Starting Over & Building a Real Estate Business | Leadership, Networking & REALTOR® Success

What if starting over wasn't a setback, but your greatest opportunity?

In this episode of The Realtor Who Wines, Rashelle Newmyer sits down with Miesha Stanley, REALTOR® with Weichert, Realtors® in New Jersey, Women's Council of REALTORS® New Jersey State Liaison, and a passionate advocate for leadership, networking, and relationship-based business.

Recorded during the 2026 REALTORS® Legislative Meetings in Washington, D.C., this conversation explores what it's like to repeatedly start over in new cities, build a successful real estate business from scratch, and discover the power of professional relationships that span the country.

Whether you're an entrepreneur, REALTOR®, business owner, or someone navigating a major life transition, Miesha's story is proof that growth begins just outside your comfort zone.

🏡 Starting Over… Again and Again

Originally from Cleveland, Ohio, Miesha's journey took her from Ohio to the Carolinas, San Francisco, and eventually New Jersey. With every move came a new community, new friendships, and a fresh start.

She shares how relocating multiple times helped her discover a passion for real estate and why helping families through one of life's biggest transitions became the perfect career.

One lesson became her personal motto: "Do it afraid, and get comfortable being uncomfortable."

🤝 Relationships Are the Real Business: One of the biggest themes throughout this episode is the power of authentic relationships.

Rashelle and Miesha discuss how involvement in the Women's Council of REALTORS® has created friendships and referral partners across the country, allowing them to confidently connect clients with trusted professionals wherever life takes them.

Because in real estate... People choose people before they choose products or services.

🌟 Leadership Changes Everything

Miesha shares how saying "yes" to leadership opportunities transformed both her business and her confidence.

Together they discuss:

• Women's Council of REALTORS®
• REALTOR® leadership opportunities
• Why mentorship matters
• Building confidence through service
• Professional and personal growth
• Why you don't have to feel "ready" before saying yes

Sometimes the biggest opportunities come simply because someone else sees your potential before you do.

📈 Lessons for New REALTORS®

If you're new to real estate or considering a career in the industry, this episode is full of practical advice, including:

• Finding the right brokerage
• Why office culture and mentorship matter
• Learning by asking questions
• Shadowing experienced agents
• Building your business through relationships
• Growing your confidence one transaction at a time

Miesha also shares what it's like entering real estate in a brand-new market and why local knowledge comes with curiosity, consistency, and a willingness to keep learning.

👩‍👦 Building a Family Business: One of the most inspiring parts of the conversation is hearing how Miesha encouraged her son, Desmond Stanley, to join her in real estate.

Together, they discuss entrepreneurship, work ethic, social media marketing, and why the real estate industry offers incredible opportunities for people of every age.

Whether you're 18 or 78, there's room to grow, serve, and build a meaningful career.

❤️ Community Over Competition: This episode is a reminder that success doesn't have to be a solo journey.

From cross-state referrals to mentoring new agents and advocating for homeownership, Rashelle and Miesha explore why collaboration, not competition, creates stronger businesses and better client experiences.

Their message is simple: Support one another. Keep learning. Ask questions. And don't be afraid to take the first step.

🔥 Why You Should Listen

If you're interested in:

• Real estate careers
• Entrepreneurship
• Leadership development
• Women's Council of REALTORS®
• Networking and referrals
• Starting over with confidence
• Personal growth
• Building relationships in business

...this episode is packed with encouragement, practical advice, and inspiration for anyone looking to grow personally and professionally.

Pour yourself a glass, settle in, and join us for a conversation about leadership, resilience, relationships, and creating opportunities wherever life takes you.

Thank you for listening! Connect and collaborate with Realtor Rashelle on any of her social media platform pages > https://linktr.ee/RealtorRashelle 

Transcript

0:00

Welcome to the Realtor Who Wins podcast. I'm Rashelle Newmeyer. Your hostest with the mostest a student of life, a connector, a passionate wine enthusiast and your local favorite guide. Join me as we explore the vibrant Pacific Northwest. Savor the finest wines and champion the spirit of entrepreneurship. Each episode, I'll sit down with inspiring guests, supporting business ownership and uncovering the stories that make this community unique. So grab a glass of wine, settle in, and let's embark on a journey of discovery and connection together. Cheers. Well, we have been telling you and telling you that we were going to head to D.C. for the legislative meeting, so we are currently in D.C. it is June 14th, 2026, and I'm so excited to be here, not only just to go to the capital visit, but then I get to see some of my good friends that I don't always get to see in person. So I can't wait for you to introduce yourself to everybody. But first I'd like to. Cheers to you. Cheers. Thanks for making time for me, I appreciate it. I'm so honored to be here. I've been watching you, and I'm excited and honored that you asked me to join you on this podcast. Yeah. Will you introduce yourself to everybody? Hello, everyone. My name is Misha Stanley. I am a realtor in new Jersey, Hamilton, Trenton, Mercer County area. I am the Women's Council, new Jersey State liaison. I am a part of the mid Jersey Association and I enjoy what I do. Yeah. So we met in 23, 23. Yeah, we became friends in 23. We were both presidents for our local networks at the Women's Council of Realtors, and we met at basically it's like our leadership training. It's one weekend and Chicago where you really get in the weeds of it, and we just clicked and hit it off and have been friends ever since. Ever since. I feel like Women's Council is a sisterhood, and the fact that we get to come here every May June and reconnect and just seems like we pick up right where we left off, I love it. Yeah, I think our relationship is a good example of like, people. I don't know if they ask you this back in Jersey or not, but an Oregon I get asked all the time, like, why are you involved? Or like why do you volunteer so much time to be around other realtors? Like that's your competition. And I don't think they realize, like, not only the work we do behind the scenes, but then the relationships developed and the camaraderie that we have amongst each other. People buy people before they buy products and services. And when you're building relationships, I tell people in new Jersey, I can pick up the phone and call a great realtor anywhere in the USA. And I always mention you. I mentioned my sisters who I've met in Women's Council and that I know are doing good business, and that's what it's all about. Totally well. And what's nice too is like we genuinely know each other. So like when I say like, oh, I know someone in new Jersey that can take care of you, I mean, it, it's not just I looked on my company's website who's in Jersey? Oh, this person. Okay, I'm going to tell you to go work with this person. Like, we genuinely know tons of realtors throughout this, like the United States where we can partner you. And even if I know someone that's moving to Jersey, that's not your area, I trust that you know somebody else in Jersey that would help them if they were moving to a different part that you don't serve, for sure. And I just think that's so cool. Talk a little bit about your journey in real estate. What made you want to dabble in real estate? So funny story is I've moved out around a lot. I'm from Cleveland, Ohio, born and raised, was there all my life. My husband took a job. They asked him if he wanted to relocate and we moved to Charlotte area. We lived in South Carolina, but we worked right across the bridge. I actually interviewed with Keller Williams about 12 years ago. Never did anything with it. I was working, I was in sales, I worked in commercial cleaning, moved to San Francisco because of his job. Our realtor was great. We became friends. She was like, you'd be good. So I started self-paced, taking the class. That's how a lot of people start. Not good. I'm not a self paced. I don't recommend so but Covid hit right? So three years we were almost in San Francisco to the day Covid hit two two and a half. And so I got really busy with the type of work that I was doing and I never finished. So when we moved to Jersey, our realtor again, another great realtor, she's like, you'd be good at this. And I was like, okay, third person, right? Okay. So. Because of how we move around when we have 90 days, when we move, we get a week to go to the place and find somewhere to live on the company's dime. And, we've met some really great realtors. And I was like, I, I like this. Yeah. So my now broker called me on a Thursday. Now, mind you, I didn't do anything for a year because I had custody of my nephews, and that was really tough. And so I needed time. Yeah. So she called me after she knew they were going and said, there's a class starting on Thursday. It was Thursday. And. Right, it was Thursday. Yes, it was Thursday. And she said, there's a class starting on Monday. Are you going to register? And I was like, what? That's so funny. Yeah. And so I did. I hung up with her. I called him Register. I had my book on Saturday and I was in class on Monday. And so the the rest is history. And I tell anyone now that I'm in it, I'm so mad at myself for starting sooner because I love it that much. Yeah, I love it that much. Yeah. And willing to just provides so much like it's I've always enjoyed even in my sales journey. I like one of the companies I worked for at the time was a jewelry. And so most people buy jewelry for big moments. And I just love being a part of people's big moments. And you don't have too many big moments like buying real estate. And so and it's stressful, and I like being that sound person in the stressful and the, the storm. Like they're in a storm and I'm like, it's fine. I'm the lighthouse. Move this leg. Everything's okay. Let me do the worry. Yeah. You just just start packing. Yeah. And we're going to get you there. Yeah. I love being a part of that journey. What has been some of the learning curves that you've had over the last few years in your real estate career? Oh. So for me. Learning the areas. Oh, sure. Because you're also new to the area, because I'm new to the area. So if I'm at an open house and someone's like, yeah, I live over here, I have to, like, I don't know where that's it. But I have to ask like I do and then learn about it. So. Well, it's a delicate dance because you're like, well, I don't want to lie, but I don't want them to think I don't know anything. So it's just like, oh, great. And then you like Google, dear Google, where's blah blah blah straight. Yes. So I feel like right now I'm working with two sets of buyers. That's like 40 minutes almost to an hour. And then in an area that I'm not familiar with, I didn't want to. So I'm learning that area. Yeah, it's a new market and that's what we have to be able to pivot, adapt, learn and grow. Keep growing. Well, now that's the cool thing about our job is the contract is the same no matter what area you're in. So like the nitty gritty, the part that's important, the part that protects you, which is what we do is the negotiating, the contract writing. So do you know the best grocery store in the area? Not yet, but that stuff you could help them discover together, right? But at the end of the day, you're still protecting one of the most biggest assets that they'll ever have in their life. And no matter where they're shopping, you can guide them on that. Correct. So that's. Yeah, but I think you are a great example because a lot of people are like, well, I would get into real estate, but I didn't grow up here or I would get into real estate, but I've only lived here for ten years and you're like, you moved to a new town and got into real estate, like right away ish. There's a seasoned lady in our office that I admire so much. Her husband has been a realtor and an instructor for over 40 years. She's 78 years old and she is amazing. And, you know, if I look at her, she wants to grow her business and she's doing all of the things to get her name out there and learn. She just started like two years ago, and I try and help her as much as I can with the like, MLS, the technology piece aspect of it. But when you look at someone her age and you think about the fear, my my saying as I moved around to different places has been do it afraid and get comfortable with being uncomfortable. Because I've been very uncomfortable since I left Cleveland, I've had to start over everywhere I've gone Charlotte, San Francisco, Jersey. I had to find, you know, a job where his job has transferred. I had to start fresh and any other kiddo along the way, too. And so you're helping your son adjust. You're also looking for friends like it's more than just setting a career. It's building community everywhere you go. It is. Yes. I love that too. You bring up a good point about like in our industry, and this isn't the case in all industries. You can be 18 or you can be 78. You can be 82. Like there is a place for you in this industry if you're willing to learn and adapt to like the contracts and the changes that happen that way. But as long as you can study the material and adapt, you can be successful in this industry. It's so true. I can remember finishing up our power up training session. That's our Weicker training as a new agent and my first open house. It took me like two hours to do a marketing flier. That takes me five minutes now. Oh yeah. So we just have to keep keep showing up, just keep doing the work. It's the same even like writing a contract. I remember the very first, like real contract I wrote, because a lot of brokerages will have you practice and like even like your local or state association sometimes can help with training. But I remember having kind of like a key that was like a mock contract. I did two and like or an offer. And so I was just like, is it a deed or not? Yeah. Deed. Okay. And then, you know, and now and I remember my first offer probably took two hours and now I can write one in like 20 minutes or less, depending on the details of the offer. I think real estate, we we take the classes, we take that God awful exam. God awful. Just complaining about this. Yeah. God awful. But the real work starts when you're doing the bit. You learn the business while you're doing it. Yeah, it's a hands on type of type of business. Yeah. You're not learning it from the book. Yeah. Well, and that's why it's so important to find people to shadow, to go to the trainings, to participate. When you don't have clients, a lot of people wait until they have clients to practice. And that's you don't want to do that because you want to be ready to go when you have clients. And again, this is a huge purchase for somebody you don't want to mess up because you waited until you actually had a client to learn what you should be doing. I'm nervous for new realtors who are with an online company that can't go in and see what's going on and listen to the lingo, hear the conversations, the deals that are happening. I don't know that I would have been as successful as I am the way I learned, yeah, I wouldn't well, there's something wrong. Which, for those of you that aren't in real estate, it might not know what she's referring to is like, we have brick and mortar offices. So like, a Keller Williams most likely has an office. Coldwell banker has an office, you know, but there are some online brokerages that have lower fees for realtors because I also don't have the like the in-person office. They also serve their purpose in other ways. But when you're a brand new agent, you don't know what you don't know. So like when you're sitting in an office and you do overhear conversation, you're like, that's a thing I need to know about septic tanks. I live in the city, but so does he. Why is he talking about septic tanks? You know, things like that. Like you wouldn't even think to learn stuff like that until you, like, are exposed to it. Yeah, yeah, underground fuel tanks is a thing. Oh, really? Yeah. Interesting. I had my first removal, so I've had two now. So the first one, I was freaking out because I didn't, you know, I didn't know. So when the second one came up, I was like, it'll be fine. We're going to have it removed. It's not a reason to cancel the contract. So when you have these things come up. Because the East Coast is older than the West Coast and oil tanks, where 20 is a very old town, you know, 1900, 19, 19, 25. So narrow steps. Sure. Some different things that I'm not used to. For those that don't know your area, what's about the average price point right now in your area? So the median price point is about 460 taxes. What I one thing that I was surprised about coming from San Francisco was the taxes. Taxes are high in new Jersey. Oh really? They're very there are taxes might be a little bit higher in bigger homes than what we have in San Francisco. But the the taxes are crazy high. Interesting. So different counties you know Trenton naturally is lower, Mercer is high. And then you have Burlington. That might be a little bit you can get more. But yeah I was I was surprised by that. Interesting. Do you what other taxes do you guys have. Like how does does new Jersey primarily get money through property tax or like we don't have sales tax in Oregon. So like we do have like decent property tax as well. But it's because we also don't have sales tax and stuff. What other taxes do you guys have. So sales tax property tax. Yeah yeah. Do you have a high income tax or low income. Do you know I don't know. Yeah. We're 1099. So our our taxes are a little different. Interesting. Well most recently I mean he's been doing it for two years now. Her son. Yes. Yeah. So we have to honorable mention. We have to talk about him. How has it been bringing your son into the business? So I love it. My. So when we left Cleveland, my son was a freshman in college. So he's been on his own since then. So we he hasn't lived at home. But now, you know, over the past two years and I have been he hated his job. He was a counting major. And you know, I said you could tell he's a true entrepreneur at heart. Oh, yeah. Okay. And so all I finally I've been telling them to, you know, come and do real estate with me. And I had never showed him a commission check. And I showed him one check. Yeah. He was like, okay, I'm going to book a flight. And it was he came out, he took the class. I mean, within 30 days. His friends couldn't believe how fast it happened. Well, he is a hard worker. I would say, just in case anybody is listening that wants to get into real estate, that doesn't happen for everybody. And it doesn't happen without hard work. Like he is a nose to the grind, like get it done kind of guy. He is. He has great work ethic. He's very detailed, oriented and organized, and he did better his first year than I did in my first year from right out of the gate. But I actually absolutely love working with him. We're like a freaking what is it? We argue, oh my gosh, back and forth. He think he knows more than me. Oh yeah. Well, I mean that's like most kid dynamic. Yeah. Raylan tells me what's up all the time and I'm like, you're ten. Can you just trust I might know a little bit more than you? All right. And not that I've been doing this that long. Sure. But you also been coming up a ton of work experience outside of real estate. And because you're his mom, you've been alive longer than him. So your experience is faster than this? Yeah, yeah, so will you. I hope he doesn't care, but will you one say his name and then also his age? Because I kind of want people to know, like you can make a career at this younger too. So CEO Des or Desmond Stanley with the incubator CEO follow him on social media. He is a social media, digital marketing content creator, and he is 30 years old. Just, you know, yeah, 30 years old. And I think that's important. He does really great with his content and he is out there other younger realtors, too, because the average age in our industry is like, what would you say it is? I'd say 50s like height is that old? I don't know. Dear Google, I don't have my phone on me, but I think we should. Yeah, we Google that I think. Check that. Yeah. Fact check. But I think it's like low 50s. Wow. Okay. So I'm I'm right on target then now that I'm right on target. But I wish I had started like 20 years. Oh for sure 20 years younger. Yeah. So my goal right now is to be able to go in and speak to juniors and seniors in high school. Yes. And talk to them a little. Am I right? 55 to 60. He that's the average age. And people think like some younger kids like in their 20s think, well, I'm too young. My sphere is I'm buying houses. So who am I going to sell houses to? And then by time you're in your 30s, you're like, well, I should have started already. I'm too old to start. And the point is, no, you're not. I don't know the ratio of genders to 62 to 65 of agents are female. Yeah, I didn't know that. Yeah, I thought it was more women than it was. I thought it was higher. We do have. So I don't know if anybody heard that because Jasmine doesn't have a mic on, but the there's more women in real estate than men. And because of that, people always say to me, I don't know if you've had to explain this or articulate it to anybody. Like, what's the point of Women's Council of Realtors? Clearly you're allowed to be in real estate. What's going on? So over half of realtors are females, but it's like 3% that own and run broker or 3% that own brokerages. And then it's like 16% or something I had you can fact check me and Jasmine's are doing it, but it's like that broker female owners, I think it's three. The last time I checked it was around 3%. And then in leadership that like run brokerages or hold like even Na for example, has had only like ten female presidents to all the other presidents. And so, I mean, we couldn't even get mortgages until 1976 without a male signature. So Women's Council still serves as purpose as it's elevating women in real estate and teaching them the leadership skills so that we can have more women leaders within the real estate industry, which we should, since we actually hold over half of the licenses. Licenses. And one thing about Women's Council that I didn't know and found to be very interested, is that a man is the one who said we should start Women's Council because we weren't being paid what we were worth. Yeah, and that was how Women's Council came about. Are you a first time home buyer? You don't need to be perfect. You don't have to have perfect credit or a giant down payment. You just need a plan and someone that understands the business and how to navigate it. Please reach out. I would love to help you on this home journey. Okay. I grabbed my phone so I could pull the number because I keep it saved. This is from a presentation I did in 25, actually, and at that time, 23% of licensed realtors who were female led brokerages. 6% were brokerage owners. So that's why we need women's counsel. Seven out of the last 116 in are presidents were female, so only seven out of 116, except Kristine Hanson, who will be president next year. And she's women's Council, by the way. So shout out to Christine. We love Christine, but that's why Women's Council has its place and its purpose. It's not to allow us to be realtors as to elevate us within real estate, within leadership, and give opportunities and stuff. I love Women's Council. It has. I see the growth professionally and personally since I've become involved with it, I wouldn't have considered myself being a leader. So for being tapped on the I got involved, I was tapped on the shoulder and it has happened rapidly and I'm so glad that I said yes. That's why I've been saying do it afraid. You know, sometimes people don't want to take action. They feel like they're, you know, not qualified to do something. But we just have to step out and try and and our current Portland network president, Whitney, she was at a women's council meeting. It was her leadership training at network 360. And someone in the room said, no one in this room is going to let you fail because a lot of us are tapped on the shoulder or in vol and told like, we need you here, get here, and we go afraid. Like, did you guys mean to tap me? Were you reaching for somebody else? And my shoulder got bumped. Like what happened? How am I here? And that happens to all of us. But that woman that said that in Whitney's group. That is so true. And Whitney likes to point that out to everybody because someone saying no one's going to let you fail here. That's not just true within Women's Council. Your local association feels that way. Your state association feels that way. There is so much more support within real estate in general that people don't realize. And we were talking about that earlier. Like, you can be competitive. I'm a competitive person, very. But you can also be supportive. Like I more compete with myself. Like how many families do I want to help to share? How many people do I want to help with home ownership? And sometimes my goals have nothing to do with real estate. I'm trying to get Rylan to Tokyo. That's a big one. Keeps popping up. I was telling you dinner. She's told me all about when are we going to Tokyo? But I compete with myself. But that doesn't mean I can't be supportive and collaborative and also help mentor or be mentored in this journey and throughout this industry, we're always going to be growing. Sure, even as adults, we have to be open to receive constructive criticism and, you know, be able to look in the mirror sometimes and just be open. Yeah. I mean, yeah. Is there any advice that you wish someone would have gave you your first year, now that you've been doing it for a while? That's a good question. Any advice? I think for me it would be ask more questions. I think we're always nervous to ask too many questions, like of other people in real estate, like when you're mentoring and learning. We try to self discover. And especially we were talking about this earlier with ChatGPT and googling and stuff. You don't even know if all the information your readings. Right? But you're just like, oh sure, this is it. Like so just asking more questions of like people that are doing it like my first couple of years, I try to be like, I'll do it myself, I'll figure it out. And now I'm like, even stuff I know, I know, I'll still call and be like, just let me know this question a fire door. Is that going to get called out an appraisal? Normally they're like yes, I'm like, okay, yeah, I knew it. Thank you. Pyramid of pause and love you. Bye. You know, applause is so real. It's so real. It's so yeah. It's anything stand out to you that you wish you would have known or asked about? Just for me? Because I'm quiet. I don't ask questions until I'm in something. So probably for me is to not be afraid to ask the question and not be afraid to be in the room. Yeah. If you were asked to be in that room, somebody saw something in you that you didn't see yourself. And don't question it. I'm always questioning myself as to do I belong here? Yeah. You. You you belong. You belong. Yeah. With the legislative meetings and being here in DC, how was your first experience in DC? Like, was there anything about coming to your first DC meeting that just kind of blew you away or made you be like, oh, this is it. I'm going to keep doing this. Everything. I mean, I didn't know that it was so many layers to real estate. Totally. You know, we bought and so bought and sold every time we've moved around. And it's it's totally different being on this side of it. And so coming sitting in on the general sessions, being, you know, listening in and then the Women's Council seeing the different networks. And we're, you know, we have seven networks in new Jersey, but we're small. So to see like Florida. Oh my gosh. Women's Council Texas telephones. Vegas. Oh Vegas. Yeah. You know and to see the bigger picture for sure that was what sold me on applying for leadership and getting more involved. And so for years, like most people think, like even you said, you've only been it'll be four years in November, but because, yeah, you know, I can't believe that just because you have already done so much leadership. And a lot of times it does take people like five years industry to even think about volunteering at an event. And you jumped right into leadership, partly because you had the support and was like invited. But also I like that you went for it and you're probably a better realtor and doing more business right now because you jumped into leadership right away and was exposed to somewhat trade away. But here's the thing. What I see. I come from a association where we have 77, 7700 members about, you see, the same people. Know, like where is everyone at? Like when you're going to the different events, you see the same leaders the same. So why? I just wonder why. Because they're not I don't know if they feel like they don't. You know, I just I don't understand it. Yeah. I think part of it is our associations also about that. I think we're between 75 and 8000. It keeps going back and forth. But I would say about the same 20% is heavily involved and knows what's going on. And I sometimes when I'm working a deal with the other realtor, like they're either on the buy side or the sell side, I can tell that they're not at a brokerage that has guided them a lot, and I can tell that they have not attended a ton of trainings because there's been times where I had to be like, you filled out the contract wrong. Can I help you? And like, you can only help them so much when you're working the other side because you're advocating for your client. But like, I'm not going to be a jerk. Like, you really need to check this box or you don't represent these people. This part where it says you're representing the buyer, you want to check that, make sure you check that one and then you know and walk them through it. But part of it is they don't come to stuff. And some of them honestly, they just don't open emails. They don't pay attention to the social. They're not they probably don't even follow their local association or the state association or any of the affinity groups like Women's Council. So they're just out there afloat. Yeah. And and I'm not trying to, you know, bash anyone. But I think when you're more involved with your association with different networking events, you're more exposed, you're learning things, and you are able to advocate for your clients and just do better. Totally. Well and I same I my goal is never to put anybody down but it just shows right. Like you can tell when certain people have not gone to certain trainings or done stuff. In fact the contracts change all the time and you can tell right away when someone sent you a contract that's three years old and you're like, half of this doesn't apply anymore. We need you need to be using the most current contract and stuff. And we were talking about the buyer broker agreement earlier too. And a lot of agents that are still struggling with that, which to me, I don't understand it because it's just part of the everyday deal for me. I don't even think twice about it. So I started right when that was happening and my broker had taught it's never been an issue for me because I was taught to do that before it was mandatory. And so when an agent calls and asked me, is your seller offering buyers compensation? I'm like, that's not a conversation anymore. Why are we still doing this? Yeah, because now, for those of you not in real estate that are listening now, if you write an offer on a house that's part of the contract, if you want the seller to pay your buyer's agent fee as part of the contract, before the lawsuits that took place and before a big shift happened a few years ago, it would be by the listing agent. So when I would sit down with the seller, I would say, this is my fee. I give this much to the buy side to attract buyers and buyers agents to want to see your property. I use this amount of your fee on marketing and this is what I pay to my brokerage. And this is what I pay Uncle Sam. And then this is what I feed my family with. Kind of a thing is how you break it down. Now, when you meet with a seller, you're just talking about your services and your fee, and you do prepare them. That will probably get asked. You might get asked for closing costs. When we see offers, you might get asked to pay the buyer's agent fee, especially if they're first time home buyers who don't have as much saved up. They don't have equity that they're using to purchase a home. So it's just a different conversation. But so many agents are still not having any of that conversations at all. Yeah, yeah. Buying a house without a strategy is like grocery shopping hungry. You're going to make emotional decisions and you might regret it. Don't regret it. Call me. I'll bring the list and the strategy. Let's buy this house together.