Real Estate Safety with Tracey the Safety Lady

She’s known as “Tracey the Safety Lady.” Tracey Hawkins transitioned from being a real estate agent to becoming a safety expert. In this episode she shares her passion for ensuring the safety of realtors, emphasizing the importance of awareness and preparedness in the face of potential dangers.

The conversation also touches upon the significance of Realtor Safety Month and the challenges faced by realtors in both the U.S. and Canada. Tracey highlights the role of artificial intelligence in the real estate sector, discussing tools like ChatGPT, BARD, and Canva, and how they're revolutionizing the industry.

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Guest Tracey Hawkins
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Transcript

Tracey Hawkins (00:00):

I talked to thousands of agents, I said, what's the number one message you want me to tell them? She said, tell them you are the target.

Rob Andress (00:23):

Welcome to Realtor Safety with Rob and Beth. Today we have a very, very special guest with us today, Tracey Hawkins, better known as Tracey, the safety lady. Tracey, thank you so much for coming in and joining us today.

Tracey Hawkins (00:44):

I am honored to be in your presence.

Rob Andress (00:49):

Honored is a pretty heavy word, but thank you, and we are so happy that you're here. Hey Tracey, I got a question for you. Well, I got a pile of questions for you, but the very first one that I want to know, how did you get in to the safety expert business in trying to educate and protect realtors? Just tell us a little bit about,

Tracey Hawkins (01:16):

I have a twin sister. She and I got our real estate licenses about 35 years ago. She's still in the real estate sales business, but I decided after a while that it wasn't the business for me. So the question was, what can I do a little different than other businesses? I was pouring through every entrepreneur magazine. It's like, what can I do different that would still allow me to feel like I'm serving the community? My parents are veterans and my mom also happens to be a teacher. So that kind of is ingrained in me. And I kept reading about people starting safety and security businesses. They were selling safety and security products, pepper spray alarms, et cetera, et cetera. And I was like, I can do that. So while working, I started selling pepper spray and alarms part-time on a wholesale basis to local retailers, and then I moved it to the mall and I had a whole inline store, and then I got restless.

(02:09):

Rob and I kept thinking, there's got to be something else I need out. My sister said, no one's talking to the real estate agents here in Kansas City, Missouri. She said, so come talk to us. Tell us how to be safe. So I spoke to every real estate office company here in Kansas City with the association, and then someone from Take Oklahoma. I'm an OP from Muskogee. I was born there. Someone said, come speak to us. And next thing you know, I went national. So I was speaking to agents all over the country and earlier this year I had an opportunity to create safety programming for crea, the Canadian Real Estate Association. So I guess you could say I'm international.

Rob Andress (02:50):

You are now international. And I want, before we get going too much farther, I just want to bring highlight to a podcast that you're doing now and you do, you know what? I've been following you for a little while now, and you're a fascinating individual dynamic. The stuff that you lay out is good stuff, and I'm going to make a plug for you right now on your Driving with NA series, with the National Association of Realtors and the podcast that you've started doing, and I think it's amazing stuff. One of the things though, oh, it's good stuff. And one of the things we really wanted to get you back in here on the National Association of Realtors Safety Month in September, and some things just didn't work for us, but I want to talk really quickly about the importance of these amazing people who go to great lengths and overdo themselves to try and fulfill the dreams of home ownership for other people.

(04:10):

These are good people. These are people who do not go looking for problems. These are people who do not go looking to be targeted, to be reached out and touched, whether it be virtually or physically in person. These are good people who oftentimes don't even know the risks that they face. And in Canada, Beth and I have gone on a push and we're making a difference. We're making a change. But man, as, I mean you may know, may not know. It has been an uphill battle. And when we take a look at the numbers in Canada, and oftentimes Canadians look at the US where you're from as that big country where all the bad things happen. And what's crazy, when we take a look at what our population base is to the number of incidences that happen against the professional realtor, it's almost frigging on par. So you know what? It's not just our big neighbor to the south that faces these problems. So tell me how important is it for these great, amazing people to understand it?

Tracey Hawkins (05:33):

To your point about the perception of crime here in the US compared to Canada, my best friend is Canadian and she grew up here, or we would attend school here together, and then she moved back to Canada, and she tells me all the time when she looks at the news, she's like, what are you guys doing there? We don't have that problem here. And it's like, come on. It has to be. But what I heard you say on past episodes is that it's just not talked about so much. And what I just heard you say, the crime is there, but people just don't talk about it. And that's what scares me. When people think there's no problem, they're oblivious, they are not prepared, they don't know what's going on. I know you had an episode where you talked about male agent safety and how male agents think that it just doesn't impact them.

(06:21):

Back in 2017, I wrote an article for Realtor Magazine and I talked about the ways male agents put themselves in danger. It was the most read article of the year. It just exploded. And I've since wrote about it and been interviewed about it. I talk about it in my classes. Male agents get assaulted, they get robbed, they get murdered, and they get carjacked, and no one's talking about it, but it's true. So when agents don't think it impacts them, they tend to ignore it. So my goal is to tell them it's time. Everyone needs to pay attention. It doesn't matter where you live. And when people tell me, oh, I'll only work in good neighborhoods, I want to scream because criminals have cars. That means they can go anywhere. And sometimes those good neighborhoods, that's where the good stuff is. And when agents say, I only work in the daytime, you're impacting your business because people want to look after work in the evenings. And to be honest with you, Robin Beth, when I look at the crimes, they're happening in the daytime and they're happening in upscale neighborhoods. So everyone needs to be alert and everyone needs to pay attention.

Rob Andress (07:26):

Oh, absolutely. And when you mentioned that, and I got to get your opinion on this because we've been asked, what's the profile? Who are these people? What do they look like? What do they do for a living? What's the profile? And what Beth and I have come to understand today, there's no profile. I mean, process, predators come in, couples they come in, singles resource, predators come in, pears in groups, and we see this. So what we have come to understand today, and it's brutal honesty, the real estate professional is the profile.

Tracey Hawkins (08:12):

Well, I talked to a Colorado Bureau of Investigations agent and I said, I talked to thousands of agents. I said, what's the number one message you want me to tell them? She said, tell them you are the target. You are the target, the cyber criminals and criminals. It's a predatory crime. Like you mentioned, they're coming for real estate agents. They're coming for the consumer's financial information. So real estate agents need to understand that there is a target on you. But one thing that I teach is you can remove the target. I do not want to scare agents. That's not my goal. My goal is to tell you that here is what the situation is in the industry. Here's who's looking for you, here's where they're looking for you, and more importantly, here's how you can be proactive to protect yourself. And let me tell you this, and this is going to sound kind of sort of awful, but it is what it is. I reach out, it's outreach, and you all know this better than I do.

(09:06):

When It's time to talk about safety, you are constantly reaching out, saying, you need to hire me. You need me to help you keep agents safe, as opposed to the real estate industry beating our doors down saying, we need you. Right? Am I right?

Rob Andress (09:18):

Oh, you know what? And that's going to lead Beth into something, but you're a hundred percent on you or you nailed it. Nailed it.

Tracey Hawkins (09:26):

Lemme tell you a story, Beth. No, go ahead, Beth. You say what you have to say because I am dying to hear this because it's good to have someone who understands what I go through.

Beth Andress (09:34):

And what we tell people when we do self-defense is that when it comes right down to it, there's no bat signal going up into the sky telling everybody that, Hey, you need help. There's no cavalry coming. When you call 9 1 1, it's on you. Your responsibility is to save yourself, to defend yourself. And that extends out to educating yourself on why you're a target and how to remove that target. Like you said, it's unfortunate that we have to put that level of responsibility, like Rob said, on these good people who are just doing their job, who are going out and helping others fulfill their dreams of home ownership. But that is the reality of the way it is right now.

Rob Andress (10:26):

And in the US, and maybe correct me if I'm wrong, because the image of safety that I'm seeing coming from the top down in the us from National Association of Realtors to local associations, to boards, to state associations, it seems to be coming a much more prevalent topic. It's a topic that's openly discussed in the US in Canada, that's not the case here. I referred to it as our dirty secret here. Nobody wants to bring it out. Nobody wants to talk about it. But it really comes down to being aware and educated with the problem. And as you said, being able to understand that through your own actions, by being aware you can reduce the chances of this occurring to you. And Beth, when you say it's on us, and I'm still a real estate broker. I mean, I've been in this business frigging since Christ is a cowboy. I'm a little older than dirt I, and I've been a victim. I've been a victim of social violence, and I've been a victim of predatorial contact inside of a carwash of all things identified as a realtor. So I mean, I've been through it and it is our responsibility, but from a leadership perspective, it doesn't just have to fall on the member. It needs to become something that every local association, every provincial state association and every national association and leadership needs to get involved with, and it needs to become a focus in our industry.

Tracey Hawkins (12:26):

Here's what I can say, the National Association of Realtors mandates that every single association and board must offer some kind of safety education in order to stay in compliance. So that's one of the reasons we have realtor safety month, which is in September of every year. I think we're going on nine or 10 years. But to that point, that's just at the association level, but there are no requirements that brokers brokerages or real estate agents attend those classes. So one thing that I do know, and I must commend CREA for saying, Hey, Tracey, help create some content because that's what I am. I'm a content creator. I have like 15 real estate safety classes, and they said, let's create content three classes. I created a class about safety and security culture about safe practices, how to use safe practices to build your business as well as make it home.

(13:17):

And then we talk about cybersecurity. And I even touch on artificial intelligence. So that's coming soon to real estate agents in Canada. I know it's not a requirement there, but what I do know is that I commend them for being proactive, and that's hard. So here's the story I was going to tell you. First of all, the US Department of Labor considers real estate sales and leasing a hazardous high risk occupation. So they put it up there with convenience store clerks, with law enforcement officers, and with taxi cab drivers. So it's a dangerous occupation. And when you look at the job description, real estate agents make a living sitting in empty houses waiting for strangers to walk in. They make a living meeting complete strangers in empty houses. How does that sound? So it's obviously a field where it can be dangerous if you don't take the proper steps.

(14:12):

One thing, a story I wanted to share, again, I'm beating the pavement, is let me teach your agents how to be safe. Let me talk to them about safe practices. I had a broker who finally just crystallized it for me. She said, Tracey, as much as I'd love to hire you to teach my agents how to be safe, she said, I know the training is invaluable. She said, the only it wouldn't be a good business investment. She said, the only way I get real estate agents to show up for training is if it's teaching them how to make more money. So sit with that for a minute. Sounds outrageous. I mean, it sounds outrageous, but that's reality. So I had to do a mind shift. I had to think in order to stay in business, and I've been doing this for 28 years now. So in order to stay in business, I have to find a way to make it profitable for real estate agents to attend safety training. So I created the country's only real estate safety designation, and the bottom line is I am teaching agents. Here's how you not only make it home every night, but here's how you use safety in order to build your business. Here are some sheets that I've created for you, the seller security checklist. When you walk in, you're not talking about CMA's and net profits and proceeds. You're talking about ways to keep their house, their possessions and their family safe while their house is on the market. So you lead with safety FSBOs for sell by owners. Do not respect real estate agents. They don't respect the work that you do. So here is a safety tip sheet for FSBOs. Teach them what I teach you. Don't show by yourself. Get valuables out of sight. Make sure someone knows where you are. Here's how you screen them. My thinking is by the time that FSBO gets to number 13, they're thinking, oh my goodness, this is crazy. What am I doing? This is more dangerous than I thought. The business card that is attached to that sheet rises to the top of the stack, giving that agent and edge. So lead with safety.

Rob Andress (16:10):

And it's unfortunate that that money has become such an important part of our business where people put themselves at risk over it, which is really unfortunate.

(16:10):

Beth Andress (16:22):

I got to pull you back to something here, guys. I know October is, so September was realtor safety month, but October is cybersecurity month and you mentioned AI and all that stuff. I would love for you to talk to us a little bit about what's going on in the cyber crimes in the world of real estate. We know in some of the bigger cities, we are seeing people using fake IDs to sell homes right out from under homeowners when they're gone away on extended vacations and things like that. But let's talk about one step further than that. Tell us about things like like chat, G P T and AI and stuff like that, Tracey.

Tracey Hawkins (17:07):

Okay, and you're right, land scams, that's off the charts. And I wrote an article for the close.com where I talk about the top seven scams. Not only do I talk about land scams and how to prevent them, but I am talking about artificial intelligence. And like you said, October is cybersecurity awareness month. It's my second busiest month. Last year at the end of November, chat, G P T came out of the box and blew everyone away. So that is taking over the real estate industry. My best friend there in Canada, she is a technical writer and she's like, it's not really here, and I'm not a party to it. I'm not participating. I said the same thing I said to her is what I say to real estate agents. So real estate agents, listen to this chat, G P T, Bard Binging Quaded, mid Journey, Canva, all of these tools are out there.

(17:59):

There are real estate agents who are using them to 10 times more than that, their business, they're growing their business, they're being more productive. So will artificial intelligence replace real estate agents? Not right now, but the real estate agents who are using it are going to run circles around those who are not and they will outproduce them financially and content wise. So let me back up and define what those tools are. Generative artificial intelligence includes tools like chat, G P T, Microsoft binging Bard, which is a Google product, flawed mid journey, and Canva, most real estate agents are using Canva and it has artificial intelligence tools. Now, these are tools that allow you to give a command or instructions and it will be done. So with these tools, you can say, Hey, bar chat, g p t, write a blog post about real estate in whatever city or town you live in.

(18:54):

And I want you to talk about local interests, talk about sightseeing and why people should buy a house here like magic. It is going to happen, it will write a blog post for you, but you need to be careful that you're not copying and pasting because the rules, the law hasn't been written regarding plagiarism. You can't copyright it because you didn't necessarily produce it. So I am saying that you need to fact check everything it hallucinates. Another word for hallucination is lie. It lies. It makes up lies. So it can produce content, it looks convincing, it looks perfect and it's not accurate. So fact check it. You can use it to create social media posts. I'm the girl and the safety girl. So I'm saying use it to create safety and security content. You are always told to stay top of mind with your buyers, your sellers, and your potential clients.

(19:46):

Hey, chat, G p T. Create 30 social media posts about winter safety, safety at home, snow safety, vehicle safety, personal safety, include fight ss, e o terms so that it can go virtual. Include three relevant hashtags. Tell me the time to post the time of day and the data post, and also give me a strong call to action. And like magic, you have 30 perfectly written social media posts that you need to tweak. So there are many more ways and there are people who train on that. But what I'm saying is just like you're using it to create this grammatically correct, beautiful, perfect content, cyber criminals are using it too. In the past there used to be those emails that were poorly written and you just looked at them and you thought, really, obviously this is a scam. This is a phishing email designed to trick me out of my information.

(20:38):

Cyber criminals are using these tools and they're writing perfectly grammatically correct emails. And think about wire fraud. That's the number one fraud in the real estate industry. So now the letters are cyber criminals are directing these tools in the voice of a loan officer, write a persuasive wire, change instruction letter to the consumer, and then like magic, there's that perfectly written letter. So your consumer is getting the letter and it looks good. It has your name, it has a lender's name. They don't know any better. They don't know any different. So here is the leading with safety. Have conversations with your clients and say, artificial intelligence is out there. It's coming our way. If it's not here already, here's what you need to know. Here's what you need to look out for. So be the agent who is leading with safety, get out in front of it because artificial intelligence is not going anywhere. It's only going to get bigger and more powerful. And don't be the flip phone agent who is still back in the olden days and not acknowledging that it's here and that it's not going anywhere.

Beth Andress (21:40):

That is so such good advice. And I have a question for you now too. I have experimented with chat G P T to learn about it and what it can do.

(21:51):

Do we have to be careful of the information that we give the machine when we feed in? Write me a social media posts about 1, 2, 3, anywhere street. It has four bedrooms. It's this, it's that. Do we need to guard our personal information when we're dealing with these programs?

Tracey Hawkins (22:13):

First and foremost, you understand in the internet age that there's no such thing as privacy with these tools. There's no such thing as privacy. Not only are they learning from you. So all of the information you put in, it's a learning tool. So it's learning from us. It's getting smarter because of the information we're putting in. Everything that's there comes from the internet. So things on the internet are not private and some things are not factual. So one thing that you need to understand is if you're putting proprietary information in there, it's held in the wild. We don't know who all can read it. If you put client data in their name, address financial information, it's public information. If solo prompts it and prompt the direction that that's what you call the direction, the instructions that you give it. If someone prompts it just right, they're going to get your client information.

(23:01):

So you can still use it, still ask it to produce these beautiful reports and charts and graphs, which it can and which it will do. Just leave out the particulars and then just add it later. If you have your company's documents or financials and you want it to create a pretty report, a specific report, and you upload your financials, it's public information, no longer proprietary. Some of the tools. Claude is one, I think Bing does it now in chat, pt, they're all coming on board. You can upload a P D F and you can ask it to summarize it to bullet point it to rewrite it for you. It's going to do that. So if you're uploading proprietary information, even like an invoice, here's an invoice, I want you to create a chart or a whatever information's on that is public. So if you have your federal ID number, your tax number on there, if you have bank information, wire instructions, it's all public. So excellent point, Beth, no personal private information in the tools because it is public.

Beth Andress (24:02):

And I really hope that that hits home with all of our agents out there that are using that tool right now. And I know you're out there and I know you're listening, so please heeded that warning from Tracey. And one of the things that we hear, or we know people have rolling in the back of their minds when we talk about realtor safety is that it won't happen to me. That will never happen to me. It's why would that happen to me? That's never going to happen to me. And I feel it. I can feel it when we're talking about these cyber crimes and those kinds of things that will happen. But I will tell you that just under one fifth of Canadian businesses were impacted by cyber crimes in 2021 and we're in 2023. And you have to remember just the same as we tell our people that these predators had to find a way around not being able to do in-person showings during covid and that kind of thing. And some of it took on a virtual presence where unfortunately we met realtors who had done these virtual showings over Skype or Zoom or whatever and ended up with somebody exposing themselves to them. Those kinds of things, they find ways around what's going on and those predators are exploiting these tools. So please, please understand that that can happen. And I am so glad you're with us today, Tracey, to talk about that. Cybersecurity is such an interest of mine, but it's not something that I've learned enough about yet. So thank you.

Tracey Hawkins (25:46):

Excellent point about the virtual reality of it all. During the pandemic here in Kansas City, Missouri, most of the states here were locked down. Some were not, but some were. And when you're locked down, you have no choice but to go virtual in order to stay in business. That meant me too. So no longer was I traveling all over the country speaking. I was doing it virtually via camera. I had always been telling agents that you need to work virtually for that first meeting. It's a safer way to do it. You meet virtually that way. It increases the witness potential. And then they know their image is out there somewhere. And you can even be more productive. You can look and show them, share your screen, show them properties, write there online that they can rule out before you waste time driving them around. And then also it's an opportunity to, oh, I lost my train of thought.

(26:32):

That's what happens when you talk a whole lot. But virtual is, oh, the first meetings you can tell the disposition of your client. There was a story in California where a couple of siblings, their parents passed away, one wanted to sell. The one who lived there did not. So what happened is she forced the issue. So then the two agents and a home inspector showed up, and then the person who did not want to live there was angry, hostile. He shot all three of them. The agent survived, but the home inspector did not. I use that story when I talk about why you need a virtual first meeting, you can gauge their disposition. They would've known he was hostile and they would've taken another action. So definitely use virtual first meetings when possible. If not, we talk about meeting in a coffee shop. No, no, no, no, no.

(27:20):

The whole point is to increase witness potential. So it has to be somewhere where they know you by name. So if they know you by name, that's fine, because that may be would be predator says, oh, someone's paying attention and they can describe me. So that virtual first meeting is ideal. If not, meet in your office, meet in an industry partner's office. That's a lender title company, a insurance company. So the whole point is to increase witness potential. And I know you have to say something about Rob, but before you do, remind me to come back to the DeepFakes because with artificial intelligence, you can no longer believe what you see, what you hear or what you read. I saw a post from Tom Hanks that said, there is a commercial using a deep fake of me, and it is not me. Don't be fooled. Sorry Rob.

Rob Andress (28:06):

No, it's okay. Because when you were talking about all of this and well-written emails, I mean we're aware of a member who got held liable for a $5,000 theft that occurred over email through the use of Dropbox. There was an email that was sent to her and it was an extremely well-written email. And the attachment was there and it asked her to open it up because it provided or held in their information, which would give her the tools that she needed to fulfill her job and what they were looking for. And when she opened the Dropbox, there was a virus that ended up searching. Her email, gave full control over her email. This predator who was a resource predator, was able to go through her entire bank of emails located her last transaction that she did, was able to access offers, names, deposits, everything else, and then drafted a letter to the buyer requesting an additional $5,000 deposit to be transferred to their account. And the buyer not knowing any different, the realtor not knowing any different, they went ahead and did it. So yeah, I mean, cyber crimes and securities is something our industry really needs to understand and be well made aware of for sure.

Tracey Hawkins (29:38):

Even more so with artificial intelligence. They're a voice. What am I trying? Impersonations. So we know about DeepFakes, for those who don't know about DeepFakes, is simply taking the face of someone else, putting it on another body and making it say and do things that they never said or did. In my program, I show Queen Elizabeth sitting at the desk delivering, I think it was her Christmas message that all of a sudden she's standing up and then she's dancing and it's like, whoa, that's not Queen Elizabeth. And then you realize something's going on. It was a deep faith. So I showed the woman who has the same outfit that Queen Elizabeth was wearing who simply put Queen Elizabeth's face on hers. The one that is really impactful is when I showed the deep fake, it's on YouTube of Ukrainian president, Zelensky sitting at a desk saying, Ukrainian soldiers, the war is over.

(30:29):

Put down your weapons. It's a deep fake. So we see that. And if you don't know that deep fakes exist, you believe it. Imagine how dangerous that is. So that's why even those who say, I don't want any parts of artificial intelligence, you better pay attention here in the us. There was a news story about the Pentagon on fire and explosion. It made the national news. It was a deep fake. You cannot believe your eyes. So there are tools that agents can use. You're told to use video. That's how you market yourself. You must be using video. There are tools that you can use to create faceless videos. So you can pick an avatar, make it say what you want it to say, and ta-da. You're producing cyber criminals are using those exact same tools and they're often taking the face of somebody. It could be a real estate agent and it could be your voice making a phone call.

(31:20):

Hey, client, I need to change the wire instructions. Here's the new wire, then wire routing number or the business, the broker scam. I don't know if they have that there, but brokers would text their agents and said, send me a gift card or send me a gift card number. And then agents would text back and they would do it. But now imagine a voice deepfake recording the voice of your actual broker or manager saying, here's what I need you to do. I need you to pay this money or calling the administrative, the office, the accounting office, pay this invoice. It's been happening and it's happening even more. Now, I'm sure you all heard about the M l s breach that happened here in the US and it impacted agents in like eight states. They were hacked. So cyber criminals got the information and they demanded a ransom.

(32:10):

And until they got the ransom, real estate agents could not use that m o s. They didn't know if properties were available off the market. They did not know the status. Clients couldn't either. So that shows the importance of a cyber secure industry. Someone may have clicked a link and downloaded the virus or the malware that created the ransomware opportunity. And now all of a sudden, agents couldn't work, buyers couldn't buy, sellers couldn't sell. So that's why it's important that cybersecurity is top of mind. Again, I created the class that I talk about artificial intelligence. I talk about cyber secure processes, which include past phrases, no more passwords. It includes backing up your data. So if you do get hit, you at least have a backup and you can stay in business. We talk about two-factor authentication, which means that there's a double check when you're logging in, you have to go to another device. So cybersecurity is so important in this industry. It's over 4 billion in losses. And people think, oh, I just have a small real estate transaction, not a big deal. A $5,000 wire could be a bonus to a cyber criminal. So they'll do anything to get between the consumer and the agent.

Rob Andress (33:21):

And Beth and I talk about that during our live sessions as well. The importance of maintaining security, especially through your social media, that kind of thing. And locking down personal information and not sharing too much. So there you have it, the dark side of technology. You say flip phone. I was one of those flip phone guys actually until I met Beth and she brought me into the 21st century. But so you know what, Tracey, that is some amazing information that you just shared. And I sincerely hope that all real estate members across Canada and those in the US who pick up the podcast, I hope you listen to Tracey's message because there's some really powerful, powerful things within it. And it's something we, I mean we all need to know. We all need to understand, and we all need to be able to elevate our safety.

(34:25):

And AI is here, like you said, and it's not going to be long before people start running into problems with it. I'm sure. And like you said, you've given some amazing examples of it already. Tracey, I want to thank you so much for being here with us today. This it meant a lot to me. You know what? It's funny, in this industry, there's not many of us. There's not many of us that deal with reality situations or those who try and go out of our way to help people live a safer life. And it's tough sometimes. I mean, we hear of things sometimes and it's very hard to hear these stories, but it's important what we do, and it's important what you do. And the more we can bring to members across Canada and across the United States on understanding the risks in our industry, the better off they're going to be. And one thing I am going to sincerely thank you for is acknowledging the fact of what a dangerous job the professional realtor has today, because we've been spouting that boat for a long time and nobody wants to hear it, but it's true. It's true. And again, I want to thank you so much for joining us. Beth, do you have anything you want to say? This was absolutely fascinating. I loved it.

(34:25):

Beth Andress (36:03):

I Know. I would just like to say, Tracey, I hope we meet again because Lady, I could sit and listen to your Kansas City accent all afternoon.

Tracey Hawkins (36:13):

What kind of accent? Whatcha talking about? I don't have an accent and you guys don't either. We sound the same, right?

Beth Andress (36:20):

I love it. I love it. I just love it. Thank you again so much for being with us today. And like I said, I truly hope our paths cross again.

Tracey Hawkins (36:28):

Our paths will cross again. But I want to thank you all for what you do. People don't realize that the backgrounds that you have, law enforcement as well as doing this and the self-defense, the hands-on and no one class is not enough. If you choose a weapon, know how to use it, make sure you're using it, making sure you use it legally and have it accessible. Be willing to use it. And safe practices. It doesn't have to be dangerous if you just practice in a safe manner. Protect the consumer, build your business, and be safe.

Rob Andress (36:56):

Yep, 100%. And thank you for joining us. If you enjoyed the episode, please share it out with someone who you might think will find it of value and leave us a rating. And hey, again, please always have a really prosperous day, and please always be safe.