Ep. #9: Success through Genuine Care (ft. Lucy Tucker)

In this episode, we sit down with the incredible Lucy Tucker and explore her journey into the world of real estate.

We dive deep into the mindshift from agent to CEO, and why the most important tool in your belt isn't a CRM—it’s a learning-based mindset.

What We Cover in This Episode:

• The Leap to Ownership: Lucy’s thoughts on the "hustle" of real estate to the strategic discipline of business ownership.
• The Power of Leverage: How to stop doing everything yourself and start building a team that amplifies your vision.
• Systems Over Stress: Why "winging it" is the enemy of growth, and how sticking to proven systems creates the freedom you actually got into this business for.
• The Education Edge: Why the most successful people in the room are always the ones who remain students of the game.
• Passion vs. Burnout: How to maintain a genuine love for the craft while managing the pressures of a high-stakes industry.

Transcript

SPEAKER_02 0:00

Today's number is 43,560. That's the number of times I've jammed my toe against our kitchen island.

SPEAKER_00 0:08

You're listening to KW Mean's Beyond the Sale podcast.

SPEAKER_02 0:22

Lucy Tucker, welcome. Welcome to the uh welcome to the podcast. Good to see you. Thank you, Brad.

SPEAKER_04 0:28

It's good to be here. I always enjoy spending time with you.

SPEAKER_02 0:30

Oh, stop it. Stop it. I was thinking this morning, we've probably known each other 11 years, 10 years.

SPEAKER_04 0:36

Probably.

SPEAKER_02 0:37

Something like that.

SPEAKER_04 0:39

I remember my first experience with you as I hadn't met you yet.

SPEAKER_02 0:43

Yeah.

SPEAKER_04 0:44

But we were at an ALC training down in the Massachusetts area or something. And I and it was during bold.

SPEAKER_05 0:51

Yep.

SPEAKER_04 0:52

And I was trying to do a Bold 100. 100. There you go. And I was going around collecting business cards from agents, and there was a bunch of people from Hartford, and I was collecting their cards, and they're like, what, Portland? No, we don't want to give you our cards because you're taking our team leader.

SPEAKER_02 1:09

Yes.

SPEAKER_04 1:10

And you were there for that. And that was nice.

SPEAKER_02 1:12

Yes.

SPEAKER_04 1:13

Yeah.

SPEAKER_02 1:13

That is absolutely right. Chris Grant was the team leader who's going to be taking over for me. And uh they had a mantra for three years, which was kill Portland. That was that was their singular goal as an office, which just whatever we did, they wanted to do better. So it's good to have goals. It is good to have goals. Very much so. Very much so. Well, thank you for joining us. We really wanted to just get a sense of, you know, kind of what brought you into real estate, and then really unpack real estate career. So I want to just dive right in. And um, you were in banking right before you got into real estate, right? So what was the what was the impetus? What was the thing that drew you to real estate and decided to leap something that was secure and you did really well in, like you were doing really well in the banking world. What what made you want to make that leap?

SPEAKER_04 2:05

You know, it's funny. I had paused a little bit on the banking because we had our third child. Okay. And um was trying to decide what I was gonna go back to. Am I gonna go back to banking? Am I gonna go to something totally different? Of course, I was a bio major, so you know, why not do real estate?

SPEAKER_02 2:24

Exactly. Makes total sense.

SPEAKER_04 2:25

I was a psych minor, though, and I use that every day.

SPEAKER_02 2:28

Right.

SPEAKER_04 2:29

But my husband was the one who said to me, he purchased many, many years ago a little red book called Millionaire Real Estate Agent.

SPEAKER_02 2:36

It's literally right above your head.

SPEAKER_04 2:38

Dan got that book and read it years ago. And he's not in real estate, not in real estate, just plans on it, whatever. And he's like, You should read this book.

SPEAKER_06 2:47

Yeah.

SPEAKER_04 2:47

Try his book. So um he also thought that I wanted something that was gonna be somewhat flexible because third was going to be going into school, right? What um I wanted to be available, and he said, You should get into real estate. You know, you you love houses. I've always been intrigued by houses, especially architecture, antiques. I love old homes. I've always lived in a you're in an old home. I'm in an old home. How old's your house? Our whole our house is 1766, it's older than the country. By 10 years, you'd be old.

SPEAKER_05 3:19

There you go. Yes, yeah.

SPEAKER_04 3:20

Um, and uh he said, you know, people, you tend to like people.

SPEAKER_05 3:24

Yep.

SPEAKER_04 3:25

I do enjoy them.

SPEAKER_05 3:26

Yep.

SPEAKER_04 3:26

Um he said, you should try real estate, and you like looking at houses, whatever. So I at that time explored talking to a couple people who were in real estate.

SPEAKER_02 3:34

Oh, who did you reach out to?

SPEAKER_04 3:36

I reached out to my first one uh where my youngest was in preschool. The owner of that preschool, her husband, oh, was at town and shore. Oh, okay. And he said to me, You should uh try Call One Banker, they're known for their training and education.

SPEAKER_05 3:51

Lovely.

SPEAKER_04 3:51

Um, I also spoke with um Chris Lynch, who is at Legacy. Yeah, and he said to me, We don't take part-time agents. Yeah. Um, he's been trying to get me ever since. Ever since? We love you, Chris. We love you. We do love our competition. That's right. Um, I spoke with Amy Molkern, who had been my realtor.

SPEAKER_02 4:12

Oh, fun.

SPEAKER_04 4:13

Small firm. And um, you know, everybody was very encouraging.

SPEAKER_02 4:17

That's it.

SPEAKER_04 4:17

And uh so I went to Caldwell Banker. I I didn't even thought about Keller Williams, so this was 2006.

SPEAKER_02 4:24

Yeah, we had just gotten here a couple of years before. We're still kind of the new kids. Definitely the new kids for sure.

SPEAKER_04 4:30

Definitely the new kids. It was definitely still Keller Who at that point. And I started a Caldwell Banker. Right. Started Caldwell Banker. Um, they were systematized in their education, but it was, you know, buyers, sellers, and moving on. I thought the people there were great.

SPEAKER_02 4:45

Go ahead. Um that's a great, great beginning experience.

SPEAKER_04 4:49

Yeah, it was a great, it was a great experience because I I I am a lifelong learner. Yeah, I love, you know, give me a class. I love it, I'll take it. I'd love to coach and to teach. I'd also love to learn. And um I really was just chugging along. The one thing about Call Warbanker that I didn't know is you really don't know where you stand or anything like that. You know, you're just going around blinders on, doing what you're doing. Doing your business, just doing your business. And then um this agent, Don LaRue. The great Don LaRue said um he wanted to talk to me about going to Keller Williams. He just left Remax, and I wanted to talk to him about going to Caldwell Banker. So great conversation. Yeah. So we went, we had a conversation together at Starbucks up at Northgate. There we go. 45 minutes later, I was like, huh. He's like, I really think you'd like the culture. Yeah. You know, you should really check it out.

SPEAKER_05 5:39

Yeah.

SPEAKER_04 5:39

And this is now three years later. This is 2009 November 2009. Got it. And then um I spoke with Leanne. Yeah. December 2009, on my birthday. No. Yeah, I came into this office. Next thing I know, I'm like signing papers and stuff.

SPEAKER_05 5:57

And then I'm like, what am I doing? What just happened?

SPEAKER_04 5:59

Yeah, exactly. I don't wanna know what just happened. Um, and I made the decision to switch. And a really a lot of that really was about the Leanne said things to me that I thought were really important where she said, other companies are, you know, that we love our competition. So this is no dig on any of the other companies, but they are more of Remax, Cobwell Bank, or any of those, the companies in front, and you stand behind and support the company.

SPEAKER_05 6:26

Yep.

SPEAKER_04 6:26

And she said Keller Williams was a place that she went to because it's like company stands behind you and puts you in the forefront.

SPEAKER_06 6:34

Yeah, the agents first.

SPEAKER_04 6:36

Agents first, you know, agent leadership council is a perfect example of that, being able to have flexibility with your signs, being an independent owner, your brand, your own brand, your own expenses, you know, teaching you to be a business person. Yeah, and I was intrigued by that. And that was 2010.

SPEAKER_06 6:53

Yeah.

SPEAKER_04 6:54

And I have never looked back. Quick 16 years later. 16 years later. That's right. And my first work, first week here was February. And Don said, Um, we're going to this thing called Bold. You're coming. I'm like, what? Literally was my first week with the company. That's great.

SPEAKER_06 7:11

That's great.

SPEAKER_04 7:11

I knew now I go, what is it? He goes, I don't know. We're going. That's right. So, and that was the very first time we had bold.

SPEAKER_02 7:16

Yep. And that was down to Portsmouth. I love it. So let me take you back a little bit though, because what I'm hearing is you were looking for some flexibility when you, you know, were kind of considering real estate. You had three little ones, they were just getting going in school. You had a banking background, a banking background, a psychology background, so some skill set that probably could apply to the real estate industry. You also had a passion for homes, architecture. It sounds like you had a lot of people in your life that were encouraging you, too. Like when the words real estate and Lucy were named in the same sentence, people went like, Oh, yeah, yeah, that makes sense. So nobody was saying no, they were encouraging, even if they were saying, hey, we might not be the best place for you, this is something you should do. Yeah. So coming out of that, what were some of maybe in that first year or two, what were some surprises to you about this industry? Some things that just did not meet your expectations in terms of what you expected when you got licensed and got going.

SPEAKER_04 8:17

Well, I'll say on the positive side, what did not meet my expectations is one of uh my early-on mentor Jane Smith, amazing agenda cobble banker. I got in the car with her any opportunity I could. So I wanted to shadow an experienced agent. And she said to me, Lucy, you know, the first five years you're in the business, don't expect friends or family really, you know, get some experience before they're gonna feel strangers are gonna trust you first. Strangers are gonna trust you first. Yeah, and I found that to not be true.

SPEAKER_01 8:44

Interesting.

SPEAKER_04 8:45

My very first listing was a seven hundred thousand dollar listing in the Stapleford neighborhood, which has become a backyard. And very first buyer was a $450,000 buyer that was a referral from my husband.

SPEAKER_05 8:59

Yeah.

SPEAKER_04 9:00

And the the listing in my very first listing were dear friends of ours. And you know, they knew I knew nothing about real estate. And I was up against a well-known established realtor in Falmouth.

SPEAKER_05 9:11

Very good.

SPEAKER_04 9:12

Um and uh he, you know, they put me through the ringer. They just put me through the interview process. And, you know, I basically was like, if I don't know the you guys know me. I'm just getting started. If I don't know the answer, you know, I'm resourceful, I'm gonna get it. And I I also have a great team behind me. And um, so that was a surprise to me. I literally have never done business with strangers. I've always been people I know. Or referrals from repeat and referrals, it's people I know, it's always been people I know.

SPEAKER_02 9:41

Yeah. Well, that to me just reinforces how much this business really is a trust business. Totally. You know what I mean? And um, you know, if you're trying to make a phone call to somebody, you know, because you're circle prospecting around a listing, or you're you're you're cold knocking on an expired's door, you've got a long hill to go up in terms of building trust versus those people who are the closest with you. So you'd spent a lifetime building trust with your neighbors and your friends, and so when you hung this different shingle, none of them questioned it, is what I'm hearing. What else? Was there anything else that was kind of a surprise about real estate just as you were getting going?

SPEAKER_04 10:22

You know, I think not so much a surprise, but I just didn't really plan for it. Um, is the I mean, I I some people have said I like live in organized chaos.

SPEAKER_06 10:33

Lovely.

SPEAKER_04 10:34

So the fact that there was no set schedule is was something that appealed to me, does not appeal to everybody. Right. Also, I do think that you can set a schedule.

SPEAKER_01 10:45

Yep.

SPEAKER_04 10:46

If I had set a schedule at the beginning, I would have had more control over my time, more control over when I was doing things. I did not set that. You know, I've I'm somebody who does not like those constraints. Um, I can have a calendar that has a lot, I like to have flexibility in it so I can throw things in last minute. Yeah, not necessarily the best way to do it. Does work for me.

SPEAKER_02 11:09

Um so for you, next week is always open, but tomorrow's always full. Does that make sense? Yes. Yeah, yeah, which I I'm a fan of it because you're always front loading things. Like, you know, let's not let's not go look at that house next week. Let's we got time this afternoon. Right. Let's go this afternoon, let's do it today, let's do it tomorrow, get right on it.

SPEAKER_04 11:29

Yeah, and I have found because I've been through several markets now that the more flexible you can be, um, and if it's not your personality, which it's not every there are a lot of successful realtors that are very structured, but if it's not your personality, have somebody that can step in and take that flexibility because you do need to drop things in a competitive market. You know, you're gonna lose out for your buyers if you can't go show something when you've got a timeline and a deadline where they've got to get into it.

SPEAKER_02 11:58

And I think the only thing I would say is the pendulum is always swinging as to what is the urgent side of the business. Yeah, right. Like right now, it feels still very much like it's urgent to get the to the table to possibly take a listing, right? I don't want to drag my feet because that could be a very competitive place if they're talking to multiple agents, right? Now time is of the essence, da-da-da-da. But for some people, you know, getting that thing on the market, that pipeline might be longer right now. You know, we want to get the great professional photographer we want. We need that little bit of work done, we want to hit the market at 100%. So that pipeline from initial conversation to when it's actually listed publicly might be long. Yeah. Um, but for buyers, especially in you know, median sale price and below, you have to race to get to those listings right now. And we've been yesterday. We've been there for years now. Yeah, we've been there for years now. But if you go back to 2009, 2010, it was the opposite. You know, it was the opposite. Like buyers had the pick of the litter and they could take all the time they wanted, and da-da-da-da. But the listing side and being really diligent on getting our listings priced seemed to be the the time is of the essence thing. So there's always some aspect of it that you're right. Like, you need to be flexible, you need to be able to jump and move quickly. Yeah. Um, I love that. I love that. So transitioning, because you you you really kind of painted a picture of the transition for you personally from your previous company to KW.

SPEAKER_01 13:34

Really started to structure.

SPEAKER_02 13:36

Yeah, started about structure, but it also sounded like it, it's kind of like when you started to become a business owner. Have I got that right?

SPEAKER_04 13:42

Definitely, yes.

SPEAKER_02 13:43

So, what was some of the so you we have these surprises getting into real estate and you shared a couple? What are some of the surprises about like, oh shoot, now I'm running a business. What are what were some of the early lessons for you as a business owner?

SPEAKER_04 14:00

So when you're at a company where you're have your compensation is different and they do more of your marketing or your input or whatever it is, and it's not necessarily yours, it's the company's marketing, etc. You know, you get into a routine of what is the income, where are my expenses? You can plan on that. Once it's all on you, then you really have to be purposeful. And I've always loved red light, green light. You know, Gary's great about that.

SPEAKER_02 14:28

Tell us, tell us more about that.

SPEAKER_04 14:29

So when you're looking at expenses, where am I going to invest? And I always think of it as investments, not expenses in your business. For me, you know, I love to do a lot of coaching and training. I've gotten certified in a lot of things. Those are more investments in me and growing as a person and growing my business. What's an investment that I can make that is actually going to also make me money? So that's the red light, green light. You know, when you green light, is this make every dollar count, make it accountable for something?

SPEAKER_02 14:58

Is it are these marketing efforts getting us the return we want? Right.

SPEAKER_04 15:04

Now we gotta that's we're going back to and it also red light, green light. Do you have that three months set aside before you go on to do the next thing? Right. Or should you pause it a little bit? What are your reserves that you need in the business? Are you going to hire somebody? Do you have three months of their salary, six months of their salary? No, all those things again, it's really pause for somebody who doesn't necessarily like to pause. I feel like that's one that's like you know, important to keep in.

SPEAKER_02 15:31

I think it's also the the green light piece of it too on the business ownership of like, I'm investing these dollars, ooh, and this is working, let's invest more. Yeah. Right? That's the green light part of it is all right, if doing a hundred of those mailers got me this, I wonder what happened if I do 200. What happens if I do 400? And finding that kind of tipping point where you're maximizing the return on investment in any particular area in the business. So, yeah, I really like that. What anything else? Anything else on the business owner part of it for you?

SPEAKER_04 16:00

You know, really the maturity, the responsibility. Like you're an adult, you know, you really need to, you're responsible for yourself first.

SPEAKER_05 16:09

Yeah.

SPEAKER_04 16:09

And then if you're growing a team, you're gonna be responsible for other people. Yeah so um, and obviously KW is the definitely great with teams. You know, they're a company that encourages that more than any other company ever did in the beginning. Yeah, I think the flexibility of where are you spending your money, what kind of business do you want to do, it's it falls on you. Yeah, you know, it's the end of the day, the buck stops with you.

SPEAKER_02 16:31

Yeah, it's i I like to say, like, the good news is you get to choose. The bad news is you get to choose. Like it's it's both sides of the same coin, right? Right, exactly. Exactly.

SPEAKER_04 16:41

And I think there's a lot of independence at this company in what do you want, what do you want your brand to be? What type of business do you want to do? Who do you want to work with? What's your geographical farm? What's your I don't know, demographical farm? You know, there's just there's you have so many options and flexibility here.

SPEAKER_02 16:59

Luxury, residential, first-time home buyer, investment, business brokerage, like it just goes on and on and on. Yeah, yeah.

SPEAKER_04 17:07

And the training is phenomenal. I mean, you can't not, if there's something that you want to explore on, somebody in KW is doing it. Yeah. I mean, somewhere.

SPEAKER_02 17:16

So that's across this country. That's one of the great gifts for me is that I usually don't have to go outside our region. Very rarely do we have to go outside our office to find somebody who's like, hey, you know who you should talk to? You should talk to so-and-so. I was literally in a coaching session with one of our top agents today, and they had uh property that's going to be hitting the market, and it looks like the kind of property that could go residential or investment. And I said, you know what? I would talk to these three or four agents of ours in that market, because they're both agents in the market and investors in that same market. Pick their brains, see what they have to say, and that might help you in terms of who to target, how to market the property, da da da, pricing strategy, all that kind of stuff. So, yeah, that's that's beautiful. Um shifting gears a little bit. Real estate isn't easy every day, right? No. No. Um, you're almost 20 years in. Is that right?

SPEAKER_05 18:13

Yeah.

SPEAKER_02 18:14

Was there ever a time that you thought, I think I've had enough of this?

SPEAKER_04 18:21

You know, that's a great question. I actually really do love what I do.

SPEAKER_06 18:24

Yeah.

SPEAKER_04 18:25

I love what I do. And I I've heard it said sometimes when you're in a relationship with somebody, you may not like them every day, but you love them every day.

SPEAKER_06 18:35

Yeah.

SPEAKER_04 18:35

And I do feel that way about relationships with my business, with real estate. I don't like it every day, but I do at the end of the day, I love it. I love being able to help people navigate, problem solve. You know, this is the biggest investment that most people ever have. The trust level is unbelievable. It's an honor and a privilege to be a realtor.

SPEAKER_05 18:57

Yeah.

SPEAKER_04 18:57

And I think I love problem solving. And there's nothing but, you know, changes. How do you how do you get creative? What are the problems you're solving today? Um, and there are have there have been times when it's been difficult where you know, I think I share this with you, and I share this with a bunch of people I was on ALC with at the time, COVID, you know, and you think about our business is very up and down. So there were many things about COVID. Obviously, we were essential. So I I think to our benefit, we I was having this conversation with another realtor outside of our agency the day saying, for better or for worse, that we didn't this social piece that so many people were missing during COVID, we didn't have that. So we continue because we were working, yeah, you know, we're still working and trying to figure it out. Um, but I think the the I did not have a single sale in the first four months of the year in 2020. Yeah, not one. You know, that's four months of no paycheck.

SPEAKER_05 19:56

Yeah.

SPEAKER_04 19:56

And you go going back to being a business owner, etc. You know, you look at those things, it's like cyclical, or what where is it coming from? And you know, what do you do to keep your energy up? What do you do not get discouraged? So, how did you how did you really be huge in this?

SPEAKER_02 20:10

How did you break through that? Because at the fourth month, we're deep in lockdown. So you're talking April, May. We didn't really open up in the state of Maine at all until that summer. Um, so yes, we were essential, but we were really in deep in figuring it out mode. How did you how did you get it kind of out of that funk? Like, I mean, because I I know people that stopped doing real estate. It was exhausting. Like they were just like, I can't do this anymore. So, how did you how did you kind of pull yourself out of that? What were the things that you leaned on? Um, well, yeah, just would you share that a little bit?

SPEAKER_04 20:46

Yeah, definitely. So, a couple things. I have great resources, obviously people like you.

SPEAKER_02 20:50

I don't know about that, so let's talk about the other ones.

SPEAKER_04 20:53

People like Leanne, you know, people that that have been in the industry for a while, KW people locally. Um, it was exhausting. I felt like I was working really hard and not being productive.

SPEAKER_02 21:05

It's like running in sand.

SPEAKER_04 21:06

It was definitely it was definitely running. It's like starting to sink in sand.

SPEAKER_02 21:10

Yeah.

SPEAKER_04 21:11

Um I never I always believed that it was gonna come from somewhere. You know, even my husband, I'd say he's like, Don't worry about it. You go through these phases, every month, everything works out.

SPEAKER_05 21:21

Yeah.

SPEAKER_04 21:21

Um, being a generally optimistic person, I always feel like it is gonna work out. I've been a huge believer. One of my favorite quotes is Jim Rohn or Zig Ziggler, one of the two of them that said you help enough other people get what they want, you'll get what you want. And you know, it's all about coming from contribution. Right. You know, I don't know.

SPEAKER_02 21:38

But it was a hard it was a hard time to help people get what they want.

SPEAKER_04 21:41

It was really hard time to help people what they get what they want. It was competitive for buyers. It was great if you had a listing.

SPEAKER_02 21:47

Yep.

SPEAKER_04 21:48

You know, but buyers and knowing buyers' personalities. I mean, you know me and disc and the S personality, which is the majority of our population. Two thirds. COVID was. Hard to begin with, you're going in and telling them, guess what? You might not actually get to see the house because if you aren't on the contract, only one of the person on the contract can get in and see the house. You are not gonna be able to do an inspection. Yeah, you are gonna have to make a decision in ten minutes. Yeah, and you know, and we have people buying things sight unseen and just trying to stay positive but be that resource for them. Boy, thank God for video. I had one buyer that bought their house, they did not see it until three weeks after closing. And I was like, oh my god, please, please, I hope you love it. You love it. Please, so we're just gonna do it. And they did. Which, but you know, though it was it was really stressful, and it was it was exhausting. It was nonstop. I also, as you know, yeah, have an amazing group of realtor friends that are throughout the country.

SPEAKER_02 22:47

Yeah, you've got a great cohort, yeah.

SPEAKER_04 22:50

Your tribe, and they are great for so many reasons. You know, positive pick-me-ups. We we text each other, we help each other, we are resources for each other. We can see what's coming in our neck of the woods because there are other areas of the country that are like, here's the heads up, this is what we're starting to see now.

SPEAKER_02 23:07

We're in that right now, yeah. Right? Like, dear friend of ours who's got property in Austin, Texas. I mean, it's sitting on the market, and you know, it's it's not moving, can't get rented. Like, that's what's going on right now in other parts of the country, and we're still appreciating, we're still getting multiple offers. So, yeah.

SPEAKER_04 23:27

And and those conversations are so important, and you know, being able to ask those questions, because I do have one of my friends who's in Austin, and she, you know, her team has 40 listings sitting. I'm like, could you put them in main place? Because I got five suppliers, we'll take five. Exactly. Yeah, and you know, it's just very like, how do you and a great question I love to ask them? It's like, what if you knew now a year ago that it was going to be like this, what would you be doing differently so I can prepare for that? What answers do you think about that? It you know, it all depends really just getting back to the basics. Yep. You know, Lee Jen, looking out there, it's the pipeline.

SPEAKER_02 24:00

And when you're working with close friends and relations, that means database. That's what I hear for somebody like you with your business.

SPEAKER_04 24:07

Be that resource, be that expert, proactive, know what it is. Where you were talking about the pace of things, like for me now. I get anxiety when people are like, Oh, I want to wait until my flowers are up. I'm like, Well, the main people that supply. Yeah, so get it on the market now. Yeah because everybody else is waiting for that. That's right. And then you're gonna have supply and demand. You know, it's supply and demand. Um the number one thing that most of them are saying, look at your expenses.

SPEAKER_02 24:32

Yeah.

SPEAKER_04 24:33

Where can you cut?

SPEAKER_02 24:34

Going back to running a business, right?

SPEAKER_04 24:36

Going back to where where can you cut?

SPEAKER_02 24:37

Red light, green light. Um, yeah, if I'm not getting the ROI, if I'm not getting that return on investment, what are things that I've been paying for that I have been underutilizing? That to me is a big one. Um so yeah, I think those are I think those are great pieces of advice. And the reality is what ends up happening that I see is as the market gets kind of fat and lucrative, people get sloppy with their expenses. And so you have this kind of bloat that happens, and it's one $20 subscription at a time. It's one well, it's only a hundred dollars, and if I get two deals a year, I mean you hear that all the time in real estate. Um, but it's times like these where you're you're reminded, you're forced to be reminded, like you have to watch those expenses all the time. Yeah, and so it's a great reminder to go through and just line by line. It's boring, it's not sexy. Yeah, and you go through and you have to yeah, make the hard choices, make the cuts, make the reductions.

SPEAKER_04 25:32

Where do you have those recurring payments that you're not even paying attention to?

SPEAKER_02 25:35

Uh-huh. Uh-huh.

SPEAKER_04 25:37

Did that. That was one of the things they had us do as an exercise through KW during COVID.

SPEAKER_02 25:42

Yep.

SPEAKER_04 25:42

Where can you cut? And it was like I sat down to like 1200 bucks in one day. I cut. I was like, what?

SPEAKER_02 25:47

Yeah.

SPEAKER_04 25:48

So, yeah, that's the same thing.

SPEAKER_02 25:49

And that was just lunches.

SPEAKER_04 25:50

Here we go. It's probably cable TV. Might have been.

SPEAKER_00 25:54

Might have been. Hey, if you're finding value in these conversations and they're resonating with you, be sure to like, follow, and share. Our goal is to provide a roadmap to success through the stories of others, and your support helps us reach those who need these stories the most. And if you know somebody who could use the inspiration, consider sending it their way. Let's go beyond together.

SPEAKER_02 26:16

We all love those tasks that drain our battery.

SPEAKER_04 26:19

Yeah.

SPEAKER_02 26:19

Uh what is one part of real estate process that you wish you could just outsource, never touch again? It's critical to the business, it's critical to the service we provide, but it's not in Lucy Tucker's wheelhouse.

SPEAKER_04 26:33

Yeah. Well, unfortunately, I've had this same thing for years now. Leverage, I'm not great at leverage. No, so leverage for me is the system.

SPEAKER_02 26:42

You say that, but you've got a bunch of people in your life right now helping you.

SPEAKER_04 26:47

I do have a bunch of people in my life helping me, so I've gotten better at it because that was not thing I did not excel at leverage. You know, taking it on, can I do it all?

SPEAKER_05 26:55

Yeah.

SPEAKER_04 26:56

I want to do it all. Why don't I want to do it all? I always say that when I look at this, again, back to your personality, your behavioral style. And I say this all the time with Lee Generation. Like, what brings you energy? For me, I'd rather talk to a bunch of people. What is it? Whether it's events. I know. Events. We have one on Sunday. We're doing a shredding event.

SPEAKER_05 27:15

Nice.

SPEAKER_04 27:16

Um, events or a seminar or coaching and teaching, whatever it happens to be, like that gives me energy, is talking to I'd rather talk to more people in one sitting than go door to door or pick up the phone. And but if you're somebody where you get energized by picking up the phone and going down, bam, bam, bam, bam, bam. I mean, I've never been one of those people that they're like, oh, how many calls can you make in an hour? I'm like, maybe one, because I talk too much. Um, never.

SPEAKER_05 27:43

Exactly.

SPEAKER_04 27:44

So I think really knowing what your personal energy level is, and when you see that battery draining, that's an indicator. That's an indicator. You're either missing a person or a system, right? And and what is that? So um I could definitely where I'm looking to get away from things now is I do like to be present for my showings for my listings. I always have been. Right. A lot of people don't do that, but I like it. Not always being present for inspections, sort of giving up on that. But I I have some sort of presence there, or it's if it's not me.

SPEAKER_06 28:16

Yep.

SPEAKER_04 28:16

Um the detail piece afterwards, uh, the research piece, using resources for that. Yeah. That's you know, analyzing deeds, and we've got a couple listings coming on. Taking quotes from contractors or what's the next step? Yep. Who is your resource list? You know, all of that stuff.

SPEAKER_06 28:34

Yep.

SPEAKER_04 28:34

Um, those are the things that I like to, you know, really have a good resource for.

SPEAKER_06 28:39

Yep.

SPEAKER_04 28:39

A good list to defer to.

SPEAKER_06 28:42

Yeah.

SPEAKER_04 28:42

Um, because that's not the best use of my time.

SPEAKER_02 28:46

Right. And you don't love doing it. Going back to that battery life, like I do not love doing it. Can I do it? Yes. Do I enjoy doing it? No. Exactly. Does it take me away from the things that I'm just way better at, way more skilled at? Absolutely. So yeah, I love it.

SPEAKER_04 28:58

Social media marketing.

SPEAKER_02 29:00

Yes. So you're yeah, you you're you're bringing in some help on that right now, right? Tell us about that. Like, what what parts are you hoping to have uh covered for you?

SPEAKER_04 29:08

Actually posting.

SPEAKER_02 29:09

Consistency posting. I like to do it.

SPEAKER_04 29:10

Actually posting. Let's start with the actually posting.

SPEAKER_02 29:13

You do it at least twice a year.

SPEAKER_03 29:14

Oh, no, that's because exactly. People are like, oh, you do a great job. I'm like, that's because my husband tags me. Dan's like my social media manager. It is not me. That's right.

SPEAKER_02 29:24

I was thinking like, oh, you posted this week. I was looking at it. No, you didn't. How would you hope?

SPEAKER_03 29:28

With me. Exactly.

SPEAKER_04 29:30

So getting some consistency there. Good. What else? So uh contract closing team. You know, so getting some administrative operational support. Administrative operational support. Yeah, good. Um, using some resources like asking I my maps coach, you know, what are where are people succeeding in systematizing some things? Where are they having good luck with that?

SPEAKER_02 29:54

Yeah, so leveraging the education side through the coaching, you you've got your tribe that you work with, you're getting resources from them, you're starting to bring some other people into your business, and you've got some a la carte services that you're that you're doing as well. And yeah, it's just taking a quick 10 years to exactly.

SPEAKER_04 30:10

That's right. No, it's funny because Dan and I have this conversation about retiring. I don't ever want to retire. I mean, I think I will I would love to do real estate as long as I can.

SPEAKER_06 30:17

Yeah.

SPEAKER_04 30:18

I don't always want to go to inspections. Right. I don't always want to be sitting there hanging out with people that my buddies at Advanced Leechfield on the sideline of it while they're digging up a septic. Um, those are the things that Dan is like, you know, real estate can be physically exhausting. You know, you're on the go or whatever. I mean, I get up into attics, you go down into basements, you know, you're walking land.

SPEAKER_05 30:39

Yep.

SPEAKER_04 30:39

Um, so those pieces I'd like to start to portion off. I love the negotiating. I'm never giving that up. That's right.

SPEAKER_02 30:48

That was for me, stepping out of day-to-day sales, that was the biggest part. Yeah. That was the biggest part. I, you know, and it took a while for me to realize like, what is it that I miss from it's like, oh, I miss the negotiations. I love it. And anytime I get one of our agents to pull me in and like, hey, what do you think? It's like, ah, I just light up going, here's here we go. Here's what we can do. Here we go. No, I love that.

SPEAKER_04 31:09

And I love I love thinking outside the box, you know, getting creative problem solving. I love that I just had a conversation with one of our agents, Ben, downstairs, about something before he came in. He was like, You have these gold nuggets. And I said, I don't think it's gold nuggets, it's called trial and error and years of experience. It's failing forward, that's right, is what it is.

SPEAKER_02 31:28

That's right.

SPEAKER_04 31:29

But I love sharing that.

SPEAKER_02 31:30

So almost 20 years of real estate, one of the top hundred agents in the state of Maine, great career. What has your career in real estate opened up for you kind of personally and professionally, beyond the transaction side of it? What are some what are some things that you could share? Maybe for somebody who's in the early stages of their real estate career, going like, man, this is really hard, and you can go, yeah, but if you stick with it, your life could look like this. Yeah. Your your your involvement, your community could look like this. What are some things that come to mind for you that real estate, maybe more than banking or the other things you'd done before, really opened doors for you in your life?

SPEAKER_04 32:11

Well, I'd say this company in particular did that because of, again, so many opportunities with different types of coaching and training and classes. Um, bold was one of those things that impacted me tremendously. Just the way the mindset approach and the way I think about things. I am a totally different person being here at KW than I ever was before.

SPEAKER_06 32:32

Yeah.

SPEAKER_04 32:32

Thinking of possibilities, um, you know, things like that, definitely. Like, you know, law of the lid. Yeah. You know, how do you expand? How can you continue to grow?

SPEAKER_05 32:42

Yeah.

SPEAKER_04 32:42

Um, the connections with the people that I've met have been unbelievable. That's expanded. Um, the fact that we have so much flexibility with our time, our schedules. Yes, there's times when you don't, but there's also times when you do. I mean, I never missed a game. I went on field trips. Aren't you going to a game right after this? I am going to I am going to a game right after this because my boys are coaching lacrosse.

SPEAKER_05 33:06

That's right.

SPEAKER_04 33:06

Um, you know, those things were so important to me.

SPEAKER_05 33:09

Yeah.

SPEAKER_04 33:10

And also, I wanted to be able to pay for college for the boys, you know, and I you set these goals and you start tying things to transactions. And, you know, the economic model is amazing. You know, when you look at what it's so simple. What do I need to do? And it boils it down to how many people do I need to talk to a week or how many appointments do I need to have to get X to do X. And then you know we've started doing some fun family experiences over the years. Probably wouldn't have never done that. The the last one, well, this year we're going to Ireland. Yeah.

SPEAKER_02 33:40

The last one By the way, I carry bags like the son of a gun. So I am happy to be the bag boy for the five of you. Yeah. Yeah.

SPEAKER_04 33:49

The last few that we did. Last year we had a couple of things changing in our house. So we did a we just went to the Ryder Cup. So we we stayed in the country and went to the Ryder Cup. Lovely. Which was great. The year before that, we had gone to Italy.

SPEAKER_03 34:02

Yeah.

SPEAKER_04 34:02

Did the Ryder Cup there. The year before that, we went to England and we were big Formula One fans and went to Silverstone.

SPEAKER_05 34:10

I remember that.

SPEAKER_04 34:10

The year before that, we were at Austin, Texas. That was our first Silverstone. I mean, our first uh Formula One race. And then before that, we'd just gone to warmer weather. But you know, these adventures that and they've all been surprises to the boys, too. We love that.

SPEAKER_02 34:22

We love our friends in banking. Do you think if you'd stayed in banking your life would have looked like that?

SPEAKER_03 34:28

No way. No. No way. No way.

SPEAKER_02 34:31

No way. Now you took on a lot of risk to do it. Oh yeah. Right? Yeah. A lot of headache. Yeah. Right? A lot of uncertainty. Um, but you've stuck with it. Yeah. Right? Um to me that, you know, the being able to be there for your children, you know, not just at the finish line showing up to graduation, but all the way through the 12 years of college, you know, collectively that you've been able to pay for. I mean, you get to see it on the other side of the table where people are coming to this area trying to buy, and they're saddled with education debts. Yeah. What what how how does that impact somebody's ability to purchase? Oh my god. How have you experienced that?

SPEAKER_04 35:12

Uh well, I have buyers right now. Oh, right. You know, we got a dock and a vet. So you're talking medical bills too, medical college bills, which are unbelievable.

SPEAKER_06 35:20

Right.

SPEAKER_04 35:20

And the market being competitive, you know, you want to make fiscally responsible decisions. So that's where, again, our internal coming soon is so important.

SPEAKER_02 35:30

Right, right, right.

SPEAKER_04 35:31

What opportunities can we open up for them just by the conversations that we're having?

SPEAKER_02 35:35

Yeah.

SPEAKER_04 35:35

Because it is really hard out there.

SPEAKER_02 35:38

Yeah.

SPEAKER_04 35:38

And I feel for that.

SPEAKER_02 35:39

I mean, when I started, like when we Well, how would how would it be different for them if they didn't have the the college debt?

SPEAKER_04 35:45

Oh, you have so much more opportunity. You have so much more opportunity. And I think about things like if had I known, you know, years ago purchasing real estate young when you can.

SPEAKER_05 35:55

Yeah.

SPEAKER_04 35:56

Purchasing it, hanging on to it, turning it into your portfolio.

SPEAKER_05 35:59

Yep.

SPEAKER_04 36:00

That's the mindset I'm changing some of my buyers to, saying this isn't going to be your forever home. Let's look at an investment property for you. That's an investment that you can hang on to, and then maybe when it quiets down a little bit, you've been in there a year now. And if you're buying a multi, now you're out. Now you have an investment property and you're buying your home.

SPEAKER_05 36:18

Yeah.

SPEAKER_04 36:19

Um, and making it, you know, just using that to leverage onto the next one. So it's but it's huge. It's changing the price point that you're in. And and first-time homebuyers, you know, the average age of the first-time homebuyer is 40. I know. And they're buying eight hundred thousand dollar houses. Yeah. That's their first home.

SPEAKER_02 36:36

That's huge.

SPEAKER_04 36:37

Like it was $120,000 when I started in this. $200,000. That was your first home.

SPEAKER_02 36:43

$75,000 piece of land, 32 acres. That was my first one. That's crazy. Yeah. Yeah. Yeah. Yeah. So it sounds like it's had a really big impact on you personally in terms of your personal and professional growth, real estate career. Um, but it also sounds like it's had a major impact on your family. Yeah. About the experiences you're able to have, how you've been able to set up your children for their life as they launch on to their next thing. Um yeah, I love that. Anything else about that that or career in real estate specifically you think is provided to your life kind of broadly?

SPEAKER_04 37:20

Well, I think you know, your family sees you every day in that. So they're either gonna hate real estate or they're gonna love it, or they're gonna love what real estate provides for the family. So they may take it, okay. Well, we know you're gonna be working weekends, you're gonna be working after work, whatever it is.

SPEAKER_02 37:36

I think it also But you're also at the lacrosse game. Exactly. Right, it's just a different schedule.

SPEAKER_04 37:41

It's a different schedule, yeah. And I think it does show your children hard work, you know, responsibility, ownership, both both personally and professionally, you know, like again, not victim mode. You know, you are control of your you're in control of your future.

SPEAKER_06 38:00

Yeah.

SPEAKER_04 38:01

Um the decisions you make, you know, I love that saying about um decide your habits, decide your future. You know, know what your habits are.

SPEAKER_02 38:11

Yep.

SPEAKER_04 38:11

It's gonna take you down a path. Um you don't like your you don't like the path it's going down, change your habits.

SPEAKER_02 38:17

Yeah. Yeah, which is really about rewiring this whole thing. Yeah, it's about rewiring our head. It really is.

SPEAKER_04 38:23

And and the things like the boys when they were younger when I was doing bold, and I would annoyingly go through bold laws with them in the car on the way to school. Yeah that car time is so valuable. Yeah, you know, you know, behavioral health is very important to me. So our time with our kids and our youth and mental health is important. And um, I would just talk about some bold laws on the way to school. You never know if they're listening or paying attention or whatever. There was one day when I heard the two of them having a conversation in the other room, and all of a sudden one of them said, I think it was Riley that said to Liam, Liam, you can have reasons or results, and you can't have both. And I was like, Oh my god. I love and they were young, they were working.

SPEAKER_02 39:03

They were young. Something's working, right? Gives you a little hope as a parent, doesn't it? Like maybe there'll be a payoff to all of this.

SPEAKER_04 39:09

But it just showed, I mean, it's a perfect example of your kids are always watching.

SPEAKER_02 39:13

Yeah.

SPEAKER_04 39:13

They're always watching, they're always listening. So, what example are you setting for them?

SPEAKER_02 39:16

Yeah. All of that, all of that from a career in real estate. That's amazing. Let's write a quick letter. I want to write a quick letter to the people who are rookies in real estate right now. Um, obviously, this podcast is for everybody, but specifically, they're thinking about a career, they just started their career, they're a year or two in. As a seasoned agent, what are some of those insights you wish you had known or things that you wish you had done early on in your career that now, from your vantage point, you would just go, man, listen to me. Do this, invest in this, you know, put your time into this. What are what are some things that pop off for you?

SPEAKER_04 39:58

Okay, 100%. Read this book.

SPEAKER_02 40:01

Right, millionaire real estate agent. Very good. The red book.

SPEAKER_04 40:04

Definitely read the red book.

SPEAKER_02 40:05

Yep.

SPEAKER_04 40:06

Um, don't wait to buy real estate.

SPEAKER_02 40:10

Don't wait to buy real estate.

SPEAKER_04 40:11

Don't wait to buy real estate. Buy real estate and wait. That's one of those t-shirt.

SPEAKER_02 40:14

Oh, so let's just pause for a second. That is that's so unbelievably true, right? Right. Don't wait to buy real real estate, buy real estate and wait, right? That was uh, I just want to make sure people hear that. Um I was crunching some numbers on uh I was gonna do a video on this this morning. I don't know why it hit me, and I I didn't do it, so maybe we'll share it here. My last six months actively selling was after the financial crisis, like 2009 timeframe, and the average sale price for me in Andrescoggin County had dropped to $89,000. I was doing the same number of units I had done two years before, but I was making half the money. I was making half the money, starving, not making my mortgage payment, the whole deal. We've just hit an average sale price in Andrescogden County of $300,000. Imagine if, you know, it's one of those things, but the reality is that's pretty much any market you look at, that's any, you know, yeah, if you stretch it out over a long enough period of time, that's that's the same answer everywhere. So invest in real estate early, right?

SPEAKER_04 41:27

Yes, I do not do that. Yeah, so don't that's I'm saying speaking from what I did not do in that situation.

SPEAKER_02 41:33

Hard lesson learned.

SPEAKER_04 41:34

Yeah, and I would say also database. I don't care where you have your database, get it into something, whether it's Excel, whether it's command, whether it's something else, everybody you know, put them in there and stay in touch with them. This is definitely a context sport, it is a relationship business. Yeah, a hundred percent. It is all about those relationships.

SPEAKER_02 41:55

Um and I just want to underscore that. I just got off of a Zoom I was doing with a group of agents, and one of them was still struggling, trying to find the right product, you know, to use as a database tool. And, you know, to me the answer was just pick something. Yeah, you have to pick something and you have to go with it. None of them are perfect, none of them are everything you want them to be. A lot of them have more options than you're ever gonna use. You just have to find a system and use it consistently because yeah, your business is gonna benefit from it.

SPEAKER_04 42:27

And it can be super simple.

SPEAKER_02 42:28

Yeah.

SPEAKER_04 42:29

I mean, I seriously use Excel.

SPEAKER_02 42:31

Yeah, great.

SPEAKER_04 42:31

I have their addresses, birthdays, whatever. Can email, can cut and paste for our next event.

SPEAKER_02 42:38

Yep, can do mailer lists, can do email lists, like that's all we need.

SPEAKER_04 42:41

Yep.

SPEAKER_02 42:42

It doesn't have to be for years we talked about the recipe box.

SPEAKER_04 42:46

Exactly.

SPEAKER_02 42:47

You can have a 200-person database on three by five cards. I'm not saying it's the best version, but I would love to. I got nothing. And now I'm living the same year of real estate over and over and over again. Right. Because I don't stay in touch with anybody.

SPEAKER_04 43:03

And if you don't know where to start, the DTD2 is great.

SPEAKER_02 43:08

Yep. So just for those who don't know, DTD2 is basically a formula to call two people in your database or two letters of your database every week. And the math happens to work out that if I call two letters of my database every week, I call everyone in my database four times a year, and that's just a great rhythm to stay on the case.

SPEAKER_04 43:27

And you can just Google that. Keller Williams DTD2, and the chart will come out for that. And it's not A and B, it's B and E.

SPEAKER_02 43:33

Yeah, they kind of mix like the letters that are likely to have you know less people and more people in it, so you're kind of calling the same number of people all the time. Yeah.

SPEAKER_04 43:42

So start simple. Yep. Definitely start simple. Yep.

SPEAKER_02 43:44

So buy real estate database. Give me one more before we wrap up.

SPEAKER_04 43:49

One more. Gosh, you know. I guess I would say start with a PL.

SPEAKER_02 43:58

There you go. The business owner. Part profit loss statement, right?

SPEAKER_04 44:02

Start from the very beginning.

SPEAKER_02 44:03

From the very beginning.

SPEAKER_04 44:03

Even if it's all blanks.

SPEAKER_02 44:05

It's well, it's funny because I was helping my daughter this year uh fill out her taxes for the first time. I got all excited because I uh I got the forms, you know, I got the library to print out the forms for me. And you know, yeah, she earned, you know, what's her first part-time summer job? So it's zero, zero, zero, zero. And you're doing two pages of that, but that's where you that's where we all start.

SPEAKER_03 44:30

Yeah.

SPEAKER_02 44:31

We all start there, you know, and so you kind of yeah, just get in the habit of, you know, how what did I spend this month? What did I bring in this month? Well, I I brought in $200 because I got paid to open a few doors. Okay. That was real estate income, you know, and I spent $37 in gas. Okay. And next month maybe you got a referral. And next month maybe you had your first closing and just start from the beginning. I love that. I love that. All right, letter to our letter to our newer agents. Okay. Buy real estate quickly, you know, buy it as soon as you can. Buy you, you know, just invest early and just sit on it and wait. Um, prioritize the database, and then lastly, run this thing like a business right out of the gate.

SPEAKER_04 45:09

Yeah.

SPEAKER_02 45:09

Right? And and really the the heart of that is a profit and loss statement.

SPEAKER_04 45:13

And I would add a fourth thing to that. Yeah. This is more about the mindset piece.

SPEAKER_02 45:17

Talk to me.

SPEAKER_04 45:18

If you're having a tough day, or week, or month, or year, do not, you are not in this alone. This is an amazing company. Reach out to an ALC member, give me a call. Yeah. I'm always up for a pep talk with somebody. That's right. Um, you know, and I and I had this conversation with a seasoned agent, you know, during COVID. I was like, well, you I haven't had a sale for four months. Right. Like, so just you are not alone. You are not alone in this company.

SPEAKER_02 45:46

And you're not alone in this industry. You know what I mean?

SPEAKER_04 45:50

You're really not. I have great friends across.

SPEAKER_02 45:52

So it's so easy to feel like you're in a silo. Yeah. You know, it's you, it's your clients, it's that inspection, you're working out of your house, you're, you know, fast food in the car, your, you know, your hair's on fire. It's easy to feel like it can it can be lonely. Um, but just a little bit of proactive outreach and you've got community around you instantly. Yeah. You know? Yeah. I love that. I love that. So, last question, I'll let you go. Um what what still just gets you so excited about real estate every day after all this time?

SPEAKER_04 46:24

It sounds really corny, but it's the opportunity to help people. I mean, I just when you get, I just uh had a we just closed on a transaction, and this was somebody I did not know. They actually called me and I was up against two other agents outside of our office, got it, and we, you know, this is a $1.5 million sale that we had, and she said to me, Um, Lucy, if you need a review, a recommendation. I mean, those are very private people. I was like, really? And I get that's another get your reviews. I don't know if you're gonna do that.

SPEAKER_05 46:57

Get your reviews, yeah.

SPEAKER_04 46:59

Um, she said, we have had so many transactions with so many different realtors, you were phenomenal. And I was like, that's the highest form of flattery you can get is somebody offering to give you a referral proactively or say to you, you know, that to me is I'm always striving for that. I always want that repeat and referral business. I believe in being their realtor for life. Right. I want to help them generationally. So that always gets me excited. And when people say things like, you know, you really you know what you're doing, you got the experience, you know, and it's you gain that experience through life's hard lessons, whatever. Exactly. But I think it's sharing the stories is so important too. And I use those stories to help other clients, correct?

SPEAKER_02 47:42

And yeah, I had a client and they they were thinking similarly as you, and this is the choices that they made, and here's how it worked out, and having that apply to the situation that you're in.

SPEAKER_04 47:50

Yeah, exactly. Because people want to feel like they're again not going rogue or doing something the first time or that's never been done before or whatever. Um, so helping people. Yeah, I do. I just I just love helping people.

SPEAKER_02 48:03

I think that's you know, to me, I think that's and that's part of why we want to do this podcast is to help see people people help people see behind the curtain in the real estate industry. And I think you've really touched on a couple of the key ones. One, it's a business. It is two, it's a people business. And if you don't really love people, like that's at the very heart of this thing. Um, the ability to help people, to be able to support people, but also all the wonderful people you get to work with.

SPEAKER_03 48:35

And you meet through it, too.

SPEAKER_02 48:36

Yeah, and you get all the people from other companies. I mean, what industry do we have these great close relationships with people from our exact competition, but we're helping each other because you know, together everybody achieves more. And so um I just love it. I love it. It's it's encouraging to me to be able to talk with somebody with 20 years of experience and go, oh yeah, I could see another 20 years coming. Yeah. You know what I mean?

SPEAKER_04 49:02

Yeah. That's great. I'm excited about it. Yeah, be a great co-op broker. Yes. I mean, I when I got into this, I wanted to be the agent.

SPEAKER_02 49:09

That's the PS to the rookie letter, right?

SPEAKER_04 49:12

That is the PS to the rookie letter. I wanted to be the agent that people wanted to work with, whether it was either my clients or my co-brooks, and I can tell you that has gotten my buyers in multiple offer situations. Correct. It has helped to them.

SPEAKER_02 49:25

Yeah, it makes a difference. I it probably took me 18 months to realize that that who was on the other side not only mattered, like how much it mattered, how much it impacted the transaction, whether it was going to get to the finish line or not. And the cool thing is, even if you are a newer agent, you can cultivate that right from the beginning.

SPEAKER_03 49:43

Very, very much.

SPEAKER_02 49:44

Right? The just being transparent, the level of communication, being proactive, all that kind of stuff. And yeah, you want you want people excited when they see your number pop up on the phone, be like, ooh, what's Lucy got for me? I wonder if it's an offer, I wonder if it's a listing, I wonder if it's a networking event she thinks would be good for me. So yeah, exactly. I love it. Lucy, thank you so much for taking the time. Thank you. We're so blessed to have you.

SPEAKER_04 50:08

An honor to be here.

SPEAKER_02 50:10

Love it.

SPEAKER_04 50:10

And uh, if people need help with uh communication skills, know your disc profile.

SPEAKER_02 50:14

Oh, yes, yeah. No one better, I think, in the state of Maine, uh, to help people with the the disc profile and and really using that tool to better know yourself and better know how to really communicate with kind of any person on the other side of the table, no matter what their profile is. So that's a great tool. And all seriousness, reach out to Lucy if you got questions on it. Yeah. All right. Thank you, everybody. We'll catch you next time. Bye. Bye bye.