Shanon Voce: Leveraging a Coach and Transaction Coordinator Changed The Game

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Tracy Hayes: [00:00:00] Hey, welcome back to the real estate excellence podcast. Today's guest was born and raised here in Jacksonville. She's a real estate broker with over a dozen years in the industry. Her strengths are negotiating buyer representation and over the top customer service. She believes giving a full attention and staying in front of the ever changing real estate market has enabled her to provide the knowledge and expertise and assisting her clients to buy or sell their home.

Tracy Hayes: She believes listening, And a high level of communication is key to successful real estate, uh, transaction. Let's welcome the owner broker of Anchor Realty Jaxx, Shannon Voist to the show. 

Shanon Voce: Hi. Thanks for having me. Shannon Voist. Voist, Voist, 

Tracy Hayes: Voist. Yeah. Okay. Excellent. Yes, Shannon, welcome. It's 

Shanon Voce: fun 

Shanon Voce: to 

Shanon Voce: be here.

Shanon Voce: Good 

Tracy Hayes: to have you on. I'm, I'm really interested in, you know, we, um, talked a little bit about pre show and And I know you're working with Angie. And so we're going to dig in deep because, um, I think, uh, you know, it's obviously helped you, uh, from a coaching [00:01:00] standpoint that, and what's that done in your business.

Tracy Hayes: So we're definitely going to, uh, dabble into that a little bit. Um, before I get started though, I want to, uh, my, my sponsor who's made these great mugs here. You can see this, uh, if you can see that in the camera there, um, with my logo and then Remy. Graphics on the back there. Uh, these are made, she can make singles for you if you're doing a closing and you want to just say, Hey, John and Sally, you know, congratulations on your new home or whatever.

Tracy Hayes: These things, people don't throw these away. This is your gift here today. You put it in your gift bag there. Hope that color works for you. that color's great. Thank you. Um, But I appreciate you, but uh, yes, Remy, Remy Graphics, I'm gonna give you guys the, the, uh, put up there, remygraphics. com. She does more than just the mugs, uh, obviously, but, uh, you know, check out her website, um, uh, there for the other, um, articles that she does.

Tracy Hayes: And I'm sure if you called her, if there's something else that possibly could be done, they'll do that as well. Alright, so thank you, Remy [00:02:00] Graphics. Um, I'm gonna kick off the show as I always do. You were born and raised here. 

Shanon Voce: I was, yeah, or I am. Tell us 

Tracy Hayes: a little bit about that. I mean, in your, um, if I, you went to Fletcher, right?

Speaker 4: I did, yeah. You went to Fletcher High School. 

Tracy Hayes: What were your, what was young Shannon thinking about doing as a career at that time? What were your thoughts at that time? 

Shanon Voce: Well, actually, so you hit it on the head. I was born and raised here. Um, I went to Fletcher, uh, my entire high school, um, life. And then I actually started working at 14, um, in retail.

Shanon Voce: I worked at the local malls around here and, um, I was in management for about 20 years. Um, and honestly, at That 18, 19 year old, um, me, that's what I thought I was going to do for the rest of my life. I thought I was just going to climb that corporate ladder and maybe one day be my big dreams. Vice president, CEO of a retail company.

Shanon Voce: Um, but that And the 

Tracy Hayes: malls have kind of died, too. They 

Shanon Voce: definitely died. Um, [00:03:00] and you know, when I started to have a family, I started focusing on different things. Working weekends, nights, constantly. Um, holidays, all of those things were starting to get real. Taxing would be the best to describe it. And so I started to think about other things.

Tracy Hayes: Yeah, I think next to working the restaurant industry Retail, you know stores are I mean, I mean you got to work on Saturday and Sundays 

Shanon Voce: You know, not just a couple hours. It's an all day thing You know, but I did learn so much Yeah And I'm so grateful for the experience I've had because I think it really helped me to have an entrepreneur And that's why I've been able to do this for the last 12 years.

Tracy Hayes: I think if people really sat down and thought about People who really have spent some time there. It, it, because some people check out early. It's not for everybody. But, uh, when [00:04:00] it comes to structure, I mean, that's where they're, I mean, if they want you at 5am on Black Friday, you gotta show up. You know, they want the items displayed a certain way.

Tracy Hayes: You know, you could take this to the grocery stores as well. The guys who stocked those shells, trust me, there's someone looking over their shoulder to make sure every one of those labels is turned out so you can face them, you know, air all those, all those little things that, uh, that's involved. But when you take that, um, detail, into your own business, then you, you realize why those big corporations have gotten to where they're at and why they're doing that is now you're doing it in your own.

Tracy Hayes: in your own business. 

Shanon Voce: That is correct. And I think even more than the detail part of that is the customer service part because you really realize that if you don't have the customers, you don't have anything right. There's no reason to put those labels where they need to go if you don't have the customers.

Shanon Voce: So I think I learned so much about customer [00:05:00] service that it's really helped me a lot and it was just instilled in me since I was 14 years old and I think that's why I pride myself so much on. Being able to offer that to my clients and customers. Now, 

Tracy Hayes: now looking at your linkedin, as I trolled through everyone's social media, um, it looks like you eventually decided to go to college.

Tracy Hayes: You didn't go at 18. You went a little later. 

Shanon Voce: I did. I actually went at 18 and I got my, um, associates degree, you know, it's F s 

Tracy Hayes: FSCJ 

Shanon Voce: now, but back then it was FCCJ. So I did do that. And then, um, I decided, um, I was going to move to Orlando because I moved, retail took me there and I moved there and, um, and, and was doing some I was having a pretty good career so far.

Shanon Voce: I was a district director, um, for the company I worked for. And then, like I said, things started to change. Um, I actually got recruited into a different field, still retail. [00:06:00] And, um, and then I actually ended up working for a blood center. And, believe it or not, it was pretty good. you know, blood, but it was very similar to retail.

Shanon Voce: We were providing blood to hospitals, but we had to get those from customers. We had to get the blood. And so while I was there, a 

Tracy Hayes: little marketing involved, all of it. And, 

Shanon Voce: you know, and so while I was there, I made the decision to go back to college and get my because I really saw a future, um, growing and it was important that I had a bachelor's degree.

Tracy Hayes: Um, if you were to take a couple of things, I mean, from your retail firm, from, uh, I guess we would call it a blood bank. I mean, that's basically what it is. Um, you know, your experiences there, And then what you're doing today in real estate, what are a couple of things that you learned there that, that you still carry on in 

Shanon Voce: or 

Tracy Hayes: have a foundation of what you're doing 

Shanon Voce: today?

Shanon Voce: I mean so much again, not to keep beating this, but just the customer service piece, the building relationships [00:07:00] piece, especially, um, at the blood bank. It was very important that we had great relationships. between the hospitals and us. You know, we were providing life saving equipment to these hospitals.

Shanon Voce: And, um, and so it was very important that we had the relationships that we were comfortable with each other. Um, and I think that has really Came into the real estate business because for me it's about trust and building relationships with my clients and my customers and let in Really letting them know I am here to help them with their needs and find them what they truly want 

Tracy Hayes: I'm gonna give you a really like a really good interview question Okay, not a podcast interview question almost like you're interviewing for a job.

Tracy Hayes: I want to because I we say a lot of Oftentimes in conversation we say a lot of Uh, surface level, you know, uh, great customer service, and I don't think the average person is like, well, why, you know, hey, you got blood, hospitals [00:08:00] need blood. I mean, you can be the biggest jerk in town and they still got to buy your blood from you because you got blood and they need blood.

Shanon Voce: Right. Right. You know, but we had competition. 

Tracy Hayes: Right. Explain. Go a little, go a little deeper. Like what, so what I want is like, what were some of the customer service things that you, you know, uh, the importance, like you said, those relationships. You know, there's obviously always a point person at the hospital, right?

Tracy Hayes: I'm sure it's responsible for creating these transactions. What you explain, like when you say a relationship there, give us a little more color on it. 

Shanon Voce: So there was, um, so I worked for at the time, um, all the names and stuff have changed. It's been a while now, but it was Florida's blood centers is the one that I worked, but we had competitors.

Shanon Voce: So these hospitals really could. Purchase the blood that they needed from any of these places, you know, so we created relationships, built relationships that they could know and rely on us 

Shanon Voce: and 

Shanon Voce: to support their needs at [00:09:00] any given time. And there was also other businesses, you know, other blood banks, if you will, trying to prove the same thing.

Shanon Voce: So at the end of the day, it was really about the relationships that we were, you know, Developing with these hospitals and with the point persons and living up to what we promised, right? You know, we you need o negative blood. We'll have that for you Because if we didn't then they moved on 

Tracy Hayes: if you were writing a short book on customer service.

Tracy Hayes: I You some of the things you just mentioned there. I mean, you know reliability. 

Shanon Voce: Mm hmm 

Tracy Hayes: Answering the phone or at least responding in a reasonable period of time and some of these things like we mention them But you know, they've been mentioned for decades, you know, hey, you know, just answer the phone I've been in the business almost 19 years and that's been like everyone said well, you know You can do you'll be you'll be good.

Tracy Hayes: If you just answer you just have to answer Is that really the [00:10:00] bottom line of this? 

Shanon Voce: Communication I believe is is what I'm really good at and I think that's very big piece of it. Um, and not only answering your phone, but how does the person want to be communicated with what works best for their lifestyle and being able to adjust to that?

Shanon Voce: Um, I do think there's a lot of different viewpoints and I don't think any of them are wrong. I just think it's who you are and what, how you adjust best. But for me, I am not. I just answer the phone between nine and five. I'll call you the next day. I'm not saying that that isn't okay though. I think that works for some people and that's great.

Shanon Voce: I just don't work that way. You know, I can't relax that evening knowing somebody is trying to get in touch with me or need something for me. So yes, I am going to call you back at seven o'clock if that's what works for you. Eight o'clock. I do kind of tailor. My schedule around my customers needs 

Shanon Voce: and 

Shanon Voce: again, not all people do that and I don't think [00:11:00] that's wrong Some people think i'm not right for doing it that way, but that's what's worked best for me and my clients I 

Tracy Hayes: don't know any successful real estate agent who has not that call at eight o'clock on whatever night and had, uh, a therapy session with their clients, you know, or just updating the seller on, Hey, we, you know, these are the offers we've got, or, Hey, I'm, you know, waiting for this to come to have those conversations because people need want to sleep at night.

Tracy Hayes: That's how 

Shanon Voce: I feel too. And, and, and it helps me sleep at night. You know, I don't like leaving it unfinished. If somebody needs. I really do my best to respond to them and get, make them feel at ease and at peace to the best of my ability. Um, you know, and I think communication is just the key to that. I think that helps people so much be able to navigate their thoughts, their feelings, their expectations.

Shanon Voce: And I also think, um, setting expectations is, uh, is a huge part of it. [00:12:00] So I do think if you are, um, That type of professional that says, okay, look, I'm only going to work nine to five and that works for you. And you set that expectation with your client. I think that's okay. Um, I just think that, you know, my expectation is I understand nine to five.

Shanon Voce: You might have another job, so you can't talk to me till seven. So I want to be there for them. And, you know, I lay that all out. Now, if there's a day off I might have planned or something like that, then again, I communicate that with them ahead of time. So if they do need to reach me and I don't get back to them as quickly as I usually do, they understand that.

Shanon Voce: To me, it's just about the two way communication piece of it and not just leaving them hanging. 

Tracy Hayes: On the subject, um, you know, an agent who may be kind of in this challenge of being open 24 seven versus, you know, Hey, I've got to have, I got, I do, you know, they got kids or whatever. They got to have their time and understanding this when, when at that point in the, [00:13:00] in the relationship with that client, maybe let's say take someone you've never met before.

Tracy Hayes: You just start maybe showing them some homes and we know, uh, People aren't making the decisions as quick as they were, say, two years ago. 

Tracy Hayes: You might be 

Tracy Hayes: working with them a little bit longer as the houses stay on the market a little bit longer too, but you know, there, there comes a point, there comes a point where you've now built up enough credibility with them to kind of be a little straight with them and say, Hey, unless.

Tracy Hayes: You know, the house is on fire, right? We can take care of this tomorrow. 

Shanon Voce: Yes. And I do think that once you establish that relationship and that trust, absolutely. And I think again, it's just letting them know, Hey, you know, I'm always here for you, but tomorrow, you know, my son is in a show. I'm not going to be available or, you know, my daughter has a gymnastics meet, whatever that might be.

Shanon Voce: I think as long as you, Let them know and communicate with them ahead of time. I think that always typically works out. Okay. 

Tracy Hayes: Yeah[00:14:00] 

Tracy Hayes: So you're with the blood bank, 

Shanon Voce: mm 

Tracy Hayes: hmm What starts to get your fancy for real estate, 

Shanon Voce: okay, so like I stated I was living in Orlando and And I had a son and he was about three years old at the time and My husband and I got the opportunity to come back to Jacksonville, which I had really been aching to do I had missed home a lot.

Shanon Voce: And um, and so you know, 

Tracy Hayes: you're only Different 

Shanon Voce: feel I wanted to come back home and I wanted to be with You know, my community, people I knew and all the things I wanted my son at the time to be able to grow up and experience a lot of the things that I experienced. So my husband got an amazing opportunity to come back here.

Shanon Voce: And so we had to put our house up for sale in Orlando and we put it up for sale and I didn't have a very good [00:15:00] realtor. Um, And I didn't know much. I didn't know any better. Um, so I just kind of did everything. I just, it's just who I am, I guess. So I kind of started digging in. I did the showings and she allowed that, which was, you know, crazy to me, but okay.

Shanon Voce: So I did the showings. Um, you know, I got the house ready. I got it set up. getting like five offers on it. Um, with no 

Tracy Hayes: real coaching from the agent at all advice or anything. I 

Shanon Voce: mean, maybe a little bit. I don't even remember her name, you know, like till, till this day. Um, or what, if she walked in right now, I probably wouldn't even recognize her.

Shanon Voce: So, um, so, but at the time, To I wasn't upset with her. I didn't know I didn't know better. So I just was like, oh I'm gonna just do this I want to get our house sold. We want to get back to Jacksonville. And so yeah, so I just I remember getting the offers She sent them over You know, looking at them all, [00:16:00] evaluating the pros and cons and, um, and from there, she literally 

Tracy Hayes: sent you the actual offers.

Shanon Voce: Yes. And so I was like, okay. And, um, and honestly, do you remember 

Tracy Hayes: how you chose her? 

Shanon Voce: Somebody, somebody recommended her. 

Tracy Hayes: Interesting. 

Shanon Voce: Yes. And so I was like, okay. And, um, cause I didn't know any, any realtors. And, um, and again, at the time while I'm going through this, I didn't realize that this wasn't the process.

Shanon Voce: Um, but when I was doing it, I realized, um, It was I loved it like I I felt very excited and excitement I honestly I hadn't felt in a while when it came to work and that's what started me on the real estate path 

Tracy Hayes: So you came you come back over to Jacksonville 

Shanon Voce: came over to Jacksonville and I was sitting there still working in Orlando, um, as an a consultant.

Shanon Voce: And so I was traveling back and forth. I had a three year old [00:17:00] and um, and then shortly after that I ended up getting pregnant with my daughter and I was still driving back and forth. I took, was taking the real estate exam cause it was something that I decided I wanted to do. Um, but it's a scary step to give up.

Shanon Voce: Yeah. You know, something you've done, and go all in. Well, I, when I was in Orlando, I was pregnant, and, um, I ended up having, um, I can't remember something weird happened, but it caused me to pass out. And that just kind of spoke to me and said, you know what? It's time to move my life completely back to Jacksonville.

Shanon Voce: And, um, and so that's what I decided to do. And I decided to go all in, um, with real estate, 

Tracy Hayes: right? 

Shanon Voce: So, 

Tracy Hayes: um, I was 

Shanon Voce: very scared. So this is, this is 

Tracy Hayes: a common question I ask a lot on the show because I think if you're, there's new agents out there and I'm sure you're asked all the time by friends, whatever relatives or whatever about real estate, should I get into real estate?

Tracy Hayes: And so, [00:18:00] um, is that that initial brokerage? Because, uh, you know, here you're coming from a totally different industry, although sales, but now you're, 1099 and you know, no benefits and it's it's you're out there. Luckily your husband, you know how to has a good job And right, you know, the bills are gonna be paid at least from that side But you're going all in what?

Tracy Hayes: What, um, decision making need did you do to choose the first brokerage that you went to? 

Shanon Voce: Okay, so, um, the first brokerage that I went to was Watson Realty. And I had interviewed at, it's Berkshire Hathaway now, but I can't remember. Maybe it was Coldwell Bank, or I can't remember what it exactly was at the time.

Shanon Voce: And then I actually walked into Watson. And, um, I interviewed there and I didn't know that I, that was going to be the place I chose. But what actually ended up happening as I met somebody there, I didn't know her, but we [00:19:00] ended up, she's born and raised, grew up here as well. And we ended up knowing a lot of the same people.

Shanon Voce: And, um, and we just really hit it off. And I just wanted to know more and more from her. 

Shanon Voce: Right. 

Shanon Voce: Uh, cause she seemed very excited about real estate, which she was. And, um, and so she was the one that kind of drew me. So 

Tracy Hayes: she's, she'd already been in. In real estate for whatever amount of years at that time just 

Shanon Voce: actually she was pretty new She was only in it maybe a year or two at that point, but she was doing well okay, and um, and she was on the luxury side of things and um, she's just she was uh, just great to talk to and Um, we just hit it off and yeah, honestly, that was really what drew me there, 

Tracy Hayes: right?

Tracy Hayes: um Watson obviously is design. I mean, they, I mean, there's, uh, their method of their madness is the new agents. They offer the course, you know, and obviously do a heavy, heavy recruitment. There's a lot of great agents in town. If they're not still with Watson, started at Watson, [00:20:00] 

Speaker 4: right? 

Tracy Hayes: Yeah, for sure. Um, What were some of the things that, that this person obviously was kind of giving you some advice on?

Tracy Hayes: What are some of the things, I mean, how was your, that initial first couple of weeks, first month, first year? 

Shanon Voce: Okay, so, my experience, um, at Watson was probably very different than most. I did not do any of the training they offered. Um, I just hit the ground running with her and I just asked her, can I follow you around?

Shanon Voce: You know, and I, can I watch what you do? Can I follow you around? And she said, absolutely. And so that's what I did. I started going on listing appointments with her. I started going when, you know, we had photographers when it was time for photos for a new listing. I started going with her. Um, I would just watch her.

Shanon Voce: You know, meet people and let her know that she's in real estate and, and honestly, how she was 

Tracy Hayes: interacting with [00:21:00] customers and non customers. 

Shanon Voce: Yes. And, um, answering phones, we would be in the office together and then it just started. Um, she didn't love the administration. of it. And so I said, let me take it on.

Shanon Voce: And I was doing this with no pay, by the way. I just wanted to learn and I learn well, hands on. And I felt like I was getting more benefit doing that than going to sit in a class. So I just started like, contracts and all of this and that it eventually grew into, um, me being able to start my own business and feel having the confidence that I am a realtor and I can do this now.

Tracy Hayes: Looking back at that, because I think you're that a handful of people, you know, of the 190 agents I probably have interviewed, um, I don't, you know, I wouldn't say a handful. Maybe we just didn't talk about it, but having that person to shadow, how important was that versus, yeah, I mean, it's great that you go to the classroom, 

Shanon Voce: but 

Tracy Hayes: there comes a [00:22:00] point where you have to leave the nest 

Shanon Voce: agreed.

Shanon Voce: And, and 

Tracy Hayes: the fact that you, you saw it. to this person, uh, really accelerated your learning curve 

Shanon Voce: so much. Um, for me it really did. I, um, was very thankful, uh, that I got to meet her and that it all blossomed the way it did because I think it would have took me a lot longer to get my career going in real estate if it wasn't for, for that meeting.

Tracy Hayes: Right. Now, Sarah, I'm A girlfriend of yours is getting started today and maybe I mean, well, maybe maybe she joins up with you So someone joins up with you, you know, you know, you're you got a small brokerage So they are gonna be hands on 

Tracy Hayes: absolutely there, 

Tracy Hayes: but if they were let's say they weren't even in the area I mean how important would would you?

Tracy Hayes: Insist that they try to find somebody that they can shadow because they may not know anyone in that office You were fortunate to run into somebody and gain a relationship real quick or grow [00:23:00] the relationship, right? but to if you're looking for a brokerage to match up to Part of it is like is there someone there I can shadow or apprentice under 

Shanon Voce: and and the funny thing is I think I view brokers differently than maybe some brokers view brokers.

Shanon Voce: Um, I think that's what a broker should be. 

Tracy Hayes: Yeah, 

Shanon Voce: you know, and that's, that's what In my opinion shocks me that at some places brokered brokers are not that person Um, I think it would be great, you know As a broker if somebody came in and wanted to work with anchorility jacks and they were the right fit for anchorility jacks I would be that person to them Um, I would let them go on listing appointments with me they could you know, have open houses at any listing I had, um, or that I would do it with them so they could see the first couple of times.

Shanon Voce: Um, I just think that's what you're paying a brokerage for. 

Tracy Hayes: Right? 

Shanon Voce: Right. And I think that, [00:24:00] um, in my opinion, sometimes that gets away and brokers are more interested in recruiting than retaining and teaching. 

Tracy Hayes: What is your, Some of these brokers are all, we're, we're, we're non produced. We're not competing against you, which personally, I don't know.

Tracy Hayes: Does the broker really got some sort of upper hand? I mean, I think you would agree that in today's real estate world, this isn't century 21, back in the 1980s or remax where everyone remembered the balloon. It's really the individual agents own brand. Cause that's what they're telling you guys and us as loan officer, brand yourself, brand yourself.

Tracy Hayes: No one really is pushing any sort of name out there other than their other than their own 

Speaker 4: correct. 

Tracy Hayes: Um, so the uh, non producing broker Um having you know interviewed some great people that were at the re bar camp. 

Tracy Hayes: I mean 

Tracy Hayes: one of them. I remember one of them came Said I don't know if it was in our interview or just other [00:25:00] stuff.

Tracy Hayes: I was watching him other content They were putting out if the broker isn't out there doing Doing it, 

Tracy Hayes: you 

Tracy Hayes: know isn't out there doing video. For example, isn't out there, you know doing social media and then they're trying to Teach you or tell you to do it, but they're not doing it It doesn't go very far.

Shanon Voce: I I absolutely agree with that and and I had some brokers Before I decided to open Anchor Reality Jaxx, that I kind of felt that. Um, they weren't able to direct you quite like I think somebody who's out there doing it could. And that was a little bit of the feeling I got. Um, and that I wanted to say I wanted to stay in the industry.

Shanon Voce: Um, I believe I truly believe in my heart that there is enough business in this world in this community for everybody that wants to do it. So I don't feel that anybody coming into this industry should worry about competition. I think if you focus those efforts on [00:26:00] yourself and building relationships and doing the things that we know work, then I think the business is going to be there for you.

Shanon Voce: Now I do think that people that work harder. Are gonna get more business. Um, but I think that's in any job, you know, and um, let's take you example You're you're a loan officer doing this, right? You know what? I mean? Not all loan officers are doing that, 

Tracy Hayes: right? 

Shanon Voce: And so, um, you know that gives you a step up so you can find your niche, but if your goal is to Just want there to never be any other real estate agents so you can just get the business I don't think that's a that's a good goal for you to have.

Shanon Voce: Yeah, you know, I 

Tracy Hayes: think you're You and well one of the things that this kind of leads us to um You know there comes a point where everyone hits the hits their hits their lid anyway You'll buy themselves 

Tracy Hayes: right 

Tracy Hayes: that unless you have some dream that you want to have this, you know Huge brokerage with hundreds of hundreds of agents You [00:27:00] know which takes a unique person to To reach that level.

Tracy Hayes: It's a whole nother level of aptitude to to manage because now you need leaders and sub leaders and managers all these people that are doing because obviously like the Someone coming to you you can work hand to hand with them someone coming to some of these large Big name brokerages have hundreds of hundreds of agents They don't they don't have time to work with that newbie.

Tracy Hayes: They got to have someone else do it Correct, which I think should be the like you're going back to what should a broker be doing? They should be a matchmaker matching them up. Hey, this is my top agent in the office I want you to shadow him for the next two weeks, whatever, you know that type of do um, and obviously those people who are into uh You know possibly, you know, they want to grow their own team 

Tracy Hayes: Hey, 

Tracy Hayes: you want to learn if you want to earn green this person's going to shadow you for the next two weeks Let's see if you want to actually You Is this something you want to do?

Tracy Hayes: Do you want to pour into somebody like that? Um, we lost, uh, oh, I know it. So go back to the [00:28:00] lid part. At what point, um, cause you talked to now you have a full time transaction coordinator that works with you. Yes. So at what point did you. Feel was it a number of deals that you were doing or just a point where you're like, you know What I need to start pouring some of this stuff off onto someone else so I can continue that forward facing Money making activities.

Shanon Voce: I got a transaction coordinator pretty much right off the bat. Um just because I felt like I wanted the extra support with paperwork and those types of things. So nothing got missed. So 

Tracy Hayes: finding a transaction coordinator actually is more experienced than you were in handling. 

Shanon Voce: Yeah. Yes. I mean, I thought that was, and, um, and actually she was a little, she was a little more experienced.

Shanon Voce: She was a little newer in the business, but we've been together this whole time. We've been together over 10 years. So, um, and so, you know, we kind of grew up together and she's now does multiple. [00:29:00] agents and has, you know, she's doing wonderful, but, um, but, but we know how each other works. Um, I actually was just talking to her on the way here, you know, um, and, uh, we've just worked together for a really long time now.

Shanon Voce: So, all right. 

Tracy Hayes: So break, I think, um, I was talking about this the other day and it's kind of a subject I go on. I go through phases in the show cause I get, I hear different things and then I want to dig deeper and get everyone's kind of opinion on it. 

Speaker 4: Okay. 

Tracy Hayes: Um, I, Here are a lot of people, you know, they're, they're at this lid level.

Tracy Hayes: They're, they, they, they just, they are pulling their hair out because they are starting to work a lot of extra hours, uh, you know, in front of the computer, doing some of the things that a transaction coordinator or assistant might do that kind of marketing person might do. Um, they often say. I've heard, Oh, I called so and so and, uh, you know, they've gone through three transaction coordinators already.

Tracy Hayes: They don't, they don't like them. And the only thing I can think of is I can't [00:30:00] believe that, that the transaction coordinator that they had was doing a bad job. It goes back to a word that I see in your bios and stuff. And you used earlier communication. Would you agree over the 10 years you guys have figured out You know, how do you want the information coming to you and you want the information going to your customer?

Tracy Hayes: If you're starting with a transaction coordinator to sit down and have these conversations And maybe even have a third person who's really experienced because I think that person who starts to hand the um, Some of those these, uh activities off Doesn't really know yet how that's going to totally flow in the trend the overall transaction So to sit down and have someone go well you don't want to do it that way because you need you need to kind of have that third person that's kind of Overlooking this conversation is what i'm visualized or a really experienced transaction coordinator Because the two of them really need to meet because i've heard some of you [00:31:00] Uh, somebody to say, I'd like, you know, first thing in the morning, uh, it was Carrie Carpenter.

Tracy Hayes: She says she likes a book of text messages. She likes the, if they start filling up the screen on my phone, I'm done, but that's the way she likes it. 

Tracy Hayes: Yes. 

Tracy Hayes: So having that communication that this is how I want to communicate in when I want you to send me that information in the course of your day, how important is it that like really sit down and drill these things down?

Shanon Voce: Well, I think it goes back to. But again, expectations, we need to set the expectations. So when, if I was to sit down with a new transaction coordinator, we would talk about what are, what are my expectations? What are your expectations? And that's where the communication starts and then put it in writing.

Shanon Voce: Always put it in writing. You have to go back 

Tracy Hayes: and reference it. Yeah. So, you know, 

Shanon Voce: what, what are the expectations? So let's talk about them and then let's write them down. Yeah. I'm going to give you, if that's. You know what? You want the book of texts in the morning or you don't want the book of [00:32:00] text. So you want this by email or you want this to go to your customer at this point in time.

Shanon Voce: This is what I'm handling. Am I doing the repair request? Are you doing the repair request? You know, and I think if it's the expectation is set. Then you're setting yourself up for success on both ways. But if you just go into it blindly, then I think there's going to be a lot of frustration there. Right, 

Tracy Hayes: right.

Tracy Hayes: A hundred percent. What are some of Shannon's expectations with the transaction? What are some of the things that you like that are unique to you? 

Shanon Voce: Okay, so I don't know if it's necessarily unique to me, but, you know, um, she knows I, uh, I send her the executed contract. Um, she knows she gets to Started right away if she can't for some reason she'll send me a text.

Shanon Voce: Hey got your contract Can you give me two hours to get started on it? Or do you mind if I get started on later this afternoon? So that's kind of nice. That might be unique to me. I'm not sure. And I say, no problem. You know, that's, um, not a problem at all. Go ahead and get started. Or, or I'll say, you know what?

Shanon Voce: We've got to [00:33:00] get inspections scheduled like now. So is there any way, you know, so we just kind of communicate back and forth, um, about that. And then, um, she typically follows up with a phone call. I like her to do a phone call and introduce herself via phone call to the customer. So they know they have somebody else there if they can't get me.

Tracy Hayes: I 

Shanon Voce: like them to make that initial, Um, contact, uh, via phone. If they don't ever talk on the phone again, if there's no need, that's not a problem. But I like there to be a phone call. Um, just for the introduction piece of it, because you wanna 

Tracy Hayes: feel out a little bit about what, how does the customer want to communicate?

Tracy Hayes: Correct. Some of 'em want to communicate all through text message. 

Shanon Voce: Mm-Hmm. . And that's fine too. Some of '

Tracy Hayes: em Yep. Don't wanna do text message. Mm-Hmm. , some of 'em may even like the zoom call. I, you know, one of those, right? Yeah. 

Shanon Voce: And that's exactly like what we find out. And you know, most of the time I feel like 90% out.

Shanon Voce: of the time it is text message that people want, and we get on a group text. So I'm still seeing things that are going back and forth, or I can chime in [00:34:00] if there's some knowledge that I have that maybe my TC doesn't have. Um, and so I think, you know, I don't really think I do anything. She sets usually will help set inspections with them to by having that conversation with them.

Shanon Voce: What's your availability? Are you going to be there? Shannon always typically shows up to the inspections. Um, and she gets that stuff set up and, um, and then we, you know, move on to our and what the processes are there, and who's going to be communicating, and um, you know, and we go over some of the things, what to look for and what not to look for, um, as far as emails that will be coming to them.

Shanon Voce: And, uh, yeah. And I think that we just go from there. 

Tracy Hayes: How I can see, like, I, and I'll tell you why after show I have these, these questions come to my head. I've seen this. 

Speaker 4: Okay. 

Tracy Hayes: Um The sense of, I mean, you want to have, everyone needs to have a sense of [00:35:00] urgency. We, we want to, we don't want, um, our customers sitting for days without some sort of communication.

Tracy Hayes: Unless we say, hey, nothing's going to happen because we're not closing for 60 days. You know, uh. We've done 

Tracy Hayes: all the. 

Tracy Hayes: We've done all this and, you know, so I'll call you next week or whatever. 

Tracy Hayes: Right. 

Tracy Hayes: Um, but the, when the, um, that contract is signed and it comes over, the game starts. 

Tracy Hayes: Mm hmm. 

Tracy Hayes: Um, well, actually that was one quick.

Tracy Hayes: Is that when your transaction coordinator gets involved, you wait for you, you handling everything up to the fully executed contract. Is that when then, okay, now game's going right. And the, the, um, transaction coordinator has it setting up the services. Again, unless there's some sort of special circumstance like, Hey, we need a quick close on this one or whatever.

Tracy Hayes: They only want to give us this, you know, nonstandard inspection window or whatever that might be. Um, uh, or, Hey, we don't, we really need the inspection to make a final decision if we're going to buy this house. Cause it doesn't, it looks like there might be some real issues, [00:36:00] um, having that open conversation.

Tracy Hayes: But for the agent, that's not using a transaction coordinator right now. Handing that off, let, let them, you know, set up, you know, obviously contact the, uh, the lender. If, if you're on the buyer side, um, Hey, we've got an executed contract. So the lender could start doing what they're supposed to be doing. Um, you know, obviously, uh, I love it when agents, you know, um, circle in the title company on an email was, Hey, we, here's our executed contract, Sally, yet.

Tracy Hayes: Title 

Tracy Hayes: company is handling it Sally's on the email. So those types of things. 

Tracy Hayes: Yeah, 

Tracy Hayes: but the To hand off 

Tracy Hayes: that 

Tracy Hayes: I think a lot of agents have a reluctance that are not getting these transaction coordinators because They are afraid that the transaction query does not have the only thing I can think of does not have a sense of urgency 

Shanon Voce: That 

Tracy Hayes: they feel they have and I think some of them may be even 

Shanon Voce: Right.

Shanon Voce: [00:37:00] And I agree with that. Um, I, I think some people have a hard time letting things go and, um, and that's probably, you know, their personality in some sense, but I think if you really give it a try and understand what you have to gain by being able to focus your efforts on other things that help your customer service be better.

Shanon Voce: Um, I think having a TC. offers better customer service, because I think they get, if you, once you get a very experienced TC, they are so knowledgeable and things because they do it so much that it's going to really benefit you and your customer. Um, and, and just a little things like, um, I'm actually negotiating a deal right now with a, an assumed mortgage.

Shanon Voce: Um, Um, and I, you know, just because it's become more of a thing now, obviously with the, the interest rates, it's a new one for me, but she's done it before, you know what I [00:38:00] mean? So it's great to have her expertise to help kind of guide guide through this process. Um, so I just think that it's helpful in so many ways if you get the right person.

Shanon Voce: And I think there's several, several great TCs out there in this community. Well, 

Tracy Hayes: I think if you, we've already stated. You gotta have the expectation conversation. 

Tracy Hayes: Mm hmm. 

Tracy Hayes: You can't be, okay, you're a transaction coordinator. Okay, I'll send you the contract when I get one. 

Tracy Hayes: Mm hmm. 

Tracy Hayes: No. 

Tracy Hayes: Mm mm. You can't. 

Tracy Hayes: You guys set expectations with your go to lenders that you expect.

Tracy Hayes: You know, sometimes you don't often, uh, have that conversation, but that's a conversation. I think that should be had with your lender just as much as your transaction coordinator to sit down and say, Hey, I expect you to, because, um, you know, in our world, in the lending world, we don't, you know, real estate agents are not exactly the most loyal to their lenders.

Tracy Hayes: And one of the reasons probably is because there was no expectations set up front. 

Shanon Voce: Right. And then walks away [00:39:00] disappointed. Yeah. And I, I mean, I think honestly, just setting the expectations up front will help 90 percent of any issues that come up. 

Tracy Hayes: Right. Bottom line is though, in, uh, in your eyes, someone asked, you know, just point blazing, you know, how has a transaction coordinator changed your business?

Tracy Hayes: I mean, you did have them from, from the very beginning. Um, so you don't really could say, well, I went years without one, but you knew enough right away. There's someone better at that part than me. 

Shanon Voce: Yeah, I mean, I, um, you know, my personality is one that I love. I love people. I love being around people. I love showing homes.

Shanon Voce: I love going to the inspections, believe it or not. I love being out doing things. I'm not one that likes to sit at a desk and be on a computer all day. And so, um, It was worth it to me at the beginning just to [00:40:00] have somebody do that piece of it for me so I could be out doing the things that I was better at.

Shanon Voce: And, um, and so I, for me, I think it just helps. Keep everything going. Oh, I know what I wanted to say before One of the things that she does as well and maybe all TC's do this, but you know, she she sends the timelines Timelines out as well. So we have all agreed on Dates when things are supposed to be done that's put in writing again.

Shanon Voce: The expectation is there. Everybody's agreed on it So we don't ever have an issue or a debate on whether something was, I've seen some 

Tracy Hayes: do that, that it is awesome to send that out. All the agents, Hey, this is our expectation because that gives everybody an opportunity to look down and go, Oh no, no, no. We need to move that up.

Tracy Hayes: Or, you know, we 

Shanon Voce: even copy the lender on it when we do it as well, because we want to say, Hey lender, you know, you're, you're on the same page, right? Because we're all working off the same contract and we want to make sure that we're all, [00:41:00] we're reading it the same way and understanding it the same way. And it does, it does give anybody in the transaction the ability to say, you know, wait, something's not right.

Shanon Voce: Right. 

Tracy Hayes: A hundred, a hundred, a hundred percent. Um, let's jump into, um, uh, uh, let's jump into the coaching cause I think this is, this is something important. I haven't talked about it recently on the show. Um, um, at what point. What was going on how long you've been in you know set set set the stage for us a little bit Where you were at with your business and where you felt that?

Tracy Hayes: You know assuming a coach would help you move the needle. 

Shanon Voce: Okay, so I So in all transparency, when I opened my own brokerage, um, I, you know, I love it, but I got a little lonely, if I'm being honest, , um, I got a little lonely, um, again, because I am a people person and I do enjoy being around people. [00:42:00] Um, but luckily I had a lot of good friends and co.

Shanon Voce: In the business that, you know, I would talk to and bounce stuff off to, um, or bounce ideas off of and one of my colleagues I was talking to one day and I, I told her I'm a little lonely. You know, I love this. I don't want to do anything different. Maybe I need to grow the team, you know, these types of things.

Shanon Voce: And she said, You know what? I think you need a real estate coach. He goes, I have one Angie bell And I said, oh tell me more and she told me about it and basically sold it to me And my first conversation with angie, I knew that that was the right fit and I think that was like four years ago now So, 

Tracy Hayes: oh, so you've been with angie for four years.

Tracy Hayes: Well, okay um Yeah, that is an interesting thing, you know, because you go off on your own. You don't you don't have An office to walk into at the water cooler basically right talk shopper You know in the in house trainings or so forth you are on your own little island there 

Tracy Hayes: Yes, 

Tracy Hayes: so so I [00:43:00] want to take a step back as you made me think of a question I wanted to ask you was You know, at what point, you know, cause you went to another large brokerage.

Shanon Voce: I did. I went to 

Speaker 4: Keller Williams. Yep. And, 

Tracy Hayes: um, you know, they have some successful trainings and things going on there. And, and, uh, you know, there's some very successful people in town that that's where they hang their license at. At what point did you say, you know, I need to do this on my own. 

Shanon Voce: Okay. So I went to Keller Williams and I very much liked Keller Williams.

Shanon Voce: Um, I, I do feel like they are very, uh, uh, agent driven. They, they give you the platform to, like you were saying earlier, to really, um, you know, brand yourself and introduce, you know, yourself and not just Keller Williams. So I really liked that a lot about them. Um, their trainings were great. What I found for me though, is they were very team focused 

Shanon Voce: and 

Shanon Voce: I wasn't interested in, At that time being that type of team.

Shanon Voce: Um, so I did feel like, [00:44:00] in my opinion, they seemed very focused on that. And then a lot of their training that they offered. Was just not ever at good time. It was a lot of happy hours, a lot of mixers. Um, I'm a mom. I just wasn't interested in, you know, being out at dinner time. Um, unless I was of course helping a client, but I just felt like a lot of their trainings were just not at times that were working for me.

Shanon Voce: And so I'll be honest, I just felt like I was paying this brokerage a lot of money in although they had a lot of stuff that they offered. I just wasn't able to take advantage of it for what my lifestyle was. So being that I'd been in management for so many years prior to this, it just seemed like it made sense for me to be a broker.

Tracy Hayes: Um, You early on you mentioned that you you really didn't take the training at Watson you you mentored up where you know [00:45:00] you brought up you're on you're on an island you got your own small brokerage here where do you where do you go? 

Shanon Voce: Well that's kind of how I was feeling you know it was it was it was Like I said, I, you know, for lack of a better word, lonely was the best word I can really use to describe it.

Shanon Voce: Um, I, I was doing okay. Um, you know, I, I was doing well. I had my customers, but I would have ideas or something that I kind of really wanted to talk with people about, even beyond like, You know doing that transaction more about branding or marketing or you know, I do deck the chairs every year Um, which i'm not sure if you're familiar with it, but it's deck the chairs at christmas time.

Shanon Voce: Yes You know, should I be doing that, you know, just little things like that was um You know, I I just was looking for somebody to really talk with um, and you know, I I Maybe hold me accountable as well. Like I was, I'm [00:46:00] pretty good at holding myself accountable, but it's nice to have somebody double checking just like a transaction coordinator.

Shanon Voce: Kind of the same concept. So I decided, you know, I really want to dig in and, and make sure this is a lasting brokerage. And I really want somebody to help me expand my marketing a little bit, hold me accountable for some of those things. Um, and so I decided it was time to get a real estate coach. 

Tracy Hayes: I just want to tap in because I want we're going to dig into Angie here in a moment.

Tracy Hayes: Um, how important you know, because being again your small brokerage but Collaborating and getting out, you know, because like I said, a lot of agents have families there. There are this Regular group I could say because I you know that that do attend these socials that are at these happy hour times And it's a lot of the same people.

Tracy Hayes: Yeah, 

Tracy Hayes: um, it's it's a pretty decent sized group So you may not all see them all at one time, but there is a another uh [00:47:00] generation like yourself Uh who don't you just don't have time. It's not their necessarily their thing at four or five o'clock to do that They're going home to take care of the business um, what do you do to to try to Because I would have assumed you find it important that you need to get to know some of the other agents out there Whether they're with Keller Williams or Watson or any other brokerage in town It's important to know these people because they might be on other sides of deals.

Shanon Voce: Oh, absolutely and I think that um I typically feel like I do a great job, um, when I am doing deals with them to, um, you know, get to know these agents. I mean, I was just on the phone with one last night for about an hour, 9 to 10 o'clock. We're negotiating a deal. I know her whole life story now. Um, so, um, I, I think that's one way, but getting out to open houses, inviting people to my open houses, other brokers, I'll give them a call.

Shanon Voce: Um, I still maintain a good relationship with the ones that I [00:48:00] did meet to at Watson and Keller. Although a lot of them have, you know, come and gone and gone to different places. But I feel like I do a good job at reaching out. Um, if I do have a question on something, um, you know, or, you know, just want to somebody I know that might be really good at, you know, in an area.

Shanon Voce: Say selling in a farm, you know, and I want I'll call them and you know, so I keep in touch in different ways I wouldn't say there's one thing that I do because it probably depends on how I met them or What knowledge they may have that we can you know trade off? But I, I, I'm just a social person, so I, I like to contact people if I have a reason.

Tracy Hayes: All right. Let's dig in and let's do an infomercial for Angie Bell. Okay. All right. So, um, You're welcome, Angie. And, um, Let's see how long I haven't known Angie now. Probably it's 2016 or 17, I think is when I first met Angie and we spent some time. Uh, we [00:49:00] both signed up for a John Maxwell event in 2019. Um, so we got to spend two or three days, you know, sitting with each other, do these classes or, you know, uh, instruction or whatever.

Tracy Hayes: Um, She's been doing it a while. Um, I don't, I'm sure there's probably other coaches in, in town, but none that I continue to hear success stories than from Angie. Tell us about you. We talked about your reason for wanting a coach. You felt, you know, um, and I mean, was your, Was your overall production in mind?

Tracy Hayes: I mean, besides just, you know, having someone to, you know, uh, talk about Use the word shop talk real estate with talk about strategy, whatever. But I mean, were you like, Hey, I really, I need to move my production up. I need another 25% or whatever. What is, was that actually on your part of your Yeah, 

Shanon Voce: I, yeah, I would absolutely say I felt I could be doing better.

Shanon Voce: Yeah. 

Shanon Voce: [00:50:00] Um, and, and I was kind of stuck at what more could I be doing? And I knew it was something, and that's what I really felt like I needed a coach to help me figure out what that was. 

Tracy Hayes: Right. 

Shanon Voce: Um, and, and so, yeah, and how to put these 

Tracy Hayes: things in place. Cause I think a lot of agents undersell themselves. They, again, they've reached that lid and it's like, well, this is all I can do.

Tracy Hayes: No, you actually, you know, if you could be a lot had do a lot more, probably with a lot less effort. If you actually, you know, did have the transaction coordinator's assistant and that sort of thing, spent a little money over here. You could double your production, maybe increase your overall thing. 150%.

Tracy Hayes: Doing 200 percent more but you got to pay a little bit to get these players 

Shanon Voce: and I think it's scary to some You know people and me included when you commit to something like that, you know Being you know, okay. I'm gonna pay this person But once you do it, you see how, how worth it it is. Um, and, uh, you know, I'll even mention [00:51:00] my husband loves Angie and they've never met, you know what I mean?

Shanon Voce: Well, she does do 

Tracy Hayes: marriage counseling too. 

Shanon Voce: I believe that. But yeah, she loves, he loves her. Um, he thinks that she was one of the world. You know, things like that. Absolutely. Uh huh. Yeah. That's a great endorsement. All right. 

Tracy Hayes: So your, your first couple of meetings with Angie, what is Angie, if someone's saying, what's it like to be coached by Angie or what, what was your experience?

Tracy Hayes: How did she help you tell us, give us the first start. Cause I, a lot of times in those first few meetings is she's got to get to know you, right? Right. Right. How did she approach that? How did she break that down? 

Shanon Voce: She, she, um, you know, asks a lot of the personal questions first, which is great. You know, what's important to you.

Shanon Voce: What, what is business look like for you? Um, one thing that I liked about her is a lot of her focus was not only about money, not about how much money you could make, it was about life balance. And that [00:52:00] was very important to me being a mom. Um, And I wanted to make sure that I could do, you know, all the things that, you know, moms that are also professionals want to do.

Shanon Voce: You want to do amazing in your career, but you also want to be there for your family too. And so we talked a lot about what that looks like, um, what that would look like, what were those goals, you know, what would I need to do to achieve that? Um, and then she really broke down with me making sure that we were running the business.

Shanon Voce: As a business, you know, it wasn't just a, you know, transaction by transaction. And I think that was very helpful. Um, She helps you get set up and really be able to look at your business plan your marketing plan Where are your dollars going? Are they going in the appropriate places for you to be most successful in what you're trying to achieve?

Shanon Voce: And I think looking at what your values are That was very helpful too because we did look and [00:53:00] see where the values were and again You It's not just about, you know, I also, one thing that I didn't say before, that's always been very important to me is Believe it or not. And I know a lot of real estate agents probably are going to say, are you crazy?

Shanon Voce: But I've said no to business before and, and why have I done that? Um, but I've helped them find the right place. I don't, if you haven't 

Tracy Hayes: fired a customer, you haven't been in 

Shanon Voce: the business long enough. I want to make sure that it's manageable, that I, I can still say, I pride myself on being able to give this customer 20 agents, I mean, 20 deals going on right now, I would not be able to provide the right customer service.

Shanon Voce: So, um, and if I had that consistently, then I would build a team to support that. But sometimes, as you know, it comes in, you know, there's things that come in in phases where all of a sudden you'll get a ton. And if I feel like I can't provide the right service to all of it. [00:54:00] Then I, then I say no to some of it at times.

Shanon Voce: Yeah. 

Tracy Hayes: Cause it could cost you, could cost you everything in the, in certain situations where all of a sudden you just really just ticked off 10 people who hopefully might be referral. 

Shanon Voce: Correct. I would do a really good job on six then. 

Tracy Hayes: Yeah. 

Shanon Voce: And that's so, um, so talking, Through all of those things and my goals and my values and what I was trying to obtain doing this business, I think Angie helped set me up, helped me get my processes, you know, appropriate to maintaining those goals.

Shanon Voce: I was doing an okay job, but I wasn't, I wasn't looking at it. In that way, um, we realized that some of, you know, some things I was paying for, I shouldn't be paying for. And, um, that money would be better allocated to go to this to help me achieve those goals. And I think she, she was so instrumental in helping me do all of that.

Tracy Hayes: It sounds like, uh, there was some, [00:55:00] um, Heart to heart conversations here. 

Shanon Voce: We have, we still have heart. I will tell you, we are at a point in our coaching relationship that yes, we talk a lot about the business, but we have, um, lots of conversations too that sometimes if I'm feeling held back, why do I feel like I'm being held back?

Shanon Voce: Or, um, you know, and, and, and some, When there's times that I might feel a little insecure about something she helps Find out why um the biggest thing that she taught me and um If she's listening to this or listens to this she'll laugh But you know i've always been a little bit bad about writing the story And if I am going to write the story, why not write it in a good way?

Shanon Voce: And so, she's really helped me see that, and I play that through my head a lot. And so what I mean is like, you know, if there's an outcome, I just assume sometimes what the [00:56:00] outcome is. Um, and, and instead of just letting it play out. But her advice to me was, but if you're going to do it, why not assume that it's the best outcome it could possibly be as opposed to worrying about it?

Tracy Hayes: Right. 

Shanon Voce: You know, and I think that was, um, you know, there's just been little things like that. That one's the first thing that comes to mind, but those are things that like we talked through that kind of help you stay focused on the positive, you know, and, and, and moving forward and keeping your business moving in a, in a really good direction.

Tracy Hayes: Well, I mean, you tipped on one of those things and, you know, all. Humans have to say whether it's procrastination or like you said you just assume the worst is going to happen Because in your mind you want to appease yourself. Are you okay with failing? Although you know every good person says you got to fail forward if you haven't failed you haven't been doing it long enough Failed at something Um, what are, is there, is there any other thing that she talked, you know, [00:57:00] I used to use procrastination there.

Tracy Hayes: Were there any other things that you, that she, as she looked at your current business and was like, why are you doing that? 

Shanon Voce: So, one of the things I would, you know, I didn't really realize, That my business was totally based on so I don't do any, I don't pay for leads. I don't buy all of my businesses, organic and referral based.

Shanon Voce: And I don't know that I realized how I never looked at it as building relationships before. It was all about the relationships that I had or, or people. That I had relationships with had with other people And I think once she kind of really brought that to my attention And we were able to continue to focus on that because I like that.

Shanon Voce: That's what I like to do if i'm hearing you correctly, 

Tracy Hayes: you know, so you have Friend john You have a relationship known each other for years or whatever John [00:58:00] gives you a referral 

Speaker 4: correct 

Tracy Hayes: You were Not going and trying to build the relationship with the referrals like you had with John? 

Shanon Voce: No, I'm meaning I just didn't realize, to be honest with you, that, that relationship with John was what was me business.

Shanon Voce: I just liked John, right? Like he was just my friend and it was like, Oh, I was excited, but I didn't 

Tracy Hayes: nurture that. 

Shanon Voce: Right. I didn't look at it as like, Oh, if I, you know, John thinks I'm really good at this. I sold him a house and now, you know, and if I nurture this, that's going to help me get more business.

Speaker 5: Right. 

Shanon Voce: I did. It didn't dawn on me. I was just doing it. Um, and, You know, it didn't, it didn't dawn on me until I got Angie that I could be doing that better. 

Tracy Hayes: I think, you know, that's, of all the agents I've talked to, um, some get it, Some so so get it The light bulb went [00:59:00] on for you But I I don't think people you know that what you realized right there is The difference I think you know, are you making the Jacks real producers or not?

Tracy Hayes: And I think the In the loan officers have the same problem is how do you nurture that person from you? You know, you're spending a lot of time a lot of the loan officers. We don't even see You You know, unless we show up at closing, right? We never actually meet them, but you're showing houses to your, your, uh, That person who's listing you're coaching them how to stage the home Uh, you're going through the negotiations.

Tracy Hayes: So you're going back and forth. So let's do this you're having Hours and hours of conversation, which I think today just decides that with that Gnar settlement, I think every agent should have a journal which there's a nice journal in your bag right there 

Tracy Hayes: and 

Tracy Hayes: journal every Every transaction you have, like how, when did, what did you talk about?

Tracy Hayes: today. Who did you call on? How much time you spent and what did you talk about? [01:00:00] And I don't, I think, because I don't think people realize how much time you actually do spend with these people. 

Shanon Voce: Right. And I agree. And that's, that was my point. Like I was doing the motions and, and I mean, I, and building the relationships, but I just didn't realize that that's what I was doing to grow my business.

Shanon Voce: I didn't realize that's what was, 

Tracy Hayes: that was, that's part of your, should be part of your marketing plan, which I. Which goes back to the transaction coordinator. Should I get a transaction coordinator or not? Well, if you spend a little bit on the transactions coordinator, so that you can spend more quality time, you're not thinking, like, we're having a conversation, we're eye to eye right here, we're in depth, our phones are off.

Tracy Hayes: You're not in your, we're not thinking about, Oh, did the trip that, uh, inspection gets scheduled or whatever you're, we're, we're having a conversation. That's the conversations you need to be having your clients. 

Tracy Hayes: So 

Tracy Hayes: if that transaction coordinator can clear your mind so you can have the more in depth conversation with your customers or go out and have a coffee with them or glass of wine, You know, because they all have stories and I'm sure [01:01:00] you've had many clients pour into you and tell you their life story.

Tracy Hayes: And, um, that's when relationships start. Say, obviously trust you to some point to tell you things outside of the transaction about their life. 

Shanon Voce: Right. Yeah. And I think that's why for me, I like doing referral based. because well one safety like that's really where it started for me is um, I didn't want to, you know, be opening houses for people I didn't know, but more so as I, You know, I've said it a couple times, I enjoy people, I enjoy hearing people's stories.

Shanon Voce: I enjoy, you know, just seeing people's different personalities and what they're alike and, um, and wanting. And I, I get very excited when we get to achieve their goal of either selling their home, buying a home, um, you know, I, I love that piece of it too. I really do. Because it means they're moving on to their next chapter that they've been excited about, and that makes me excited.

Shanon Voce: Yeah. And so I I enjoy that part of it very much. So 

Tracy Hayes: all right So with [01:02:00] so with angie probably met more frequently at front at first Uh, you know talk however you guys once a week you were doing once a week initially still do once a week We still do once 

Shanon Voce: a week. Um, yep, we have our time we talk every week and um for an hour And, uh, you know, we just go through all of the things that we're doing, what's working, what's not working, again, what could I be doing better, what am I, what are my successes, and, um, we really look at those type of things.

Shanon Voce: Um, you know, and she holds me accountable for some of the administration things that are on me that, you know, Like I was very honest. I don't love to sit, you know, but when I know I got a report back to her next week that I, you know, inputted 35 whatever's in the spreadsheet, 

Tracy Hayes: you 

Shanon Voce: know, I, um, I do it, I get it done, you know, so I, cause I don't want to tell her I didn't do it.

Tracy Hayes: Um, for someone who's out there, you know, I know, I know, Angie, she, when she got in the business, she got a coach right away because she came from corporate [01:03:00] America where she, she had a coach. So she knew she got in real estate. First thing she did was hire a coach, uh, which, uh, you know, helped her learning curve and move much, much quicker along someone out there thinking about.

Tracy Hayes: Obviously there's a, there's an investment involved. Um, there's one on one coaching, which what you're doing with Angie and there's some, there's some group coaching. What do you, the one on one, um, obviously you see benefit in it. You, you've received benefit from it. You, you feel you've moved your, your game.

Tracy Hayes: And obviously for your husband, the lover never met her. Um, you know, obviously he sees. happier, I guess is probably one of his biggest reasons. It 

Shanon Voce: is, it is. Um, but I will go back to say, I do think, um, I I'm grateful for Angie and I'll probably always have Angie, but I also think if you have the right broker, you can do, yeah, you could get some of that coaching from a broker.

Shanon Voce: If you had [01:04:00] an actual Broker that wasn't too consumed with hundreds of agents, 

Tracy Hayes: right? I know I can agree with this There's definitely I can think of some brokers off the top of my head right now that I there are very involved. They they are constantly trying to stay out in front of their uh agents So they're consistently adding value and one of the value would be coaching or mentoring 

Shanon Voce: And I that's just you know, and that's how I see as my team grows That's the kind of broker.

Shanon Voce: I see myself being I would be able to give them Um, coaching based on what I get from Angie, 

Tracy Hayes: you know, so I would 

Shanon Voce: be able to, you know, give them that. And I think an agent should get that. 

Tracy Hayes: Did we leave any, any, any other aha moments with Angie? something that you came across in your business that she reflected on and you're like, Oh my God, I can't believe I'm doing that.

Tracy Hayes: Or, I need to be doing something slightly different. 

Shanon Voce: You know, the biggest, the biggest thing I [01:05:00] gotta say is just nurturing your relationships. And, you know, you know more people than you think. I think, um, sometimes that, that was an aha moment when she said, you know, I want you to write down everybody you know.

Shanon Voce: And, um, You're like, okay, well that's not going to take long. Oh yeah, I know this person. Oh yeah, I know that person. I think that was kind of an aha moment. Um, uh, you know, it's just really putting it's stuff, you know, but when it's put in front of you, yes, it's like, oh, you know, the picture is completed for you.

Tracy Hayes: It's not rocket science. It's someone coming in from the side and saying, um, yeah, you, You need to adjust the shot a little bit. You're, you're leaning to the left, you're leaning to the right, whatever it is. Your feet are not, you know, correct, or just giving an athletic analogy there, but that's why they have coaches.

Tracy Hayes: I mean, and, and, uh, you can go back to the, to the, to the greatest that have, uh, out there. Uh, yeah. You know, yeah, it was great to Tom Brady. He [01:06:00] made a lot of money, but he also had three or four coaches. He had a nutrition, you know, he had, you know, he had his own coaches at practice, let alone the quarterback coach for the team there in the head coach.

Tracy Hayes: He also had His own people looking at what he was doing, how he could perform, how he can move better, how he can do his game. And, uh, I think, yeah, having that, having that coach, uh, and especially someone like Angie, I've heard so many great stories from everyone that's worked with her. And obviously the fact that you've been with her for four years, you didn't feel that you outgrew her or she took you to a level like, Oh, Hey, I'm not really moving anymore.

Tracy Hayes: Let me go do this on my own or find another coach.

Shanon Voce: Without over pushing to because sometimes from what I've heard, like with other coaching, it's all about the numbers and it's all about doing more, more, more, more. And again, I can't say enough about what I like that. She looks at you as an individual and find out what's important to you [01:07:00] because some people might come into this thinking they want to sell 300 homes in a year.

Shanon Voce: But they might be miserable doing that if they really look at their core values and what they're trying to achieve. Um, you know, and she's able to kind of assess that. She might say to you, okay, you want to sell, do you, so how much time are you wanting to put 

Tracy Hayes: in? 

Shanon Voce: You know what I mean? So, you know, and she helps you really look at that balance to make sure that you're not frustrated with yourself, right?

Shanon Voce: You're setting yourself up to achieve what is obtainable for what your life goals are. And that's what was really important. To me because I had never thought about it in that in that way 

Tracy Hayes: Angie stays She's like that great broker. We were talking about that stays out in front. Yeah of what's going on So she's keeping herself abreast of what's going on in the industry.

Tracy Hayes: Well, you know in in in you know, she interacts with with great people and I think it's a testament that you have said where sometimes these group coachings and so forth It is all about you know [01:08:00] numbers, their numbers, 

Tracy Hayes: right? 

Tracy Hayes: You know, okay, well, so you're only spending 50 a week. Okay. I need to have 20 people in that classroom.

Tracy Hayes: You know that that's how they're thinking, 

Speaker 4: right? 

Tracy Hayes: And I think the testament is that she's grown with you to a point where you've had her for four years now and she's constantly still moving the needle for you. 

Shanon Voce: And I've always, um, you know, my goals are, you know, I have different types of goals, but I've always progressed.

Shanon Voce: You know what I mean? Then that four years that I've been with her, well, 

Tracy Hayes: markets change, right? 

Shanon Voce: So life changes. So I've always. I've always obtained my goals that we've set for the following year, 

Tracy Hayes: right? So she's maybe she said they weren't high enough 

Speaker 4: That's why we set them higher but yes, 

Tracy Hayes: um, so anyone Listening right now if you are looking for a great coach You can look up angie bell or give shannon a call And if there's something I didn't ask her here today that you want to know personally Um how a coach changed your life Your business, um, move the needle for you.

Tracy Hayes: And like you said, you [01:09:00] know, I think the great Testament is the fact your husband's like angie's the great because obviously he's seen a difference in you You probably are bringing more money in in too that makes everything happy, but you're happier And and uh, 

Shanon Voce: well because he was that person right? He was that person that you let right and and then I didn't like the advice he gave 

Tracy Hayes: You guys never do 

Speaker 4: So it was like I I think he was like then why are you asking me and I was like because I have nobody else to ask I saw this great, uh 

Tracy Hayes: meme on um Real on social media and the wife was asking it was actually about her nails And he has a do you want the husband answer or do you want the real answer?

Tracy Hayes: Yeah, and she's like Yeah Give me the husband answer. Yeah, we all want to fix things. 

Shanon Voce: And that's what, yeah, and that's exactly, um, so it really, he knew I was struggling a little bit with wanting [01:10:00] to like bounce ideas off and, you know, and, and she just was great for that and still is. 

Tracy Hayes: Um, speak of ideas. 

Shanon Voce: Okay.

Tracy Hayes: What are, give me two or three things right now that. the market conditions right now, high interest rates, um, you know, uh, I think people to me are stressed out because they're hearing people speak out of both sides of their mouth when they watch any financial news or the news in general. Um, you know, you're hearing, you know, like that, you just contradicted yourself in the matter of just sentences, you know, stuff coming out for it.

Tracy Hayes: So it's confusing people, which generally then they, you know, They it's hard for the harder for them to make decisions, which I agree a decision helping it What are what are three things you think agents should be doing right now at any level but basically in their daily weekly routines What three things they should be doing right now?

Shanon Voce: I think you should be talking to your database talking to your sphere of influence. I Think that you should [01:11:00] not focus on on interest rates. Um, and the market actually right now, I think what you need to focus on is what is your client slash customers, potential customers goals. Um, if they need to purchase a home, whether the interest rates are high right now or not, should not reflect their decision making.

Shanon Voce: Because here's exactly what you need to do. What I tell everybody interest rates might be high right now, but we're seeing prices drop. As soon as interest rates drop, you're going to see prices rise, right? So sometimes, you know, 

Shanon Voce: you 

Shanon Voce: see a crash like we saw in 2006, but ultimately that's typically how it works.

Shanon Voce: So you're going to be, you're going to pay for it one way or the other. You're even, They're going to pay for it in the price of the house, or you're going to pay for it in the interest rate. The nice thing that I can say about the interest rate is you can change that eventually, right? Like when it drops back down, you can refinance and do different things.

Shanon Voce: So one could sell that that it is better time to buy when [01:12:00] prices are a little bit lower and interest rates are a little bit higher. But at the end of the day, it all works out. Um, I really believe that. And if somebody is home or buy a home as long as we're transparent, honest, looking at market value and looking at what is really happening.

Shanon Voce: Those transactions Can absolutely keep happening. People need a place to live. It is still, in my opinion, for the most part, unless you're, you know, in a place for a short period of time, better to invest in real estate than to pay off somebody else's mortgage. You know, that's always going to be an advice.

Shanon Voce: I would give any younger person to start to build wealth is to invest in real estate. Um, and even if it's not something you see immediately, you will see it over time. Um, and I think, you know, just keep focusing on the positive would be the third thing. And don't let fear or [01:13:00] noise, the noise, you know, distract you from doing what you know, what you're supposed to do.

Shanon Voce: Right. And that's getting back to the basics, talking to your database, educating them, um, on what's happening and the way you choose to explain that to them can be a positive or negative. Right. And I just, I just choose to stay positive throughout. I mean, it's been 12 years that I've been doing this. And, um, you know, I wasn't quite in the, Crash of it.

Shanon Voce: I sold a house in the crash, though. So, um, so lost money there, but I've gained a lot more money through my real estate transactions than I've ever lost. 

Tracy Hayes: How do you, um, you mentioned, you know, um, Reaching out to your sphere, your circle of influence. Staying top of mind is the term I like to use. How do you, how do you, how does Shannon do that?

Shanon Voce: So I do my weekly phone calls, you know, I, I, I and I really try to do, if not phone, text does seem to work better. I think as, Angie doesn't love that, to [01:14:00] hear that, but you get a better response. Um, and also, um, I think, um, so I do weekly, or I'm sorry, monthly newsletters. I do lots of social media. Um, I, my social media is done with, um, About my business, but it's also personal, you know, and I'm very happy to have my personal page All my clients be on them because I really when you work with me Shannon Bose you you work you know, I'm the same person sitting in front of you that I am when I'm on a boat on the weekends or you know, So I don't a different person than I am at home, so I'm happy to have people on my, um, you know, my personal page.

Shanon Voce: In fact, that's where I do more of my, I'm better at that than my business page, but, um, social media. And then, um, like I said, I do, um, mailers. I do monthly newsletters. I do quarterly emails and, you know, 

Tracy Hayes: well, we were talking earlier. [01:15:00] Um, You said the coaching that Angie brought to light that you know more people than you think you do.

Tracy Hayes: Right, 

Speaker 4: yeah. 

Tracy Hayes: Do you put those people on your, even though they're not, they haven't been a customer? Yes, absolutely. Because they might be a referral, 

Tracy Hayes: might be a customer 

Tracy Hayes: later on when they're ready to buy or sell, because they're not right now, but they might be eventually. 

Tracy Hayes: I do. 

Tracy Hayes: Um, because would you agree?

Tracy Hayes: Because if you don't reach out to, if you don't go, you don't add those people who are, you know, in your circle that you know, you've got their email, whatever. So you can be sending them that newsletter that all of a sudden when that person does three years from now and wants to buy or sell a home, if you're not staying in front of them, somebody else probably is.

Shanon Voce: Absolutely. Um, and you know, and the thing is, I, I go back to, I love helping people. I know you know what I mean? It's fun. It's I mean, you know, um, and I don't understand why You wouldn't want to remind that person that hey when you You know need a real realtor. It's me. You know, I mean, that's just [01:16:00] I don't know why you wouldn't want to do that.

Shanon Voce: Well 

Tracy Hayes: It's um something i've heard numerous times and there was like You if someone if someone you know is doing a real estate transaction You Wouldn't you want them to be doing it with the best person and if you don't think you're the best person at that, you know, Why are you doing it? You could give them the best service provided.

Tracy Hayes: Why why are you doing what you're doing, right? So it 

Shanon Voce: is a mindset, right? I think people feel like they are bothering somebody or oh my gosh and, you know, you might have those one or two I mean that opt out or you know, and that's okay, you know, that just wasn't for that person. But that doesn't mean that the other 10 people that you sent it to you know Aren't thankful for it and don't like it so you they may 

Tracy Hayes: delete you a hundred times, right?

Tracy Hayes: But all of a sudden the hundred and first time it's like hey, I need to do a real estate transaction Now i'm going to open the newsletter, 

Speaker 4: right? 

Tracy Hayes: Um, I always go back to I can't [01:17:00] remember was one of the ryan serhant's original two books I think it was uh selling like serhant. I think it was in the original one And he talks about sending a postcard to to a guy for, I forget how many years, uh, he did three or four years, whatever it was, he sent a postcard, uh, to this guy, like, Hey, remind you because he looked at a place with him, but he didn't buy.

Tracy Hayes: And then all of a sudden out of the blue. Guy calls and ends up buying a $17 million. Oh, wow. You know, place. Yeah. You know, so when he equated the commission to the number of postcards he sent out 

Tracy Hayes: Mm-Hmm. 

Tracy Hayes: and realized like, I mean, you know, obviously Yeah. You know, they commission 17 million. Yeah. You, you have to really, everyone's not ready to move at that point.

Tracy Hayes: Mm-Hmm. . And they may not read your newsletter every time. 'cause they're just, they just not, they're busy. I don't 

Shanon Voce: read, you know. People's that I loves newsletter every time and I love them, but you 

Tracy Hayes: don't, you don't, you don't, uh, unsubscribe. You just delete it or whatever. You just move on. You just not, don't feel like taking the time to read it right now, but when you are, it's because you're ready to actually do something.

Shanon Voce: Yeah. [01:18:00] And you know, one of the things, and sometimes I struggle with self doubt. I mean, With things like this, but then I remind myself You know, you're gonna put stuff out there and not everybody's gonna like it, but that's okay You just need one person to care about it, right? Like that's you just need one person to walk in an open house.

Shanon Voce: You just need so if you get so focused on what? Write the story what everybody's thinking Do you know what I mean? Then you can really, you know, pull yourself down So I I've really mindset, you know, even on social media. Um, you know, I, I just got the five star professional award and my first Um, and then I was about to post it was like, oh gosh, are people going to be like, oh, and then I thought that's silly.

Shanon Voce: Why not? You know what I mean? I'm excited. Why can't I share that with people? And if, you know, if there is somebody out there that doesn't like it, they'll just scroll past it or, you know, um, but there [01:19:00] was a lot of people that did like it, you know? And so I think you just have to stay the positive and, and if you're going to write the story, write it in a good way.

Shanon Voce: I like that. It does not get so bad. bogged down with what other people think, right? You just do you. And, um, you know, a quick story, um, during COVID, um, especially that first, like four weeks or whatever, we weren't supposed to, we didn't go anywhere. One thing I loved about Angie. and, um, and this will, um, she decided to do a zoom call every morning and she, and she was basically titling this.

Shanon Voce: We're going to run to this. We're not going to run away from this. And I would get on. And if it wasn't for her, you know, I felt like she kept me sane through that. And so I then started with my coaching with her doing videos and I was not very comfortable doing them. If I'm being honest. Okay. Um, but I didn't know how else I couldn't go out and talk to people and I needed to talk to [01:20:00] people, right?

Shanon Voce: Because I'm a social person and so I was doing videos um and uploading them once a week just on different topics because people wanted to know what was going on with real estate right at that moment like how is this and so I was like doing different topics and um And posting them weekly. And, you know, I think into my fourth week, I got a friend of mine from junior high, um, contacted me and said, Hey, I've been watching your videos.

Shanon Voce: You know, I, I, I need to buy a house, you know, I think we're in a position to do this, blah, blah, blah. 

Shanon Voce: And 

Shanon Voce: anyway, ended up selling them a house and I almost didn't post them because I thought people are going to be like, Oh my gosh, here she is rambling. What is she saying? You know, But there are some people that are listening.

Shanon Voce: Some people probably didn't. Some people may have thought that. I don't know. Um, but he, you know, it spoke to him and it was worth every bit of me doing it because we got him and his beautiful wife, a great house. And it was fun. And it was my friend from junior high who I hadn't seen in 20 years. 

Tracy Hayes: That's [01:21:00] that is an awesome story.

Tracy Hayes: And I think we, um, anyone in, in whatever walk of lighting business they're involved in, the things that we do every day, um, you know, which I think, you know, going to the, the NAR set them, I think for a long, what happened is agents got complacent, NAR got complacent and all those things that are below the waterline.

Tracy Hayes: You know that people don't see you guys doing they or even loan officers They don't see a lot of things that we're doing on the backside because we don't want to talk about how we're trying to figure Out how to get your loan approved because you have all these boo boos, 

Tracy Hayes: right? 

Tracy Hayes: You know, um, but all those things below the waterline that if you're regularly doing videos and talking about even it's stuff that you're like Man, everyone should know this but no everyone doesn't know this.

Tracy Hayes: This is what you do is why you feel that way and That's 

Shanon Voce: hard putting yourself out there for a lot of people. Um, you know, and I think, um, I, you know, I, like I said, sometimes I struggle with that if I'm being honest with you, you know, like I get the, [01:22:00] you know, energy and I can do this and then something might happen that puts a little bit of self out there.

Shanon Voce: Doubt in my mind and you know, you just have to change that and angie's very good at helping with that as well But you kind of have to change that and say you know what? Um, so what you got that one comment or you know what? I mean this person didn't seem like they liked it But look at the people that did and you just have to just keep pushing forward and doing what feels right to you To you and doing those videos at that time Really felt right and helped me get through.

Shanon Voce: Well, 

Tracy Hayes: not everyone needs to be a cheerleader, 

Shanon Voce: right? 

Tracy Hayes: Um If they're, if they're watching your videos, they're watching them, 

Tracy Hayes: right? 

Tracy Hayes: Whether they liked them or not, they're still watching 

Tracy Hayes: them. And 

Tracy Hayes: I, you know, I think, you know, uh, you know, I'm going to, Trump is a perfect person that there's a lot of people, but they still watch Howard Stern, more people that didn't like what he was saying, but still kept listening 

Shanon Voce: and knew who he was.

Shanon Voce: Yeah, exactly. And, 

Tracy Hayes: uh, and, and when it came down to. [01:23:00] Even that person who's kind of in the gray area. They're not like a But they're wat they're still watching your video when it's time to do a real estate transaction Who do they think of or their friend comes to the barbecue says i'm looking to buy a home.

Tracy Hayes: Oh Shannon because they're still watching your videos some reason, you know, they may again they may not I'm gonna be putting a comment or maybe something you said because there's people we all have bad days, 

Tracy Hayes: right? We have 

Tracy Hayes: something's going on in her life. And sometimes we say stuff just to vent off something that's really happening over here That's not right.

Shanon Voce: Yeah, so you just have to remember all of that and just you know And just keep trying putting yourself out there, but I think you can't not do anything. I think that if you're not doing anything, then, and, and you're way too scared to do it, then real estate might not be for you or, you know, anything that has to do with that type of business.

Shanon Voce: But you have to just kind of overcome that and change your mindset and know that to your point, if you know you have such a service to help somebody, why would [01:24:00] you not want to? Tell that to everybody. Right. Anybody that'll listen, look, I can help you and I'm the right person. 

Tracy Hayes: We know if we even surveyed real estate agents, how many, how many are really good, uh, you know, real estate agents.

Tracy Hayes: There's only a small percentage 

Tracy Hayes: that 

Tracy Hayes: actually have license that would be considered high quality real estate agents. So there's, like you said, there's plenty of transactions going on. And NAR settlement is going to weed out some of these people that aren't doing business correctly. So. Why would you not want them doing business with you because you know, you're one of the few you're one of this elite group You know a few good real estate agents that are really giving high quality service that everyone should be going after and looking for 

Shanon Voce: Right, and that's why I think the realtors with this in our settlement That aren't scared of the buyer agreement are gonna do fine Like I mean, I you know, I don't know that I ever had somebody sign them You All the time, but I've never been nervous ever about [01:25:00] working with a buyer that didn't see my value, right?

Shanon Voce: Well, that's 

Tracy Hayes: the confidence that you have in yourself. Cause I think it really, that all comes down to is having the confidence saying I'm a bad ass and I know the service I'm going to give you. Hopefully you're an easy customer because I've dealt with a lot of, you haven't been in the business long enough.

Tracy Hayes: So, um, Shannon, anything you'd like to add and we conclude here? 

Shanon Voce: Um, no, just. It was great being here. This was a lot of fun. It was my first podcast, so, um, but I really, um, I really enjoyed it. And if anybody ever has any questions out there listening, please feel free to call me Shannon Vose, Anchor Realty Jax.

Shanon Voce: Anytime you want, I'd love to hear from you or help you. 

Tracy Hayes: Well, all your contact information will be in the show notes as well. If you're listening, uh, on the podcast world, please leave a review. Um, I don't ask enough for that, but if you could, uh, those listening, uh, you know, leave a five star review and some comments would appreciate it.

Tracy Hayes: Thanks for coming on. Thank you. Thank you.