From Admin to Co-Broker Owner: Lindsay Hart on Relationships, Risk, and Real Estate Reinvention

She started at the front desk of a small-town brokerage in 2005, took a pay cut to do it, and had no idea she'd still be there 20 years later — as co-broker owner.

Lindsay Hart is a licensed REALTOR and Co-Broker Owner at RE/MAX in Ithaca, New York, and the host of the podcast Under Contract Taking Backup. In this episode, Lindsay joins JMan and Jeffrey Scott Stanton on Outside the Corporate Box to talk about the slow, unsexy path from office admin to brokerage partner — and why that path built her in ways no shortcut ever could.

She breaks down what really made her leave a steady paycheck (it wasn't confidence, it was her husband and a savings account), how she built Hart & Homes from a solo act to a six-person team by accident, and the one philosophy that runs every decision she makes inside the brokerage.

She also gets honest about fake-extortion, bad reviews, confrontation, COVID killing her brokerage launch, and what she tells herself when business gets slow.

If you've ever wondered whether the slow path is the right one — this one's for you.

CHAPTERS:

00:00 – Cold Open
07:00 – Before Real Estate: Ithaca, Waitressing, and the Table That Changed Everything
13:00 – Learning the Hard Way: Subcontractors, Taxes, and Crying in Front of a CPA
17:00 – Sold on Real Estate: The Day a Broker Asked Her for a Job
24:00 – Starting From the Bottom Up: What the Front Desk Teaches You
31:00 – Why She Actually Left the Steady Paycheck
36:00 – Bad Reviews, Extortion, and the Art of Not Addressing Everything
43:00 – Building Hart & Homes: A Team That Found Her
47:00 – Relationships Before Business: The Philosophy That Runs Everything
52:00 – From Team Leader to Co-Broker Owner — and Then COVID
01:02:00 – What Centers Her When Things Get Slow
01:07:00 – The Last Question: What Would You Tell Yourself on Day One?

GUEST:
Lindsay Hart is a licensed REALTOR and Co-Broker Owner at RE/MAX in Ithaca, New York. She has spent two decades building her business from the ground up — starting as an office administrator in 2005, earning her license in 2007, launching her team Hart & Homes in 2017, and becoming co-broker owner alongside Melissa Miller in 2020. She is also the co-host of Under Contract Taking Backup, a podcast covering real estate, taxes, and life as a working agent.

Find Lindsay:
Website: LindsayHartRealtor.com
Linkedin: https://www.linkedin.com/in/lindsayhart/
Radio Show: Knock Knock Property Talk — WHCU 607 News Talk Radio, Saturdays at 9:30 AM

FOUNDING SPONSORS:

1: Wise Agent | https://wiseagent.com/jsquared - The all-in-one CRM that helps real estate agents manage contacts, automate follow-up, and grow their business.

2: Subi | https://www.oksubi.com/ - Your AI transaction genie. From contract to close, your work is my command.

3: The CE Shop | https://j2.theceshop.com/ Use the discount code jsquared for an additional 35% off

SUBSCRIBE to Outside the Corporate Box for new episodes every Monday.

Outside the Corporate Box is part of J Squared Podcast Productions — a premium media network built for professionals who want more than entertainment.Read the full episode breakdown: https://jmanai.com/from-admin-to-co-broker-owner-lindsay-hart-on-relationships-risk-and-real-estate-reinvention/

Transcript

SPEAKER_02 0:00

Let's talk a little bit about bad reviews from a client who wanted a discount you wouldn't give.

SPEAKER_06 0:05

Well, it was kind of extortion, right?

SPEAKER_04 0:08

If you do this, if you do this, then hey, we won't put up that review.

SPEAKER_06 0:11

Literally, if you do this for free, if you don't charge a commission, they'll forget about it.

SPEAKER_04 0:14

Did you address the bad review?

SPEAKER_06 0:16

No.

SPEAKER_04 0:16

Just totally left there in order to get it.

SPEAKER_06 0:18

Not everything needs to be addressed.

SPEAKER_04 0:20

What centers you? As a broker, you know things can blow up all the time.

SPEAKER_06 0:24

I have to trust in my faith and I trust in God that the business is going to be there. And I don't need to worry about where the money is going to come from.

SPEAKER_04 0:33

A lot of people wouldn't say that's what they do.

SPEAKER_06 0:35

Yeah, I think for fear of right being canceled. And obviously in this business, you have to be careful about what you say.

SPEAKER_01 0:43

What kind of advice would you give?

SPEAKER_06 0:44

If you have six months to a year of savings, walk away now. What are you waiting for?

SPEAKER_02 0:48

Just do it.

SPEAKER_06 0:48

Like literally, what are you waiting for?

SPEAKER_02 0:50

Before we get into today's show, a quick thank you to the partners who make this possible. Wise Agent, Suby, and the CE Shop, three brands that we trust, three tools that actually move the needle.

SPEAKER_00 1:00

The playbook is changing. The question is: are you changing with it? This is outside the corporate box. Real conversations with real leaders who broke the mold and built something better. With your hosts, J Mann and Jeffrey Scott Stanton.

SPEAKER_02 1:11

Our guest today got a real estate license in 2007 and went full-time selling in 2008, the worst year in real estate history. And somehow that was the right call. This is outside the box. So today we're sitting down with Lindsay Hart. She's been the most recognizable name in Finger Lakes Real Estate for almost two decades. What we really want to talk about is the day she walked into a real estate office to answer phones, looked around, and decided this was actually hers to take. Lindsay, welcome to the show.

SPEAKER_06 1:44

Thanks for having me.

SPEAKER_02 1:46

So paint the picture for us before real estate, before you started in real estate. What were you doing? What were you up to?

SPEAKER_06 1:55

What was I doing?

SPEAKER_02 1:56

Yeah.

SPEAKER_06 1:57

I was floating. I was just floating along.

SPEAKER_02 1:59

Floating along in Ithaca. You graduated from IC, right?

SPEAKER_06 2:02

Yep. Graduated from IC in May of 2002.

SPEAKER_02 2:06

And decided to stay?

SPEAKER_06 2:07

I did. I didn't mean to. I didn't mean to stay. Um there's something about this place that just brings you back. I actually was interviewing in other places in other states. I think I'd gone to Jersey. Yes. And Pennsylvania and Maryland.

SPEAKER_02 2:28

That's what everybody says.

SPEAKER_04 2:30

Can you can we back up a second more? What'd you go to school for?

SPEAKER_06 2:32

I actually went to the Park School of Communications for uh marketing, advertising, and public relations.

SPEAKER_04 2:37

Very cool. Very cool.

SPEAKER_06 2:38

Who knew I'd actually use it for myself? Um, so I, you know, at that time, you did the way they, the way companies would advertise for jobs, they made it sound very glamorous. And then I would go to these places, and really it was just sales. It was just like you're gonna hit the pavement and you're gonna do sales.

SPEAKER_02 2:58

And so one more people needed to move inventory or something like that.

SPEAKER_06 3:01

Yeah. You know, that's when storefronts and people had retail buildings still. Um 2002. So Jersey was like a furniture store, and then I went to Maryland for one of them. Um so, and then Pennsylvania, I think, and then I just those just didn't work out, and I ended up staying in Ithaca, and I was uh working as a waitress at a local restaurant, and I happened to wait on a table where the gentleman had just bought out a publication, a local small desktop publication. And I jokingly said, Oh, so I should talk to you about a job. And you know, because when you're a waitress, you talk to your tables, you interact with the customer, right, customer service, right? And that's hey, I should I should talk to you about a job. And then he said, Oh, okay. And literally, like the next week, I had a job. He he hired me. It's this small desktop publishing company in Ithaca.

SPEAKER_04 4:12

Go back. Someone's just go back to actually that. Do you remember that conversation? I don't, God, like salespeople, it's always, and again, if you're in marketing, you're in PR, it's it's all sales to me. It's about having conversations with people. That's why I asked, like, do you remember how that conversation went? You know, how did you approach it or anything like that?

SPEAKER_06 4:29

All I remember, and I it's so funny because I literally remember what table they were sitting at at this restaurant. And I remember literally where that he was sitting here and he was with with his wife and where she was sitting, and where in the restaurant they were sitting and what table they were sitting at. And how long ago was this? I was 22 years old, and I remember saying to them, jokingly It's like five years ago. Yeah, yeah. Remember saying to them, him the words literally, oh, so I should be talking to you about a job. But after that, I don't remember. I don't remember, you know, what he said or how he asked, like how he asked me to interview for the job or anything like that. Maybe because I was like just so excited I got a job.

SPEAKER_02 5:18

Yes.

SPEAKER_06 5:19

Yeah, I got a job in sales. Right out of thinking about it, right out of college doing what you went to school for because what it was was making ads, and uh a little more than that. You I literally did a little bit of everything for this newspaper.

SPEAKER_02 5:34

And so you were selling the ads, was it like who was your target audience? Like car dealers, real estate people, local business owners?

SPEAKER_06 5:42

No, this one was this was called the Ithaca Child newspaper. So it was this was before I went to the Ithaca Journal.

SPEAKER_02 5:52

So I got so you got headhunted?

SPEAKER_06 5:55

Mm-hmm. I yeah, I did. So surprisingly. This was a really good introduction for me to the area, and I think this really helped me learn the area because I would drive around and not only would I deliver the newspaper to all of these places, I went and tried to sell ads. I also learned how to make the ads on Quark. Who remembers Quark on Mac? I learned how on a Mac. This is what I learned Mac.

SPEAKER_03 6:27

Yeah.

SPEAKER_06 6:28

Yeah. And so I learned that, and then I learned all these other places, and I was allowed to go interview some people and do editorial. I did some editorial work. So I did it all, and I drove down to Watkins Glen. So I learned the whole Finger Lakes area this way. I met people talking to them, not only with ads, but hearing their stories too, writing about them, delivering newspapers all around. And it was a for me getting right out of college, not having been from the area, because I'm from Pennsylvania, this was a great way to learn about the area. And then I did get headhunted, surprisingly, because we printed that small newspaper from the Ithaca Journal when the Ethica Journal still had a printing press in its building. And I met people there, and somebody said to me, Hey, you know, you would make a really great outside salesperson.

SPEAKER_04 7:30

And I was famous last words of how starts people's careers or ends people's careers is one or the other. It's always the beginning or the end of career. You'd make a great outside person, outside salesperson, commission only. And you're like, yeah.

SPEAKER_06 7:42

Well, what I wanted to do, well, so this is where I learned that my first employer with this small newspaper thing. Um I was a subcontractor for him. I didn't realize it because I'm 22, right? And this was, I just told this story on my podcast. If you go, it's about taxes. We just posted this. And um, I had a friend who was CPA. We just interviewed him on the podcast. And tax time, I he was kind enough to do my taxes pro bono because you know, 22 years old, 22 years old. I look like I'm 12. And I'm like, I don't know what I'm doing. Here's this. I didn't realize that this person had hired me as a subcontractor, not I knew nothing. Like, I didn't, I didn't even know taxes.

SPEAKER_04 8:35

Yeah, what are those?

SPEAKER_06 8:37

What do you mean? Like, I'm getting this money. I had no idea that you know taxes weren't being taken out. I didn't know anything about 1099. So I go to this guy and I was like, Yeah, you did my taxes. I sit down in front of him and he looks at me, he's like, Okay, I'm thinking I'm getting checked back. I'm like, this is great. Okay, I need to pay for rent because I'm living alone. He sits down, he's like, Okay. So I did everything, you know, I did everything that I could. I found all this stuff. He's like, You owe $500. And I'm like, it was like somebody punched me in the stomach. I looked at him and I just started crying. I couldn't help it. I had no, I was like, where am I gonna come up with $500? At that time, my rent was $450 a month. Everybody's probably gonna curse you right now. $450 a month? What? So, and you know, that was my introduction to being a subcontractor. And so when the Ethica Journal said, Hey, you can be an employee and you have benefits, I was like, Okay, sign me up. And so that's when I jump shipped to Ethica Journal and I did outside sales. And I did that for like a year, and I was like, This is comfortable. I got a steady paycheck, I got benefits, they're taking taxes out. I don't have to worry about this. When tax time rolled around, I got a check back. I didn't have to pay taxes into. So I was comfortable. And my the people that I called on were um the used cars, sales, the used car lots, um, the the resale cars, and real estate agents, real estate brokerages.

SPEAKER_04 10:22

What why those two? Why decide to call like what just that's what they gave me? That's what they gave you.

SPEAKER_06 10:27

So they're like, here are your clients.

SPEAKER_02 10:29

Here are easy, easy to sell to, that's why. Easy to sell to. There's an ad and your face will be in it. What? How much do I pay?

SPEAKER_04 10:38

Do you got a park bench I can do with that, please?

SPEAKER_06 10:41

I don't know why, but they're like, this is your territory, and here's you know who you're gonna be, you know, selling to. And they split it up because there were a couple other people that sold to realtors and uh car dealerships. But I my territory was like the southern tier. So, you know, I got a few Ithaca realtors, and then I went down to like Johnson City and um Elmira and Corning. So I got to learn that area, talk about learning more of the area. And so I learned a lot of the car dealership folks, which is really interesting because I had trouble getting out of there sometimes when I would go in and try to sell them stuff. They would just talk, talk, talk.

SPEAKER_02 11:27

You're not the first person to get stuck in a car dealership, trust me.

SPEAKER_04 11:33

I'm just gonna run in for a couple of minutes and talk to them. No, three and a half days later, there you go.

SPEAKER_02 11:38

And a new car.

SPEAKER_06 11:39

A talk.

SPEAKER_04 11:40

It's not the one you wanted.

SPEAKER_06 11:42

They always tried to sell me a car too. Yep. One of them I specifically remember. I think it was Kent Brown Toyota in Big Flats. Every time I went in there, tried to sell. He's like, You would look great in a Toyota every single time tried to sell me a car. And so I would call and then go to the realtors, which at the time, you know, publications and print advertising were huge. Now, not so much. But there was a new brokerage in town, and um, my supervisor, the journal, says, Hey, you need to go call on this person, and here's a new product, and go try to sell it to them. Tell them about it.

SPEAKER_02 12:24

Tell us about that day then. So you walked in.

SPEAKER_06 12:26

I walked into this beautiful office uh at 531 Estee Street in Ithaca, went up to the third floor. It's a beautiful brick building, went up to the third floor, and I said, Is Melissa Miller here? And I went and talked to Melissa Miller, and I said she was kind enough to actually sit there and listen to me go on and on about this product. And I said, You would be great, and here's why, and XYZ, and one, two, three, and A, B, C. And she looked at me and goes, Do you want a job? And I go, I I have a job.

SPEAKER_04 13:03

That's what I'm doing right now.

SPEAKER_06 13:04

And she proceeded to explain to me, and I don't even remember what she said, but you know, she said that she's a newer brokerage. I knew she was a newer brokerage, she just opened, and um she's like, you know, you would be helping me, you would start out front. I need an admin to do all of this stuff. We've got these agents, and so I I thought about it because I wasn't, you know, I was kind of tired of driving all over for um for the journal. Like I had a little car and I was, man, I was putting miles on it. And I was just kind of sick and tired of driving and trying to sell because it was there was burnout. And so um I talked to my then fiance, was a fiance at the time, and I said, Hey, here's this opportunity. Um, but I talked to her and she said, you know, there wouldn't be any benefits, and here's the pay, and so it it would have been a pay, it would have been a pay cut.

SPEAKER_03 14:05

Yeah.

SPEAKER_06 14:06

I think it was, I'll never forget this date, which is funny because I forget every other date. But I had gone home to visit my dad in the summer and talked about it on the drive back home to New York. And I said, you know what? I think I think I'm gonna do it. I'm gonna take the job. And so even though it's a pay cut and there were no benefits, um, I think I saw the writing on the wall with the journal, things were starting to fall apart there, they were letting people go, things were things were changing there. And so I said, I told I called Melissa up and I said, Yes, I will come work for you, even though it's you know XYZ. And August 22nd, 2005, I walked into that building and I started as admin. And 20 years later, I am now co-broker owner.

SPEAKER_04 14:58

That's very cool. So starting, starting as an admin, tell me what's it like? Because I truly believe like the admins, the receptionists, the front desk people, they they see everything that's going on. And they, you know, to me, I started out in this industry, in the mortgage industry, and I was an assistant, and I filled out applications that the other loan officers were missing stuff from the applications. So like I almost learned it from like the the very, very bottom going up. And I think that gives people a better, a better way of succeeding knowing that. So tell me what that was like, actually being an admin and seeing you know, these quote unquote these realtors and agents around you doing business.

SPEAKER_06 15:37

Yes, exactly. You learn from the bottom up. I remember sitting at the front desk, and that year that I started was the very first year that they implemented an online MLS. Before that, they were still using books. I don't know if you remember this. They were using the foresale sold. The old telephone books because Melissa that day went up to get the last sold book, the last book they printed of all the sold properties. Because she tasked me, she's like, okay, one of the things that you need to do is learn this online MLS system called Paragon. And I was like, oh boy. And one of the things I specifically remember is the terminology. I didn't know the difference between a selling agent and a listing agent and a buyer's agent. I thought they were all different, but a selling agent and a listing agent were the same thing. So I had to quickly catch on to the terminology. And so working at the front desk from the ground up, I think I had a slight advantage because I knew a lot of the realtors already because I was selling ad space to them. So when they would call, I knew, you know, the Steve Segis, the Amy Wood Gonzales, the CJ, I, you know, these people that would call and want to talk to, you know, the Mary Decker, the Marge Hovanick, those agents that we had in our office. This is when we still use landlines and had a fax. You know, not everybody had a cell phone that back then. And so I recognized them and they were like, oh, hey, Lindsay. They recognized me. So that made it a lot easier. It was like having, it was really serendipitous that these two careers or these two jobs, right? The path, it was almost like the path was set for me to be in this career because I had known these agents. And so it made the transition into the admin of real estate a lot kinder. And so, you know, I knew what an MLS number was because we had to put them in the ads. You know, I knew, you know, what was required in an ad because I was doing them for the agents. So I did know that part. So it was a little easier to transition that way. Um but then all of the paperwork and agents coming at you and saying, here's this, here's that, it it wasn't. I don't remember much from the the very early days, but I do remember Melissa giving me a lot of leeway because and saying, you know, help me, help me here, kind of make it your own and organize it and just you know, help me get it organized.

SPEAKER_04 18:41

So to me, that's like your broker, a manager in training at that point. You know, because I I think that's probably what makes you as successful as you are now, is that again, when you're sitting there and used to doing and dealing with all those little minute details that you have to as part of your job, I think it makes it easier later on when you have to do it as part of, hey, this is my responsibility because you know I run the brokerage.

SPEAKER_06 19:03

I think my stubbornness to not ask for help and learn things on my own. I don't know if that's a good quality or not, but I'm very stubborn and I refuse to ask for help until I've exhausted all options to figure it out myself.

SPEAKER_02 19:18

Well, you so you started 2005 there, you got licensed in 2007, but waited until 2008, nine to go full time. Like, why then? Like, oh, the market's collapsing. Let's let's go full. Let's go full time.

SPEAKER_06 19:35

I was still helping Melissa with the administrative stuff. I was still helping her behind the scenes. She still needed a person at the front desk until she could replace somebody. So I was still doing some of that. And then she brought me onto her team in 2000. So I was still doing some administrative stuff and helping her on her team in 2007 and 2008. So I was on the Melissa Miller team. And then in 2009, I was like, all right, I'm completely doing this on my own. And I specifically remember making the announcement because we had moved offices. We'd moved offices in oh no, that yeah, we'd moved offices from SDE to um Meadow Street. And that's when I said, you know, I'm I told the agents, I'm like, yep, I'm no longer on the Melissa Middle team. She taught me everything. I'm gonna, I'm gonna just go out completely on my own and and do my own thing. And it's funny because I literally just today looked back, it said 17 years ago, I was making blog posts, and I made a blog post specifically about it said May 6, 2009. I'm on, you know, I'm doing this, I'm or yeah, 2000, no, it's not 2008 or 7 or something. I'm I'm doing this, I'm I got my license. It was really, it's funny.

SPEAKER_04 20:51

One of the things is this podcast is called outside the corporate box. Um I have to ask this question. What did you wait that long to actually do it yourself because it was more comfortable doing it for someone else? Or was there another reason? Because most agents they get their license and hey, I'm gonna go do this by myself. But you went from office admin to I'm working on a team for the broker, doing admin stuff, and doing some real and then like slowly, so and in fact, some people feel more safe inside that box.

SPEAKER_06 21:21

At one point when I was doing admin, I was like, hey, I'm pretty much doing real estate now because I was doing a lot for the agents with you know back then faxing contracts. I pretty much picked up on everything. Faxing contracts, um handling phone calls. I was just picking up on stuff simply from observing. And at and at one point I said to myself, I was like, you know, I could do this. I'm seeing everybody else doing it. I was like, I could do this. The checks were coming in, so I was processing checks too. You know, I was I was seeing myself.

SPEAKER_04 22:00

I'm making this. I'm making XM per hour, but they're making this for doing one deal.

SPEAKER_06 22:07

But I knew that's that's commission only. You you don't sell, you don't make money. And you I saw deals fall apart too. Trust me. I saw agents getting I heard agents' phone conversations. I saw I saw the back end of it, the nitty-gritty, the side that not the rainbows and unicorns. I saw the other side of it.

SPEAKER_04 22:30

It's the side that most people don't see. It's the side that even a lot of brokers don't see because they're not handling the day-to-day. They're not no they say not handling, they're not handling the minutia of those of those little details.

SPEAKER_06 22:40

Sitting at the front desk, you get complained to, complained at. So you hear all the little what's going on.

SPEAKER_01 22:51

Yeah.

SPEAKER_06 22:52

So yeah, I knew it wasn't pretty. But I was like, I'm I'm doing this already. Like, why not just get get my license? Just at least get my license. So I didn't actually think about selling. And when I took the class, I kind of had an I had an advantage because I was doing all of this stuff anyway, and and learning as I go. So that's you know, just like you, you start at the bottom. I learned all this stuff just by doing, and then I took the class and I was like, oh yeah, oh yeah, some of the stuff I didn't know, the legal stuff.

SPEAKER_04 23:26

So was it was it more comfort level? Was it more comfortable being that admin than going out on your own and doing it yourself?

SPEAKER_06 23:34

Well, absolutely. Absolutely, because that was a steady paycheck.

SPEAKER_04 23:39

So what what made you make that jump? Because it's hard to go from that steady, hey, I got income coming in, you know, I got a paycheck coming in every single week, every single month, I know how much I make, till maybe I'm not gonna make anything this month.

SPEAKER_06 23:53

I don't remember exactly what made me make that jump. I think my husband encouraged me, and he had the steady job, and I think he said, Yep, you can do it. And we talked about it, and we said, you know, we have this much, so if you don't make anything for six to eight months, we're still good. So I was like, Yeah, I'm gonna do this. I don't even know why. Maybe because I was tired of working a nine to five, I don't like to be told what to do.

SPEAKER_04 24:28

I I think that has a lot to do with with people who go outside the corporate box. You know, the corporate box, we're being told what to do constantly. You have to do this, you have to be there this time, you have to wear this suit or these colors or or whatever. And if you don't like being told what to do, is a really good reason not to be inside that corporate box and inside that corporate job anymore.

SPEAKER_02 24:51

I'm an entrepreneur because nobody else will hire me.

SPEAKER_06 24:54

Well, and then you know, the whole asking for time off. Like, obviously, I've been doing this for so long now. The thought of being like, oh, hey, can I have two weeks off to go on vacation? That just is absurd to me. Like having to ask somebody else to do something when I'm like, nope, I'm just gonna go here and do this and do that. Now I will be also be the one that sits and works until 8 30 at night. I will be 6 30 in the morning till 8 30 at night. But that's I I like what I do. I love what I do, and I'm constant and I constantly have ideas. And so I'm like, well, let's try this, let's do this, let's do that. So again, it's not somebody it's not somebody stifling my ideas. It's not somebody telling me no.

SPEAKER_04 25:42

It's not someone telling you what to do at all.

SPEAKER_06 25:44

Yeah.

SPEAKER_04 25:44

Which I think is a lot of reasons why people, you know, become entrepreneurs, become self-employed, become salespeople, because we we get to we get to make our own way. I think that's probably the best way.

SPEAKER_06 25:54

And time. I I have I get to control my time.

SPEAKER_02 25:59

Let's talk a little bit about bad reviews from a client who wanted a discount you wouldn't give. That's what I what's that like? Special kind of loyalty tests. Well, it was principled.

SPEAKER_06 26:09

Kind of extortion, right?

SPEAKER_02 26:13

Let it go. Let it go, girl. Tell us how you really feel.

SPEAKER_06 26:17

I mean, I'm I'm just stating a fact because you you'll have this. You can't make everybody happy all the time. And that's when you're an entrepreneur, when you're a boss, when you're in business for yourself, you're not gonna make everybody happy all the time. And you have to come to terms with that, and you have to be okay with disappointing people, you have to be okay with people not liking you in real estate and other things, and that's just that's kind of sometimes hard to do if you're a people pleaser, too. So there's a lot of internal conflict when you're like, no, it has to be this way, but like, oh my gosh, are you mad at me? That's right.

SPEAKER_04 26:57

The client is so client gave you a bad review because you wouldn't give them quote unquote a discount, whatever that, whatever this was, whatever that's pretty much.

SPEAKER_06 27:06

So they, you know, that's what I've done.

SPEAKER_01 27:09

Not to say that there's a standard in real estate.

SPEAKER_06 27:10

That's what I've come to conclusion because this person had the attorney call me up and say, you know, XYZ, but if you do this for free.

SPEAKER_04 27:25

If you do this, then hey, we won't put up that review.

SPEAKER_06 27:28

Literally, if you do if you do this for free, if you don't charge a commission, they'll forget about it.

SPEAKER_04 27:31

It's almost that extra it's all to me, it's all and look, I'm not accusing anybody anything. We don't know who any of these people are, but it's almost like extortion.

SPEAKER_06 27:37

You know, hey, don't so then half a year later or a year later, a bad review pops up. And I'm like, whatever. So it's like I put two and two together. That's you know, you didn't do something, and so this comes out. So that's gotta be what it is.

SPEAKER_04 27:57

Did you address the bad review? No, just totally left it there, ignored it.

SPEAKER_06 28:00

That was it doesn't need to be addressed. Not everything needs to be addressed.

SPEAKER_04 28:04

Why do you think that is?

SPEAKER_06 28:05

Because knowing the situation, it would have just put fuel on the fire. That not everything needs to be addressed.

SPEAKER_02 28:14

Don't feed the trolls.

SPEAKER_06 28:15

There and then there was another review, which was I actually laughed at because this client towards the end, it broke down. Everything kind of broke down, and I was only communicated through the attorney. This the my client wouldn't communicate with me. It was an aggressive, it was aggressive. The situation got aggressive. So when it closed, finally, I was like, Well, thank goodness, everything closed. And then I see a bad, and then I see it, you know, this is kind of you know, you've had these situations where when you see these memes, you're like, oh phew, it closed. Thank goodness I don't have to, you know, deal with this again. And then I see a bad review pop up because I didn't reach out and thank the person for their business. Well, because we weren't on speaking terms, because somebody was only speaking to me through their attorney. So so then there's reviews like that. You know, you're again, you're not gonna make everybody happy, and that's okay. Because if you are making everybody happy, then you're doing something wrong.

unknown 29:28

Good point.

SPEAKER_03 29:29

Good point.

SPEAKER_06 29:30

When you deal with people, when you're in a business with people, people facing, you never you're never gonna make everybody happy.

SPEAKER_02 29:38

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SPEAKER_04 30:04

Do you think being doing that sales and doing that editorial stuff and doing the sales outside into real? Do you think that makes you better at what you do now because of that? Like because you had that more of a corporate structure type of job.

SPEAKER_06 30:18

I don't know if it's the corporate structure that makes you better, um, but it's definitely sales and waitressing m definitely navigating different personalities. Me being better at this interpersonal communication, absolutely.

SPEAKER_02 30:31

There we go. Yeah, yeah, that's exactly right.

SPEAKER_04 30:34

I I actually think waitressing and waiters is sales because that's how you're getting your tip. You're getting a tip by based upon selling them on yourself, selling them on your hospitality, selling them on this, you should order this and not this. It truly is sales. There's a lot of psychology behind getting tips.

SPEAKER_06 30:48

It's service. Real estate is service. That's service. You're you're at that table for a very brief amount of time. You have seconds to read those people. And if they need more service or they don't want to be bothered, you have seconds to read the situation. Just like when you're helping a client, you have to read the situation. Like, is this a you know, if somebody is somebody not happy that they're moving? Is somebody not happy that they have to sell? Are they really emotionally attached to this house? Is one person really want to sell and one doesn't? You have to read the situation and figure out then how to communicate with them or you know, what's going on? Because people won't, people don't come out and tell you what's going on. You have to kind of read between the lines. And that's really what you're doing. You're assessing the situation and assessing people and saying, okay, what's really going on here and how can I help that service.

SPEAKER_02 31:45

Tell us about the decision to build Heart and Homes. You started to build your team to 2017, I think it was.

SPEAKER_06 31:52

Yeah, so Hart and Homes was always solo, right? I mean, I married into this great name for real estate, right?

SPEAKER_02 31:59

Like honey, I love you, but I love your name even more.

SPEAKER_06 32:02

I mean I can't say I can't take credit. I got the name before I was in real estate, so it's it worked out perfectly. Um, Hart and Homes was born out of necessity. I did not go into real estate thinking that I was gonna do this, build a team. No, I did not. Um, I ended up, you know, having kids, and I guess I was doing something right, and I got really busy. I just got really busy. I was, I think you know a little bit of this. I was homeschooling the kids, and I was involved in the association. So I was vice president, president while I was homeschooling and doing business. I was having to turn away some business, and that pained me because we know our limitations. It's good to know your limitations. I was like, I I just I some business I just couldn't take. And so I tried at one point to start the team, but you gotta have the right people, and it didn't work. So I think it was in 2013 that I was like, okay, there's a woman that I could bring on board. She showed interest in being in real estate, and I tried to make it work, and it didn't work, and so that just kind of fizzled, and I was like, all right, I'm just gonna have to do do what I can do and just chug along and do work and juggle everything. And then in 2016, the very end of 2016, I was approached, so I wasn't going out and looking. I I was just chugging along. And I was approached by a young woman, and she goes, You look like you got it together, you're doing this and this. And I'm like, Wow, okay, that's great. I look like I got us together because inside is like a squirrel in traffic.

SPEAKER_03 33:57

Great line.

SPEAKER_06 33:58

And so she goes, I want to do that. I was like, okay. And the format, because you know how REMAX works, sometimes it's it's difficult on the back end to say, how is a team gonna work? How is the back end gonna work with splits? And how are we gonna make all that work? And with the help of my husband, we were able to form a structure on the back end that says, okay, here's the split, and here's how the back end is gonna work, and here's how bringing this woman on is gonna look. And we're like, okay, this actually looks like it's gonna work. And I approached Melissa, who was my broker at the time. Remember, this was 2017, it was well, December of 2016. And I approached her and I said, Hey, if I'm gonna do this, I need your help because I'm gonna need your help on the back end with this structure and commissions and how this is all gonna work. And she was on board. You know, she is the greatest broker. Um I there's a reason I've been with her forever. And so January of 2017, we were like, okay, here we go. Let's try this. She came on as an admin, just like I did with real estate. Yeah, I was like, You're starting as an admin because this is what I need help doing. Boom, boom, boom. And so January 2017, Hart and Holmes was no longer a solo act. Two females, and then from there, Erin was her name. She's like, I want to get my license. I was like, Of course you do. So three months later, she gets her license, she starts working, and I was like, Well, I need an admin. So I get approached by another person, and we bring her on because the structure is working. We bring her on. I get approached again. We bring another person on. By the end of 2017, I got four people on my team. And I'm like, how did this happen? And it just kind of all fell into place. And each of the people, except for two of them, all started as admin on my team. I was like, if you're gonna start, you're gonna start admin. Here's what you're gonna do, here's what I'm gonna teach you. And then they all want to get their license. And so then I make them mentor with me. I was like, you have to shadow me. You have this is how you have to do it. And now here we are. At one point we were seven members, and now we're six, six members. And we're coming up on 10 years.

SPEAKER_02 36:31

Nice, congratulations. So I think you can't you kept saying, Well, they approached me, they approached me, and I think it's recognizing leadership, right? Usually it's like people want to work for somebody that they admire. And so you you're trying to grow this business, which then grows into being a broker owner. But before that, talk a little bit about your philosophy.

SPEAKER_06 36:55

Okay, I have one philosophy relationships before business. So that's really it. Um if something is going wrong, it's relationships first. And uh most of the agents on my team have families, and I was like, family first. So something, if you need to do something, uh if you need to go away, if if there's something going on, it's always family first. Business will always be there. Look, real estate was here before us. You know, before we were agents, real estate was there. After we're agents, real estate will be there. Some people may not think so. Some people may think AI and other things are gonna take over. Well, we'll see. But listen, I know, right? We might have robots. I mean, I have a theory, but we'll we can get into that.

SPEAKER_04 37:49

So you of course you said relationships first, but but those bad reviews.

SPEAKER_05 37:53

I only have two out of I I know this.

SPEAKER_04 37:55

I'm just I'm that I'm just asking. And when you say relationships first, is it meaning your agent's relationship with their family that their family comes first, or in business the relationship between you and a client is more important than yeah, so it has a couple different meanings.

SPEAKER_06 38:08

So relationship between me and my agents. So that comes first. I'm not I'm not a taskmaster, right? Uh relationship between us first, relationship between their family first, and business is relationships. Um, it's not transactional. Uh so our relationship between me and my agents is not transactional. Um and we try not to make business with clients just only transactional. People want to trust who they're working with. And again, you have to read the person. Those two reviews, things went south after the fact. Right? Everything was chugging along great. And I should have seen the red flag in the one immediately, but I didn't. It's always after the fact. So, you know, they always pop up out of nowhere. But yes, it's it's the r usually the relationship first. Like, hey, wait a minute, what went wrong? But if somebody doesn't want to talk to you and they're only communicating with you through the attorney, I'm not sure how to fix that, right?

SPEAKER_04 39:18

That relationship has already been is once removed at that point. It's very hard to say, hey, let me go back into this relationship.

SPEAKER_06 39:24

But that's what I tell my my agents. I'm like, you have to remember they're human beings that need help. And that's where it starts. You help the person, you're not in it for the money. If you go after it just for the money, it's gonna show.

SPEAKER_04 39:36

Yeah, when you have that commission breath, it always shows. So you went from running that team to now going to a partner and being a co-broker slash co-owner, correct?

SPEAKER_06 39:45

Yeah, because I had an idea.

SPEAKER_04 39:48

What was the what was the idea?

SPEAKER_06 39:49

I didn't like how something was going.

SPEAKER_04 39:51

So I said, Melissa, hey, can we Can you can you share with what you what you didn't like what was going on?

SPEAKER_06 39:57

I have an idea. Well, I I had I was being approached by some agents about how some things were were going. And I was like, okay, I think there's a better way to do something. So I had an idea. I was like, I think there's a better way to do this. Let's talk. And I've been with Melissa since the beginning, and you know, I credit a lot of how far I've come and grown to her because she's given me this space to grow basically and be comfortable expressing opinions without backlash, so to speak. Um so I was able to approach her and say, hey, what if we did something like this? And I think that she was just in a space and time ready for change and ready to share, because being a broker can be very lonely. When you're a soul broker, people don't know what goes on behind the scenes, people don't know what you shoulder, and you don't tell them, you don't tell the agents.

SPEAKER_04 41:08

So who do you think is more of an entrepreneur? You or Melissa?

SPEAKER_06 41:11

Define entrepreneur because people Okay, then I'll ask you so what do you define as an entrepreneur? Business-minded, as opposed to just ideas. So I think Melissa is a fantastic realtor and has great ideas. Um business, analytical, all of that, I think I'm more that. So when I talked to her, I was like, I have a very linear brain. I'm very linear. She's a very big idea.

SPEAKER_04 41:45

Would you say you're more of like the operator type? Even you know James every year.

SPEAKER_02 41:50

Let me think about that. Yep.

SPEAKER_06 41:54

Yeah. In the, you know, in the leadership, in the at the NISA, even in the classes, he's like, yep.

SPEAKER_04 42:01

So so there was just I'm the implementer.

SPEAKER_06 42:05

She, I'm an implementer, right? I'm a doer. I'm like, okay, you have an idea, but you at some point you have to do. You can't just keep thinking about it. So I'm a I'm a quick doer, like I will do quickly. And I'm like, okay, it didn't work. Next, I'm I'm a quick doer.

SPEAKER_04 42:20

So there was there was a movie about climbing. I don't remember the name of the movie, it might have been, I don't remember what it was. Well, they're having a conversation in this movie, and they ask because there's one person that funded it, and there's one person that's the leading the Sherpers. So one of the guys says, Well, when the decision makes of when we have to turn back from the mountain, you climb up Everest, when you have to turn back, who ultimately makes that decision? Is is and and that's always my question when we have two people who are who are partners, who are entrepreneurs together, is ultimately who's the final say? Because it has to be someone in the movie. It was who's making the decision that affects people's lives if they live or die. So I always ask anytime it's a partnership in anything, it's who's the deciding voice?

SPEAKER_06 43:01

That is a great question. Who is the deciding voice? Um, I mean, we're not we're not doing brain surgery here, but it's it really depends, right? Oh my gosh, I feel like I'm channeling Becky Jones here. It depends. Um, in real estate.

SPEAKER_01 43:22

You know, I know Becky.

SPEAKER_04 43:23

I know Becky too. Are we talking about the same Becky Jones?

SPEAKER_06 43:26

Right? Yeah, it really it really does because I think we balance each other out greatly because we're very different, quite opposite. So there are things where I'm like, you know what? You make that decision because that's not I don't care either way. It's not high on my priority list. Melissa, you make that decision.

SPEAKER_04 43:47

And then there's other things that I will say because I'm I'm big about language and linguistics. So if I go to J Mann, you make the decision. Is J Man really making the decision, or did I just make the decision that J Man makes the decision?

SPEAKER_06 43:58

Oh, this is. Like this is like some psychological psychology.

SPEAKER_04 44:04

It's because it's always the same thing, it's like the same thing about like that corporate box. I think there's certain things that when people work for companies, they have a different type of mindset than someone who's only been an entrepreneur, only been a business owner. And that's that's the reason why I ask. Because in in corporations, we usually have to defer to somebody else. Oh, you can make that choice. But ultimately, who's really making that choice?

SPEAKER_06 44:26

We do speak on a lot, like so. Just this morning we had to talk about something about a contract, and but we were of the same opinion on it. We both did a little research and we were of the same opinion on it. So if we're not on the same opinion, if we're not on the same page, we will hash it out. We will we will talk and be like, and we'll present our sides. Um, and usually I, you know, that's tough. I usually when it comes to business stuff, monetary, I'm I'm making the decision. Yeah, I think of it, I feel like there's not a lot of decisions that need to be made. Like I'm thinking there's not a lot of decisions that need to be made.

SPEAKER_04 45:07

So in this whole transition to now, your co-brokers, co-owners of the of the brokerage. What any big mess-ups? Like what was something that was uh like a flub in this, either in either in the partnership or in the just the business in in in general?

SPEAKER_02 45:26

Yeah, I mean you you start the partnership in 2020 where something significant happened in which we were deemed non-essential in New York State.

SPEAKER_06 45:33

Oh my gosh. So yeah, we we announced the partnership, you know. She she disintegrates what her LLC or her S Corp that was, you know, what she was doing, and we start the partnership and the D then the DBA, right? And we come out in 2020, January of 2020. Hey, we are co-broker owners under Let's go, we're excited.

SPEAKER_01 46:00

Yay!

SPEAKER_06 46:00

Oops, and we can't even, we can't even announce it because you know we're 2020, we we get the license, we can do everything, everything February rolls around, and we're like, okay, we're ready to announce it. And then March hits, and we're like, well, we just got buried under all this news. And we're like, okay. So people still don't even know that I'm co-broker owner of Remax. They're like, oh, you're broker owner. I was like, yeah, I still keep it just under wraps. I'm like, I don't really, I don't really care if somebody knows it. The title doesn't matter to me. I'm I'm doing what I need to do. The work that's getting done. Like, I I'm happy with the way things are running, like the work behind the scenes. My agents are happy, like we're profitable. So I'm happy about that. We are in a new space. You know, we got a new space in February of 23. Yeah, but 2020 kind of screwed us up, but we recovered we're pretty much do things remote anyway, you know, everything electronically and stuff like that. But everybody, you know, we're like, oh, we can't show house, we can't do this, we can't do that. People had a nice little yeah, wild time vacation.

SPEAKER_04 47:16

It was a forced vacation that a lot of people did.

SPEAKER_02 47:18

No, no, I'm an extravert of an ADHD. You have to stay inside, not see people. It'll be great. That's a vacation for sure. Yeah.

SPEAKER_06 47:25

Like, sorry, can't show a house, sorry. Yeah. Talk about a fight. Essential. Somebody has to deem you essential.

SPEAKER_04 47:36

Yeah, hopefully, we will never have to go through anything like that again in general.

SPEAKER_06 47:43

Looking back, I I can't wait till history, like somebody teaches history, like 20, 30 years from now, they're gonna be like, what was that?

SPEAKER_04 47:52

It is if if you look if you look back through history of all the other pandemics, you know, swine flu, this flu, that flu, it's like no one even talks about it. It's like a a an earmarked page that someone wrote about it, their school report about it, and that's and that's about it. I you know, like I I always question, especially if like the young kids I'm talking about, like are they gonna even remember it?

SPEAKER_05 48:14

It's what happened afterwards is what is gonna make you remember it.

SPEAKER_04 48:18

Yeah, this is just totally off topic. They actually say that children who are children underneath the age of three or four who wore masks or who did not wear masks but deserved people around there wearing masks, they have a much harder time taking visual facial cues from people because during their imprinting period, they never learned it. They never learned what a smirk was, what sarcasm was based upon facial cues. I'm waiting for someone to do this a full study on that, but I find that very interesting.

SPEAKER_06 48:46

I did not know that.

SPEAKER_04 48:47

Like the look of shock on your face. If you if you were three-year-old, you may not understand, you may not understand that one.

SPEAKER_06 48:53

Oh, that's interesting. Huh. Well, then they wouldn't make great realtors, they couldn't interpret things.

SPEAKER_04 49:01

So, um answer this question, I'll let Jamaic take the next one. What what do you think makes I asked you what was entrepreneur? What do you think makes either a good partner or a good agent or you know, a good operator? However, you want to answer that.

SPEAKER_06 49:19

Somebody who likes to deal with people who can think on their feet and likes to problem solve and likes customer service. So when I interview agents, or when an agent says or somebody says, Um, I'm thinking about getting my real estate license, or I'm thinking about getting into real estate because I just love houses and looking at houses. And I go, Okay, good luck with that.

SPEAKER_04 49:51

I got into real estate because I like houses. So I used to teach a sales qualifying class, and we used to ask people, hey, why are you getting into real estate? Oh, I like people, I like houses. Okay. Oh, I want lots of free time.

SPEAKER_06 50:04

Oh, I'm gonna make my own schedule. I'm like that.

SPEAKER_04 50:12

I want to ask one more. Um, when things get tough, like truly, because as a business owner, as an entrepreneur, as a real estate agent, when things get tough, and I'm asking you specifically, what listen, you know, and everyone listen to this. If you're a real estate agent or been in sales or an entrepreneur or business owner, you know times get tough when you're like, I can't believe I'm actually doing this. What gets you through that?

SPEAKER_06 50:38

Oh, every agent knows this every season. Doesn't matter if you've been doing it one year, 10 years, or 30 years.

SPEAKER_05 50:47

You always go, Where's the business gonna come from?

SPEAKER_06 50:51

What's what's going on? Nothing's happening right now. And you can ask my husband because it happens the same time every year. I go, oh my gosh, it's just so slow right now. Where what's what's gonna happen? He goes, I should record you every year. You say the same thing at the same time every year. It there's just the season where you know things tend they they are a little bit slow. And as a business owner or an entrepreneur, if you're not working, you're not getting paid. You know, there is no safety. There is no, oh, I can rely on a check every two weeks, no matter what, no matter how much I work or how little I work, I'm getting paid. In real estate, in in whatever self-employed business, if you are not working, if you're not bro, you know, filling that pipeline, keeping that momentum going, you know there's no paycheck.

SPEAKER_04 51:49

I like that answer, but that's the answer everybody gives. Hey, work harder, put that there. And and and that's that's what I'm trying to go is is maybe a little bit deeper if you're open, if you're open to that. So, like for me, when I'm you know, if crap day, something's going on, I'll go for a walk, I'll go for a drive, I'll I'll do something. Like, what what centers you when because as a broker, you know things can blow up all the time. As a business owner, things can blow up all the time. As an like, what brings you back besides, oh, I should just keep working?

SPEAKER_06 52:17

So when I have those days when I'm like, oh, where's the business going to come from? Or when I have a moment that I think it somebody's mad at me, like a client's mad at me because I think maybe I've done something wrong because that's what I do. I constantly have to remind myself, people aren't mad at you. Um but what keeps me in this business is that there is gonna be business. There is always gonna be business, and I'm okay, and I just have to trust. And so what do you mean trust? I have to um, so I have to trust in my faith that, and I trust in God that the business is gonna be there, and I don't need to worry about where the money is gonna come from. I just have to chill out. I think you have to chill out and not worry, not be anxious. So be anxious for nothing and do not fear. And I just have to keep telling myself that and center myself. I literally say over and over in my head, be anxious for nothing. And I pray. And so I sit and I pray, and that's what centers me and brings me back down to everything is okay. The business will come, and when it does, you work it one client at a time, and that's that.

SPEAKER_04 53:49

Thank thank you for sharing that. And you know, if you're a religious person, non-religious person, I think we all quote unquote pray to a certain extent, either you know, you have a conversation while I'm out walking, talking to myself. I think we all do some form some form of that. Um, and I appreciate that because a lot of people wouldn't say that's what they do. And so I appreciate you sharing that with us.

SPEAKER_06 54:08

I think for fear of right being canceled, and obviously in this business, you have to be careful about what you say. So I think we police ourselves a lot about what we say and what we do. It's real estate and there's a lot of gray area, but two, you know, you don't want to lose business, right? Sometimes, but you know, if you're trusting that you're not gonna lose business and business is gonna come, then you shouldn't. I shouldn't be worried. You know, I shouldn't be worried about that.

SPEAKER_04 54:41

I know me and Jamin have said this before. It's like the real estate rule is the same rule as they have in bars. No religion or politics. Spirituality is fine. Being political to a certain extent is fine, but if you go extreme religion or extreme politics, again, you always have to be careful what you say. But I don't think anyone ever has a problem with spirituality. I I really don't. I think that's always okay because you know, if you are, if you aren't, we know that people aren't, it's fine.

SPEAKER_06 55:06

Yeah, so that's what that's what guides me. That's really what keeps me not worried. Whereas I know a lot of people are out there worried, and where are they gonna get the business or how are they gonna make it? And I just I trust in Jesus.

SPEAKER_04 55:23

And I think that that faith aspect is just having faith in whatever, even it's faith in yourself, and that's what I think goes back to what you originally said, which I pushed a little bit on, is just doing the activities. The faith I'm gonna continue to do in the activities, and and that's faith, and it's faith in a higher power, faith in yourself, faith in whatever. I think a lot for real estate, especially for entrepreneurs, you have to have faith in yourself. And and more importantly, when you step outside that corporate box, I think you have to have a lot of faith in what you're about to do. I don't think you can do that half.

SPEAKER_06 55:52

No, you you can't if you're gonna if you're gonna go go all in. And you can't be afraid to make mistakes. You just keep moving. You know, quick starters is is the word that I I've heard. You some of the most successful people have been quick starters, but then they, if it doesn't work, then don't be afraid to abandon that and quick start something else. Like if you know it's not working, then stop. Don't try to push it.

SPEAKER_04 56:17

It's the first to fail, the first to fail principle in like the dot-com and the the entrepreneur to tech growth. First to fail. That's that's what you want to be.

SPEAKER_02 56:24

What's the one piece of advice for someone who's listening or watching now that really wants to walk away? Not really wants to, they dream of walking away from a steady paycheck for the first time because they want to leave that corporate box. Like what kind of advice would you give them?

SPEAKER_06 56:43

If you have savings, right? If you have six months saved up, six months to a year of savings, walk away now. What are you waiting for? You have money saved up, walk away and then go do it. Put one foot in front of the other, go go. What are you waiting for?

SPEAKER_01 56:59

Just do it.

SPEAKER_06 57:00

Like literally, what are you waiting for? Your happiness, why are you waiting for somebody to tell you something that you know you want to do? Trust. If you have the savings, some people are afraid of leaving that comfort zone. Get uncomfortable.

SPEAKER_03 57:15

Yeah.

SPEAKER_06 57:16

Listen, I have forced myself to be uncomfortable and and be confrontation. Like that's my worst thing. And I'll make an analogy here. I hate confrontation. And when I say confrontation, it doesn't even have to be like aggressive. It can be like I need to talk to somebody about a situation, and they may be heightened about it, like they may be emotional about it, and I have to talk to them, and it just I ugh, like my stomach gets sick. That's confrontation to me. I force myself to do that, and it's uncomfortable. But the more I do it, the better I get at it.

SPEAKER_02 57:57

The last question, same kind of question we sit with at the end of every episode. What would you go back and tell little Lindsay if she's sitting there as an admin? You know, what would you go back and tell yourself on day one?

SPEAKER_06 58:11

Don't be afraid to get uncomfortable. That's what I'd go back and tell myself. Don't be afraid to get uncomfortable.

SPEAKER_02 58:18

So get uncomfortable earlier and more often.

SPEAKER_06 58:22

Yeah, and do do the hard thing.

SPEAKER_02 58:26

I like that a lot. Thank you for that. So, Lindsay, before we wrap, where can people find you? Um, follow the new radio show and listen to the podcast.

SPEAKER_06 58:34

Yes, so we have a new radio show, Melissa and I coming out on WHCU 607 News Talk Radio every Saturday. They can find us there. It's called Knock Knock Property Talk. And then they can also find I like that.

SPEAKER_04 58:47

That's a great name.

SPEAKER_06 58:49

And they can also find me in a couple places under contract taking backup.com. That has all of our everywhere you can find our podcast on YouTube, Spotify, and Apple. And then if they want to find me personally as a realtor, it's heartandholmes.com.

SPEAKER_01 59:07

And the radio show is Saturdays at 9 30 a.m.

SPEAKER_06 59:10

Correct.

SPEAKER_04 59:11

Lindsay, thank you so much.

SPEAKER_06 59:12

Thank you guys.

SPEAKER_04 59:13

Really appreciate it. Appreciate you sharing with us. I appreciate you opening up open with us also.

SPEAKER_06 59:17

This has been fun. It's been eye-opening. I'm a lot older than I feel.

SPEAKER_02 59:25

Well, thank you again. And for those listening or watching, if this conversation hit you the way it hit us, please share it. Send it to somebody who's in the middle of their own moment, trying to make a move. Uh, subscribe if you haven't already. And next Monday, we've got another one you don't want to miss. Now go make it happen. But before you go, a quick thank you to our founding partners, Wise Agent Subi and the CE Shop. They make this show possible and they're building tools that actually help people in this industry. Check them out. All the links are in the show notes. And thank you, Lindsay, for spending your time, spending some time with us. And thank you to everyone listening or watching. That is not something we take lightly. Now go make it happen.