Why Every Homebuyer Needs a Chap-Man | Heidi Schrock & Jenn Baxter on What Creates a Successful Closing

What does it take to build a thriving real estate business in Southwest Florida—and sustain it for more than a decade?

In this episode of Chapman On Air, we sit down with Southwest Florida Realtor and business coach Heidi Schrock of the Heidi Schrock Team at RE/MAX Palm Realty, alongside Chapman Insurance Group Senior Agent Jenn Baxter and our Host Mia Rae Stephens. 

Together, they share how a relationship that started through networking evolved into a trusted professional partnership built on integrity, communication, and a shared commitment to putting clients first.

With more than 600 homes sold and nearly $100 million in sales, Heidi discusses the lessons she's learned from years in the Southwest Florida real estate market, including the importance of accurate pricing, market expertise, mentorship, accountability, and creating systems that deliver a consistent client experience.

Jenn offers insight into one of the most critical—and often misunderstood—parts of the home-buying process: insurance. From flood insurance misconceptions to the importance of proper coverage, she explains why choosing the right policy can make all the difference when it matters most.

The conversation also explores:

• How strong referral partnerships create better outcomes for clients
• The value of mentorship, coaching, and accountability in business growth
• Common mistakes homebuyers and sellers make in today's market
• What Southwest Florida residents should know about homeowners and flood insurance
•  The importance of having knowledgeable advisors on your side throughout the homebuying process 
• Why trust remains the foundation of every successful transaction

Whether you're buying a home, selling property, growing a business, or simply looking to learn from professionals who have built their success through relationships and service, this episode offers practical insights that apply far beyond real estate and insurance.

Prefer Video? Check us out on Youtube: https://youtu.be/JY-xkmZplRk

Transcript

SPEAKER_02 0:02

Today on Chapman on Air, we're sitting down with two women who prove that business isn't just about transactions. It's about relationships. Heidi Schrock has been helping people buy and sell homes across Southwest Florida for more than a decade. As the leader of the Heidi Schrock team with Remax Palm Realty, she's built a reputation around precise pricing, strong marketing, and clear communication, closing more than 500 homes and nearly $100 million in sales along the way. But what really stands out about Heidi is the community she's created around her business. Her tagline, be part of the flock, isn't just branding. It reflects the way she builds lasting relationships with clients, partners, and the people she serves. One of those relationships is sitting with us today. Senior Chapman insurance agent Jen Baxter has known Heidi for nearly 10 years through the BI Harbor Professionals Group. Over time, their connection evolved into both a professional partnership and a client relationship, with Jen supporting Heidi's insurance needs and Heidi trusting Jen to help guide her clients through one of the most important parts of the home buying process. Today, we're talking about what it takes to build a real estate business that lasts, how relationships shape success in Southwest Florida, and why having the right partners, including the right insurance partner, can make all the difference. Let's dive in.

SPEAKER_01 1:27

Kind of makes us sound like a big deal, I know. You are a big deal from what I've heard.

SPEAKER_02 1:32

All right. So we're gonna start with Eugen. Take us back to that first BI meeting when you first met Heidi nearly 10 years ago. What stood out to you about her?

SPEAKER_00 1:43

Oh, I remember this day. You do? Yeah. It happened to be the day that you were giving your um presentation.

SPEAKER_01 1:50

Oh, really?

SPEAKER_00 1:50

And you were wearing a pink dress and um super professional. And I was super intimidated because I had no idea what I was doing. I mean, I had just become an insurance agent. I was helping out because Matt Sakolowski was actually in that group. He was. And um, I was just subbing. So I uh remember just being like super, super nervous. But really. Yeah. So you're learning something new already. Really I really am. I mean, that was a long time ago.

SPEAKER_02 2:20

It was gonna say I can't I cannot picture you being nervous or intimidated now. I know. Yeah.

SPEAKER_00 2:26

Yeah, but I definitely remember that day. Oh, that's so sweet. I love that. I love that.

SPEAKER_02 2:31

Well, Heidi, the same kind of question for you. What made you decide early on that Jen was someone you wanted to be involved in your professional circle?

SPEAKER_01 2:41

So one, you know, and I know this sounds really inter this will be interesting. Um, she was really, really pretty, and I was like, oh, look at her, and she's an insurance agent. And I know, I I'll be very honest with you. I know pretty and nice. Well, she is well, we'll get to the nice part. Uh, but she um it was really interesting to me because I'll be honest, I didn't know much about home I knew obviously about homeowners insurance, but she was at least you put on a pretty good show at the time about the differences of levels of policies, and that was really interesting to me. And I was like, oh. Then of course, as I started doing more and more transactions, her commitment to getting answers back to me. Perfect example this morning. What time did you send that to me? Uh like 6 a.m. It was like 6 a.m. And I was like, for a quote. And I'm like, what's like that's that's fantastic. So yeah, Jen doesn't play around.

SPEAKER_02 3:39

No, she doesn't like you want a quote. Here you go, girl. Oh, I'll give you a quote. Rise and shine. Right. Well, okay, so over the years, your relationship obviously has evolved from networking to then working together to then Jen actually becoming your insurance agent and your go-to. How did that transition happen?

SPEAKER_00 4:01

Gosh, I don't think trust. I would absolutely say trust. I would say, like, in BI, like you have to earn your spot. Like you can join and then be like never get anything from anybody. You like kind of have to work it and you have to get people to trust you. Right. And um sh I feel like she's definitely a hard cookie to break, to break. Oh, okay. I it wasn't like, oh, Jen's in the group, I'm sending you business. I feel like she gave me bits and pieces, and as I showed her that I could do it, she would give me more. And then finally, like, okay, you've done this for me. Now let's see what you can do with my actual insurance. And then that's all she wrote.

SPEAKER_01 4:44

Yeah, I would absolutely agree with that. And again, I think, and I think so. Every single week we have to do a presentation, and especially sorry, it's coming up, hurricane season. Yeah. Jen is very detailed, and what kind of insurance you do need, she also takes the quote unquote scare out of flood insurance, and that is a huge thing. Yeah. Um, she's also no BS, meaning she's gonna tell you the way you where it is, you know. Yes, you can get lower coverage, but is that really gonna help you in the end? God forbid, if there is a disaster. Um, and you know what? The cheapest isn't always the best way to go. Yeah, it really, really isn't. And I want to be covered, I want my clients to be covered, I don't want there to be a problem. Um, and so Jen is definitely the person to go to, in my humble opinion. Yeah. And then, of course, all of my houses and cars. Yes. Um, I think a couple weeks ago, in the middle of our B and I meeting, what did you say?

SPEAKER_00 5:48

I said Heidi. Heidi is my um highest paying auto insurance client. Yes. Oh, because we have so many cars cars and kids and toys, and wow.

SPEAKER_01 6:01

Yeah. It's a lot. It is a lot. I'm gonna need to see this collection vehicle. That is I like to have fun.

SPEAKER_02 6:08

We play pretty hard. Yeah. Yeah. You you touched on something important that she's very upfront, straightforward about pricing. So a lot of times the lowest price is not the best. Well, most times that's like everything in life. Yeah. So rarely is the cheapest option the best option.

SPEAKER_01 6:23

You get what you pay for, right? Right? You get what you pay for, and that says it all. And you know, again, if unfortunately, if there is a disaster, I want to be covered, right? Period.

SPEAKER_00 6:32

Yeah. And what I always tell everybody in our B and I group is I don't like send quotes out to be the cheapest. Like I'm sending what you need every single time, and then we can have a conversation of things that you may think that aren't important to you, or you're willing to self-insure in this area or that area. But the first initial quote is what you need.

unknown 6:57

Yeah.

SPEAKER_01 6:58

A thousand person.

SPEAKER_00 6:59

Every time.

SPEAKER_02 6:59

And the last thing you want is to send a client over somewhere, and then they get a cheap policy, they're happy on day one. Until claim or agree or happen.

SPEAKER_01 7:08

Yeah, or you're completely underwater. Yes. Literally. Yes. Like actually, no pun intended. Yeah. And I think that's the beauty of what Jen does is because she's super detailed in regards to, you know, I've had it before where I've had clients, I've I've had her check other clients' policies. And I'll send she's what do you call it? Is it the dec declar declarations page? Heidi send over the declarations. Okay, great. So I'll send that over to her and she'll be like, okay, so yeah, this is okay coverage, but you're still missing this, this, and this. And I'm like, oh, okay. And I mean, that's that's huge. Oh my goodness. Yes. 100%. It's you know, just like I know how to write and read real estate contracts, she knows how to do that for insurance. Right, right. Yeah. And that's I I don't know how to do that. I don't want to know how to she's the expert. Yeah. Absolutely.

SPEAKER_02 8:01

So and you shouldn't have to know how to do that. No, exactly. That's the that's why you partner with someone.

SPEAKER_01 8:06

You know, I do have to say one thing. I don't know how many years ago it was. Um, it was after one of the hurricanes, and my neighbor, she was all upset, elderly lady.

SPEAKER_04 8:17

Oh, yeah.

SPEAKER_01 8:18

And she was very upset about how much she was paying in insurance. And I was like, Oh, have you ever had anyone shop your rate? And she's like, No, I don't even know what that is. And I think you saved her $2,800. Yeah, because she had like had it for 20 years. Oh my goodness. And I mean, just something like that. I was how do you how are you not impressed with that? Yeah, right. Like, I mean, that speaks volumes to me. Yeah. Yeah. You know, yeah.

SPEAKER_02 8:43

One of our campaigns is reset your insurance, and that is the reason why a lot of people don't realize how much money they're leaving on the table. Right. They don't. We're encouraging them whether it's time to update your policy or not, give us a call, let us shop it. 100%. We have access to more carriers than any other agency in Florida. So if it's there, we're going to find it. Absolutely. Yeah. So 100%. Resetting your insurance, and that worked out really well for your family. Oh, it was amazing. Good job, Jen. Thanks. Yeah. Thanks, Jen. So, Jen, you've had the privilege of having a front row seat to Heidi's success in real estate. So, what changes have you seen in her business over the last decade?

SPEAKER_00 9:18

Well, actually, I was so excited because, you know, it's really whenever we're referral partners for people, like it's so easy for them to send us business. But to return the favor like to a an a real estate broker or to a mortgage person, like you don't get that chance often. Right. But I'm happy to say that she does have my mother's house listed. Okay. So um that makes me happy to be able to give her something. And your own vacant land. And my own vacant land. Yes. I forgot about that. Yeah. So um, but Heidi has definitely like exploded. When I first met her, she was her one man show, and now she has multiple assistants. She has you have Amy. You also used to have a couple of other people that have come and gone along the way, but she's definitely grown and super big in AI, super big in um social media, TikTok, all of those things. Like she makes the funniest videos. Oh, thanks.

SPEAKER_01 10:18

It's usually the ones where, you know, you're messing up or you know, life is actually happening. I think that's I think that's the are those the ones that tend to take off. They are, actually. It is. Um, we just had one really go viral, and it's my husband and I. Oh yeah, they're so funny. And it's over to follow you. I yeah, it's over 600,000 views. Well, and what were you guys doing? We were packing up our our Burby. Our Burv. Okay. Yeah. And that went viral. And it just went bananas.

SPEAKER_02 10:50

Interesting. It's just the craziest thing. We're gonna talk more about that. Okay, okay. So we're gonna talk about how you've built your real estate business, and then we're gonna dive into a little bit of social media because I think there's a lot of people who will be watching or listening who who want the same type of success or something similar, and hopefully you can give them some tips on how to get there. So you've been licensed since 2010. Yes. Is that correct? Okay, and you've sold more than 500 homes.

SPEAKER_01 11:15

It's actually closer to six now, 600.

SPEAKER_02 11:17

Okay. Right.

SPEAKER_01 11:19

600 yesterday. I mean, oh yeah, I think that's 603. So yesterday I actually did something that was kind of unique. Um, at least it is in real estate unique. I did a hat trick, um, which is an analogy, obviously, for sports, and in hockey. And so I th I sold three houses yesterday. And Jen actually asked a really good question. You're like, oh, but were they all of your listings? And I'm like, no, girl. They were actually three different buyers. So which is unusual and it's yeah, it's fun. Yeah, it's amazing. Sure is. And one is a pretty good one. If you go to my TikTok and my Instagram, when um my buyer was a police officer, and he thought he'd be cute, and we were I was showing him property, and uh he just got no, he was gonna be going on shift, so he actually pulled up to the uh property with uh lights on, and I'm like Oh, that's intimidating. Wait, did you record that for TikTok? Oh yeah, I did. Oh, yeah, I did. Don't you even worry about that. Because of course, in my car for insurance, I also have the front and the back camera.

SPEAKER_02 12:26

Yes. Oh, okay. All right. I don't know if we'll have time to go into that. Um awesome. So when you first got started, what did that learning curve look like for you?

SPEAKER_01 12:38

It was actually a pretty big learning curve. Um, I had a mentor and I actually still really good friends with her today. Her name is Jane Mendola. She's actually retired, she's amazing. And um, she told me to get a coach. Okay. I was like, really? Do you really think I need a coach? Like, I feel like I got this. And she's like, you need a coach. And I'm like, okay. Uh so I actually got a business coach, and just from there, it just it just took off. Okay. I want to talk more about that. Okay, you can.

SPEAKER_02 13:09

So she encouraged you to get a coach.

SPEAKER_01 13:11

Where did you find your coach? So Tom Ferry. Okay. Tom Ferry, it's actually Tom Ferry International. And um, now today I'm actually one of, I think there's almost 200 coaches. I'm actually also a business coach for him. Awesome.

SPEAKER_02 13:27

Wow. Okay. Yeah, I think it's interesting. So we've sat down with a lot of other businesses, extremely successful realtors like yourself, and there are similar threads through everyone. I'm sure. Yeah, and this is one of them, right? Being having a mentor, having a coach, like I don't think people fully understand there is a formula there to success. There is. There really is. A hundred percent. And and it might seem like you can do those things on your own, or you can just go on YouTube and find some videos, and that helps. So education helps, but actually having someone who you are investing in, I think is key. Absolutely. Who you know is also investing in you. I see that the people who do these things have the biggest success. Absolutely. I agree.

SPEAKER_00 14:12

Yeah. I mean, I have to say, like, my success is because of Dawn. Like, she was my mentor. Whenever I started here, she took me under her wing. And I mean, there were days where I'm like, oh my gosh, is this woman ever gonna let me just write a policy? And like, but she was like very, she's OCD, she wants everything done the right way. And she's like, and you're gonna do it the right way, or you're not gonna do it. And that's the way that she taught me, and now, like, here I am. Doing it the right way. Yeah, yeah. I 100% give that to Dawn.

SPEAKER_02 14:45

I that's amazing.

SPEAKER_00 14:46

I love that.

SPEAKER_02 14:47

So for people listening who don't know who Dawn is, if you can just explain.

SPEAKER_00 14:51

Yeah, Dawn it works in my office, Penagorda office. We're the only two agents in Penagorda, and she has been with Brian a year longer than I have been. So 12 12 ish, 13 years. Um, and we still work together every day. Yeah, and she's amazing. She's amazing.

SPEAKER_02 15:07

Yes, yeah, yeah. Love that. So she's your chat man. She's my chatwoman. And your chat man is Jen. It's Jen. That's right. Who's your chat? Always. So you're known for precise pricing and strong marketing. Yes. So we'll talk a little bit more about that. I know you mentioned social media, but what's something most sellers misunderstand about pricing their home?

SPEAKER_01 15:35

Uh-huh. Everybody thinks they live in a castle. They do. And but you know what, to be fair, as they should. That is your safe space. It really truly is. You know, that's where you can go, let your hair down, you can really be you. However, just because you think it's a castle doesn't mean somebody else, a buyer potentially, is going to think that your home is a castle at that price. Uh, because you can price your home at whatever you'd like. Doesn't mean it's gonna sell. Right. Doesn't mean it's gonna sell. Yeah.

SPEAKER_02 16:09

That's good advice. Yeah, I guess you have to be realistic. You have to be realistic.

SPEAKER_01 16:12

You know, you know, and I think that is one of my specialties that I really enjoy is knowing what the market is doing and how the market is it's right, we're actually it's actually shifting right now. And in what direction? In what direction? Sure. Wouldn't you like to know? Yeah. Uh so yeah, so be continued. To be continued. Uh so right now it's actually going from it's still a very, very heavy buyer's market. Okay. And it's starting to move towards a seller's market again. So as we like to say in real estate a couple years ago, two years ago, it was uh champagne and cocaine because real estate agents were just making money hand over fist. Um, but now you really have to grind, you really have to work, you really you have to know what you're doing. And that's trust. And to get people to trust you, you better know what you're doing 100%.

SPEAKER_02 17:07

Yeah. The gravy train has come to an end. Yeah, it has. Yeah.

SPEAKER_00 17:10

Like what you said in B and I last week about part-time real estate agents. Like she's trying to get buyers into a property. Into a property, and the real estate agent is like, I'm at my real job, I don't have time for this.

SPEAKER_01 17:24

No, that's literally what they texted me.

SPEAKER_00 17:26

It literally said, I'm at my real job.

SPEAKER_01 17:28

Right now, can I call you back? And I'm like, No, this is your real job. Wow.

SPEAKER_00 17:33

How is this not your real job? Okay, that's interesting. Yeah. She's very dedicated, 100%. You can call her at nine o'clock at night. 100%. Or at 6 a.m. in the morning.

SPEAKER_02 17:42

Yes, yes, because probably not though, right?

SPEAKER_01 17:44

You probably don't want phone calls at 6 a.m. You'd be surprised. I do, I do. I have a couple of clients, you know, they're early, and I'm like, you know, it's the best time to talk to them because not being rude, but you're you're not as busy. You don't have the phone and email and everything going all off at the same time. You have the quiet opportunity to them.

SPEAKER_02 18:01

So awesome. So you have a background also as an appraisal trainee, is that correct? I do.

SPEAKER_01 18:07

So I'm actually a third generation. That makes me sound really boring. Um third generation agent, early I know. Early 70s, my grandfather, he had the gold jacket from Century 21. Oh wow, okay. Yeah. Um, and then my father is a retired real estate appraiser. And so back in the day when all of my friends got to go work at the mall, I thought I had a super cool job, and I didn't know what the title was at the time until I figured it out. And my title was gopher, which is gopher this and go for that and go for this. And I was like, oh, I get it now. Okay, this is great. Um, so I have my training license, it's not active. Um, but I learned how to uh pricing um because I price my properties as a bank would in the event somebody has to get a mortgage. It's pretty simple. I'm gonna pull the comps the way a bank's gonna pull the comps.

SPEAKER_02 19:02

No, that's really interesting, actually. Um I come from the mortgage world. So there you go. Yeah, same low language here. Yeah. So I was gonna ask, how does the perspective from being an appraisal trainee help you with guiding your clients today? And you already explain that. Yeah. So what what is the issue that most people don't realize if they price their property wrong? Because a lot of people are like, oh, let's just price it high. We might get it.

SPEAKER_01 19:25

And then what happens at the end of the day? They're like, oh, but we can always come down. Right. Um, it's kind of dumb because of the simple fact the first two weeks when you're putting a property on the market, the first two weeks, you're putting your best foot forward. And if you're not doing that, uh the market, the market is absolutely gonna tell you if you're getting showings, if you're getting offers, if it's getting traction. If it's not, the market is literally rejecting your property. Yeah. And it's pretty it speaks volumes. Yeah, and the longer it sits there. Well, then the longer it sits, people are like, oh, what's wrong with this house? It's a really nice house, but why is it just sitting here? Mm-hmm. And there's something's gotta be wrong with that. You know, and then you know, if I'm working as a buyer's agent, I'm gonna look at the days on market and be like, oh, this has been on the market for 340 days. I bet we could get a deal. I bet we could get a deal, right? Because, you know, it's just sitting there. Let's see, you know, are the sellers super, you know, tired of being on the market? And they might be. And they usually are. And at this point, they're like, let's just get it done with. Um, yesterday when I was negotiating on one of those three houses, I saved them $25,000. That's a lot of money. Yeah. Oh, it is a lot of money. Yeah. I said, you can take me out to dinner. They're like, okay.

SPEAKER_02 20:44

Well, beyond the numbers, we obviously know you have very strong numbers. What do you think has really fueled your growth?

SPEAKER_01 20:52

I absolutely love learning. I love learning. I really do. Um, even when it comes to my coaching clients, don't tell them. They think um I'm helping them, but along the way, I'm learning from them as well. Um, you know, I have um from California to Maine. I have 28 coaching clients, and I love hearing about the different markets and what the different markets are doing. Um, it's actually also a really great referral partner as well with you know the coaching clients. Oh, yeah, I'm sure. Yeah. Oh, yeah. Because who doesn't want to live in sunny southwest Florida? Only everybody, especially when it dumps everyone. I know. That's why our roles literally they do. Exactly. Um, you know, when it dumps snow up there, or the it's really crappy weather up there, they all come down here. Yep. And that's what we advertise is why wouldn't you want to live down here? I know. It's amazing. So funny. I love it. I don't want to go anywhere else.

SPEAKER_02 21:48

I know. Um okay, so we're gonna talk about your tagline. Okay, be part of the flock, yeah, which is a unique way to describe a real estate business. It is. So, where did that idea come from?

SPEAKER_01 22:00

From you know, it was kind of given to me. Um, it's it's also where is Heidi? Uh, because I'm like everywhere all the time. I think what is it called 360 now where kids, you know, but my kids have that on me. Yeah. Right? They're like, I have no idea where my mom is today. So they have 360 on me. That's okay. Um, it is funny. But it it just kind of evolved over time. I love to be, I like to stand out. Um, so everything I do is pink. And it was cute when we first walked in and met each other this morning. You're like, where's your pink? It's actually on my socks. Yeah. So yeah, it's on my socks. I have pink on. I actually pulled out a pink pen. I did. I put in your bag and a clipboard. Yes. Yeah. Yeah. Very cute clipboard. I I had a client once ask me, boy, this is going to make me sound old too. But um, from the Smurfs back in the day. Smurf at she, in the when they're rolling the credits or something, I guess she opens up a closet and she has the same outfit. And one of my clients is like, Do you have everything pink in your closet? I'm like, well, except for today. Yeah, except for my socks. You're one white. Yes, one white shirt, right? But I have a lot of pink. And I mean, yeah, it's even my my sons and my husband, um, they have a lot of pink items as well. Yeah, so it's like flamingo. That's everything.

SPEAKER_00 23:16

Yeah, I mean, that's southwest Florida. Yes, and you know, it works. It does. But you know how you talk about branding. So now anytime I'm anywhere and I see a flamingo, I will send her a picture of look, I'm at Cracker Barrel. Yeah. Look at these flamingos. I'm at the zoo. Yes.

SPEAKER_02 23:32

Now I'm gonna think of you every time. I said flamingo. I have that. Yeah, perfect. That's great. Branding is so important. Obviously, you know that's how I feel. Um so how do you create a sense of community with your clients and then your team, also your partners?

SPEAKER_01 23:48

So I would say networking, exactly how Jen and I met. It whoever she knows, eventually I'm going to know. First circle. And oh, perfect example. Um, this past Thursday, we have our we don't have assigned seats, but Jen and I have assigned seats, RB and I. So we always sit next to each other. And um You guys are gonna make some people jealous right now. She loves all of you. Right. Um, we were sitting and chit-chatting, and she's like, oh my gosh, Heidi, I'm getting my hair done on Monday. I'm like, oh, I need a new hair girl. You're like, oh, girl, this is who you gotta use, and blah, blah, blah. So it wasn't even necessarily business related. Right. It's just so cool that we're able to share as much as we can. And you mentioned it earlier, we both have sons, and that's growing and exciting, even though a lot of times we want to punch them in the face. I mean, boys are something. Boys are they are they love on their mamas.

SPEAKER_02 24:49

They do. So you have they do. I have two sons. Two sons. Two sons. I have five. Oh, that's a lot. I that's why I always say I have a bunch of kids. Like I mean, whole team. But all boys. Oh no, I'm not sure. So I have three boys and then I have my two bonus sons. So yeah. That's a lot. It's a it it's beautiful seeing them all together, but it is a lot. And my you never kind of rest, right? No. Even at night. Like you're sleeping, you're yeah, and your mind is still planning things out.

SPEAKER_00 25:20

I mean, I have a bonus son too, so I have they are literally 12 months apart from each other. Wow. Boom, boom, boom, boom. Mm-hmm. Yeah, it's a little bit.

SPEAKER_01 25:29

I I don't think I you'd mentioned, did you say you have a five-year-old? I do. A five five. Yeah. Five. I can't even remember when my kids do that little. Because now they're big and you know, mouthy and now.

SPEAKER_00 25:42

Yeah. Our kids are the same age. Yes. Yeah. So we always come into B and I and like what yours do this week. Yeah. Yeah. It does, doesn't it prepare you for business though? Yeah.

SPEAKER_02 25:52

Like if you have to negotiate with your Oh, that's they're the hardest clients. Okay. Not even gym employees and bosses. They really are. They're all than one.

SPEAKER_01 26:02

They do, and they absolutely hold you accountable too. Wait, I thought I overheard you talking to somebody about going on a cruise. Yes. When was that happening again? And I'm like, calm down. They definitely hold you accountable. Oh no, they absolutely do. 100%. It's harder to hold them accountable. Oh yeah. Yeah. That's the truth. That is the truth. I mean, I know Jen gets these questions, but just to prepare you, um, I got a phone call from my youngest. And he's like, hey, so I'm at Publix right now. What aisle is the tortilla shells? And I'm like, are you sweetie?

SPEAKER_00 26:39

I don't know if that ever ended up. I'm just glad that yours was even in a grocery store.

SPEAKER_01 26:42

Yeah, well, I mean, I was just like, what's going on right now? I'm like, you know the people with the green smop? Go ask them. Or look up, and I bet it's gonna say on one of the little signs. Well, I know, but you're here like all the time. Can you just tell me what aisle it is? And I'm like you have all the aisles memories. Yeah, I don't even know what publics you're at, and our publics, it's probably at this end, but anyway.

SPEAKER_02 27:05

But I just I kind of feel like they stay like that even as adults. They've been he's 23. Yeah. Oh, okay. So he's a man. That's cute. By the number. They think by the yard. So they think I mean my five-year-old thinks he's a man sometimes. But he's he's a baby.

SPEAKER_01 27:25

He has a very tiny baby. So he's practically. I mean, we could even ask Jen who pays all the car insurance for my men tiny. Yeah.

SPEAKER_02 27:33

Oh, because you're the client, not them.

SPEAKER_01 27:35

Yeah. I am the client. Remember, biggest policing? Yes. Just me. She's so lucky.

SPEAKER_02 27:41

Make sure you remind them of that. Oh, I do. So we're gonna dig a little bit into the partnership side more. Yes. So one thing you don't always realize is that a great real estate transaction usually involves a whole team. So you realize this. But a lot of people maybe just getting into real estate, or if they're not in real estate at all, maybe it's some people on the client side of that, of the transaction listening to this. There's a lot of people involved in the transaction. There's the lender, inspector, appraiser, insurance agent. Always. And I feel like we'll need a sound effect for that. Yeah. Insurance agent. So why is having a trusted insurance partner like Jen been important for you? She makes me look good.

SPEAKER_01 28:27

Um, okay. I like in so many different ways. Um, she is super quick, you know. Like I said, you know, she sent me a policy. I sent, excuse me, my assistant sent over to her, you know, hey, we have this client looking for insurance. Jen immediately sent it, got it at six o'clock this morning. You know, it's uh it's one more box that I can check off. I don't have to worry about it because she's got it. Um Jen is Jen is very fantastic. She actually quote unquote, whether she wants to believe this or not, trained my assistant. Okay. Because there's a lot of parts and pieces, questions that she needs to have before she's able to send over the the quote. I'm probably gonna name them all wrong, so I'm sorry. I should know better. Like um how it's gonna be occupied. How it's gonna be occupied. Um, yeah, full-time residents or not, is it an Airbnb, prime residence, all these, you know, different kinds of questions. And she has trained my assistant, so now when we send over a quote to Jen, it's pretty detailed. If there's, you know, one or two things missing, uh it's because she asked, you know, a different question, maybe you know, whatever. Right. But that's important. I mean, so when we get the policy, what you see is what you get.

SPEAKER_02 29:51

Yeah.

SPEAKER_01 29:52

Which I again real estate moves very quickly. Yes. And we only have a certain amount of time with our inspections and this and that, of course, as you know, former mortgage, you know that. Flood policies, all that. Can we even get insurance? I want to know that right now before we get into this. Yes, absolutely. Super important. Yeah, you said it it moves fast. I was gonna say speed is it's like speed alike, yeah. It is and you know, not to have to, I I don't have to go back and double check John.

SPEAKER_02 30:22

It's no one does.

SPEAKER_01 30:23

Yeah, she's amazing. You don't dare to. You're like, whoa, wait a second. I'm not checking her work. No, but you I don't have to because it's right. And that that speaks volumes, yeah. How does that make you feel?

SPEAKER_00 30:37

Good, because I you know, I like very much pride myself on making sure I do things the right way, yeah, not the easy way. A lot of times it's the hard way, but I like to do it the right way. Yeah. I want people to trust me, and I don't ever want them to have to question that.

SPEAKER_02 30:53

Yeah, and it's working, obviously. So, um, Jen, from your perspective, why is it important to have realtor partners who you can trust?

SPEAKER_00 31:03

So it what I it realtors are like our bread and butter. Like without them, what are we doing? You know, so for me, it's really important to have one have them that a they also have their client's best interest in heart. You know, I don't like to have to like ask questions and wonder if I'm being told the truth. Yeah, you know, like I like I said, I like to do it the right way. I want the client to know um, you know, this is what it is, or hey, we're gonna try this. May not work. Maybe after the closing, we gotta re-look at this or do something different or whatever. But having um realtors that trust me is everything and that I can trust in the same yep, integrity all the way around.

SPEAKER_02 31:54

Yeah, for sure. Okay, so I have a question for you, Heidi. Okay. Has there ever been a moment in a transaction where having Jen involved early made a big difference for your client?

SPEAKER_01 32:05

Only every one. Like actually, yeah, right. Because, okay, so the one you did um last evening on Gulf View, which is here actually here in Fort Myers. Um, one, and by the way, you're making me look really good, so thank you. So it's actually an agent. Um, she's also a Tom Ferry coach. She moved here from Arizona to here. So she's a she's a seasoned agent, but not here in Florida. Right. So that's a big deal. And you see, you saw the location of the property, it's on Fort Myers Beach. Right. And she goes, Heidi, I don't even know if I can get insurance. I'm like, don't even worry about it. I'm gonna have my girl, Jen, get in touch with you. Immediately, Jen did all the numbers, went through everything, and I mean, is it Jen said to me right before we walked into here, she goes, Did you see the policy? I'm like, I actually didn't. And she goes, It's kind of high. And I'm like, but does it have the right coverage? And you were like, Yep. I'm like, then we're good. Yeah. Yeah. Yeah. Honesty. Yeah. It is, and that's the most important to me. It really is. I just they've they are they're coming from Arizona, they're coming from the desert to Rina. They have no idea, yeah. They have zero clue. So this is that's super important. Yeah, absolutely.

SPEAKER_02 33:23

Okay, well, we're gonna talk a little bit about the client experience with you. You have over 200 five-star reviews, which is amazing across multiple platforms. So, what do you intentionally do to make sure your clients feel taken care of?

SPEAKER_01 33:38

I I I like to run my business with systems and processes. Um because a system is only as good as I am. And I don't like to miss. That means we're messing up, right? That means there's holes in the process, and that's not okay. But, you know, is the process perfect? There's always room for tweaking. Always room. But from start to finish, it should be seamless. It should be seamless. And you know, we have touch points all the way through our process. You know, as soon as we go under contract, the client, which you're um, you get the same email every single time. We we call it our next steps. And it's basically congratulations, we're under contract. Here's what happens next. Because if you've never bought a home before, it's kind of intimidating, right? Like all of a sudden, oh my gosh, I have to take $5,000. Where do I take this $5,000 to? Yeah. That was literally a text message on the way here. Um, they're like, so what's a title company? I'm like, okay, okay, I'm gonna explain to you what a title company is. Um, and you're gonna bring your check there. And you know, so it's this process all the way through. I like to be in the know. I like to, you know, what good is a map if you don't have GPS on how to get there. And that's what we do. We we're gonna walk you through each step. We just closed on a home a couple of weeks ago. They had lived in the home, it was in it's in Punagorda um over 60 years. And they haven't bought a home since or sold a home in 60 years. Oh wow. Yeah.

SPEAKER_02 35:10

Oh, so everything's different.

SPEAKER_01 35:11

Everything's yeah, right. And then my brand new um home buyers, they're like, Well, I'm walking them up to the property, and I said before before we even go in the very first house, a couple of things as we stand here. What kind of a culvert does it have? Does it have a concrete culvert culvert because they have the plastic ones, they're junky, and they get, you know, they get all crappy and you know, close over and everything like that. Look at the house. There's only gutters on the front. You know, these are the kind of it's not real big and sexy and pretty, right? But they're in they're important things because like the gutters, if there's not gutters all the way around the house, eventually y'all are gonna have to pay for that down the road.

SPEAKER_02 35:51

Wow, yeah.

SPEAKER_01 35:52

So it's just informing. Right. It's informing them, showing them, you know, tips and tricks what to look for. It's fun.

SPEAKER_02 36:00

Yeah. Well, we're gonna touch quickly on uh your leadership and coaching. So for anyone getting into the business, what's the biggest mistake you see agents making when they're trying to grow?

SPEAKER_01 36:13

They can they think they can do it on their own. This is a very um difficult business to be in. Um actually, the statistics show from year three to five is when most agents quit. Yes. And they're done. On average, this is so sad and scary. On average, um, the average realtor sells between one and three houses annually a year. And I'm like, I don't even know if that would pay my cell phone bill. Yeah. It's oh no.

SPEAKER_02 36:43

I mean, right?

SPEAKER_01 36:44

Yeah, right? Yeah, it's expensive. You gotta sell those homes. Exactly. Um so you know, they think they can do this on their own. I feel I don't care who you are, everybody needs accountability. Yes, big time. Agreed. Um, you know, Jen and I, even it's not a spoken accountability. I expect her to be there every single Tuesday, Thursday, excuse me, every single Thursday when I show up, because then I'm like, oh, that's right. I had this one client. Oh, hey, what's going on with Lud right now? And I can just talk to her. I that's the account. She's very reliable. Yeah. She's very reliable. So, you know, it's I think I think it's accountability because even in this generation, talking about our kids, they need accountability. Again, I need accountability, everybody does. And that's why that's one of the things, you know, I do for coaching. Yeah. What'd you guys do this week?

SPEAKER_02 37:38

Yeah. Well, and that's a positive thing. I know it's not great that most quit between three and five years. However, it gives the advantage to the people who are willing to invest in a coach and mentoring. Because the ones who do take those steps, they have more of an opportunity to excel because they're going to stand out from the crowd. 100% for sure. So just follow the formula.

SPEAKER_01 38:01

It's it's not easy, but it can be if you have the right GPS. Yeah. It's agreed.

SPEAKER_02 38:08

I I say it's not easy, but it's simple.

SPEAKER_01 38:10

It really is. And but you know, are there days where I'd be like, oh, I just want to go to the mall today? It'd be a lot cooler. A lot cooler. Right? But um realistically, nope, you know what? I better sit down and do this CMA today. Well, you won't be able to afford anything at the end of it. Exactly. Be going winter shopping the rest of your life. That's not fun. Not at all. So I would say accountability.

SPEAKER_02 38:34

Yeah, for sure. Well, I am going to wrap up by asking you guys a few questions. Okay. One, I need to know your routine for starting the day. We'll start with you, Jen's. Okay. She she crushes it.

SPEAKER_00 38:46

My alarm goes off at 3.19. Ew. And I go to the gym until 5 a.m. Okay. And then I come home and I eat breakfast. I take a shower. I usually have my laptop, so I'll look at my emails. And I'm I'm usually in the office by 7.15. Yeah. 7:30 at the absolute latest. Yes. Yeah. Yeah. She is.

SPEAKER_02 39:07

3.19.

SPEAKER_00 39:08

3.19. That's very specific. It is.

SPEAKER_02 39:11

And it works for you and you stay on top of it.

SPEAKER_00 39:13

Okay, but what time do you go to bed? I'm usually laying in bed by 7. Yeah, that's good. No, it's good. Yeah. I just wow. So I don't have a lot of kids anymore. So it's my life.

SPEAKER_02 39:25

Yeah. Yeah. Then that's the beauty. Yes. I'm getting older. Yeah. I'm holding on to the baby years. Baby years.

SPEAKER_01 39:32

What about you? So for me, I get up at 4 45. Okay. Um, not as early as J. Not as ill. Yeah, but not as ill, just kind of ill. Um, and my husband and I, we have two dogs. We take them for a morning walk. Okay. Eating breakfast, getting ready for the day. My husband usually walks out the door at 6 15. He works for the city. So he leaves, just tidying things up. And then usually I'm sitting at my desk, same no later than 7 a.m. And I'm starting the day. Yep. At your house. Yeah. Yes.

SPEAKER_02 40:04

Well, it's in my office, which is converting my office. Oh, was there some sass there? There's a little bit. It's in her office. Her home office.

SPEAKER_00 40:13

Because she doesn't actually go to the office a lot.

SPEAKER_01 40:15

Don't have to. I don't. And it's funny because my broker, I've been with Remax Palm for over 10 years. And Peter, my broker, he's hilarious because I'll come in for a check. And he'll come up to me and he's like, oh, hi, my name is Peter. I'm the broker here. And I'm like, You're so funny.

SPEAKER_02 40:32

Hilarious. Yeah. I like asking this question because every single time we ask this question to someone and the pe anyone who sat here at this table on this podcast are people who are successful in their field. And when I ask how you start the day, it without fail, there's always like a hard wake-up time and movement. Yeah.

SPEAKER_04 40:51

Mm-hmm in the morning.

SPEAKER_02 40:53

Whether it's I go for a walk every single morning around the block or I jump on my trampoline. Whatever. Oh. I want that. Right. It's changing my life, right? Or I go to the gym and work out for 500 hours and get into the office still somehow at seven. Yeah, I don't know how. Yeah. But either way, there is like an actual routine, something that you can rely on. I think movement is a big part of that. It gets the mind blowing. All right. Some rapid fire questions. Uh-oh. Who? One thing every home buyer should stop doing immediately.

SPEAKER_01 41:25

Using the wrong agent. Okay. Using an agent that's part-time. No part-time agents. No part-time agents. Because they're not gonna, they're not, they're not going at full speed. They don't have the experience, in my opinion.

SPEAKER_02 41:38

Okay. But the biggest myth people believe about buying real estate in South is Florida. Either one of you can answer this.

SPEAKER_01 41:44

That flood insurance is super expensive.

SPEAKER_03 41:46

Yeah.

SPEAKER_01 41:48

I agree.

SPEAKER_00 41:49

Yeah. Yeah. I mean, I I especially right now, I think flood insurance is the main topic on everyone's mind.

SPEAKER_01 41:55

And or if they can get insurance.

SPEAKER_00 41:57

Yeah. Yeah. Um definitely I think that's it. Uh and that's why I'm liking going around to these real estate offices and having conversations with the realtors because they they just want to know want to be able to tell their clients. Right. Yeah.

SPEAKER_02 42:13

And your market is primarily Sarasota to Pornogora, correct? Okay. So describe your market, your areas that you serve, service in one word.

SPEAKER_01 42:23

Diverse. Okay. That's a good one. I would say it's super yeah, because I mean I have the brand new home buyer, and then I have um the retirees. Okay. Yeah, that's true.

SPEAKER_02 42:35

I mean, it literally is from one spectrum to the other. Both of you, you're a favorite hidden gem in Southwest Florida. Um better not take mine.

SPEAKER_00 42:50

I don't have one. No. Um I don't know. You see yours. I don't have one. I'll say in Penagorda, the tiki hut. Oh. Oh, you know what I'm gonna say? What? I'm gonna say Charlotte High School football stadium.

SPEAKER_02 43:06

Okay.

SPEAKER_00 43:07

That is a different Friday night. That is a fun Friday night.

SPEAKER_02 43:11

All right, shout out to Tarpentin. Hello. All right, guys, thank you so much for joining me today. I think this is a great conversation that a lot of people will benefit from. And where can people find you? I know we've like glazed right over social media, but where can people find you?

SPEAKER_01 43:29

On Instagram, TikTok, YouTube, um, also on um LinkedIn. Okay, and of course Facebook. And what is your handle on? It is Discover Florida Houses and and or um Heidi Schrock.

SPEAKER_02 43:41

Okay, we'll make sure to tag that in the notes of the podcast so that we can find you. I'll be sure to follow you as well.

SPEAKER_01 43:47

Let me know if you want to buy a house.

SPEAKER_02 43:48

I'm happy or an investment. All right, there you go. Thank you so much. And we can find you where? Chapman Insurance. Yeah, you better be. Forever and ever and ever, ever, ever.

SPEAKER_00 44:00

Yes, the Penagorda Penagorda office, which is a breaking office. It's easy to find. Yes. Yes. Very easy. Good location. Yes. Thank you guys. Thank you for having me. Thank you.