AoG #7: Holly Meyer Lucas - League of Her Own

Join us on this episode with Holly Meyer Lucas on her journey to achieving Greatness! She is the Founder of the Meyer Lucas Team and the Compass Sports & Entertainment Division. Known as the Realtor to the Athletes, she ranks as one of the top Real Estate Agents on Social Media by Property Spark, she has built a solid business and sells over $100M a year. 

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Transcript

Fahad : 0:00

Alright guys, I am very excited with our new guests today on the art of greatness. I met this person on clubhouse a couple years ago and it's been a while since we've actually last spoke. She is the final founder of the Meyer Lucas team. She is the principal of the sports and entertainment division at Compass. She is a public speaker. She's a trainer. She's a badass woman with one of the top teams in all of South Florida. And she's coin realtor to the sports celebrities in all of South Florida. So if you are anyone in South Florida looking for one of the best teams to support you, help you this is the person that you want. Without further ado, allow me to introduce my next guest, Holly Meyer Lucas, welcome.

Holly: 0:48

What's up? What's intro? Follow that my God, you just beat down a little bit?

Fahad : 0:56

To be you. So I love it. I know it's been what? Two years right since we last spoke and we met on clubhouse a couple of times.

Unknown: 1:04

Yeah, it's been a minute It's so crazy how clubhouse just created so many incredible like, like lifelong colleague type relationships. Like there's so many people that you and I both mutually are like close with now that came out of this clubhouse app. Like how crazy is that? Every time I think about it, it's like, it just blows my mind that like that very brief period of time. Or do you go on that app ever anymore? Rarely very, very rare at this point. How about yourself? Yeah, same I bounce in and out occasionally when like when I need a break from my normal, you know, podcasts or whatever. But it's like there was just that like it was like almost like a six month window right where like the content was fire the I think what killed Clubhouse? I'm curious about your opinion about this. Not to jump into a random topic. But I think what club kills clubhouse is the self promotion nice stuff. Like once people figured out that you could start really selling coaching programs and mentorship programs and things like that it kind of like just kind of fell by the wayside. I think I enjoyed that free information aspect of it. And that's we were hosting rooms twice a week, and I was hosting personally. And that's how I met a lot of these people. You You mentioned, Glenda Baker and DC jazz hacker was on my podcast just a couple of weeks ago. And then you just get to build these immense relationships with these people. Now we have all these mutual friends that we know from across the US across Canada. And I find it super exciting to be able to build those relationships and then utilize them through time. And there's so much learning that actually happened. I was happy to be able to give back to the community as much as I could, and then learn so much from some of the top people across North America and the world, right? Yeah, no doubt, I feel like I leveled up. Like, without a shadow of a doubt I leveled up because of clubhouse. And because of what I learned on clubhouse, one of the biggest things that I took away from the clubhouse rooms that we had, and just the sharing was how how you can share freely and not feel like you're giving away the house. Like you're not giving away all your secrets and whatever. Like I'm naturally I think one of the things that makes me a good leader is I naturally just share things to begin with, like I could give you my entire listing presentation, like start to finish it like without like, I wouldn't even think twice about it. sharing that because you're not going to deliver it the same way I am. And like I've always been very open with helping people and clubhouse I think the community that we curated, because I think there were probably like, what would you say like, like 50 to 100, like active real estate agents with like a core group being like around like, like 20 to 30 of us. Yeah. And more than that at times. But like ones that were like actively, like actively participating? Like, there were probably I mean, hundreds that listen. Yeah, but I mean, the ones that were like collaborating, I'd say 50 to 100, you're probably right, especially people that were really giving out the knowledge, the information and trying to help each other. Yeah, totally. It was so refreshing. It was the first time in my entire life where I was in, like a curated environment where everyone was sharing, like this abundant mindset that we all have. And I think that's why all of us are still so close, right? Like all of us are cut from the same cloth of just like, like, what do you need my like, my whatever, like, here it is. I'll email it to you right now. Like it was like such an interesting, cool community. No, it's amazing. I kind of miss it. But I kind of don't because it gives us the time. Yeah, sometimes you were on clubhouse for four hours. My wife was like, can you get off clubhouse, please? Can we just have a chat? I needed it though. Like I was really in a place in my business. Like I really, I mean, I really really need it, but it's some of the tidbits that I gained from other men. I learned so so much from clubhouse for real, like for real? Yeah, actively listening. Sometimes just sitting at the bottom of rooms being like, Okay, what does this person have to say? Yeah, not even in our industry there. I found myself in wormholes about all kinds Shit like, yeah. Fun times. I'm like obsessed with 3d printing now because of clubhouse like I found a room one day, this is so random. This is like real estate brain to like, I feel like all of us are so entrepreneurial all the time, I found this room that was on like 3d printing and just investments that are happening around 3d printing, and I cannot stop thinking about it even still to this day. Like, I wonder how those guys are doing? Like they're starting that 3d printing company. I want to check in. I didn't go down that rabbit hole. But that is yeah, I'm gonna avoid that one. Out. Oh, no, you don't start, I really want to go back. And you had such an interesting youth. Right? You lived in Germany for a period of time you're born here. And that? Well, I see here. I'm in Canada, you're in the US. Born in the US moved to Germany? How was that like growing up there? And what was life? Like before you actually move back? And how old? were you when you were in Germany? And then when did you actually move back to the US? Yeah, so I credit. What has made me a good real estate agent to this exactly, which is growing up abroad or growing up anywhere outside of the area where I currently am, I think a lot of real estate agents will market themselves. And there's nothing wrong with this. But a lot of real estate agents will market themselves as you know, born and raised in a certain area. So they know it like the back of their hand backwards, forward, sideways, which is fair. And I love that what has made me a real estate agent is because I grew up abroad, I've moved so many times. So my mom's American, my dad's German, I was born in the states in the States, I moved like, five times before I was eight years old. And then when we were in Germany, I moved a bunch of different times change schools a bunch of different times for a number of reasons. I speak German, I grew up, you know, in a German environment. And then for high school, we moved back to the States. So I went to including college, I went to like 25 different schools, which is kind of crazy. But I know the feeling of being new so intimately. And what that did is it once I leaned into it, especially as an adult, like once I realized that that was actually like a superpower being able to be new and navigate and be your figure out who you are in the pecking order of like a brand new ecosystem, right? There's so much synergy with that in the real estate world, being like a quick study and being able to and the reason I'm sharing this, like down this kind of rabbit hole is because I think anyone that has moved around a lot, that's one of the questions that I get is like, often is from like newer agents who are newer to an area, like how do you build your sphere? How do you and it's, it's easy to do if you do it strategically, and you don't try to be the person that was like born and raised in the area, right? Like if you lean into being the person that has moved a lot or is that that has relocated, there's so much value that you can bring to the table there. It doesn't I mean, it shaped me and made me who I am. I'm like the Welcome Wagon Queen of the universe. We have shirts and all kinds of things that say, you can sit with us not You can't sit with us. New Kids are our my my jam. I I love it. And the nice thing is a lot of your business also comes from people that are moving. And that relatability factor really helps because you've done it so much. So yeah, you moved to the US and now you're back. You're doing a you're in high school. What did you really want to do with life before you got into real estate before you got into McKesson actually doing sales? What was what was the lifelong goal? Did you ever want to go into sports seriously, because you played soccer at a young age, fairly competitively high school, I believe it was in high school. Yeah, I played in college. So and I'm sports have always been like a major part of my life or on track and, and played soccer. And I've always just been really competitive. And I come from a family of athletes too. So for me, like there was no other option than to play sports, even in college. Like I was like eye on the prize, you know, the whole time. And then in college. So I started out at Baylor University and in Waco, Texas, and then I transferred, lost eligibility because I transferred and then transferred again and found out I had lost the eligibility. So long story short, by my junior year of college, I became ineligible to continue playing. And it was like one day to the next. And it absolutely rocked my identity like rocked my world. Because up until that point, like all that I knew was all that I like was focused on being was, you know, getting through college playing soccer. My junior year of college so I was at the University of Tennessee. It was 2008 and which as everyone knows in the American Housing landscape 2008 2009 was a very challenging time for a lot of people. My parents, my dad lost his job. My parents lost their house they had to declare bankruptcy. It was dive that happened in like in college mid stride, like I had to figure out how to support myself. And I started bartending and I bartended like five nights a week, there was a point in time where I had to live in my car for a second. I, I've been through my, I've been through a lot while also having a oddly, middle class upbringing, if that makes sense like that. And I think that the reason I'm sharing that is because I think that there's so many millennials who went through something like that, but don't have, like, like, feel awkward. Because ultimately, like, like, my parents figured it out, you know, they, again, they lost their house, they were in a really, really bad spot, you know, savings wise and the whole thing, but they figured it out. And up until that point, I had been living this, like, you know, middle class life and going from that to nothing. And having to figure it out, I think is really relatable for a lot of millennials, like a lot of my friends were in the same boat. But we also, you know, didn't necessarily grow up poor. And so it's an interesting like thing for 20 year olds, like if you graduated high school in 2003 4567. In that, in that band, when did you ever have 2005? I thought around the same age? Yeah, were the exact same 8786 86 So I'm January, January. Oh, you are you in December at sec. Oh, so we're one month? Where are they exactly this January 90. I feel like, I feel like you and I have done this before. Like, I feel like we like came to this realization like and I feel like we've talked about this before, like we're the exact same age for whatever is yeah, it was like, I think it was around your birthday. And I was like it for ya. Yeah, so if you're our age, these like, middle millennials, we also graduated college, then in an economy that was like, if you could buy a job, you were lucky. You know, like, so many of my friends didn't have jobs coming out of college. I luckily, by the grace of God got a job in medical sales, which was at the time, like a godsend. And I was making incredible money out of college. So lucky. So, so lucky. But I think that it's so interesting to unpack this vulnerability that a lot of millennials have during that time, because a lot of our friends, like off the top of your head, I feel like you probably know, other people that experienced the same thing that I did, which isn't normal, like it's not normal to lose your house and to like, have your your friend's parents all of a sudden, like, you know, evicted or you know, whatever. See, but I think I want to add in the US it was much different than it was in Canada. Canada did Oh, yeah. But we got hit like 10 15%. We didn't get hit 50 60%. So that's right. Some people took that hit. I've seen people kind of graduate and still not get jobs for years, or go get their MBA, and they're still struggling to get jobs. So yes, I've seen that. But we didn't see as much of that financial instability in Canada as the US experienced overall. Yeah. Which was drastically life changing, right for most people. Did you guys did you know about what was happening? Like, how was the news cycle in Canada during that time, during the recession, fear mongering, heavily fear mongering, and I remember being in the US, I think maybe it was eight years ago, nine years ago, and everyone kept saying, Oh, you guys are in a bubble, you guys are gonna crash. That's gonna happen. It happened to us, it's gonna happen to you. A lot of Americans would chat like that to say, You guys didn't really get hit, you're gonna get hit. And guess what, we've just kept kind of riding that wave. And we went up all the way to what the peak was, I guess, March of last year. And then we've had a little bit of a correction of about 20 22% in the market. But we've also we went up 80% across a couple years, which was insane. Yeah. And yeah, that's coming down. 20. And then the last three, we've gone up 11% In average price. So February, March, April of this year, it's 5% 1% and 5%. month over month. So it's so interesting. It's just It's interesting how it kind of bounced back so quickly. Yeah. So yeah, that's a whole God. That's a whole based on pack for sure. That's interesting about the about the reset. I mean, it just further proves that our recession and you know, oh, 809 Yeah, whatever that like. I guess the are we calling it the great recession? I heard someone refer to it as that the other day. And I was like, I guess that is what it was. It was probably the biggest since the early 90s. Right? Well, yeah. 89 to 91. What happened? Well, probably the last big one. And for us, that was the last real big one. Like when you're talking about Yeah, for Canada. I think that 2008 One exists, but it was much smaller in terms of housing crisis. Yeah, that's interesting from hearing that for come from for Canadians perspective, because in the states the way I mean, but it that was like a I mean a dark, dark period of American history and the more that we unpack it now to, like the amount of people that lost properties and homes and their life savings, it's it's so substantial. And I think that it's, it's so directly related to the loans that were being issued that should never have been given to people. So I don't know that. I mean, there was an economic major economic factor that was happening in the economy, but then compounded by what the banks were doing it just, I mean, wiped everybody out. Well, anyone could get a loan, right. And I think it goes back to that movie for anyone who hasn't seen it, go watch The Big Short, because The Big Short, is probably the best depiction of what really happened. And it was a bunch of people getting loans, without any income verification, getting loans in the names of their dogs and the names of their family. You can have three properties, four properties, five properties, and then you bunch it all together with a bunch of shit. And yeah, that's what you end up getting default rates eventually. And it Yeah, absolutely. Yeah. went belly up. Yeah. Totally. Yeah, totally. Totally. So yeah, so that that shaped me for sure. And, and the real estate world, you know, I was I was working in healthcare with for McKesson for a long time. And before that, I worked for a company called sunquest, which is like, basically like laboratory software and selling to hospitals. So I learned how to sell like how to really, really sell and how to build relationships in the corporate world, which is something that I am so grateful to have had. Now as you know, the owner of my current business, anytime we bring in like a sales trainer, or someone, you know, to do an on site training, I look at the price tags of these things. And it's like Holy smokes, like I had that for free in the corporate world. Like that is an underrated reason to be in the corporate world, the training that they provide, you know, I learned so so much from you know, my mentors and bosses, but also just the systems that they have in place. How do we get this? Right? McKesson is massive. I don't think people realize, yeah, for those who haven't heard of McKesson, it's one of the largest brands out there the supply of pretty much all medical supplies across North America. I don't know if there are the worldwide. I don't know, I know North America, I know it because I worked at Target. And they were a number one supplier of all medical products. So you used to get pallets of McKesson things in all your stores. Yeah, yep. Yep. Yeah. So I think that real estate agents, it's i It's funny, I spoke on this. I did this keynote thing the other day. And I asked the audience how many it was to a room of realtors and I asked how many people started their careers in real estate like coming out of college, and the entire out of the entire room, there was one person that that raised their hand. And granted, the audience only had like three people in it. So kidding. But it was it was crazy. Like it was a lot of people. It's crazy how real estate is. So you, like you just said it, like you worked at target before getting into real estate, our industry and our colleagues come from the most incredible motley crew of backgrounds. You know, it's amazing, like our real estate community as it's amazing. Yeah, I think if you have that, and I speak of this in a couple other podcasts, if you have those transferable skills, getting into real estate makes it that much easier. If you've ever led in the past, if you've ever sold, built relationships, and selling is selling, right, the commodity is the only thing that changes. And we're now and your goal as a realtor should be to be the expert at the commodity that you're working on. Or as a shoe salesperson or as a clothing salesperson or medic medical sales, sales is sales, it's building relationships, building trust, and if you build trust, if they know you, like you trust you, they're going to do business with you. So how do you do that in that short amount of time, that's the goal, right? Because sometimes when we meet people, we only have 30 seconds, a minute, two minutes to make an impact in their lives and to show them that we are truly the experts at what we do. Here's why you should work with me without saying here's why you should work with me. Yeah, yeah, it's true. I mean, I think that that, that there are people there are people in this world that are naturally born salespeople, right, like gift of gab, having you know, the ability to navigate a salesy type conversation and you know they like I feel like if you close your eyes and picture like five people that have like a natural or natural salespeople we all picture like the same five people right? But I think I picture five myself based picture use your natural salesperson you have it no total you can just tell who has it like by chatting with them for 30 seconds you know, this person's got it this person can sell it shit on the stick to someone if they add to they're just naturally born salespeople. Totally. But I think also the the there There's so many resources that exist that help people polish those skills though, too. And so for people that do freestyle selling well, like people like you and me, right? i There are so many guardrails that I have up constantly and like boundaries that I have in place for myself so that I can sell effectively. And that comes from listening to podcasts and from reading books and from and I'm saying that because I think a lot of times, when, like, newer agents will get a little bit defeated, you know, the, if they haven't made a transaction or made a sale and and, like, Don't make it sound like it's like, it's, it's so easy for you. Right? Like, like, I'm sure you get that all the time. Like, it's so easy for you, you can just talk to anybody. Yeah, it's like, well, it is. But there's also there's so much more learning that went into, and so many losses that went into why I'm good at this, so many losses, like so many failed, you know, open house conversations that where I accidentally pick the person off and I go, why did I do that? And then unpacked it and went, Oh, okay, that's where I went wrong. You know, like unpacking where you go wrong is so important. That's part of the sales cycle, too. But I feel like a lot of people don't also see the struggle, right, you're discussing all the things you kind of went through in your younger life. And before you even got into real estate. And what people see is okay, she's married to someone who's a former baseball player, she has all these baseball clients, this that, but the hustle is real, guess what, those people may transact with you once, but they're not coming back to you if you're not giving them exemplary service, if you're not going above and beyond for them. So sure, there are certain things that fall into place because of where we are in our lives at a specific point in time. But it's not all luck. There might be 10% luck, or 5% luck. But it's not luck, that helps you sell $100 million a year. It's not luck that helps you build a successful team. That's hard work. And there's people that follow you for what you do, and love the service you give them. Why do you keep getting referrals? Why do you keep getting repeat business? Because that's where a lot of your businesses from right? Yeah, it's totally word of mouth. Reputation. We do a lot of like, like, I get a lot of what I call office calls, where the person has, you know, seen something on social media, you know, seen something about me in the news. It's it. And that shit was not built in a day like that. Oh, my God, it is. So mother trucking hard to make your phone ring in real estate, like where someone actually wants to hire you to sell their house or it is so hard and it gets harder and harder every day. Like with the newest widget and gadget and iteration of whatever lead platform like everyone's vying for buyers and sellers attention, including realtor.com, and Zillow, and all the other platforms that exist it is so hard to make your phone ring. So if you can make your phone ring, whatever it is that you're doing to make it ring double down on it, like if you get a lead from some source, and whatever it is do that thing again. For me, it was open houses like I've mainlined open houses I've like I my first client came from an open house and my second client and my third client and my fourth client. And then I did a bunch of rentals too. But it's like just keep doubling down on what it is. That's that's working until it stops working. So were you running your own open houses or for other agents? No for other agents. So I so when I graduated from college, I got the job with you know, medical sales and then I met my husband, my husband was a professional baseball player. And we had my first son and then I was pregnant with my second son and I realized that I just couldn't do the the travel for work anymore. So I had always um, I love marketing and I love creating right like the first thing we talked about was the agency's logo like it's such a funnel so I felt like real estate was such a low barrier to entry into a marketing and like creative career. And I was always so inspired by like other like going around town for however many times we moved how real estate agents would market themselves and like all their different you know logos and headshots and you know, the different designs on the bus or business card or whatever, right. So I was always super inspired by that and I always felt like it was like it was the only business you could start immediately and like build a website and build a business cards. It was like Alright, well this is what I'll do that like that's literally why I got into real estate. Um, so I started my team almost accidentally day one. I got a call I was with Keller Williams at the time, and I was in the bullpen area in the Keller Williams office and the phone rang and no one was in the office take the call. I wasn't even on floor time like it was just the front desk, picked up the phone and they I said to the back, like, Hey, can anyone take a call with a seller? And nobody was there, which is so rare. It's like serendipitous how this happened. So I was like, I'll do it. I literally been licensed for like 30 seconds. So the seller invites me over to his house to do a listing presentation. And I go like a frickin idiot. Like, by myself without asking any questions. I had the address, and I had his name and is this guy's name is Bob Johnson, by the way. So highly Google double. Turns out, he ended up he was he's an amazing man. He gave me a huge opportunity when you know, I was brand new. But when I was sitting across from him at his house, pitching him on selling his house, I was pitching myself in terms of we like I kept saying, I think because I was so used to and McKesson saying we will do this. And I'll take that back to our leadership, you know, whatever. Like I kept saying, We over and over again. So I, he hired us. There was no us it was just me. And I went back to the Keller Williams office, and there was a girl out her name Savannah enroute. She was my first agent. She was 19 years old, and she was there in the same bullpen area. And I walked in and I went, would you like to join a team. So she at that point, I had done one rental, and she had done one sale. So together, we had done deals. So she joined my team, and we ended up crushing that listing and just getting others off of that. But the buyers that I had been working with, up until that point, were buyers that I met at other agents, open houses, and I'm telling you like, if you I always think there's like if my business, so I have a team now and like 30 people that work here, but I always think like if anything ever happened, or if like I had to move, you know, for my husband's job or whatever, like if I'd moved to Des Moines, Iowa or wherever, if you just give me any real estate agents phone number, and I can convince them to let me host an open house, I will build my business again, like open houses are, in my opinion, the easiest way because what you can do with an open house, like you can meet all the neighbors, you can, first of all you can it's an opportunity to sell that house. But anybody that walks in the door is is like the world is your oyster with an open house, right? You can walk around a grocery store and invite people randomly to your open house, which is what I used to do. Right like I would I would shop for the supplies for an open house for literally hours, I would wear my nametag and I would shop around the supermarket that was near whatever house it was. And I would make small talk with everybody, like Accidentally on Purpose saying, Oh, I'm shopping for my open house. It's a 123 Main Street. I'd love if you came. Have you bought it? Have you bought a home recently? Are you in the market? Do you live here? I could talk about this forever. That's incredible, though, that is actually incredible. And it would still work today. Right? It's not like totally Yeah. It's not that it's not that inauthentic. Like it's actually very, very authentic. Like it's a very authentic way to build a business, in my opinion. Shopping for you know, hours and hours for muffins is maybe a little bit cheesy. But hey, so you're running into people with a purpose. And it's sweat equity, right? You don't have to spend a lot of money to do this. Yeah, you can throw some water balls up some coffee up. If you want, you can throw some snacks in there. If you'd like some cookies, it doesn't hurt to do something small. It doesn't cost a whole lot of money. It can be free, completely free. You put up some signs and you're done. Put up 50 signs, and you're good. Totally. All you're doing and by the way, that that that you know having 100 million signs out, like I would have literally like one sign out front. And then I would just door knock everywhere around like the open house is the excuse to have all you're doing is creating a conversation collision. So a conversation were about real estate. And because the open house is your prop for the real estate, it creates the natural rhythm of a real estate related conversation. You know, and you'll have 30 conversations that are duds, but the one just need the one yet that's it and you're trying to just build trust, you're not even trying to sell the house. If you sell the house, that's the bonus. But you're really just trying to find someone who might be interested in buying, selling or investing. And I think that's something people have to keep in mind is everyone thinks are you thinking of selling your home? Are you thinking of buying this home? Did you like this home? Do you want to put an offer? No, just wait. Have you had any thoughts about buying, selling or investing? Just ask them that question versus trying to sell what you have today. And and be honest with people I find a lot of times you walk into open houses, some of the agents are just trying to sell you that house. That's your opportunity to find out information about the person walking in about the client. Totally. Well, I think I mean, it is super super important when you're hosting an open house. I feel like we need to say this as like a disclaimer that like you're focused on selling the house but I think what the open house does that this is like the magic that most sellers don't think of is that you're creating an open showing window for other For agents to be able to send their buyers and have it be like in a safe space where they're not going to get, you know, poached or or, you know, whatever weekend's are tougher real estate agents were like back for the good ones, right? Like we're back to back to back showing homes all over the place. So there's an open showing window, I'm going to send my buyer there to be able to see the property even if I can't make it versus declining the showing, you know, so it's a huge opportunity to sell the property if you're a seller. And if your agent makes some connections along the way, then that's to a two for one. Does your team still host open houses now? Yeah, we love open houses, we sell about 70% of our listings at Open House right now. That's incredible. Which is, which is but the thing is we target the secret sauce of open houses is is making other agents feel completely safe with sending their their clients to the open house. So our focus for open houses for our sellers, and for our listings, is on creating a open showing window for our buyer or anybody's buyers to stop by. Like we're not looking for the looky loo that's like randomly driven on the street. Now the agent hosting the Open House who's facilitating it. Their goal is to get the random looky loo to come in and to create that, you know that that real estate conversation collision. So it's definitely two goals there. But I also have a, like my team, the way my team does listings is we have someone on the listing side, who represents the seller, and they never represent the buyer at the same time. So usually open houses are hosted by an agent who isn't also representing the seller. Okay, that's good. So you're not in a multiple representation position. Yeah. That makes good sense. It's great, great information for the new guys out there. So what would you see if someone is trying to get break into this market? build their business? What would be your two or three things that you would recommend to them? That the start with? And what has really helped you? Of course, you mentioned open houses, I know that's going to be one of them? What would be the other one or two things that you'd say they have to do? So I mean, for me, it's it's always like my advice with this has been the same for a while, which is join a team. Like if you're brand new, it is so Mother truck and hard to compete with, you can switch podcast, you're welcome to Milan, you can drop enough motherfucking Howard, it's okay. It's all good. I swear all the time. This probably the longest I've gone on my own podcast without swearing. So I think that's the longest I've gone ever in my life. Thank you for that. Yeah, it is so hard to start out as a new agent right now in the real estate climate that we have competing against the teams like, like mine. And I mean, there are dozens and dozens and dozens of teams, even just in my immediate area that a solo agent is really going to have a hard time competing against because we have resources and we have leads. And we have like we're competing for everyone's attention, blah, blah, blah. But my point is, I think if you're newer, I think you would be making a very big mistake by not joining a team and committing to that team for at least two years, like giving them two years to figure out how to do the real estate. And I would be remiss not to point out that the most important part of this is making sure that you're doing right by that team leader when you leave. So when you leave the team making sure that you are abiding by your agreement that you are not stealing their leads stealing the resources. That's the biggest squirrel Enos an issue that we have as team leaders, you know, I could talk about that all day long. But yeah, teams are, I think one of the best mechanisms of real estate in the 21st century. For newer agents with the flip side for some of the newer agents as well, I don't want to give away 50% or 60%, or 40%. But what they don't realize is you've just expedited your real estate career by two, three years, at times, oh, is that what you're what you're going to learn with the really good team, you can't do in two years on your own, you just can't totally, you can't at all. And it's I mean, we have agents that leave my team and you know, go out on their own. And when you look at their production from when they were with the team to what and this is even after they've been through, you know, our training program and everything, it's just it's you can't even compare the production that you get from leads just being handed to you. There's also an extreme benefit to having a leader in place as the team leader because as an agent on a team, you get to escalate things to your team leader to a client. So you get the benefit of saying to a client. Let me let me run that by Holly. Let me see what she thinks. And then all of a sudden you have an expert that's built in. Whether you knew the answer or not like I have an agent on my team that does this all the time. She's I'm not going to reveal who it is, but she's brilliant. She does this all the time where she'll say to the client, like let me see what Holly thinks about that. Like if it's a negotiation right or if something gets heated, and then she'll call me and she'll say, hey, just so you know, I'm for Mr. or Mrs. Smith, I'm asking you, if what you think about the inspection, here's what I think we should do. Do you agree with that? And then in our percent of time, I'm like, Yep, sure do and then we'll call them back and say, and it's not like, it's funny because it's not even like a cheesiness like salesy type thing. It's like, people just need an authoritative expert to validate what the new person is saying. Right? Like, if you're a new agent, it just, like, I do that all the time. Like, if I'm buying a car, and I can get the sense of the person as a newer salesperson, I'm gonna ask them to go get their manager like, like, you just, it's just a thing. So newbies get the benefit. When you're working on a team, they get the extreme benefit of escalating things, big time. And then for listing presentations, you can go out there and close them much easier than someone who's new who's never been in front of a $10 million homeowner twice, or even four or 5 million. I'm saying 10. What's the average price point in Jupiter? So that's a really it's a loaded question. Right? It's a weird question. Yeah, because we have, so we have properties pockets. Well, our market like we literally have $100,000 condos, and then 100 million dollar oceanfront estates. So the average is so skewed, and like a very weird, a very weird way, my average price point of homes is, is between it fluctuates between 1.5 and 1.8. For our listings, so that's like kind of the band that we play in, but we'll sell anything. The most expensive home I've ever sold is $30 million, the least expensive is$30,000. That's a pretty big ballpark. But anyone who doesn't have the experience walking into even a$2 million dollar home, not understanding what type of service is being offered, because luxury isn't the price point. It's really the service, right? And that's what it goes back to your team, the values what you guys stand for. And there's also major brand recognition as we spoke about the agency the name, but the Meyer Lucas brand, the lemons that holds great value for clients, when the sidewalk exactly right. And you've been around for a number of years, you've been very successful. You've been in magazines, you've been online, you're I don't know if you have billboards in Florida, I haven't been to chapters specifically. But people have seen your face, right. They know who you are. There's major brand recognition there. So I think as you said, completely priceless. Talk to me a little bit about that, building that as a brand across now, you while you pretty much built a team from day one, when did the Meyer Lucas team come to be in when did the lemons kind of come to be which I love? Yeah, so um, so I had this idea. When I first started, one of my best friends was getting a real estate license in Georgia and other states. And we had this idea of like that we would operate like kind of under the same umbrella. This was like my first attempt at like the team thing. I was exaggerating. When I said I started my team day one, it was it was a couple months in. So we operated under this umbrella that was called the time group, which is sort of Hymas a German word that means like, at home, and it was like this professional looking, like sterile brand. And I thought that, you know, with my German heritage, and with her being in Atlanta, like we would be like, you know, Palm Beach and Atlanta and it would be this, like this professional, very, very just sterile brand, right? The logo was like, like black and white. And it was, and the biggest reason for that is because when we both got our licenses, like we surveyed, you know, the, the landscape of of our competition, and we looked at, like, what all the other, you know, luxury agents were doing and, and, you know, you look at the Sotheby's logo, and it's just so like, like, sterile and professional looking, and, you know, carry such a punch, and we saw the agents, you know, in my office who were, you know, buttoned up and like they were, you know, their suits, and like, it was just very professional. Anyway, so that's what we tried to be and I want to say we like she was, we were both like, kind of just sharing resources, and sharing a website, essentially. And so I just, I couldn't hack it, like I couldn't be the professional real estate agent because when people like would meet me I would try so hard to be like this, the just everything that you would picture with, like professional realtor guy, like I would try to be I'd wear my suits and my, you know, I'd have my business cards and like, my pen with my logo and all the stupid things that that I thought was going to land with people and, and it just didn't because I am this right, like I talk in emojis and I am colorful, and I dropped the F bomb all the time. And so there was an extreme misalignment between my personal brand and what I was actually, like the authenticity was is completely out of alignment. So I was hosting an open house and for another agent and hadn't sold anything I'd done like one rental. And I was at my like wit's end with this. I was like trying so hard to make something happen. I just could not make it work. And in walks this woman named Jenny Griever. She's one of my top agents now, actually, long story short, she ended up getting a real estate license way later, but she was one of my very first clients. She walked in, and I introduced myself to her and this is very like serendipitous. I said, accidentally, I said, my name is Holly Meyer, which is my maiden name. And she, and I go by Holly Meyer Lucas, because there's a fella named Holly Lucas. And so if you Google Holly Lucas Real Estate, she was a realtor. So I had to admire back into my name. So anyway, introduce yourself as Holly Meyer, which is how I was born. It's who I am. It's, it's like me at my core is Holly Meyer, right? And her response was, oh, Holly Meyer, lemon tree. Nice to meet you. I'm Jenny. And our energy alignment. Just it. Like, you know, when you're talking to someone, like I feel this way, when I talk to you like, it's like, just effortless. You know, like, the energy is there. It's a vibe, you and I vibrate at the same frequency, you know, like, we're just, and I think the the beautiful thing about clubhouse was, we're all kind of like that, like, we found, like, a lot of us were like that, right? Anyway, so she was one of those people. And when she said it, when it came out of her mouth, I was like, fuck, that's my logo. Like, that's me. I'm, I'm the Meyer lemon, like, like emoji and like, it just I feel like my entire brand, the Secretary said that went like, oh, that's what it is. That's me. So I bailed on the sterile, you know, time group stuff and started, you know, just doubling down on the lemon thing. And it's funny. So I'm in my office right now. And like we have, like, there's just, it's, my entire office is, you know, lemons and color. And, and the rest is kind of history. But I think that the takeaway is, be who you are. And that sounds so cheesy and so stupid. But if you are a blue collar type person, be the blue collar type person, if you're a white collar type person, focus, on the contrary, call people like, sell to the people that you know, because you're going to be so out of alignment with the others, you know, like culturally, where are you from? Thanks, Sandy. Yeah, I was born in Pakistan. And I moved here when I was 10. Yeah, that's right. Okay. So this is a really good example. And this feels so obvious because you are Pakistani. If I were to go on a listing appointment with a Pakistani family, I would be so out of my depth, right? You could do that in your sleep. Right? Yeah, that's a very, very obvious illustration, like no death. It's the same for income thresholds for energy for stage of life. Like, I don't do well. For example, my team in general does not do well with, with older, very hands on people who like phone calls over text messages, people that need in person meetings, for example, like we just we don't do well with that, because all of us think fast, move fast. We like to tax we like to, we like to document things in email. We like E signature. So we don't go after that demographic, like our marketing isn't geared toward that demographic, because that's just not us. And there's going to be a misalignment there. Same thing, if I were to pitch your Pakistani parents, there would be a same misalignment. It's just more obvious with the Pakistani example than it is. And I think newer agents look at all opportunities as opportunities, right. And I think it's like, are we going to turn down an opportunity to work with someone who is, you know, an older Snowbird? No. But it's, we're not going after them by any means. Right? That's not where you're focused. You're focused on Your vibe attracts your tribe, right. And I think that's a Tom Ferry line. Yeah, Your vibe attracts your tribe, and who you are, you have to be straight, you have to stay true to it, you have to stay true to your alignment, authenticity. I think everything you said is 100% on board. And I don't go after people that I don't relate well with. If I don't relate well with them, it's okay. Not everyone's cup of tea. And it's okay to understand that your business is going to be built on what you want to build it on. And you just need to go out there provide value and it will come back to you I think it keeps coming back to the education for people and understanding how to service clients how to how to negotiate how to be educated in the market, no have the answers to the questions they're looking for. Or don't make them up. That's the other thing I find a lot. Oh my God, just lie on their teeth and built they'll start seeing random shit. Like how's the market? How do you answer that question? Well, depends on what you're looking to do. But it's not. Oh, it's been really tough. It's been tough. It's been slow. Although I haven't had a transaction in the last few months, that's how a lot of people answer that question. Not the good agents. Of course, whether it's busy slowed, there's ways to answer the question. How's the market? Versus, like the fear mongering that happens? It through the media through the articles. Oh, my God, the crash is imminent. Everything is down 50%? No, it's really not. You start reading it. And they're taking a subset of data and blowing it up into this larger, I guess, just subject line and boom, here you have it, here's your article, but more people are likely to click on that. Right. That's not I think also like, like what real estate agents are doing right now with that question. In particular, like, there's the classic like, How's the market? Well, it depends on you buying or selling, right? If you take it a step further, and like you are actually in like a full conversation with like a buyer or seller either way, you know, you're supposed to take that question and go a fork in the road, right? Are you buying seller, you're investing wherever you end up, I think right now. And granted, we're recording this in May of 2023. And I'll even I'll even double down on that and say It's mid May 2023, like now, beginning of may not end of May, is God knows what will happen. I think it's a safe thing to say and a responsible thing to say, if you're working with a buyer or seller, whoever, then you don't know what the economy is going to be doing. Like we don't know how the economy's going to shake out this summer. And I can say that, because I've sold over 1000 houses and I pay attention, like a fucking maniac to all the things I don't know. I don't know, I know, interest rates are this right now. I know you're paying $5,000 a month in rent. And I know it makes sense for you to not pay a landlord and for you to pay a seller that money instead and own the property. That's what makes sense to me. And I think like agents get so cute right now with like, like, wanting to sound. The bottom line is if you talk to anyone in finance, or anyone like like what the economy's doing right now is everyone has 45 different opinions. And nobody knows. Like, that's every year, every year. They see, I think two years ago, they're like, the markets gonna go down 14% It went up 20. Like, so weird. You really, nobody knows what's going to happen. But you should know what has happened. I think that's the one thing Yes, you can project confidence by saying, Here's what happened the last three months. Here's what's happened in the last year, here's where the interest rates are. Here's what it means for you. I think what happens though, too, is so in our market, especially so I'm in Florida and the Palm Beach area where we have so many people that work in finance, or whose dads work in finance, or grandfathers or grandmothers or mothers, so many people that are finance adjacent, and they love a conversation about the economy, about the market about real estate in terms of the the grander scheme of what those things are doing right now. So interest rates and, and commercial real estate and big development and acquisitions. Okay, so they love a conversation about that. So this topic, they love talking to the real estate agents about this topic. At the end of the day, what you're doing is you're buying the roof over your head for your family, or you're selling the roof over your head for a family and doing something else. I think that people make such a mistake of overcomplicating the real estate purchase and overthinking if they're going to be overpaying or like buy the freaking piece of property, buy it you're throwing money away at. And it's oh my god, it drives me nuts when people like we have so many clients who have been sitting on the sidelines for four years now. I mean, just not wanting to you know, waiting for the market to drop and swear to god, yeah, it's gonna cry, it's gonna come down. Well, it did. But it didn't come down as much as it went up. Right. And in the meantime, you you've spent literally $250,000 in rent, that like that the amount that it's going to go down or that the market's going to correct in that price range might be $50,000. So now you've wasted 200,000. And I swear to God, damn near every one of these types of people is finance adjacent, or they're engineers, so they overanalyze things in personal real estate, like when we're talking about personal residential real estate, and investment properties, not commercial real estate, not development, personal real estate, buy the fucking house. Yeah, because you're gonna be there. Look, on average, people are in their homes for seven years, on average, seven, seven and a half years, in seven years, whether you bite today or in six months, you're going to be up most likely, in 95% of times, where you look at it with the exception of that 2008 crash. And you might look at that, across any seven year period in the history of real estate, almost everyone is up in their investment in their principal residence. So just sitting on the sideline, a couple of things, A, the value of your money is going down year by year, what you can afford is going down year by year. And if you'd locked in two years ago, at some of those lower interest rates of 3%, three and a half percent you wouldn't be paying those slightly higher ones today. But as those rates start to go down, prices will likely go up over time again. We don't know when though we don't know if it's going to be this year next year, when that's going to be but I can see this Sure. The peak of the mark Your for us was March of 2022. Last year, that was the absolute peak of the market. And we're down I think about 15% from the absolute peak of the market. But I don't think that's the Forever peak that we saw. I can, I can see that. But do I know when that's going to be reached? Whether it's in six months? A year, two years, three years? No. But if you're buying your house to live in, you might as well go buy the house, live in it, and enjoy it. What do you say 20,000 or $30,000? In mortgage money, it doesn't make that big of a difference. Oh, my God, like, enjoyment factor of like, yeah, the enjoyment factor of owning a home and not being beholden to your landlord and like, like, there's just I think, if you Yeah, yeah. Or there's people that think they're smart, and they'll sell their homes. They'll be like, I'll wait till the market crashes. Yes. Yeah. That's all nice words. Yeah, totally. Yeah, totally. Yes. Yeah. God tight, trying to time the market as a loser's game in your personal real estate. Now, again, if you're an investor, if you are, you know, if you treat your personal real estate as an investment, also more power to you. I think there are better ways to to invest your money than relying on your personal residence like buying a home is one of the greatest things you can do for your own retirement. You're just stashing money away, you know, and you're giving something that's very inheritable to your kids. If you have enough equity, you can re mortgage it and buy an investment property at that point in time. If you want it to go to save 100 grand, it's going to take you years. And that's anyone unless you're in real estate and you get big paydays. Or you're in one of those entrepreneurship type roles. And you've got these big paydays once again, it's a very small percentage of people that get that not even the bulk, right? Because even in our industry, what 87% of people feel in the first four years. That's insane. So most people will never see that kind of money anyways. But how long is it going to take you to save if you can pull it out? And it's only going to cost you what? I don't know, 1000 bucks a month versus trying to save$100,000? That's not a bad deal. That's just not a bad deal at all. And it's probably slightly higher than $1,000 a month considering what are your interest rates? Like were six and a half? Yeah, we're on that right now. Yeah, so it's about 600 and change per 100,000. So it's about 1200. Sorry, 600 to pull out $100,000. That's not bad at all. That's a pretty good deal. And I think in understanding that it goes back to understand the numbers, you don't have to be a numbers person, but just type it into a mortgage calculator, throw in 100k Just know what that is. They want to buy a $500,000 house, just take your calculator multiply. Here's the mortgage is gonna be shocking how many people can't do that, by the way, like, shock. Shock. That's a whole other ball of yarn. But I yeah, I could not agree more. And I think also like, I think one of the reasons why I am maybe a little bit extra passionate about that is that there's so many people that make the argument of like buyers like that, while you're in real estate, like of course they're gonna say that and it's like, no, I'm actually not like, there's nothing that I would hate more than for someone to like nothing It would, it literally keeps me up at night, like when the market started doing weird things in March 2022. Like when it started kind of going sideways. So for us in Florida, it ended up like we ended up having a crazy good year. And we still I mean, I think in the States, very defined by how things are regionally because we have so much movement happening in the States right now. But anyway, it I mean, it kept me up at night when the war in Ukraine was was going down and q1 And like, I mean, I was thinking like all these people that have bought homes, you know, have have made like the worst decision ever, you know, it pains me to know. And so, yeah, that's the benefit of being a real estate agent is you get lots of all kinds of different walks of life coming at you with all kinds of different shatter, right? Yep. Are you big on in itself? Yeah. Okay. Yeah. Like so I do. So let me qualify that I invest in, I have a handful of investment properties. I just bought a commercial building, actually. Which was the one that you guys were throwing baseballs at. Yeah, I love that was fun to watch the entire thing. It's awesome. It's fun to you. And my mom probably watched the whole thing. That it's so funny with social media stuff like I have, I have so steered away from trying to beat the algorithm and trying to post things that I think are gonna you know, whatever like that is like me from five years ago. Now. All I do is post content that I want to come back and revisit and be that is like on my heart on like, if I'm posting something about real estate or about business, like if it's on my heart, I'm gonna share it. And I do not think twice about it. Like I'll put my kids on there because I want to remember that memory. That's a good example of like a core memory that I want them to remember and it is what it is. Anyway, yeah, so I just bought the commercial building. And I don't like having all of my eggs in the real estate basket, either though, so I don't I invest what I owe. The sounds shitty, but what I'm okay with losing if the real estate market does go in a weird direction, and I'm always prepared for it too. Like for my company, I don't have contracts, for example that are like, like, what our vendors, like, I do not have any contracts that are over 90 days, our lease like that I'm currently in right at the end of it right now. But it was a several year commitment. And it was the first time I had signed anything in my business that I couldn't bail on if I needed to. And I think that's probably the the, like millennial recession in May. But, but anything like it's very rare that I'll commit to anything over a year, like with any like CRM, or you know, any kind of contract. Interesting, interesting mindset, though, right? And what? Well, I think it's, it's one of the things I think that is made my business, I think it's one of the things that made it successful early on to because we were able to be very nimble with the marketing stuff that we were doing. So because I had, I would only invest in things that were kind of short term, I could double down on them. And you know, maybe I wasn't getting the$12 discount for doing the yearly subscription to whatever. But I also was able to bail on on a CRM that I hated, and a docu sign tool that I hated and move it into something else. And I built my website from the ground up one time, and then did it again, because I didn't like that platform. So I was able to I've been able to move and be nimble early on now, it would be like moving friggin mammoth if I had to do those things again. But I think when you're starting out my my point here is I think when you're starting out staying as nimble as possible, and not agreeing to the year long commitment and the $10,000, you know, upfront whatever, it just pay the extra and be month to month on platforms and things. Does that make sense? I would agree even when I started with my CRM, I'm I'm on follow up boss. And I started month to month originally till I got to a point where I'm like, this is the one I don't want to commit for a full year, especially if I didn't enjoy it. And I didn't think it was the right CRM for me. What do you use anyways? If you don't mind me asking? Yeah, so we use copper for our CRM, which have you heard about before? No, I've never heard of copper. It's funny in the real estate space, there's so there's so much opportunity for them in the real estate space. It's it the reason why I like it is because it integrates very, very well with the Gmail. So it sits like in Gmail, there's a an integration that sits like on the side of the screen, and a lot of other CRMs do that, too. I just happen to like the way that copper allows you to separate people too. So because I work with a lot of celebrities, for example, I can add to a person, like the way that it lets me see, for example, like one of my sports agents, I can see all of his clients. And then I can also see like his, the financial advisors that he works with. And I can see, like, I can drill down by his clients like like what teams there whether you like I can get very in the minutiae of how people are connected to each other. The CRM was built similar to Salesforce, where you can build like an organizational web around like who's in procurement and who's, who's the person's director and their boss, except I deal with people in that way. Does that make sense? That's fascinating. That actually sounds really cool. Yeah, it's very, very useful if you work in a market that has, like, that has a lot of like referral, things swirling around it, like I can, you can connect people in a way that's like, Okay, this is this person's cousin. And they sent us this person. And so we're sending them this closing gift, because they sent us like, you can map it out. Like, that's really cool, actually. Fantastic. I'm going to look into that. I think that'll be good. Yeah, it's awesome. It's awesome. Amazing. So we were chatting a little bit about this gap in real estate. Talk to me a little bit about the gap between the schooling aspect, and then now getting into the actual real estate market and working in there, and then we'll kind of 12 that into what it is that you're doing to close that gap. Yeah, thank you for that question. So I am very, very passionate over the fact that the real estate school or whatever course you take to get your real estate license prepares you for the exam. And they are the all of those online platforms. It's such a recurring running joke among real estate agents like what did you learn in the course nothing, right? I learned how to not get sued. Like all the important things that the state cares about or that the contractors about how long does it take you to get your license in Canada? About 12 to 18 months. It's a little bit longer now than it was when I got it. I did mine in about four We're beginning to end. But even when I got mine, I think the average was like eight to 12. Now it's a little bit longer. It's a college course there's about, I believe five courses, you have to pass. And then there's also something in person or hands on training, something like that. I don't know the details. Two years in college. It was Oriya. But it was really at home, I just read a book and then I'd go write the exam first exam was like, okay, read the book. Next day, I wrote the exam, second one was about the same. Third one was a little bit harder, but we had five as well. But to me, I thought they were easy. The only one that I found a little bit difficult was the third one, which is the actual real estate transaction, which was all the clauses. And I think if you haven't done contracts in the past, and clauses, the kind of confuse you at times now I'd be a pro at doing that. Write up an offer. All the clauses come up with them from scratch. But yeah, well, you don't know. You don't know. Right at that time. Totally. Yeah, totally. Well, and in the states, like the real estate course, and the content is like we don't even get into the contract, because they're the the version, like it's very weird. We are course here in Florida. And this is, so this is true for Florida, but other states too, like they don't teach even the contract at all, which is so interesting. They teach the statutes like the state statutes around like, what it means to be like, as part of as part of like, you representing a buyer or seller, and like laws, your own in is between client versus a customer. Yeah, like they teach, they teach the legal stuff around what your responsibilities are legally, and what a buyer's and seller's are but around the contract, they just they don't they don't teach that. And I think there's so much strategy involved in like, just got on the contract alone. Like there's so much strategy that goes into when you're negotiating and what what things in the contract protects a buyer and seller, there's, I mean, we're talking about this all day long, which is exactly what I'm doing. So I'm super passionate about the gap that exists between the course that exists and how to actually do real estate and do it well. And I think I mean, we talked about this at the beginning that if you're brand new agent, like you have to join a team, in my opinion, to be able to, to learn those things. But if you don't want to join a team, or if you are there isn't a team in your area that provides that type of hands on training, the real estate course or school that I'm building out is, is going to fulfill that that gap to help you as a newer agent understand how to do all of those things like like the Open House strategy is like the most basic example like you can Google Open House, you know how to do an open house. And there's probably hundreds of pieces of content probably chat GBT driven right around, like how to do an open house effectively. So taking it one layer deeper and like, like understanding the strategy involved with the seller and each buyer and how to follow up and all the things that are like very nitty gritty, beyond the sign in sheets, and the flags and the signs and the cookies, like this, the strategy behind it to be able to build your career. So it's called Real Estate Ng, it's I'm separating out on social media, I'm also separating out like my real estate content away from, from the rest of my content to really focus on on helping newer agents. So that is that. That's exciting. So when's this coming out? What's the timeline for this for you? Yeah, so I just bought this this building, with part of the reason being so that I can host these in person, you can attend a seminar in person on various topics, we're hoping to roll it out by the end of the summer. So make 2023 right now. So is it a modulated thing? Or did he sign up in the get access to X amount of courses are that still in the works at this point in time? It's, it's still in the works, but I think it's going to be more of a more of a freestyle menu. So because it's not lost on me that regionally things are just different, too. So like, I think open houses are probably universally like all across the board in real estate, right. But maybe like in New York City, like I don't know, that I could train to how to do a open house in New York City because of the buildings and the way that you know, so as I build it out, I think it's my goal for this is to be able to have newer agents look at like a menu of trainings and go, I want to learn about this thing specifically, and and have it be in an agnostic way. So not the, you know, the propaganda that your brokerage feeds you or that you know, your team even feeds you, right. This is such a big gap in real estate. It's so funny, because I was chatting about this exact thing that you're mentioning, and Peter and I were just having a chat a couple weeks ago and I said to him, I'm like, you know what's missing is actual training for agents, like on piece by piece topics. There's a lot of information out there. But people don't know where to find it. And there's also 1000 videos, not everything is relative to what it is that they're doing. It would include things like door knocking things like open houses, strategies, and then having that menu to pick from I think that's fascinating. I love what you're doing. Thank you, I appreciate that. I really see eye to eye if you ever want to collaborate, do anything together, I would literally just gonna say that I will be heading you apart. Yeah. And do a cameo. Yeah, any anything I could help with, I'd love to honestly, I think it's great that we've got that relationship to be able to help each other. And if there's any value that I can add to the agents that you're training, and vice versa, we'll work on something, we'll work on something with real estate Ng, and art of greatness, because whatever I do will be under that brand. So that's my brand for the podcast. It's my brand for the trainings as I roll those out down the road. That's something it's a wish list there. I haven't fully aligned to exactly how I'm doing that. But it's kind of right around the same concept that you're mentioning. But I love real estate ng look it up if you're a new agent there, and you want to join the holding the Meyer Lucas team, join that or just join the school and learn lots, because to have an expert in your corner is so so important in this business. And once again, they'll expedite their training process and their time to be successful in this business. Right. Yeah, no doubt. It's so so valuable. It's so valuable. Thank you for that plug. I appreciate that. No, no, you're the man. I appreciate your time. So before we wrap up, I want to ask two questions, and we'll talk about something. The first is If life gives you lemons blank. What do you sell them? Okay, lemonade and eautiful. And, and second is then these are my two Randalls before I go into something else. Second is you played soccer at a fairly high level. And your husband of course, played baseball. He's now a coach, and your kids play baseball. It seemed like it at least, and your baseball family. So if you had to what sport you enjoy more? And for what? And you can be honest, if you like soccer better than baseball? I certainly do. I'll admit it. I'm not a big baseball guy. Mine is basketball is number one. And soccer is number two. And I don't know if there's a third sport for me. That's so funny. I have never been asked that question before. You know what I let me let me answer this with a, like a Dodge. No political because I actually it's like, I think so. My favorite sport is track and field. Like I could watch a like any kind of track and field event anytime they're on TV, no matter what the level is like, I love watching any kind of race. And the reason why I love it is because it's so crystal clear like at the beginning like who is winning or where the like and when the the winner ends up pulling away. Like my favorite thing in the world is watching a winner pull away from the pack and win the race and like, like it's just it's so exhilarating. And it's so fun to watch because it's so clear who like it's such a bite size competition, you know, unless you're watching something that's lasting, you know, like 20 minutes, but like a sprint. It's like there's gonna be a winner in 10 seconds like ready to go. That's it like it's such a fun I could watch track all day long. I live for it. Love it. Okay, but what about soccer or baseball? You have to pick one. I'm not letting you dodge this question. I will say that okay, so in my heart of hearts, I would be remiss not to do that. I mean, it's soccer like it's baseball's? This was boring, man. It's and also I think growing up internationally to like, I my friends in Germany have no idea what like, No no concept of how big of a deal baseball actually is. Like, it's only big in the US though. Like in total America. That's totally which is which is like like they are 100% right with that, you know, like it doesn't matter in Germany at all or in anywhere internationally. It doesn't it's like American football. It doesn't matter anywhere except for the US. Totally. And so I think the thing that I love about soccer is like the World Cup being every four years like it just unites everybody, you know, we does. This feels like a dumb question. I shouldn't have this Pakistan have where they end. They have a sucker present. Never never were a cricket and field hockey presents a place we're not really which neither of which I personally follow or I'm a big fan of to be completely honest. Got it. The Canadian oh my god, the Canadians had a run. This past broke up. What's that guy's name Alfonso Alfonso Davies from Bayern. Back Incredible, incredible go. So good. I'm a buyer and girl to like I grew up in Munich. And that goal that he scored. It was my god so fast. I can picture it clears. I forget who they're playing, but I can picture how he scored it. It was like, like, Who the hell is this person? Like, why go? He's good. And He's young. He's super young. And he got his start in, in FC Bayern, and he really made a name for himself in Champions League as well. He was just incredible. Absolutely. Stories cool, too. I remember googling him after I was like, like, is this like, I should have known who he is. But I didn't. But his story is really cool to like, how he, like came to Canada and his parents like the whole Have you read about him? No, I haven't. It's worth googling. For sure. I don't want to butcher but it's worth reading about. I'm gonna take a look at that. I think there were seven guys on the Canadian soccer team from Brampton, which is where I live. Oh, no. Could I yeah, there's a lot of people from from this area, especially that make it onto the team. At a fairly decent level. It's nothing like Europe, mind you. We wouldn't even make it like our top guys won't make it to even like the third division in in Germany. In all honesty, that's just the reality, right? It's a different ballgame. Altogether in the US, though, it's like a joke. Yeah, but the US has gotten better year over year. I think eventually. I don't know if they'll ever be able to compete. What did I lose? Yeah. Hey, can you hear me? Yeah, sorry. Okay. Yeah, I don't know if the US will ever be able to compete with with Europe. In soccer. It's just not they don't have the school. It's the presence that like fanatic sadness that the Europeans have. They'd kill each other. It's because all of our all of our athletes play basketball, football and baseball. Like it's, you know, yeah, it was one of those and also the amount of money that's in basketball, football and baseball. Yeah. Is insane in comparison to the amount of money that's in soccer, especially in the MLS. It's not really as big and you're not, you're not going to make the millions and millions of dollars right away. It's like it's not even. Yeah, cool. Okay, cool. My last thing is happy. Mother's Day was Mother's Day, a couple days ago on Sunday, I want to ask you, how's life like, as a mom of three of four, because you have your husband because we're little kids? My wife, she's got three kids. So you're not wrong? How has that been managing life as a mother of three kids, three young kids, lots of testosterone in the home, managing a multimillion dollar successful business. clients needs expectations. Your kids needs expectations across the last few years, because your family has grown right from one kid to two to three. And of course for including your husband, as I say, so. Yeah, just want to touch upon that. Yeah, it's, it's my God, it's something that I am very transparent about. And I give like a very raw, like, I'm gonna give you a very raw and real answer with us. Because it's very, very, very hard. My husband works for right now he works for the San Francisco Giants. So he's gone from February through October, travels nonstop with. And he's it's always been like that, like our marriage has always been him traveling during the season. So during the the baseball season, I'm what I call a solo mom, and by myself with the kids. And I have a lot on hand, I have a lot of help. And I've learned to leverage help. I have a full time nanny. I used to have au pairs, I outsource my laundry and the cooking and the cleaning and their rides, places. I always end up like once we wrap here, I'm headed to my son's flag football game, and I will be there for the game. But I didn't have to do the drive there ahead of time for them to warm up. You know, there's always like, ahead of practices always like that, you know, our dead time, right? Like I, I won't sit there during the daytime, and I'll drive them home, I have so much help that I pay for and that I strategically utilize. If I speak at an event, for example, I have a marketing director and a chief of staff who will have everything basically set up and ready for me to walk and do my thing and essentially leave like they'll network on my behalf, they will get everyone's contact information. They'll send the thank you letters, like I just have to operate like that, because there are only 24 hours in the day. And and I've learned to prioritize the free time that I do have with my kids. You'll notice like my nails right now are not done. It's like not something that's on the agenda and hasn't been for the last couple of weeks because I've been busy doing other things. And so I definitely make, you know, personal sacrifices all the time in the name of spending time with my kids when I can. But I think it's really important for for leaders like me, especially female leaders, to be very outspoken and very real about what it's like to run a business with little kids because I think so many of us I made the mistake of doing this like, especially when I first started, like, I didn't want it to appear like I was too busy or, you know, didn't want to be too honest about my schedule because I didn't want to not get hired or, like, have it used against me, right? And I think that that's on one hand, it's healthy for your business. Like you never want your buyers and sellers to feel like they're going to be you know, take a backseat because, again, their biggest their family's priority is their home, you know? Hey, well no, that's okay. That's okay. It happens, right? You never know. I was wondering because I called you went straight to voicemail the first time and I'm like, Okay, your phone probably died. I didn't realize you were on your phone. I thought you were on a computer. Yeah, I started. I started doing very well. On. I started it from from my computer, and I jumped over as I was moving. Alright. That's funny. It died on me when I was talking about about, like, being a mom, a chicken's head man. That that's the real job. And kudos to all the moms out there. Like I think they've got that's a full time job on its own. Raising kids. And raising three kids. It's not easy. I've got two and that's a handful. It's yeah, holders. Foreign one there little. Um, I think you only have I think you only had a lesson we talked for you that you were I had my daughter only had my daughter at that time. Yeah, yeah. Oh, that's awesome. I love that. That's cool. Yeah, it's the best honestly, the best stuff like you see your kids and you're like you forget about all the shit that's going on. Anything that is difficult in life kind of goes away. And you're like, I just want to focus on my kids. Totally. Yeah. Amazing will will any questions you have for me before we call it? Well, before we wrap this up? Yeah, I have 100 questions for you. What I want to do is because annoying, I can't get this framework anymore. I want to host you on my podcast. And I it's funny, like, as we've been talking, I have been making so many mental notes of things that I want to explore. With you, your story is so interesting. One of the things that I want to like, and maybe I'll edit this out, maybe not. But I love so much how prepared you are for this conversation. Like the fact like your memory can't be that good. Like the the research that you did ahead of this. And you can edit this out if you want but like, I'm so so impressed, I speak on so many of these things. And half the time, I would venture a guess that the host doesn't really fully know, like, you know who I am, and they need, you know, the content or whatever, and which is fine. Like I get the content game, but it matters. So, so much when you're taking time out of your day to you know, help someone out and, you know, contribute to their content, like the fact that you knew what you did off top of your head without having to read it like 10 for time that was like, and that I think is also that big money energy that makes great real estate agents, great real estate agents, like the ability to give a shit about how old the roof is and how they see is and and like all the things that you need to remember about a home and about a seller and a buyers life like Templeton I appreciate it. I actually do research on everyone I bring on I want to make sure because the thing is last thing I want. And I mentioned this to you before we started, I don't want to be asking the same questions other people ask, and I want to know about about your story. I'm genuinely curious, because I think I'm sharing things that are different than what most people are sharing. Look, every other person nowadays has a podcast, right? Like, everyone's got a podcast and you show up on there. If they're not prepared, they don't know what they're talking about. They haven't done any research on you. My thing is I have an idea of what you've done look, I haven't memorized everything but I have really really good memory really good short term memory and I can remember all the things that I read and I've read all the articles interviews that you've done, and there's so many right I couldn't have watched all the videos because I think you have 1000s of hours is incredible like you just nailed like, like you nailed like the essence of who I am and I think that as someone I think the takeaway for this and I'm going to share this with my agents tomorrow I'm so excited to train on this specifically that putting in the extra effort the give a shit muscle like really, really caring about making the person on the other end not only feel feel special, but also you're gonna get the best information out of them as if you're if you're working with a buyer, for example, and like helping them find the perfect home takes a conversation where you know what it is that you're talking about, right? And so paying attention to those first couple of interactions, like this is different because you can do like you did your research. You know, on it's mind blowing, like how much you just knew it's it's not only is it flattering, but it made me like, dig deeper into you hit it on the head, like, I do these things all the time. But you and I just had a conversation about things that I've never talked about on any other podcasts before, right? And not that like my personal life is like insanely valuable or whatever. But you better believe that I like your name, and who you are as a person. Like, I feel like you and I just developed a deeper level of connection just for how you prepared for this. I appreciate I'm flattered, honestly, I've, I feel like I'm blushing. It's nice to hear I genuinely appreciate it. I want my guests to feel special, right? I want to give them that time of day to be able to say, Hey, this is your platform. And I want to share the things that other people don't share. Because I could have sat here asked you tell me a story about the best celebrity that you sold a home to. That's I didn't ask those questions. And I'm not going to cut any of this. So my actual interviews are uncut, beginning to end. That's it. Yeah, they're. So everything is basically what we see what we chat about, they get the real loss, right. And that's how people get to know who we are, is a real conversation instead of me cutting out the OMSI Oz the places where we say fog or whatever else that we talk about. It's fun, right? I think that's where people develop a deeper sense of relationship with one another. And that's what they'll get to know you to say, Hey, this is the person I really want to be around I really want to work with, I really want to learn from and that's the goal, right to give people that platform to share different things than than they share everywhere else. And I say this once again, Your vibe attracts your tribe. This is why I am some people like having the notes and there's nothing wrong with it. If you can't remember it, I don't think and one of the top podcasters in the world. Lex Friedman. I'm sure you've heard of them. Yeah, of course Joe Rogan's huge Lex Friedman has a book and writes down and he's quite monotone and boring as I find him, but he's super smart and knows what he's doing. And I don't mean he's boring. He's not good. He's really smart to listen to, but he's boring in the way he delivers information at times. That's just not my style of delivering information. But kudos to him because he has millions of subscribers. Yeah. And he's amazing at what he does. Okay, so as a podcast host here what who is your who is your like Michael Jordan, guests like who would be the best guest for you to interview Michael Jordan guest. Someone who is a podcaster or someone who's not a podcaster. Anyone that is aligned with your art of greatness. Like, I think there's so many people I can't pinpoint one. I think in terms of podcasters my favorite podcaster is Joe Rogan. I think he's super intellectual. He doesn't give a shit what anyone thinks he is unapologetically himself. And I think that's really important. That's the way I feel. I'm unapologetically myself I will share my views. Whether or not people agree with them. It is what it is. It's okay. It's okay to disagree and have good banter. I find Joe Rogan's one of the best out there. And he's very prepared for his interviews, knows about his guests and knows about the books they've written. All the research he's done beforehand, he doesn't read off paper. He doesn't do any of that. And I like being off the cuff. I know where I want to take the conversation. And sometimes it'll flow in certain ways where I knew where I wanted to go, but in the middle, we'll talk about clubhouse. We'll talk about the lemons thing like that just kind of came up. Like let me just ask this fun little question. And it's, it's okay to be off the cuff have some fun with it instead of just being all q&a, because ours was probably more conversational, back and forth dialogue versus here's the question give me an answer is that I find that for sure. I find those are too dry. But I have a bunch of people on my list. I've messaged Glenda she said yes, but then she's super busy, difficult to get on. messaged Giselle, I've got Justin Conoco coming on a lot of these clubhouse people, but a lot of agents that have have definitely sold a ton. I also want to go out of the real estate side. And I want to go a little bit more into retail as well touch upon the climate of retail. I've got a few people that are on the fence right now. But some of those people are either with big brands, and they can't get brand clearance to come on board. That's the thing. So they're like marketing heads of multi million dollar companies that are worldwide. So it makes it very difficult for them to pop on a podcast to talk about their brand, or talking about anything because they need to get clearance from Italy or from France or from somewhere else. So yeah, that's interesting. I am but the art of greatness I wanted to encompass. I wanted to really inspire people and share stories that you can achieve anything, no matter where you come from in life, whether you're in real estate or not, doesn't matter. And although almost everyone that I have had has a, I guess, a touch point with real estate and have that close knit connection with it, but I don't mind having people outside of the world that real estate either just want to have good conversations, and just, and I'm very picky with my guests. So I have a very short list of guests, and people who are truly great at what they do. I don't want just, and I've been asked that, hey, I want to come on your podcasts. I just say no, really? Yeah, just see, I'm sorry. Not yet. Maybe next year, but that's the thing. Right? Greater? Yeah, that's, and it's okay. And it's no offense to them, but not everyone's going to make it on the platform. And I get to decide, right? It's my baby, I get to decide the way I want to roll. And I think there's certain people that have a lot of value to add. That's so that's so awesome. That, that you have those boundaries in place for sure. Like, I think that's so inspiring. And I agree with that, too. I think that also like because you are the the host of this and the creator of this, like Your vibe attracts your tribe, right? So if people are not your vibe, they're not gonna land with your listeners, because your listeners tune in to like it like the Joe Rogan such a good example because he doesn't land with everybody. He lands with a lot of fucking people, but not with everybody. You know. I think being choosy with your guests is really, really smart. Like, even down to like the cadence of like, I feel like Justin and I have the same cadence like we speak in this, you know, like, like someone listening to this episode is going to roll right into an episode of Justin fine. Yeah, you know what I mean? Like, like, it's gonna be the same. That's really smart. Really, really smart. Yeah, and for me, I don't mind I don't even care about the views. I'm not doing this for because I know over time, it will happen. It's just a matter of consistency. Right? This is only my seventh episode. I want to say I've got the eighth one on the 30th. I actually my next guest is John Tsai. President. exp Canada. And John. I love John. He's got so much value to add. But they're very specific people. And that's the route that I'm going in. It's okay, if it takes me a little bit longer to get a guest. I'm not just going to have a filler for the sake of having a filler. Yeah, yeah, that's the way to go. That's totally because you'll lose like, you will lose such a portion of your loyal like, listeners by putting out it's funny, like whenever I'm listening to one of my podcasts that I enjoy, and the guest is a dud. It makes me second guess going back to that podcast again. That's smart. Really, really smart. Yeah. So it's, I think it's, I don't think it's very healthy for these podcasts to like, and I, you know, time will tell how this ends up being, you know, algorithm wise, but I don't think it's healthy for the podcasts that are pumping out right now. Like there's so many of them that have like, like, an episode, like two or three episodes a day of like, micro content, you know, I I gravitate away from podcasts like that, do you listen to podcasts like that, like that have like many, many, many episodes, I really only listened to Jerry and only specific people that are on there. And then I'll listen to audiobooks more than podcasts at times. Yeah, unless a podcast is really interesting. Depends on who it is right? If I really liked someone and someone's way of chatting, I'm not a big fan of specific people. There's people out there that are great public speakers, but they don't jive well, well with me like a Grant Cardone doesn't jive well with Yeah, I think he's a smart guy. He's made a killing on what he does. But I just find it's a lot said without seeing anything. Yeah. It's just a lot of shit. And there's no real substance to it, that I can truly utilize. To an extent I found it was good at times. There's bits and pieces. There's, and you have to figure out what works for you. Right? Not everyone's gonna Jive well with everyone else and it's okay. Yeah, for sure. I like Gary Vee, but to an extent I actually think Gary Vee is really cool with what he does lots of F bombs, but you have to pick and choose but I can't listen to Gary Vee for four hours. Yeah, I can listen to 20 minutes. That's kind of like Gary Vee limit totally tapped out. And it's okay. There's nothing wrong with that. And those guys create great content. There's some of the best content creators in the world. Now. Totally. I agree. I know for sure. Anyone you think I should interview next that you think would be good? Yeah, I was just thinking about God. If you can get Rene funk, I love her. Do you know her? I need to look it up. But I recognize the name was she on clubhouse? Renee funk. She was Yep, she's definitely I'm gonna look it up afterwards. Not bossy boss, real boss and love her. And then I just spoke at an event with someone who her name on Instagram is is she's the principal, the savvy group and I'm Stacey Samba. And she. I haven't heard a lot of content, like podcast wise of hers. I think you would you would jive with her. She is cool as shit. I'm Stacy's Tomball Texas to Texas would be a good guest for you. Yeah, Renee funk. I definitely recognize DC Stallman. I don't know, the first thing he was on. I don't think she was on clubhouse so she could be a fresh voice for you. For sure. She gave us this. Her bid at this event was just around like Mega open houses and leveraging influencers like local influencers. And she runs a team in Denver, Colorado. She's really really cool. Okay, very neat. Stuff shout out to Stacey my girl shout out to both of those Renee and Stacy right yeah, I love it. Thank you so much Holly. I really appreciate it you kind of shining the light on your life your journey sharing your greatness with us all the exciting things that you're doing. So guys, if you want to follow Holly down below the Meyer Lucas team there you want to join her right there real estate thing? I don't know if you do you have an Instagram page for real estate and yet? I do. Yes. Perfect. So we're gonna drop the link below for that as well. Make sure you follow real estate eating the myRA Lucas team and all her details will be there. And she has one badass woman one badass mother shout out to all the moms out there. And thank you so much. You're such an inspiration to so many people, not just in the world of real estate but in the world of motherhood as well. So we genuinely appreciate you sharing your greatness with us today. I appreciate you so much. Thank you so much for saying that and for inviting me on here is total honor. And lots of love back to you. I will be in touch. It might be two years next time that we chat. No doubt God. Bye bye. Have a good one.