Episode 39: RuthAnn Osborne | From Door Knocking to Top Realtor

In this episode of Cracking the Success Vault, Sean Penhale sits down with RuthAnn Osborne, successful realtor with RE/MAX Preferred Realty, to explore the mindset, systems, and relationships required to build a long-term career in real estate.

From her early days door knocking and learning the business to becoming a respected name in the Windsor-Essex real estate market, RuthAnn shares the lessons that helped shape her success — including the importance of mentorship, education, delegation, and putting people first.

This conversation dives into the realities of growing a real estate business while balancing life, managing relationships, and building systems that create sustainability over time.

In this episode, RuthAnn and Sean discuss:
 • Why mentorship accelerates growth in business
 • The importance of delegation and systems
 • Taking risks and making faster decisions
 • How communication impacts trust and sales
 • Navigating fear, uncertainty, and change
 • Why serving people matters more than chasing money

At the center of RuthAnn’s philosophy is a simple principle:

Love people and serve your community.

Whether you’re in real estate, sales, or entrepreneurship, this episode delivers practical insight into building a business rooted in relationships, consistency, and long-term growth.

⏱️ Timestamps

00:00 – RuthAnn’s Journey into Real Estate
19:16 – The Importance of Mentorship
36:04 – Balancing Business and Personal Life
38:29 – The Value of Delegation
44:50 – Navigating Change and Overcoming Fear
51:37 – Defining Success in Business and Life

Transcript

SPEAKER_01 0:00

You get into the real world and you're like, you know, there's like 500 forms. Which one do I use? So she taught me all of that. And I got to work with some really great agents that have been in the business for a really, really long time.

SPEAKER_04 0:14

Anytime you guys try to lay it on the table and answer the pros and the cons. And people will feel 10 times better about the decision they're making when they know that they've made it themselves because they've understood.

SPEAKER_01 0:24

Right? Social media stuff, I'm committing to a year. To, I mean, it's been more than any a year now, right? And Chris is uh amazing. I love him.

SPEAKER_04 0:32

You don't have to say that on camera. It's funny. Ruth Ann Osborne is an award-winning Remax realtor serving Windsor Essex. Known for her care, honesty, and commitment to her clients, Ruth Ann has built a strong reputation by helping buyers and sellers navigate one of the biggest decisions of their lives with confidence. She's earned platinum level recognition and has been named among the top individual realtors at her brokerage. But what truly drives her is helping people, building relationships, and serving her community. Welcome back to another episode of Cracking the Success Vault here with Spectre Group. Uh today our guest is Ruth Ann Osborne. You are a Remax preferred realtor here in Windsor Essex County. Um we're gonna talk a lot about us a lot about a lot of different things today. Obviously, we were just joking around uh off camera about a lot of different things. Uh, I'm excited to see sort of your uh point of view on not just the marketplace, but you know where how you got to where you are today. Um you've been having a lot of success recently. Um when I know that right now the market's not the best, right? So um, and as I was telling you before, uh my wife and I love watching the real estate shows on Netflix and stuff like that. So obviously, this isn't uh selling sunset as we were joking about, but um, you know, there's you know, I I think the the concepts kind of overlap at the same time. So uh, but let's start at the beginning. So, where did Ruth Ann grow up? How did she grow up? What kind of family did you come from? Like, let's start there.

SPEAKER_01 2:07

Yeah. So, first of all, thank you so much for having me on. I'm super excited. Um, and I was thinking about this question, and uh, I don't want to take too long with that, but I got really lucky. Um, both my parents are phenomenal people, and I am so happy with the childhood that they gave me. And I think that business, like I do get a lot of people that ask me, you know, and you're you're doing really well in real estate, you know, what's what makes you different from other people? And I always say, I at first and foremost, like I'm a business owner, right? I'm not a salesperson, I am a business owner. So, and I love business. I've always loved business, all the aspects of business. And I really got that from both of my parents and from a very, very young age. My mom was a stay-at-home mom, but she also ran a daycare out of her house, right? So when I was growing up, there was always different kids. It was her business, that's what she did. Um, that's how they put food on the table, was with her job, right? So I got to see that aspect. And then at a very young age, I also got to start babysitting because my mom needed help and she had kids and they needed a babysitter on the weekend. You know what I mean? So I got to see that aspect of it. And then my dad is a pastor, right?

SPEAKER_03 3:25

Oh, wow.

SPEAKER_01 3:25

Yeah. And we don't like to think of a church as a business, but at the same time, there are business aspects of it of running a church. 100%. You know, and I mean, I would be very, very little and we would be stacking chairs, you know, and my dad would put them on the dolly and there'd be like too many. And he's like, no, you've got this. And I'd, you know, be like seven hauling chairs and setting them up because you really have to do everything when you own a business, right? Or when you're running a business. So I got to grow up with a mom and a dad who are both running businesses. And for me, that was just kind of common knowledge, I guess. So when I started getting out into the working world, I very quickly was put into management positions. Um, I used to get a lot of we can't hire you because we feel like you're gonna take over here. And it was so like as like a teenager and stuff, I'm like, but I'm a teenager.

SPEAKER_04 4:20

Yeah. I just want to make some money.

SPEAKER_01 4:22

I just want to make some money. And they're like, no, you know. Interesting. So I had a lot of that, but again, it was I had the business aspect growing up from both my mom and my dad. Right. Right. Um, we also moved a lot with my dad's job. So things people don't know about a pastor is like you you start with like kids' ministry and then you go into young adults, right? And then you're like an associate pastor and then an assistant pastor, and then you get your own church. So all those you're you're moving to different places. And um and my parents didn't make a lot of money, right? Like being a pastor isn't uh we're Pentecostal, so it's not like you're Catholic and stuff is paid for, right? Um, and so my parents would buy a house that was a lot cheaper, what they could afford. And it was like we would just get it all fixed up and stuff like that, and then we'd we'd be moving again, right? And so moving is something that I've always done too. I love moving. Um I'm used to moving. I actually get kind of a little bit of an itch where I'm like, I I could be moving.

SPEAKER_04 5:27

Been in one spot too long.

SPEAKER_01 5:28

I've been in one spot too long, yeah. So I have to rearrange the furniture sometimes. Make it feel different, make it feel a little bit different, yeah. And uh, like my answer to what color is should we paint this room is always white. And my husband's like, I don't get it, right? And then he was over at Christmas and he's looking through all these pictures and he goes, How come it's white in every single background? And my mom said, Well, we we pretty much got homes, fixed them up as much as we could to the point where we we had painted and primed, and then we were moving again, right? So I'm like, Oh, maybe that's what it is. I'm just like, I like white. It's what I grew up with. I don't know. Um, so yeah, I I did I grew up in business, as I would like to say, uh, and with really great parents also teaching me, you know, that people are first, right? Always put God and always put people first, and that that's the most important over money over anything else, right? Right, is to love people. So I've always kept that with me. Yeah, right. And that is the most important part of running my business, is just you know, loving people, right? And kind of going where God's directing me to go. Yeah. So uh from there, I did a lot of sales stuff, right?

SPEAKER_04 6:41

Before real estate.

SPEAKER_01 6:42

Before real estate. Okay, yeah. I mean, I've done everything from door knocking. Oh, I've done so much door knocking. Yeah, I I sold pest control stuff door to door in London for I think an entire summer. And I must have been, I was it was my year I was going into prong because I remember I got a really bad sunburn and I was like, I'm done. I have to wear a proper dress. Um to be young, you know, and care about those kinds of things. Uh and then I got into retail. Uh, I I worked for a company too, just doing cold calling as well. Uh I can't even remember what it was for, but I did that for quite a while. And um, so I'm used to the phones, I'm used to door knocking, kind of doing all those things, and I got those skills at a young age, yeah, you know, of getting the door shut on you and you know, yeah. Yeah.

SPEAKER_04 7:38

So what made you choose real estate?

SPEAKER_01 7:41

So I actually didn't really want to go into real estate, but what I was very, very interested in was investing. Right. And I always think that the best place to be in any business, if you want to be at the top, is to be the janitor, right? And I was like, I don't know anything about investing, but I do want to get into real estate investing. So I guess the best thing to do with this would be to go to school and start taking these courses for real estate because I would at least know like what the basics are.

SPEAKER_03 8:15

Right.

SPEAKER_01 8:15

Right. And then um I finished that off and I was like, no, I do want to go into real estate and start to make this as a career. Um, I did a short stunt in healthcare, which was I I was married before actually, and we ran a business, and then we got divorced, and so I went into healthcare and I was in healthcare for about five years, and I had this really sweet older lady uh who I just loved. She ran her and her husband ran all of the hot uh holiday inns, I think in Windsor and in not Sarnia, but they had a whole bunch of them, right? And she kept saying to me, Why are you here? And I said, I'm I'm here to help you. And she's like, No, why are you here? She's like, You're too smart. She's like, You need to do something else. And I said, Oh, well, that's that's really nice. I said, Well, I am taking school for real estate. And she said, That's what you should be doing. And then she used to check up on me all the time and go, So when are you gonna leave here? You shouldn't be here. Interesting. Yeah. And like they own, they were business owners. She used to talk about business with me all the time and stuff like that. And she was just a really, really great woman. I was so like, she passed away. I went to her funeral, but she was somebody who like really touched me that as uh somebody who had been in business, like she got married at like 16 or 18 or something like that, and they started this business and they'd done it their whole life, was able to be like, this isn't where you're supposed to be.

SPEAKER_03 9:47

Right.

SPEAKER_01 9:47

Get into business, right?

SPEAKER_04 9:49

So I was interesting though that you over the course of like growing up through teenage years and now even into your adult years, anytime you've gone to get a job somewhere else with someone else being your boss, they've all been like, you're not supposed to be here. Yeah. That's gotta be an interesting like push to be like, well, then what am I gonna do by myself? Like, what am I gonna do to run a business? What am I gonna go do to be an owner?

SPEAKER_01 10:20

Yeah, it it is, and it's really frustrating because there's been like really frustrating. When I was younger, it was really frustrating, but the more I've grown in in this business and in real estate, I have looked down some avenues, and there's been some avenues where people have sat with me and said, you know, I think like most recently I had one that said, you know, you're you're a top, a top producer. And if we bring you in here, like we're just gonna have to bring you down like a little bit to not being at that top producing level to be able to rebuild you back up, right? And I thought to myself, that's this that's the same thing that everybody keeps saying to me throughout my whole life, you know what I mean? And and so it's a little frustrating because there's times when I think this is what I need to be able to grow, but then the people that I'm talking to are saying, no, no, no, no, you're already there, or this is gonna be boring for you, or you're not gonna work with us, you're gonna take over us, right? And and I just think to I come, I still come out of those things a little frustrated, but I also think that's obviously not the road that I need to go down, and that's not the door that's opening to me.

unknown 11:36

Right.

SPEAKER_01 11:37

Right. So then I just take a step back and I keep doing what I'm doing, and as other doors open to me, those are the ones that I walk through.

SPEAKER_03 11:43

Right.

SPEAKER_01 11:44

Right. I I had a mentor of mine that said to me one time, he said, work with the people who are willing to work with you. And I found that that is really good advice. Um I was trying to start a group, a community group, uh youth thing. And it I it ended up being massive at the end. And it was so, it was so cool. But when I was starting it out, some of the bigger guys that I was going after that I wanted to work with were just like, it's not this, it's not this, it's not this, it's not this, right? And that was when my mentor had said, just work with the people who are gonna work with you. And I did. And as we started building and as we started growing with the people that I thought, you know, like, okay, I'm they're gonna work with me, like let's just find their best qualities and you know what they're strong with and build from there, it did grow into something massive to the point that the big ones that I were going after were coming to me and saying, Hey, we want to work with you. And at that point, I was able to be like, well, if you want to work with us, we need this, this, and this. And if you're not on board with it, then I'm sorry.

SPEAKER_04 12:50

Right. Right? Yeah, I mean, and whether it's like whether it's community work, whether it's um church, a business, clients, whatever it is, um, like I'll call it like one problem client, one problem business owner, one collaborator. If they're not willing to work with you and do things and understand the way that you do things, you're gonna spend more time dealing with headaches of why aren't you doing things the way that we want them done instead of just doing things the way that you feel they should be done in the first place. Right? Like having that problem client or that problem headache or whatever. And obviously, in the beginning of running a business or starting a collaborative community group or whatever it is, like sometimes you just have to work with anybody willing to work with you. Yeah. But at a certain point in time when like, you know, bills are paid and things are starting to grow, like you're causing yourself more headache. Yes, working with people that want things done their way instead of the way you think they should be done.

SPEAKER_01 13:58

Yeah, absolutely. And I think that um to that comment, I think that there's people that we really want to work with. You know what I mean? And there's a lot of good, like I've met people and I'm like, man, I want to work with that person, you know, and they have a lot of things that I can learn from them, right? And they have a lot of things that that they can learn from me. And working together in my mind would elevate both of us and really be able to help our clients, right? But you have to adapt in business. Yeah, you know, and if someone, it's not necessarily you need to do it my way and my idea, but if you're not going to to take a chance and grow and try something new, or you're gonna be like, we've always done it this way, this is the way that works.

SPEAKER_03 14:41

Yeah.

SPEAKER_01 14:41

And we're not gonna try something else, then that's again, like you said, it's you're not getting anywhere with that, right? You're not growing. And in a lot of ways, that can really stifle you to where your business stops and starts declining.

unknown 14:55

Yep.

SPEAKER_01 14:55

Right. I think one of the biggest things that I've learned in life and in real estate is that for every, for every one client, and I don't usually have to let a client go. Like I've had two that I've had in real estate where I've had to say, I'm sorry, but I don't think that this is relationship's gonna work. I don't think I'm the best option for you, but there are so many others out there that I think would you would work better with, right? Um, and it's really hard to do that, but anytime I've done that, I have gained more clients and they've been really great clients.

SPEAKER_04 15:30

Yes. Yeah. And it's interesting you say that because I mean, I'm I'm I'm kind of working with one of my advisors at the office right now who had uh a client. We ought to notice that they're transferring money out to another institution. And he's like, I can't believe I'm losing a client. And I'm like, hey, listen, like, there's lots of reasons for why that could be. You don't know. Maybe it's their best friend who's now in the business or their mom or dad or brother, sister, somebody, right? But I'm like, you have to look at it from an opportunity of like if you're if you're losing a client, then it's making space for something new.

SPEAKER_03 16:04

Yes.

SPEAKER_04 16:05

Right? Like you, and I related it, uh everybody was laughing a couple weeks ago. So I got in a car accident. Luckily, everybody's okay.

SPEAKER_01 16:13

That's good.

SPEAKER_04 16:13

Um, but for like months, I've been like, man, I just want a new car. Like, this car's been paid off for a long time. And like, I just I really kind of want a new car. And I've always joked at the office that, like, if you want something new, you have to get rid of the thing that you have. Yeah. Right. And so, what's the best way to get rid of your car? We're all write it off. Um, so yeah, they wrote off my car and I got a check, but I went and bought a new car. Yeah. Right? Like, but it's like you're thinking it into existence, right? So you can't look at it as this massive negative thing, losing a client, letting a client go, getting in a car accident. Like, there's always a light at the end of the tunnel. The question is, can you actually see it? Right. And um, yeah, it's funny you say that because I'm literally dealing with that at the office, like right now. He's he's just like, I just I don't know what it is that I did. And I'm like, it doesn't mean you did anything. That's right. It that doesn't like you're putting that on your own self. That's right. You did something wrong. Yeah, you haven't done anything wrong. It just that person is moving on to the next chapter and that's making more space for you and new clients. Like it's okay.

SPEAKER_01 17:16

Yeah, absolutely. And you know what? Like, I always tell clients, I have like if you're signing a contract with me at any time that you feel that this is no longer working, I will give you a mutual release.

SPEAKER_03 17:28

Yeah.

SPEAKER_01 17:28

Because you know what? I don't work with people that don't want to work with me. Right. And it doesn't matter. I I haven't had to do that. I've had to let people go, which is hard, but I haven't had to actually that's not true. I did have this young couple that came to me and they were wonderful. And I showed them a couple of houses and then uh they were of a dis different nationality. And they called me up and they said, We are so sorry and we feel so bad. But, you know, our our in our community, there's a cousin of ours and he just got his real estate license. And I said, I will give you a mutual release. I am happy for you. Like I totally understand that, you know, and like this is what you're looking for. If you want me to call him and kind of give him the information of the stuff that we've already gone through, I can absolutely do that. Yeah, right. Because at the end of the day, this is their decision, right? Right. And this is what's best for them. And like I was happy for them, right? And that's the directions that they went on. There is more than enough business out there for everybody as long as you're willing to look for it. And again, it's I truly believe that when you lose a client or you have to let a client go, or it doesn't work out the way that you want to in business, it's because there is something better that is already there. Right. Right. You have to be in, like I tell people, you have to be in the right place for God to bless you. So you quit kicking in this door repeatedly and being upset that this door isn't working for you. Just stop.

SPEAKER_03 18:57

Right.

SPEAKER_01 18:57

Stop and back out of it. Because once you back out of it and you start doing kind of the direction that you're supposed to walk into, that's when you can step into those blessings and everything just falls into place and things are easier and stuff starts coming to you that you had no idea it's bigger than what you thought it could be.

SPEAKER_04 19:14

Yeah.

SPEAKER_01 19:15

Right?

SPEAKER_04 19:16

100%.

SPEAKER_01 19:16

Yeah.

SPEAKER_04 19:17

That's I I love that point. So let's talk a little bit about your let's say your real estate career. So uh how long have you been doing it for?

SPEAKER_01 19:24

So I am just starting my sixth year.

SPEAKER_04 19:26

Sixth year.

SPEAKER_01 19:27

And uh, where did you start? So I started in real estate at Deerbrook. Okay. And they are a wonderful brokerage. Um Kelly and Jen there are just fantastic, and they really took me under their wing, and it was really great, as well as some other people, uh, realtors and stuff that were there. And I learned how to write offers properly and really well. Um, they had a trainer there named Laura, I'm gonna butcher her last name, York. I want to say, Yorkie.

unknown 19:55

Okay.

SPEAKER_01 19:56

Anyways, very nice girl, still a realtor, and she was training me and she walked me through like everything because you go to school for real estate, but they're mainly like, here's all the different ways you can get sued. Yeah. And here's paperwork, and this is how you fill it out. But you get into the real world and you're like, yeah, you know, there's like 500 forms. Which one do I use? So she taught me all of that, and I got to work with some really great agents that have been in the business for a really, really long time.

SPEAKER_03 20:27

Okay.

SPEAKER_01 20:27

And um it was really, really awesome. It was really awesome. And people kept saying, you know, just I'd be like, what do I do? And they'd be like, just do what you think because you're really smart and you you're doing good. And I was like, I don't know what to do though.

SPEAKER_04 20:41

Right, right. I still need some guidance.

SPEAKER_01 20:43

I still need some guidance. Right. I still need some guidance. And I really, so I truly believe that the real estate world and what they are missing in the education of real estate is that you go to school, um, you get your classes, okay, but then they just throw you into real estate. And I think that people coming out of the real estate college need to be, they need to have like a year of mentorship, right? They need to be paired up with another realtor. And I think it should be something that's mandatory because these these poor young people or people who are starting their second career, right? Like they're giving up paid jobs and security to do a job that's completely commission-based, right?

SPEAKER_04 21:30

And with no knowledge on how to actually do the business.

SPEAKER_01 21:33

No, no knowledge. And I'd done business for years and years, and I'd done sales for years and years, and I was like, I don't understand why I'm not doing better. Right. But there's systems and procedures, it's it's just a whole different beast. Yeah. Right. So I think that if there was a mentorship program for kids, or I shouldn't say kids, I'm saying in school, so kids, right? But a lot of them are all adults. But if there was a mentorship program that put them with a realtor that knew what they were doing, uh, that that would Be hugely beneficial and would completely change our real estate world.

SPEAKER_03 22:04

Yeah.

SPEAKER_01 22:04

That's what I think. Um, so I really felt like I needed to be somewhere that I could get more guidance. And um, they were so good at Deer Brook, right? But I just needed like I literally needed people to be like, no, you're gonna do this, this, and this, and this in this way, this way, this way.

SPEAKER_04 22:21

And here's why.

SPEAKER_01 22:22

And here's why, right? Now go do it, was what I needed. So I joined a team, which was really, really awesome. And on the team, I got a lot more structure and I got a really, really good mentor who I was able to call up at any time and be like, I don't know what to do. Right. And she was fantastic. Her name's Jennifer Bartnick. Again, she's still in real estate, right? And she was, you know, okay, Ruthanne, this is what you're gonna do. This is how you're gonna say it, right? Because it has a lot to do with the way that you're presenting something.

SPEAKER_04 22:55

100%.

SPEAKER_01 22:56

Yeah.

SPEAKER_04 22:57

I it's so crazy that you say that because like our industry, in order to get through your licensing program, like you have to get like 60% on an exam. Like that's not hard. Um, but our industry has you have to get um sponsored by a company and have someone oversee for two years. That's good, but there's no like qualification as to who that person is. It could just be like uh a person who's got two years experience and that person no longer needs supervision and they can go out and hire you, and you're brand new, and you're like, well, two people who don't like there's no qualification for that, right? But I have I was taught such a structure, like you're talking about. Here's how you make a phone call to a warm market person, here's how you make it to a cold market person, here's how you answer this question, here's how you answer that question. Yeah, when someone says this, this is what you say, like word for word for word, and and I'm very robotic and people like kind of uh like I guess tease me at the office about it because you can literally give me like the same objection for 15 people and I'll say the exact same words for 15 people and they're like you're just so but that's the way I was taught, and it works, and it works, yeah. It works not just because I get the deal done, but I I I say it with confidence and I know what I'm talking about, yeah. But I use these exact words, and every time I'm like, you need to know the structure of what you're saying, that's right, and then you can like kind of make it your own here or there, but you can't like learn the structure of it, think you're overconfident, and then just change the whole thing. No, right? Because there's a reason why it's said the way that it's said, or the reason why you answer it the way that you answer it. Yeah. Um, and I like I always tell people, if you can say something in in 10 words instead of 50 words, use 10.

SPEAKER_03 24:50

Yes.

SPEAKER_04 24:51

Right. And that's the way that I was taught is like more less is more, right? Unless you need more words, then do it. But I it's just crazy that you're saying the exact same thing as the way that I was taught. As I was like, it this is just the way it is. You say it this way, and every time you say it that way, it just works.

SPEAKER_01 25:09

Yeah, it just works. And like I have a mentee now uh that I've taken on since last year, and he is an absolutely phenomenal guy, right? And I always say to him, like, this our listing, we're gonna go into a listing, we're doing the presentation exactly the same every single time. We're saying the same thing at the same time that we're doing it, giving the same answer for everything. Like, and when somebody calls and they go, I want to know about, you know, 220 road eight, right? The first thing out of your mouth is always the same. Are you looking for us for yourself or an investment? Right? I don't care. I don't care if it's a three million dollar house. Are you looking for yourself or an investment? You know what? It's probably for themselves if it's a three million dollar house, but you don't you don't know what's going on with somebody's uh finances. They could be looking for it for a summer home. You know what I mean? They could be from somewhere else, like you don't know. Um, so that is always the first question, right? And I said to him, I don't ever want to hear you say anything else other than that first. Right, right. Oh, it's priced at this. They're gonna be like, great, thanks, bye, click, right, you know, there has to be processes and there has to be procedures and there has to be a way and a system that you do things. And like again, that's where like I am a business owner. I am not a salesperson, you know, and a salesperson is focusing on just getting that sale and getting that deal done and getting that money.

SPEAKER_03 26:33

Right.

SPEAKER_01 26:33

Right. But if you're going through the right process and you have a business plan, then your your clients are not gonna feel like you're selling them because you're not. You're educating them.

SPEAKER_03 26:45

Right.

SPEAKER_01 26:46

Right. And that's the biggest part. So when you call up somebody and they're asking you these questions about a home or about finances, and you have the same questions or the same statements that you're saying to them, right? You're doing that to help get the right answers out of them so that you can help them the best way possible.

SPEAKER_03 27:07

Yeah.

SPEAKER_01 27:07

Right. It's not a sales task tactic, it's so that you know how to help them. Correct. Right. And how you can guide them.

SPEAKER_04 27:13

Yeah. I I love everything you're saying because it's literally like I've had people and I've had other advisors at the office where someone, let's say, Cole calls the office and they're like, Do you guys, you know, do you guys sell life insurance or do you guys do home and auto insurance? And it's like, yeah, we do. Uh, okay, well, I want to quote, and it's like, it's not quite the way it works. No. Like, I need some information. Well, why do you need all this information? Because I'm not just trying to sell you a product. I'm trying to actually help you and guide you in the right direction. So, like, well, I just want, you know, I just want half a million dollars a term 10 insurance. And I'm like, okay, for what? Well, to cover my mortgage. Okay, well, like, do you have 10 years left on your mortgage? Well, no, I've got 25. Then what is 10 years going to do good for you? Like, what are we doing here? What are we doing here? I realize that the client may be just like, let's get this sale on the road. But like, I feel like I've done a disservice. If I'm just like, yeah, I'll sell you the cheapest thing possible for 10 years, and then 10 years from now, we'll go through this whole thing again. Yeah. You're older, it's more expensive. Maybe a health thing came up. Like every like if you just did it right the first time, and if you just gave me 20 minutes to ask you a series of questions, I'd get you in the right product at the right price for the right period of time. Yeah. Right. But so many people are like, oh yeah, absolutely. Let's get the sale done. Turn 10, cool. Like 10 minutes later, and it's like, well, you know, I made a couple hundred bucks. Great. But did you actually help the person? Did you actually put them in the right product that's the best suited for them? That's right. Right.

SPEAKER_01 28:40

That's right. And I find too that having those policies and procedures and asking the right questions at the very beginning is going to also narrow down the clients that are really in need of your services and really want to do it right and do it to the best of like so so it's the best for them, right? Like they're looking for your services. They are needing you and wanting to work with you, right? As opposed to people who are just going to dictate what they want you to do and feel that you need to do this for them. And that's the end of it.

SPEAKER_04 29:11

And you're getting paid out of it. So just go do it.

SPEAKER_01 29:13

Yeah, and you're getting paid out of it. So just go do that. Okay. Well, I have to sleep at night too. And I would never sleep at night knowing that I just was like, yeah, it's this much, and now I got a couple hundred bucks. Woo! Like, yeah. I mean, what that may be a trashy person. I don't like that.

SPEAKER_03 29:28

Yeah.

SPEAKER_01 29:28

Like, I don't, I don't understand that kind of sales. But if you get somebody and you're going through the right procedures, like if somebody calls up their doctor and they're like, hey, I think I broke my leg, you know, or my stomach is really hurting. So just send me medication, right? The doctor's gonna be like, I'm gonna need you to come in, sit down with me so that we can make sure that we're doing the proper stuff to get this fixed properly.

SPEAKER_04 29:51

Proper medication, proper recovery time, yeah, maybe proper surgery, whatever.

SPEAKER_01 29:56

Yeah.

SPEAKER_04 29:56

But if you were, but if the person on the phone is like, no, I'm not leaving my house, just give me the medication, the doctor's gonna be like, no, no, like I'm not just gonna give you medication, right? And I feel the same way, right? Is yeah, you can't just be like, uh, just because it's real estate for you or financial services for me, you can't just be like, well, we're not as professional as a doctor or a dentist or a lawyer or a whatever. Like we are we we have to be just as professional as they are, right? So we have systems and procedures that need to be followed, just like you. I I love the fact that you're saying all of that kind of stuff. Is that that's just that and so that's something that you were taught at Deerbrook to follow?

SPEAKER_01 30:37

No, that was uh once I went to a team, like they had more of a structure and stuff like that. No, no, no, that was a remax. Moved on remaining. And um, it was really, really great. And my my um my mentor was amazing, and so were the other mentors and um the broker and everything like that were were really great and key in getting me to where I where I needed to be and understanding, yeah, you know what I mean? Um and I was feel really bl blessed and really grateful for the time that I had there because I was able to learn a lot.

SPEAKER_03 31:10

Yeah, right.

SPEAKER_01 31:11

And then I got to a point where I was like, you know what, I really need to spend time with my husband because I really love him. And um you're when you're on like a a team structure as opposed to like an individual agent, you know, I mean, you're working with a team, you're you're part of that. You can't just be like, oh guys, bye. Hi, guys, I'm gonna go do this now, right? Like that's that's not appropriate. And I didn't feel that at that point that with what I wanted for my personal life, that I wasn't I wouldn't be properly giving to the team what I had promised to.

SPEAKER_03 31:48

Right.

SPEAKER_01 31:48

Right. So as much as I loved that, and I it was time for me to kind of step back and go, okay, this is gonna be different and really scary because now I'm on my own. But also I truly believe that I just needed to kind of step back and go into go on my own, right? Give spend some more extra time at home and things like that. Um and anytime I think that you scale your business or move your business, it's kind of like you're underwater and you're like really trying to come up for water because you're like, I'm gonna do this, you know, and you don't know when you're finally gonna reach the top. And then you do, you come out and you take a breath and you're like still in the water, you know, but you can breathe and you're like, okay, I'm okay. Yeah, you know, like I'm not this wasn't the end. This was this didn't kill me, you know? And I really felt like that because I had so much support, yeah, right. But when I changed over to Remax Preferred, I found that I had a lot of support there too, right? And there's been older agents, I shouldn't say older, seasoned. They're not old, they are very young and very young heart. Um, but seasoned agents who have been doing this for a long time that just said, hey, you know what, anything that you need, like I'm here for you. You can let us know, right? And like they constantly checked up on me. How are you doing? Yeah. Sometimes I'm like, I don't know how I'm doing. I'm stressed.

SPEAKER_04 33:18

But that's the like that's the that's like the beauty of being self-employed and being a business owner, is like some days you don't even know what you're doing, other days you have it all figured out. Some days you just have to like go and uh, you know, sit in a corner and have a cup of coffee and just like think to yourself. Like it's just, you know, and and I think even just having mentors around is just super important. I mean, um, you know, for myself, right? I get in the car accident. My wife and I were looking at a bunch of different cars, and um obviously business is going really well for us uh at Spectre Group and we're expanding, and now we've got the home and auto and commercial side of things, which is fantastic. It's very exciting, but uh yeah, it's just wild. Uh so when we're like a full service one-stop shop now, we can do mortgages, we can do home and auto commercial insurance, and then life and investments, so we can do all of it under one umbrella now, it's awesome, which is fantastic. Um, and uh so my wife and I were looking at a bunch of different cars, and we were in the middle of a sales meeting, and my partner Jason was like, kind of everybody was asking me like what kind of car I was gonna get and all that kind of stuff. And uh I was like, I think we're gonna do this or do that. That's what we were looking at last year too when we were about to have our baby. And Jay chirped me in the middle of the sales meeting, being like, dude, like you're making more money than you've made before. Like, go get something that you actually want, not just something. And I was like, ah, just I want to make the right financial decision here. I'm an advisor, I should probably be financially responsible. And I was like, but okay, I'll go, I'll go investigate. Um, and like between the price of uh of payments and leases uh with cost of insurance, it was like 50 bucks a month more expensive to get the car that I wanted versus the one that I didn't want. Yeah. And it's a car that I've always been like, it's like this is my dream car. If I could drive around in this every day, this is what I'd have.

SPEAKER_03 35:15

Yeah.

SPEAKER_04 35:15

And uh I'm like, for 50 bucks a month, why would I not get the thing that I've always wanted?

SPEAKER_03 35:21

Yeah.

SPEAKER_04 35:21

Right. But I'm like, and I've already noticed in myself that even in just in the last like week, I'm like, okay, like things are, you know, it's okay. It's okay. It's okay. It's okay to have the thing, it's okay to have the thing that you want. And it's okay to go spend just a slight bit more money if you're gonna go spend more money. And it's opened myself, opened my brain even in the last week to just like, man, the possibilities of just what other things in life could I have if I just kept working hard. Yeah. Right. And not being afraid to go and investigate whether or not they're there.

SPEAKER_01 35:54

Yes. Right. You know what? I love, I love that you said that because I think that anybody who is built from the bottom up, right? Like you have a different way that you've always done life. Yeah. Right. And I had a mentee and I love her so much, and she's such a great girl. She's in real estate, and uh, she we were working together a little bit and just like helping each other and things, and then she ended up going on a team, and she's it's the perfect place for her to be. And I'm so happy for her, and it's working out so well. And she calls me up and she's like, I'm so stressed out, and I'm doing this and this, and I don't, I know she's a single mom, right? So she's like, We keep eating out at McDonald's, and I really need to get like my kids need to eat properly, and I have to clean my house. And I said, Listen, I said, You're a woman and we want to do it all. Okay, we want to make our kids the great food, we want to keep our house clean, but you are in business. You make money now, girl. You need to use it and get a housekeeper. Use it and get the pre-ordered healthy meals that you can go pick up, at least for dinner.

unknown 36:59

Right.

SPEAKER_01 37:00

You know?

SPEAKER_04 37:00

It doesn't have to be every meal all the time.

SPEAKER_01 37:02

It doesn't have to be every meal all the time. But you know what? I mean, going to um Macado, how do you say it? Marcati fresh. I don't, I can't, I always have such a hard time saying it. Makado fresh. Yeah, yeah. They have the pre-made dinners, you know what I mean? You can get steak and asparagus or chicken. Like those are those are better meals than McDonald's for. Sure, that's good, right? And uh she's like, oh, but I can clean my own house. I said, you can, you know, or you can be efficient, correct?

SPEAKER_04 37:34

Right? But this is where most business owners struggle though, right? Is we're so used to like grinding and doing everything ourselves. And you can't just because Jason and I talk about this a lot. Uh um uh Dan Martell has a book Oh, what's it called? Buying back your time. And it basically is like for two weeks, every 15 minutes needs to be accounted for as to what you did in that 15 minutes. And then you can look back over the net over the last two weeks and go, okay, which of these tasks are tasks that I probably shouldn't do for myself because they're not again worth my time. And I don't say that in a bad way. Yeah, I just mean my hourly rate that I can go make, selling a house, helping a client, do whatever, makes me more money than doing this task.

SPEAKER_01 38:26

That's right.

SPEAKER_04 38:26

Right. And it's hard for us to go, okay, uh, you know, these 10 hours I can probably pay someone else to do, but you're like, but I I should I should just do that. I don't want to because I don't want to spend the money. Yeah. But you're like, but if I just paid someone to do them, clean my house, order food, whatever, I'd get 10 hours of my day back.

SPEAKER_01 38:48

That's right.

SPEAKER_04 38:48

And in those 10 hours, how many more people can you call? How many more follow-ups could you do? How many more houses could you sell if you didn't do those things? But it's such a hard thing for us as business owners and self-employed people to make that transition to being like, I'm gonna pay because you can't pay someone and then not go do the business. That's you're gonna lose money that's the biggest thing. You have to pay someone and then go do it. Keep going to work, not just pay someone and then sit at home while that person cleans your house. Because then you're not doing anything with your time. You're spending money, but not making money with your time. You have to go and make more money with that time, right? So you can't just buy your time back and then not go do more stuff.

SPEAKER_01 39:31

Yes. And I think that that's like getting the right people and delegating is the sign of a real leader. Okay. I think that real leaders are able to delegate and work themselves out of a job, right? So you need to find out, like you said, and so that is something I do, right? Like I do a business plan every year. And about every three months I sit down and I have a book and it has hour by hour by hour by hour by hour. And it's a real pain in the butt to fill out, right? But it's like a time audit, right? Where am I spending my time? What am I doing? Am I spending too much time driving? That was a big thing for me. Driving, I've taken my driving way, way down.

SPEAKER_04 40:12

Oh, I was gonna say, did you buy a driver?

SPEAKER_01 40:14

Like, oh, I would love to have a driver. Do you know what I'm saying?

SPEAKER_04 40:16

A driver like Ryan Sir Hans or something.

SPEAKER_01 40:19

I would love to have a driver. I could sit in the back seat and like get so much work done, right? Great. I'm not there yet. I'm not there yet. But I that would I have thought about something like that. I really have it. But I did get an assistant this year, which is super exciting and was super scary at the beginning. Yeah. Like, uh, and everything worked out with that assistant because I was like looking into virtual assistants and I was looking into assistance, and I was like, you know, like, oh, it's gonna be too much money. Oh, you know, like I'm just lazy and I'm I don't need an assistant. And then these agents who have been doing it for like 30 years are like, I do all my own paperwork and I do all my own other stuff, and I do I have a system and I just do it. And you weren't here when we had to go pick up our keys, too. And I'm like, I don't know how you guys do it. Like you're superhuman, world's just different now, the world's just different, but I know me, right? And I know that paperwork, and that's the administrative side of life is not my gifting, right? Right. And so I was I'm looking into all this kind of stuff, and then a realtor that I know popped up and it said, Um, I'm looking to hire an assistant. And I immediately picked up the phone and said, Hey, I said, Do you want to share an assistant? And he went, Oh my gosh, Ruth, yes, I want to share an assistant because I don't know how I'm gonna pay for this, but I have to. Right, right. And so we started the process together. So that the fact that that worked out was really cool.

SPEAKER_03 41:51

Yeah.

SPEAKER_01 41:52

And we interviewed a bunch of people, and the girl that we got, like I'm telling you, she walked into the the room and it was like the lights were like, oh, and she was like, hi, you know, and super nice. And yeah, so it's been it's been really, really great so far. And I feel like because I talked to him and he's like, Oh, you know, I got like I keep I just keep saying to her, like, I hope you're not overwhelmed, and I I hope we're not giving you too much. And I said, But I honestly think that she's like bored because she's administrative and we're not, yeah, right. For us, it's an overwhelming, daunting task, but for her, she's just like she loves it.

SPEAKER_04 42:27

Yeah, maybe, maybe, yeah, right. There are certain people out there that love color tabs and know where everything's at and super organized, and they can do it in you know, a third of the time that it takes you to do the same task in.

SPEAKER_01 42:37

Yeah, right. Yeah, but I think that you do have to do those scale, those things. And you have to like at in November, I always sit down and I look over my year, right? And I look over, okay, what was my business plan last year, which I write out, you know, what are my goals? How am I gonna get to those goals? What money am I allotting to these goals? Where is my time gonna go so that I can get to these goals? Right. And I look over that and I sit in November and I'm like, okay, this worked for me. This didn't work for me, right? And anything that I'm gonna do, I'm gonna try for a year. And I pay up front because I'm like, you know what? I'm committing to a year, right? Social media stuff, I'm committing to a year. To, I mean, it's been more than a year now, right? And Chris is uh amazing. I love him.

SPEAKER_04 43:21

You don't you don't have to say that on camera. It's fine.

SPEAKER_01 43:25

He knows I love him. He knows I love him. He's he's helps me not be so stressed out. Um he makes me look good, but I try it for a year. Well, you have to.

SPEAKER_04 43:34

You have to put in the time.

SPEAKER_01 43:35

You have to, yes. And I think that if you don't try something for a year, then you know, maybe one month you're not doing so great. Yeah, and you didn't put in any effort, right? So I sit down and do that, and then I do the time audits as well. And you have to do that, and then again, you have to seek out and find the people that you can help to grow their business and they can help you to grow your business, right? Right, so that you can. start delegating things because we can't do everything as business owners. And we have to get out of our own heads and our own egos thinking only I can do this. Right. And just trust that this is the right person and and give it to them. You know, and every once in a while someone might go sideways on you. Right. But that's also part of business. And um yeah I just think that you've got to you've got to delegate.

SPEAKER_04 44:29

Yeah. So so there's been a few so a few changes, right? So you get in the industry and you switched from Deerbrook to a team. You went from a team to being an independent. Yeah. Then you decided to hire an assistant. Like all of these things must have had some level of uh I don't want to say fear. It's probably not the right word.

SPEAKER_01 44:50

Oh fear's the right word. It was scary.

SPEAKER_04 44:52

Anxious yeah yeah fear anxious anxiety yeah uh unjust being unsure of what you're doing is this the right thing is this not the right thing how did you sort of I'll say persevere through because it's more thoughts in our head than it is like reality being shown right um for me I'm always just like ah it's just got to get done like it just it just is okay short-term pain whatever yeah and it's really like there is no short term pain like it's just they help a lot if decisions are being made like that but um how did you work yourself either mentally or even just physically and emotionally through those big changes so first of all I'm a very analytical person so anything that I'm gonna look at it's gonna be pretty detailed right I'm gonna talk to a lot of people and the people that I was I was talking to uh so another person that has helped me out is my friend's dad who knows business and has run businesses and started businesses and things like that and I've been able to go to him and be like this is where I want to be where how do I do this right and he said to me a year and a half ago you need to get an assistant and and then he gave me some names of some people that he was like call these people and talk to them about being your assistant and I was like great thanks I'm not doing that right and then my sister-in-law she said the same thing you need to hire an assistant right like you just need to hire an assistant and I was like okay great and then I went to Christmas and my sister-in-law's brother who also runs a business um I was talking to him and he said to me you know Rosanne he's like the biggest thing I see with people's businesses when they don't move forward is then they end up moving backwards and they they're failing when it was just one simple thing like getting an assistant and I was like oh my gosh. How many people have to tell me before I'm actually gonna go do the thing everyone tells me.

SPEAKER_01 46:57

Right. And then last year I had a fantastic year and I couldn't have done it without my husband's support my my brokerage's support my parents and my family's support but also my mentee right like I brought him on um and him and I worked so well together and he was able to take on so many things for me right at times when I just I just couldn't I couldn't do it right and I said to my husband at the beginning of the year well it was in November when I was redoing the business plan and I said I need to hire an assistant I said but I don't want to hire an assistant right and my husband said well you have goals is paying the money for an assistant going to get you to those goals and I said I don't know who knows I don't know yeah I don't know if it's going to right I mean I have all the numbers I need to make this much extra to be able to have an assistant right which means I need to work this many more hours and I said well I think that maybe I need to have another mentee or or some another realtor that I can work alongside with and and stuff like that. Like like I don't know and then I just left it and March just before March started coming and I was so unbelievably overwhelmed with thinking about the spring market in real estate which is busy that I was like no I need to hire an assistant. And that was when I so my personality I I mean I think I I know my strengths and I know my weaknesses really well and one of my big biggest weaknesses is dealing with my personality where I want to do it all and I truly believe I can do it all. You know it's like with age we think oh yeah sure I could still go water skiing even though I haven't done it since high school my body will be fine and then you do it in the next week you're dead right that's like a personality problem with me. And getting an assistant was kind of the same thing I was like no I can't you know and I started looking into it and then as soon as I started looking into it my friends had popped up like it was already there. I just needed to walk through that door.

SPEAKER_04 49:12

Right. Right they've been telling you for 18 months to go get an assistant. Go get an assistant but it at the same time though like it's it's one thing for someone farther down the path to say go do this thing to be successful. Go get an assistant go advertise more go whatever yeah uh go find another mentee or go find two and you're like but I don't know if I can support two yeah um but they're like well if you want to grow that's what you need to do. And yeah it it it still takes some time to really be like okay like they're probably right I'm not as far down the path and it's hard to be like they see it and I don't yeah because they're down the path.

SPEAKER_01 49:58

Yeah.

SPEAKER_04 49:58

Right. Um yeah it's I mean Jay and I have been talking about that for a while. Like between both of us we just like we probably need to share someone or get another person at the office or something. Like there's just so much to do.

SPEAKER_01 50:10

Yeah.

SPEAKER_04 50:11

Um but yeah it's uh those decisions are hard.

SPEAKER_01 50:15

Yeah those decisions are are very very hard and every time you have to make something like that in your business to be able to scale your business or maybe not even like I'm sure there's business owners out there and they're like I don't really want to grow but I need to be at home more I need to have more relaxation or I need to you know I burn out every single year in whatever month right and like doing these things is super scary but at the end of the day if you're gonna burn out you're not gonna have a business right and how many how many years can you do that before you have really major health issues right because in our in a business where you are running your own company right and you're this is how you provide for your family how many years is it going to be before you have a stomach ulcer?

SPEAKER_03 51:08

Right.

SPEAKER_01 51:09

Right? How many years is it going to be until you can't work the hours and how how badly have you hurt your business by not taking the proper steps or getting the assistant or getting the mentee or getting the proper CRM or getting a social media person. How have you hurt your business? Who how many clients have you lost right now you're at this point where you have to do it.

SPEAKER_03 51:33

Yeah.

SPEAKER_04 51:34

And I it is a mind thing you know I mean you don't have to be the person trying to take over the world. Like you don't have to be I'm gonna grow this into a billion dollar business. Like not everybody's gonna do that. And it's okay to not do that. Yes. Uh if someone has a goal like that, great go go kill it. That's fine. Uh but it yeah like you're saying even if you just want to buy some of your time back make the same amount of money you're gonna have to make slightly more money just to pay for that person. Yeah. But it doesn't mean you have to overwork yourself. That's right. Maybe it maybe it does mean that you're gonna be at your kids' soccer game or your sports game or hockey or whatever. Yeah. Um and you don't have to be constantly 15 hours a day at the office all the time doing it by yourself, etc. Um getting an assistant doesn't have to mean you have to double the size of your business. Right. It means you have to go sell one or two more things or whatever to pay for that person, but you're gonna buy your time back.

SPEAKER_01 52:34

Yeah. And I like what you said about like not everybody needs to want to be a billionaire. And I think I really truly believe that people need to hear more about that. Okay. Especially in the sales industry um whether it's real estate, insurance, I don't know pest control, whatever you want to call it right um again I think there's enough business for everybody to go around and nobody needs to be fighting it. But if your goal is to make 60,000 a year then and that's what works for you and your family 6000 a year and you should be super proud of yourself when you make 60,000 a year. If your goal is to make 250 then like you go girl, you go guy like whatever that is and I think that it's really easy with uh because people in sales have specific personalities and a lot of us are very competitive and we played sports growing up and all that kind of stuff and we do like to win. Um but you have to check yourself and be like what do I actually want and stop looking at everybody else and how they're performing and what their numbers are because they're not you and you're not them. And you don't have to ever be them right and we need to it's okay we need to hear a little bit more as salespeople it's okay.

SPEAKER_04 53:48

Well let me ask you this question then though so because I do agree with the vast majority of what you just said. Like it's it's hard for someone to you know who's who makes you know half a million bucks a year or a million bucks a year to be like everyone wants everyone should want to make this money because not everybody does. That's right. Some people want more time with their family or any of that kind of stuff. But at the same time if you know what 200 grand can do for someone's life or 500 grand can do for someone's life don't you think that as the senior person or as the mentor it's our job to be like listen you you know you hit your goal you made 60K that's great you know like let's strive for more next year. And like isn't it kind of our job to like coach people and teach them the possibilities of other things they could also do or more experiences that they could provide because I'm all for being like if you want to make 60 man make 60 but I know that the difference between 60 and 100 is not a ton more work. It's just efficiency but man is your life different absolutely yes like it's such a hard line to to be like I find it such not a hard line I find such a it's such a fine line to be like go kill it and go, you know, do the thing that you want to do but I know you can do more.

SPEAKER_01 55:10

Yeah and I think that comes with when you're talking to people and people who want to be part of your business right or you think hey this would be a good fit with my business is you need to sit down with them and find out what their strengths are, what their weaknesses are, what their motivations are and if they're actually gonna work well with you.

SPEAKER_03 55:31

Right.

SPEAKER_01 55:31

Right. Um I talked to a young guy earlier this year and I really felt that he had a lot of potential and when I sat down with him he only wanted to make 60 and I was like what about what if you made a hundred and he's like I would rather have the time and I said okay I said are you like you are looking to purchase a home and you are looking to you know they like because I asked what his goals are things that he wants and stuff like that. And he said to me well I've never made over 40 and if I made an extra 20 I would be able to do those things.

SPEAKER_03 56:08

Yeah.

SPEAKER_01 56:08

Right. And so for me I was I was disappointed because I was like oh man yeah you know um because I do feel that that person could have been maybe in even making 200 a year.

SPEAKER_04 56:20

There's so many places that you can go and make 6000 bucks. That's right and you don't have to get rejected and feel the pain of sales and the the letdowns and you don't have to work 15 hour days. That's right. And like it's hard I think it's hard for people that aren't the type A sales type people to be like well I I you know I want to make 60k in just a couple months and it's like okay but like you don't start that way.

SPEAKER_03 56:48

No.

SPEAKER_04 56:48

Like you have to work your ass off for years sometimes before you'll always make 60k by March. You know like and some people don't even get there by March. Like not everybody's like that. And so it's like it's it's great like sales might be the thing for you but it's not a nine to five turn your phone off right uh like go make 60k working on the line at Chrysler you'll make more than that and you'll have all the time and you'll have every weekend off. Right.

SPEAKER_01 57:19

Yeah so with that individual I just thought to myself you you're not in line with my business and what we're trying to accomplish here. Um where my mentee that I have now I mean he was like I want to make 5000 and I was like oh easy tiger you know like that's a great goal. No and I didn't want to be like I don't want to burst your bubble but I mean like let's try and let's get let's get let's hit a first marker first. Yeah let's uh let's start this thing first and I mean if he would have and he and he has big plans and big goals and even if he would have been like well I'd like to make 60 because that's more than I'd ever made but I mean if I could make a hundred that'd be great. I'd be like oh buddy you're gonna make a lot more than that right um just because of who he is right so I think it's also aligning yourself with the right people and again it it sucks when you think someone's gonna be this person will be great and then you get into it and it's like this is not a good match for us.

SPEAKER_03 58:14

Yeah.

SPEAKER_01 58:15

But when you find the people that are a good match right that's when you have to figure out what their strengths are, what they really want to do and help them build themselves. Right. Right? Like I think that we have like you said like don't you think that we have kind of a responsibility to help them you know to make more whatever but yeah I do especially if that's if they're wanting to grow I think we have a huge responsibility like I feel like I have a huge responsibility to my mentee to make sure that he becomes the best that he can and that he learns his policies and procedures and that he makes the phone calls that he's supposed to make and that if he doesn't then like that's my fault.

SPEAKER_04 58:59

You know right like I failed them for not giving them the skills or whatever not teaching them enough not coaching them enough not giving them enough leads not whatever. Yeah right yeah I'm full on board with that because that's where Jay and I are at right now like we're we have endless opportunities and there's just like it's it's hard for like we're like if you guys just work the leads we give you you guys will make you know a hundred 150 like there's opportunity there. Like just go work it. Yeah okay no problem nine to five and sometimes you're like I just wish you would I just wish you would you know yeah go nine to six. Yeah start start there start small and then you'll be like oh like a lot more people answer the phone after five o'clock because they're not working like this is great. I can actually make more calls at this time or get a hold of more people or and it's just like trying to coach them up to be like just just spend a little bit more time. Doesn't have to be 20 hours a day you don't need to be like six to ten yeah but you know just a half hour here or an hour there. Yeah or just a little bit more work. We are running out of time um I we could talk you and I could talk forever we're gonna do this very very enjoyable conversation at least we're gonna have to do this again. But yeah we're almost out of time um so we always end with one question but before you do that um I'm curious to know as someone who's done lots of different sales uh careers door knocking cold calls now real estate and then now with uh you know I don't know three different brokerages or just two uh I've been with well three different brokerages but you know like Deerbrook and React um and so if there were like let's say two or three things that you could go back and change that would you would think that would speed your business up other than getting an assistant earlier. What do you think a couple things would be that you were like I wish I had just done this a little bit earlier or done this like slightly differently because I know what it would have done and like how much it would have catapulted your business farther.

SPEAKER_01 1:01:11

Yeah the very first thing I would have done is I would have found out who the very top agent was I would have been like I would have been like can we go out for coffee and talk to them and I would have tried to get them to be my mentor and if they said no I would have gone to the next one and the next one and the next one and the next one until I found somebody that would take me on and teach me. Right. That is the very first thing that I would have like my objective first day walking through the door of a brokerage would have been to find that that person that could mentor me. Yeah. That would have been number one for sure. Um number two I think that I would have maybe made the switch from being on a team to going on alone sooner. Right. But again that's a very scary thing and you don't know what's going to happen and you're terrified right and I just I think that um just choosing to take more risks in my business in general would have been something that I would have done a lot faster too.

SPEAKER_04 1:02:10

Right.

SPEAKER_01 1:02:11

Right.

SPEAKER_04 1:02:11

Um risks from the standpoint of not just going on your own but like social media assisting just things that made things a little bit more uncomfortable but just done it sooner?

SPEAKER_01 1:02:24

I would have done it sooner yeah.

unknown 1:02:25

Okay.

SPEAKER_01 1:02:26

Yeah every time that I think like oh it took me so long to do this I think because other realtors call me and they ask me questions and I'm like do it now. Like my advice is always just do it now. You're gonna be fine. Yeah you know I know it's scary but you'll figure it out yeah like it's gonna be okay and but being that person is and hearing that is like yeah but you don't know right so I would have just taken I would have done things sooner taken risks faster and moved my business forward a lot a lot quicker. Right. Yeah that's what I would have done.

SPEAKER_04 1:03:00

Yeah I would agree. I mean I think uh I I always tell people like you know like go like go make more calls and they're like well what if I have so many deals on the go and I'm like you'll figure out how to manage them all. That's part of like learning time management. That's part of learning the the four squares of what's urgent and important versus uh not urgent but it's important yeah and you know not urgent not important not important not urgent you learn those things by just like going and doing you gotta throw yourself to the wolf you gotta throw yourself to the wolves sometimes right like because you're not gonna die. No you know you might drop a few balls here and there but you're gonna learn lessons and as long as the balls you drop you know aren't like massive giant problems. Yeah um you know not calling somebody back on the exact day you told them it's not the end of the world for 99.9% of people no one's gonna be like you said you were gonna call yesterday why didn't you they're gonna forget that you even told them that you were going to call them back.

SPEAKER_03 1:04:01

Yeah.

SPEAKER_04 1:04:01

Um you know or or if or if a financial plan's not ready this week and it's ready next week there it's okay. Yeah right but going to just go and do more and you're going to learn more and not be so worried of like well what if I what if I succeed so much that I can't manage it all. That's a good problem. So that's a good problem. It's a great problem to have I'll I'll take that problem over not knowing who to call every day of the week.

SPEAKER_01 1:04:26

Yes.

SPEAKER_04 1:04:26

Right.

SPEAKER_01 1:04:27

A hundred percent and I think that you you you don't lose like you either win or you learn. Yeah it either gets better or you learn something from it. You only lose when you choose to look down on it and say that was stupid I'm an idiot. Why did I do that? I shouldn't have done it.

SPEAKER_04 1:04:43

I shouldn't have tried it's such a cliche but it like it's so true. Unless you quit or unless you you know drive yourself into the ground and and beat yourself up about it and give yourself zero grace of being human you will learn something from it if you're willing to take a step back and go, okay, that didn't quite go the way I wanted it to go. I thought it would go better. How can we fix this?

SPEAKER_01 1:05:09

Yeah and I think that it's really important that when you do make a mistake because we're human and you do make a mistake that you only give yourself so much time to to rethink about it. You know what I mean? And I always say to people well I time block my emotions which sounds weird but you know like if I'm upset about something or somebody's said something to me, I'm only gonna allow myself you know five, 10 minutes and okay I'm gonna go over it in my head and blah, blah, blah. And then every time it pops in, I'm like, no, I've dealt with you. We're done.

SPEAKER_04 1:05:38

Yeah.

SPEAKER_01 1:05:38

Right. Because if you don't do that, you can't move forward. Yeah.

SPEAKER_04 1:05:41

I heard I I read a good saying a couple of years ago that was like uh if it doesn't matter and if it's not gonna matter in five years, don't spend five minutes worrying about it.

SPEAKER_03 1:05:51

Yeah.

SPEAKER_04 1:05:51

And it's like you can lose a client. It's like, okay, well that sucks. Okay, I'll find another one.

SPEAKER_03 1:05:55

Yeah.

SPEAKER_04 1:05:56

And you can just like move on. You don't have to be like for days and days and days. I remember I remember when I started losing a client was like, oh my God, life is over. I don't know how I'm gonna do this business. And sooner or later, you're like, it like they've chosen a different path. It's fine. I'll survive. Yeah. Two minutes later and you move on.

SPEAKER_01 1:06:14

Yeah.

SPEAKER_04 1:06:14

Uh I mean the guy that the guy's in my office or the guy in my office right now, like I I know we probably spent all weekend. Like it spent them two or three days. And I'm just like, dude, like it's okay. It's fine. Just forget about it. It's okay. You're not everyone's cup of tea sometimes. It's fine.

SPEAKER_01 1:06:28

Yeah. I have a I have a rule of three. For every one client that you've let go or has let, you know, you've parted weeds with them one way or another. There's three more that are showing up. It's the rule of three. Yes. Yes. That came to me when I was a kid and we had drummers, and it was like we were always losing a drummer, right? And every time we'd lose a drummer, all of a sudden three more people would show up to the church and be like, oh, you're looking for a drummer? I'm a drummer.

SPEAKER_04 1:06:55

Crazy.

SPEAKER_01 1:06:56

Interesting. And I'm telling you, it's the same thing. The rule of three, it's the same thing with clients. If you lose one client, you're gonna get three more. Interesting. So it's okay. Lose your lose the client, you're gonna get three more.

SPEAKER_04 1:07:06

That's interesting. I'm gonna have to go back to the office and be like, who lately has like reached out? Has it been three people reach out? I'm curious to know. Interesting. Uh okay. Uh final question. And we could talk forever, so we're gonna have to do this again. Um the final question we always ask everybody on the podcast is what does success mean to Ruth?

SPEAKER_01 1:07:27

Okay, so I think that success in the grand scheme of life is having so much joy that you're able to bless other people, right? So that you're you've created a life that you're so happy that you're able to go out and you can help people and you can help community because I really truly believe that we should be reaching out and helping people in our own community and uh and across the world, right? Like that is what I believe true success is that you're able to do that. In the business world, I feel that true success is when you are able to create a separate entity or or machine that you've met the right people, um, you've worked with them, you've created a relationship, you've been able to delegate to those people, you've been able to teach those people and elevate their business, right? To the point where you've worked yourself out of a job and now you're mainly sitting back, looking at what you've made, maintaining it, you know what I mean? Making sure that you're still there to give your input, you're still there to be a teacher, you're still there to educate your staff and and things like that. But for the most part, you can step out and you're getting a residual income that you are happy with and you are able to spend time with the people that you love and you've you've bought in your time, right? And you've created something that's gonna continue on for years and years and years to provide for you and also to provide for like your future generations as well. Yeah. Yeah.

SPEAKER_04 1:09:04

I can get behind both of those things. That's it's I mean, I I don't think I could have said it better. I mean, there I think there's definitely two boxes, like you said. Um, there's the business world and then there's the outside world, but I love both of those things. So um, is there anything else that you want to let anybody else who's listening or watching know about you, where they can find you? You know, I don't know. Anything about yourself that you want to let anybody know?

SPEAKER_01 1:09:26

Yeah, I'm Roseanne Osborne and I'm around. You can find me on social media. Uh, I'm with Remax Preferred, and I love to educate people so that they make the best choice for them themselves and their families. Um, for me, it's not about a transaction, it's not about getting a sale of a home, it's about educating people because when you educate people, they are they have knowledge for life, right? And that is my business model. Um, when you work with me, is to give you all the facts, go through everything with you so that you can make that best decision and be extremely, extremely happy with your purchase because it's the biggest purchase you're ever gonna make in your entire life. So yeah, I that's what I love to do is just help and educate people.

SPEAKER_04 1:10:17

That's great. I mean, our companies are in like so much in alignment. I always tell people in the office uh it's the um it's the saying from uh wedding crashers, uh, when Rachel McAdams and oh Christopher Walken are like getting flowers for her wedding, right? And uh, you know, she's all upset. And Christopher Walken basically is like, listen, like you can only make the best decision you have with the information that you have in front of you.

SPEAKER_03 1:10:47

Yeah.

SPEAKER_04 1:10:47

And so we as business people need to educate our clients first and let them know what all of their decisions are, what all of their choices are, what the pros are, what the cons are. Yeah. Because if we can provide that information to people, they're able to make a better uh solution and a better decision for themselves and their families because they have more information, not just be like, this is the thing that you should buy and this is why.

SPEAKER_01 1:11:14

Yeah, no, right?

SPEAKER_04 1:11:15

Like anytime you guys try to lay it on the table and answer the pros and the cons, and people will feel 10 times better about the decision they're making when they know that they've made it themselves because they've understood that's right everything. So I love how aligned we are in that education piece.

SPEAKER_01 1:11:30

Yeah, education is top priority and number one when you're buying a home.

unknown 1:11:34

Yeah.

SPEAKER_01 1:11:34

Yeah.

SPEAKER_04 1:11:35

I would agree. We're my wife and I are trying to buy one right now. So it's just been crazy. So um, well, listen, I I appreciate you taking the time out of your day to chat with me. Uh this was fantastic. Uh, I'm sure we're gonna do this again at some point. Um, we could talk way more stuff and we're probably gonna talk way more stuff. Um, because man, like there's just there's so many similarities. It was great.

SPEAKER_01 1:11:57

It was wonderful. This was so much fun, and I would love to do it again.

SPEAKER_04 1:12:00

Good.

SPEAKER_01 1:12:01

I'm glad.

SPEAKER_04 1:12:02

Uh, everybody, that's another episode of Cracking the Success Vault here with Spectre Group. Uh, as always, you can find us on your streaming platforms, whether it's uh podcast, Apple Music, Spotify, YouTube, you name it, you know where to find us. Until next time.