The Real Deal Podcast
Unlock the door to success in the dynamic world of real estate with your hosts, William Gomez & Alfredo Madrid. Join us as we dive into the inspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges, and invaluable insights. Your key to navigating the ever-evolving landscape of real estate starts here.
The Real Deal Podcast
#6 The Art of the Deal with Laura Cooper Bryant
When faced with the high stakes of an ICU dietitian, Laura Cooper Bryant learned the value of composure and precision—qualities that served her well when she pivoted her career toward the unpredictable world of real estate. On today's episode, Laura joins us to recount the journey from the pediatric ward to becoming a top-producing real estate agent, weaving through her personal challenges and professional triumphs. Her story is a powerful illustration of how the skills honed in one career can be pivotally transferred to another, highlighting the universal importance of relationships and adaptability.
This conversation is a deep dive into the nuances of real estate transactions, where Laura's meticulous attention to detail shines through. She shares her hands-on approach to every aspect of the deal, from open houses to closing day, ensuring that her clients' dreams and desires remain at the heart of each transaction. The discussion underscores the importance of robust communication and understanding client needs, with Laura's narrative providing an authentic glimpse into the countless intricacies an agent must juggle.
Amidst the technicalities of paperwork and the emotional rollercoaster of buying and selling homes, Laura emphasizes the core principle that has guided her success: focusing steadfastly on people over properties. Her insights into mentorship, continuous learning, and balancing professional vigor with personal passions like marathon running offer an inspiring blueprint for anyone looking to excel in their field. Join us as we explore the compelling synergy between personal growth and professional excellence, all while keeping client relationships front and center.
Unlock the door to success in the dynamic world of real estate. With your hosts, william Gomez and Alfredo Madrid, join us as we dive into the inspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges and invaluable insights. Your key to navigating the ever evolving landscape of real estate starts here.
Speaker 2:Laura Cooper Bryant, thank you so much for being on the real deal podcast. I'm I've been in the business for about six years and I feel like that my personality with my business has changed, like I think when I first started I was very like I mean, I need to just get business from wherever and I'm going to adjust to work with people that I might not like to work with to where. Now I think I'm a little bit more picky on, like even the agents that I work with. So with you, just mainly your clients, have you? Have you always been like that?
Speaker 3:I think, always pretty direct and matter of fact and just focused. But I was in health care for 10 years before this and I think that that was like a really good segue to this job.
Speaker 4:So just kind of you've seen it all type deal. You've dealt with all kinds of people. I was how do you, how do you think that helped you?
Speaker 3:So I worked in the ICU. So I've maintained my dietitian license, so I'm a registered licensed dietitian and have kept that license up as well, and so that was just in a really high stress, intense, constant juggling, lots of balls in the air. You're constantly working on different case caseloads and patients dealing with different physicians, different. So it was just a high paced, very intense because it was pediatrics busy. You know type of a job and that's kind of what this job is it's just constant juggling. You know that was dealing with people in very stressful situations, as can be real estate. They're making a huge purchase. There's a lot of stress. Sometimes it's not a happy reason why they're selling, you know they're getting a divorce or somebody's passed away, you know.
Speaker 3:So you know delicate situations in the real estate profession, sometimes as well, not delicate in the sense of life and death, like it was in the hospital. But you know, that was just all about juggling and efficiency and pivoting. And you might be right in the middle of something else and a doctor calls and he wants to talk about a different case and you have to, you know, snap your brain and now you're doing this, and that's how real estate is. So I'm kind of always at my best when I'm busiest. So some people don't like to function that way. I like to be really busy, really intense, lots of balls in the air, and you're just all day long You're just trying to touch the balls and keep them up, and that that was what I did all day at the hospital.
Speaker 4:Sure, one thing that I admire in agents that work like you is your ability to receive Call it bad news, call it obstacles, call it things that are helping. The appraisal came in low. You would be surprised that kind of information how it sends people haywire, sometimes like we have no control over what that house appraised for Right. So there's really no sense of throwing your hands in there and saying I cannot believe that that happened, right, it's what's the OK? It appraised low. What's the next step? And I feel that you've always been really good at being like OK, yeah, just give me the news so that I can do something about it and start working on the solution. Tell me a little bit about your mindset and how important it is in this industry to be able to receive that kind of information.
Speaker 3:Sure.
Speaker 3:So I think that that's really critical and I think being really level at all times, like even if you have had bad news coming or whatever, I mean you know somebody can be telling me the worst thing in the world about the house or about what's going on and you know I mean I'm just going to take it in just super level.
Speaker 3:Or I can be, you know, disappointed or upset, but like my tone and my inflection is just like very calm and, like you said, just kind of OK, this is not what we wanted. I can get upset about it, I can get frustrated, all these things, like I just kind of do that inside because it's not going to be for the greater good of the transaction, it's not going to help my client, it's not going to help the seller, you know. So you just have to be very level and I think a lot of people take what information has come in and then they feel a way about it. And it's not my decision to feel a way about it, it's really my client's way so that's good, you know.
Speaker 3:You know you can take the information to the client and sometimes they surprise you. Sometimes you're like, oh man, they're going to be so upset or they're going to be so happy or they're going to be this or that. I don't know how they're going to be. You know, I might think I do, yeah, but I just give it to him and I think some people put their own feelings into the information and then they're going to feel differently about the information.
Speaker 3:If you've set the tone that this is a really horrible thing or I can't believe that happened, or they don't know what they're doing, or this person, so you know stupid, or whatever, your client's going to feel that way. So you just have to kind of like take your, because I'm not part of the transaction. It's a buyer and a seller, and how I feel or how I think you know, really isn't part of what's going on. Like so, and sometimes people surprise you like things that you think they're going to get really upset about they don't. And so what if you had a gone in really upset and really fired up that this is so bad and they took it totally fine, they might have taken it totally differently if you had started the tone of that, and I think some people, it's just, we're all people, so we're all humans and I think that if you can just be very level and very calm and you know how are we going to work through this, is there a solution? And 99% of the time there is a solution.
Speaker 3:There's always those cases where you just are truly at an impasse, but it's all about getting creative and figuring out what's going to make the seller happy, what's going to make the buyer happy. Regardless of which party you're representing, you know you want. The hope is that when people walk away, they're happy. Maybe it wasn't the perfect outcome or exactly what they wanted, but that's life and you know you want them to be reasonably like, satisfied with how things went and what?
Speaker 4:what I've learned about communication is that timing is actually the most important variable. It's not even the actual information you're sharing, it's not that it's good or bad news. The most important variable is timing. It's kind of like, if it's bad news, you, as an agent, you would rather know right away. Right, you'd rather know right away, and that I'm working on it. And what? The mistake that a lot of lenders make and I think a lot of realtors is they try to fix the problem first, and it that takes up time before they communicate what's going on, and then they can't fix it. Now I got to call you the day before closing and tell you that we can't close because there was a problem a week ago that we try to solve between down then right, so you would rather know that bad news sooner the better.
Speaker 3:Absolutely, because then I can start making a path, you know, and that's you know. You're giving the client information and you use the example of a low appraisal, whatever. You know. What are my options here? Well, you can accept it and sometimes they go that option. So you know, if you're getting all upset, no, we're going to do this and we're going to do that. And well, if they were just fine with the information as it was presented, I don't have to be happy, I don't have to think that that was the right choice. If they are happy with that outcome and that decision they're the ones buying the house. Let them make that choice. So you can accept it. You can buy a new house, and you know you can. Maybe, if we think that the comps that were presented weren't accurate, we can try to see if there's some better options that maybe were overlooked.
Speaker 3:Sometimes the appraisers listen to that information, sometimes they don't, but if they don't, then you're kind of back to buy a different house, or accept this, or, you know, can we find a path in the middle between the buyer and the sellers, you know? So that's the option, but I really try not to say what I would do or what I think I mean if they point blank ask you. But, like you know, I'm not the one buying this house and I, you know, they're the ones that have to decide how important this is to them. You know, are they going to let this go or is this so important that they really want to buy this house? And maybe that wasn't the price that they had hoped they were going to pay for it or whatever, as a seller hoped they were going to get for it. But they still want to sell their house and maybe what's on the table is the best option, rather than starting all over or trying to find a new house or whatever. I can't make that decision for them.
Speaker 2:That's so good, just because I think you're the only agent that I've ever talked to, and I've talked to hundreds of agents that don't think that way. They think it's like what is? How is this going to affect me? Which the first thing that comes to mind, which I just met with an agent earlier this week and she was talking to me about the production she did, and then she was talking to me about the production that she almost did all year, because she said but it's so frustrating because that was like a $25,000 commission, and she's talking about a deal that went under contract but it busted within the first week and I'm like why were you even thinking about a commission that early in the transaction? That's why most people that's one of the things of why I can think of agents put all of their emotion. But what you're saying is I've never really heard it that way, but it's not your responsibility to fill any emotion. It's the buyer and the seller and that's where you kind of give it all to them.
Speaker 4:It's not even your emotion to have it's theirs. I mean this transaction they're the protagonist of the story.
Speaker 2:I've never heard that.
Speaker 3:And the same when they're asking you what you think you should offer on a house or something. Lots of variables. Is the house overpriced to begin with? Is it properly priced to begin with? And a lot of times they're like let's say it's $350,000 house. They're like what would you offer? Or, and I said, well, I can give them guidance, I can help them, that kind of thing. But a lot of times it's like how are you going to feel if you don't get this house? Would that upset?
Speaker 1:you.
Speaker 3:Would that not? If you're not going to be kicking yourself that you didn't get this house, maybe you offer this number. If you're going to be really upset tomorrow that you didn't get this house, maybe you would offer a different number. And some houses they're kind of like if I get it, ok, if I don't, ok. Obviously, investors are very different. But if this is your dream house and you lots of variables think you're going to live there for a significant amount of time You're not selling it in six months or a year how upset are you going to be? I can't decide that. I'm, not you. So if you're going to be really heartbroken that you don't get this house, is $5,000 or $10,000 or $15,000 really going to matter? If you're going to be really disappointed, I can't make that decision. Some people that's a lot of money, but for some people that's not a lot of money if they're going to be really upset that they didn't get the house.
Speaker 2:And I can't decide that For any agents that are listening, I think that that's something that they really need to set back and look at their business, look at the people that they're currently helping or that they've helped in the past, and a lot of the times I mean, I work with agents that we could have a really good file, but we have a couple of speed bumps and that whole transaction is very it takes an emotional toll on them. And then I have some other agents. I mean you're an example that it could be a rough transaction all the way around, but you're just level headed because you kind of know whose job it is to be upset because you don't have very much control over that. So one thing I was curious about you said that when you worked at the hospital you learned all these skills that are now helping you to what you're doing now. But correct me if I'm wrong, but it doesn't sound like you were doing any type of sales at the hospital, correct?
Speaker 3:No, not sales, but because I dealt with pediatrics, it was a lot of repeat people.
Speaker 1:You would see a lot of this not always, but it was just that it was more the juggling and the high-paste and the intensity and it was a people business.
Speaker 4:There's a lot on the line.
Speaker 3:Right, but real estate is not a housing business. It is.
Speaker 4:It is a people business. I agree with that, it is completely a people business.
Speaker 3:I sell houses, so real estate is not a house, it's the people business. I am in a people business. I just happen to sell houses, but I am in a people business. I am in a relationship business. The people are what is important to me and why I wanted to be in this business.
Speaker 3:So when I bought a house as a very young, early 20s person, that real estate agent, larry Harrell, and his wife Anne, who are lovely and still in the industry they stayed with me and they helped me long after the sale.
Speaker 3:They kept in touch If I needed something, they checked in on me If I needed a contractor or whatever, and so it resonated to me that it was a relationship business. They were staying in contact with me. I just thought you call a relitter, they sell you a house, you never talk to that person again or whatever, and so they really set forward a really good example of that. It was a relationship business, a people business, and that really resonated with me because being in pediatrics and dealing with some of the same clients over and over, that was a people business and I was constantly working with people and I loved that part about the hospital and so it just made me draw to when I was ready to kind of have a professional shift that I really liked working with people and thought that I would give this a go and kind of see how it went.
Speaker 2:I think that that goes into the saying that people do business with people that they like, because, you're right, there's some lenders and some agents that they're not really selling the house, like. They can't walk you through a house and then tell you all the different things that maybe another agent that's a lot more knowledgeable can tell you. But the client will have a much better experience with maybe the person that knows less, because they're better with people there. Now, if you have both of those skills and you combine them, I think that that's what truly gets you to that top performer status, as opposed to maybe just selling a couple million dollars here and there a year. So what was it that got you to go from that hospital to real estate?
Speaker 3:So I was pregnant when I thought I'm or thinking about becoming pregnant, I guess, when I thought I might want to switch, I was pregnant like my first year real estate, and had Clara, but that was kind of a nine to five type job and I don't know. I just kind of was ready for something different. I had gone to school at OU to become a dietitian and I had my medical license and I kind of just thought that's what you have to do, that's what you went to college for, that's kind of what you have to do. And I think I was getting older and a little bit more mature and I thought, just because I went to school for this, just because I have this medical license, like I don't have to do that, I can, but I can also do something different.
Speaker 4:And so I just kind of wanted to pivot and do something different and we all have that turning point in our careers, right, where we're like it went from here, like it was here, and then all of a sudden it took off and they were here. When was that for you, and why?
Speaker 3:Well. So and I also knew that if I I mean, I keep my license, so I knew I could always go back to working in the hospital, which is something I really love. So it wasn't like I didn't like that job. I mean, I really was quite happy there. I miss the hospital a lot and that what it brought to me. But I thought I would just kind of see how this went and I really enjoyed it and I found that it was just very fulfilling. I liked the interactions, I liked the details. That was a lot of that job as well.
Speaker 3:So the fine tune, the details, like really understanding the contract and figuring out how to be very clever in the sense of understanding the terms and the contract and knowing your options and I think there's a lot of agents that still don't know all the ins and outs of the contract. And when something stays in a perfect line and happens just exactly how it should be, it's very easy. But when things go this way and that way, it's sometimes like, oh, what do we do here? Oh, I haven't had this happen before. Or, and it's figuring out how to kind of weave those turns and twists, because no transaction's different and there's some that are very, very easy, but if things happen you really have.
Speaker 3:It always goes back to the contract and the details and the little letters underneath each item in the contract that I think you have to be an expert at so that you can quickly help your client figure out what their options are or whatever, and so the detail of the business. I really enjoyed in that capacity, but I liked the people part and then just doing just such a great job every single time, no matter what the situation was, and really trying to listen to the client and find out what they wanted, what was going to be a good fit for them, and sometimes you find that you really know what's best for them, even in the sense of you have to remind them. Well, you told me you didn't want that in a house and now you're thinking about offering on this house that has that thing that when we talked originally you said you really didn't want. So kind of helping them stay focused on what they told you was important to them and what they wanted and helping them so that they're really happy and finding a good fit.
Speaker 2:And when you're talking about knowing how to your way around the contract and mainly writing it, but it's also like being able to thoroughly go through the contract. We had a deal that it almost busted the day of closing because they went through the final walkthrough and the washer and dryer were gone and the listing agent never told her sellers that it was on the offer when they initially offered it. It was on the contract that they agreed for the buyer to keep the washer and dryer and it's like that was just mind blowing. So you're saying like there's a lot of people that don't know their way around the contract. I think we see a lot of agents that don't know or the follow up on dates, like the date that the appraisal has to be ordered.
Speaker 3:Like I'm always following up with the other agent. You know, today's day 10 has the appraisal been ordered, or reaching out to the lender, or whatever. And they're like, well, we're not closing for 60 days. And I'm like I don't care. I'm well aware we're not closing for 60 days, but this contract that your client signed said that the appraisal had to be ordered by today. So it's today. Has it been ordered? Because to me that's a red flag if it hasn't, or if they're still shopping lenders or whatever Like, so I don't care how far out our closing is. Yes, I fully am aware that we will have time to have an appraisal between now and 60 days. I'm referencing the thing your client signed, and you would be surprised how many people are like, oh, I didn't know it had to been ordered by today, or whatever. I'm like, well, it's a document your client signed. Like I'm not being difficult, I'm just, you know, following the contract which is guiding us to the rules.
Speaker 4:I can tell that obviously you're very valuable to your client, right, as far as telling them what knowledge you have, passing that along, also not telling them what they want to hear. I think a lot of agents and sales people in general are too quick to just tell the client what they want to hear. Right, yeah, we'll make that offer Instead of being clear about them. Well, you can make that offer, but you're not going to get the house right. I mean just, you're super clear. I think a lot of agents out there even lenders are like are not clear on what their value proposition is to their clients. Right, what do you feel your value proposition is to your clients? Like, if I was a seller right now and I said why should I use you? What do you think that is for you?
Speaker 3:So I think you know too, and absolutely nothing against teams. Everybody likes to function differently. I personally like to be involved in all the pieces. You know, maybe that's me being controlling I don't know what it is, but like I like to touch every single piece of the transaction and so, like for my seller, you know I'm going to be involved in every piece. You know, I'm usually going to be the not always, but usually going to be the one sitting in an open house. You know it's going to be me. When there's a showing, they're going to be talking to me. You know, not somebody else. I'm going to be at inspections, like so just, I really like to be so ingrained in the entire process.
Speaker 3:That is, and some people don't like that, some agents don't like that, and there's nothing wrong with that, you know, if that's not how you like to run your business, no problem. I just personally, that is what makes the deals interesting to me being involved in all of it and part of all of it. And then I think the other thing that a lot of people miss out on I think it's so important to be really connected with other agents and like we're all on the same team, truly no matter what brokerage you are on, and I learned very early that being a good team player and being helpful is really important in this industry, and so I'm always keeping my ears and eyes open for things that are gonna help somebody else. Like it has nothing to do with me, but if I know somebody's looking for something another agent at my company or not at my company like I'm keeping my ears open for that person and going out of the way to try to be helpful and trying.
Speaker 3:You know, real estate really is just a big game of chess and you're just moving the pieces, and sometimes the pieces that are being moved are not your pieces, and that's okay. Sometimes you need to move somebody else's pieces, but it always comes back to me. So, like and I'm doing that as a genuine, genuinely I like to help people, like it's just in my nature. But I have also found that, like, if you're helping other people move their pieces, then they're also helping you move your pieces. Like if you're thinking of them, they're also going to be thinking of you, and it's like you've gotta move some of the other chess pieces sometimes, because then your chess piece gets moved later.
Speaker 2:This is exactly why I wanted you to come on. Every agent out there doesn't see it like you see it, but that's how it is. Everybody out there is like thinking, what is this gonna do for me? And they're not thinking of the bigger picture. And I think, with you, you thinking of the bigger picture has clearly helped out your business. And I kind of wanted to wrap around to back to your question, alfredo. I don't know if you meant it exactly in units, volume, number wise. You know that I love numbers, so one of the questions I was gonna ask you is 2013, first year. What did that year look like for you for volume? And then, I think, when Alfredo was talking about to where you, like you've been in business for 10 years. Like, what year in the last 10 years was it that you finally were like man, I killed it this year? And like, what do you think took to get there?
Speaker 3:So I think, I mean I think that you also have to think of it kind of like a snowball, and it's like I've always been. You know you have to do the best for every single person, every single time, and it to me does not matter if you're buying, you know, a $50,000 condo or selling a multimillion dollar property Like I'm going to give each of those deals the same amount of time. They're equally important to me. And I've had clients that have bought lower dollar houses and you know they have said you know you treated us like we were buying a castle and I'm like I didn't treat you differently than I did this person. They're all the same, they're all just as important to me. So I think treating everybody just as important. Nobody is more valuable because they're selling a more expensive house or whatever the case is, and I will sell anything Like I really find it rewarding helping first time home buyers buying, you know, whatever the price point is, you know.
Speaker 3:So it's all important to me and I think it goes back to for me it has to be interesting. And so if all I did was sold, you know, a million dollar houses all day long, that wouldn't make me tick. I really have to have that. You know high dollar house investment property rental Like to me. That's what makes this job interesting and makes me want to continue this job. So I like the variety. I also think it makes you a better agent.
Speaker 3:If you have variety, I think if all you're doing is luxury houses, how could you be good at selling an investment property? So I like keeping a lot of variety. For me makes this job interesting and makes me personally tick, but I think it makes me a better agent. To answer your question about the first year, I would have to go back and look. I mean it was probably like I would guess three, maybe three or five, three million, I would guess. I also was pregnant and had a premature baby. The first year I was in real estate so I was working but I was really mostly home with her.
Speaker 3:But, have gone up and now I'm kind of in just a settling point where I'm, you know, Three to five million, though that's still. I think it would have to look.
Speaker 2:I guess it was probably three the reason I asked that and I always like to ask that is because, you know, I asked Tracy the first time he came on. It's because I I feel, like a lot of agents look at agents like you. I was on the phone with Rachel Close the other day and she said that you were one of the agents that she took out to coffee when she first started. Because you know she's like she's top producer. I want to see what I can learn from her and I think a lot of agents like her when she first started, because, of course, rachel has, you know she's become a seasoned agent and a great agent. But they think, like they forget that that Every top performer was a beginner at one point, but you know, if you were doing three to five million, I mean that especially 2013. Yeah, and then? So when do you think that? Like how long, how many years? Or like did it take you to be like you?
Speaker 4:know to go from five to 20?
Speaker 2:I know it says snowball thing.
Speaker 3:It is a snowball.
Speaker 3:So, like, I truly believe, if you do A good job every single time and you treat every transaction like it's the most important thing you're doing that day, um, you know, it's a people business and those people are going to come back and they're going to tell other people about you if they felt, you know, listened to and validated and that you did the best job for them.
Speaker 3:Maybe it wasn't the exact outcome they wanted in the sense of, you know, we all wish we could have sold our house for more money or you know this or that. But, like, if they, if they felt like that they were taking care of and looked out for and happy, um, then they're going to tell other people about you, and so that's how this business really works. Is, if you're doing a good job for every single person every single time, um, treating all the clients the same, then then then the business just comes, and so that's how it's been for me and I'm so grateful that it just, you know, has just grown and grown and grown. But I'm not doing anything different now than I was then.
Speaker 3:I'm just doing more of it in terms of more transactions, but you know so it wasn't one, it's just been gradual at the time I would say yeah, I mean there was a big difference between, probably, three and five you know, you're three and five yeah where things just really got into a really good rhythm. So, but every transaction really has to breed additional transactions. So you're not doing this business right. If Every seller and every buyer does not give you other sellers or other buyers, yeah, yeah, so Obviously, a lot of your success is from your blood, sweat and tears.
Speaker 4:You've worked very hard to be here, especially starting out with the young god or premature I mean that you had a, a lot on your plate at that time, even though that you thrive in that environment, right. But we we a lot of us comes from our work, but we all have that person that came in and helped us take it to the next level, or we learned from, or a mentor. I mean we all have help other. Just like you help other people, someone helped you. Who was that person for you and what was the biggest lesson you learned from that?
Speaker 3:Oh gosh um.
Speaker 4:Is there a person you can remember Well?
Speaker 3:I mean, larry and Ann were fabulous. They really, you know, were there for questions and you know, I think Larry was one that really Engrained the interstices of the contra. He's an attorney, you know as, and a realtor, and so, you know, knowing the details was really important to me early on. And just, you know, spending time learning.
Speaker 3:I feel like that first Year or two I was just like a sponge. I was trying to go to as many things as possible. I was trying to get in front of as many agents as possible. I was trying to, um, you know, do a lot of that networking and stuff like that. So I feel like, if you don't have the foundation and the knowledge, um, in those early years, it's really hard to continue and you feel like you're just doing a lot of busy work, but you're really not like and I think everybody just thinks they're going to just start making all this money Once they start being a realtor. But you're, you really have to have that long play that you're learning, you're growing. All that stuff you're doing in the first couple of years is setting you up for, like, a more successful Long haul and you have to do that in order to like, get into the To the bigger was there, like you know how he talked about Rachel taking you out to lunch.
Speaker 4:Was there a top producer that you attacked yourself to a little bit? Just be like, hey, I'm gonna model her Business to an extent?
Speaker 3:Was there anybody, like there really wasn't, no, no, I don't feel like I mean, that's not, I just so, on top of being a top producer, you're also a um, a a marathon runner.
Speaker 2:You've done 20 marathons, which I want to personally thank you because you helped me out a lot on my first marathon that I just ran. Um, is that the only thing that you do outside of real estate that I truly believe? Something like that like for me? I I I'm big into like putting myself in different situations outside of my business and I think that that makes my business like better, like just mentally. Is there anything else that that that you do, um, and do you think that, like, going out there and running 26 miles every, you know whatever? That's been like almost at least once a year? Right, once or twice a year, seems like, since you started.
Speaker 3:So yeah, do you think?
Speaker 2:that that helps you mentally. I mean, your mental game is like strong, I mean just having this conversation, but what? What helps that?
Speaker 3:I think, well, I mean, the thing I do like about this business is you're kind of, I mean, you are working all the time. It is not a business for everybody and that's okay, like you really are Always available. I mean that's just part of this business and some people don't like that, but like I love being able, I like to be busy, you know, but I, I love running, I love the people aspect of the running. A lot of that happens super early in the morning, um, that that kind of gets my day off right, getting that exercise and doing that. But I love, I mean I really like to volunteer. That's really important to me. I sit on Um a couple of boards. I, you know, volunteer in the community, like that's really important to me. So, while I do work a lot, this job also gives me the flexibility to do a lot of the things I enjoy, which is volunteering and then also, you know, being really involved with my daughter.
Speaker 2:So you think the volunteering part really goes back and helps with your business in a way mentally.
Speaker 3:I just it's something that is important to me and that makes me happy. So I don't like a lot of idle time either. So, like you know, if I was working at the hospital, you know I wouldn't be able to sit on boards or I wouldn't be able to do stuff necessarily during that nine to five time or whatever. So you certainly are working a lot more, and working, you know, seven days a week or whatever but, like you, also are allowed to kind of do some of those things that are important to me.
Speaker 2:And she also gets in the bike every now and then. She did. She's done Tulsa Tough for years.
Speaker 1:Really yeah.
Speaker 2:She told me whenever I did my first 100 mile ride which was just 2022, I think, or what it was, and because I remember that's another thing that kind of bonded I remember you started pushing your riding and I was just like, oh hey, I'm just now getting it. I love getting to like new things and you know, just, I don't know, I just I like that, but I really appreciate your time. I we were just kidding on keeping you here for four hours. But the last question that I have for you is you know, I feel that we've given a lot of knowledge to any agent that's that's listening to this, and some lenders as well. But my question is specifically to a lender, so a lender that that's listening to this loan officer, and whether they're brand new. Mainly if they're brand new, but even if they've been in the business for a little while, they look at an agent like you and I think that that, first of all, they see you, however they, they find you, and then they're like intimidated right away because of what you're doing, and then maybe they get to talk to you and, like I said, alfredo and I have gotten the pleasure to work with you a few times to where we know how you are when it comes to a contract and that might even seem more intimidating.
Speaker 2:So, one, what do you look? What is an agent like you? Like, what do you personally look for when you're looking at partnering with somebody, and not just a lender I know this is for this podcast is really mainly for realtors and lenders like, how can they learn and grow? But, honestly, any part of your team I know one of the times you were running we ran by your closing company. I was like, are you still closing with them? You know, because that's a that's a part of your team. You know, if you have an insurance company, if you have an inspector, like, what do you look for with whenever you're looking to partner with people?
Speaker 3:So I mean just efficiency, I think, is the biggest thing, and good communication, because those are things that I hold myself accountable for like very efficient. You know, say what you're going to do when you're going to do it, that kind of a thing, and just you know, I don't really like having to ask how something's going. I like to know how something's going in the term, in the sense of I'm being regularly updated, I know where the file is at, that kind of a thing. So if I'm having to call you and ask like you're really not doing your job, like I shouldn't ever really be very curious where things are going. So I really like good communication, very efficient, um, that I mean that's really important and that's something that I hold myself accountable for.
Speaker 2:And that sounds pretty basic, but I think communication is, I would say, over 90% of our industry on both ends agent and lender struggle with. So if we giving an update.
Speaker 3:Even sometimes the update is there's no update and that's okay.
Speaker 2:No, this is good.
Speaker 3:Sometimes I'm reaching out to my client and you know I said I was going to have that buy today. You know this person hasn't gotten back with me so I don't have it. But I'm letting you know I'm thinking about you. I don't have what we need and all you know I'm I'm touching them. It's just constant touching. People don't like feeling confused or in the dark. I don't like feeling that way. So I know my clients can't. So I mean, a lot of times you're just reaching out and you're not even telling them anything other than I'm thinking about you. I don't have that answer. I'm still waiting on the appraisal. I know it was supposed to be back today. I don't have it.
Speaker 2:And shameless plug. I mean I don't know if any, any agents that are listening. I mean we, we love our thirst updates and I mean that gives us so much peace of mind because when a phone is ringing and it's an agent that you're doing a transaction with, you're just like for me, like I'm just like, oh my gosh, like I'm not in front of my computer, like what is she going to ask me? So my goal anytime I'm in a transaction with somebody, I'm like I need to be the one reaching out. So that's why I love our thirst updates so much.
Speaker 4:Freddie, you got anything else I do. I have a question. You know, Strike Me is a very effective negotiator and I know part of the answer.
Speaker 2:I wonder why.
Speaker 4:Part of the answer to be to this is you've already kind of answered is don't be emotionally tied to the results. Right, like that's a big one. But just for the listeners out there, could you give us like two pointers on negotiating a deal for your sellers or buyers, whatever it is what? What is your mindset when you go into a negotiation?
Speaker 3:It's really what is most important to them and I think a lot of people you know, I don't know, maybe the house is priced at 500 and the sellers or the buyers offered 400, you know some agents will take that and be like, oh my gosh, I can't believe you offered 400. What were your clients thinking? Or this or that? And you know I'm, you know that was the offer. I'm going to take that to my client. I mean, it's just, you have to just be very matter of fact and the same thing with the negotiations. Like you can't say how you feel the counter was, you can't tell your client, oh my gosh, I can't believe they only came up 5000. Like you know, they came up 5000. Like it's just stick to the facts, remove your emotion you know, stay in your lane Absolutely.
Speaker 3:Um, I have seen so many deals that were so far apart. Like you know, you think you'll never get these people together and a lot of times you can and you have to find out what's important to each of the people and the person you're not representing. And it's like you know, a lot of times I think that there's or repairs or a bad appraisal or whatever it is like. It's all about being creative and trying to make, you know, the parties reasonably happy. Obviously you want your client, you know, the most happy but at the same time, if the other side isn't somewhat happy, you're never going to be on the same page. So you know it's about kind of getting. You know, of course you want your client happy, but your client's never going to get the house if there's not some kind of a compromise and you know, sometimes it's on the sales price, sometimes it's on the date.
Speaker 3:I mean, you know it's okay, you don't want to go to that price. Well, maybe can you go to this date, or you know, figuring out a way that, at the end of the day, we can get on the same page, cause if you're not on the same page you don't have a deal.
Speaker 4:Yeah, and that's with all the pieces. Yeah, when negotiating, it's so much more important to come to the table with perspective instead of perception, right? Like, I feel that everybody comes to the table with one-sided view of the transaction. I want that house for less. But I love what you said about like, well, what's it? What do they want? Right, because if you can kind of figure out what they want, then the negotiation becomes a lot easier. You start establishing non-negotiables that they have. They might have some non-negotiables. It might not even be a price thing, right. It might be like they want to be able to live in the house for 60 more days because they can't go into their next one. It's not always just about what price you're getting for, yeah.
Speaker 3:Maybe I can get you the price you want, but you're going to have to give them this or whatever. And you know, sometimes that's okay. And the clients, well, two weeks is fine if I can get that price. You know, all of a sudden we're happy. But it's like that with everything, with inspections, you know, I mean you can come in and be like, oh my gosh, I can't believe they're asking for all these things. Or the client can be like this is crazy, they want all these things repaired. And you know it's just okay.
Speaker 3:Let's start with number one. Will you do this? No, I'll do number two. I'll do that. Okay, great. Well, number three is pretty easy. I have a guy that can do that. You know, no problem. Okay, I'll do three. I mean, you just have to kind of, you can't get into the. I can't believe they did that. Or I can't believe they asked for that, or you know that's so stupid. It was important to these people, these buyers, so they've asked you for it. Are we going to do it? Are we not going to do it? Are we going to meet them in the middle? You know, you know.
Speaker 2:Yeah, love it. Thank you so much for coming, laura. I personally got a lot out of this. You too. The biggest wrap up that I can think of is being a real estate agent. It's not about selling houses, it's about relationships, and the biggest thing is don't make it about you when it's not about you, which is almost a hundred percent of the time whenever you're doing a transaction. Thank you so much for coming on. You're welcome. This is Laura.
Speaker 4:Cooper Bryant, and she's the real deal. Thank you.