15] Lindsy Norse: our job.

[00:16:16] Lindsy Norse: but it comes down to also encouragement and making sure your brokerages are up to date with all of these changes that are happening they're

[00:16:23] Lindsy Norse: taking the time to train

[00:16:24] Lindsy Norse: you. a big thing for me was that I really did appreciate in the past was, how close knit a lot

[00:16:30] Lindsy Norse: of the agents were at my past brokerages. And you could just pick up the phone and call anybody and

[00:16:35] Lindsy Norse: they would be willing to help

[00:16:36] Lindsy Norse: you.

[00:16:37] Lindsy Norse: and that's a big everybody wants to get paid. Let's be honest.

[00:16:42] Lindsy Norse: Yeah. And some agents don't have time to sit there and walk you through a transaction, you know? So to have that mentorship

[00:16:49] Lindsy Norse: is just, The biggest

[00:16:51] Lindsy Norse: key for me personally and I was

[00:16:54] Lindsy Norse: fortunate to have had that it took me a

[00:16:57] Lindsy Norse: little

[00:16:57] Lindsy Norse: while

[00:16:57] Lindsy Norse: to find it but when I found I had [00:17:00] two

[00:17:01] Lindsy Norse: and they're still realtors one's a broker now and

[00:17:04] Lindsy Norse: They

[00:17:04] Lindsy Norse: helped me not only

[00:17:06] Lindsy Norse: through the transactions and running a

[00:17:08] Lindsy Norse: business, Mentally, like, let's be honest,

[00:17:13] Lindsy Norse: When you first start this business, you are going to be up and down, up and down, happy, sad. You don't even

[00:17:17] Lindsy Norse: know like, what am I doing?

[00:17:20] Tracy Hayes: Well, Caroline, so you were fortunate enough to be brought, you know, cause everyone loves Corey. I've never heard anybody say, I'm waiting for someone to say

[00:17:25] Tracy Hayes: something negative about him, but everyone's, and I think he truly understands, his role in Golden Walkers in.

[00:17:33] Tracy Hayes: Loan officers have the same desires as top real estate agents. we want a truly a

[00:17:38] Tracy Hayes: good loan

[00:17:38] Tracy Hayes: officer. They're the relationship

[00:17:40] Tracy Hayes: person. They're the ones, you know, are good at taking a great application because they're asking the right questions and already, you know, going, Hey, we're gonna have problems here.

[00:17:48] Tracy Hayes: We're this is gonna be,

[00:17:48] Tracy Hayes: you know, making something

[00:17:50] Tracy Hayes: happen.

[00:17:51] Tracy Hayes: you coming into this scene that,

[00:17:54] Tracy Hayes: Not only the top agents that are all around you, you're

[00:17:56] Tracy Hayes: surrounded by a lot of people who could be mentors if they're not already. [00:18:00]

[00:18:00] Lindsy Norse: Oh

[00:18:00] Lindsy Norse: yeah. Their

[00:18:01] Tracy Hayes: experience. Yeah.

[00:18:01] Lindsy Norse: She has some good stories. Yeah.

[00:18:04] Tracy Hayes: Yeah.

[00:18:04] Tracy Hayes: Share with us some things where you,

[00:18:06] Tracy Hayes: you

[00:18:06] Tracy Hayes: obviously went to Engelvorch's, Lindsay was there. So you were fortunate enough in that case, but if you were looking around, you'd be like. new to look for something like Engel Volkers First Coast. What are some of the things that you've noticed

[00:18:18] Tracy Hayes: there? you know, taking off from What Lindsay was

[00:18:20] Tracy Hayes: talking about as far as, you know, the other agents being there and probably making your life a lot easier being new.

[00:18:26] Caroline Knight: Absolutely. I would say the atmosphere and the atmosphere that Corey creates is really inclusive and collaborative

[00:18:33] Caroline Knight: and, he

[00:18:35] Caroline Knight: wants everyone in the shops And when I first started I was in the

[00:18:39] Caroline Knight: shop.

[00:18:40] Caroline Knight: All time and I we have an office, is that what

[00:18:44] Caroline Knight: he

[00:18:44] Caroline Knight: calls

[00:18:44] Caroline Knight: them? Shops? Yeah.

[00:18:45] Tracy Hayes: Yeah. Go to the shop. Yeah. And I

[00:18:46] Lindsy Norse: encouraged this in the beginning because

[00:18:48] Lindsy Norse: like I

[00:18:48] Lindsy Norse: said,

[00:18:48] Lindsy Norse: you know, she didn't

[00:18:49] Lindsy Norse: have this upbringing,

[00:18:51] Lindsy Norse: I guess where, you know, you're, kind of like, the very first brokerage I worked at was

[00:18:55] Lindsy Norse: a, great brokerage

[00:18:56] Lindsy Norse: for

[00:18:56] Lindsy Norse: new agents. There was, training twice a week. we would go over everything

[00:18:59] Lindsy Norse: that you

[00:18:59] Lindsy Norse: [00:19:00] needed to know.

[00:19:00] Lindsy Norse: It would contract class, whatever it was, you know, if you needed extra help, blah, blah, blah. So I encouraged her to

[00:19:05] Lindsy Norse: go and meet these agents because everybody works differently and you're going to pick up something that I might not

[00:19:11] Lindsy Norse: resonate Sorry.

[00:19:13] Lindsy Norse: I know, but I mean, I just

[00:19:14] Caroline Knight: like,

[00:19:15] Caroline Knight: and

[00:19:15] Lindsy Norse: she did it. She went all in.

[00:19:17] Caroline Knight: Yeah. So, I did. I would also help out with showings for people. I mean, I

[00:19:22] Caroline Knight: literally for these people so that

[00:19:24] Caroline Knight: I

[00:19:24] Caroline Knight: could call them and ask them a question.

[00:19:26] Caroline Knight: Get little

[00:19:26] Tracy Hayes: nuggets from them whenever you

[00:19:28] Caroline Knight: One thousand percent. Yeah. I'll have a question and I will

[00:19:31] Caroline Knight: literally

[00:19:32] Caroline Knight: Three, people I text, and I'll text them all the same

[00:19:34] Caroline Knight: question, and somebody's going to call me back, and I'll get the answer, or just reassurance, and,

[00:19:41] Tracy Hayes: Well, let's dabble in that case. Someone's listen. Maybe one of your girlfriends are listening. What? are some of those things as a new agent that you if you

[00:19:49] Tracy Hayes: could think of one of the text messages, questions that you sent out?

[00:19:51] Caroline Knight: More so, I would say reassurance with like how I'm handling a situation with

[00:19:55] Caroline Knight: a client because there's so much gray area or you're nervous

[00:19:58] Caroline Knight: about things [00:20:00] I had. I

[00:20:01] Caroline Knight: I fired

[00:20:01] Caroline Knight: my

[00:20:04] Caroline Knight: I can't, I

[00:20:05] Lindsy Norse: When

[00:20:05] Caroline Knight: I say she went all

[00:20:06] Tracy Hayes: in,

[00:20:06] Tracy Hayes: Lindsay

[00:20:07] Tracy Hayes: didn't

[00:20:07] Tracy Hayes: take a swing at

[00:20:08] Tracy Hayes: her.

[00:20:08] Lindsy Norse: No, I'm

[00:20:11] Tracy Hayes: not saying literally swing but take a shot of like trying to represent well, she said,

[00:20:15] Tracy Hayes: Oh no,

[00:20:15] Caroline Knight: we did it. She was dipping in a couple of different realtor using multiple realtors and I was

[00:20:23] Caroline Knight: driving a lot her.

[00:20:27] Caroline Knight: And I just had to know the value of myself.

[00:20:30] Caroline Knight: And I said, you know, if you're going to be working with someone else And not exclusive with me, I'm, I can't And know, and. My advisors, mentors, they have really instilled in me I do need

[00:20:42] Caroline Knight: to value my time, I need to figure out what's working

[00:20:46] Caroline Knight: and what's not,

[00:20:47] Caroline Knight: try to

[00:20:49] Lindsy Norse: Another thing that I think that really, and I don't want to speak for you, of

[00:20:52] Lindsy Norse: course,

[00:20:52] Lindsy Norse: but, Her coming into a brokerage where there isn't a lot of training, it can be scary

[00:20:57] Lindsy Norse: because you're just like a lost

[00:20:59] Lindsy Norse: little [00:21:00] puppy. Like, where do I go? Who do I

[00:21:01] Lindsy Norse: go

[00:21:02] Lindsy Norse: to? And like I said from the beginning, and she's very understanding of this, I was not in a

[00:21:07] Lindsy Norse: position to train anybody. and I was very open with that. And then when our

[00:21:11] Lindsy Norse: partner kind of, went into

[00:21:13] Lindsy Norse: different direction, Caroline and I meshed so well together.

[00:21:19] Lindsy Norse: I, we just took

[00:21:20] Lindsy Norse: off and she, like I said,

[00:21:23] Lindsy Norse: I think you love EB. Yes. and she doesn't really have much to compare,

[00:21:27] Lindsy Norse: but we've talked about,

[00:21:28] Lindsy Norse: I've heard her stories. Yeah. We've talked about other brokerages that I've been at and things like that. And,

[00:21:34] Lindsy Norse: you know, I

[00:21:34] Lindsy Norse: even said from a long time ago, I was like, I'll never

[00:21:36] Lindsy Norse: go back to corporate cause

[00:21:38] Lindsy Norse: I worked at compass for a little while. Right. And then I was like, Oh, here we are.

[00:21:44] Tracy Hayes: Well, I always, whenever I have.

[00:21:46] Tracy Hayes: one of Corey's agents on,

[00:21:48] Tracy Hayes:

[00:21:48] Tracy Hayes: yeah, he wants experienced agents. So I, I feel the conversations that are,

[00:21:52] Tracy Hayes: place in their trainings are at a different level because everyone's got so many sales under their belts,

[00:21:59] Tracy Hayes: [00:22:00] versus the new office and the new office can almost be in a situation where they're not moving forward.

[00:22:05] Tracy Hayes: and that, you know, every agent reaches.

[00:22:08] Tracy Hayes: Okay.

[00:22:09] Tracy Hayes: Well, now there's so many other new agents. I've got experience, but they're still talking to the new agents. advanced

[00:22:15] Tracy Hayes: class.

[00:22:17] Lindsy Norse: Yeah, absolutely. And, that did happen to me. I was just at a wall. I

[00:22:20] Lindsy Norse: was

[00:22:21] Lindsy Norse: thinking to myself, like, I need to level up. I have a ton of business coming in was starting to hit those million dollars.

[00:22:30] Tracy Hayes: golf course then? I

[00:22:31] Lindsy Norse: know. So

[00:22:32] Lindsy Norse: She

[00:22:33] Lindsy Norse: loves golf. Are you

[00:22:34] Tracy Hayes: picking up clients there? I do. So I have

[00:22:36] Lindsy Norse: closed probably, I think,

[00:22:38] Lindsy Norse: September, this will be my 10th deal from the golf course. However, it is time

[00:22:45] Lindsy Norse: to close that chapter.

[00:22:47] Lindsy Norse: I am so busy. Even last night I was like

[00:22:49] Lindsy Norse: panicking because I have six contracts right now and I was like, this is the last place that I need to

[00:22:56] Caroline Knight: be.

[00:22:58] Caroline Knight: She does love

[00:22:59] Caroline Knight: golf. [00:23:00]

[00:23:00] Lindsy Norse: Yeah. So I do love golf and

[00:23:01] Lindsy Norse: I get free golf.

[00:23:02] Lindsy Norse: but working there 10 years, hopefully we could write that

[00:23:04] Lindsy Norse: into like, I'm grandfathered into free golf.

[00:23:07] Tracy Hayes: Give them some sort of Sunday afternoon. I don't know. Maybe. yeah.

[00:23:10] Tracy Hayes: type of, all right. So,

[00:23:12] Tracy Hayes: you're swamped. You've got her. How does this team

[00:23:15] Tracy Hayes: work? that's a great question. Are you buying and selling or

[00:23:19] Tracy Hayes: I mean, Yeah, Listing and listing agent, buyer's

[00:23:22] Tracy Hayes: agent. How do you guys?

[00:23:23] Caroline Knight: We do of it. So my first closings were actually double

[00:23:28] Caroline Knight: where I had a seller

[00:23:30] Caroline Knight: and then they were buying.

[00:23:31] Caroline Knight: and then I actually had three under contract at the same time for my first.

[00:23:36] Caroline Knight: month. Yeah, it was,

[00:23:38] Tracy Hayes: they were her Her sphere. Right from her sphere. Yeah.

[00:23:41] Lindsy Norse: So, Caroline has an incredible

[00:23:43] Lindsy Norse: sphere, and that is how

[00:23:44] Lindsy Norse: we focus on her getting herand just to touch on how we

[00:23:48] Lindsy Norse: do run our team, our partnership, so we split like all of our marketing and stuff like that. And then we do do deals together.

[00:23:55] Lindsy Norse: if it's a client that

[00:23:57] Lindsy Norse: we both want to represent, or if we get a [00:24:00] lead from somebody and they want us to

[00:24:02] Lindsy Norse: The partnership on the deal we do that. but for the most part we do run our own

[00:24:06] Lindsy Norse: deals, but

[00:24:08] Lindsy Norse: Literally, like,

[00:24:09] Lindsy Norse: I can say that Caroline's a brand new agent and I've been in the business for six years, but I will girl right here is my right hand whatever I'm going to cry. Like whatever,

[00:24:19] Lindsy Norse: whatever, I need,

[00:24:21] Tracy Hayes: that's the new one for the show.

[00:24:22] Tracy Hayes: She is there.

[00:24:23] Lindsy Norse: I can't explain to you

[00:24:25] Lindsy Norse: how She has

[00:24:26] Lindsy Norse: been such a blessing into my life and my business. and if it wasn't

[00:24:31] Lindsy Norse: for her, I,

[00:24:33] Lindsy Norse: probably would be crumbling right now. but she has a huge sphere. So do I. And that's where we kind of, target our business we we will take leads, but you

[00:24:42] Lindsy Norse: know,

[00:24:43] Lindsy Norse: The majority of our business is referral based

[00:24:45] Lindsy Norse: and, or just our

[00:24:46] Lindsy Norse: sphere.

[00:24:46] Tracy Hayes: primarily

[00:24:46] Tracy Hayes: because you're both

[00:24:47] Lindsy Norse: Local most

[00:24:48] Tracy Hayes: your life here. Yeah, And I think that's

[00:24:50] Lindsy Norse: what it is. we have had our

[00:24:51] Lindsy Norse: hands in all different

[00:24:52] Lindsy Norse: parts of the city She played sports. I grew up playing travel soccer

[00:24:58] Lindsy Norse: I

[00:24:59] Lindsy Norse: [00:25:00] just grew up at the beach, grew up in Mandarin. I wasn't one of those beach kids. I'd never crossed the ditch.

[00:25:05] Lindsy Norse: I would go anywhere and so would she. And so we have a lot of knowledge about. the town. we live in different areas, which also helps us to, know where we're going, how to serve people that are looking in these different areas.

[00:25:21] Lindsy Norse: And it's just been so good. How do

[00:25:23] Tracy Hayes: you, you said, that there's some customers that you want to work together or is it maybe just a joint friend Everything? that How does that situation Yeah, so

[00:25:31] Lindsy Norse: we've been getting a lot of leads lately from, our old partner, had her license in Oklahoma City. And so we have been getting referrals

[00:25:39] Lindsy Norse: from people that have just had property here or they are purchasing businesses and they want to a place. And so that has helped us and we work those together. Okay.

[00:25:48] Lindsy Norse: Okay.

[00:25:49] Caroline Knight: And we, we want to get to a point where we're doing everything together mostly, I think, but we're also so busy and we're creating a business right now

[00:25:57] Caroline Knight: and

[00:25:58] Caroline Knight: it takes a lot of

[00:25:59] Caroline Knight: [00:26:00] getting

[00:26:00] Tracy Hayes: there. So, how are you guys,

[00:26:03] Tracy Hayes: You've been six years since some in some trial and error.

[00:26:05] Tracy Hayes: Oh, yeah. she's obviously benefited from this but working that That's fear working those people that

[00:26:10] Tracy Hayes: maybe

[00:26:11] Tracy Hayes: you've been you've known for 20 plus years You may not be have them over for dinner But they know who you are and obviously they've somewhere along the line They've gained some sort of respect and

[00:26:22] Tracy Hayes: trust for you to give you their business.

[00:26:24] Tracy Hayes: So, how are you working of marketing what kind of

[00:26:27] Tracy Hayes: stuff are you?

[00:26:28] Lindsy Norse: you?

[00:26:28] Lindsy Norse: want to take this? She loves her advocate appointments. Yeah. So we have people

[00:26:32] Lindsy Norse: on the client for life. Yeah.

[00:26:34] Caroline Knight: so we have, like she said, advocate, we call them advocate

[00:26:37] Caroline Knight: appointments

[00:26:38] Caroline Knight: I just get to go hang out with my friends

[00:26:40] Caroline Knight: and do what I'm good at, which is

[00:26:43] Caroline Knight: be a good friend.

[00:26:44] Caroline Knight: I love my friends

[00:26:45] Caroline Knight: and family, but I always talk real

[00:26:47] Tracy Hayes: estate.

[00:26:48] Tracy Hayes: Yeah.

[00:26:48] Tracy Hayes: What an advocate.

[00:26:49] Lindsy Norse: Yeah. Okay. So this is something that I learned a long time ago on how to just touch your sphere. And I taught her, I

[00:26:56] Lindsy Norse: said,

[00:26:56] Lindsy Norse: listen, you know, just go, if there's somebody that's on your

[00:26:59] Lindsy Norse: mind,

[00:26:59] Lindsy Norse: Just [00:27:00] send them a card and say, I'm thinking about you and they'll get it.

[00:27:03] Lindsy Norse: Like who

[00:27:04] Lindsy Norse: doesn't like snail mail when it's like, Oh,

[00:27:05] Lindsy Norse: this isn't a bill. Someone's thinking about me. And then just touch with them, like text them and say, Hey, I'd love to grab coffee. I

[00:27:13] Lindsy Norse: know you're

[00:27:13] Lindsy Norse: busy. she's a mom. So she could touch base

[00:27:16] Lindsy Norse: with them, if they have kids, she

[00:27:18] Lindsy Norse: also has a lot of animals that I don't

[00:27:20] Lindsy Norse: know if we want to talk about, but we can, I see him on the screen right there.so I told, I just said, Hey, you know, if it's a coffee

[00:27:27] Lindsy Norse: date,

[00:27:28] Lindsy Norse: go meet up with them, have coffee and talk about them. Let them talk. And when they ask you about real estate girl, if you want, you

[00:27:34] Lindsy Norse: can open up

[00:27:35] Lindsy Norse: that can of worms

[00:27:36] Lindsy Norse: and just say, it's going great. I love it. And then uh,basically an advocate appointment also is

[00:27:41] Lindsy Norse: somebody that maybe we're buying And selling,

[00:27:43] Lindsy Norse: upgrading, downsizing, whatever it is When you're going through your sphere list and you start

[00:27:47] Lindsy Norse: seeing them you're

[00:27:48] Lindsy Norse: like,

[00:27:48] Lindsy Norse: oh,

[00:27:49] Lindsy Norse: they just had a baby.

[00:27:50] Lindsy Norse: I should stop buying, bring them a meal or just something to get in front of them so that they constantly remember

[00:27:55] Lindsy Norse: who you

[00:27:56] Lindsy Norse: are.

[00:27:56] Tracy Hayes: Yeah, Yeah. Stuff

[00:27:57] Lindsy Norse: you

[00:27:57] Lindsy Norse: like to do. Anyway, yeah, awesome. And they're your [00:28:00] friends. Yeah.

[00:28:00] Tracy Hayes: well, I think a lot of us, we go through the week, you know,

[00:28:02] Tracy Hayes: we're busy, we got, you know, got

[00:28:03] Tracy Hayes: kids or whatever we're around and you know, real estate agents,

[00:28:06] Tracy Hayes: your life is a real estate agent, it's all kind of blends in together, you know, whether it's eight o'clock at night or eight o'clock in the

[00:28:12] Tracy Hayes: morning or anywhere in between. And, I would imagine you probably say, Hey, I want to, set forth. I want to reach out and have coffee

[00:28:20] Tracy Hayes: with five

[00:28:20] Tracy Hayes: people this week or something like that. And you set that goal and start getting set.

[00:28:23] Caroline Knight: Yes. And so like, I think at first for me also a thing I had difficulty with

[00:28:28] Caroline Knight: was I

[00:28:29] Caroline Knight: came

[00:28:30] Caroline Knight: going to like a nine to five ish, you know what I mean? So I felt weird

[00:28:34] Caroline Knight: getting to hang out with my friends

[00:28:38] Caroline Knight: guilty. She didn't understand that that was work. Right. And so, Lindsay really helped me

[00:28:42] Caroline Knight: Realize that she was like, those are advocate

[00:28:44] Caroline Knight: meetings, Caroline. Those are you're going around your sphere of who people

[00:28:47] Caroline Knight: who already love and trust you. And that's where

[00:28:50] Caroline Knight: I Got business

[00:28:51] Caroline Knight: from people who really do

[00:28:52] Caroline Knight: love and

[00:28:53] Caroline Knight: trust

[00:28:53] Caroline Knight: me.

[00:28:54] Caroline Knight: And they value me and they understand that I have a lot to offer

[00:28:58] Caroline Knight: and it was

[00:28:59] Caroline Knight: really

[00:28:59] Caroline Knight: great

[00:28:59] Caroline Knight: [00:29:00] and I, I

[00:29:01] Caroline Knight: love

[00:29:01] Caroline Knight: what I do so much.

[00:29:02] Lindsy Norse: Yeah. Coming from the medical field and having eyes on you 24 seven and thinking like every second. I mean, when I was a nurse, I would be running down the

[00:29:10] Lindsy Norse: hall, stuffing string cheese in my throat, just trying to get through the day. Like I never had a lunch break. I would work

[00:29:15] Lindsy Norse: 12 hours a day, Monday through Friday with an hour and a half drive.

[00:29:19] Lindsy Norse: no

[00:29:20] Tracy Hayes: real defined, like you're off because something happens in the

[00:29:23] Tracy Hayes: hour you're supposed to get off. Oh no, no. We need you to stick around for a little while.

[00:29:26] Lindsy Norse: Absolutely. And, so you're just used to that. It's kind of like,

[00:29:30] Lindsy Norse: you're just used to having so much structure.

[00:29:33] Lindsy Norse: and

[00:29:33] Lindsy Norse: when you go into real estate, you're like, what's my structure? What do I do?

[00:29:39] Lindsy Norse: and so she was just struggling with that because she's just so used to go, go, go, go.

[00:29:43] Lindsy Norse: go go go. I have

[00:29:44] Lindsy Norse: to there's animals in the, the er What do I do? what do I

[00:29:49] Lindsy Norse: do like what do you mean I can go get coffee at. 1030 in the like a what? And I'm like, yes, girl. Like this is part of it. Like go and love

[00:29:58] Lindsy Norse: on your people because that's where [00:30:00] you're going to get

[00:30:00] Lindsy Norse: your business from and they want to use and like you saw her social media presence has gotten better now that I got her on the gram But, that's not her forte. Her forte is face to face.

[00:30:13] Lindsy Norse: Yeah.

[00:30:14] Tracy Hayes: So who is

[00:30:15] Tracy Hayes: doing are you are you guys doing, your own marketing?

[00:30:17] Tracy Hayes: Social media marketing,

[00:30:19] Tracy Hayes: I know Ingle and Volkers, He has, Corey has some support people Talk about that a little bit of how you utilize that in the

[00:30:25] Tracy Hayes: brokerage.

[00:30:26] Caroline Knight: So, we have admin, so they help us with our marketing for listings,

[00:30:31] Caroline Knight: buyer packets, flyers that

[00:30:34] Caroline Knight: he, you have the ability to do Social media, if

[00:30:37] Caroline Knight: you would like we don't really use it for our, our marketing.

[00:30:41] Caroline Knight: Social media, like our

[00:30:42] Caroline Knight: Instagram,

[00:30:43] Caroline Knight: I like it to just be authentically myself so that I

[00:30:46] Caroline Knight: attract people like

[00:30:48] Caroline Knight: me

[00:30:49] Tracy Hayes: for

[00:30:49] Tracy Hayes: me.

[00:30:49] Caroline Knight: otherwise

[00:30:50] Caroline Knight: though, they're great. They help us. We do two newsletters a month, our

[00:30:54] Caroline Knight: resort. Uh,it's an automated email platform and the admin help us organize that, make it [00:31:00] pretty upload the phone, make it however

[00:31:02] Caroline Knight: we want. It's amazing. And so that helps us because those are two emails that

[00:31:05] Caroline Knight: go out each month.

[00:31:06] Caroline Knight: We

[00:31:08] Caroline Knight: events around Jacksonville

[00:31:10] Caroline Knight: and then maybe a little blog post that we have on

[00:31:12] Caroline Knight: our Website and then we also do a marketing

[00:31:16] Caroline Knight: We

[00:31:18] Caroline Knight: the market distillery with Alex Stewart And so I do a mid

[00:31:22] Caroline Knight: month

[00:31:23] Caroline Knight: Recap of the month before And then looking forward

[00:31:26] Caroline Knight: to the next

[00:31:26] Tracy Hayes: month. Did you know not taking anything away from market distillery?

[00:31:30] Tracy Hayes: but

[00:31:31] Tracy Hayes: I'm amazed by what Florida Realtors has for their people and no one's using Yeah, some of the

[00:31:37] Tracy Hayes: member benefits

[00:31:38] Tracy Hayes: that they have that'll actually create Market updates. I'm like amazing. No when they showed me this I'm like, holy cow No, and no one's using it. I

[00:31:46] Lindsy Norse: don't think we even know that it's like available to

[00:31:48] Lindsy Norse: us because we're

[00:31:49] Lindsy Norse: So hyper focused on like what's right in front of me that agents don't want to take the time to go look for

[00:31:56] Lindsy Norse: those things, but you're right.

[00:31:57] Lindsy Norse: And we should use that because we're paying them. Yes. [00:32:00] Yeah.

[00:32:00] Lindsy Norse: And

[00:32:01] Lindsy Norse: to touch on the marketing

[00:32:02] Lindsy Norse: team. It's just, it's been

[00:32:03] Lindsy Norse: really

[00:32:03] Lindsy Norse: good

[00:32:04] Lindsy Norse: and helpful when I'm out

[00:32:05] Lindsy Norse: And, about. and I'm like, Hey, like I need a whole

[00:32:07] Lindsy Norse: listing

[00:32:07] Lindsy Norse: package. Can you put this together for

[00:32:09] Lindsy Norse: me? Caroline did a great job at creating buyer packets and, home guides and stuff like that.

[00:32:13] Lindsy Norse: And we just send it to them and get it tailored to their, to our branding. and it's just great to have them on, on our team because they can really help us,

[00:32:21] Lindsy Norse: navigate how we want to do our post

[00:32:24] Lindsy Norse: and, If we need an extra hand to film or anything like that, they're always there to help us, which is great Open

[00:32:31] Lindsy Norse: house

[00:32:34] Caroline Knight: all of that.

[00:32:34] Tracy Hayes: Do you utilize the transaction coordinator? Absolutely. Yeah. How

[00:32:39] Tracy Hayes: does that, I mean, you've done enough transactions, I'm sure you've done it

[00:32:42] Tracy Hayes: once.

[00:32:44] Tracy Hayes: So now having

[00:32:44] Tracy Hayes: that transaction coordinator to those who are not using a

[00:32:48] Tracy Hayes: transaction coordinator assistant or whatever.

[00:32:50] Tracy Hayes: I

[00:32:51] Tracy Hayes: think everyone has a different definition of a transaction coordinator. I was telling you, I was having breakfast with my boss this morning. I

[00:32:56] Tracy Hayes: said, I've talked to all these agents. they really all do their business different and they [00:33:00] all, Have a different idea of what or want the transaction coordinator to do and good transaction coordinators are

[00:33:05] Tracy Hayes: going to get down with you and get on the

[00:33:06] Tracy Hayes: scene.

[00:33:07] Tracy Hayes: Yo, this is how we want to work together. I want my message at eight o'clock

[00:33:11] Tracy Hayes: in the morning or eight o'clock at night

[00:33:12] Tracy Hayes: or whatever. And that sort of thing. But how has that taken you? Cause you've done it all yourself to now having that.

[00:33:18] Lindsy Norse: Oh

[00:33:18] Lindsy Norse: man. I mean, it is

[00:33:20] Lindsy Norse: The biggest blessing

[00:33:21] Lindsy Norse: because

[00:33:23] Lindsy Norse: I personally do not like being on the computer. I Would rather be out and about

[00:33:28] Lindsy Norse: like talking

[00:33:29] Lindsy Norse: to people and doing stuff and of course our deals need to get done But we use brook hicks and she is phenomenal if we need to come to

[00:33:37] Lindsy Norse: Have a have a meeting and just say hey, you know, we want to Change up a couple things on how we Talk to the customers or however we need to do it.

[00:33:45] Lindsy Norse: She'll tailor it to how we want it done, which

[00:33:47] Lindsy Norse: is awesome

[00:33:48] Lindsy Norse: and

[00:33:48] Lindsy Norse: it's hard. You know, these transaction coordinators are dealing personalities and Some can be very mean, some can be a little bit more relaxed and, we don't want to be taken advantage of [00:34:00] because we are last

[00:34:00] Tracy Hayes: night when you were going,

[00:34:04] Caroline Knight: Besides that. And also, like, they're doing, for ours, she works for

[00:34:08] Caroline Knight: our as well, And so she's doing a ton of

[00:34:11] Caroline Knight: transactions, which benefits us, if we want it to buy spit balling with her.

[00:34:16] Caroline Knight: When we're, when we're Worried about something or I want to double check something. I don't hesitate. I just text her or I call her because I want to

[00:34:22] Caroline Knight: make put myself at ease and she knows what

[00:34:25] Caroline Knight: she's doing

[00:34:26] Caroline Knight: And

[00:34:27] Tracy Hayes: Well, it happens in the loan world as well.

[00:34:29] Tracy Hayes: When you've got a great processor and underwriting team, it's corny is,

[00:34:33] Tracy Hayes: and I will brag about, cause I've

[00:34:34] Tracy Hayes: worked for different lenders, that they already see the bump in the road. issue. they go, Well, how did we handle this in another? Because they are seeing all the

[00:34:43] Tracy Hayes: transactions, not just yours and other people are having similar issues.

[00:34:47] Tracy Hayes: And, you know, we don't have time as

[00:34:49] Tracy Hayes: real estate agents to sit down with everybody and talk about all your

[00:34:52] Tracy Hayes: issues

[00:34:52] Tracy Hayes: that you've had Now you've solved them.

[00:34:53] Tracy Hayes: But they are because they're sitting in a

[00:34:55] Tracy Hayes: cube and that's what they do with the water cooler.

[00:34:57] Lindsy Norse: It's definitely

[00:34:58] Lindsy Norse: beneficial and [00:35:00] mean just this week I was like having a panic attack

[00:35:02] Lindsy Norse: and Carolyn's like just call Brooke and I called Brooke and she's like, all right, girl, this is are. Bam, bam, bam, bam, and she's like i've done this five times, you know this week.

[00:35:12] Lindsy Norse: and

[00:35:12] Lindsy Norse: it definitely does take the

[00:35:13] Lindsy Norse: stress off. and you know just for instance, she was like, Oh,

[00:35:16] Lindsy Norse: I got 40 files on my desk right now

[00:35:18] Lindsy Norse: You know,

[00:35:19] Lindsy Norse: whatever you're going through, I've already been

[00:35:24] Tracy Hayes: 40 files. that's about max for really

[00:35:27] Tracy Hayes: good transaction

[00:35:27] Tracy Hayes: If

[00:35:28] Lindsy Norse: you can

[00:35:28] Lindsy Norse: really think about it, that's a time

[00:35:29] Tracy Hayes: now

[00:35:30] Tracy Hayes: I assume you kind of use them

[00:35:31] Tracy Hayes: the same, similar way. Yes. You know, so are

[00:35:34] Tracy Hayes: you

[00:35:35] Tracy Hayes: handing over to file or they're, reaching out to the

[00:35:38] Tracy Hayes: inspectors, what kind of

[00:35:39] Tracy Hayes: things are they picking up for

[00:35:40] Caroline Knight: so they're,

[00:35:41] Caroline Knight: Putting, dates together, she contacts all

[00:35:44] Caroline Knight: parties

[00:35:44] Caroline Knight: involved doing like the preliminary

[00:35:46] Caroline Knight: emails, She

[00:35:47] Caroline Knight: connects with our title. Are you guys

[00:35:49] Tracy Hayes: control freaks and like, how the communication goes? Are you left hurt?

[00:35:54] Lindsy Norse: She has a really good job. everything is pretty much cut and dry, which is good. And we trust her. So if

[00:35:59] Lindsy Norse: there's [00:36:00] anything that comes

[00:36:00] Lindsy Norse: up and she needs us to

[00:36:02] Lindsy Norse: nudge them or say it a different way or whatever. She's like, Hey, Can you just tell them what's going

[00:36:07] Lindsy Norse: on because I've tried or she'll reach out to them and vice versa. Yeah

[00:36:10] Lindsy Norse: Can

[00:36:11] Lindsy Norse: you reach out to them because they might like you better at this time?

[00:36:18] Tracy Hayes: But there are some people again whether it's a loan officer visit they want all this control Yeah,

[00:36:23] Tracy Hayes: we're

[00:36:23] Tracy Hayes: a

[00:36:23] Lindsy Norse: little bit more relaxed.

[00:36:24] Tracy Hayes: Yeah. Well, I think the only way you can grow

[00:36:26] Tracy Hayes: production wise and take it off your plate

[00:36:28] Tracy Hayes: is you got to understand that's an adult a professional Yeah, delegate

[00:36:32] Lindsy Norse: those

[00:36:32] Lindsy Norse: tasks

[00:36:33] Tracy Hayes: you tried them out. They haven't burned you yet. You got to let it fly it's the only

[00:36:37] Tracy Hayes: way to go in my opinion

[00:36:38] Lindsy Norse: and as long as you know, I have

[00:36:39] Lindsy Norse: those

[00:36:40] Lindsy Norse: dates in my calendar and we're all on the same page I mean, we check in I check in with her, you know, once a day minimum if I have

[00:36:48] Lindsy Norse: deals going on That

[00:36:49] Lindsy Norse: she's

[00:36:49] Lindsy Norse: on. So, you know, I'm in constant contact.

[00:36:52] Lindsy Norse: And then at the end of the day, if, when she's off

[00:36:54] Lindsy Norse: and say, you know, we're working until

[00:36:55] Lindsy Norse: 11 PM and Now that we're

[00:36:57] Lindsy Norse: on fire bar, we're working until midnight. I send her [00:37:00] a email of everything that's happened. over the night so that she's caught up.

[00:37:04] Tracy Hayes: I heard you can get an addendum title.

[00:37:06] Tracy Hayes: It says seven o'clock.

[00:37:08] Lindsy Norse: Yes, we have talked about those. I did receive one actually on one of my deals recently and it all

[00:37:12] Lindsy Norse: worked out.

[00:37:13] Lindsy Norse: I kind of like that because me.

[00:37:16] Lindsy Norse: Man, but we do a lot of VA, so I, right now, currently I have a client that's Japan and, the

[00:37:21] Lindsy Norse: second party of that deals in

[00:37:22] Lindsy Norse: Washington State, and so that midnight hour does kind of come in handy, but I'm up late. Let me tell you.

[00:37:28] Tracy Hayes: Yeah.

[00:37:30] Tracy Hayes: So,

[00:37:30] Tracy Hayes: are they ordering the inspections for you? Are they, are you doing that? You're getting that firsthand off. Cause you're you're trying to call that even before you're sending in the contract, you're already trying to get that.

[00:37:40] Tracy Hayes: Absolutely.

[00:37:41] Caroline Knight: We're always at our inspections. So. I

[00:37:43] Caroline Knight: want to schedule that because that's on my calendar. our calendars. And so we're very hands

[00:37:49] Caroline Knight: on

[00:37:49] Tracy Hayes: Well with 40 transactions by the time she gets to the next afternoon.

[00:37:54] Lindsy Norse: and that's true. And so, we're kind of learning

[00:37:57] Lindsy Norse: how she flows and

[00:37:58] Lindsy Norse: when her load is really [00:38:00] heavy stuff like that I I'm just transparent. like Hey, what's your load looking like And she'll just tell me, I'm good. I'm good. Like, let's go, you know, we got

[00:38:07] Lindsy Norse: this or Hey, I'm going to go ahead and schedule

[00:38:09] Lindsy Norse: this, this,

[00:38:10] Lindsy Norse: And this. And then I give her the times, you know, just to keep her on track. But we do, I would say it's about 50, 50, of the workload, but it's nice that she

[00:38:18] Lindsy Norse: can coordinate all the admin

[00:38:20] Lindsy Norse: things. And

[00:38:20] Tracy Hayes: what's amazing in the call to Brooke is the fact that

[00:38:23] Tracy Hayes: she can handle 45 and still keep you guys are happy. Yeah.

[00:38:27] Lindsy Norse: she's She'll call us. I'm like, Brooke's calling.

[00:38:31] Tracy Hayes: That's gotta be easily. Probably 30 to 35 agencies, probably. Absolutely. Yeah.

[00:38:36] Caroline Knight: Half of them are

[00:38:37] Caroline Knight: Lindsay Steele.

[00:38:37] Caroline Knight: I'm

[00:38:39] Tracy Hayes: right. So, we were talking down the hallway as we came in, in

[00:38:43] Tracy Hayes: here.

[00:38:43] Tracy Hayes: obviously this week everyone's on the Education for enlighten, i'm going to call it enlightenment. Oh, I like that. The buyer broker agreement

[00:38:52] Tracy Hayes: enlightenment, this week.

[00:38:53] Tracy Hayes: do you guys have concerns about it? Let's talk about that, because I think listeners, they may have

[00:38:57] Tracy Hayes: similar questions. And I know they do,

[00:38:59] Tracy Hayes: [00:39:00] because I feel that a lot of questions before I had David he can on and rose a few days ago.

[00:39:05] Tracy Hayes: So, you know, talk about me. What are your concerns? How are you guys your

[00:39:09] Tracy Hayes: buyers?

[00:39:10] Lindsy Norse: So, I did do my very first one this week, and it was a little awkward at first, but, you know, the more that you do it, the better you're gonna get, right?

[00:39:17] Lindsy Norse: And so we've been doing role playing and practicing and just deep diving into it

[00:39:21] Lindsy Norse: and trying to come up with the

[00:39:23] Lindsy Norse: objections to see, you know, How we can pivot And you know, how to explain it and make everybody feel comfortable and we've done a lot of stuff.

[00:39:30] Lindsy Norse: would you like to and one of the going back to collaborating with agents in our

[00:39:33] Lindsy Norse: brokerage, there's a couple different teams that,

[00:39:36] Lindsy Norse: sit down with us and we do role play and collab

[00:39:39] Lindsy Norse: and, it's been very beneficial

[00:39:41] Lindsy Norse: to, just to bounce those

[00:39:42] Lindsy Norse: ideas off of those top agents.

[00:39:44] Tracy Hayes: and how they're

[00:39:45] Tracy Hayes: going to do it. How they're going to do it.

[00:39:46] Tracy Hayes: Yeah.

[00:39:47] Lindsy Norse: she has one of her mentors.

[00:39:49] Lindsy Norse: Yeah.

[00:39:50] Caroline Knight: mentors, shout yeah. And oh yeah, we love Amy. He's been on

[00:39:55] Tracy Hayes: the

[00:39:55] Tracy Hayes: show.

[00:39:55] Caroline Knight: Yeah. Okay. So she's,

[00:39:57] Caroline Knight: amazing. And right when I [00:40:00] had first started, I actually sat down with her and went how she does

[00:40:03] Caroline Knight: her buyer consultations

[00:40:05] Caroline Knight: and Amy

[00:40:07] Caroline Knight: amazing. And she was like, you're going to want to. Record this, of course,

[00:40:10] Caroline Knight: then I was like, okay. And so the other day, Lindsay and I replayed the voice memo, like our voice memo and went through it. And you know, of course the buyer consultation is a little different, but the way that she presents

[00:40:23] Caroline Knight: it is exactly how we

[00:40:24] Caroline Knight: would want to present.

[00:40:25] Caroline Knight: We present our value. We explain. You know, how real estate agents get paid.

[00:40:30] Caroline Knight: also started kind of talking

[00:40:31] Caroline Knight: about how we might. tweak things depending the buyer is,

[00:40:35] Caroline Knight: depending on whether we're gonna do a flat fee And we would probably always include in additional terms,

[00:40:40] Caroline Knight: you know, if the seller is not paying Compensate,

[00:40:44] Caroline Knight: you know, compensating.

[00:40:45] Caroline Knight: So we've,

[00:40:47] Caroline Knight: on it. We're working through it. I'm not worried about it.

[00:40:49] Tracy Hayes: Are you guys being good agents on the front? I think this obviously, I wouldn't say it puts a load on the listing

[00:40:54] Tracy Hayes: agent

[00:40:55] Caroline Knight: But

[00:40:55] Tracy Hayes: the listing agent

[00:40:56] Tracy Hayes: needs

[00:40:56] Tracy Hayes: to do their part

[00:40:58] Tracy Hayes: Absolutely.

[00:40:58] Tracy Hayes: If

[00:40:59] Tracy Hayes: you were just a [00:41:00] listing agent and you're like, I don't care what the buyer's agent, I just do listings.

[00:41:03] Tracy Hayes: I don't care if I ever

[00:41:04] Tracy Hayes: a buyer, there's someone that has that kind of

[00:41:06] Tracy Hayes: attitude is really,It gets around quickly that if the listing agent does their job

[00:41:12] Tracy Hayes: and truly explains on the front end, it's going to take a load off

[00:41:15] Tracy Hayes: the buyer's agents who still have to do what

[00:41:18] Tracy Hayes: they're doing.

[00:41:18] Tracy Hayes: You still have to explain, I'm going to get

[00:41:20] Tracy Hayes: paid

[00:41:22] Tracy Hayes: you know go through that buyer's agreement, but going into transactions Just like they you've always done them.

[00:41:28] Tracy Hayes: Yeah, It's just now everybody knows what everybody's getting because they

[00:41:32] Tracy Hayes: assumed

[00:41:33] Tracy Hayes: being told.

[00:41:34] Lindsy Norse: Right. Which, you know, whatever.

[00:41:36] Lindsy Norse: But, we could deep dive in that.

[00:41:39] Tracy Hayes: I need

[00:41:39] Tracy Hayes: to do just a show

[00:41:40] Tracy Hayes: because David he can has the same expression

[00:41:42] Tracy Hayes: you have.

[00:41:43] Tracy Hayes: yeah, we want to like tell them where to go with it, Yeah.

[00:41:46] Caroline Knight: know. I actually was

[00:41:48] Caroline Knight: Explaining to, One of my clients, like

[00:41:52] Caroline Knight: like, I kept on me

[00:41:54] Lindsy Norse: yeah. And it could sound kind of icky in the beginning, but you know, we've talked about how we are investing in [00:42:00] you.

[00:42:00] Lindsy Norse: And

[00:42:01] Lindsy Norse: one of the things that we've

[00:42:02] Lindsy Norse: kind of role played is just

[00:42:03] Lindsy Norse: saying like we're investing in you just like you are investing in us. You have a full time job

[00:42:08] Lindsy Norse: This

[00:42:08] Lindsy Norse: is my full time job.

[00:42:09] Lindsy Norse: I want you while you're at work To know and feel confident that I'm

[00:42:13] Lindsy Norse: doing what I can to get you in your home I'm doing so many things on the

[00:42:17] Lindsy Norse: back end to, you know, make

[00:42:19] Lindsy Norse: sure the sale goes through i'm doing the negotiations I'm doing everything

[00:42:23] Lindsy Norse: for you. and I want you to know that

[00:42:26] Lindsy Norse: can brush your hair head at night and actually sleep.

[00:42:29] Lindsy Norse: I might not be sleeping, but I want you to sleep and some of those things that we've talked about was, what are some of the role plays that we We're investing in You don't have to marry us, but we need to be exclusive.

[00:42:44] Caroline Knight: So we're going to, we limit the number of buyers we're working with. So that way we're giving everyone. amount of time. and so when we're exclusive with you you get our

[00:42:54] Caroline Knight: full commitment. but I also, I think on the aspect, I've had a

[00:42:59] Caroline Knight: [00:43:00] ton of phone calls, emails, and All of that in the last 48 hours from reverse prospecting.

[00:43:06] Caroline Knight: I honestly had no idea what it was. I'm not going to

[00:43:09] Caroline Knight: lie. Reverse

[00:43:09] Caroline Knight: prospecting?

[00:43:09] Tracy Hayes: So what?

[00:43:10] Caroline Knight: So she actually had to ask me what it was. I was like, what is happening? cause I have had buyers.

[00:43:16] Caroline Knight: I guess on searches on the MLS and when it's getting reverse processing, I'm getting listing agents that have listing sitting that are notified that I had a search.

[00:43:26] Caroline Knight: for the criteria their house fits. So they're reaching back out to me to see if I still have a buyer in that

[00:43:33] Caroline Knight: if I

[00:43:33] Caroline Knight: have one currently.

[00:43:34] Tracy Hayes: means some of the inventory is growing, isn't It

[00:43:37] Caroline Knight: And, I mean, literally all of them, it's been the last 48 hours. I probably

[00:43:42] Caroline Knight: agents

[00:43:42] Caroline Knight: contact me

[00:43:43] Caroline Knight: that.

[00:43:45] Tracy Hayes: saying,

[00:43:45] Tracy Hayes: hey, do you have that are still

[00:43:46] Tracy Hayes: interested?

[00:43:47] Tracy Hayes: or yeah

[00:43:48] Lindsy Norse: And I mean, it's crazy to see how much inventory that we've had, just blow up. I mean, I was on, I'm on MLS all day, you know, and I think it was close to like 14,

[00:43:56] Lindsy Norse: 000

[00:43:56] Lindsy Norse: listings in our Northeast, Florida

[00:43:58] Lindsy Norse: region. But, you know, [00:44:00] I do a lot of listings, and so I would, I want to practice like normal, and

[00:44:04] Lindsy Norse: I have Buyer's

[00:44:05] Caroline Knight: agents are important, and that's what it shows, is that I have a whole database,

[00:44:09] Caroline Knight: database,

[00:44:10] Caroline Knight: And I realize the

[00:44:12] Caroline Knight: a buyer's agent, and so I think the

[00:44:14] Caroline Knight: listing Just needs to make sure they're able to convey that as well.

[00:44:17] Tracy Hayes: two things that has come up. Yeah.

[00:44:19] Tracy Hayes: you role playing with

[00:44:20] Tracy Hayes: Amy. and so what do you guys

[00:44:22] Tracy Hayes: think? Because I think, I don't know, answer out. he threw out a number of the other day, he said 72 things that you do after closing. I mean, maybe that is

[00:44:30] Tracy Hayes: 72

[00:44:30] Tracy Hayes: If you

[00:44:31] Tracy Hayes: actually break it down to possible things that you could be

[00:44:33] Tracy Hayes: doing after you're actually get a contract, right?

[00:44:36] Tracy Hayes: Oh,

[00:44:36] Lindsy Norse: Yeah.

[00:44:36] Tracy Hayes: what

[00:44:37] Tracy Hayes: do you think are the important things that. agent for most of their buyers consultations, should be mentioning

[00:44:44] Tracy Hayes: is one of the big things

[00:44:46] Tracy Hayes: that you're doing

[00:44:47] Tracy Hayes: on the, on the the back end besides something like negotiations. I think that's, I mean, you should mention you're going to be negotiating to

[00:44:53] Tracy Hayes: remind them,

[00:44:54] Tracy Hayes: but some like something they don't know

[00:44:56] Tracy Hayes: That is huge value.

[00:44:57] Tracy Hayes: That's important to bring it up.

[00:44:58] Lindsy Norse: that will be their [00:45:00] therapist. And we know the contract. Good answer.

[00:45:02] Tracy Hayes: That is a good

[00:45:03] Tracy Hayes: answer.

[00:45:04] Lindsy Norse: that, you know, and we try to just be up front about the Contract Contract knowledge. And, knowing the, steps to get to closing. Because I preference

[00:45:13] Lindsy Norse: with, you know, you're going to be so happy,

[00:45:15] Lindsy Norse: then you're going to be mad, then you're going to be sad, then you're going to be pissed, and then you're going to be happy again.

[00:45:20] Lindsy Norse: And that's okay. These are normal things. And you can, Call me And rely on me to talk

[00:45:25] Lindsy Norse: about those things, but in the back end, I mean

[00:45:28] Tracy Hayes: It's really expectations. Yes. You're really making your, a huge part of your value is setting that expectation so that they're not losing sleep at night. Yes.

[00:45:37] Lindsy Norse: And, It's a huge purchase. I do a lot of relocations

[00:45:40] Lindsy Norse: and so these, moves are

[00:45:42] Lindsy Norse: coming from, you know, across the entire country, sometimes from another country, whatever, and it is very stressful and she has too. She just closed one that

[00:45:50] Lindsy Norse: was, coming from California And these are huge moves Yes.

[00:45:54] Lindsy Norse: And and,

[00:45:55] Lindsy Norse: These people are stressed.

[00:45:56] Lindsy Norse: Let's be honest. I mean, they're packing up their family. They're getting a new [00:46:00] job.

[00:46:00] Lindsy Norse: They might have don't know anything about Florida and you

[00:46:04] Lindsy Norse: have to set that expectation.

[00:46:06] Tracy Hayes: Well, you know, I'm glad you brought that up because one of the things I've been preaching about on the show and I told you of my aspiration that I am meeting I have in a couple weeks.

[00:46:15] Tracy Hayes: The importance of real estate

[00:46:16] Tracy Hayes: agents Obviously with the NARV settlement and so forth this whole thing going on obviously the collateral

[00:46:21] Tracy Hayes: damage has been you're

[00:46:22] Tracy Hayes: devalued. Yeah. some people were trying to devalue you. Let's put it that way. Yeah. when really real estate agents are really a pillars of communities And they don't

[00:46:32] Tracy Hayes: understand housing is such a big part of our economy and our GDP, but it's the real estate agent that's taking that family from California has no clue what's going

[00:46:41] Tracy Hayes: on, but they're handholding them, making sure

[00:46:44] Tracy Hayes: they know where to get the kids registered or whatever it

[00:46:47] Tracy Hayes: is and getting them settled in and let alone, you said you do a lot

[00:46:50] Tracy Hayes: of,

[00:46:50] Tracy Hayes: military.

[00:46:51] Tracy Hayes: their

[00:46:51] Tracy Hayes: spouse may not be here,

[00:46:53] Lindsy Norse: Right? you know, navigating that for

[00:46:54] Lindsy Norse: them is is I enjoy it, but, you it's stressful But, at the [00:47:00] end of the day, they're always happy and they're so happy with their house and

[00:47:03] Lindsy Norse: being here. But,

[00:47:05] Lindsy Norse: just doing that

[00:47:05] Lindsy Norse: I mean, just think about all the things that you have

[00:47:07] Lindsy Norse: to do just if you were to

[00:47:08] Lindsy Norse: move and.

[00:47:09] Lindsy Norse: Think about doing that across the country and bringing your doing that. And they've never even met me, man. We're doing this over FaceTime.

[00:47:16] Tracy Hayes: I've

[00:47:18] Lindsy Norse: sold more houses on FaceTime, I think, than I have

[00:47:20] Lindsy Norse: in person. I mean, that's crazy. Well,

[00:47:22] Tracy Hayes: and how,

[00:47:22] Tracy Hayes: you know, how many of us, we all, if we've, anybody's lived anywhere,

[00:47:26] Tracy Hayes: whether You rent it or buy it. you go into a whole new you might you may focus on that house going, ahead I love that house. and It's got a pool, or doesn't have a pool, or whatever it is. And then you move

[00:47:37] Tracy Hayes: in

[00:47:37] Lindsy Norse: Yes. and

[00:47:38] Tracy Hayes: you haven't

[00:47:38] Tracy Hayes: actually taken a few days, a few weeks, a year to actually step

[00:47:42] Tracy Hayes: back and say, what's going on around me.

[00:47:44] Tracy Hayes: .Right. And how important it is for the agents people up

[00:47:48] Tracy Hayes: Hopefully in areas

[00:47:49] Tracy Hayes: that they're gonna be happy with.

[00:47:50] Caroline Knight: Yeah. And met someone at a open house actually that Relocated from

[00:47:56] Caroline Knight: Huntington Beach, California, in May. are probably, hopefully, [00:48:00] clients now. they had an agent that didn't even suggest

[00:48:04] Caroline Knight: that they live at the beach, which is where the heartbreaking

[00:48:07] Tracy Hayes: coming from Huntington Beach. Yeah, they

[00:48:09] Lindsy Norse: push, they push knock a T and they were so overwhelmed by the neighborhood. They're like, this is like the complete opposite of what we wanted. Now we feel stuck.

[00:48:19] Lindsy Norse: they were just like, I can't believe

[00:48:21] Lindsy Norse: that they just pushed this on one spot. We had no idea how big Jacksonville was and all of these other pockets.

[00:48:27] Lindsy Norse: Yeah.

[00:48:28] Caroline Knight: And that's what Lindsay and I both

[00:48:29] Caroline Knight: Are really good at is we

[00:48:31] Caroline Knight: love our

[00:48:32] Caroline Knight: city. I love Riverside. I love San Marco. I love downtown I love the beach and we really know

[00:48:38] Caroline Knight: About the areas and so getting to know someone

[00:48:41] Caroline Knight: and what their needs wants

[00:48:42] Caroline Knight: are I think we can ask questions that other people don't think about when we're talking about areas of town lifestyle Well

[00:48:49] Caroline Knight: that

[00:48:50] Tracy Hayes: I agree with that a hundred percent the best agents are asking those

[00:48:53] Tracy Hayes: questions.

[00:48:53] Tracy Hayes: That's why they're the best agents.

[00:48:55] Tracy Hayes: And you know, think, yeah, there's no doubt Statistically, we know there's [00:49:00] agents they live in Nakatee is the only place on the planet

[00:49:04] Tracy Hayes: But the reality

[00:49:04] Tracy Hayes: is there's a lot of people moved into Nakatee that a couple of years later are trying to sell those homes right now and get out of Nakatee to go live

[00:49:10] Tracy Hayes: somewhere else. Yeah

[00:49:11] Lindsy Norse: A little more relaxed.

[00:49:12] Tracy Hayes: Yeah.

[00:49:13] Lindsy Norse: and we take pride in that. You know, and like I said, we both grew up here. I think I've lived on every part of town. So I, go everywhere.

[00:49:21] Lindsy Norse: I mean, we have friends on every part of town. We don't discriminate on where we're going to sell. price point isn't an option

[00:49:28] Lindsy Norse: for us. I mean, I just sold a 75, 000 lot. Like I don't care.

[00:49:31] Tracy Hayes: well, that's actually an expensive lot though.

[00:49:33] Tracy Hayes: Yeah.

[00:49:33] Lindsy Norse: Well, it's five acres. It is expensive, but you're right.

[00:49:37] Lindsy Norse: And,

[00:49:38] Tracy Hayes: I do need to bring on

[00:49:39] Tracy Hayes: a,

[00:49:39] Tracy Hayes: I'm thinking about bringing on a

[00:49:40] Tracy Hayes: custom builder to talk about the relationship between Working as an agent and setting your, setting the

[00:49:46] Tracy Hayes: expectations, setting them up with a good custom build.

[00:49:48] Tracy Hayes: That would be a good show.

[00:49:50] Lindsy Norse: I think so absolutely. As we love that

[00:49:52] Lindsy Norse: kind of stuff and, We're doing

[00:49:54] Lindsy Norse: one right

[00:49:55] Lindsy Norse: now.

[00:49:55] Lindsy Norse: Yeah,

[00:49:56] Caroline Knight: I've got a client

[00:49:57] Caroline Knight: that I met at my

[00:49:58] Caroline Knight: local coffee [00:50:00] shop him And I get along really well. He's great. And he's from here, but he wants to build

[00:50:06] Caroline Knight: a coffee shop. duplex on a piece of property he has.

[00:50:09] Caroline Knight: So I've been

[00:50:09] Caroline Knight: helping him with the process I just gave him the survey card for landmark title But we are very early and I think that would be podcast. I will listen to it. She also is about

[00:50:21] Lindsy Norse: to,Close on a deal that we did a knockdown

[00:50:23] Lindsy Norse: and did a custom build on at the

[00:50:26] Tracy Hayes: no, and

[00:50:26] Lindsy Norse: that one's almost done. So and we love new Yes

[00:50:32] Tracy Hayes: incentives. Yeah, absolutely

[00:50:34] Lindsy Norse: Especially right now. It's so

[00:50:36] Tracy Hayes: amazing. It

[00:50:37] Tracy Hayes: was just I mean, I guess well now it's almost three years three years I didn't want to talk to you. No,

[00:50:40] Tracy Hayes: I

[00:50:40] Lindsy Norse: don't even want to talk about that.

[00:50:41] Lindsy Norse: Oh,

[00:50:41] Tracy Hayes: you have an

[00:50:42] Tracy Hayes: agent. You sure? Yeah

[00:50:43] Lindsy Norse: Oh, yeah. I mean I remember The height of everything before all of the prices skyrocketed. I was getting my

[00:50:51] Lindsy Norse: biggest deal yet. And this was like a 350, 000

[00:50:54] Lindsy Norse: deal. And this nowadays is like 700.

[00:50:58] Lindsy Norse: And I was like, [00:51:00] Oh my God, this is going to be so good. I bring them to the builder, blah, blah, blah, 1%. I was like, no! I was like, mortified. I

[00:51:07] Tracy Hayes: think, and this is my opinion and the builders are not going to like my opinion.

[00:51:12] Lindsy Norse: I

[00:51:12] Tracy Hayes: think

[00:51:12] Tracy Hayes: you guys let them off the hook way too easy.

[00:51:14] Tracy Hayes: Yeah.

[00:51:14] Lindsy Norse: Yeah.

[00:51:14] Tracy Hayes: I think I would have inspectors in

[00:51:16] Tracy Hayes: there. I would have a home

[00:51:17] Tracy Hayes: inspector on every deal.

[00:51:18] Lindsy Norse: So I usually do that. Yeah. I have a couple closing

[00:51:21] Lindsy Norse: soon and we're probably going to hire an outside inspector.

[00:51:23] Lindsy Norse: I always encourage that. and if they can make

[00:51:26] Lindsy Norse: that decision themselves, but I always do encourage them to get an outside inspection because there

[00:51:31] Lindsy Norse: are things that they've caught, from previous deals.

[00:51:33] Lindsy Norse: Yeah.

[00:51:34] Tracy Hayes: I mean, when they have to go back into your slab, because I've talked to some of these.

[00:51:37] Tracy Hayes: inspectors.

[00:51:38] Lindsy Norse: Oh, yeah, this is bad. They go back

[00:51:39] Tracy Hayes: and

[00:51:39] Tracy Hayes: tear up a slab that's already

[00:51:40] Tracy Hayes: been, you know, like, that's the integrity of your

[00:51:42] Tracy Hayes: home.

[00:51:42] Lindsy Norse: The whole house.

[00:51:44] Tracy Hayes: and catch this. so the other question, we were talking about the buyer brokers agreement. Oh, yeah.

[00:51:47] Lindsy Norse: We kind of jumped around.

[00:51:48] Tracy Hayes: the importance practice your spiel.

[00:51:50] Tracy Hayes: Obviously the key points and someone

[00:51:53] Tracy Hayes: want to reach out to these ladies. What? You know,

[00:51:55] Tracy Hayes: I don't know if there's 5612 probably key things. You don't want to overwhelm someone, but [00:52:00] obviously hit on the big things of the value. You're bringing what you are doing behind the

[00:52:03] Tracy Hayes: scenes.

[00:52:04] Tracy Hayes: your experience and so far, which is probably limited so far. But what kind of questions or

[00:52:10] Tracy Hayes: I think oftentimes

[00:52:11] Tracy Hayes: The customer

[00:52:12] Tracy Hayes: the buyer, in this case, makes a statement just to see what you're going

[00:52:15] Tracy Hayes: to say.

[00:52:16] Lindsy Norse: Yeah

[00:52:17] Tracy Hayes: Have you gotten any

[00:52:18] Tracy Hayes: that?

[00:52:19] Lindsy Norse: Well, I have a couple coming this week. So i'm trying to get all those

[00:52:23] Lindsy Norse: objections under wraps. So, fortunately, I haven't had anybody yet, Have an objection

[00:52:29] Lindsy Norse: But i'm prepared for them. Yeah. Yeah, had explained it to a buyer

[00:52:34] Lindsy Norse: this

[00:52:35] Lindsy Norse: and they have a pretty low price

[00:52:36] Lindsy Norse: point and I was just honest with them and I said, you know, everything is changing.

[00:52:40] Lindsy Norse: I know

[00:52:41] Lindsy Norse: that this is a very uncomfortable conversation that I'm having because this

[00:52:44] Lindsy Norse: is my first time having it. I was just upfront with them and I

[00:52:46] Lindsy Norse: said, regardless if you use me, if you use anybody

[00:52:48] Lindsy Norse: else, even if you go to the listing agent, you're going to have this done. so, and they were very receptive of it.

[00:52:53] Lindsy Norse: They're like, listen, I get it.

[00:52:55] Lindsy Norse: Like you got to get paid.

[00:52:56] Lindsy Norse: and we're willing to work with you and figure it out

[00:52:59] Lindsy Norse: [00:53:00] together.

[00:53:00] Tracy Hayes: What do you think about, and get each of you to chime in you're probably going to agree anyway, but,Really especially the lower price with the first time homebuyer type person, where they don't have a lot of cash.

[00:53:10] Tracy Hayes: Oh,

[00:53:10] Lindsy Norse: yeah.

[00:53:11] Tracy Hayes: To actually, you know, that they put in there, in their agreement, that, hey, don't show me a house the seller's willing to give some sort of

[00:53:19] Tracy Hayes: compensation.

[00:53:19] Lindsy Norse: Yeah. and

[00:53:20] Lindsy Norse: that's a big point because, Caroline

[00:53:21] Lindsy Norse: works with a,

[00:53:22] Caroline Knight: and

[00:53:22] Caroline Knight: so do I should have representation. It's the biggest purchase of their

[00:53:25] Caroline Knight: life.

[00:53:26] Caroline Knight: And I think that it's going to hurt first time home buyers in different ways. a little bit. We'll

[00:53:31] Caroline Knight: see how it works out. They haven't

[00:53:33] Caroline Knight: figured out if it's going to be wrapped in a loan

[00:53:35] Caroline Knight: or anything

[00:53:36] Caroline Knight: like that Yeah. And I was wondering if

[00:53:39] Caroline Knight: that

[00:53:39] Caroline Knight: was going to get

[00:53:39] Caroline Knight: brought

[00:53:40] Caroline Knight: up.

[00:53:40] Tracy Hayes: Well, we got,

[00:53:42] Tracy Hayes: we got the dating situation going on here, right?

[00:53:44] Tracy Hayes: Yeah. we brought it up about

[00:53:46] Tracy Hayes: buyer

[00:53:47] Tracy Hayes: agent and the buyer

[00:53:48] Tracy Hayes: in there. Are we dating yet? Do we want to do? David, he

[00:53:52] Tracy Hayes: can call, it, you know, the one nighter preform, right? I threw it back out on that. but, [00:54:00] You also have two agents in this situation. If you've got more of a first time home buyer, low price point, you know, that, you know, they're

[00:54:06] Tracy Hayes: probably, if they're coming in

[00:54:07] Tracy Hayes: FHA, and and now

[00:54:09] Tracy Hayes: some of those buyers do have cash, but just, you know, the customer that the buyer who doesn't have a lot of cash, maybe using down payment assistance,

[00:54:17] Tracy Hayes: if the selling agent

[00:54:19] Tracy Hayes: the listing agent. here, I guess, because sometimes you can the buyer's selling agent the listing agent.

[00:54:24] Tracy Hayes: I know, I hate it.

[00:54:25] Tracy Hayes: The listing agent should understand the product that they have is tracking that time of

[00:54:30] Tracy Hayes: client that it's important to price it so they

[00:54:33] Tracy Hayes: compensate knowing that the buyer doesn't have this extra money in it. Because you have two flinch

[00:54:40] Tracy Hayes: first,

[00:54:41] Tracy Hayes: It's

[00:54:41] Tracy Hayes: kind of

[00:54:42] Lindsy Norse: funny. Who's going to draw first?

[00:54:44] Lindsy Norse: Do you like me?

[00:54:45] Tracy Hayes: You know, does, she like me? Does she like me?

[00:54:50] Tracy Hayes: But I do, and having been in some of these meetings and,obviously

[00:54:53] Tracy Hayes: Lindsay, you were at the mastermind a couple of weeks, a week ago, roughly.

[00:54:57] Tracy Hayes: there seems to be, a discussion [00:55:00] yesterday in the classroom.

[00:55:01] Tracy Hayes: The first thing you should be doing

[00:55:02] Tracy Hayes: is

[00:55:02] Tracy Hayes: calling and say, Hey, I've got a buyer who's interested

[00:55:06] Tracy Hayes: in your house.

[00:55:07] Tracy Hayes: Okay. is it available? They want to see it. And are they offering any questions? The seller offering any compensation that that's pretty much The first paragraph of your

[00:55:16] Tracy Hayes: discussion Right and it should kick off know, right?

[00:55:19] Tracy Hayes: So the yes, we like you. Yeah. Yeah. Yeah. Yeah.

[00:55:23] Tracy Hayes: Come on

[00:55:23] Tracy Hayes: now.

[00:55:24] Lindsy Norse: And the listing agents should be prepared for these calls, Right. and they're going to start rolling it now

[00:55:29] Lindsy Norse: that

[00:55:29] Lindsy Norse: everything's changed on the MLS And the Caroline's and so is mine, but most of the majority of her most of Buyers or first time homebuyers and that's just because she's worked in the vet's office.

[00:55:38] Lindsy Norse: She's worked at other places around town in Jacksonville where most of

[00:55:41] Lindsy Norse: the employees there were younger and younger and they looked up to her because she was a manager and she treated them

[00:55:47] Lindsy Norse: with respect and was a

[00:55:48] Lindsy Norse: great person

[00:55:49] Lindsy Norse: Person in their lives. And so now they're like, Oh my God, yes, I want to use you. And so, And that's another

[00:55:53] Lindsy Norse: thing that we're trying to figure out.

[00:55:55] Lindsy Norse: Would

[00:55:55] Lindsy Norse: a flat fee be better for some of

[00:55:57] Lindsy Norse: these first time home buyers? We're just trying

[00:55:59] Lindsy Norse: to [00:56:00] navigate this together. and the more

[00:56:01] Lindsy Norse: that we do, the more we're going to, get all the flat

[00:56:03] Tracy Hayes: fees

[00:56:03] Tracy Hayes: can be, I mean, it might be more

[00:56:05] Tracy Hayes: easy for them to chew on

[00:56:07] Tracy Hayes: because it's an actual

[00:56:08] Tracy Hayes: dollar versus percent, right?

[00:56:09] Tracy Hayes: Some people get confused with the whole percentage thing, type

[00:56:11] Lindsy Norse: of

[00:56:11] Tracy Hayes: thing. Now, when

[00:56:12] Tracy Hayes: you.

[00:56:13] Tracy Hayes: when the

[00:56:14] Tracy Hayes: though, you, you.

[00:56:15] Tracy Hayes: the listing conversation now is going on. You've

[00:56:18] Tracy Hayes: got some, you had

[00:56:19] Tracy Hayes: some

[00:56:19] Tracy Hayes: listings. Are you having to go back to them now because August 17th is upon us?

[00:56:24] Lindsy Norse: Yeah, So I'm having those conversations.

[00:56:26] Lindsy Norse: and we're kind of, everyone's kind of still in the same boat. They want to pay a buyer's representation. They want to get their home sold and they want to compensate the other side. And as you know, We know if you're a buyer or

[00:56:39] Lindsy Norse: listing

[00:56:40] Lindsy Norse: agent, there's times where you do work both sides unintentionally. And hopefully at this

[00:56:46] Lindsy Norse: point, It's going to slow down the market a little bit It's not like 2020 where it hits the mark hits the MLS. and now we're running to

[00:56:52] Lindsy Norse: the house,

[00:56:53] Tracy Hayes: Put a sign in the yard.

[00:56:53] Tracy Hayes: You're getting like you

[00:56:54] Lindsy Norse: got 10 people waiting for the door. and so I think it's going to kind of slow people down a little bit.

[00:56:59] Lindsy Norse: We're

[00:56:59] Lindsy Norse: [00:57:00] not going to

[00:57:00] Lindsy Norse: be in such a rush. The

[00:57:01] Lindsy Norse: buyers are

[00:57:01] Lindsy Norse: going to have a little bit more time to process what's going on?

[00:57:05] Lindsy Norse: And making sure that they're not sticker shocked because i'm

[00:57:08] Lindsy Norse: concerned about that and. You know, I fell out of contract twice this week and now I have to go back to them and say, hey, by the way,

[00:57:15] Tracy Hayes: in

[00:57:16] Lindsy Norse: addition to falling out of

[00:57:17] Lindsy Norse: contract

[00:57:18] Tracy Hayes: and relisting

[00:57:18] Tracy Hayes: at home,

[00:57:19] Tracy Hayes: going

[00:57:20] Lindsy Norse: to have to reevaluate everything.

[00:57:22] Tracy Hayes: Right.

[00:57:23] Lindsy Norse: how do you feel?

[00:57:24] Tracy Hayes: Well, they're, just redoing the listing

[00:57:26] Tracy Hayes: agreement because I assume they

[00:57:27] Tracy Hayes: already

[00:57:28] Tracy Hayes: But how he had that

[00:57:30] Lindsy Norse: yeah

[00:57:31] Tracy Hayes: so now you just got to explain it say oh, by the way The reason I was getting five six, you know, because I was splitting you're doing

[00:57:38] Caroline Knight: which we normally have those conversations

[00:57:40] Caroline Knight: Upfront

[00:57:41] Lindsy Norse: and already She made a good point earlier

[00:57:43] Lindsy Norse: when we were talking about it was Talking to your buyers from a listing perspective.

[00:57:47] Lindsy Norse: Yes. And I think she should tap on that because it was a really good perspective of how she was going to explain it.

[00:57:51] Caroline Knight: So when we start going over this buyer agreement, I was

[00:57:55] Caroline Knight: going to, you know, say, so when a house gets

[00:57:58] Caroline Knight: sold,

[00:57:59] Caroline Knight: [00:58:00] conversation

[00:58:00] Caroline Knight: is the co op. and Like, not necessarily, but explain what the co op is normally from a seller agent. So I would start with that part of it, explaining if they offer that. Or and then Or not and then moving into how we're going to do our

[00:58:14] Caroline Knight: buyer broker agreement Explaining that most agents have these conversations when they're listing And so when we pick the houses that we're going to We'll figure out

[00:58:24] Caroline Knight: what kind of compensation they're offering and that's why

[00:58:27] Caroline Knight: when lindsay and I do do our buyer broker agreements

[00:58:30] Caroline Knight: We're going to narrow down whether we're doing the

[00:58:31] Caroline Knight: flat fee or writing in additional terms, you know

[00:58:34] Caroline Knight: We'll have three percent and then in additional terms if they're

[00:58:36] Caroline Knight: not offering You That kind of

[00:58:38] Caroline Knight: compensation.

[00:58:40] Caroline Knight: this or it will be 2%.

[00:58:43] Tracy Hayes: And I wanna be so every everyone is is clear who's listening to this who may still have this question is if you and your buyer

[00:58:50] Tracy Hayes: agree to

[00:58:51] Tracy Hayes: $2,000 or 2% or two bananas or whatever it is and the seller

[00:58:57] Tracy Hayes: Is actually called them

[00:58:58] Tracy Hayes: up on this particular home and they're offering

[00:58:59] Tracy Hayes: [00:59:00] three

[00:59:00] Caroline Knight: right

[00:59:00] Tracy Hayes: percent and that's why I think

[00:59:02] Caroline Knight: for us. I'm

[00:59:03] Caroline Knight: gonna put three

[00:59:04] Caroline Knight: there's

[00:59:05] Caroline Knight: well, you can do

[00:59:06] Tracy Hayes: an addendum Yeah, I broke it at that moment and then make the offer

[00:59:09] Lindsy Norse: right Cuz we don't want to cut ourselves short either But we also don't want to scare the buyers away from not

[00:59:13] Lindsy Norse: purchasing

[00:59:14] Lindsy Norse: at all You know because they deserve to get into a home and

[00:59:17] Lindsy Norse: you know I've done a few pro bonos in the past But that's You know, I still have

[00:59:21] Lindsy Norse: to eat as well. right? and we're just trying to navigate that.

[00:59:25] Lindsy Norse: And I think it depends on also like maybe

[00:59:26] Lindsy Norse: the difference of price points, you know, if we're working with

[00:59:29] Lindsy Norse: these first time homebuyers, we're going to know what they have.

[00:59:33] Lindsy Norse: we're

[00:59:33] Lindsy Norse: going to take an afford, right? And we're not going to make them go broke just to pay my

[00:59:37] Lindsy Norse: commission because at the

[00:59:38] Lindsy Norse: end of the day, I'm here to serve you.

[00:59:40] Lindsy Norse: Like I said,

[00:59:40] Lindsy Norse: in the beginning, like I'd love. care. I

[00:59:43] Lindsy Norse: love

[00:59:44] Lindsy Norse: taking care of people, and that's what brings me the most joy. Of course, the paycheck helps, but you know, seeing them happy and in their home and thriving.

[00:59:52] Lindsy Norse: That's what it

[00:59:53] Caroline Knight: comes down to at the end Of the day. Yeah.

[00:59:54] Tracy Hayes: Yeah.

[00:59:55] Caroline Knight: And I think every situation is different.

[00:59:56] Caroline Knight: Like I've worked with a V. A.

[00:59:57] Caroline Knight: Buyer who had

[00:59:59] Caroline Knight: [01:00:00] only a very small amount of money, so we had to get all the closing costs paid for, and we did it, but it wasn't going to be the

[01:00:06] Caroline Knight: option of every home and so I think things are just going

[01:00:09] Caroline Knight: to change. they're going to change for the better

[01:00:11] Tracy Hayes: There's no doubt in 19 years that i've been doing mortgages

[01:00:15] Tracy Hayes: 99 if not a hundred

[01:00:17] Tracy Hayes: When

[01:00:18] Tracy Hayes: you when I have a

[01:00:19] Tracy Hayes: buyer Who are in this

[01:00:21] Tracy Hayes: case

[01:00:21] Tracy Hayes: a borrower to me

[01:00:23] Tracy Hayes: Who is short on cash, or maybe just has enough, so you're like, okay, hold

[01:00:28] Tracy Hayes: on a second.

[01:00:29] Tracy Hayes: I call

[01:00:29] Tracy Hayes: the agent and say, Hey, we really need some concessions here, because this is all the money they have, and you don't want them to go in there with

[01:00:34] Tracy Hayes: empty pockets.

[01:00:35] Tracy Hayes: Right.

[01:00:36] Tracy Hayes: And,

[01:00:37] Tracy Hayes: but the buyer actually doesn't taking it from the listing

[01:00:41] Tracy Hayes: side and explaining that yeah, the seller.

[01:00:44] Tracy Hayes: Okay, it's going to pay you for your closing costs. You understand that actually, after they pay off their current mortgage, they have a hundred

[01:00:50] Tracy Hayes: grand left. Now they're going to pay your closing costs. Now they only have 95,

[01:00:54] Tracy Hayes: right?

[01:00:55] Tracy Hayes: That is where it's coming. Most have no idea

[01:00:57] Tracy Hayes: where that actual money is coming

[01:00:59] Lindsy Norse: yes, I [01:01:00] agree. we try and help explain all of that so that they understand that the seller is

[01:01:04] Lindsy Norse: taking a hit. As well. Right. Well

[01:01:06] Tracy Hayes: add it adds value when they can see and it.

[01:01:09] Lindsy Norse: Yeah, because this girl right here, Caroline

[01:01:12] Lindsy Norse: is a

[01:01:12] Lindsy Norse: numbers girl. Mm-Hmm. If I need help explaining numbers, she's my girl. She's my stats girl. My numbers

[01:01:17] Lindsy Norse: girl, Whatever I

[01:01:18] Lindsy Norse: need. I'm like, Hey,

[01:01:20] Lindsy Norse: help me with this. and she's got it done

[01:01:22] Lindsy Norse: in like five seconds. and it's cool. Because it helps me bounce it off and then I can explain it to them and like a third grade reading level that they understand.

[01:01:32] Tracy Hayes: Because I think this whole, more simplified I call it

[01:01:35] Tracy Hayes: gumpified, that's the one where I got

[01:01:37] Tracy Hayes: however long ago I got that word. You got to gumpify it Yeah,

[01:01:40] Lindsy Norse: Got to

[01:01:40] Tracy Hayes: force gump it. and It's not because they're stupid. It's they haven't dealt with that situation

[01:01:46] Tracy Hayes: before when you have these monies being

[01:01:48] Tracy Hayes: transacted back and forth, you know, the seller's giving this, the buyer's giving this, the seller

[01:01:53] Tracy Hayes: will give you something

[01:01:53] Tracy Hayes: over here for that too.

[01:01:55] Tracy Hayes: And now I got my commission and you have to see you if you're able to [01:02:00] Explain it to Forrest Gump and they understand it That's a huge value right there because I think a lot of I

[01:02:05] Tracy Hayes: guarantee a lot of

[01:02:06] Tracy Hayes: agents are going to try to explain

[01:02:07] Tracy Hayes: this And not

[01:02:09] Tracy Hayes: understand to gumpify it enough

[01:02:11] Tracy Hayes: that the person's obviously say oh, yeah Yeah, I understand but

[01:02:14] Tracy Hayes: they really don't.

[01:02:15] Caroline Knight: and

[01:02:15] Tracy Hayes: then you have animosity and then yeah,

[01:02:17] Caroline Knight: I think one of the big pillars of our business is which

[01:02:21] Caroline Knight: I helped Lindsay, she wrote an email to one of her

[01:02:24] Caroline Knight: We want you to understand and I don't care if it takes 10 minutes.

[01:02:28] Caroline Knight: I

[01:02:28] Caroline Knight: don't care if it takes 2 hours. I am in

[01:02:31] Caroline Knight: it to help you. This is your purchase. This is not

[01:02:34] Caroline Knight: my purchase.

[01:02:35] Caroline Knight: I want you to feel

[01:02:37] Caroline Knight: understanding it as a whole. And it

[01:02:39] Caroline Knight: might, I've never had it happen where I need someone else to explain it but I have someone else, if need be, to step in. Or we lean on the loan

[01:02:48] Caroline Knight: processor, you know? Yeah, and that's why, you

[01:02:50] Caroline Knight: know?

[01:02:51] Caroline Knight: and

[01:02:51] Caroline Knight: they

[01:02:52] Lindsy Norse: are, on our team, right? And so I'll say, all right, let's get, you know, our loan processor on the phone.

[01:02:58] Lindsy Norse: They'll be able to break it down a little bit [01:03:00] better for you. Maybe I missed the mark.

[01:03:01] Tracy Hayes: Just say it a different way Yeah. and that's all it

[01:03:03] Tracy Hayes: takes, right? Yeah.

[01:03:05] Lindsy Norse: Yeah

[01:03:05] Tracy Hayes: Yeah No, I think you know, and again, Thousands of loans in dealing with first time homebuyers in those

[01:03:11] Tracy Hayes: situations

[01:03:12] Tracy Hayes: How many times after

[01:03:13] Tracy Hayes: explaining to them, you know some of these things or foreshadowing?

[01:03:16] Tracy Hayes: setting expectations. This is what's going to happen.

[01:03:19] Tracy Hayes: You know, the numbers are high right now when it gets to closing They'll crunch down.

[01:03:23] Tracy Hayes: I deliberately do that when you

[01:03:24] Tracy Hayes: start Taking the time to explain that to them Two out of three times it's not three out of four times. You will get a response from, Oh my goodness thank you for explaining to Now I understand And that's, getting down to the interest rate they're getting or how much they're

[01:03:37] Tracy Hayes: actually paying for your commission. It's now you actually showed them value.

[01:03:41] Tracy Hayes: They don't

[01:03:41] Tracy Hayes: care there. That's not a concern anymore

[01:03:44] Tracy Hayes: they feel

[01:03:45] Tracy Hayes: comfortable you're off

[01:03:46] Tracy Hayes: the focus of a dollar amount versus educating them.

[01:03:50] Tracy Hayes: Now They feel good that you're behind them

[01:03:51] Tracy Hayes: and

[01:03:51] Lindsy Norse: I understand it can be sticker shock. I mean you're thinking

[01:03:54] Lindsy Norse: that

[01:03:54] Lindsy Norse: you. Doing all this stuff. And

[01:03:56] Lindsy Norse: then some people don't realize like your closing costs. Like, you know, half of it's already [01:04:00] come off.

[01:04:00] Lindsy Norse: Cause you put your binder down where,

[01:04:01] Lindsy Norse: you know, things aren't even prorated yet. Like just take a deep breath. We're going to get

[01:04:05] Lindsy Norse: through it, you know? So

[01:04:06] Lindsy Norse: it's just a, you know, estimate. still two, three weeks out. Let's

[01:04:11] Lindsy Norse: just you know, break it down.

[01:04:13] Lindsy Norse: We'll get the loan officer on the phone. If I'm not saying it correctly, you know, or if you're not getting what I'm

[01:04:18] Lindsy Norse: saying

[01:04:19] Lindsy Norse: but, We just did one on the way

[01:04:20] Lindsy Norse: here and I was like

[01:04:21] Lindsy Norse: talking to her and telling her the same thing that you just said.

[01:04:24] Lindsy Norse: Just breaking it down and showing her the numbers because she's overwhelmed.

[01:04:28] Lindsy Norse: She's

[01:04:28] Lindsy Norse: moving across the entire country. Like,

[01:04:30] Lindsy Norse: it's a lot.

[01:04:30] Tracy Hayes: You got a father in law or father, somebody's in there. chirping in their ear. Oh, did you ask him this? you ask him that?

[01:04:36] Tracy Hayes: Oh, yeah. Oh yeah.

[01:04:37] Lindsy Norse: Especially those assumable loans.

[01:04:38] Tracy Hayes: have you had one?

[01:04:39] Lindsy Norse: No, but I just, some people are in there, a lot of my buyer's ears

[01:04:43] Lindsy Norse: about saying, you know, uh, assumable, assumable, assumable, because it's the first thing on the MLS.

[01:04:48] Tracy Hayes: how much cash you got? Right. That's the next question. Yeah. That's the response. But then I'm like, okay,

[01:04:52] Tracy Hayes: well,

[01:04:52] Lindsy Norse: Oh, on top of that, now we're going to have to start paying. So is the assumable loan really a good option?

[01:04:58] Lindsy Norse: You know, it's [01:05:00] been.

[01:05:00] Tracy Hayes: well, yeah, that is

[01:05:00] Tracy Hayes: an interesting question there because I know my wife has had one I know

[01:05:05] Tracy Hayes: No,

[01:05:05] Lindsy Norse: cool.

[01:05:05] Tracy Hayes: Blair Owens had one of the a assumable loan but my wife was on listing side of

[01:05:12] Tracy Hayes: that

[01:05:13] Tracy Hayes: there. I have to check with blair on hers.

[01:05:16] Tracy Hayes: but yeah, I definitely want to talk because if you're doing a lot of VA

[01:05:18] Tracy Hayes: loans, offline with you,

[01:05:21] Lindsy Norse: but

[01:05:21] Tracy Hayes: about these tools, but they're, they're out there and you should, and the agents should be advertising those. They

[01:05:25] Tracy Hayes: are.

[01:05:25] Lindsy Norse: It seems like they are. Yeah. my

[01:05:27] Lindsy Norse: reservation is what's the, motivation for the processor to get that done because

[01:05:32] Lindsy Norse: it's my understanding

[01:05:33] Lindsy Norse: that any money off of

[01:05:35] Lindsy Norse: you're processing that loan.

[01:05:37] Tracy Hayes: So, well, yeah, There is a company out there,

[01:05:40] Tracy Hayes: it's

[01:05:40] Tracy Hayes: called Point, right? R R I T E, PointRITE.

[01:05:43] Tracy Hayes: RITE,

[01:05:44] Tracy Hayes: com. That

[01:05:45] Tracy Hayes: actually

[01:05:46] Tracy Hayes: is,

[01:05:47] Tracy Hayes: if you ever had, ever had your passport rushed. or you pay someone,

[01:05:51] Tracy Hayes: basically you pay a service to go and take it Right to the passport agency door.

[01:05:56] Tracy Hayes: right? and it's the same thing here. the challenge [01:06:00] thatthe assumables were just never. It wasn't

[01:06:02] Tracy Hayes: worth it. And then the departments in these operations departments of these servicers that are

[01:06:07] Tracy Hayes: servicing these loans, you know, might've had a couple of people that knew how to do it when they needed it.

[01:06:11] Tracy Hayes: but the staff was

[01:06:12] Tracy Hayes: small.

[01:06:12] Tracy Hayes: Now, I believe, it was a statement was made and I agree with

[01:06:16] Tracy Hayes: it. This is going to become just like 2008, nine and 10 when it comes to short sales and

[01:06:22] Tracy Hayes: so forth. And the banks had to figure out, the servicers had

[01:06:25] Tracy Hayes: to figure out what is the,

[01:06:27] Tracy Hayes: Process and actually put some people in that department to handle those at a more efficient pace. And they picked up and got better

[01:06:33] Tracy Hayes: at it. and it's the same thing with these assumables They have to put enough staff there, but they're point right.

[01:06:38] Tracy Hayes: com and I can put you in touch with They will take, because there's an application you have to fill out for the services. There's no loan officer involved. So like you said, there's no loan officer getting incentivized to move this

[01:06:49] Tracy Hayes: and close in a period of time. But point, right. com It because the seller's got to provide documents,

[01:06:53] Tracy Hayes: the buyer's got to get

[01:06:54] Tracy Hayes: qualified, but they help put that together. So that package, when it goes to that department, Because they have [01:07:00] experience in working in these departments and these operations that is correct. They know

[01:07:03] Tracy Hayes: what's coming from them. they go through it and you're out the

[01:07:06] Tracy Hayes: door much quicker.

[01:07:07] Tracy Hayes: You can do it in 30 45 days They're going to tell you 90 because that's just a standard number. They're going to give out and say, yeah, it might

[01:07:14] Tracy Hayes: take us 90 days. Do you still want to do it?

[01:07:17] Tracy Hayes: But they're working They're a point, right? Is working on this

[01:07:20] Tracy Hayes: because I think, he's right. I think

[01:07:22] Tracy Hayes: there's going to come a

[01:07:22] Tracy Hayes: point where

[01:07:24] Tracy Hayes: all these low interest loans that are out there, these FHA and VA loans

[01:07:28] Tracy Hayes: that,

[01:07:28] Tracy Hayes: could be assumed and people are selling homes and they're coming here with equity and

[01:07:32] Tracy Hayes: they can, you know, they can pay it up in there.

[01:07:34] Tracy Hayes: There are some companies that will do small, you know, some whole nother subject it's out there.

[01:07:40] Tracy Hayes: Yeah.

[01:07:40] Tracy Hayes: And if you have a VA loan or FHA loan, you need to be as a listing agent, you need to be putting it on there. Yeah. You shouldn't shy away from that situation. it can be done in a reasonable period of

[01:07:49] Tracy Hayes: time.

[01:07:49] Tracy Hayes: And these

[01:07:50] Caroline Knight: services, probably

[01:07:50] Caroline Knight: like you said, if they see where it's from. they're more apt

[01:07:53] Caroline Knight: to oh yeah, I'm going to grab that one first. Because I know it's got everything I need. It's all ready to go.

[01:07:58] Caroline Knight: It's ready

[01:07:59] Tracy Hayes: to

[01:07:59] Tracy Hayes: go. Because that was the big [01:08:00] thing that they said that it would go back and forth.

[01:08:01] Tracy Hayes: Oh, I need a signature here. You didn't fill this out correctly and it goes

[01:08:04] Tracy Hayes: back and

[01:08:06] Tracy Hayes: Where are we at? I don't know. We've been talking.

[01:08:09] Tracy Hayes: we could go. We were just

[01:08:12] Tracy Hayes: chatting. Yeah. and you can actually.

[01:08:15] Tracy Hayes: we'll finish with there's a customer listening right If they come to the Lux Group,

[01:08:21] Tracy Hayes: what, what

[01:08:22] Tracy Hayes: is the expectation of service? what, You know, obviously

[01:08:25] Tracy Hayes: you're,

[01:08:26] Tracy Hayes: you've mentioned your motivation. I didn't get Carolina. imagine has a similar she enjoys working with people, enjoys her coffee appointments with her.

[01:08:36] Tracy Hayes: But what Lux group? They're buying or selling.

[01:08:39] Caroline Knight: I would say I'm so obsessed with what I do that. Your goal is my goal. I said it to one of my clients the other

[01:08:47] Caroline Knight: day. Just unleash me Let me off the leash. I'll get

[01:08:51] Caroline Knight: it done.

[01:08:51] Caroline Knight: And That's really

[01:08:53] Caroline Knight: how I feel is I am love real estate so much. I want to make your goal happen [01:09:00] That's what drives

[01:09:00] Caroline Knight: me. I it I will do everything in my power to make it happen and you don't have any Anyone better in your

[01:09:05] Caroline Knight: corner?

[01:09:06] Tracy Hayes: I don't think because you well, we know we've been discussing this for the last hour.

[01:09:10] Caroline Knight: Yeah

[01:09:11] Tracy Hayes: The average consumer has no idea what all of us

[01:09:14] Tracy Hayes: do

[01:09:14] Tracy Hayes: because

[01:09:14] Tracy Hayes: there's

[01:09:15] Tracy Hayes: so

[01:09:15] Tracy Hayes: much below the surface that we do

[01:09:17] Tracy Hayes: And by coordinating those

[01:09:19] Tracy Hayes: things behind the

[01:09:19] Tracy Hayes: scenes and and so forth It's like, you know, preparing that that great meal for your significant other and they come in and go. Oh, this is delicious That's great That's the high. now. They have no idea that you may have gone through three different screwed up the recipe started over whatever she's laughing like she's experienced this

[01:09:37] Tracy Hayes: and that that's the kind of stuff that we've gone through to get them

[01:09:40] Tracy Hayes: through that

[01:09:41] Tracy Hayes: transaction successfully because a lot of you don't always contact them. Then, directly you solve the problem a lot of times and never even tell them There was A problem and sorry because it's already been solved.

[01:09:49] Caroline Knight: Yeah, right And that's what like lindsay said I want them to sleep at night because I hear stories and I can't imagine going through the biggest transaction [01:10:00] my life, you know and have Something that's keeping me up at night.

[01:10:04] Caroline Knight: I'm nervous about how it's going to end I'm nervous about the decision I made and I don't feel comfortable contacting the person who's supposed to

[01:10:10] Caroline Knight: be in my corner and

[01:10:11] Caroline Knight: that Is I provide, as I am in your corner and I will make it happen. I'll do everything in my power to make you

[01:10:19] Caroline Knight: comfortable and

[01:10:20] Caroline Knight: your goal

[01:10:21] Caroline Knight: happen. no matter what goes

[01:10:23] Caroline Knight: on behind the scenes,

[01:10:25] Caroline Knight: it or not.

[01:10:27] Lindsy Norse: Yeah, I mean, I have horror stories. I mean, I've sold a house and then it was deemed unlivable we signed. And, I almost

[01:10:33] Lindsy Norse: quit real estate after that

[01:10:34] Lindsy Norse: And

[01:10:34] Lindsy Norse: that moving

[01:10:35] Lindsy Norse: forward,

[01:10:35] Tracy Hayes: I share that story. I know.

[01:10:37] Lindsy Norse: I just thought

[01:10:38] Lindsy Norse: about it. it's a doozy. and so from that point forward,

[01:10:43] Lindsy Norse: I am.

[01:10:45] Lindsy Norse: So anal, such a strickler. I mean i'm touching walls i'm lifting

[01:10:51] Lindsy Norse: carpets, I'm moving furniture

[01:10:53] Lindsy Norse: to make sure there's no holes in the floor. I go to

[01:10:55] Lindsy Norse: showings The first time you meet me is not what you're gonna see me at [01:11:00] showings. I'm in jeans and boots. I'm getting dirty. I'm going in the crawlspace. We're going in the attic We're looking at everything because I'm not afraid and these are big purchases, but Touching back on what you can expect from us is we love to focus on white glove service

[01:11:15] Lindsy Norse: and you

[01:11:16] Lindsy Norse: know luxury is

[01:11:16] Lindsy Norse: not point.

[01:11:17] Lindsy Norse: Yeah, it's not a price point, It's just how you're treated and we want to make sure that you're treated like

[01:11:22] Tracy Hayes: I disagree that statement, And i'll say that every time someone says it, but go ahead

[01:11:27] Caroline Knight: And then I

[01:11:28] Caroline Knight: we want our clients to rave about us. We want them

[01:11:32] Caroline Knight: to go and shout

[01:11:34] Caroline Knight: from the rooftops caroline and lindsay You We couldn't have done this

[01:11:37] Caroline Knight: without them. They

[01:11:38] Caroline Knight: were amazing. And that

[01:11:39] Caroline Knight: is

[01:11:40] Lindsy Norse: goals behind

[01:11:41] Lindsy Norse: it. Yeah, ultimate goal is to get a referral. I mean, that's the

[01:11:43] Lindsy Norse: greatest compliment you can get.

[01:11:45] Tracy Hayes: When,

[01:11:46] Tracy Hayes: I think a lot of agents don't think long term.

[01:11:47] Lindsy Norse: Right.

[01:11:48] Tracy Hayes: That what you just

[01:11:49] Tracy Hayes: gave

[01:11:49] Tracy Hayes: me is long term because you know that every client is actually a marketing campaign in

[01:11:55] Tracy Hayes: itself

[01:11:56] Tracy Hayes: because hopefully they're going to, give you

[01:11:58] Tracy Hayes: a referral

[01:11:58] Tracy Hayes: or five or 10, who [01:12:00] knows over their lifetime who knows?

[01:12:01] Tracy Hayes: how many years it will take to get those out of them.

[01:12:03] Lindsy Norse: Correct.

[01:12:04] Tracy Hayes: So that is a long,

[01:12:05] Tracy Hayes: a

[01:12:05] Tracy Hayes: longterm approach when at what point? Did you come to that realization? Okay, this is what I'm doing because you are still course.

[01:12:13] Tracy Hayes: that

[01:12:15] Tracy Hayes: you're like, you know, if I pour into this and I go the extra mile You know clean out the garages when the sellers leave and they leave, clean

[01:12:25] Tracy Hayes: toilets or what do you,

[01:12:27] Tracy Hayes: Every agent if you haven't done that as an agent, you haven't done enough business right, right.

[01:12:32] Tracy Hayes: going to have an open house in the

[01:12:35] Tracy Hayes: You need to clean the house before it's, you can open it. Like

[01:12:38] Lindsy Norse: what happened here?

[01:12:39] Lindsy Norse: Yeah.

[01:12:40] Lindsy Norse: At

[01:12:40] Tracy Hayes: what point did that come like, did that click you think back?

[01:12:45] Tracy Hayes: I mean, maybe you probably never thought about that. That's kind of an on the spot question, But to come to realize that

[01:12:49] Tracy Hayes: this person that's right in front of me. buying or selling. is actually my billboard.

[01:12:55] Lindsy Norse: I don't know if there was an actual moment.

[01:12:58] Lindsy Norse: you know in the beginning I tried lightly

[01:12:59] Lindsy Norse: [01:13:00] because

[01:13:00] Lindsy Norse: I still was kind of like didn't really know what was what it all

[01:13:03] Lindsy Norse: took. Right. and then Something clicked in me and I had this conversation, this year actually and it could have just been this year.

[01:13:10] Lindsy Norse: I don't know. I mean, my

[01:13:12] Lindsy Norse: whole energy mindset has shifted. and the more that I put into it The better it, it gets, right. I mean, we've cleaned out houses. We've scrubbed toilets. we've I mean, we bring the gas blower. Yeah. Picked weeds. Picked weeds. We've painted,

[01:13:27] Lindsy Norse: we've, you know,

[01:13:29] Lindsy Norse: taken the trash out.

[01:13:31] Lindsy Norse: I mean, I

[01:13:32] Lindsy Norse: just, yeah.

[01:13:33] Caroline Knight: Always

[01:13:34] Lindsy Norse: yeah,

[01:13:35] Lindsy Norse: We have like a kit that we bring with us to scrub the house.

[01:13:37] Lindsy Norse: whatever needs to be done, I'm gonna be

[01:13:39] Lindsy Norse: out there. Mm-Hmm. and, Yeah,

[01:13:41] Caroline Knight: I think also because like, I'm just grateful that they're trusting I want

[01:13:47] Caroline Knight: to return.

[01:13:48] Caroline Knight: The feeling they're giving me because the feeling they give me by trusting me is so amazing I want them to feel as amazing as they make

[01:13:54] Caroline Knight: me feel this job every day by putting their trust in and going back [01:14:00] to like those horror stories Like

[01:14:01] Caroline Knight: when

[01:14:01] Lindsy Norse: we're trying to like put out fires and stuff I don't want

[01:14:03] Lindsy Norse: to upset the buyer make them you know even more like on

[01:14:06] Lindsy Norse: pins

[01:14:06] Lindsy Norse: and needles and so something that I do do is like It could be like After the deal or something and it'll get brought up and I'm like y'all

[01:14:13] Lindsy Norse: don't even know. Like I did this, this and this and they're like, Oh my God, Why didn't you tell us? I'm like, you have so much going on that I can handle

[01:14:21] Lindsy Norse: it.

[01:14:21] Tracy Hayes: You work so hard to get the contract

[01:14:22] Tracy Hayes: and it could be something so simple that just

[01:14:25] Tracy Hayes: creates doubt in them and then you know, it's a great

[01:14:28] Tracy Hayes: house where you're doing And the problem is actually very small might tip them with that simple thing.

[01:14:33] Tracy Hayes: So you go and fix

[01:14:34] Tracy Hayes: it.

[01:14:34] Lindsy Norse: Yes. They don't

[01:14:35] Tracy Hayes: even know what happened.

[01:14:35] Lindsy Norse: They don't

[01:14:36] Lindsy Norse: even know. and I mean I have a family member, I've sold multiple homes and bought with them and there was like, I don't

[01:14:42] Lindsy Norse: remember what it was, but something.

[01:14:43] Lindsy Norse: Crazy happened and we were trying to negotiate a couple things and at the closing table I ended up telling them You know everything that happened and they just dumbfounded

[01:14:53] Lindsy Norse: oh my god, you did all of that for us

[01:14:56] Tracy Hayes: You just gave me a picture in my mind you know over the last

[01:14:59] Tracy Hayes: couple minutes [01:15:00] agents to drive up in a pickup truck with

[01:15:02] Tracy Hayes: the work

[01:15:02] Tracy Hayes: boxes on the back yeah like Toilet cleaning materials, vacuum

[01:15:09] Tracy Hayes: cleaner.

[01:15:09] Tracy Hayes: Oh

[01:15:10] Lindsy Norse: yeah.

[01:15:10] Lindsy Norse: Mops, whatever. I mean, we both drive SUVs. She has a trailer, whatever we need.

[01:15:15] Caroline Knight: We had a video

[01:15:16] Caroline Knight: call with Gigi,

[01:15:18] Caroline Knight: who I do, um, group with. And she was laughing so hard because I had a backpack sprayer on,

[01:15:24] Caroline Knight: because I had double Um,cause I was going to spray the back porch of this the condo that Lindsay had to clean it. And so we were put, you know, soap, soapy water in it and she was like, what are you doing?

[01:15:37] Caroline Knight: So I'm getting the listing ready.

[01:15:40] Lindsy Norse: Yeah, her husband has a landscaping company. and so whatever we need, we're like, I need the mower,

[01:15:45] Lindsy Norse: I need the Oh,

[01:15:45] Tracy Hayes: that's like a Someone know a over here right now? but

[01:15:50] Lindsy Norse: she'll take his equipment because

[01:15:52] Lindsy Norse: it Cause

[01:15:53] Lindsy Norse: he's

[01:15:53] Lindsy Norse: too busy.

[01:15:54] Tracy Hayes: ladies, I appreciate you coming on today.

[01:15:56] Lindsy Norse: Thank you so much for having us.

[01:15:57] Tracy Hayes: Got a little bit. Anyone listening, if you're still listening, [01:16:00] please like and

[01:16:00] Tracy Hayes: subscribe, whether it's to the YouTube channel or to the, Apple podcast or

[01:16:04] Tracy Hayes: Spotify, whatever

[01:16:05] Tracy Hayes: your, thing is there.

[01:16:06] Tracy Hayes: I appreciate it. And, uh, thanks

[01:16:08] Tracy Hayes: again,

[01:16:08] Tracy Hayes: Lise.

[01:16:08] Lindsy Norse: Thank

[01:16:08] Lindsy Norse: you,