We Are Selling with Lee Woodward
We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.
We Are Selling with Lee Woodward
179 - The Art of Claiming Doors: How Kyra Curtis Dominated Her Hometown Market
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Kyra Curtis transforms from property manager to exceptional real estate agent, achieving 59 sales worth $47 million in just 18 months while raising seven children.
• Journey from teen mother to successful real estate professional
• Achieving Rate My Agent's Agent of the Year for two suburbs with just two years' experience
• Building genuine connections with clients through authentic conversations
• Claiming 2,000 out of 3,500 doors in her local community
• Using innovative strategies like a car giveaway to access 299 new homes in three months
• Applying firefighting experiences to create deeper client connections
• Breaking price records through staged marketing and targeted advertising
• Focusing on mastery of one technique at a time instead of becoming overwhelmed
• Developing consistent communication strategies that continue even when listings face challenges
• Managing work-life harmony while balancing a thriving career with seven daughters
Remember to keep learning and growing. The Complete Leader course is coming up, which will offer fresh inspiration and connections for real estate professionals looking to advance their leadership skills.
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Hi everyone and welcome to. We Are Selling Today. We've got a cameras on edition where I have an interview from someone who's come through the real estate channels very fast and done very well. She joins me now, kyra Curtis, welcome aboard.
Speaker 2:Hello, thanks for having me. It's an absolute pleasure. I'm really excited to be here.
Speaker 1:Well, I remember meeting you at the Complete Salesperson course.
Speaker 2:Yes.
Speaker 1:And it was like your first experience to training or coming in. Yes, yeah, and I actually set off the stage that day. I hope all of you one day end up on a podcast for a reason.
Speaker 2:And here we are I think we're around 18 months since I met you at that course, so Wow, I'm just two years in sales.
Speaker 1:Let's start from the beginning with your background before real estate. Take us into it.
Speaker 2:Background before real estate was very nomadic in terms of what I was doing with my life, so I had a baby in high school. My goal from then was always to, I guess, beat the statistic and show that I'm not just going to end up nothing. I ended up having four children in a span of eight years. My income was really just whatever could get us by, but my priority was being a mum and showing them a good leader. I fell into real estate after leaving a job in warranty. Warranty was a challenge, but it sure taught me to negotiate.
Speaker 1:Define warranty just for our listener and the UK, who are always listening.
Speaker 2:So I worked for a caravan company and I looked after New South Wales and every caravan that went out of the business for the first 90 days and beyond. It was all any issues with their caravans going back to the manufacturer, going back to anyone who would have been involved and dealing with their warranty claims from start to finish. So it was finding the issue, finding who's responsible and negotiating a solution from there. So a very challenging job. No one ever rings and says my caravan's great. It was very much the complaints hotline. So if anything, I feel like that prepared me for the world of real estate.
Speaker 2:I did step into property management and I think that my negotiation skills from warranty really helped when you're sort of negotiating between a landlord and a tenant and I will argue every day of the week that property managers negotiate harder than salespeople because they're doing it with. You know however big their portfolio is all the time. But then stepping into sales, I was a bit nervy, I was a bit cause. I was very comfortable and quite good at what I was doing in property management. So I was like this is a step forward and there's no spot for me back there. So it was a bit of a giant leap, but we got there and it just came naturally to me to be able to find a happy medium and be the conduit between the two parties, regardless of what the circumstance was.
Speaker 1:And what's been the results in that 18 months?
Speaker 2:Crazy results. So 2023 was when I started. In July, my boss, greg, handed me my first listing, which happened to be his family home.
Speaker 1:Good one to start with.
Speaker 2:Thanks, actually probably the most strenuous vendor I've ever dealt with in my life. It was a really good introduction to the process. It wasn't a brand new home, it was just a run of the mill regional property. It really got me into the negotiation space and working with the buyer and it's really funny, when I had wrapped everything up with the buyer and we were at settlement, she said thank you so much, you were great throughout the whole process and I was like great because this was my first one.
Speaker 2:So it was really cool to have won that opportunity and the trust from my boss to be able to do that. And then it just rolled from there. You know, sold signs create sold signs and I'm working in a town that I grew up in with people that I know, so I guess I've already got a bit of a stamp on the place, which was really helpful. From there, it was really pushing and pushing and pushing to get my face out in town as Kyra the real estate agent not just Kyra your friend, or Kyra from high school and Rate my Agent have rewarded me tenfold with that. So I just took 2024, 2025's agent of the year for both Madawi and Karua, so their neighboring suburbs.
Speaker 1:Congratulations and how many transactions was in that?
Speaker 2:There was 59 sales transactions with a volume of 47 million. But the thing I love about Rate my Agent is that it's not just volume based. It is genuine vendor feedback and that's something that I always relay back to my vendors. It's if you're looking for a trusted agent, this is the feedback that you want to see and this is the out of any award. I'm really happy to have that one because it's based on that feedback and something that I will boast about. Not only did I get agent of the year for Medallion career, but I was also a top five finalist for New South Wales for rising star agents. So very, very cool, very overwhelming. Definitely cried like a baby.
Speaker 1:And what do you feel? Yes, you grew up in the town and Medallion is a tiny place. It's growing, yeah, it's growing now, and obviously you've got the army base there, which is sorry the RAF. And with the RAF there you've got a very close knit community. What do you feel your connection was? For people to entrust you to sell so much real estate?
Speaker 2:I think for me, walking into people's homes and saying yes to the cup of coffee that they're offering, and just sitting, not looking at my watch and feeling pressed for time, but really giving them the time and not something that I need to try and balance, but answering my phone at any time. The work that you put into it will come back to you. So for a vendor to ring me at six o'clock at night and me answer, even if my kids I've got seven running around in the background, I think for me it shows them that I'm working for them and I do have the time for them. But yeah, my honest approach, I think, is what has sort of turned it around.
Speaker 2:I went to an appraisal just two days ago and I was the last agent through the door, and often I like to do that because I will say to them you know I'm here, you know to be a friend and to help you with this transaction. A lot of people you know you can build a house and then have never sold one, so it's new. This is why you're paying an agent, so you need to trust that I'm going to look after this process for you and I'll help you along the way. It took less than an hour for me, walking out that door, for her to ring and tell me that they were going with us. So it's just about establishing some kind of relationship that isn't a business transaction, more so a friendship.
Speaker 1:Take us into the systems and structure that got you kicking along Like coming to do. The course is great. It's a two-day event. The manual's quite in-depth. A lot of people leave there thinking overwhelmed but you didn't. You sort of took to it straight away. What was your sequence for you?
Speaker 2:Yeah. So when we were driving down, my boss said to me, you know, because he's done a couple of these courses and it's a good refresher anyway. But he said you're going to get an overwhelm of information and I just want you to take at least one or two things from this and work on perfecting that. And for me that was like a light bulb moment. So you know, listening to various speakers, they were talking about their strategies and how they work with people going in their homes, and I'll never forget if you're five minutes early, then you're five minutes late. It's something that I say to myself for every appraisal.
Speaker 2:Claiming doors was a huge one for me, and if I could say that there was one thing that I took from there, that was it. So when I drive through my town it's my hometown. As a local girl I literally picture blue doors in those streets. I picture those are my contacts, those are people that I talk to, whether it's a house that I've sold or not sold. It's someone that I've spoken to in the shops. It's someone that I you know, a lady that I helped with a trolley, but I know where she lives and I know that being that person in this town has helped me have that door. So, yeah, I think for me claiming doors was a big one, and I think that was what surprised you about me in the first place, because we were talking about the number of market updates that we had, and my number for such a short period quite shocked you. But I do think that I was fortunate enough to have that connection already in the town, so it's just building on that. Now, how many price updates did you get up to?
Speaker 1:I think I'm close to000. That is amazing.
Speaker 2:So the magic number was it was a 3,500 suburb. I think we're close to two.
Speaker 1:Wow Sorry. How many dwellings in the area? About 3,500. 3,500. You're at 2,000 doors, Hence the numbers. There is no coincidence to claiming doors. That is absolutely phenomenal.
Speaker 2:And it doesn't, to me, necessarily have to be a price update every six months, so that feels really rigid. We talked about how we can cater things to work for ourselves. Yesterday I just rang someone and asked how they were going and just a conversation, or them hearing your voice. Often if I'm pushy with a price update, they're pushy with a I'm not ready to sell and I'm like I don't. I'm not here to make you sign a piece of paper, I just want to say hello and let you know that I'm around. So it's just keeping those relationships going and if it's just a five second conversation about how their family is doing or how mum's going, it's something. But they know who I am and what badge I wear.
Speaker 1:Kyra communication. Communicating with clarity, finding your own groove and breaking through is probably one of the hardest things. People don't get right. They try and be someone else, they try and be an imposter. You're not doing that. Take us into that.
Speaker 2:I mean it's not ironic that I came in jeans with no makeup today. I like to tell people that I'm putting the real in real estate. My conversations with people are always founded on integrity and I assure people that my actions are from a place of honesty. I don't sugarcoat anything. I get excited about the process for them. I have cried at many appraisals with little old ladies who are separating from their home of 40 years. So I think connecting with the person and it's probably just something that I inherently have in me, but my ability to connect with people and see which direction they want to go in I think the hardest part for real estate agents is the emotional value that a vendor is attached to for their home and whether the data supports that or not.
Speaker 2:Acknowledging that and giving them honest feedback, but also giving them a chance. If you see the value in this, let's see if the market does. But I'm not going to buy your listing and say, yes, I can get that for you. Here's what the facts say, but let's try. And it surprised me over and over again.
Speaker 1:Now still part of this journey is you were a fiery For a little while I did volunteer firefighting.
Speaker 2:I think it was just over five years of firefighting.
Speaker 1:What did you learn doing that?
Speaker 2:I think for me again, it was that connection to heart. There's quite a few significant moments that I remember, and they don't come from just your everyday fire ground events, but traveling and doing like campaign fires. So the 2019-2020 bushfire season was absolutely horrendous. So we're fighting fires from July through to April and they just spread all the way down the coast. But I remember being out the back of Grafton it was probably about an hour into the bush, in this little hilly, nothing town. We were trapped at the top because the fire had cut through and we were sitting at the captain's house, which happened to be the safest place that we could find, and there was a gentleman who was he struggled to speak English, he had a shack next door and he was sitting with us the whole night and I just went and sat with him and I said you know, is there something that I can do for you? And he said I can just see my house burning down and I, you know, I sat with him and I put my arm around him and I said we can't take you there right now. And I could see it. I could see the smoke. It was definitely a structure of some type and I said look, we're in a safe place at the moment. As soon as we can get you back there, I promise that I'll return and take you back to your home to see what's there. And I kept that promise.
Speaker 2:We returned to the next day when everything had settled down and we were clear to go back in. As much as it was a break in the rules, I put him in our it's the smaller Cat 7 firetruck, just the Ute style, and we went down his driveway and, much to our surprise, his home was still there. I'm not talking home, I'm talking shack in the side of the hills, three tin walls and the entire front of it was open with the most stunning view of the valley. But that is how he lived. He had a mozzie net over his bed.
Speaker 2:I do not know how, by some miracle, that place survived, but I was with him when we saw that and the funny thing is he said oh, all my, I've got no food. And I gave him my rations for the day and he said you don't need to do that and I said no, I can get food when I go back and he goes all my sweet potatoes are now roasted, because he had a veggie garden that had been completely wiped. But those moments for me were like hard hitting and showed me the human side of things. So, yeah, it was rewarding.
Speaker 1:What an experience.
Speaker 2:Very, very eye opening, very eye opening. And what got?
Speaker 1:you into that.
Speaker 2:My partner at the time was a firefighter and if you can't beat them, join them. But I think once I joined it had a drive that just it done something inside me. I just wanted to see more and learn more. So I moved into structure firefighting and internal structure firefighting. So I got all of my breathing apparatus qualifications. I then went into teaching that, so we were doing demonstration structure fires and teaching people who'd never been inside a building that's burning at some 600 degrees Celsius. So, yeah, there was a lot of that, but it was super rewarding and I think for me it was showing my kids that girls can do things too, and that's super important.
Speaker 1:This is so amazing. I always say in podcasting world, no one thing happens in isolation and everything connects along the way. It ends up becoming your own business groove and sequence. But great salespeople and a lot of people don't speak about this but great salespeople are great leaders. You've got to lead the owner to a decision to sign the documents. You've got to lead the owner to understand pricing. You've got to lead the owner to accept an offer even when they don't realize it's the best thing for them.
Speaker 2:Yeah.
Speaker 1:And teaching and leading are very connected, which is what's happened. Now, take us into what you're doing in the business now.
Speaker 2:So after just over 12 months in sales, I was promoted to sales manager. Whether that was happenstance or whether no, I deserve to be there. Actually I'll take that. But I have a small team. Our office works as a team, so we're not team based office, correct. We're not sole agent, so it's myself.
Speaker 2:I have just taken on another staff member, after giving another one the opportunity to find their wings elsewhere. I have our director and then Montana, so she's an office manager. She's very young. She's 20 years old. She started with us just over 12 months ago, but, my gosh, what a mind. I call her my compliance police. She is the T cross and the I dot on every single transaction. She follows the legislation. She makes sure that we're all doing what we're supposed to do, as much as we do that within ourselves. But it's a really good team-based environment. So that's my role at the moment. But, yes, I've just taken on a sales agent that's working under my wing and hoping to create a bit of a Kyra 2.0 situation with him. So, yeah, teaching him what I know and what I've been taught and, yeah, moving through, hoping to see him succeed, hoping to create a bit of competition between ourselves so that he pushes as well.
Speaker 1:Very good. A lot of people struggle with implementation. You seemed not to do that. You were very good at breaking it all down, unpacking it and bringing it to the marketplace straight away, where people might take five, six years to do that. What did you do in implementation?
Speaker 2:I think for me, absorbing as much as I could, acting a bit like a sponge, which is exactly what I've told my now partner just take in everything, listen to every phone call, adapt the language. So there'll be strategies that I use when I go to listing presentations that are literally word for word what I heard when I was learning. Granted, I adapt certain things that suit and I'm a little bit more. I'm working in an office that's been in town for 40 years. I'm also a millennial, so I'm working more towards social media, and pushing modern technology has been my change, I guess, my little touch on the business. So, yeah, sort of pushing the team to do that and then constructing a plan that works individually for each property. So it's not not every property is the same and not every property deserves the same strategy. So, yeah, it's just about being open and seeing it for what it is.
Speaker 1:Now at the course we spend a lot of time discussing tech and technique social media marketing. I know you're coming to the Hunter Valley to do the course again.
Speaker 2:I'm sending my coworker to Hunter Valley and I'm going to be doing the Leader One in Sydney at Brighton La Sands, with you, beautiful yes.
Speaker 1:So, when you take the techniques into the lounge rooms, what got immediate cut through for you? What worked straight away?
Speaker 2:So we talked about staged marketing at that course, I think we can talk about it all day, but I think showing them what a staged marketing campaign looks like and how that can benefit them has really been helpful. Really slowing the process down has helped. I remember when I first sort of jumped in, I think I did an appraisal. That was 15 minutes. I got back to the office and Greg's like get back out there, what are you doing? Not feeling like you need to rush, really sitting and having a conversation with the vendor because this is a huge thing for them. I met with a couple two weeks ago or something and we sat down at their dining table. I always ask and I think that came from yours where's your favorite place to sit in the house? And I'll sit there because I'm family now.
Speaker 2:So, that was a big one. But I sat down at their table, we spoke through strategy and these are they're in their sixties. But I spent probably 15, 20 minutes going through the power of social media and how that's going to help your marketing campaign, and they were seeking a price that hadn't been seen in that particular estate and I was honest with them and said you know, it's hard when we don't have a comparable and neither does the market, but I'm excited, let's do it and this is how we're going to do it. They said to me at the end of that listing that they were going to sign with me because in selling nine homes I think it was not one person had ever sat down with them.
Speaker 1:Wow.
Speaker 2:I was like what are they doing? How did they get their message across? So that's been really important to me sitting down giving them the message, and, although it can feel like a long, overwhelming bunch of information for them to absorb, I always let them know at the end that my follow-up email might seem like a novel, but it's going to highlight everything we've spoken about and, if there's anything that they need further clarification on, to give me a call. So it's really about giving them the power of the information and letting them make an informed decision and not just saying trust me, I've got this, you know what?
Speaker 1:I mean, kyra, what you've just explained there is so important. It's not our job to price the property. It's our job to promote the property, to find out what the price is. But the owners don't want a massive price, they want a chance. That's right. And that word chance is so different to an expectation. Yes, they communicate it in a number. I understand that and every owner has that right to have an expectation. But it's our job to bring that clarity and communication. But the fact you just I'm excited to do it, I have the most beautiful story about that.
Speaker 2:So I met this lady. Actually, we did a campaign last year. Our office turned 40 and we thought it was a good way to claim doors. We gave away a car.
Speaker 1:Oh, wow.
Speaker 2:So we ran a three-month campaign. All you needed to do to get a what type of car? It was a Hyundai, like a little SUV. I can't remember the-.
Speaker 1:Love it.
Speaker 2:Really good brand new car. But we ran this campaign. We had the car we were driving around town said win me on it. All you needed to do to get a ticket was have us through your door. No-transcript that we had never been in before. That's brilliant.
Speaker 2:I thought credit to my boss. It was his idea, Loved it, ran with it, did it. We went and saw this property. She was nowhere near complete. She was owner builder in a brand new estate. It was like something I'd never seen before in that estate Hampton style. Just the finesse was stunning and you could tell her heart was in that build. It was so hard to price because how do you compare to something you've never seen before? And we were honest with her.
Speaker 2:Then 12 months later, give her a call hey, how's it all going? Because she's now in my rolling thing and she's like actually I've just been given a job opportunity and I need to go to market, but can you come around and have a chat Because I've got a couple of finishing touches? So I popped around, gave her some advice on her gardens and little things like that and, as much as that might seem like a waste of time, that's been the nurturing to me. It was a three bedroom home on 500 squares and we haven't seen a three bedroom home go for over 800,000 in that town forever, and not to mention a brand new one they're all being built for. So I said to her I was like it's really hard to price this and I gave her a price guide that I felt was reasonable and I said but my goal with this is to see as much as we can get.
Speaker 2:So long story short, we did what we did. We marketed the property, we did the video, we did the whole thing. It got $974. It was the highest sale for a three-bedroom home outside of the golf course ever for that property on a residential block for that area.
Speaker 1:What advice would you give someone who's overwhelmed, been to the course? People say it's like getting a drink of water out of a fire hose. You've got the manual. What advice would you give someone who's overwhelmed, been to the course? People say it's like getting a drink of water out of a fire hose. You've got the manual. You've got the audios. You've done your text backs. What advice would you give for that activation and implementation?
Speaker 2:Take one thing that resonates with you and excites you. Master that, and the rest will flow. That's my advice. So just don't overwhelm yourself with a lot. Focus on one thing.
Speaker 1:What was the one things, or a couple of things, you did to get going first, like claiming doors was one.
Speaker 2:It was definitely claiming doors.
Speaker 1:And 2,000 doors now.
Speaker 2:And building relationships and, for me, maintaining my authenticity and not losing myself in the process and becoming everything that I thought a real estate agent should be and look like, I think, just walking into someone's home no makeup, just myself. I'm here to do the best that I can do for you and this is why you're going to get those results, and now I can show them proof of that. But yeah, it's just maintaining who I am.
Speaker 1:Yeah, I think you've done really well on that connection piece of you're not going in trying to be someone. You're not. You're very good at pitching to the audience that you've got. What is the average sale price.
Speaker 2:The average sale price in Medawi at the moment is around $840. But we're seeing I mean, even the last few months I've set some pretty cool street records. So we just sold a 40-year-old home on two acres. Everything was very original, it was owner original, it was owner-built, it was stunning. It just needed the right buyer. It got $1675, which, yeah, $225 over the highest sale price in that street. So you bet I rang every number we had in that street and told them because it just means good things for them and their home as well. So, yeah, it's just about getting excited.
Speaker 1:Everyone's net cash position has changed. Everyone just went come on yeah, you've increased the profit for everyone.
Speaker 2:Yeah, and again that sort of flows from targeted advertising. So we knew for that particular kind of property where buyers were coming from, and a lot of our research helps us with that. So we are trying to stay ahead and work out where buyers are coming from so that when we are targeting our advertising we're hitting the right spot, so that when we are targeting our advertising we're hitting the right spot. So that buyer came from Windsor and I absolutely knew they were coming from there.
Speaker 1:And I absolutely love the car story because if someone said we're going to get into 299 doors, which is a lot of doors, you would need a big marketing focus to do that. So the car's cost return on investment was actually really good.
Speaker 2:Well, all we needed was to list and sell two properties to cover the cost commission-wise. So once we had that, we were like all right, we're home free. This has paid off tenfold, and whether it was we listed them straight away or whether we like this record breaker that we had the other day, we listed her over 12 months later, but we knew that our relationship and the way that we nurture relationships all we had to do was get in that door. So we've got 299 more doors than we had three months earlier than that.
Speaker 1:Absolutely amazing. So take us into what's on your focus plan now. You've come through very fast the leadership part of it's really important how you've been able to lead people to transact and I don't think a lot of our listeners give that a lot of thought. But it's okay to have the listing and you're on the market, but if someone's not listening to you or don't feel they can take advice from you, you're not able to lead it to a transaction.
Speaker 2:I think you've got to set the tone for that really really early on. So it's one thing to get people to sign a piece of paper to say that you're going to represent them. You need them to trust you from the beginning. You need them to trust you from the beginning. So, yes, I want to see you get this price. Here's what the evidence says, here's how I'm going to try.
Speaker 2:But I need to have those regular conversations with them about, like, if we're not achieving that, what are some strategies that we can do or what are some prices that we're willing to sort of work with that we can achieve for you? So it's all just talking and negotiation the whole way through. And I think it's really important and I've had some feedback from some listings that I've acquired along the way through that have had unsuccessful campaigns is the constant communication needs to be kept, because you get a listing and it starts to fail, the agent just drops off the radar and stops talking. That's not how we finish our job. We need to keep talking. We need to. We're the professional, we need to give them our insight and see where it goes.
Speaker 1:I love, before you mentioned the stage marketing, not just in dialogue, not just in theme, but staging it out to find that buyer engagement level to me is the most important way of selling real estate internationally. Take us into social. What have you learned about doing social marketing? Because it's right in your groove. What have you done? What have you learned?
Speaker 2:Actually it's quite recent, but realestatecom brought out a social media element maximizer.
Speaker 2:We looked quite intently into that and we decided not to do it, as much as it looked appealing and other agents are choosing it for us. It really just drove traffic back to that website. And what happens when you go back to a website that's listing real estate? You've then met with all the competition from other real estates. So we got a little bit creative and found some other avenues and we're currently working with an AI ad machine. It's targeted, it generates 80 something ad sets which push out and do all the magic, and it is directly linked. So when they click the learn more button, directly linked to their listing on our website. So we've just-.
Speaker 1:Your home turf.
Speaker 2:Home turf reduced all the competition and the appeal to that. When I'm saying that in an appraisal to a vendor, we've done all this homework for you, it's so that you can get the best out of your listing Realestatecom. I don't care how many clicks our agency gets, I want your listing to get the clicks. So that was a big kicker for us and the reason we jumped on that bandwagon and it's working. So I think they like the thing outside the box. I think they like the realestatecom offered us this. We certainly looked into it, but here's another option for you. So it's all about just sort of strategizing and working out which way is the best for our client Buyer management.
Speaker 1:I would imagine you absolutely love it. Take us into that.
Speaker 2:I love my VIP database. So it's one thing to have a vendor and that relationship is integral and they're the one who, at the end of the day, are paying our bills. But without a buyer you don't have a transaction. So at every open home I'm talking to people and getting to know people. We're about to host a first home buyer seminar to give some information for them so that they can learn the process, because it's so daunting never buying a house, never knowing what to do, just getting thrown in the deep end. So we're going to just have some drinks and some food and talk about that process. But my connection with the VIP database has secured me multiple off-market deals at incredible prices because they know that they've been given an opportunity, that they've beat the rest of the market to. My connection with buyers, agents, my connection with other agents in the area it's just all sort of like a patchwork quilt matching in to see that sort of success and overturn. So it's good.
Speaker 1:Now you're coming to Complete Leader this year, which will be exciting for you. We've got some amazing female speakers on this year which we get very excited about it's very difficult to find enough females that will take the stage.
Speaker 2:There aren't enough females in this industry. We need more. We need more people who are willing to talk. Couldn't agree more, yeah.
Speaker 1:When you're at Leader, you'll see such a wide range of people who have led teams to credible levels. They've got teams of 95 agents and so forth. What attracted you to want to go to that and what do you want to get out of it?
Speaker 2:I guess for me, I just want to keep learning. I don't want to just sit on my thumbs and go I'm doing this, it's fine, it's working To achieve so much so quickly. I got to keep that up now because how embarrassing if I was to just go backwards because I'm not wanting to learn. So, going to the leader course, I'm hoping for some fresh inspiration. I'm certainly hoping for some fresh connections and, yeah, if I can take one thing, I'm happy. So it's just about continuing my development as a person and as a leader.
Speaker 1:Your execution is obviously very, very good of something that inspires you to get it live in your world, and everyone gets the same information. It's the activation of it that makes a difference. How do you implement? Have you got your own little sequence for that? What do you do? A?
Speaker 2:lot of nagging. So again, our office has been. It's quite traditional my boss is receptive to changes. A lot of time that I'm spending sort of implementing changes and then taking them to him and saying this is why I think this will work. And he is receptive. So it's more just focus, put it into action, make it visual, show them and it's a way. So, yeah, it's fun. I'm excited to see where we go and what changes can be made.
Speaker 1:And final question for you, work-life harmony is the hardest thing for anyone in real estate. You have quite a few children. You've got a big career. How do you manage it all?
Speaker 2:You know it's funny. Before I came here, I had a bit of a life coaching session, so that's how. The balance between home and work is something that I have always struggled with. I find, as a person, I throw myself all the way into things that I'm passionate about, and this career is certainly one of them, and that's not neglecting that I'm a mum at the end of the day. I have four daughters of my own and I'm raising three bonus children. So seven girls in my house is a crazy time, oh wow.
Speaker 2:Yes, I know that's why I'm tired, but it to me, the ability to switch off is is again just communication and it's part of who I am and I think it's why vendors like that. I'm honest, I just took a week's leave and I just said like I'm going on leave. I loped, but I said to my vendors before I was leaving I'm taking a week off. It's really important that I spend this time with my family. Here's my team. We're all working together. Please direct your calls and, I think, just communicating that you're not going to lose someone if you've built trust and explained yourself, If you ghost them, absolutely, but just got to talk, You've just got to talk. So you know, answering a call at nine o'clock at night, probably not. I'll text you and I'll call you in the morning. So just trying to juggle. But the kids love seeing you know houses and what I'm selling no-transcript.
Speaker 1:And then suddenly, here you are.
Speaker 2:I had a bit of a imposter syndrome moment on the drive down here today and I rang my boss and I was like I can't think of a podcast that I've listened to where someone has been in the industry for two years. Why am I here? And he said you know, you're there because you deserve it and I was like, yeah, okay, let's go. So it is an honor to be here and I don't take for granted the position that other people are in in the industry that you've spoken to as well, and that's a really cool connection to have. So thank you for having me.
Speaker 1:And how inspirational that we can have someone come on and show what you can do in two years.
Speaker 2:It's pretty crazy With seven children Now I've got to keep it up.
Speaker 1:That's right, but congratulations. Incredible results and from meeting you that first day, I met many, many people.
Speaker 2:I heard a little rumor that you were talking about me along the lines to someone. I can't remember when it was, but they were like Lee mentioned you and I was like good.
Speaker 1:I landed there you go. But I meet so many people where their first experience at the Complete Salesperson course is, you know their boss has sent them along or their third, fourth generation, and then you see them come back and do the course in the future. But seeing that progression is one of the greatest things for us at the training company to see happen.
Speaker 2:I remember running out to that course I was just dressed casually because it was just a day and there were people in full suits and I was like, oh my God, I don't belong here, but I really absolutely do and I'm so grateful. So thank you.
Speaker 1:Well, congratulations and thank you for joining us on. We Are Selling.
Speaker 2:Thanks, Lee.
Speaker 1:Thank you.