Taylor Johnson: Real Estate Is What I LOVE To Do

REE#211_Taylor Johnson: Real Estate Is What I LOVE To Do
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Tracy Hayes: [00:00:00] Hey, welcome back to the real estate excellence podcast. Today's guest is another sub 30 year old agent who is simply killing it. This Flagler college grad is coming up on her four year anniversary in real estate. She was recently recognized by the Jacksonville business journal as one of the top real estate agents in Northeast Florida and 2023 Berkshire Hathaway home services, Florida network reality, uh, recognize her.

Tracy Hayes: Into leading edge society. We'll find out what that's all about She'll be a force in st. Augustine real estate and decades to come. Let's welcome this third generation real estate agent Miss taylor johnson to the show. 

Taylor Johnson: Thank you. 

Tracy Hayes: Welcome Uh came halfway across the world. Uh in the last well last two days really, right?

Taylor Johnson: Just 

Tracy Hayes: yesterday Yeah, uh traveling back she was over in portugal and morocco and had some um, Some flight challenges. Um, I don't know When you texted me yesterday and you said you were uh, you've been up for the last 40 hours I was feeling [00:01:00] your pain because by that time you're like getting a headache and you're like Yeah, starting 

Taylor Johnson: to feel a little funky.

Tracy Hayes: Uh, and then, and then to have, you know, you said you were with a girlfriend, so you guys split up. She went, Ted, take her flights. So you're by yourself for all that time sitting in this airport. Like, I mean, and I can imagine as, as a guy, but as a woman, you know, you'd like to go find a corner. Maybe you can lay your head against the wall for a little bit, but you know, you gotta watch yourself.

Taylor Johnson: You do yeah, you do and really the the thing that was on my mind the most was the closing that I had scheduled Yesterday, you know, I was just working against the clock to try to figure out how i'm gonna get back in time To be able to and you 

Tracy Hayes: went right to the closing from the airport Is that so and you made it on time from from over 40 hours of travel Across one pond, uh, the atlantic ocean.

Tracy Hayes: So, um, well, we're glad you're back here safe Really want to get dig into you What it [00:02:00] always it was always amazed me since doing the show and your episode like two thousand two thousand two hundred and eleven is the amount of sub 30 year old Really the agents that are killing it just whatever it is And I want to dig in to your four years and what you've been doing and hopefully the listeners want to get Some inspiration from you maybe some tips things that you didn't I'm sure you your girlfriends ask you all the time You You know, should I be a real estate agent?

Tracy Hayes: Um, I had demi judd on the last week and uh, she loved that question You know holding her phone. I have a nice reel on if you want to go on the instagram where demi's explaining to her girlfriends about Being a real estate agent what it takes um and the lifestyle Of that, uh, you have to endure behind the scenes, right?

Tracy Hayes: Yeah that the hgtv does not actually show you Yeah, or bravo or those other channels? So, um You're not from St. Augustine though. 

Taylor Johnson: No, not originally. Tell 

Tracy Hayes: us where you're from. 

Taylor Johnson: So, I [00:03:00] am from a small town in Minnesota. Orono, Minnesota. Grew up there my whole life, that's where my entire family is. Um, but, you know, I was lucky enough to travel quite a bit growing up with my family and I always knew the second I could.

Taylor Johnson: I wanted to live by the beach So when I was making plans for college for me it was uh, you know It was a three mile radius from campus to beach and that was Flagler college university of san diego hawaii pacific. It was a very small pool and 

Tracy Hayes: That was your search mechanism miles to the beach 

Taylor Johnson: It really was and uh I visited St.

Taylor Johnson: Augustine and it was First night I, I just knew that's, that's where I wanted to be, was Flagler college in St. Augustine. There was no question about it. Wow. [00:04:00] I committed 

Tracy Hayes: where had you had traveled before that? Like got you attached to the beach. What beach was it that you, like I said, you travel. Someone in Minnesota.

Tracy Hayes: Thanks grew up there and never had been to the beach, wouldn't obviously have a desire for the beach. Where, where was it that actually got you? 

Taylor Johnson: It was actually Costa Rica. My, my family went there several years in a row and I just fell in love with that beach life, the simplicity of it, the slowness of it and the happiness of it.

Taylor Johnson: And, um, you know, we started going to Costa Rica when I was, years old and went every year consecutively for about six years and I was just hooked. 

Tracy Hayes: Yeah. Yeah. Um, the, you know, I think, you know, you talk about St. Augustine, the, the, The locals, the local color that's there. I mean, we know our tourists come in and out.

Tracy Hayes: It's, it's, that's how they drive. Which many coastal towns, that's [00:05:00] what the, you know, the tourist, the beach is the sale. You know, whether they're coming in to spend their money in the restaurants and, and things like that. But when you really, uh, Flagler's so different. Downtown Saint Augustine. Tell us about you in just your years.

Tracy Hayes: I mean, you probably just, you know, the first day you were already sold, but I imagine the more you stay there, the more you start going into the little shops and started meeting the local people. You got a little more attached. 

Taylor Johnson: I did. I I fell in love with St. Augustine every day that I was going to school there.

Taylor Johnson: I mean, I just remember walking to class and just being amazed that that was the campus and that was the city that I got to live in. And that feeling never went away. Over four years and it was a it's a small private school, you know when I went there it was about 2, 500 kids So very intimate and the class sizes were small.

Taylor Johnson: So I really got to know my professors on a Personal level it was It's [00:06:00] easy to connect with more than just the campus, but the community here in St. Augustine. And that's what made the transformation of making just Flagler College and where I'm studying for school to actually making St. Augustine start to feel like my home, right?

Taylor Johnson: Those connections throughout the community. 

Tracy Hayes: Did you stay in the, in the, To college housing, you just rent an apartment. Yeah, you did. 

Taylor Johnson: First year. Yeah. Stayed at Ponce de Leon, you know, the famous old hotel. It was so beautiful. They've got to be some of the, you know, best college dorms in the United States.

Taylor Johnson: We were spoiled rotten. 

Tracy Hayes: Right. 

Taylor Johnson: And then, uh, my, my, Sophomore year I moved off of campus actually, um, my parents bought a house on villano beach for me and my roommates Uh, and they owned it for about two months until hurricane irma hit. 

Tracy Hayes: Oh 

Taylor Johnson: So [00:07:00] that was my first experience here with hurricanes and the house was Flooded Right.

Taylor Johnson: And it was two and a half feet of flooding and, you know, went through that experience firsthand. I was the only one down in Florida, and little did I know that would really give me a lot of empathy for my, my real estate career. Right. Growing up, you know, now I'm grateful. 

Tracy Hayes: Well, I, I imagine, you know, it's something I don't think I've ever really drilled down to, but I mean, we get a lot of these people from.

Tracy Hayes: Midwest, Northeast or whatever come down and between alligators and hurricanes. That's their two fears of Florida, right? Um, what are, what are some of the things that you express? What are you just, you know, for the agents that are out there listening, what are some of the things that you've been asked and you know, uh, concerns that people have, especially cause you do have sold some beach front property.

Tracy Hayes: Yeah. 

Taylor Johnson: My the way I handle the flood risk is I really just think it's a person to person situation You know, I work with some investors [00:08:00] that Could care less about the flooding. They're like, Taylor, that's why we get flood insurance. We don't care. You know, if the numbers work, the numbers work. Then I have other people that if the property is even in a flood zone at all, they want absolutely nothing to do with it.

Taylor Johnson: So I always present the facts, you know, what is the flood zone? What's the elevation? If we have an elevation certificate, If there's been any past water intrusion and present the facts and let my customers make the decision of based on their comfort level because everybody is different. Me personally, after experiencing it, I I would not buy a property that has flooded in the past.

Taylor Johnson: I'm okay with a flood zone But if it's already flooded Me personally 

Tracy Hayes: Well, what's interesting? Um, I had cindy hayden on actually had her on a couple times one I did a show about her like like we're doing with you today and then another show because she's been on nars uh [00:09:00] insurance She was the chair in 23 um in running for secretary for florida realtors, so you vote for cindy, but um You She said one of the things they, they, uh, don't or didn't account for.

Tracy Hayes: was, uh, rainfall. And obviously recently in south florida, you know, last month there was a lot of rain and a lot of flooding. And you know, that's not counted as a flood zone. And a lot of those houses that were flooded were not even in a flood zone. Um, and I think the greatest advice was by one of the staff at ST john's.

Tracy Hayes: I was at the board years ago and I said, if you live in florida, you gotta, you should have some form of flood insurance. Yeah. 

Taylor Johnson: Especially, I mean, like, I own two properties that are not in a flood zone. They've never flooded. But I'm still opting in for my flood insurance, even though it's not required.

Taylor Johnson: Because, at the end of the day, it, it's pretty minimal for, for me. The what if yeah, you know, 

Tracy Hayes: yeah Yeah, even if you paid in it for 10 years that [00:10:00] one claim would easily eat up what you paid in front Because you're not in the flood zone. So, you know your policies not as much but what have you seen? Uh here in really the last, you know, 24 months as far as uh, you know, when you're Buyers are looking at these properties and going to buy a property and then getting an insurance quote.

Tracy Hayes: Have you seen some that have knocked them off their chair? 

Taylor Johnson: Absolutely. Yeah. In particular, in the last six months, I've seen it affect more deals than I have in my four years here. Um, you know, it's, it's, It's just increasing increasing and it's throwing off people's numbers of what they can afford, you know It's no longer Just looking at your pni and your down payment You need to be looking at your insurance at the beginning of this process because I mean I just had a deal a couple weeks ago On Volano Beach, and, uh, the inspector couldn't find hurricane clips.[00:11:00] 

Taylor Johnson: So it took what should have been 8, 000 a year for insurance to 12, 000 a year. And the buyers almost backed out. Uh, luckily, I, you know, I just hired someone to come out. We took the soffits off the roof. We were able to expose some of those hurricane clips and prove to insurance that, in fact, they are there, saved the deal a more, you know, Reasonable insurance amount but it is a huge factor right now and it has to be done in the beginning in my opinion Yeah, 

Tracy Hayes: no, no debt.

Tracy Hayes: Well from the lending side I mean it could especially for a marginal buyer it can knock them out of being qualified for that home And you're you're you know, it wasn't three years ago You know, uh, we they say it, you know, everyone was asked to say what would a payment look like? They you know before we even have an insurance quote You Uh, you know, we might look up to be able to look at the taxes because those were online.

Tracy Hayes: But we're like, yeah, you know, we just put a number in there, but now you really yeah, you need [00:12:00] to get that number make the offer Get and then call on the insurance agent as you're calling the home inspector. Yeah um, because I think the the other thing is too you may you want home inspectors that are doing the four point and doing the wind mitigation because the insurance companies need that for every little inch they can give you on the savings.

Tracy Hayes: Um, but yeah, I can imagine that 12, 000 that house was obviously was that on the beach or a block from the beach or 

Taylor Johnson: a couple blocks from two blocks from the beach, close walking distance right between the intercoastal And they get Atlantic Ocean, you know, so 

Tracy Hayes: I saw just this, um, someone put a reel up and the guy was saying something about oh Don't spend money on replacing your roof or your hot water heater or just spending any money on the house Uh per se before listing it, you know, and I was and I I replied back to him.

Tracy Hayes: I said well Yeah, that sounds great. But if you know your house your roof is 20 [00:13:00] years old They ain't getting insurance. If you know your hot water heater is 15 years old, you ain't getting insurance. So, as a seller, I would think, and I'll just get your opinion on this, I would think I would want to replace those things, knowing of their age being beyond the limits, the high limits.

Tracy Hayes: Because that just gives the seller, or the buyer, a reason to get out of the transaction when they go and get insurance quotes. Whether or not you're willing to replace it or not, so they get the insurance quote, they may be out and don't even want to talk to you again. Versus if you had the roof replaced, you had the hot water heater, or you're willing to put the roof in escrow, whatever, you know, and they can get it, you know, new roof as soon as the house closed, whatever the situation is, you know, you want that up front.

Tracy Hayes: Would you agree so that the buyers aren't 

Taylor Johnson: I 100 percent agree with that in particular in this market that we're in, you know, in COVID. No, you, you didn't have to get a new roof or update the hot [00:14:00] water heater, but now there's a lot less cash. On hand by people and the inventory is way up and the transaction count is down So you need to appeal to as many buyers as possible.

Taylor Johnson: And if your roof is 15 years old 17 years old you are already telling people that want to finance with a loan that they can't buy your house, right? so Now more than ever In my experience in real estate in florida i'm advising my sellers do those things up front Even more so i've i've done a lot of pre inspections pre listing inspections where we get i'm a pre listing 

Tracy Hayes: inspection fan I think that's the thing everyone should do.

Tracy Hayes: I 

Taylor Johnson: think it's so smart So smart you do it up front, you know exactly what to expect You can choose what to fix all of it. None of it and you can disclose these items. Nobody's blindsided I just I think it makes a lot of sense. It's money well spent. 

Tracy Hayes: Well, [00:15:00] we saw over the, you know, in the four years you've been an agent, we have seen some of these people, uh, now the inventory's grown over the last, I don't know, six months or so, it started to go up, uh, if it's been that long, but prior to that with inventory so minimized, people were, were settling on homes, and, while under contract, they might've been two weeks in there.

Tracy Hayes: And if you give them a reason because of the inspection report, you know, there wasn't a light fixture. Oh, I don't like that. I'm out because a lot of times in those two weeks they found another home that they really did like. 

Taylor Johnson: Right. 

Tracy Hayes: And so then when they found a reason to get out of the contract, they are in that was their ticket out.

Taylor Johnson: And now, I mean, in May, just a month ago, inventory was up 60%. From last May and the transaction count is down 10% From last may so that just shows there's so much more competition out there You know two years ago The inventory was so low that like you [00:16:00] said buyers were settling because there wasn't a lot available Well now there's a lot more available and there's a lot less people buying so if you want to sell your house You better start checking off the boxes for those.

Taylor Johnson: Are you 

Tracy Hayes: finding the buyers you've been working with say in the last 90 120 days? Or even long really probably the last year. They really want more of a turnkey They don't really don't want a fixer upper fixer uppers are you know? There's people that want fixer uppers and there is a lot of money around investors around here that if they see a Any sort of upswing that they can make money 20 grand they're they're in there fixing that house up and reselling it and making that 20 grand But for the the home buyers the end consumer they really want Pretty much turn to walk in they don't want to have to do the 

Taylor Johnson: absolutely people and like you said two Totally different buyers, right?

Taylor Johnson: Like I have my investors on one hand They want there to be work needed, right? That's what they're looking for. They're looking for the work and [00:17:00] trying to get a good deal because of it. Then you have your average and consumer, consumer home buyer who doesn't have the extra cash on hand that we saw two, three years ago when the market was crazy because everything is getting more expensive.

Taylor Johnson: Insurance, property taxes went up, so their cash on hand is going down and now when they see a renovation, they don't see an opportunity They see a fear of being able to come up with the additional cash that's going to be needed for a renovation. So turnkey for the average consumer right now is what's selling and is what's moving quickly.

Taylor Johnson: You know, I think people are still willing to overpay right now for something that is turnkey and completely renovated and all the big things are done. Um, And underpaying for things that, that need work. My listings right now, I have nine of them. [00:18:00] The ones that are moving quickly are the ones that are turnkey and ready to roll.

Taylor Johnson: The ones that need big cosmetic updates are the ones that are sitting a little bit longer. 

Tracy Hayes: What do you, now when you put those out in the MLS, you know, all the lender, we all have renovation loans and so forth. But, um, you know, the upper echelons of these lenders and banks, they feel that product is underutilized.

Tracy Hayes: Why do you think that might be? 

Taylor Johnson: Underutilized. Yeah, 

Tracy Hayes: like, I mean, cause you can buy a house with a renovation loan. Um, you know, like I said that even if it's, um, uh, cause I'm sure even if it's a house, it just needs upgrades. You know, it was built 20 years ago, 30 years ago, whatever, or occasionally I'm sure in St.

Tracy Hayes: Augustine, you run across these houses are built in the seventies with the green countertops and all that good stuff. Um, and doing a renovation loan. You know to upgrade those things, um, you know, uh, there's energy efficient Renovation [00:19:00] loans all these there's several Not several there's many different products anyone can use and they can buy a house with it You know, hey if we do these renovations the house will be worth that much more Um, you know assuming they don't have cash and they can borrow against what that house is Subject to those renovations would be based off that value, but We're 

Taylor Johnson: not seeing a lot yeah, yeah

Taylor Johnson: to do with that. Yeah, on a renovation loan, you're going to be going to pay a little bit more, a little bit more. And, and consumers are already, uh, a little bit concerned about where the rates are right now. So to have an extra percent or one and a quarter percent for the renovation loan is definitely a factor in that.

Taylor Johnson: And from, from the listing side, I think that Feels like a bigger risk from a seller's perspective Even though it might not be I mean [00:20:00] I know a lot of my contractors love the renovation loans because they know they're always gonna get paid. 

Tracy Hayes: Yeah Yeah, well, is it you think some of the challenge like it sounds like you have you know being in st Augustine imagine selling some of these older homes you need to have Reliable contractors on your speed dial.

Tracy Hayes: Um, I don't think the average agent does. Um, and then, you know, because I not only Because maybe they didn't search them out and the reason why they're not searching out because there's not that many And because there's so much new construction going on. A lot of these companies are just you know, sending their guys over there They got you know painting jobs.

Tracy Hayes: They got roofing jobs that are just you know forever because the builders can't build the house is fast enough where the renovation The quality of the contractor you're getting is a little more difficult and then are they gonna show up? 

Taylor Johnson: Right. That's what I was going to say. There are a lot of contractors, just not that many good ones.

Taylor Johnson: But, you know, I've, I feel [00:21:00] really lucky in that sense. I feel I've, I've done some trial and error and now I've got such a solid team of my subcontractors from Plumbers to electricians to my drywall guys and I just finished doing a flip of my own and I needed a team to get it done and We got it done in four months and went really smooth and everybody showed up and that can make all the Difference in the process.

Taylor Johnson: So I feel really lucky. It took some time, but Where I'm sitting now. I've I've got some great contacts, right? 

Tracy Hayes: How has that changed your Real so, you know, we would actually I want to dig in a little bit of the your third generation But you're not from here. So I imagine you're your other generation sold houses in Minnesota

Tracy Hayes: But you've, uh, expanded your, [00:22:00] are, are, do they, are they, um, doing flips and stuff as your dad done that over, over the years? He has. 

Taylor Johnson: Yep. So since I've been little Taylor, just a little girl, I watched firsthand, uh, you know, my family build opportunity and wealth through real estate, through renovations and flips and rentals and buying and selling.

Taylor Johnson: So. You know, as long as I can remember, that's what I've seen in real estate and, um, You know, I, I came here and did it on my own and I've got a little different style than my dad, but a lot of similarities to what's, 

Tracy Hayes: what's the difference in style, explain that to me, because it sounds like it's a subject that the holiday dinners, 

Taylor Johnson: I, you know, we've got a lot of similarities.

Taylor Johnson: I think we're very honest and to the point kind of people. Um, my [00:23:00] dad might be a little harsher. I'm a little softer and more people person and he might be a little more numbers and a little analytical. Yeah, exactly. So, but I think, uh, You know, maybe someday we'll be a team together. Yeah, I think 

Tracy Hayes: well, I mean there's no doubt there and there's some there's teams around st Augustine husband and wife or sometimes but you you do you do need that?

Tracy Hayes: Uh, Uh, you need that person to come in because if you get these engineers from north of grumman, they want that analytical situation, 

Taylor Johnson: right? Yeah And I think too, you know my My dad, I mean, he is, he's my favorite person and he's my inspiration in this business and huge producer. He's in the top 1 percent of our nation and, but the guy, he doesn't care.

Taylor Johnson: You know, like he doesn't dress up. He doesn't pretend to be. That's shocking being up from up north. You get that 

Tracy Hayes: from St. Augustine. [00:24:00] 

Taylor Johnson: I've seen him show up to 7 million. Appointments wearing Crocs and hunting gear and it just works Well, 

Tracy Hayes: he's been doing it a few decades it sounds like so he is so he has a brand

Tracy Hayes: Well, hopefully he's watching Maybe we'll get him on long distance. We'll have to do a long distance. Yeah from that standpoint so I With this experience, you know, seeing dad do it. So it opened your eyes early, uh, to doing it. And this is something I think, um, you know, having a lot of the top agents on some do it, some don't, but what has been your growth in the industry?

Tracy Hayes: I mean, you saw it, so you actually knew it could be done, but actually experiencing yourself, like doing this recent film. And having that experience. And then when you have that client to be able to, to talk or have, [00:25:00] you know, a hands on perspective of, you know, what it takes, or, you know, like I said, doing the rentals, I know maybe you probably get asked all the time, Airbnb at the beach and stuff like that.

Tracy Hayes: The fact that you're, uh, have expanded your thing other than just saying, Hey, I'm just a residential real estate agent and that's all I'm doing. And I've got my own house. You've got rental property. It sounds like you're flipping houses. You're, you're involving yourself in other real estate type transactions.

Tracy Hayes: Yeah. How's that grown your business? 

Taylor Johnson: I think I just understand it on a different level. You know, I'm not standing here on a podium telling you how to do it just from sitting in the sidelines. I'm here doing this right along with you, experiencing this with you firsthand and going through the ups and downs and the stress.

Taylor Johnson: And it just gives me such a leg up and being able to do this myself and work through the hiccups so that I work through all of [00:26:00] that for me and so that my clients don't have to. And I think it's a, a huge advantage to work with somebody that, um, It has an airbnb And is doing renovations because they just understand it.

Taylor Johnson: Yeah firsthand. Yeah, 

Tracy Hayes: uh, because you you There's so many things, you know, but you want to do a flip as you know the first thing my wife and I got married we did a flip and Uh, luckily it was a small one was we were living in little rock arkansas at the time actually So the house I don't know was it was a hud Foreclosure and we took it over, but you know, you know, we exposed some problems.

Tracy Hayes: Luckily we got, um, uh, with some luck, thank God, uh, guide us the right direction. We found a, uh, solutions that were not expensive, but you can expose some of these flips if you're not knowing what, you don't know what you're looking at, or, you know, you're not working with an agent who has this kind of experience, has an eye for the things that you're looking to do.

Tracy Hayes: I mean, you can walk into some [00:27:00] nightmares, money pits. Yeah, 

Taylor Johnson: and it's, it's a very different need for someone that's looking for home and someone that's looking for an investment to make money on, you know, it's two completely different sets of eyeballs and I can be either or, but there are a lot of agents that only like to work with.

Taylor Johnson: The end user and the person that wants to make it home and the and the family and right but to have the set of eyes to see the numbers and to be able to look out for them and You know the benchmark I use is if I had this money right now Would I invest it in this property right and if I wouldn't I don't want my my Customer buying that property either 

Tracy Hayes: right, right um Did you, was your goal when you went to Flagler that you were going to go into real estate, or did you have some other aspiration?

Taylor Johnson: You know, funny enough, because [00:28:00] I watched The real estate lifestyle I almost thought I wanted the opposite, you know, like a corporate nine to five just like a simple Check in Check out go to the beach. Yes Yes, have your weekends off, you know, I thought that seemed really nice but as my college Experience kept progressing progressing and getting closer to graduation um It just, there was nothing else that made sense to me besides real estate.

Taylor Johnson: And, uh, I knew I didn't want to go back to Minnesota. That would have been the easy way of doing it. Going back to Minnesota where my family has a big business. They could hand it over to me and get a good jump start. But I wanted to do it here on my own. And St. Augustine is, is where I align. And I wanted that challenge.

Taylor Johnson: Uh, to be in a, a new state where I [00:29:00] don't know anybody where I'm not from and do it myself. 

Tracy Hayes: Your dad's smiling right now if he's watching, if he's, when he watches that part, he's gonna smile. But, um, but St. Augustine is different. St. Augustine, well, you know, St. Augustine, downtown St. Augustine, you know, 210.

Tracy Hayes: So if you're selling. Northwest St. Johns County, where, yeah, there's pretty much standard single family homes all built in the last 20, 25 years. When you are working downtown St. Augustine, the beaches, it, that's a different animal. 

Taylor Johnson: It is. And I love it. 

Tracy Hayes: Yeah. Um, what is it about, you know, if someone was, uh, thinking about getting into real estate and to understand what's the difference between being someone who is living, selling in, you know, the beaches, St.

Tracy Hayes: Augustine Beach and the old city and, and [00:30:00] in the, uh, that greater area versus northwest? St. John's, what, what, what do you think are things that they need to know? Uh, how, how you're doing real estate and some of the knowledge that obviously you've been accumulating over the last four years. 

Taylor Johnson: I think, and this is just generally speaking, you know, still every transaction is different, but I think in the northwest region of St.

Taylor Johnson: John's County where, like you said, these houses, most of them built in the last 20 years. 

Tracy Hayes: In planned urban developments, communities, HOAs. Exactly. 

Taylor Johnson: You get really used to, The same process almost yes, every customer is different and every house is a little different But your process of how you do things can be The same right every time and you get really good at that a lot of times 

Tracy Hayes: you don't need a survey because you're in the planned urban development and the title company accepts that survey because That's yeah, 

Taylor Johnson: and the zoning is similar and [00:31:00] the timelines are similar and the getting alone isn't You A big deal.

Taylor Johnson: Right. It's common, you know, but you get into downtown St. Augustine or the beaches and some of these houses. I mean, I've sold houses that are a hundred years old. Yeah, when you have a hundred year old house, everything looks different, you know, what type of loans you can get and what you need from that institution.

Taylor Johnson: What things to look out for and what amount of wood rot is normal versus what is not. And if you need a structural engineer to come out there. And, um, and then you get into the beaches where you have flooding risks and different histories with different concerns. And to me, That's fun. I like the reason I love this job is because every day I don't know how it's gonna go Like I don't know what to expect every day is different and I like selling houses that have character I like selling houses [00:32:00] that Are one of a kind and they don't look like the house next door.

Taylor Johnson: That, to me, is fun. It keeps me on my toes. It forces me to be constantly learning. Nothing surprises me anymore. , I've seen, you know, just, have you had any, 

Tracy Hayes: you could be some of those houses being as old, maybe been in families for a hundred years. Some come across some interesting title issues. 

Taylor Johnson: I, I haven't, I've been lucky in that sense.

Taylor Johnson: I haven't had any crazy issues with title. Um, but I have had a really old house, one that I just sold after closing. The the new I represented the buyer they were doing a huge flip huge renovation they were up in the attic and Sent me on one of the trusses There was a carving in there and honoring [00:33:00] The old cellar that had passed away and the ashes 

Tracy Hayes: We're sitting on the 

Taylor Johnson: Yes That's the stuff you see in old houses I mean that was Was it the previous owner 

Tracy Hayes: or maybe an owner that was 

Taylor Johnson: It was the previous one and only, oh, there was only one and you know, that was the first time I had to do it.

Taylor Johnson: That was 

Tracy Hayes: the first time. I thought you were going to say they carved, they carved a treasure map in the, in the wood or something. That, you 

Taylor Johnson: know, that, I could see that happening 

Tracy Hayes: too. It could happen. You never know. Oh man. Um. Let's talk about your choice because I think one of the Greatest challenges, I mean, you know, I know your girlfriends are always asking should they get into real estate and so forth And I think one of the biggest um Missteps someone can take and why 80 percent [00:34:00] of agents Uh, one of the reasons why 80 percent of the agents never renew two years and they're out Uh is because the broker they align with they think For whatever reason they choose where they go and they don't know any better.

Tracy Hayes: They only know what they know and they don't know what they don't know and how important it is and to Knowing what you know now and knowing other real estate agents to really align with how that broker does business because there's some really good brokers in, in, in the old, all through St. Augustine, St.

Tracy Hayes: Augustine beach and so forth. They all do business a little differently. Um, Berkshire Hathaway right away. You've been there four years. I imagine if you've been there four years, you're, you're aligned. There was, did you do an investigation or did you just get lucky? 

Taylor Johnson: So I did do an investigation and I didn't get it right.

Taylor Johnson: My first time, actually my, my first three months only, I worked with a different brokerage in St. [00:35:00] Augustine and it was, The opposite of Berkshire Hathaway. It was very small and local. There was only eight other agents there. Um, a lot of their leads were coming in from online generation, which is really common now.

Taylor Johnson: A lot of these new brokerages by the Zillow leads or Boomtown leads and have different lead generation sources that come through online and your cold calling and, and it works for a lot of brokerages. Um, I think most young agents like my age, that's the way they run their business. But for me, coming from my background and, and being a third generation realtor, I've got a pretty old school outlook on it.

Taylor Johnson: And to me, real estate is about the relationships. So It only took me a couple of weeks to realize I didn't want to do the online generation. I didn't want to be sitting in an office making [00:36:00] call after call after call to people I don't know. I wanted to be in an office that, uh, you know, respects people.

Taylor Johnson: The relationships in this business and that is Berkshire Hathaway, are very old school in that sense. And that's what they preached to us as agents is using our sphere of influence and That's the way I was taught from my family is You you treat people. Well, you work really hard and you be yourself and you will attract Customers that align with who I am.

Taylor Johnson: I don't need to be super salesy. I don't need to be somebody that I'm not. I just need to work really hard for people and do the right thing for them and ever since I switched to Berkshire Hathaway, I've had the space to be able to do that. You know, there's no pressure on me to do any sort of lead generation and that's what works for me.

Taylor Johnson: You know, I play tennis [00:37:00] and pickleball and I'm a member of a club. Marsh Creek, and I have my running club, and I'm involved at Flagler College, and that's where my business comes from, just being aligned with the things that I genuinely, truly love and enjoy. 

Tracy Hayes: Yep. 

Taylor Johnson: And. It also makes it feel a lot like a lot less work, you know, it's just, it's a lifestyle when 

Tracy Hayes: you love doing your, you're in, you're doing it the way you want to do it.

Tracy Hayes: Uh, and you love what you're doing. Yes. It doesn't feel like work. Um, I don't want it. We don't want to downplay the way those other brokers do business. Cause there's people who they, they need to, you know, obviously if you probably went there initially thinking, Oh, I don't have a sphere. So let me get the online leads, but then started thinking about, The way your dad did business, the way your grandfather did business, and that's the way you wanted to do business.

Tracy Hayes: And that led you away. So your girlfriends that asked you, do you kind of, you discuss this in any [00:38:00] way? Like, Hey, you need, you need to find. Your niche, you've, you've seen real estate for your whole life. A lot of them haven't. 

Taylor Johnson: Right. And I think you're absolutely right because I'm not downplaying the other business models that have leads because I know fantastic agents that generate their leads from online and they are incredible and they're crushing it and doing a lot of business.

Taylor Johnson: And for some of my I would actually recommend going that route. You know, someone that might not have a spear here, someone that might not have a lot of community involvement. Having lead generation from online is the perfect way to start your real estate business. And some people also really like and value the structure of you make phone calls from eight to 10 a.

Taylor Johnson: m. every single day. You know, some people, that structure is exactly [00:39:00] what they need it. And other people get some out of bed, 

Tracy Hayes: gets the day going. Yeah, 

Taylor Johnson: exactly. And other people, they are not going to like. The structure they're going to want the autonomy and the freedom so it's just knowing Yourself and your values and how you work most efficiently and then finding a brokerage That helps you do that because that's what your brokerage is supposed to do is help support How did you 

Tracy Hayes: find berkshire hathaway?

Taylor Johnson: Well, my dad and grandpa worked with berkshire hathaway. Okay about 20 years I had heard that they might be a good company 

Tracy Hayes: well It um, and they're in minnesota. So I think I would call that luck that the broker here Or, or is Berkshire Hathaway really good at, uh, uh, drilling that culture into a majority of their, I can't, we can't say that every one of their franchises runs, you know, the way to Minnesota way St.

Tracy Hayes: Augustine runs for you, [00:40:00] but is, is it Berkshire Hathaway really creating that culture from the, that national level, or do you find the, the, the broker within that office creates that culture? 

Taylor Johnson: I think the core values. of Berkshire Hathaway are pretty consistent, you know, that they're very well respected, dominate and luxury, very relationship based, but your actual broker can make or break your experience.

Taylor Johnson: The broker I have here is amazing. The second I felt her or I met her, I felt at ease and Felt like it was a good fit for me My dad was with berkshire hathaway In minnesota for 15 years with one broker that he adored had a great relationship with She left new broker came in and it wasn't a good fit anymore So yes, you do have your company values and I think berkshire hathaway does a good job of staying consistent on [00:41:00] their core But then you have this other layer with uh with the actual broker on site, which will without a doubt make or break your experience.

Taylor Johnson: The core values are not enough by any means. 

Tracy Hayes: I always, I've said it a handful of times in the show, but not recently. I really feel there should be, you know, whether it's at the St. Augustine board at NEFAR or any other that wants to put a panel together, Because there are some brokers that will tell you I'm gonna say kidnap right off the top She'll tell you to go interview other brokers and then come back to her if you feel there's a fit She totally understands it because the last thing any broker wants to do someone to sign up on her Not realize it's not a good fit and leave You know, especially in a short period of time, uh, rips her heart out, uh, especially brokers who are pouring into you, but maybe what they're pouring into you is not the way that you want to be poured into, you know, it just doesn't match, you know, it's like some different relationships, but to have almost like a panel that these new agents [00:42:00] who are going through their, uh, their initial licensing They can go in and talk to sit down and actually you know in front of three or four brokers And they're going to tell them different things how the business is done differently depending on what broker you're done Because just like every agent does their business differently whether getting online leads or working, you know different Organically like you do it's just so many different ways to do it and I think the I think a lot of the failure rate of new agents is because They aren't exposed fast enough to realize there's so many different ways and they're trying to find their way and time runs out 

Taylor Johnson: It's not an easy business I think they're Is a misconception about that too of thinking it's a quick easy way to make big money and This job is hard in particular in the beginning when you start up.

Taylor Johnson: Have you 

Tracy Hayes: had to crawl up underneath the house yet? 

Taylor Johnson: Yeah, yeah a couple times [00:43:00] Yeah, I don't even wear heels anymore because I never know what i'm gonna be doing in the attic under houses What you know, but um I think that's what's so fascinating, fascinating about real estate is there are so many different type of people in this business and there could be polar opposites and they're equally as successful, but the successful ones are the ones that find out how to do this business their way.

Taylor Johnson: And that's how you find continued success, and that takes time, and it takes trial and error. Most people don't get lucky enough to get it exactly right their very first time. And it's common to go six months, a year, when you're first starting, and not make any money. 

Tracy Hayes: Yeah. 

Taylor Johnson: And You've got to have [00:44:00] savings lined up or a plan in place to be able to do that because if you make a transaction in your first six months in a, in a traditional way, you know, there's other brokerages that.

Taylor Johnson: might give you more opportunity to do so. But in their traditional way to make a transaction in your first six months, you are a star. You're in the top. Just being able to accomplish that. So, 

Tracy Hayes: you made the transition after about three months in the Berkshire Hathaway. Knowing what you know about real estate, tell us what you were doing at that time to create that opportunity.

Tracy Hayes: Some business And you're that first year. 

Taylor Johnson: Yeah. Yeah, so for me The passion is just so genuine, you know everywhere I go I'm talking about real estate and the thing is people love talking about real estate. It's a great topic that Everyone really has some level [00:45:00] of knowledge about so To me 

Tracy Hayes: or at least opinions about or opinion Maybe not the knowledge but the opinion They are there 

Taylor Johnson: So I think just living and breathing that, you know, every day I was reading about real estate and knowing my statistics and going to the things in my life and opening conversations about them.

Taylor Johnson: And like I said before, for me, It's not forcing it. It's doing the things in my life that I love and being who I am and treating people the way they deserve to be treated. And real estate just comes up naturally. You know, people are curious about the topic and it was my goal to be that person for everyone I know.

Taylor Johnson: I want to be the first person they think of when they think about real estate. Anything real estate related could be about a rental. It could be about a completely different market It could have [00:46:00] nothing to do with that person buying or just 

Tracy Hayes: just a general question Maybe not even really buying and selling but you know what Taylor may not know what that is that 

Taylor Johnson: was my goal when I started this business and I think that That has served me in Very well, and I don't like to be, uh, a pressure pusher or, uh, 

Tracy Hayes: Let's, let's be more specific, though.

Tracy Hayes: You're, you just graduated. Yep. You're not three or four months out of graduation, right? You're fall of 20. We're, uh, we're, we're pushing our way out of COVID, that type of thing. What is Taylor doing? Uh, you know, are you going down to, where are you having these conversations? Where are you running in? Where are you creating the situation where you're running into these people?

Taylor Johnson: Well, I, 

Tracy Hayes: cause I imagine a lot of your classmates aren't ready to buy. 

Taylor Johnson: And actually that's just starting and it's really fun. You know, classmates are starting, but no, you're, you're [00:47:00] exactly right. I created that. I mean, I called. Every single person in my contacts to let them know I was going into real estate My first transaction was one month after being licensed And it was someone I met through flagler college.

Taylor Johnson: He was a guest speaker my freshman year And uh, he owns several construction businesses in the area. I know he has You know over 50 properties. I knew that because he came and spoke and And I called him and told him I was going into real estate and we did a transaction together Within my first month of being licensed and we did three more together that year My second transaction was one of my professors whom I also called and let them know.

Taylor Johnson: Hey, this is what i'm doing I'm graduated. This is what i'm doing Please let me know if you you know of anybody and Just spreading the word and then [00:48:00] I know 

Tracy Hayes: what some people would say no shame But you, we also go to these trainings and events and they tell us why would you want someone to do What you know about real estate?

Tracy Hayes: Knowing about you and how much you care and you're going to be thorough and be the best possible agent anyone could get Why would you want them or allow them to go do a transaction with someone else? Why would you not let them know you're doing the business? 

Taylor Johnson: Why would you not let them know? Yeah, I mean, why would 

Tracy Hayes: you, why would you not reach out to that professor?

Tracy Hayes: You know, I mean, uh, I know there's other Flagler grads that are doing real estate in St. Augustine and most people would say, Oh yes, Sadie and Luke. Yeah. They're Flagler grads. They probably already know that professor and he's going to go, he'll probably go with them because they're more experienced and not make that call.

Taylor Johnson: Right. But I don't know. I just think. The way I was raised, because my family is in this business, I was led to believe that I could be successful at anything [00:49:00] that I decide I want to be successful at. And that is doing the work, and that is making the calls, and that's being uncomfortable, and taking risks, and taking chances, and that's comfortable.

Taylor Johnson: To me, even though, I mean, some of those conversations were weird. People were like, why are you calling and telling me this? I don't know you that well, you know, those aren't the ones that I was worried about. The ones that I was worried about were the ones that were positive and going to help my business and being here by myself on my own and not having family or peers that are ready to buy.

Taylor Johnson: I knew I was going to have to be uncomfortable and take the risk or it would have never happened. Um, and then another thing I think for somebody starting out that might not have a spear, or maybe they do, is Getting involved in the community. I mean that was my next 

Tracy Hayes: question. What are the things that you're directly involved with?

Tracy Hayes: Yes 

Taylor Johnson: So [00:50:00] I right when I graduated I got involved with a running club I've done several transactions from from people that I've met there and and those weren't forced. It just happens organically from Sharing something the love of running and going consistently and getting to know each other I am a huge pickleball player, big pickleball fan.

Taylor Johnson: And that's, that's really similar. That's something I do a couple of times a week and you meet so many where are you playing 

Tracy Hayes: pickleball at? Is there a park or something? 

Taylor Johnson: Ron Parker in St. Augustine beach. And if anyone hasn't tried it, it is so recommended. It's all ages. It's much easier to learn than tennis or paddle.

Taylor Johnson: And. Oh, it's just so much fun. So that's something I do a couple times a week I'm constantly seeing the same people and meeting new people and everyone on the courts knows that i'm a realtor you know, it just it just [00:51:00] comes up and And people ask me it comes up or you 

Tracy Hayes: wear a shirt that says berkshire hathaway and they know exactly what yeah, you don't do That's 

Taylor Johnson: a good idea.

Taylor Johnson: Yeah You gotta tell 

Tracy Hayes: the broker he needs to get some uh, some swag some some pickleball swag. 

Taylor Johnson: You're right You're on to something. Yes. But no, I think if you're, if you're really aligned with being a real 

Tracy Hayes: Hold on a second. I just got a vision. Get pickleballs with your number on them. 

Taylor Johnson: That's actually very smart.

Tracy Hayes: Yes. 

Taylor Johnson: I 

Tracy Hayes: imagine they wear out after a while and you got to get new ones. You have 

Taylor Johnson: to, 

Tracy Hayes: but you, you, you don't use new ones every game. Like you may in tennis, 

Taylor Johnson: right? I am going to do that. And people, they, I mean, they don't, they really don't last that long. The pickle balls are easy to break. I 

Tracy Hayes: don't know what they cost, but to get them engraved with, you know, Taylor Johnson, Berkshire Hathaway, and the phone number on there, or your [00:52:00] website or whatever, you're looking for real estate, you need to call me and just start handing those balls out.

Tracy Hayes: I'm gonna 

Taylor Johnson: just give them out. Yeah. Yes.

Taylor Johnson: And I still like the clothes, the clothing, like I would love a pickleball dress with. Um, 

Tracy Hayes: what, what is, what do you, uh, well, let's go into the other, so you're, you're playing pickleball. What are some of the other things you're you're actively doing in a regular weekly monthly basis 

Taylor Johnson: Absolutely, it's a pretty small community that surf community and I mean that's the thing That is so awesome about real estate is it's really not a job for me Like it is my life everywhere I go when I go and surf, you know, I don't even have my phone on me But when i'm in the water the guys out there are asking me what's going on in the market Yeah, you're sitting there 

Tracy Hayes: waiting for the next wave, right?

Taylor Johnson: Exactly, you know same on the pickleball [00:53:00] sideline same when we're running that run club. I mean It is with you everywhere and so for me It is just being authentic to who I am. I feel like i'm a very Friendly bubbly person. I mean, I know everybody at my publics who works there. They all know i'm in real estate, you know, it just is talking to people and and Being genuine is it sounds so simple, I think I think a lot 

Tracy Hayes: of people and and I and I I can be that way myself.

Tracy Hayes: I'm i'm could you be generally bashful? until You know, someone reaches out and you know, if you, I wouldn't say anything to you, but if you came to me and said, Hey, i'm taylor. I'm in real estate. You need it. Then I then I oh, okay, great You know, but then we'd start a conversation. I think some people are afraid to approach me.

Tracy Hayes: They don't want you know, uh, There's this great, uh, kim peril. She's on linkedin businesswoman's created some great business. She says Stop [00:54:00] caring what other people think of you Stop caring what other people, there's gonna be people that like you, there's, there's always gonna be somebody who's envious or doesn't like, for whatever reason, I don't know, they don't like blondes, whatever it is, they don't, you know, um, Just, they're just, they gotta go, don't worry about them, let them go on with their life, you know, um, but you, you've gotta, uh, most people do want to be approached and, and create a conversation, it's just human, human, that we want to interact, you know.

Tracy Hayes: It's natural. Yeah, there's many of these people going off in the woods and don't interact with anyone realize. That's not good. It's not healthy, actually. So, um, I I will put a plug in. Um, actually, I put two plugs in here. Limelight Theater right now. Uh, the state pulled some funding back on them. Uh, they've had some, uh, staff change, but Limelight Theater is a treasure for St.

Tracy Hayes: Augustine. Have you ever been to Limelight Theater before? 

Taylor Johnson: One time. 

Tracy Hayes: One time. It is a totally, um, volunteer, I think there's only like four, but it's a [00:55:00] 501 C. Um, it's a treasure for St. Augustine. Um, they need people over there. You want to go over and interact with people. Um, I could set you up with that. I have inside, uh, uh, people there.

Tracy Hayes: Uh, they, they just need for anything. I mean, if you just want to be able to go over and be an usher. Um, so I, well, we can talk about that afterwards. I'm glad you 

Taylor Johnson: brought that up though, because that place is Awesome, and I haven't been there in too long. Yeah, good reminder. Yeah 

Tracy Hayes: um And then I need to do a drop for my my mug which you have one in your gift bag there I'm gonna put here in the camera this nice laser engraved from remi graphics um And here's the thing we can get in the front of the camera correctly remi graphics right there um If you want one offs made for your gift bag Closing something, you know, you don't need to order a dozen, you know, or a gross of them.

Tracy Hayes: She'll do one offs for you So you'll be a John and Sally welcome to st. Augustine and they'll hold on to that forever. So Remi graphics [00:56:00] Remi graphics calm There 

Taylor Johnson: awesome. 

Tracy Hayes: Yeah But yeah, limelight limelight is a treasure there. What do you think you for you?

Tracy Hayes: I don't I want to I want to ask I almost want to ask this in two different questions because I want to know what your greatest challenge is for you for you personally You had you knew what real estate was all about. So you're coming in with it But when you you you in the last four years in the actual business in you What do you think is your greatest challenge that you you know?

Tracy Hayes: You're like man, I gotta get better at that

Taylor Johnson: I think that I have two. Okay. Okay, that's good. So, the, the first is Rolling with the ups and downs is realist in real estate. Because no matter how experienced you get and [00:57:00] how successful you are, you're gonna have some months that you absolutely crush and some months that you That you don't have a single transaction, you know, so it's this constant rollercoaster and 

Tracy Hayes: or you get those days where you get two or three things like a buyer backs out.

Tracy Hayes: This is another thing happened on another transaction and also like they come in threes, right? You get three, get those three hits in a short amount of time. Exactly. Yeah. 

Taylor Johnson: So it's something I have gotten a lot better at. And I think I will continue to and it's something I'm always going to have to keep myself in check about because the ups and downs can be really hard, you know, and you kind of freak out a little bit and it's really you just got to roll with the punches and like you said, there's days where three crazy bad things happen and I can't freak out.

Taylor Johnson: I can't get upset about it. I need to stay calm. We'll make [00:58:00] it through and find a solution. And I think Just rolling with the ups and downs in real estate is something I'm still mastering. What are 

Tracy Hayes: some ways, you know, you have something really that really sets you back? I mean, uh, you know, and I, there's numerous things I'm sure that you've had happen in four years of like, you feel like someone punched you in the gut.

Tracy Hayes: What do you do to kind of get yourself back in line? 

Taylor Johnson: I think the best thing you can do is just, move on because real estate is all about where you put your energy and how you balance your energy. And if you're spending your energy dwelling on the person that screwed you over the deal that fell through or didn't go the way that you thought it was going to in your head, you're taking away from other business every moment that you're doing that.

Taylor Johnson: So I think just letting it go and moving it on and transferring that [00:59:00] energy Into new and better and more promising business is is the only way that's 

Tracy Hayes: solid advice right there That's solid advice. Okay, you said there was two challenges you had. What was the other 

Taylor Johnson: so the other thing? It's a it's a little bit related, but I think I really struggle to turn real estate off you know, it's Like I said, I go surfing.

Taylor Johnson: I'm talking about real estate. I don't even have my phone I'm at a dinner party having withdrawals And I you know, i'll be at a dinner party with my friends and I get a phone call that's important and I step out and take it, you know, it's The second I wake up in the morning I have Messages that came in overnight.

Taylor Johnson: So the second I wake up my mind is already on real estate and luckily I'm obsessed with it So I don't mind it, but I do think it's it's healthy to have to turn your brain off of it [01:00:00] To be able to reset and recollect To go after it 10 times harder. How did how did 

Tracy Hayes: you survive? How long were you gone 10 14 days?

Tracy Hayes: Yeah, how did you survive out of the country? 

Taylor Johnson: Well, the first eight, nine days were really hard for me, like, I felt so conflicted. I still felt that pressure to have my phone on me 24 7 and felt like I was really struggling to balance trying to be on vacation and being overseas while also trying to be the best realtor ever and how, you know, so it took me.

Taylor Johnson: the first half of the trip to really settle in, but by the second half of it, you know, you just, you are always there for the things that really matter because there are, there's different level of priorities. There's some things that will need my attention right now, right away. And I'll be there even on vacation to take care of it.[01:01:00] 

Taylor Johnson: But you know what? There are other things. You don't need me right now I'll be back in three days. Yeah, we'll talk about it. It'll be okay. Yeah, so Just finding that balance. 

Tracy Hayes: You just the whole time you're saying that i'm thinking, you know, obviously alcohol anonymous. She's a real realtor Anonymous , we need to, because you, you and every, every realtor that's doing any business has that whole withdrawal.

Tracy Hayes: I mean, you, you know, right now mortgages are, are slow, so the calls aren't coming in. But, you know, in 20 we're, you know, we're carrying our phone around, you know, we're taking the calls. All, you know, we know if the real estate agents call, things are happening fast. And, and you gotta, you know, you, you come addicted to it.

Tracy Hayes: Um. Uh, was leading me into my next, uh, um, segment that I wanted to go into you with, uh, in with you with, um, I don't come to me. You were leading me there. And then of course I had to pull myself off on a tangent on realtor anonymous. Um, [01:02:00] Oh, this is a hot topic. I think, uh, all the time. This is, this is, uh, Uh, any successful real estate agent has come to it.

Tracy Hayes: I went to a mastermind, uh, uh, week and a half ago, almost two weeks ago, where they were talking about, uh, the topic was teams, but really when you went to the mastermind and the agency, you had some different types of team leaders in there. Um, they were talking about, but you have a lot of agents who've gotten successful and you come to a point where you can't do it all.

Tracy Hayes: They're they're just in in the uh, a lot of people believe it's somewhere between the five and seven million You start doing north seven to nine million. You are maxed out Just you know with the the amount of business and all the things you guys got to do on every transaction and run around Making listers happy making you know buyers all those type of things Have you reached that point?

Tracy Hayes: And then what what what have you done as berkshire hathaway helped you? Um spin off some [01:03:00] of your um real estate chores. How have you done it to Get a little more breathing time 

Taylor Johnson: I Have reached that point now Officially so I am still actively working Through the right solution for that for me Um, but you know when I was on this trip, this was the first time I hired two people to manage help manage my business while I was away so I could have Some breathing room because last year I went to europe and I worked eight hours every day I was there and the friend I was with wanted to kill me, you know This year 

Tracy Hayes: that friend didn't go with you this time It 

Taylor Johnson: was a different friend this time So, you know I learned that So this time I hired people here and, um, I, I don't have my exact solution yet, but [01:04:00] it's something I'm actively working on.

Taylor Johnson: And I know it's something I need to get a system in place because I, Can do more and a better job for everyone with having some of those items off of the plate 

Tracy Hayes: So you've been talking about this imagine with your broker or other people? Experienced agents and you can find what are some of the things that they're telling you?

Tracy Hayes: You need to break down like some people say you need to create a list and these are things I like to do I feel I'm good at these are things I have to do Don't really care, you know how good I am at it, but they just need to be done Are you doing that kind of listen and what what what are you thinking?

Tracy Hayes: You're gonna spin off 

Taylor Johnson: so for me My best strength is being in front of people, you know, I am negotiating Any negotiations and working with my clients and that part of this business, I will never give up. I don't 

Tracy Hayes: think any agent really should give up because that's what you're being paid for, right?

Tracy Hayes: That's really what it comes down to. [01:05:00] Exactly. 

Taylor Johnson: So to me, that is my greatest strength. That is what's most important. The paperwork and admin piece of this job. I mean, that's hours every day. And that's probably not, spent for me. So a recommendation I've gotten from both my broker and some, uh, agents in my office, some of our top producers is getting a transaction coordinator.

Taylor Johnson: And it's, it's pretty minimal for how much time that takes off my plate, allowing me to bring on more business or just take a breather to be able to do a better job. And in my day to day with, uh, With managing that and so I think a transaction coordinator who just kind of helps with the organization of a transaction from scheduling your inspections to being the one to send paperwork to the title company and Getting alerting everyone of the appraisal coming in 

Tracy Hayes: people [01:06:00] because people discount.

Tracy Hayes: I think the average Person would say, well, I got all this work to do. I could pay this transaction coordinator to do some of this stuff and go play pickleball or go. On the running club thing or if they're you know, what those types of things because they discount those things thinking well That's just i'm just actually but really As an agent you're always marketing Because you're always having that conversation You're living the life of a real estate agent and you're doing what you love So you love talking about it and people love asking you about it and want to interact with you But when you're out there Pickleball, whether anyone talked to you that specific night and not about real estate, you are there all the time.

Tracy Hayes: And that is your keeping top of mind. Oh, Taylor's here tonight. Oh yeah. And they know you're a real estate agent. They may not even talk to you. They just see you. And I think people discount that because they're like, Oh, I can pass on pickleball tonight. Cause I'm going to go 

Taylor Johnson: do paperwork, do paperwork.

Tracy Hayes: Yeah. But not realizing that may have been the [01:07:00] night when someone might've forgot. In some another real estate agent walked in front of them or their friend asked about it And then they forgot because taylor wasn't there to remind them Taylor's a real estate agent even when whether you said anything or not, it's they just see you.

Tracy Hayes: Oh, that's she's a real estate agent I know that reminder Boom, you know, you know, I'm saying I think people discount that part. Yeah, I think 

Taylor Johnson: you're right. Yeah, I think you're absolutely right I am generating new business At running club at pickleball. Yeah surfing at meeting people on the beach when i'm doing admin paperwork I'm not generating new business, you know, so 

Tracy Hayes: it's not like you, um, you know, showing up or like the negotiation.

Tracy Hayes: That's when you're going to show your value, right? That paperwork, someone could do the paperwork, throw it at batch. You can review it. Yeah, it looks good. Send it on. That there's no one's judging. No one's saying, Oh, this person does really good paperwork. Right. You know, other than maybe [01:08:00] the other agent may criticize the way you did your contract.

Tracy Hayes: Other than that, the buyer and sellers and everybody else who's actually paying you does not see that. 

Taylor Johnson: Exactly. And I could send someone in my place to, to do paperwork for me, but I couldn't send someone in my place to generate new business for me at the country club. You know, those are, Two different strengths and being in front of people is what makes me, me and makes me different from somebody else.

Tracy Hayes: Um,

Tracy Hayes: Living the, it just goes back to living the, um, that's the lifestyle of a real estate agent. And I think a lot of people discount those things that you're constantly answering, answering the phone. I mean, there's some agents that have gotten really good at it or, you know, I guess you can reach a level. I mean, I think probably a service is a little bit of an answering service.

Tracy Hayes: You can forward that phone calls to you, but, uh, I think a lot of us don't want to sit there and like they want you want to [01:09:00] nip it in the bud That's just our natural thing. Someone's got a call. I've got to answer it because they're panicking. It's eight o'clock at night It is Saturday night, and I'm at a cocktail party or without with friends.

Tracy Hayes: They're calling me for a reason and One thing I've brought up because I think every agent should keep a journal of every, just like a lawyer does, like every time someone calls is how many times at eight o'clock at night, right? You're giving therapy calls, right? Or marriage counseling. Yes. 

Taylor Johnson: That would be a very full journal.

Taylor Johnson: Yeah. 

Tracy Hayes: Well, I think it's very important now with this whole NAR thing and everything. I think the, uh, anyone paying attention that's not in real estate can clearly see they're downgrading the value of a real estate agent. Thanks Not seeing what's below the surface and all the things that you, that you do, uh, behind the scenes, uh, that, you know, your buyer or seller doesn't even see that you're doing, uh, in, in discounting.

Tracy Hayes: Um, what surprised you about real, you knew about real estate, but since you [01:10:00] actually been actively your own agent, does anything, anything surprised you? Or even St. Augustine, because I imagine you've probably, you know, besides the, the, the, in the attic, uh, 

Taylor Johnson: Yes, things have, However, you 

Tracy Hayes: learned something about yourself that you didn't know.

Taylor Johnson: Have definitely surprised me. I think, I think that the level of stress that this job can bring was surprising. I mean, I get very Emotionally involved with these people I'm working with and it's a great strength because I care So much and no one I work with doubt doubts how much I care but there's a lot of Stress that comes with that in emotional attachment to the people that you're working with to the properties that you're buying and selling and You know, [01:11:00] it was just I watched my dad and grandpa generate such a big business and It's not easy I think an outsider looking in and you know with this whole nar discussion, like you said is kind of Undervaluing what a realtor really does and until you do it You have no idea.

Tracy Hayes: Yeah, 

Taylor Johnson: what little things that are behind the scenes that go into What this role is every single day um, so I think that this job can be really hard and that's what makes it really rewarding at the same time, but it was You know, I I knew it was going to be that way, but it was even more than what I Thought it was going to be yeah Um, i'm trying to think what else has surprised me because I know there's been A lot along the way.

Taylor Johnson: Have 

Tracy Hayes: you learned anything about yourself? Did it get you out of [01:12:00] any comfort zones? Oh, 

Taylor Johnson: yeah. 

Tracy Hayes: Oh, yeah. 

Taylor Johnson: It's gotten me out of my comfort zone in every way. I mean, in real estate, you have to have a lot of tough conversations. You're telling people things they don't want to hear. Give me 

Tracy Hayes: a story. I want a story on that.

Tracy Hayes: You've got to have something. That came right out of your mind, a tough conversation. Give me, tell me a tough conversation that you've had that, you know, you really, you probably sat in the car, A few minutes to like have one. How am I gonna present this? Yeah 

Taylor Johnson: Gosh, I want to think of a specific example because I I think they're Conversations like that happen regularly.

Taylor Johnson: I mean from telling Sellers that in a nice way, they're out of their mind For the number that they came in Anticipating 

Tracy Hayes: because some of these homes are unique especially say no you're out on the beach You don't know what someone's been willing to spend for that, right? You know, it's got a certain angle Maybe the yards of a driveway is a little bit bigger every one of those houses is so different how old it is When it's [01:13:00] been renovated, you know, there's so many different You know, it's not like selling in these um subdivisions Because the houses were all built relatively the same time There might be a handful of models in any particular subdivision But down at the beach every one of them is unique.

Tracy Hayes: What is that house worth? Right? You don't know 

Taylor Johnson: And, you know, deals fall through sometimes, and, and having those conversations are never fun, and people get pissed off, and angry, emotional. Have you ever had to fire, have you fired 

Tracy Hayes: any, uh, a customer yet? 

Taylor Johnson: I have. Yeah. Mm hmm. I have. A 

Tracy Hayes: buyer or seller? 

Taylor Johnson: Buyer and a seller one buyer one seller 

Tracy Hayes: because they were the buyer having you look everywhere Around town can't make up their mind of actually what they want 

Taylor Johnson: And you know this buyer in particular that i'm thinking about was a little inappropriate I think towards me and I think um a lot of women in real estate Experience [01:14:00] that at one point or another in their career You And then the seller that I went separate ways with was just completely unreasonable, did not treat me well, did not treat prospect customers well, and took all the joy.

Taylor Johnson: You know, I don't think this job is butterflies and rainbows all the time, but I do love what I do. And if I can enjoy working with you. I'm at the point where I don't have to 

Tracy Hayes: rather not. You tipped on something there, the inappropriateness. So what do you do as other agents listening? Because I don't think enough agents Think about the safety enough and I had I don't know if you saw the episode But if you want to go back, uh classmate of mine james hamilton, uh hamilton security consultant He uh worked for the fbi for 17 years and then gavin de becker Who wrote the gift of fear if you've never read that book, I highly recommend that you do he would Uh his entire 30 year career in law enforcement is about personal [01:15:00] protection and um He goes in and we talked about Obviously, real estate agents and different things they can do to protect themselves.

Tracy Hayes: What are the, some of the things that, that you're doing that you, you know, one of your girlfriends got involved or another young agent, you know, like yourself. You guys get calls at five o'clock in the evening and it's like hey, it's summertime It's gonna be light out till eight come over and show me this house and you haven't actually met this person this stuff happens How do you handle that?

Taylor Johnson: So, I mean, there's a lot of different things you can do to be protected like I have a couple of people that have my location if I am showing a property and I've never met this person, at least one person will know what time and where I'll be and who I'm meeting. You know, I think that's just a good practice.

Tracy Hayes: So when that person calls you, do you ask them, Hey, can you send me over a copy of your driver's license? When you say know who I'm, who you're meeting, how do you get that information? 

Taylor Johnson: So I use the app Forewarn, which, Are you [01:16:00] familiar with that? Yep, so that I look up I've never met someone without looking up their number on forewarn, which gives me their background And tells me, you know any history they might have and tells me have you pulled up someone you don't want to meet yet I have yeah I had one.

Taylor Johnson: Yeah. Yeah, and and I actually I did I did meet still but I took extra precaution because of it Um, so I think doing that background check, letting someone know where you're going to be and who you're meeting and what property address. Um, just so someone else knows where you are. I always keep pepper spray on me, never had to use it, but it's something that just makes me feel like an extra layer of protection there.

Taylor Johnson: Um, and then I think as a woman just, Being very aware of your surroundings. I mean, no matter who I'm with, I never like to be boxed in. I [01:17:00] leave doors open. I like to be facing outwards because you just It has to be something you're thinking about because you never know 

Tracy Hayes: well because you can easily be stalked and they know where you're at 

Taylor Johnson: Your information so easy to find online Yeah, your picture your phone 

Tracy Hayes: number all that kind of stuff and obviously hey I want to I want to buy real estate and you want to sell it so you're gonna run out there But I don't think yeah, I don't think Um, forewarned is you have to be using it and obviously being a Florida realtor, uh, it's provided for you there, uh, through that.

Tracy Hayes: You must be using that. Uh, it. It's, it's, it's something you need to be thinking about all the time. I think I would suggest go back and anyone listening to this, go back to my interview with my college classmate, uh, James, cause this is really something he's seriously passionate about. He speaks all nationally about it, all these conferences and so forth.

Tracy Hayes: And we, we talked about, you know, how you go into a house, you know, do you go, you know, do you go [01:18:00] in front of the, you know, don't walk in front. Of your customer or especially, you know, tell tell signs, uh, you know, if they're in a rush, uh, I think one of the, one of the things that, uh, gift of fear, the bottom line, it's a long, it is a long book.

Tracy Hayes: So if you audible it, but Gavin de Becker is known and he talks about it because he interviews all these people who've been attacked. Right. And they go through these emotional states like, yeah, I really didn't feel comfortable. That right away, you've got to listen to your internal instincts and women are better at it than men.

Tracy Hayes: Um, just naturally because of that. 

Taylor Johnson: But like you said, I mean, from these people that have been attacked, it's so easy to have that feeling. And convince yourself, Oh, but they have a million dollar budget, but I'm sure it's fine. I don't know them, you know, you kind of, 

Tracy Hayes: I don't want to be racist. I don't want to be biased.

Tracy Hayes: I don't want to be this or that. Yeah. We go through all those. Yeah. 

Taylor Johnson: But if you, if you have that feeling, it's, it's there for a reason [01:19:00] and it's always better to be safe than sorry. There's no amount of money that's worth, The risk of your safety or well, 

Tracy Hayes: well, I imagine you took expert cautions Bring along a friend say hey, i'm training this other agent.

Taylor Johnson: They're 

Tracy Hayes: shadowing me What are they going to say? Right. Yeah. 

Taylor Johnson: Perfect. Yeah. Bring somebody else. And another thing is too, which is, it's good for business, but it's also good for safety is I spend a lot of time investigating somebody before, you know, it's not like I just get a call and they're like, Hey, oh my gosh, we saw this property.

Taylor Johnson: We're only in town today. Can we see it in one hour? You know, we get those calls, but I say, yeah, sure, we can make that work. But here's my 20 questions before we get there, because I don't want to waste my time and be it's not safe for me to meet you with no context as to who you are or what your plan is and where you're coming from and what your story is.

Taylor Johnson: So I think [01:20:00] doing that investigation up front on that very first call. is really important too. 

Tracy Hayes: And now with the whole narthing and they went to the buyer consultation, you have an excuse, right? So you can throw in those other, other questions. I want to finish with this. Um, we didn't really talk about your marketing, um, other than, you know, you personally, the playing pickleball, you're in the surfing, you're in the, you're, you're running, you're, you're doing those other things.

Tracy Hayes: What do you do though? Now you have four years of customers, you've got, Imagine people that haven't been customers yet, but you went to Flagler for four years. You've created friends and associates all around ST Augustine. What do you do to stay top of mind with them? 

Taylor Johnson: So, I think for my generation in particular, I mean now everybody, but, is social media.

Taylor Johnson: And social media does not come naturally to me at all. It's not comfortable for me. 

Tracy Hayes: Well, you can go on your Facebook and I believe there are high school pictures in there. [01:21:00] You can see Taylor's high school. Photos on her Facebook. Oh gosh. 

Taylor Johnson: I might delete them before you get there, 

Tracy Hayes: but, 

Taylor Johnson: but, you know, I think that is a great way to stay.

Taylor Johnson: Connected with people and top of mind like you were talking about earlier and even if it's Uncomfortable to be on video and posting about all your success, you know, it doesn't come naturally to me at all But it is important and people need to see what you're doing in your business and who you are as taylor as a realtor and Who I am as a person as well.

Taylor Johnson: So social media is great. Um, I'm still very involved with Flagler college. I speak in a couple of classes there. I know the professors I'm involved with the alumni groups. That's another great marketing space for me to stay connected. Um, I'm a member at Marsh Creek. Creek Country Club where I play tennis and [01:22:00] that's a great way to stay connected with the community as well.

Taylor Johnson: Well, I 

Tracy Hayes: think to would you agree from the social media standpoint you're not out there trying to be Mr. Beast you're not trying to own instagram or youtube or any of the other you just want Um, for the most part, your friends and family to see you on a regular basis doing your business, 

Taylor Johnson: right? Exactly.

Taylor Johnson: And you know, there's a lot of realtors that are licensed and they might not be generating that business, that much business. So for me, it's important that people know I'm not just a licensed realtor, but I'm out here, uh, producing and, and selling quite a bit of homes. So the experience is there. 

Tracy Hayes: Yeah.

Tracy Hayes: Yeah. Because there's no doubt. I think probably the, one of the worst things that can happen well to you or to me is that someone we know, uh, although I've, I've accepted being from a financial side, cause there's family that won't do business with me. They don't say that, but I know, and I don't say nothing, [01:23:00] but there's others that will without even question there's friends that will do business with you, with me, right?

Tracy Hayes: Because I'm seeing. You know their pains and their you know where they're spending their credit cards and things like that So it's a little different for you. Nothing can rip your heart out than to have someone You know that you might play pickleball with or play tennis with a lot and then they go use someone else Because they lost contact with you for a little bit and forgot that you're still doing real estate, 

Taylor Johnson: right?

Taylor Johnson: I never want to lose A potential customer because they didn't know I was a realtor 

Tracy Hayes: right, 

Taylor Johnson: you know, so I will go Out of my way To make sure everyone knows that that's what I do and it's easy because that's what i'm doing all the time 

Tracy Hayes: And you love it, uh, i'm i'm i'm concluding with that is there anything you'd like to add anything like you say 

Taylor Johnson: like to say I just Thank you for doing this yes, I feel Really grateful, you know, like one thing i've noticed [01:24:00] and others my age is At 26 years old, there's a lot of bebopping around to different careers and still finding what somebody is aligned with and Every day I just feel so lucky that I was able to find that right out of school Yeah, and haven't questioned it.

Taylor Johnson: No, 

Tracy Hayes: I am totally jealous a lot because it took me probably till I was in my 30s before I figured it out 

Taylor Johnson: Yeah, which is totally normal, you 

Tracy Hayes: know, um, but you found your groove. Yeah, do 

Taylor Johnson: what you love 

Tracy Hayes: exactly Thank you for coming on. 

Taylor Johnson: Thank you