KGCI: Real Estate on Air - Couch Surfer to Financially Free - James Michener.

Episode Date: May 9, 2024

Welcome to our weekly call. Today, I am super excited to have James Mitzner on the call. A little bit about James. He's actually out of the Arizona area or of the country. And I'm going to read off just some of the things that James has succeeded at. Now, as you guys know, feeling lucky is not about luck. It's about hard work. So I'm going to outline this. And then we're going to talk with James and find out a little bit about some of the things that have held him back, that were challenges where he was. before real estate and what real estate can really be. So I'm going to read these off because they're awesome. So 313 homes in their MLS in 2021. Congratulations on that. 278 in 2020 and 253 in 2019. Now, some people ran for the hills in those years. So that's fantastic.

Rookie of the year 2015, one realtor of the year, 2021, top team in better homes and gardens. in 2021 for volume and transactions. And on top of that, also into real estate investing, which is really cool. So 18 rentals and do hard money fix and flips for 10 to 15 houses a year. So without further ado, James, welcome onto the call. I'm super excited to have you here. Thanks, Kayla.

I'm excited too. This is really cool. I'm excited for your journey and whatnot. It's been awesome to see you grow. So I'm just, we're both. I just want to be like you and I grow up. That's all I want. Yeah.

Gosh. Yeah, it's funny. I got it from all the real estate sales, I got a bunch of money saved up. And I'm like, okay, what do I do with this? You know, is price high? Where do I move this? And what do I do with it? And anyways, it's been, it's been an interesting year to say the least.

As your posts when you said, you know, interest rates have doubled in three months. It's like, what do we do at this point, you know? So back to basics. Back to basics. So speaking of back to basics, take. us back. So for everybody watching, obviously, feeling lucky is, like I said, all about not luck. It's the hard work that we put in to get to these numbers, to get to the success. But everybody who we see is the Facebook beauty shots and the, you know, the wins. So tell us what

that first, you know, where you were when you first got into real estate? Like what was going on in your world when you first got in? Yeah. So when I first got here and I was actually living in Phoenix, Arizona, and I was working at Green Canyon University as an enrollment counselor. So basically, you're just prospecting students to try to get them into the school, right? And I really like playing basketball. I like basketball. So I got together with some of the instructors there, and we were talking about basketball on and off.

We became friends. And then this is a really funny story. One day where I'm in the bathroom, he's standing next to me in the stall, and he's like, James, you're doing really well at this job. You're going to keep getting promoted, and I look over at him. I'm, you know, we're in the urinal. So I'm like, well, I don't know yet. Well, let's talk about this when we get out of here.

We talked about when we get, when we get out of there. And I told him I wanted to start traveling, you know. At the same time, I was working at GCU with, I got my real estate license, was trying to start that at the same time working there, which was kind of crazy. And so I told the instructor, I was like, well, I want to travel and I want to teach English somewhere. He's like, oh, I have a teaching program in, uh, Taiwan. So maybe you should try that for a couple months. So I left. I did that. So I quit real estate.

I quit GCU for nine months. Ended up coming back and then got into it in November, had zero sales up until June 20 or June 30th was my first sale. So from November to June 30th, when I got back, I did nothing. You know, I tried following my brokers like, oh, send out stuff to your SOI and, you know, open houses and it just was moving so slow. Met a coach started talking to them about prospecting, hit that and one deal after another. You know, a lot of them, the first deal I had came from an SOI listing, which came from a sign call, which was at closing. But otherwise, it just started snowballing with the prospecting.

And then one thing you wanted me to bring up was, what did it look like? Like, what did that first year look like, right? So I realized real estate was going to be really hard. And I was like, damn, this is like crazy when my wife and I were going to go to Jerome for dinner, right? We got this offer. It was like one of my first listings that I got an offer on. And so I had to negotiate that contract. So we're in the car just about to leave.

I'm literally pulling up. I get the contract. I'm like, damn, babe, I got to send a counter offer. She's like, right now? Like, yeah. She told him how it said, right? Yeah, and did that 30 minutes later, then we're back on the road, right? And so that continued for about a year.

Then I started developing a team, and that team steadily grew. There was a partnership in there that didn't work out that, you know, worked for a little while, and we just went our separate ways. Then the team steadily grew, steadily grew from two agents to now 13 agents. And it's been good. There's been a lot of struggles there. I'll tell you that. like tons of frustration lots of punching the couches and the punching bag and just being like

oh what can i get this done you know like it's just yeah yeah so um yeah so what do you feel like you know because i know a lot of people that are tuning in some of them have teams some of them want to have teams some of them are brand new agents so in that first year where do you feel like you had your your screw ups or your doubts like i feel like everybody has those doubts that go through their head when they first get into it? Like, what were those thoughts going through your head when things were not happening? Yeah. So my biggest doubts were my age, right? So I started at 25, 26, when I really started hitting it hard, 24 when I got my license. And then, so it was age and then not owning a home and not really having a lot of money. I mean, dude, when I first got into it,

I was living at my, I was renting a room for my brother's house, living there for like three to four days a week. Then I would stay at a single-wide mobile home for my friend watching her dogs because she was a nurse and her brother let her stay there for a while. And it was like the worst neighborhood ever. And so I had no, I just had no foundation at that point, but I knew I wanted to work through it. And one day my brother came home and he said, hey, dude, you got to move out because we want to get my daughter her room back and whatnot, which was his wife just didn't want me there. Right. So anyways. family didn't want a couch surfer forever?

Is that, is that way we're right there? Yeah, which is funny because I was paying the entire rent for them. All they had to pay was there. And I was helping watch the baby and she was awesome. I love my niece. But anyways, it's just me and my brother were best friends. So it's hard. She wanted him, right?

So anyways, long story short. Yeah. So that's actually what sparked me to be like, dude, I am never letting anybody else dictate where I live, what I do, or anything like that. So I started hitting the phones, door knocking, being super aggressive and just hit it. I mean, I would be at the office at like 545, 6 a.m. Just to look at what it was going to be doing, try to get my stuff lined up, see what I wanted to doork, get that printed up to go.

But first I was going to do my phone calls, then do my door knocks. Yeah, and people are like, dude, you're intense. I'm like, dude, I want this so bad. Like, I, yeah, and it worked out. I was going to say, you have a team, you have agents that are on your team. Is that something that you notice? like as you're sitting there going whether they're hungry or they're not hungry because that's something that i see in people is you know they want to hit your kind of success level and they go

well i'm doing the things and then if you really look at numbers it's like how hungry are you really though yeah yeah i mean that happens all the time right but i also have to give them a little grace too because no not everybody's going to be like me and i know that that was that was crazy like what I did in those first few years, even when I've done in the last couple years, it's just been nuts. So I give a little bit of grace because I felt like I was going to lose some team members because I was pushing so hard. And my wife, my day, it's like, maybe they don't want to be as busy as you. Maybe they don't want to, you know, maybe they don't want to be the next James Mitcher. I'm like, what do you mean? Come on. I can coach it. I can do everything. Like,

they can be millionaires and like a couple of years, you know? I'm like, oh my gosh, like, now like not everybody's built that way i'm like okay cool so anyways i backed it off and but that that is frustrating and that can be tough but they're good in their own regard and uh you know you just give the leads to who you're i mean i'm learning this too like i'm this is my big learning curve the last two years i would say like i've actually because i've pulled back from my production right so i've pulled back from my production i've given back to my team now that i'm giving back to my team I'm seeing what the true weaknesses, like the true challenges are, right? Like what can I do to make us better?

And I thought, oh, cool, we're all humdory. Like, we're number one all the time and everything. But that's because I was producing a lot. And I was still being cold calling. And I still am cold calling. And I'm still doing my calls and whatnot. I'm going on some appointments. But yeah, it's, yeah, I've learned a lot lately.

Well, and I think that's a really big eye opener. So for anybody that's watching, if you want that success, it also comes with some sacrifice. It comes with the hustle. It comes with like Amanda talked about last week, that grit. Like, yes, you have to double down. You have to do things that are uncomfortable. But also the idea of not everybody has to do that, meaning you may not want that kind of success. And success, I think people look success is just money.

Success could be, I get Sundays with my family. Success could be I get to pay to go to Disney. Success can be, you know, I can provide, you know, date nights with my spouse. So when people are looking at success, it doesn't have to mean your kind of success or your definition of success, but it can mean something else to somebody else. So I think that's something very interesting, that it is different for everybody and not everybody desires that outcome. I have that challenge too where I had the same thing. I was pushing my team. I was pushing people as coaching.

And I came to the realization, Ryan said it to me, he's like, well, I mean, not everybody's you. And I'm like, well, yeah. But I mean, they said they wanted that, but that's not really wanted. You know, they think someone might think they want that, but they don't want what comes with it. So you've got to figure out that in between. Dude, and I get it now.

Like, I understand. Like, it's stressful. Like, I've been so busy. Like, my phone go off nonstop all the time. And it was one of my. my son was like two and a half three. He's like, Dad, put down your phone. Put down your phone. And there is a breaking moment where I was like,

no more. And I just like stopped it right there. And it was probably only a second or third time. The first time, second time with that, Aaron, you know. Then he really got frustrated. I'm like, okay, yeah, this can't go on for days and days. I'm going to stop this because they're only young for so long. Exactly. You only have that one time.

Totally. And it's so cool. I love it. Yeah. It's amazing. So question for you, because I've got plenty of questions. So as you were growing this, as you were going to your business, has it all just been uphill? Like you got through that first year, you figured out your rhythm and then everything after that has been absolute gravy. What kind of challenges have you hit between that start and where you are right now? Yeah, I would say the first year, the first couple years of real estate were like just a roller coaster, right? Now it's kind of like, whoo, doop, and then you're like, oh, shoot, I want to grow.

Whoa. And then you're like, okay, I'm taking that on. The groups get a little bit easier because you're like, damn, I know how to get momentum on this now. And I know how to trajectory and go a little bit faster. So, yeah, there's definitely been its challenges going forward. And a couple of those have been just knowing what CRM to use, right? How often do I need to talk to my agents? Like, I'm always with the turbo, like I coached with Kevin Ward and Colton and a couple of

Bob Laughler with Fairless Agent and a couple of those get. They all have different theories, right? And I love all of them. But Kevin Ward always talked about like his turbo leads, right? So I always tried to go after those turbo leads right away. And I didn't really stick with my sphere of influence, which I wish I would have done, which is the next thing that I'm doing now, you know. Can you explain what turbo leads are?

Turbo leads are your canceled expired's four sell by owners so that you're going after. And then, yeah, those are the turbo leads. Those are the ones like, I'm here, I'm ready, come get me. Yeah, for sure. They've already raised their hand. For sale by owner wants sell, they put their hand up. So as canceled and inspired, they just didn't have the right, you know, maybe they're crazy or maybe they just didn't have the agent telling them the right stuff for the truth right so yeah but

yeah so i was going after turbo leads i would say in touch with people because that's just who i naturally am right but i wasn't doing the mailers i wasn't doing the phone calls i would do a text here and there you know um but now i'm really going to focus in on that and hone in on it because if i can do i mean our price point's pretty good now right so now i'm looking at the thank god have been able to do really good in real state because I'm invested really well also. So now I'm kind of at a point where I can keep the team pretty busy and keep myself busy enough, which might be 30 to 50 deals a year if I want to do that, but still keep the team at a really good pace. So, but how I have to do that is my sphere of influence and keeping up with past clients and stuff. And that's, we both have similar backgrounds to that.

Like, when I first started, I did not want to call my sphere. I don't know why. Like, I was scared to call my fear. Like that was scary to me. Other people get scared of cold calling random people. I'm like, I'll call a random person. I will walk up to them on the street. They can curse at me and I'll come back again and reintroduce myself. And that was my first three years. And it was boom, boom, boom. But I knew and here's something to note you guys, part of the reason I'm making an assumption here, why James also did that is because it was measurable. You know if you have X number of conversations, X number of calls equals X number of conversations equals X number of opportunities. and deals. So you can break that down where, you know, I didn't like doing Sphere partly for the

reason of, okay, well, I'm going to contact all these people consistently and I never know where my next deal is coming from because I have to wait on them to make that decision whether or not they want to buy. I can't convince them of that versus I know this person wants to buy. I just have to convince them I'm the right person for that. And that's where that difference is when I, you know, when I'm coaching clients, oh, I talk to my sphere, I talk to my friends, say, I do social. that's supporting right like that's supporting work of showing yes i do the things this is where it's measurable so like when you're looking at this how are you approaching i'm going to call it colt's calling but your turbo leads versus your sphere so now that you are where you are yeah so i built a facebook group a

vip list of james vitcher facebook group and then i'm sending more text messages doing more calls sending thank you letters to them. So like, for instance, yesterday, I started sending electronic Starbucks gift cards for Mother's Day, just saying, hey, happy Mother's Day. Thank you so much for, you know, your support with my team and just being an awesome friend and whatnot. So I started sending those just on my downtime.

It's like, oh, I should probably send this person, this person. But I also have a list over here of people that is on an Excel spreadsheet for my SOI. My SOI is pretty big, too. It's like 400 people. There's another guy that's top producer here. And he was teaching class on farming and we're good buddies. And anyways, he's like, yeah, man, I always laugh with my team. I'm like, dude, if James Finchner just used his SOI, he would still be number one probably, you know? It's like crazy. That guy's losing out on it. So there's a lot of good people here that support me, obviously, because I got voted number one as the number one realtor last year. Like, I have a ton of support, right? So, um, and just gotten where I've gotten has been awesome. And through them, for the most part, I think. So with that, so you said you have a top list. So I'm sure some other people might have this question as well.

How are you selecting your top VIP list? Like, what does that look like? You know, I feel like if they supported me in the past, like I have one guy, Loll, who's awesome, right? He's a cowboy. He flies helicopters and like, it's like, hey, Lull, how you doing? I'm good. James, hurry, you know, and it's like, oh, good, you know what? I'm like this golden retriever,

and he's like this, like, he's like this German Shepherd, right? But he's super cool, and he's super people listen to him. And like when he gives out a referral, it gets done, right? And he's referred me countless times. So, so I try to go with who's referring me and who I like, but also, like, who are my really good friends that are going to, that's going to stay in my A team that I know would actually refer me out. And it's an easy conversation, right? And then I have my B team, which is maybe people I've ran into through cold calling that I've just kind of stayed in touch with. And, you know, it could go either way. You know, who knows if they have an agent that they're working with? Because, dude, you never know, right? I had a guy. Yeah, the other day

that was like, yeah, come on over. You can drop some stuff off. We'll be here this weekend. So I dropped to CMA off. Then my team member was going to go for a Lose Hample on Saturday, followed up with them on Tuesday. Like, dude, I mean, I just got to be honest. We got, and I know him to go on sidetrack, but I just want everybody to know that this even still happens to me, right? Uh-huh. Just want to let you know. Yeah, just want to let you know that, like, I already have two other real estate friends that I would list with that a real estate agents that support me in my painting business. I'm like, dude, why don't you tell me that before we spent all this time on all this stuff?

Because he ditched us on the listing appointment too. You know why I was coming by. I didn't surprise you. So B-Team is people that I kind of have a relationship with, being just your cold call or whatnot. And so that's how I plug and play this. It's tough. That's tough too. Like who do I put where?

How often do I contact this person? You know, because you really want to hone in on the ones that are really, really going to help you. The ones that you really want to hone in on. And the B team should be a really solid B team. So moving them towards a team, you know,

giving that support and encouragement. Yeah. Yeah. So like the shift for you, because I know I'm the same way, going from expired, spivis, withdrawans, that kind of list. It's a different kind of conversation. It's very much, you want to do it now.

Let's sit down now. Let's do it now. To now let's start, you know, kind of layering in sphere conversations. What was that shift like for you? I kind of, I haven't, I'll put it this way. I've gotten better at it. But when I was making that shift, it was more so people just started showing up. And then I started seeing, oh, wow, these are coming out of nowhere.

And it's because I've already made. the relationship, what if I did that more? But what did that shift look like for you? I know you're a caller. Like, this is, it's what you do. It's your skill. Yeah. That shift was welcomed because when you do cancel expires and for sale by owners,

you got to jump on the appointment like that day or like the next, you know, within a 24 hour period, which is cool in the beginning. But when you have kids and you're running a team and you have other stuff that you're doing, it's really tough to do that. So like not getting the now business was okay. because then I have a little bit more time to plan. I feel like I could be there a little bit more for my clients. I'm not going to be like a chicken with my head cut off.

So it was just honestly just calming to know that I wasn't going to be doing that anymore. And then I hired cold callers for that. And then my team is prospecting those as well. So it's welcome for sure. That's great. That's great. Are your cold callers? Are they actually setting the appointment?

Or they're just finding warm people and then passing it off to the agent? both okay yeah and they're expatriates through uh i mean i think vAs are good too virtual assistants this one's through a different company that they're american uh just in a different country so and uh i've noticed some big changes with that which has been pretty cool so very cool now i was going to say i was like rep people so what what company is it it's called uh call mode I've been motivated sellers. Okay. Yeah.

And it's pretty cool. I've done a lot of interviews. It's funny, I interviewed three people. The last one, I almost didn't do the last interview and then I did. I'm like, oh, this trick's great, right? So get her going. We have a meeting, like startup meeting. I'm like, give her all these tips and tricks and stuff.

I'm like, hey, do you mind reviewing like those first 10 with me real quick? So we're on the same page. She's like, okay, yeah. Like pause and pause. I'm like, did you take notes? She's like, oh. no, I didn't. And I'm like, done. Like, dude, sorry. Yeah. You just have to be higher, slow, fire, fast type thing, right? So I felt bad about that. But the reason I'm bringing this up is because

I called email, uh, commonly paid sellers and said, hey, I want to get a different person. Like on it, you know, so they started up an interview. And now I have an amazing, super awesome person. So that's fantastic. Yeah. Yeah. That's something more like that for our team. Amazing. Yeah. So what would you say the biggest challenge you've faced in real estate? Like over your span of what's it been now, eight years? Yeah. What is one of the biggest challenges that you've faced,

whether it be from a standpoint, which I get this a lot, where it's that tradition or transition from being that hustler grinder to realizing, okay, family, I need to shift this. Like what was the biggest challenge you faced and how did you overcome it? Yeah. So my biggest challenge, I would say, I kind of realize. really think about that. I mean, the first thing that comes to mind is, like, as my kids have gotten older, it's gotten a lot harder. So managing that time a little bit. And then not losing myself.

And this is a big thing for me, right? Because I got so engrossed in real estate and so, oh, I want it. And I want it bad that I kind of lost part of myself, you know, you stopped working out and I stopped, you know, playing basketball, doing some other things because I was just so single track and it worked and it was great but dude you look at yourself and you're like oh man like slug you know now I'm back on it and I'm doing well and I'm getting those relationships back and stuff like that like different kind of relationships right so I think the biggest thing was like transitioning out of that one track thought process and going going into okay how do I be James again that got himself into this right and became successful

this along the beginning because there's a really there's bread and then you got that freaking meat right there and then you got the other piece of bread right and i'm trying to get that other piece of bread in there right now because that meat's thick and i'm like oh man i uh i need to get out of that real quick because yeah get a little i feel you in that that was 2018 it was a year for me where i was like do i want to keep doing this because hustle grind hustle brine hustle brine hustle brine hustle bryne hustle bryan my friends are like where are you like you're never out you never do anything anymore like you're always real estate real estate real estate and it was I was building that foundation and then I stepped back.

I was like, I haven't even taken a vacation. Like, why am I worrying about making all this money if I'm not even enjoying it? You know, I'm not, I'm trying to do it to build that life. And yet the bar just keeps getting raised where it's like, oh, well, this is enough. Maybe this will be enough. That's the weirdest thing in the world, dude. That is so nuts. I remember when I was going to be happy with making a hundred grand a year, right?

Right. I was like, yeah, 100 grand a year. When you make that, and you're like, oh, I love this. And then you're like, I have this amount saved up and you're like, oh, what if I could get this? And then you like quadruple that. And you're like, oh. To him, okay. So I guess my biggest quest right now is like, like what's next, right?

So I've conquered. I say I conquered real estate. Or I'm saying that. That's a lot of people say, oh, James, you conquered it. Like you did this, you did that, right? Like, sure, I conquered it. You know, like there's a lot to grow through that. but what's next for me, right?

Like what's next for my family? Where does this grow? Yeah, you hit those goals and I was going to say you can be confident in saying I did what I came to do in this. Yeah. You know, not necessarily whether it's conquering. Because people say that, oh, you're so successful. It's like, well, my definition's a little different. Like, I haven't hit that thing that I want to hit yet.

So what is next? I mean, I know you're set up with some rentals. I know you want to do more investing, but like what is next in that quest? Yeah. So let me go. back to what you said about 2018, you were like, oh my gosh, that, like, that was a hard time for you. Probably the end of 2019 or 2020 was that. But I don't regret any of it, right? Because getting to that point was what got me here and, like, set a huge foundation. And I don't think I, like, totally destroyed everything, you know? Like, it was still good. Like, yeah. It was just a realization, right? So, so for everybody out there listening, like, keep killing it, keep working hard.

but just know that there's going to be a time where you're going to start to feel that and maybe listen to it, you know, because I'm glad I listened to it. So you asked what's next, right? Yeah. So I think running my team and becoming way more pulled back from retail sales, right? So working with maybe two clients a month, like listing side, I just don't want to be that busy, like that attached my phone. doing more fix and flips. I've been doing some wholesale, which is been cool. So I have a little team for that.

And then I really like hard money. I just love hard money. I think it's really cool. I think it's awesome. But the amount that you can make, it's niche. People come to you. So you have to go really outbound at a point, you know, and that you can work from wherever you want because I like traveling.

I have two trailers, big truck. Yeah. So I think maybe the hard money route and still keeping my team and doing some wholesale and flipping. That's awesome. So now for some people who don't understand what hard money is, can you explain that? I think a lot of people think this special person over here, like what is hard money and how are you involved in that? Yeah, hard money slash private money is where you're lending to investors that are looking to make money off of either fixing property or buying a rental. or some sort of investment property. Those can range anywhere from 8 to 15%, you know, the interest rates. So, and you, I don't know all the laws.

I'm actually meeting with the attorney next week. I'm meeting with another guy today after one of my listing appointments that's been doing it for a while. So I'm learning all this. I've just been like, like, Nicola, like I've done maybe five a year or so, but they've been really lucrative and super cool. Like, dude, when I come home and I'm like, Shannon, look at this. Who's my wife?

And you have all these checks that add up to like 10 grand. And she's like, whoa, where did you get that? It's like, dude, that's from the money that we have that we saved up that we've lent out, you know? Like that feels really good, you know? And people come to you and I like that part.

So it keeps it moving, which is great. And to kind of add to that, when we're looking at our economy as a whole, when we're looking at inflation skyrocketing, which I know they're saying at seven, and it's really not. It's probably closer to 12. But when we're looking at inflation going up that high, everybody that's sitting here looking at cash in their bank accounts, you need to keep it moving. Like that's one of the laws of making money is keep your money working for you. Keep it moving

because stagnant money isn't making money. So the nice thing is you've hedged the inflation by making sure your money keeps moving. And the cool thing is you do have investments that are sitting, meaning like homes and things of that nature that are being rented, but keeping things moving in different channels so that no one thing, if it gets shut down, you're screwed. Like that's what I think a lot of people ran into in 2020. They're like, oh, all my bets are on this. And it was like, and that one thing that would never close, closed or shut down or wasn't available.

Yeah. Yeah. It's, uh, and right now I have the most cash I've ever had on hand because all of those got paid back, you know, but I just did two of them. something so I need to get back out there kind of see what else is out you know so but then you got to see legal and when I have my lender license my MLO and yeah more officer license so I'm trying to build that with somebody for the hard money side so I can do more than just five a year so very cool yeah so I know we're running out of time here if you had one thing that you could share with those

that are on this journey whether it's they've hit that point of they're like, do I still want to do this or they're just getting into it? They're feeling that, that stress, that turmoil and they're seeing the success of others going, maybe I can't achieve that. What would you share with them? Yeah. So I'd do a couple things, right? First thing is, is I would look at your vision board and you why and why are you doing this. Second thing is I'd read three books. I'd read the Erica Morning by Hal Elrod for real estate agents. The richest man in about. Babylon and then Rich Dad, Ford had.

And then I would sit down with my significant other and ask them, hey, what do we see this going? This is kind of how I'm feeling or I really want to dive into this. What's our game plan so that you're both really set up? And then I would absolutely, if you're feeling stuck, and even if you're not feeling stuck, I always think a coach is really good. So the coach is super freaking helpful. I mean, if I would have just sat there and listened to my broker in the beginning, I would have been

like I would have been out of the business, right? So yeah. It's so true. I have three coaches right now. One to help me with my team. One to help me in my business. One to help like three. And when you sit back and go, wow, really? Like you have a coach for your coaching company? It's like, yeah. You know, everybody seems to think that others got there by themselves. We always had assistance, whether it was guidance or people around us to support us. Like it's never just happened magic. you didn't just have all the answers birthed into you that you came and were like, I know all of it. Let's keep going.

So it's humbling and it's good to hear that, yeah, we all need help. And it's okay to ask. I still want it. You know, I want to get a fitness coach soon. I want to like, yeah, there's a lot of things that I want to do, right? I love it. Well, hey, thank you for being on. If anybody didn't write those books down, we'll go ahead and pop them in the chat box here in just a moment.

And if you missed the live, go ahead. And if you're just coming on now, jump on Masters and Real Estate Group. We'll put that link in the chat box as well. So thank you so much. I appreciate you being on. Good to see you. And hopefully see you in person soon. Yep.

Absolutely. Talk to you soon. Bye. Bye-bye. For more information and to follow along, be sure to follow at Kayla Lindsay Realtor on all social media platforms.