From CNA to CEO: Cheyenne Harvey's Real Estate Journey

In this episode of the Mortgage Punk Podcast, I sit down with Cheyenne Harvey, a Wichita-area Realtor who has built a powerhouse business through pure grit, organic connection, and a relentless commitment to her clients!

Cheyenne’s journey is anything but ordinary. From growing up in a chaotic environment and living in 29 different homes to working as a CNA and managing a high-end restaurant, she has always been a "peacekeeper" who isn't afraid to challenge the status quo. After a successful corporate sales career that took her around the world, she pivoted to real estate in the middle of a global pandemic to build a legacy for her family and gain the freedom to be present for her children. 🤘

Today, Cheyenne is a top-producing agent on track for over $10 million in volume, a success she attributes to extreme consistency on social media and a "service-first" mindset. Whether she’s sharing "day in the life" stories, advising a client against a bad investment, or prepping her daughter to be a future "real estater," Cheyenne proves that authentic relationships are the ultimate currency in this industry. 

If you want to know how to turn a background in hospitality into real estate gold, or how to master organic lead generation through social media, this episode is a masterclass in hustle and heart. 🔥

👉 Don’t forget to like, comment, and subscribe for more disruptive conversations with real estate rockstars and local experts.

🙏 Huge THANK YOU to our sponsors:

TW Custom Homes, Kihle Roofing & Construction, Pillar To Post Home Inspectors, Glass Guru, and Jericho Flooring

💥 Subscribe to The Mortgage Punk Show for more conversations with disruptors, leaders, and community builders changing the face of real estate and homeownership.

About Mortgage Punk

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 Chris Waipa – Mortgage Punk

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Transcript

SPEAKER_01 0:00

Hey everyone. Welcome to the Mortgage Punk Show. I'm Chris and I've got a very special guest with me here today. Cheyenne Harvey. And she is a realtor in the Wichita market who has uh experienced uh a lot of success in her business and still experiencing it. I'm sure. I'm sure enough is never enough, right? Yeah, never.

SPEAKER_05 0:23

Never.

SPEAKER_01 0:24

So people who are successful are never happy with where they're at. But maybe, maybe you can talk about that. Sure. Um, Sonyho, I'm super excited to have you on the show. Thanks for coming on. This is your first time on a podcast, right? You said yes. Okay, so guys, you have to bear with us. Um, this is brand new territory. Um, but you're a natural because I've been talking with you here for like the last 15 minutes, and we probably uh recorded an episode before.

SPEAKER_04 0:51

Yeah, we should have just kept all that.

SPEAKER_01 0:53

Call it the day. You guys can watch the b-roll and the backstage stuff, and you'll probably get more of a kick out of that. I don't know. So, anyhow. Um, well, listen, um, thanks for coming on the show. I'm gonna just fire a bunch of questions at you uh so we can learn about your journey into real estate. So um, you grew up right here in Derby, I think, is what you told me. Kind of. So I was born out in Kingman. Tell us a little bit about that.

SPEAKER_04 1:17

Yeah, I was born out in Kingman, so you know where that is. I kind of. Yes, west of Wichita. Uh moved over here. Yeah, hour away.

SPEAKER_01 1:24

Hour west. Yeah. Okay.

SPEAKER_04 1:25

Yeah. Moved over here in second grade, went to Wichita Public Schools, and then moved into Derby in seventh grade. So then I finished out high school down here.

SPEAKER_01 1:35

What moved you? What what was it family? Oh my gosh. Job and crazy family. Okay. Yeah. So a chaotic family situation of some kind.

SPEAKER_04 1:46

Um, I don't know if you read in my real producer's article, but I have lived in 29 homes. I did read that. Or something. I can't even keep count anymore. Um, so yeah, that was kind of my childhood. Yeah, that's extraordinary. Kansas. Yep. All in Wichita and Kingman surrounding area.

SPEAKER_01 2:05

That is crazy. All right. Tell it. Do you can you tell us? Because I did read that.

SPEAKER_04 2:09

Yeah.

SPEAKER_01 2:10

I was gonna ask you about that. So I'm glad you brought it up. So now that you have, is do you can you tell us what's behind that? Or do you know what it's like?

SPEAKER_04 2:18

There's always just different, different things. Um, my mom moved for jobs. Um, we just moved for different family dynamics. It was there was never really a rhyme or reason. We just were always on the move.

SPEAKER_01 2:31

How many siblings do you have?

SPEAKER_04 2:33

Oh, that's a good question, too. I have four half siblings.

SPEAKER_01 2:37

Okay.

SPEAKER_04 2:37

Two from my mom and two from my dad.

SPEAKER_01 2:39

Okay.

SPEAKER_04 2:40

It's a whole mess.

SPEAKER_01 2:41

Really?

SPEAKER_04 2:41

Yeah.

SPEAKER_01 2:41

So there you don't have a a full biological sibling. Just me. Interesting. Yeah. Are are you close to all four of them?

SPEAKER_04 2:50

Pretty close, yeah. So my older two siblings were in college when I was born. So growing up, I mean, they're old enough to be my parents.

SPEAKER_01 2:58

No joke.

SPEAKER_04 2:59

Yeah. So growing up, we didn't really have a relationship. Now that I'm older, I can connect with them now. Um, but yes, I have two younger sisters that I grew up with my whole life and still. Are you guys close? You are? No kidding. Yeah.

SPEAKER_01 3:11

Are they all here in Kansas or have well, St.

SPEAKER_04 3:15

Joe, Missouri, like my older two, they're up in Kansas City and St. Joe? I know where St. Joe is. Yeah.

SPEAKER_01 3:20

But I I yeah, I have real estate story in St. Joe. Do you? I do. Because that's like 45 minutes, I think. Or an hour outside. Probably about an hour, yeah. Missouri area. So 29 moves. Yeah. That is why it was did that like did you care about that? Like, did that ever make you mad?

SPEAKER_04 3:42

I think it felt normal to me as a child.

SPEAKER_01 3:44

Okay.

SPEAKER_04 3:44

I didn't know any different.

SPEAKER_01 3:45

Did you move schools with those moves as well?

SPEAKER_04 3:48

Yeah. A lot of them.

SPEAKER_01 3:50

But you ended up in Derby in the seventh grade. Yep. So did you finish out school from seventh grade to your senior year at Derby?

SPEAKER_03 3:58

Yep.

SPEAKER_01 3:58

Okay. And you told me you graduated in 11.

SPEAKER_03 4:01

Yeah.

SPEAKER_01 4:02

So you're young.

SPEAKER_03 4:03

Getting up on the older side, you know?

SPEAKER_01 4:07

Do you use Facebook or Instagram? Yes. Which one?

SPEAKER_04 4:10

Both.

SPEAKER_01 4:11

Both. Okay. Which one do you gravitate towards?

SPEAKER_04 4:13

I love Instagram.

SPEAKER_01 4:14

Okay, so you're totally a graduate of 2011.

SPEAKER_04 4:18

Yeah. I never qualified for like the college email Facebook. Oh. You know what I'm talking about? Or you had to have a college email, and I was so jealous of my sister.

SPEAKER_01 4:28

In the very beginning. Yeah. Yeah. I I vate it's interesting that you brought that up. I have forgotten about that until you just now said back in the day. But I always say that Generation X is Facebook.

SPEAKER_03 4:39

Yeah.

SPEAKER_01 4:40

The millennial generation is Instagram.

SPEAKER_03 4:42

Yes.

SPEAKER_01 4:43

And then Gen Z and Y or A or whatever on TikTok and all these others.

SPEAKER_03 4:48

Yes.

SPEAKER_01 4:49

So okay. So what kind of student were you? Child were you when you were when you were?

SPEAKER_04 4:55

I was.

SPEAKER_01 4:56

Welcome to the mortgage punk show. I was. Well, I was.

SPEAKER_04 5:00

I was the middle child though of like my younger sisters.

SPEAKER_01 5:04

Because you have the two younger half and the two older.

SPEAKER_04 5:06

Well, it goes a younger sister, me, and then my older sister.

SPEAKER_01 5:10

Okay.

SPEAKER_04 5:10

And then there's the other two that are the other two that are older. Yes. So I was the middle child. I was the peacekeeper, but I was also let's challenge the status quo.

SPEAKER_01 5:20

Yeah.

SPEAKER_04 5:21

And do it all.

SPEAKER_01 5:22

Were you the only one like this?

SPEAKER_04 5:24

Yes.

SPEAKER_01 5:24

Okay. How did you do that when you were younger? Like, did you do it through attitude? Through the drama. Like actions or peer groups you were connected to.

SPEAKER_04 5:38

Probably younger, like younger before high school, I was just dramatic about everything.

SPEAKER_01 5:43

Okay.

SPEAKER_04 5:43

The drama queen.

SPEAKER_02 5:45

Okay.

SPEAKER_04 5:45

And then once I got into high school, I turned that drama queen into somewhat of a rebellious child and was a little bit bad.

SPEAKER_01 5:52

But we got it back together. So you didn't you didn't get too too far. No, no, no.

SPEAKER_04 5:58

All right.

SPEAKER_01 5:58

Just enough to challenge things.

SPEAKER_04 6:00

Yeah, keep everyone on their toes.

SPEAKER_01 6:02

Not take what everyone tells you you should be.

SPEAKER_04 6:05

No. Yeah.

SPEAKER_01 6:06

And just swallow it.

SPEAKER_05 6:08

Sure.

SPEAKER_01 6:08

That is I would never know that about you. This is fantastic news. Um, well, no wonder you have carved out a good business for yourself as a real estate agent and an entrepreneur because uh that kind of attitude seems to do very well with a lot of business people.

SPEAKER_04 6:29

What, you gotta be dramatic?

SPEAKER_01 6:31

Maybe. I'm not very dramatic, Cheyenne. I don't even wear it on my face or anything like that. So wanna watch me disappear?

SPEAKER_03 6:42

Yes.

SPEAKER_01 6:42

Okay. No. Because I no more drama.

SPEAKER_04 6:46

Oh I see the drama. Oh yeah, you brought it. So you brought it to the table.

SPEAKER_01 6:52

So you had a little rebellious streak in high school. Yeah. But I wasn't that bad. But you didn't get in trouble.

SPEAKER_04 6:57

No, no. Then I went into college and yeah.

SPEAKER_01 7:01

So what happened from there? Where did you go to school? Wichita State. Okay.

SPEAKER_04 7:04

Yeah. So I'm just local here. Yep. Mm-hmm. Yeah.

SPEAKER_01 7:08

What did you uh study when you were at Wichita State?

SPEAKER_04 7:11

I got a degree in communications because I didn't know what I wanted to do with my life.

SPEAKER_01 7:15

Okay.

SPEAKER_04 7:16

And I was on the Wichita State dance team. And that's probably the only thing that kept me in college for all four years, honestly.

SPEAKER_01 7:24

Did you get a scholarship?

SPEAKER_04 7:25

No. It was just fun. It was the years of the final four. The big Really? Yeah. So I was at Wichita State when it was really fun to be there. I mean, I don't know if it is now, but it was really fun when the basketball team was doing really well.

SPEAKER_01 7:41

Were you doing that in at Derby in high school?

SPEAKER_04 7:44

Dancing? Yeah. Yeah. Yeah. I've danced since I was four, I think. Yeah.

SPEAKER_01 7:49

Is that something your parents put you in or something you wanted to do?

SPEAKER_04 7:52

I think I wanted to do it growing up. Yeah.

SPEAKER_01 7:54

What kind of dance?

SPEAKER_04 7:56

Everything. So jazz, tap, hip hop, um, ballet, lyrical.

SPEAKER_01 8:01

Okay.

SPEAKER_04 8:02

Yeah.

SPEAKER_01 8:02

So do you watch these dance shows that are all over TV and Netflix now? Yeah. What's your favorite one?

SPEAKER_04 8:08

Well, um, so you think you can dance? Do you remember that one?

SPEAKER_01 8:13

Oh yeah.

SPEAKER_04 8:13

It's not around anymore, I don't think. But that one was really fun.

SPEAKER_01 8:17

Yep. We watched that.

SPEAKER_04 8:18

Yeah. Now it's like dancing with the stars. But it's just the same thing over and over again. Unless you know the stars, then it's really exciting.

SPEAKER_01 8:26

Right.

SPEAKER_04 8:26

Otherwise, it's kind of boring.

SPEAKER_01 8:27

Right.

SPEAKER_04 8:28

Yeah.

SPEAKER_01 8:28

Yeah. Are you still dancing?

SPEAKER_04 8:30

No, uh not at all. I wish.

SPEAKER_01 8:33

So did you only do that through college?

SPEAKER_04 8:35

Yeah. Yep. And gave it up after that.

SPEAKER_01 8:38

Why communication? So you're kind of on a little rebellious streak in high school. So what happened to sort of turn that around? Shift your thoughts towards a communications career? What was going on in your life?

SPEAKER_04 8:51

Um, I was really steered you in that way. Yeah, excited about the marketing and advertising side of things. So I probably should have just got a marketing degree. But some of the advertising and the journalistic side of the degree is what enticed me.

SPEAKER_01 9:06

Were you doing that in school? Like in high school? Were you part of the journalism department? Nothing.

SPEAKER_04 9:11

No. I was just if I could be an ad.

SPEAKER_01 9:14

Where was the first time you were like, ah, marketing? Maybe maybe you wouldn't have thought of it that way. Yeah. But it was whatever left you an impression.

SPEAKER_04 9:21

It's funny because I started college wanting to be a nurse.

SPEAKER_00 9:25

Okay.

SPEAKER_04 9:26

And so I was like, well, well, my family, my mom's a PA, my sister's was going through med school at the time. Okay. My dad's a vet. Like, we all know.

SPEAKER_01 9:33

That's modeled in your family. Yes. Really?

SPEAKER_04 9:36

And so I was like, well, maybe I'll go the nurse route. I got a job as a CNA.

SPEAKER_02 9:40

Okay.

SPEAKER_04 9:41

And I got a job on night shift and weekend shift at a local retirement home. And I hated it. And it kind of killed my drive for nursing.

SPEAKER_01 9:54

This was out uh beginning of college, out of college.

SPEAKER_04 9:57

Freshman year.

SPEAKER_01 9:59

Okay.

SPEAKER_04 9:59

Freshman year.

SPEAKER_01 10:00

So at least you got a taste of it before you got too deep into it.

SPEAKER_04 10:03

And I probably got like the worst of the worst, you know. It was a very hard, hard position, and I know it still is for all of my nursing friends, but it just was not for me. So I had to just pivot. Didn't know what I was going to do. And I think communications is a pretty generic degree you can get.

SPEAKER_01 10:20

But nothing stood out to you and said not that I remember. Or communications. No. No kidding. All right. Well, we're going to get a lot into entrepreneurship. But first I want to take a minute, Cheyenne, to thank Eric Hogan. He's an entrepreneur. Uh, he launched a company called Jericho Flooring that's right here in Derby. So you being from Derby, uh, he's he's he's right here locally uh in the Derby market. And so if you are watching the show, and whether whether you're a realtor or a homeowner or a home buyer or whatever, if you want your floors to look super hot to trot and be trendy and be great and get excellent service out of all of it, um, give Eric a call at Jericho Flooring. He's one of the the podcast sponsors for our show. And so I just want to say thank you, Eric, for your support, brother. Uh appreciate you. I know all the sponsors that sponsor our show. I know personally they do a good job, run a good business. So, anyhow.

SPEAKER_03 11:18

Love it.

SPEAKER_01 11:19

Yep. So, all right. So nothing stood out. And you just picked communications. Yeah. I'm really baffled by this.

SPEAKER_05 11:27

Why?

SPEAKER_01 11:27

Well, because something must have triggered. Not that I remember. Or were you just trying you had to pick something?

SPEAKER_04 11:34

I think so. And so and I was like, what's gonna keep me in college so I can keep dancing and so your really focused wasn't on communication, it was on dance. Probably. And you probably and living my best college life. Yeah. Okay.

SPEAKER_01 11:47

Were you doing that?

SPEAKER_04 11:48

Yeah.

SPEAKER_01 11:49

Okay. Were you a rebel in college? Okay, you chilled out. Damn. Did you get good grades?

SPEAKER_04 11:55

I did. Well, I'm like an average B student.

SPEAKER_01 11:58

Okay. Average B student. You got your act together, and you were really there just because you like to dance.

SPEAKER_03 12:04

Yes.

SPEAKER_01 12:05

And you are living it up, I'm sure.

SPEAKER_03 12:08

Having the best time.

SPEAKER_01 12:08

Having the college experience.

SPEAKER_03 12:10

Yes.

SPEAKER_01 12:10

Like the ideal whatever you call it, college experience. Um so you go through a communications degree. Now what happens after that?

SPEAKER_04 12:18

Well, I was working in the restaurant industry. Okay. Which is hard.

SPEAKER_01 12:22

Yeah, because you you ditch the medical industry.

SPEAKER_04 12:24

Yeah, ditch the medical industry. For me. No, yeah. And I worked at Red Rock um and got a manage management position working at Red Rock.

SPEAKER_01 12:32

That's a good restaurant. Oh, so East on Rock Road, right?

SPEAKER_04 12:35

Yes, yeah. And it's surprising. Typically, you don't like to eat places that you used to work. I still love to eat there.

SPEAKER_01 12:41

Isn't that interesting? Yeah. It's a good place. Yeah. I do agree. Yes. So you so you went straight into management or you just started from the ground up? Well, I was working.

SPEAKER_04 12:50

Yeah, serving, bartending there. And then they after college, they were like, Would you like a management position? And I said, sure.

SPEAKER_01 12:56

Really?

SPEAKER_04 12:56

Because I didn't know what I wanted to be.

SPEAKER_01 12:58

So you got customer service out of that. Yeah.

SPEAKER_04 13:00

Yep.

SPEAKER_01 13:01

Um, but you were thinking marketing, right? As you were getting your degree in communications. Marketing was kind of what you had in mind.

SPEAKER_03 13:09

Yes.

SPEAKER_01 13:09

So you get into the restaurant business, that gives you customer service, which is very good when you're in sales. Correct. Working with people. Um, what what did you become? A shift manager? Become the store manager? Like how high up a management did you go?

SPEAKER_04 13:23

Yeah, just like a store manager. There was the GM, and then there are like four or five store managers.

SPEAKER_01 13:28

And you guys wrote just rotated through shifts. How long were you at Red Rocks?

SPEAKER_04 13:32

I think six, five or six years, probably.

SPEAKER_01 13:35

So that that was really your first career-oriented job outside of college, right? Correct. Okay.

SPEAKER_04 13:40

Yeah.

SPEAKER_01 13:41

Um tell me a little bit about your family. Are you married? Guys, I am married. Tell us about that.

SPEAKER_04 13:47

I'm married and I have two wonderful babies. Okay.

SPEAKER_01 13:49

Yeah. How what ages?

SPEAKER_04 13:51

A seven-year-old daughter. Her name's Palmer.

SPEAKER_01 13:53

Okay.

SPEAKER_04 13:54

And a three, almost four-year-old boy named Luca.

SPEAKER_01 13:57

You're pretty busy.

SPEAKER_04 13:58

Yeah, they keep me so busy, but I love it.

SPEAKER_01 14:00

One of each. Okay. Where did you meet your husband and where does your family fit into the college? Then six, seven years outside of it. Yeah.

SPEAKER_04 14:09

So after Red Rock, I actually got a job in a local manufacturing company.

SPEAKER_02 14:14

Okay.

SPEAKER_04 14:14

Um, and no one knows about this company, but they are the primary manufacturer of large conveyor ovens, pizza ovens for Domino's Pizza Hut, Little Caesars, now Papa John's, you know, all these big chains. When you walk into a store, yeah, it's here in Wichita. And so I got a job there, and my first interview was but done by my now husband.

unknown 14:37

Oh, really?

SPEAKER_04 14:38

Yeah.

SPEAKER_01 14:39

Good job interview. Way to go.

SPEAKER_04 14:42

And his brother. So I landed the job, of course. Um, I ended up becoming his boss.

SPEAKER_01 14:48

See how you had qual. I know he was probably reading your qualifications and maybe set it aside.

SPEAKER_04 14:54

Glassy eyed. I don't know. But um, so I landed, I ended up being awesome story. I ended up being his boss. And I still am.

SPEAKER_01 15:07

That's really good. You guys, I'm I I have been getting to know Cheyenne here, and so uh that's why I've been excited to have her on the show. But this girl comes out of left field with things I've noticed since we've been conversing. Yes, and it I'm just becoming a Cheyenne fan on the show here. This is so cool. That's hilarious. Yeah. So why did you why why did you even interview for the job? Why did you leave Red Rock?

SPEAKER_04 15:34

Because working in restaurant industry.

SPEAKER_01 15:36

You would have never got married.

SPEAKER_04 15:37

Listen to this working in the restaurant industry, all my hours were evenings and weekends. So I was like, I want a nine to five. I want a normal life. Well, look at me now. Our hours are insane. Yeah, you have anything but that which is completely fine. We make it work. But yeah, so I wanted to just get into a stable career that had some upward trajectory and no joke.

SPEAKER_01 16:01

So you where did you find the job listing?

SPEAKER_04 16:04

Like where did that a couple I was work uh serving at Red Rock?

SPEAKER_01 16:07

Wow.

SPEAKER_04 16:08

He was the pilot for this company, and he said, You can't work here anymore. You gotta come meet these people.

SPEAKER_01 16:13

Wow.

SPEAKER_04 16:14

So I went, met him, interviewed, got a job.

SPEAKER_01 16:17

That's amazing.

SPEAKER_04 16:18

Yeah.

SPEAKER_01 16:19

When you say pilot, what do you mean by that? They had like a company plane. He flies. Yeah. Okay, so he he's uh, I see, like uh uh an executive at an executive level private jets for that company. Yeah, no kidding. So you wanted a normal life, you met these people. That's wild how our stories work like that. Like you could have never planned that out.

SPEAKER_04 16:44

Connections are everything.

SPEAKER_01 16:46

It's nuts. So you go interview, you didn't know you were gonna get married out of the whole deal. And then so what position did you take with this company?

SPEAKER_04 16:54

Oh, I think I just started as a sales executive, account executive, just in the sales department.

SPEAKER_01 17:01

Was that was that a recommendation from that pilot? So he probably recognized that you had great customer service skills. You're in a restaurant taking care of people. Yep. That's so cool. You know, Cheyenne, you know, one thing that I tell my realtor partners that I work with when they're looking for talent, and I also um utilize this myself in my own business, uh, when they're looking for uh talent, since we're in the service business, is to go observe someone at your favorite restaurant or behind the target counter or wherever it is you go.

SPEAKER_02 17:37

Yep.

SPEAKER_01 17:38

And when you spot someone who's a standout, like wow, you know, obnoxious. Pull them aside. Don't tell the Starbucks manager or what do you want you to be doing? Hey, what are you doing?

SPEAKER_05 17:52

Trying to recruit your employees.

SPEAKER_01 17:54

Yeah, yeah. I I feel like it's uh an honest, okay way to poach.

SPEAKER_03 17:59

I think so.

SPEAKER_01 18:00

Good talent. I think so from the floor.

SPEAKER_03 18:02

I mean, why not?

SPEAKER_01 18:03

In the services. So that's really cool that that's what happened with you. All right. So you got into sales, uh, and I I'm following the trajectory now as to where real estate might come into play. But how long were you at that company for?

SPEAKER_04 18:16

Ooh, five years again, I think. Somewhere around there.

SPEAKER_01 18:20

So post-college, you have 10 to 11 years not in real estate.

SPEAKER_04 18:24

The five and six years at Red Rock overlapped with college. Yeah. So I think I only managed there for a year or two.

SPEAKER_01 18:30

Okay.

SPEAKER_04 18:30

Actual management position.

SPEAKER_01 18:32

How long did it take before you connected with your now husband?

SPEAKER_04 18:36

Probably two years. Once you got working in, yeah. Working there. Yeah. Year or two.

SPEAKER_01 18:41

So you just developed a relationship. I didn't think anything.

SPEAKER_04 18:44

I didn't even think twice about him until just randomly one day it clicked. I was like, oh, I kind of like you.

SPEAKER_01 18:51

Is he still with this company?

SPEAKER_04 18:53

No, he left before I did, but he's still selling restaurant equipment.

SPEAKER_01 18:57

Oh, really? Yeah. No kidding. But you became his boss.

SPEAKER_04 19:00

I did. Yeah.

SPEAKER_01 19:01

So you've got clearly have management, your management material. Yeah. Is what it sounds like to me, Cheyenne.

SPEAKER_04 19:08

I do enjoy keeping people in line.

SPEAKER_01 19:11

Interesting. Okay. So now I I want to hear where does real estate come in to the mix?

SPEAKER_04 19:18

Another little job I had in college was being the little assistant, and I call it little because it was a very little job for the Roy group. So they were just getting started. Um, I actually took their pictures with a little digital camera of their listings. They didn't pay for professional photography back then. It wasn't a thing. Um, I hung their lock boxes, I put their signs out, and that was kind of like a runner job. It was probably while I was doing no, that was back in college when I was doing like the CNA thing. Um, I think I had a couple little jobs here and there.

SPEAKER_01 19:52

I had done this with the Roy Group.

SPEAKER_04 19:55

Yeah, so backing up college. Yeah.

SPEAKER_01 19:58

No kidding. Yes. Were you it? Were you doing photography because of the communications slash marketing?

SPEAKER_04 20:04

I just had a somewhat of a eye, I guess, and could work a digital camera. And so they put it in my hand.

SPEAKER_01 20:12

Wow. So you got some exposure to real estate through the Roy group in your college years.

SPEAKER_04 20:19

Yes. And so I kind of, I mean, every other position was kind of like, you know, fell in my lap. And I actually had my daughter. Um, so when I was working at the manufacturing company, I was traveling a lot. Um because my sales. Yep. My main account was dominoes, and they're actually I mean, they're everywhere. Right. So I was doing a lot of international travel and domestic travel. And I had my first kid, and I was like, what can I do to stay home?

SPEAKER_01 20:47

This is a pivotal common pivotal factor that I hear.

SPEAKER_04 20:52

Yeah. I couldn't do it any longer.

SPEAKER_01 20:54

Several stories. So that's what shifted your thoughts. Yeah, but I was like, I'm getting back into room. What am I gonna do to stay home? Yep. And were you thinking flexible schedule? Oh, doesn't everyone say that? Yeah, usually. But it's not, yeah. No, it's a lie. Yeah. But it's really go into business for yourself and you'll work less.

SPEAKER_04 21:15

Yes.

SPEAKER_01 21:15

No, there's no way.

SPEAKER_04 21:19

No, but I really wanted to build something for myself, and I wanted to work for myself.

SPEAKER_01 21:24

So then then how did you make that jump? Because we're I assume you were probably salary plus commission, if I had to guess.

SPEAKER_04 21:31

No, I was only salary there.

SPEAKER_01 21:33

Oh, you only salary?

SPEAKER_04 21:34

Yeah.

SPEAKER_01 21:35

And they had you running all over the world.

SPEAKER_04 21:37

Oh, yeah. Yep. With no it was more like account management, I would say.

SPEAKER_01 21:41

Got it.

SPEAKER_04 21:42

I mean, Domino's was already sold on the product. Right. It was more maintaining and keeping the relationship.

SPEAKER_01 21:48

Got it. So your salary, you probably had a good salary, would be my guess. And you pulled the plug on that to go full commission with no guarantees of nothing.

SPEAKER_04 22:00

When this was too probably 2008.

SPEAKER_01 22:02

No, well, no, you were 11 graduates.

SPEAKER_04 22:05

March of twenty twenty.

SPEAKER_01 22:06

During COVID then. Oh wow.

SPEAKER_04 22:08

The month COVID hit.

SPEAKER_01 22:10

So had you already gotten your license, started in real estate, and then COVID announcement hits.

SPEAKER_04 22:17

Kind of. Got my license in March. Didn't do anything. I was still working at my full-time job until June. March, April, May, June.

SPEAKER_01 22:26

The announcement was already that was earlier in the year, wasn't it?

SPEAKER_04 22:28

March, yeah.

SPEAKER_01 22:29

Yeah. Okay.

SPEAKER_04 22:30

So I kept my job for a little while. But in June, I was like, I just can't do it anymore. I gotta take a chance on myself and make a huge jump.

SPEAKER_01 22:39

Wow.

SPEAKER_04 22:40

Yeah.

SPEAKER_01 22:40

So you jumped into real estate. You didn't know this, but you jumped into like the hottest wave.

SPEAKER_04 22:46

Yeah. But I like no one knew before 2008. No one knew that was happening or that was going to come.

SPEAKER_01 22:52

No, I sold my house.

SPEAKER_04 22:53

Yeah.

SPEAKER_01 22:54

Because I was like, uh, I didn't know what was gonna happen. The market was getting hot at that time. And I told my my wife, like, if we're ever gonna sell this house, probably probably better do it now.

SPEAKER_03 23:04

Yeah.

SPEAKER_01 23:04

Not knowing there's gonna be like two legs up the market trend.

SPEAKER_03 23:07

It's gonna just keep going and going.

SPEAKER_01 23:09

What the heck? Yeah. Now it's for sale again. Oh my gosh. Like a hundred thousand dollars more than we what we sold it for. And we made really good money on it. Yep. Blows my mind. Yep. That's wild. Okay. So you started in real estate during COVID. Were you like discouraged? Were you were you anxious? Or did you just so much anxiety? Because you're you were just done with running all over the country.

SPEAKER_04 23:35

Yeah. And I was gonna make this work.

SPEAKER_01 23:38

So you had deter like 100% determination, clearly. Yep. And you were highly motivated because you had a child.

SPEAKER_02 23:45

Yep.

SPEAKER_01 23:46

Right? And a and a husband.

SPEAKER_02 23:47

Yep.

SPEAKER_01 23:49

So what did you do? So June of that year, 2020, you made 100% jump into real estate. How what was your production like from June to the end of the year?

SPEAKER_04 23:59

June I sold my first house. Okay. And I think I sold maybe four more.

SPEAKER_01 24:04

Okay.

SPEAKER_04 24:04

That's maybe even pushing it the first year.

SPEAKER_01 24:07

Which would have been like a that'd be one house a month, yes. Average.

SPEAKER_04 24:10

Yeah.

SPEAKER_01 24:11

That's above average for realtors.

SPEAKER_04 24:13

Especially for your first year.

SPEAKER_01 24:15

Yeah, for your first year. So you did you did well. Uh that was pro was that enough to replace what you made in salary?

SPEAKER_03 24:23

Oh no.

SPEAKER_01 24:24

One a month?

SPEAKER_03 24:24

Oh no.

SPEAKER_01 24:25

How many did you need to sell a month to replace your salary? At least two a month, probably. Yeah. Okay. So what happened in year two? So you got your run six months in 2020. And so what was that like? And then what happened the next year around?

SPEAKER_04 24:42

I just kept picking up.

SPEAKER_01 24:44

How? What were you doing?

SPEAKER_04 24:46

Um, my main lead generation is social media.

SPEAKER_01 24:50

Okay.

SPEAKER_04 24:50

Yep. And my sphere, really working my sphere through social media and really relying on the relationships that I have built around Wichita.

SPEAKER_01 25:00

Yeah.

SPEAKER_04 25:00

Up to this point.

SPEAKER_01 25:01

Yeah, you've got, I'm sure, lots of relationships with a manufacturing company.

SPEAKER_04 25:04

Yeah.

SPEAKER_01 25:05

Lots of people you met on the restaurant floor.

SPEAKER_04 25:08

People I went to middle school with.

SPEAKER_01 25:10

Right. Elementary school. WCM. Cool years. Yeah. Right. Interesting. So um you were with Keller Williams Signature Partners. Is that Correct? Who you went to because Josh was that because that's who Josh Roy's team was. Not necessarily.

SPEAKER_04 25:25

There's another um agent who was on the dance team as well. And she was at Keller Williams Signature Partners, and I loved everything she was doing. So I was like, I just gotta be there.

SPEAKER_01 25:34

And that was in 2020.

SPEAKER_04 25:35

Yeah.

SPEAKER_01 25:36

That's very interesting. I've got a long history with KW signature. Yeah. When I went back into banking, I I used to work in new construction and development. Uh-huh. And when I went back into banking, my brother was the on-site lender at the Adams Law Firm building out east.

SPEAKER_04 25:54

That's where I started.

SPEAKER_01 25:55

And so, anyhow, yeah.

SPEAKER_04 25:56

Very fun.

SPEAKER_01 25:57

Quite a history as well. But okay, so you went to you went to work for Keller's signature. Um, and and so they would have probably given you some bold coaching, a maps code.

SPEAKER_04 26:10

They're really good with this like the age of the push you towards sphere.

SPEAKER_01 26:15

Okay, so that's where you got kind of your training. Yeah. Right. In terms of what do I do? I'm a real estate agent now. What do I do? And so they would have pointed you towards your sphere heavily. I know. So you uh obviously did what you were told.

SPEAKER_05 26:29

Yeah.

SPEAKER_01 26:30

And but you partnered your social media.

SPEAKER_05 26:33

Yes.

SPEAKER_01 26:34

Um, the power of social media in with your sphere.

SPEAKER_05 26:37

Correct.

SPEAKER_01 26:38

So these transactions that you did that first year out of the gate, did they come from all sphere of influence? Yeah. Okay. And then and then has it just been growing from that ever since?

SPEAKER_04 26:50

I've never I've bought one lead my entire career. I love it. Yeah. Everything else has been very organic.

SPEAKER_01 26:56

You're my I I you're one of my favorite. I didn't know you well before. I'm getting to know you well on the show. And now I really am liking you. It just keeps getting more and more. Good.

SPEAKER_04 27:09

I'm glad it's not the opposite. No, it's glad it's not. Um, when is this gonna end? No.

SPEAKER_01 27:16

This is great. You're full of surprises. And you're and and you built a business that I would agree is the best way to build a real estate business.

SPEAKER_04 27:26

I love working with people that already know me, already somewhat like me, already trust. Pretty enjoyable.

SPEAKER_01 27:32

You know, I don't have to chase them. You're who? I don't have to. Clicked on Zillow. Who are you?

SPEAKER_04 27:36

Yeah, yeah. I just have to do a really damn good job for them.

SPEAKER_01 27:40

That is awesome. All right. Tell tell me what the what you what does your business look like today? Is it just you by yourself? I know you're you're with uh you told me, uh, elite real estate experts. Correct. That's the same. Yep. Which is a newer broke a newer brokerage in the Wichita area, but there's a lot of great agents who work at this brokerage that have been around a long time. There is that I know as well. So a wealth of knowledge. Yeah. Good group of people. Um, I already know that uh just from connections that I've got with some of your team members. Yeah. Um, but what what does your business look like? Is it just you flying solo? Yeah. Working your sphere um at at Elite. Yeah. Or you do you have a team? Do you have staff?

SPEAKER_04 28:23

Like what so I did hire my first employee.

SPEAKER_01 28:28

Okay.

SPEAKER_04 28:28

Um, two months ago.

SPEAKER_01 28:30

You did? Yeah. And what do they do for you?

SPEAKER_04 28:32

She is an assistant right now, but I'm forcing her to get her a license as well. Great. And she's gonna be working right alongside of me. And we're just gonna do a little power duo thing.

SPEAKER_01 28:41

Where did you get that idea from?

SPEAKER_04 28:44

Um, I never want anyone to like call me their boss, and I don't wanna be, I don't want to lead a team of 12 agents. That's not my personality.

SPEAKER_01 28:53

That's the that's the predominant model that you're describing. But go get some agents. Yeah. But so how did you think employee, go get a staff member for your own business?

SPEAKER_04 29:06

Because I need help.

SPEAKER_01 29:07

Well, but did no one tell you that?

SPEAKER_04 29:08

Like, did No, they did.

SPEAKER_01 29:10

Um who who I guess coached you.

SPEAKER_04 29:13

Coaches over time, yeah. But it was always like once you get to a certain volume, then you should have your first and what volume is that? I don't I it was something probably too crazy for me to ever think of. And I actually got to the point where I was like, I just want someone day to day to go along this crazy ride with me. Right. You know, outside of me complaining to my husband.

SPEAKER_01 29:36

Well, speaking of crazy rides, uh I want to take a minute to thank Daniel Keeley, by the way, over at Keeley Roofing, and Hunter as well, who's one of his team members. Um, both of those guys are fantastic. Uh, if you are uh looking to get your roof replaced, or if you've been nailed by a hell storm, uh, or you just don't even want to wait for the next storm to find out if your roof is weak, uh, call uh Daniel or Hunter with Keely Roofing. Uh, they're trustworthy. Um, they are built to last, they're awesome, amazing guys. They just run a fantastic business. Um, I know a lot of realtors work with them around around town. Um, but hey, they've got you covered, rain or shine. So how do you like that?

SPEAKER_03 30:23

Love it.

SPEAKER_01 30:23

I don't come up with any of these jingles, but you should. I try to. So, anyhow, Daniel and Hunter, thank you. If you need roofing help, call and ask for Hunter. Call Keely Roofing, ask for Hunter. Tell them Mortgage Punk sent you, and thanks for sponsoring the podcast. Cheyenne, um, I want to talk for a minute about your production as an agent and just your success as an agent. Put that into perspective a little bit. Um, I collaborate pretty heavily with Samantha from Real Producers. So all of the agents coming on the show are all featured on Real Producers andor producing agents at that level and beyond. So you're on the show because you're a rock star. So it's very fitting.

SPEAKER_03 31:06

Thank you.

SPEAKER_01 31:07

For for the name of the show, anyway. Um, but I want to talk about your production because um you had a really good start. You it sounds like you've built over the years just from your sphere, quality relationships, people that you know and trust, I would assume, or people that are connecting you with other people they know and trust. Um, so that's a great way to build a business. I think it's the only way to build a real estate business. Um, but you're you're doing some pretty good production now. You said that you're gonna exceed 10 million, you'll be in between 10 and 15 million in production this year. Uh, for those of you watching, um any agent producing over 8 million in tran in transaction volume a year is already in the upper upper echelon of realtor producers.

SPEAKER_03 31:52

Yeah.

SPEAKER_01 31:52

Um and you're past that. Yeah, you're going into the 10 to 15 or so you're doing phenomenal. Um what do you think is the number one like what's one thing you could point to that's really a game changer in your business that has caused your numbers to you've been on an upward trajectory since 2020. I mean, just uh in talking with you. So what what would you attribute that to? Like what's one thing you do that consistently like that's boring and not very cool but brings about the results that you've been seeing and getting in real estate? Or maybe one or two things. What would you point to?

SPEAKER_04 32:32

I have been very persistent and very consistent on posting on social media.

SPEAKER_02 32:40

Yeah.

SPEAKER_04 32:41

My stories get a lot of traction. Um, a day in the life of me, my little behind the scenes of my family, um, hilarious finds at uh some showing I'm at. Yeah. Just putting all of that.

SPEAKER_01 32:59

Yes. How many posts do you put up a day?

SPEAKER_04 33:02

Um, I try to do at least five stories a day.

SPEAKER_01 33:05

Five stories a day. So you're not, you don't do you get into like whether it's a real or whether it's a story or whether it's a carousel?

SPEAKER_04 33:12

And it's really interesting. I have seen I have the most interaction on stories.

SPEAKER_01 33:17

That's wild.

SPEAKER_04 33:18

Even though they last for 24 hours, you have to put zero thought behind them. That's where I get my most engagement.

SPEAKER_01 33:28

Or what's your like what's the engagement like? Or is it likes or is it that you're getting comments and people DMing you from your stories?

SPEAKER_04 33:37

All of the above. It starts a little it starts a little conversation, you continue the conversation, you message them back about one of their stories in a couple weeks, and you just keep going back and forth and you build this relationship on social media, right? And you just be persistent with it. Not annoying. Do not be annoying. Right. Just be yourself, be persistent, and make it interesting. Make it as fun as you can.

SPEAKER_01 34:02

Yeah. It can't be like someone can't look at it and go, oh, they're just almost posting the post.

SPEAKER_04 34:07

No.

SPEAKER_03 34:08

No.

SPEAKER_01 34:09

Like it has to be quality content. Yeah. But it also original. Yeah. It's you.

SPEAKER_04 34:15

But it challenges you to also think outside of the box. Like, I'm not posting the same thing every day. I don't do the same thing every day. Yeah.

SPEAKER_01 34:21

Right. You get any ideas? How do you get your ideas? If you put five posts together a day, how do you come up with five pieces of content a day by yourself?

SPEAKER_04 34:33

Well, some of it's just day in the life, and I just post funny stuff. A lot of like m behind the content side of things that I actually procure and put together, I'm getting inspiration from other agents around the around the country.

SPEAKER_01 34:49

So you're looking at their social and what their personality doing.

SPEAKER_04 34:53

What do I like? What's my ideal buyer or seller is gonna be someone who is very similar to me. That's who I connect with the most.

SPEAKER_00 35:01

Someone like in this young professional, younger professional.

SPEAKER_04 35:05

Yeah, someone with maybe starting their family. You know, I really connect with those people because I'm in the same stage of life.

SPEAKER_00 35:11

Right.

SPEAKER_04 35:12

So I post content that I find relatable to help attract those people.

SPEAKER_01 35:19

That's cool.

SPEAKER_04 35:20

Yeah. It's very simple.

SPEAKER_01 35:22

Yeah. I mean, uh, I I've had to up my social media game and I know it comes down to consistency every day. Yeah. Lots of posts.

SPEAKER_04 35:32

But I think you could also putting your personality behind it and making it you. Like people have to know you're not just another you know.

SPEAKER_01 35:42

How would you how would you like uh advise an agent watching this episode on getting better with their social media, getting more consistent, and finding some way to be like you said, just to be themselves.

SPEAKER_04 35:57

Yeah.

SPEAKER_01 35:58

What what what would be helpful advice?

SPEAKER_04 36:00

Find a piece of content that attracts you. Find a way to recreate it in your own words, in your own setting. Shoot it and post it and don't look at it.

SPEAKER_01 36:12

Do not do not edit it 20 times. Or you'll oh you get analysis per paralysis. So so that's kind of like that's kind of like me reading a book and then reciting to you what the chapter I just read is about.

SPEAKER_03 36:28

Yeah.

SPEAKER_01 36:28

But you're basically you're reading someone else's story. Yes. And then you're just saying it back in your own words.

SPEAKER_04 36:35

Yep.

SPEAKER_01 36:35

That's really that's really good advice.

SPEAKER_04 36:37

Yeah, put your mind in the mindset of a someone who is thinking about buying their first home, someone who has been renting for 15 years and does not understand the importance of home buying.

SPEAKER_02 36:47

Right.

SPEAKER_04 36:47

And give them all of that content, all of that knowledge, and really entice them to take the leap of buying, you know, and just keep putting that story in their mind and making them making it feel attainable to them.

SPEAKER_01 36:59

Right. That's awesome. I love it. Yeah. What tell us a little bit, Cheyenne, about what's you've been in this for uh let's see, we're in 25, so five and a half or right? Four and a half years because you started middle, middle of 2020. Sure. You're four and a half years in. That's hard. Do you feel like you found the right career that you can stick with for longer than any past career?

SPEAKER_04 37:23

Yep. I tell my husband all the time, like, we save for our retirement. And I'm like, I honestly don't know if I'll ever retire, like fully retire.

SPEAKER_01 37:31

I don't even believe in it.

SPEAKER_04 37:32

Yeah. Real estate society Who retires? I don't know.

SPEAKER_01 37:35

Because if and then you just die. Yeah, if you stop, if you stop, like if you have no ambition, if you don't do anything and you just sit around and that's like some idea of retirement, from what I understand, your life kind of seems to slow down plateau downhill.

SPEAKER_03 37:52

Yeah.

SPEAKER_01 37:53

I agree with you. I I don't find retirement. I don't think anyone I think even people who say they're retired are not retired. Or they're going to look don't do the same job that they did for 30 years. Yeah. Or they have the financial capacity to pick and choose what they would like to be busy with every day. And that's awesome. That's still productive. Yeah. Work. And I think I would choose you think it's real estate. Yeah.

SPEAKER_04 38:18

I would choose to yeah. And there are so many different avenues you can like go into. Like I right now in this area of my life, I see myself potentially, you know, leading other agents and helping them with their success because I've, you know, you've put together all the processes, you've put together all of the strategy behind it, and you kind of help those them recreate that process and build their own business. And I would love to be a coach and mentor one day.

SPEAKER_01 38:48

So you want to serve people. Yeah. I mean, you're in management.

SPEAKER_04 38:51

Yeah.

SPEAKER_01 38:51

So you want to implement some of those things. What is your vision for your business? Um what's your like your purpose, vision, mission? You have any of those statements written out?

SPEAKER_05 39:02

Not really.

SPEAKER_01 39:03

Diane? Well, what tell us about it? What what what are they?

SPEAKER_04 39:06

Well, okay, this is the cheesiest thing, but my seven-year-old daughter is obsessed with me, and I'm obsessed with her. And right now she calls it. I ask her what she wants to be when she grows up, and she says, I want to be a real estator. And I think it's the freaking cutest thing. She had me come to her VIP week so I could tell her whole class about being a real estator.

SPEAKER_02 39:27

Yeah.

SPEAKER_04 39:27

And right now she wants to join me in real estate.

SPEAKER_01 39:31

Is that right?

SPEAKER_04 39:32

And I really hope I keep it as lighthearted and exciting as possible.

SPEAKER_01 39:36

That's so cool.

SPEAKER_04 39:37

That she wants to continue to work with me, or we could work alongside each other and just be a little powerhouse.

SPEAKER_01 39:45

So part of your vision and your mission is to pass the baton, right? Um, off create a legacy. Create a legacy. Yeah. Okay. What about um uh what about what about like what what what's your mission? Like what how are you gonna do that? Like, what do you need to do? What kind of production do you have to maintain? Do you need to grow more?

SPEAKER_04 40:07

Like, what do you need to do so that I'm not numbers driven?

SPEAKER_01 40:11

Have a legacy.

SPEAKER_04 40:12

This is a weirdest thing. You're not numbers driven. Not numbers driven.

SPEAKER_01 40:15

You've been in sales, in management, corporate management, I know, and you're not numbers driven.

SPEAKER_04 40:19

It keeps me, holds me accountable, and I set goals for myself, but I am not so stuck on them that I lose sight of who I am.

SPEAKER_02 40:28

Okay.

SPEAKER_04 40:29

And I don't, I'm always gonna be genuine me. I'm just gonna be me and just do good business.

SPEAKER_02 40:35

Yep.

SPEAKER_04 40:35

And hopefully that trajectory takes me further. I don't have anything set in place that's like, oh, I need to be to 15 million by this age, or I need to own my own business or like run a whole brokerage by this age. I don't have any of that set in place. If it falls into my lap and it is a genuine opportunity venture venture at the time, I'm going for it.

SPEAKER_01 41:00

But for now, your your goal is to keep doing what you're doing.

SPEAKER_04 41:04

Yeah.

SPEAKER_01 41:05

And do a great job at it. Yeah. And uh hopefully be able to bring your little ones out. Yeah.

SPEAKER_04 41:12

And I mean yeah, I mean, I do have that. Um my assistant who is gonna be getting her license, and I hope to grow her business and her create her own name for herself and you know, just like to serve people serve people, take good care of people, right? It's so simple. I'm sorry. I don't have all these missions and sparkling. That's what I wanted to know. Yeah.

SPEAKER_01 41:36

What would make you what what is it that would cause you to be uh uh I guess shift is there anything that could cause you to shift your perspective a little bit in the direction of like, okay, here's the picture of where I'm going. And now to make myself get there for sure, I gotta get backwards engineer all of the activities that will bring about this result.

SPEAKER_04 42:07

I think I will do it organically.

unknown 42:10

Okay.

SPEAKER_04 42:10

I don't think there's it ever gonna be like a turning point that's like, yeah, I'm ready to go. Let's do this.

SPEAKER_01 42:15

Yeah.

SPEAKER_04 42:16

But it will organically grow into that.

SPEAKER_01 42:19

Love it. Um, want to take a minute here to uh talk about another sponsor for the Mortgage Punk podcast. Um, and that's Jason Hancock. Do you know Jason?

SPEAKER_04 42:30

No, I've met him, but I haven't used him yet.

SPEAKER_01 42:32

So, Jason, uh, thank you for sponsoring the show. Jason's with Pillar to Post. Yeah. Um he's a home inspector, he's got a great reputation, a lot of integrity and character. Uh, I know Jason well, and he just does a good job. Good. Those are the only sponsors I promote. Tell me otherwise, I'll get very mad. No, none of the all these sponsors are amazing, or I wouldn't be putting them out there as rock stars. They got to be rock stars too, or I'm not promoting them. So, no, Jason does a fantastic job. So if you're buying a house or if you're a realtor looking for a new inspection and uh home inspector partner, call Jason Hancock at Pillar to Post. Um, he he will just he'll he'll deliver. He'll deliver from pillar to post for you and do a fantastic job uh helping your buyers and sellers um uh run through those home inspections. So Jason, thanks for sponsoring the show. Uh call Jason, tell him Chris sent you his way. So um, all right, so organic growth is what you have in mind.

SPEAKER_04 43:33

Yeah.

SPEAKER_01 43:34

And you kind of have a vague idea of what you hope might.

SPEAKER_04 43:36

I don't want that to come across as I'm not motivated.

SPEAKER_01 43:39

No, no.

SPEAKER_04 43:40

Or I'm not strategic about my approach.

SPEAKER_01 43:42

I'm putting you on the spot, aren't you? Yeah. I'm sorry, Cheyenne. No, I'm I know I was wondering I just I don't think a lot of people honestly I bet if I had twenty agents th on the show here, yeah. I bet most of them probably would have the same response you do. You know. Maybe. Maybe a few would have like something very specific written down. Um what are you hoping that you'll see a c uh you'll see in the next maybe one or two years in business?

SPEAKER_04 44:11

Just to continue Yeah, just to continue growing. Yeah. And continue, I mean, bringing more people on board, helping more people grow their real estate careers. Um, I would love to do that.

SPEAKER_01 44:23

Within your business or just within your brokerage?

SPEAKER_04 44:26

Both. Yeah.

SPEAKER_01 44:28

Okay.

SPEAKER_04 44:29

Yeah. I mean, uh, you've said it to me. I need some more help.

SPEAKER_01 44:33

Yeah, you do. Yeah, you're closing a you're closing a lot. You might be able to close some more. I could. If you have some help. Um what is uh probably one of the most fulfilling things that you get out of real estate?

SPEAKER_04 44:47

So cheesy, just helping people. No, it really is seeing people thrive.

SPEAKER_01 44:54

But that's not, I don't think that's cheesy. No, I think that's a thread through your whole story. Yeah. Because you were in the restaurant business. That's definitely about like you don't go in the restaurant business. For selfish reasons. Yeah, right. To bank, to make bank, help, right? Like you do it because you like people and you like to serve people and you like to help people. So you started your career, it's very service-oriented. Yeah. I mean, you try to go in the medical industry, and that's supposed to be about selfless service. Yes, you know. Um, but it seems like that's a thread through your whole story. Yeah. Um, going into sales, sales is service-oriented, serving people, client management, account management, taking care of people.

SPEAKER_02 45:40

Yeah.

SPEAKER_01 45:40

I I love that about you, and I hope that those of you watching are like if you are really wanting to capitalize on your business in real estate or look for a fantastic agent. If you're watching this and you're a home buyer or your homeowner, just be looking for agents that really truly genuinely care about people. Like they're not even really focused on I mean, we'll talk about this later, but they're not focused so much on the numbers or the money, they're just there to serve you. And you know, you benefit out of it. Yeah.

SPEAKER_04 46:11

But as an after after effect, I'll be the first person to tell one of my clients, do not buy this house. I'll be the first one to say, yeah, this is not a good situation to get into. Um, I think in terms of your lifestyle and your family and things that I've learned and working with them, I'll be the first one to identify like, well, it's a little you should not do this. Even if it takes another year of working with them.

SPEAKER_01 46:37

That's great.

SPEAKER_04 46:37

I'd rather them be happy in the long run.

SPEAKER_01 46:40

Well, I I believe what goes around comes around. Yeah. Do you, Cheyenne? So I think if you take good care of people, it all comes back around. And I'll take care of you.

unknown 46:49

Yeah.

SPEAKER_01 46:50

We've got all kinds of cheesy but very good. These are brilliant, yeah. Little little golden nuggets. So um, so you hope to just continue to grow, but you really want to incorporate that that aspect of serving others alongside you in business. Not just so much as serving homeowners, but within the industry. Correct. You want to start.

SPEAKER_04 47:11

I think there's a huge need for it, huge need for connection as well. And I can't wait to, you know, kind of establish something that like-minded individuals can you really get together and you know collaborate.

SPEAKER_01 47:24

What does your husband think about this whole journey?

SPEAKER_04 47:28

He's along for the ride.

SPEAKER_01 47:29

Yeah, he's such a He's just glad he interviewed you. He's like, this is the best resume ever landed on my desk.

SPEAKER_04 47:37

No, he changed my life. The biggest supporter. Like, literally, if I went home tonight and I was like, I think I'm going to pivot and get into whatever it is. Like, go buy a hotel or something stupid. He'd be like, Okay, let's do this. You know, like he's the first one to be like, all right, let's figure this out and how are we gonna do this?

SPEAKER_01 48:02

What are some things that you do every day? So, what's your daily routine look like? How do you stay on task? How do you stay on the top of your game? You know, whether you're tracking the numbers or not, they're being tracked. Yeah, right. Your activities are obviously resulting in in uh in business. So, so what are some of the things that you do in your day-to-day routine? How do you start your morning?

SPEAKER_04 48:25

You have to do a schedule. Yeah. Okay. What's that look like? The first thing is probably check my phone, which is horrible.

SPEAKER_01 48:32

So you get up and you check your phone right away. What's the first thing you do? Yeah. What are you checking it for?

SPEAKER_04 48:37

Just I always have to be like quick to respond. So if I got a text from the like late after 8 p.m. the night before, I actually am gonna respond to it the first thing when I wake up. That's just my personality. I'm gonna attack.

SPEAKER_01 48:50

What time do you get up?

SPEAKER_04 48:51

Um 6 30-ish.

SPEAKER_01 48:52

Okay. So 6 30, you're up and at it. Yeah, you grab your phone, you communicate. Yeah, you keep communication going at lightning speed. Yeah. Um, then what? What happens to you?

SPEAKER_04 49:04

And then I take a little bit of time to myself. So I have gotten really big into Pilates.

SPEAKER_01 49:08

Okay, so you so you do have kind of a meditation-ish sort of time for yourself. Yeah. Hour workouts, yep. Okay. It's the best work life balance.

SPEAKER_04 49:19

Yeah. And then I come home, get ready, and I get my kids ready for school.

SPEAKER_01 49:24

Okay. So do you take them or do you have to get drop them off every day?

SPEAKER_04 49:28

Yeah.

SPEAKER_01 49:28

So 6 30 in the morning, you're up, you check some messages, you take some time for yourself, you stay healthy. Um, and then you take your kids to school. Yeah. And then and then where? Go to an office. Hit the office. Go to a home office. What do you do?

SPEAKER_04 49:42

Well, my home's a little destroyed right now. Let's not talk about it.

SPEAKER_01 49:45

I've so I've heard.

SPEAKER_04 49:47

But my uh real estate office is right around the corner from my house. Very convenient. So yeah.

SPEAKER_01 49:53

So you show up at the office like you showed up at the corporate office.

SPEAKER_04 49:56

Yeah. I'm a morning person.

SPEAKER_01 49:58

Same game for you.

SPEAKER_04 49:59

And I just knock it all out, like all my paperwork out, all my communications, I knock it out first thing in the day.

SPEAKER_01 50:05

Okay.

SPEAKER_04 50:05

It leaves the rest of the day for interpretation.

SPEAKER_01 50:08

So and so you so you react, act and react throughout the rest of the day?

SPEAKER_04 50:14

Yeah. Okay. I mean, there may be some home inspections, there may be I mean, my calendar is typically pretty full, but I always am available whether I mean most of the time I pick my kids up from school. And I just I love it. It's just our time.

SPEAKER_01 50:28

So how many uh connections or contacts do you think you make a day?

SPEAKER_04 50:33

Oh, but can you count social media?

SPEAKER_01 50:35

I guess, yeah. Yeah, because those are for you, those are opportunities.

SPEAKER_04 50:39

Yeah. I mean, I probably talk to at least 15 people a day.

SPEAKER_01 50:42

Okay. 15 conversations a day.

SPEAKER_04 50:44

Yeah.

SPEAKER_01 50:45

I'm I'm kind of thinking a little bit along the board. Maybe not exactly, but some days more than others, yeah. Okay. How many people do you usually see in person, face to face?

SPEAKER_04 50:55

10 throughout the day.

SPEAKER_01 50:57

Okay, 10 throughout the day.

SPEAKER_04 50:59

Yeah.

SPEAKER_01 50:59

Well, so the 15 conversations you have would include 10 of them would be in person?

SPEAKER_04 51:03

No, probably 10. You'd have 15. So you'd have 25 conversations a day. Yeah.

SPEAKER_01 51:07

Or more.

SPEAKER_04 51:08

Yeah.

SPEAKER_01 51:08

That's good. I find that uh, Cheyenne, that that if you're having uh anywhere between 20 and 30 good conversations a day, that's about what you gotta have to say. There are my numbers. Thank you. There's your numbers. See, I'm helping you. But I wanted to put that on the table because I want people who are watching. I've gotten some really good feedback, Cheyenne, from other realtors that are newer in the industry, who are wanting to see their production goals grow, that have been inspired by this podcast. And so the reason I put that out there is Well, no one really talks about that stuff. Yeah, because no one really talks about it. And I want the the viewers that are watching to that are specifically in real estate uh to be encouraged and to hear, you know, bits and pieces of what activities, right, top producing real estate agents do every day to move the needle. So that's that's a big game changer. Yeah. Because if you're not having 25 to 30 conversations a day, yeah, it's a lot of conversations, then you need more activity.

SPEAKER_04 52:10

Then why not? It's fun.

SPEAKER_01 52:12

How do you make it fun, Cheyenne?

SPEAKER_04 52:14

Find something to connect with somebody on. Like you can connect with people, anybody on at least one thing.

SPEAKER_01 52:20

How do you do that?

SPEAKER_04 52:21

Asking questions. I don't talk about myself. This is weird for me. I don't talk about myself. Like sitting here talking about myself is weird. I am usually the one.

SPEAKER_01 52:32

But it's my fault. So you give you say, hey, Chris, it's Chris's fault.

SPEAKER_04 52:36

But I am the one that's usually interrogating, asking all the questions. And you know, finding out more details about my clients and my friends and so do you go through a list of questions?

SPEAKER_01 52:46

Do you have like a preset sort of I sort of ask of this and then I ask this and ask this?

SPEAKER_04 52:50

No, you find something, find common ground. Find common ground, and that will that will lead you through multiple different avenues, but you can always connect with some somebody on one thing.

SPEAKER_01 53:02

What's the last person you connected with today? Who's the last person you connected with and what did you say?

SPEAKER_04 53:08

Man, this morning was filled with just putting out fires. I didn't talk to any potential clients today.

SPEAKER_01 53:16

So the people you talked today were related to probably transactions you're doing. Yeah. Okay. But if you're talking to someone who's pr a like pr a prospect.

SPEAKER_04 53:24

I mean, we have connected just sitting here by asking just random questions. You ask them about their past, you ask them what they like to do. Yep.

SPEAKER_01 53:32

You ask about their family. I love food. I get to know you questions.

SPEAKER_04 53:40

I ask people about food a lot. Okay. What do you like to eat? Where do you like to eat? What's your favorite spot in town?

SPEAKER_01 53:45

Cheyenne.

SPEAKER_04 53:46

Steak and potatoes. Like my favorite meal. It's just like a filet.

SPEAKER_01 53:49

You're a manager at Red Rock. Yes.

SPEAKER_04 53:51

Pillet, medium rare, some nice potatoes. Yeah. Oh, yeah. Okay. Simple gal. Potatoes. Simple gal.

SPEAKER_01 53:58

Um, that's awesome. Do you like to cook?

SPEAKER_04 54:01

Oh my gosh, you're asking me about my non-existent kitchen now.

SPEAKER_01 54:05

Yeah, well, well, pretend it's there. Let's talk back about the vision. Like, you know, the whole vision thing. So yes, pretend I have a vision. Right now I have a vision for my kitchen. I do. And it looks like this.

SPEAKER_04 54:16

And I have a vision for all of these recipes that I'm gonna make when it's nice and done and beautiful.

SPEAKER_01 54:21

Because it's gonna it is gonna go from uh 1990s, it sounds like kitchen to a 2025, like chef designed yeah. Can't wait. But do you like to cook? I do. You do? Yeah, okay.

SPEAKER_04 54:38

I love cooking for my family.

SPEAKER_01 54:39

You can't really practice it the way you would like at the moment.

SPEAKER_04 54:42

Not yet.

SPEAKER_01 54:42

Okay.

SPEAKER_04 54:43

We'll get there.

SPEAKER_01 54:44

It's it's in the works. What's in your kitchen right now? Absolutely nothing, or is there something?

SPEAKER_04 54:49

No, we do have stuff now. Okay. We have countertops.

SPEAKER_01 54:52

Countertops.

SPEAKER_04 54:53

We've got cabinets.

SPEAKER_01 54:54

Okay.

SPEAKER_04 54:55

Um, that's about it.

SPEAKER_01 54:56

So there's hope. There's hope. There's a light about like that big, right? A light. Yes. Yes. For those of you watching, uh, Cheyenne's been in the middle of a pretty significant remodel. And I think that's because I like it when these older homes, well, and I mean this is the 1990s, it's not old, right? I mean, it's just older.

SPEAKER_02 55:17

Just getting there.

SPEAKER_01 55:18

But I love it when when people, homeowners go in and remodel, you know, these 1980s and 1990s homes and bring them into 2025. It's it's pretty cool looking. I've got one more sponsor I'm going to uh give a shout out to, and that's Joe Warren at Quality Granit. So if you are in the middle of a remodel like Cheyenne or looking to remodel your kitchen or your bathroom, or change your countertops just like Cheyenne just received, um, quality granite will give your home the bold finishes it deserves. Uh, they they can do everything, and I believe you are actually working with them right now. I didn't even know that before the show. So they're doing a great job.

SPEAKER_03 56:03

Amazing.

SPEAKER_01 56:04

You're probably not working with Joe directly.

SPEAKER_03 56:06

Nope.

SPEAKER_01 56:06

He's one of he's the owner, he's kind of the new sheriff in town. Um, quality granite went through some big changes with prior management and prior leadership and ownership. Joe bought the company. Yeah. And Joe's got a being a Derby girl, a long-standing name in the building community.

SPEAKER_04 56:24

Oh, okay.

SPEAKER_01 56:25

So I don't know if you know the Warren family.

SPEAKER_04 56:27

Yes.

SPEAKER_01 56:27

Connected to Derby.

SPEAKER_04 56:28

I didn't put the two and two together.

SPEAKER_01 56:30

Joe Warren.

SPEAKER_04 56:30

Very cool.

SPEAKER_01 56:31

He's third generation.

SPEAKER_04 56:32

Okay.

SPEAKER_01 56:33

And so, so yeah, Joe is awesome. He'll do a fantastic job. He's got a great team. Cheyenne's having great service or experiencing good customer service with them right now. So if that's you, give Joe Warren a call. Tell him uh Chris from the Mortgage Punk Show sent you, and um, he'll take great care of you. So all right, so how we're gonna wrap up the show here, Cheyenne. I'm trying to think of some real real zinger final questions. Have I given you some zinger questions on this episode?

SPEAKER_03 57:01

No.

SPEAKER_01 57:02

Oh, well, I better I better think of something.

SPEAKER_03 57:04

But but you've made me think. That's good.

SPEAKER_01 57:06

I've made you think. Yeah, good. Okay. What what what has it made you think about?

SPEAKER_04 57:12

There's a lot of times where I mean, I'm in the day-to-day grind all the time. So stepping outside of it and actually thinking about my business.

SPEAKER_00 57:22

Yes.

SPEAKER_04 57:22

Thinking about my strategy behind what I do is very interesting because there's not a lot of times you step back and actually think about.

SPEAKER_01 57:32

So I've I've asked some good questions to help provoke you towards greatness or another level.

SPEAKER_04 57:39

And maybe forcing me to step back and put a little more strategy behind what I do as well.

SPEAKER_01 57:44

Are you a reader?

SPEAKER_04 57:46

Do you read like books fiction? Nonfiction? Yeah, sure.

SPEAKER_01 57:51

You do? But that's what you read when you read nonfiction or fiction?

SPEAKER_04 57:55

Nonfiction.

SPEAKER_01 57:55

Nonfiction. You read business books?

SPEAKER_04 57:59

I try to.

SPEAKER_01 58:00

Okay. Have you ever read the E Myth?

SPEAKER_04 58:02

No.

SPEAKER_01 58:03

Okay, read the E-Myth.

SPEAKER_03 58:05

Okay.

SPEAKER_01 58:05

I'll text it to you. If you're watching and you want to read a book on entrepreneurship, it is it's like um it's like a hallmark classic uh on entrepreneurship.

SPEAKER_04 58:17

Yeah. How to win friends and influence people. That was my favorite.

SPEAKER_01 58:21

Okay, so it's kind of like that.

SPEAKER_04 58:23

Yeah.

SPEAKER_01 58:24

Classic, right? But for entrepreneurs, and it talks about the difference between working in and on your business.

SPEAKER_04 58:32

Yeah. Gotta step outside a little. But which is a business owner instead of an employee.

SPEAKER_01 58:39

Yeah. And and but but for mo for for really all business owners and entrepreneurs, you are the owner and the employee when you start.

SPEAKER_04 58:48

We gotta put different things.

SPEAKER_01 58:50

Yeah that trajectory. Yeah. Well, that's good. I'm glad that has helped you think a little bit. But yeah, get that book. If you if you do, I want to hear what you think. Okay. But I think you'll like it a lot.

SPEAKER_02 59:00

Okay.

SPEAKER_01 59:01

Because it'll it'll just expand on that thought that you just made. What's the uh have you had a moment in your real estate career that was scary?

SPEAKER_04 59:11

There are so many highs and there's so many lows. And the best way to describe it is real estate is a roller coaster. There's never a dull moment. Um, but there are some I mean, you see social media highlights and you see the glam. Yeah, you see people doing so well. People don't post about the other side of it. Crap storms that they're, you know, going through on the other end.

SPEAKER_01 59:40

So how do you get through that? What do you do to get through and what's your biggest fear in those moments? Is your biggest fear like this could all vanish?

SPEAKER_04 59:50

Yeah.

SPEAKER_01 59:51

Just like that.

SPEAKER_04 59:51

Yeah. I mean, rep reputation is a huge thing to build, and I think it is a quick thing to crumble.

SPEAKER_00 59:59

It is.

SPEAKER_04 1:00:00

And that's scary.

SPEAKER_00 1:00:01

It is.

SPEAKER_04 1:00:02

I mean, one bad decision, one poor decision could lead to something that is gonna detriment my business and my family, you know?

SPEAKER_01 1:00:10

So you have a ongoing sense of the fragility of owning your own business in a market you can't control and just hoping everything will continue to work out for next year, yeah, the way it did the previous year. Yeah. What what what what is like one of the things that you do to mentally help yourself through those scary moments?

SPEAKER_04 1:00:34

Take a break.

SPEAKER_01 1:00:35

Okay, what does that look like? A vacation break.

SPEAKER_04 1:00:38

I have to have a vacation on my schedule at all times. Something to look forward to, something to get out of Wichita and really reset my mind.

SPEAKER_01 1:00:50

Okay. And that helps you. That is every year. Every you look forward to what is this a two-week vacation? Is it a one-week or is it a couple small vacations?

SPEAKER_04 1:00:59

Small, it could be big, it could be with family, it could just be just unplugging and get the heck out of here. Ah, that is how I recharge myself.

SPEAKER_01 1:01:07

That's awesome. Yeah. I love it.

SPEAKER_04 1:01:09

I love traveling. I love seeing the world. And what better way?

SPEAKER_01 1:01:14

Where are you going next? Where's your family?

SPEAKER_04 1:01:16

Well, this weekend we're just going to Dallas.

SPEAKER_01 1:01:18

Okay.

SPEAKER_04 1:01:19

And our probably next big trip planned is a Disney cruise.

SPEAKER_00 1:01:23

Fun. Yeah. Next year.

SPEAKER_04 1:01:25

We're taking the kids. Um, oh man. Even after even after this weekend, going to Dallas, I'll be like, all right, let's get the next trip on the schedule.

SPEAKER_01 1:01:34

Yeah. Yeah. So that really okay, that's cool. So I hope listen, I hope you guys that are watching have been encouraged by uh hearing Cheyenne's story because she's just got all of the hallmarks of things that that successful realtors do to build their businesses, capitalize on their sphere of influence, focus on relationships, serve people, like take really good care of people and let them know that you really care. Um, you do ordinary things every day over and over again consistently. You utilize social media, which I think is a for realtors more effective than me as a lender. You know, I mean, I I've got to do social media because that's just what you do in business today. But you guys have a different effect, correct? Is what I've learned. Um, and so you're doing all the right things with that. You're posting regularly, like you're doing all the things that you gotta do to have a successful business. Um, and you still have fears you face.

SPEAKER_04 1:02:36

Yeah. Every day.

SPEAKER_01 1:02:38

And ups and downs.

SPEAKER_04 1:02:39

Every day.

SPEAKER_01 1:02:40

And you're discouraged sometimes and probably on highs the other.

SPEAKER_04 1:02:43

Yep.

SPEAKER_01 1:02:44

But you just gotta keep weather in the storm and you take vacations.

SPEAKER_04 1:02:47

Yeah. Take care of your thank you for summing it up for me.

SPEAKER_01 1:02:49

Isn't that awesome?

SPEAKER_04 1:02:51

So I love it.

SPEAKER_01 1:02:52

But you're about to get outside of your business a little bit. Yeah. And your new friend Chris is going to help you think through some of that.

SPEAKER_03 1:03:01

Thank you.

SPEAKER_01 1:03:02

And encourage you. That would be my hope anyway.

SPEAKER_03 1:03:04

Yeah. You're awesome.

SPEAKER_01 1:03:05

So thanks for being on the show. Uh, we'll be dropping the episode soon. We'll it we'll tag you, it'll be all over the place. You can break it up and you'll have some stories on Facebook. So there you go. Uh hey everyone, thanks for watching this episode with uh Cheyenne Harvey. And um, if you're looking for a great agent, give her a call. Um, if you don't follow the Mortgage Punk show, like, subscribe, and watch some of the upcoming podcasts. You're gonna hear more of this. And uh it's it's fun, super fun. And you're fun. Thank you. Thanks for being appreciate you so much. All right, see ya. Peace out, everyone. Later. Bye.