KGCI: Real Estate on Air - Rural Real Estate Success: Mindset, Referrals, and Serving Your Community

Episode Date: April 20, 2026

Today's guest is from Washington State. She's up in a rural area with some tidbits of how she works her niche there. And also about attitude, a really big deal about attitude, especially in today's challenging market. We've had some pretty distressing week with different things going on in the news that have been affecting our society and which affects our business, rates affects our business, all those things. And she talks about what she does to get back to herself. to feel good about who she is and about being in service to other people. So stay tuned. Welcome to Real Estate Riches,

where Kathy Burns empowers realtors to achieve the success they've always dreamed of. Starting her career at 55, Kathy built a thriving business that offers the freedom of time and financial independence. And now she's sharing her journey to help others do the same. Whether new to the industry or looking to level up, this channel is your hub for proven strategies, inspiring stories, and the tools you need to grow your real estate business. Join Kathy each week to explore global opportunities,

successful systems, and expert insights to take your career to the next level. Get comfortable. Pick a video and start learning. Your journey to success starts now. Hey, everybody, it's Kathy Burns here with Real Estate Riches, and I'm excited today to have my agent friend here from Washington State, one of my favorite states because of my car, of course. And her name is Shaney Koffer.

How are you? And well, thank you. Thanks for having me today. Yeah, I'm excited to have you on here. So tell us a little bit about you. You've been in the business about nine years. What's your niche? What's going on in your world? Yeah, absolutely. I work in the southwest Washington region. Vancouver surrounding areas, mostly kind of target area, Washugel, Camas, Washington. We're just across the river from Portland, Oregon, down along the Columbia River. Super beautiful here. I've been in real estate for nine and a half years. I come from a long line of hospitality before that.

I'm married to a firefighter of 33 years. And he's also licensed. He got licensed because I had a client who got a crush on me and it got kind of creepy. So my husband got licensed. It's just kind of a little wingman. We have three boys, beautiful boys, some grandbabies. And yeah, I have, so my husband's license and then we also have a licensed assistant working with us as well.

Nice. Yeah, it's a lot. You and I were just talking about how last year was the worst year in real estate since 1995, and this year is kind of on par. A lot of agents are really struggling on how to be creative in this. And like you've got an assistant, thank God, because, you know, it's a tough business. You'd go on 24-7 if you're trying to do it alone unless you're really good at systems. And the majority of us are not.

Agreed. Yeah. And I've always been jealous of people who had a partner, husband, wife, whatever, where they're in the business to kind of help the help on someone. Even if it's just the minutia of helping with the signs or, you know, staging and stuff like that, we need a buddy. Yeah, yeah, yeah. He does my signs. He any opens doors. He doesn't know how to do any of the forms. He doesn't do any of the administrative. Yeah. But he's helpful. It's really helpful to have him. So. Yeah. Who wants to do the forms? Man, I hate them. But that's another story. Yeah. So what kind of real estate do you specialize? Tell me a little bit about it. Yeah. I would say I specialize in rural and acreage, homes on rural and acreage is probably my strongest niche. I do, I dabble in some luxury. I kind of had a little boom of luxury, but I think that space is changing quite a bit. I work with first-time home buyers. There's some. of my favorites to work with. So kind of around, just all around, but mostly I would say rural and acreage.

Okay. So how did you happen to get those few luxury people? Referrals. I work by referral only. Ooh, I love that. Yeah, yeah, referrals, just friends of friends or people who have worked with me, past clients. So you're not a dial for dollars kind of gal. Me either.

I don't like it. No, I don't, I don't call. I don't door knock. I don't pay for leads. I haven't had to yet. Yeah, yeah, I'm going to have to if I don't get my shit together. But yeah, no, I feel very, very fortunate. Well, I think because you have a solid sphere already, you've been in the business almost 10 years, we can reach out to those clients without being creepy saying, hey, do you need to buy or sell a house? I think you just check in with them and you, you know, get, reignite those conversations. Something that I have done since, I think it was 2012, I was introduced to send out cards. And send out cards are, they're a network

marketing company, so don't get lost people and thinking I'm trying to solicit you for that. No, this is just the coolest tool I ever used. And it got me a $5 million listing. So stay tuned. So anyway, it's an, it's a card, you know, just like a three-buy, five card, you know, or that size kind of card, right? And you do it online or you do it on an app and you create the card and it goes U.S. mail. And people aren't used to getting cards in the mail, which is really nice, right? So this is, and I can do an app on my phone. So let's say, for example, I saw that you had a new grandbaby and everybody's taking pictures on their cell phone like a crazy person and that's where they live. We don't necessarily

print them out or whatever. So I'd grab that brand new baby. I'd put it on the cover of the card because it was because I downloaded from Facebook right into my phone. I'd then copy it on to the cover of this card. On the inside left, maybe I'm a Christian gal so I might say a little blessing over the baby. And then on the right hand side, I just say something like, boy, we just don't capture our pictures and I know this is a treasure you want to keep. And just sign my name, no branding on this. I might have my phone number underneath my name on the back. I always like to do a Bible verse or something that's poetic to the moment. And then I send that card off to their home and they'll get it. They're going to love it. It's completely different. I can't even send a card, a gift with it.

Like if I wanted to send a teddy bear or something, it's all part of that package. Okay. That's great. And I do that so much. I'm kind of phasing that out a little bit right now because I'm shifting how I'm doing my business, but I did that since 2012. And back in 2012, we used to door knock had to because the market was so horrific. And there were so many expires. So I would take a picture of the front of their house. That would be the cover of my card if I was walking up to an expired, get that card. Hopefully I met with them. That's usually what I do. We knock on the door, try and meet with them, see if they wanted to relist the house. And if they did, and we made an appointment, I take a picture of that house, then I'd send them a little notes saying it was great meeting you today, looking forward

to discussing how we could do better this time around with your house and get actually get it sold. And that would have branding on the back. But it would, they'd open up the card and see the picture of their house like, wait, what? And then they'd open it up. First of all, it's a card coming to mail. And it's a nice quality card. And so we got business and we got a reputation that way. you know, that's how we would follow up.

The send-out cards were it. And then I had a brainstorm to create a card called, I got a guy and a gal too. And that was on the cover of the card. And so on the inside left, we'd be all about whoever the vendor was that I wanted to promote. Okay. I never give the whole list ever.

And I think I told you earlier, I'm part of a networking group called BNI, Business Network International. So only one realtor is allowed in the groups, but you get all these other trades, right? And I had already gotten to know them in my meeting. So I'm like, all right, I'm going to feature Bill the Plumber, right? So the covers, I got a guy and a gal too.

That's just big puffy letters with a blue background. And on the inside left, all about my guy. Here's a logo. Here's the name of his company. Here's a bit about it. The phone number and website, all the stuff right to him. Then on the right hand side, I go. hey hey Bill or hey Jane this is my monthly newsletter where I like to promote

somebody that I really believe in for my clients if you don't need them please feel free to share it along if you need something and I don't have it I got a guy who's got a guy I'll find you something and so and I don't I said you know I always like to be top of mind for referrals if you got any and then I sign it my phone number there and that's branded on the back and I would send those to everybody in my B&I because I wanted them to be a referral partner with me. And I would send them to key clients that I loved and cherished and probably send out about 130, 150 a month that those would go out. And people became really used to them. Well, there was this one woman. She had a little

bead shop in town. And I didn't know that she owned the big mansion right by my house, that she just got in foreclosure when I met her. And I bought a group on that got me to the bead store. So here she is. We're doing our beads together. I didn't know she was also the owner of the store. I just thought she was a worker. So we're chatting back and forth. I were building our little necklaces and our stuff. She tells me about the house she just bought. I said, get out of here. I know that house. I said, I'm a realtor. And she got it in foreclosure. She paid three million something because that was when the market was brutal, right? And I talked to everybody building relationships, which I feel you do too, right?

That's how you get. It's a really big nugget right there, people. So anyway, we're chatting. And through the, I also had a Facebook group called 365 things to do around Lake Norman. That's where I live. Lake Norman is the name of the area. And so I said, you know, you've got this store. Do you ever run specials or have events here?

And she goes, yeah, I said, you just let me know. I'll promote it on that page. And so I would promote her different things that were coming up. So I'm giving. And so pretty soon she calls me saying, hey, my sister needs a house. Okay, great. So that was around a $350,000 house. Wonderful. Then her son needed a house. Wonderful. Then her sister wanted to sell the house. Wonderful. And I just got dribbles through the years, right? Twelve years later, she's ready to sell the big one. And she calls me $5 million. And that's because she got consistent. consistent cards for me with the I got a guy. And I promoted her thing. So it was a combo. But it's little things like the build your referral basis because you're still connected. Sure. What do you do to kind of stay connected to your peeps? I would say definitely relationship nurturing. I think I when I don't even think about it, but I'm just kind of in my flow. It just comes. It's when I start thinking about it that it gets

kind of weird. You know, just like that, supporting local businesses, I have a huge part for women in general. I'm a yoga instructor. So I have a, I have deep roots in the wellness space. So, you know, I'm constantly kind of nurturing those relationships unknowingly, you know, just by being frequent at their business, bringing, you know, sending them lots of referrals. And I think I'm starting to kind of hone in rather than having a broad reach through the county that I live in and the adjacent county, I'm really honing in on my immediate community and just trying to stay top of mind and be a resource to everybody where everybody knows that I can. You know, I'm also a connector. You know, if I know someone's looking for something, I'm like, oh, I've got it. So it's interesting

because I was doing that long before I even became a real estate agent unknowingly. I've always been a huge advocate for women in business. I love that. And, you know, what you were talking about is just, giving back. You're just a natural giver. And I believe that that natural component, it can also be without being creepy, like you just said, you can be on purpose to be a giver where it can be very genuine. You know, you may have a strategy, but you, these are people that you know and you want to have a connection, right? But also, one thing that you said that you did was hone in on your area. Yeah, there's a lot of agents. They'll go an hour's drive here and there.

And I'm like, no, work your territory. Yeah. Know it well. Understand its nuances like land. You do a lot of land, right? Rural land. That has a nuance all in its own, doesn't it? Absolutely.

Yeah. So how did you go about learning that? I live on it. I live on rural. So property. Yeah, I mean, we're kind of in a small community. talked about 20 minutes out of town. We've got a small school up here.

So, you know, it helped. We built our house and kind of went through the whole process with the septic and the well. So, you know, when I got in, I kind of understood that. Yeah, just more than anything, I got into it just by demographic being here. Yeah. I was on, I moved from Michigan to North Carolina and we live on a manmade lake here. And Michigan is all natural. A very different story on a man-made lake. I also knew that the money is better on the lake than it is off the lake. And I was starting my career from scratch at 56. So I had to really start to figure out where it was going to be the place that I could make the most net and find pleasure in what I was going to do. So the waterfront was really where I decided to focus. And I looked for second home opportunities because people, the niche, the price point was forward.

900 and that window when I was really going after it. It's way over that now. But that was 2006 through probably 2011 that I was really honing in on that territory. And the market was really bad through that, you know. But the great thing was in 2006 and seven, they were buying because the market was good. But when it turned, now they're selling those same second homes that they were buying. So that's why it made sense. But I really honed in to learn everything about a man-made lake of all the rules so that I could be an expert and became so-called waterfront expert. Yeah, okay.

That's cool. Now, you mentioned you're not a techie. So tell me how much you're using any kind of tech in business. I use it as little as possible. I hate technology and nothing's going to change that. I just my new assistant is it she geeks out she studies she figures it out she'll sit you know go and chat GPT she'll figure it out I have an outside marketing person that kind of does the algorithm and social media manipulation I'm working on automating you know mailers I do handwritten cards

that's good you know I don't have a great CRM I'm not proud of that. I'm working on getting that. You know, those are just kind of like my little blind spots. I'm not super proud of. I've got systems in place for lead generation. I actually coached with the core. I'm sure you're familiar with Rick Ruby. Isn't he out of this area? Yeah. Yeah. They're at North Carolina. So and then, but in terms of like I, this technology stuff is just moving too fast. My brain just doesn't know how. I can hand it to my 15 year old son and he could figure it out. So, you know, and I know I'm missing the mark. I believe we can't be super good at everything. I'm super good with people. And I just kind of submitted to the idea that if I can do just enough

technology to kind of get myself by and then outsource and support other women or people in business who do know technology, I'll just pay them to do it. And I think that's real. Yeah. I am 75. I'm a tech not like crazy. And I know that if you want to, you can. But I'll tell you what.

Well, first of all, at 75, your brain gets a little fogier. And I think it just does as you age period. You know, so I, like Monday, I was lamenting into my chat, GPT of where I'm at in my business. And I said, everyone's passing me up. and I'm trying to go as fast as I can. And what do I need to do to focus on? Because I'm also ADD. So I'll flip all over.

I keep a little squirrel on my desk to remind me to stay on track, Kathy. Oh, yeah. Yeah. But man, I teach AI to agents who don't understand the basics because the basics are mandatory to just have some basics in my mind. And I don't want agents get. left behind, especially ones who can't afford to have an assistant right off the bat. And yet, if you're in competition with me and I think it's different in a rural area because

there's a mindset that's different in a rural area, wouldn't you say it's a more trusting, more friend, more community than it is like in a suburb or something, a city or whatever. I feel like you have a friendlier audience that you're working with. Not necessarily. I mean, I think, yeah, yes, yes. And no. I mean, I think there's, yeah, a little more, maybe rural setting can be a little more closed-minded. I mean, I think it just depends. You know, my clients are all super friendly. I feel like all the agents I work with are really friendly. I don't do a ton. I mean, I work some in the city, too. I do neighborhoods as well.

But, yeah. So I'll give you an example. So if I, had to go on a listing presentation and you were going on a listing presentation it depends on the seller now if the seller doesn't like tech i'm going to annoy the daylight's out of them because i'm going to come with data and all kinds of stuff prepared to match to validate all the numbers validate exactly what i'll be doing with my marketing i'll have such solid information because of my tech and my presentation of how that whole thing is going to go forward because of tech. And let's say you just came in and Bill, hi, I don't know how you do your listing, but here's my listing package, here's how I'm going to do it. It does depend on the seller because the seller's personality is a big part of it, you know?

So sometimes I might blow you away and sometimes I might not. And I think it depends on their style as well. And if only I could know that before I went in on my listing appointment. Yeah, right. Is that true. Do you know the DIS program D-I-S-C? So I learned that in the 90s and for me, I can see a style by the car that a person drives. And so if I can see their car in the driveway, I might say, who drives the convertible here?

Now I know who's the fun one. one and who drives the big heavy pickup truck okay that's my D typically now maybe out of necessity but I can tell by the style of that truck how they decked out or how it isn't decked out yeah are they a stronger D they can even be an eye depending on how jazzed up it is so but I can also get a feel just from the cars in the driveway before I walk in oh that's fine yeah yeah it's fun so do you do anything on LinkedIn. Just what my social media

person is doing and I'm not sure how strong that is. Well, and as I think about this, I don't know that it's necessarily something that you have to do. Hold on. I just want to make sure I'm recording. Phew. Because I

It says it's being recorded. Okay, good. Because I've done this where I've done the whole thing through and I didn't push record many times. Damn it. Darn it. Blip that out. people and I'm going to talk about what I'm up to right now about LinkedIn because

not everybody's in a rural area and this is all about learning some new stuff and this is this is new for me so I have been a huge fan of LinkedIn for years and years I've got over 12,000 people in my that are followers because I've been on a mission it's not that they're necessarily following me I'm chasing them a lot of them and okay so and most of them are my target audience of who I want So I noticed that I started, and LinkedIn has been evolving of like who's on there. So it's a lot of business people in there, high net worth people in there. And that's my target market.

Because what I do is I look for agents who work with high net worth clients that aren't working globally because I work globally. and I help them recognize the business that they're missing because there's a lot of people buying second and third homes that are high net worth people. And they're buying them from different agents that, you know, they may have had a great database, great relationship, but they're not even saying, hey, I'm going to go look in Portugal and I'm going to buy a second home over there on an investment property. They don't necessarily tell that agent until it's already done. Oh, we bought a house in Portugal. I'm like, no, here's how to think ahead. Think bigger and work that database.

Now me, I'm with the XP Realty, so I'm connected with top agents all over the world because I'm one company. It's seamless. So I look for even more high-level realtors who work with high net worth clients so that I can send them outgoing referrals. Because at this age, I would much prefer to do an outgoing referral than an incoming referral. Right. And so I just did one to Kenya the other day, a million dollar ocean front home to and we're our company's not even in Kenya, but because of our resources of where I can go track down quality agents, I got one in about an hour. I had three as a matter of fact to pick from. And one is actually going to work with the listing agent because she's got buyers that the

listing agent's going to have it. I'm going to get a referral commission and it's a 50-50 split. How about that? That's great. Yeah. I know. I love that. And that was because of doing podcasts. I was interviewing him.

He's out in California. I was asking him. He was in Beverly Hills. I said, well, you work with some wealthy people, don't you, buddy? And he said, yeah. And I said, are you doing this? And he goes, no. I said, well, let me teach you.

And so he just gave me that Kenya person with no strings of dash. Said you go deal with him. Awesome. Yeah. That's so great. So with Link, in, you can do a newsletter. So I work with Chad ChpT back and forth to figure out what's my title going to be, what's my description of my newsletter, what's the picture going to be about,

how's the picture going to look so that I can create a picture within an AI product. And I try to do this on no pennies at all. The primary one that I spend my money on is Chad ChaptiPT for $20 a month. I was going to ask you, I do use the paid version? In a heartbeat, yeah. because I do so much with it. And you don't get all the benefits if you don't. Yeah. Your information is start, the newest information is from 2023. I need to expand my AI like dependence.

I'm still a little limited in my thinking. It's like I can't make my brain reach further. Well. If you can at 75, I should be able to at 44, right? I mean, truly. No, I get it. It's intimidating to a lot of people and that's, I teach it. I'm not even intimidated anymore as much as like I just can't think far enough.

Like when I do it and it unlocks, I'm like, wow, that's crazy. But it's like I just can't seem. I mean, I'm even like pondering working with a real estate coach right now, but I'm like, could I just pay chat $20 a month and just get coached by chat GPT? You absolutely can. I created a board of directors with 11 of these amazing people that are not real people on the computer, but it's their twin, basically. Like, I'm a Christian gal, so Jesus was number one for me.

I had the founder of our company because he knows everything about the company. I have Tony Robbins for personal development. I've got Richard Bryson for fun and marketing creativity. I've got 11 different people on my board of directors because I create. But I created a personalized GPT that's called my legacy leaders. And so I went into that GPT, which I teach in my class, which is free. And it's coming up in a couple of weeks, which you're welcome to come to. Anyway, I created the GPT myself.

And then now it's saved. And so like Monday, I was lamenting, hey, I'm really frustrating my business because I'm ADD. and I've got all these visions of what I want to do. And my marketing's here, my marketing's there. Here's my, you know my goals. Which one of the board of directors is going to help me the best? And it picked Steve Jobs, which was one. It fixed Steve Jobs to narrow me down to be specific of what it was.

And then it picked Richard Branson for the marketing piece of it. And it picked Glenn Sanford because I was working on something with EXB. So I had three top brain minds of all the data that the world has on these people to give me coaching. And so it laid it out. On your at GBT app. Yes. But what you don't know is that there are individual GPTs. They're like specialized ones built out.

And that's what I created. Oh, okay. And people have them all over. And that's what I show in my class, how you can go find them on specialized subjects. I don't know if you heard about Fiverr. Do you ever heard of Fiverr? It's where you go hire somebody to do a project, like an editing project or create something for you. And there are all these for people who use it all over the world. I've been using it 20 years. That company just laid off 250, not laid off, let go, 250 employees because AI can do all those jobs. That's why I'm saying to you, hold off on the coaching. Come to my class. I'll teach you some basics and you can do it because this is what they were doing me for me they were coaching me and three brilliant minds going to be coaching me on what my challenge was and so it said focused in on your newsletter this week kathy and do this one other thing and so the newsletter i knew was going to reach 12 000 people on the first launch and so

it's and and it said use use us to go back and forth to figure out linked linked in because i i don't necessarily know how to make a newsletter that would be compelling because it's all about finding high net worth clients that want to buy around the world and so that's part of my target market and the other part is finding even more agents that I could align myself with in different countries who would take on some of these deals and we would have referral partners so that's how it was going to be so I needed a picture and I said okay now we've created the article which took all day long it's not necessarily faster, but it's more effective because it's really being thought out by quality marketing pieces. And you'll have questions with it and banter back and forth. And I yell at

it and we have all kinds of fun. And so I created the newsletter and I said, you know, what's based on what's the description of this? I need a picture because you have to have a picture for a LinkedIn newsletter. And so it goes, I said, give me five ideas. So it gave me five ideas. So gave me five ideas. I said, okay, I like the one because this was about Portugal, Spain, in Dubai. And so it said, I think you should do a collage of those three. And I'm thinking the beach in the Algarve. I'm thinking the tall buildings in Dubai. And I'm thinking a villa in Spain. I said, I love it. So I said, create a prompt for me to describe this to take to another platform where it will create the video or the picture.

So it creates the perfect prompt. I took it over to the other platform and it kept doing a square picture. I said, this isn't working even though I'm giving it the size. And so chat said, come back and use the video or the picture that we have in our platform that's down in the tools that you're not paying attention to. So it'll call you out.

And I said, oh, okay, great. So then I put it in. Great picture, perfect picture. So I'm like, okay, that one's working. So then I just download the picture. So now I've got that for LinkedIn's article. It's given me the name of my newsletter. It's helped me figure that out.

It's done my description of it. I'm going to do it monthly. And if you have the free LinkedIn version, you'll get five newsletters to be able to go out to. But the very first one you do goes to every single person in your, that's following you, which for me is over 12,000 people to do this. And they are my target market. So I'm like, wow.

But after that, you got to get them to subscribe. So in that newsletter, it's saying you want them to subscribe. I did it. And I had eight subscribers just like that. I thought, it's not very many in the grand scheme of things. But I don't know any of them. And they subscribed. So now what I'll do is the next one, the first one was all about what I'm, my plan with a newsletter.

the next one is going to be about Portugal, Spain, and Dubai, and why a high net worth investor would be interested. What's happening? What do you do with the money? Who's your person to talk to besides just a realtor? Because it's very different than in the States. So I'll be talking about those pieces. And then I'll throw in a nugget on.

Here's a few things that I've got in Dubai. Here's a few things I've got in Portugal. And here's a few things I've got in Spain. In all those different. So I don't want it to just be a property. thing because that's boring. I wanted to be teasers. I'm the connector, just like you. I'm the connector. So reach out to me so I can get those outgoing referrals. Sure. Cool. But it's and I did that all through chat, GPT, going back and back. Yeah, that's crazy. So if you want,

I'll send you the link. It's free. It's on Fridays, 11 a.m. my time, so it's a little early for you. Yeah. Okay. Good to know. That's cool. And I teach basically the basics, but I help you think bigger. of what you could do. And I teach the GPTs as well. Okay. So, cool. Anyway,

any nugget you've got for our people here that you feel would be helpful, like, you know, how you just go about being a giver? Yeah. You know, I just think, as we kind of navigate,

I keep having this conversation with a lot of agents right now. I just think there's no more important time than to kind of lean into self-care and caring for us. others simultaneously, but not out of balance. I think, you know, this idea of like over caring for others and then martying and wondering how come we're drained and grateful. I don't think that's like, I think that's an outdated approach. I just, for me, have really had to like learn how to pull back and say no to things and learning how to leverage social media to stay active and visible rather than actually being at all the things. You know, I'm so,

pretty busy with my kids too and I'm a single mom when my husband's at the fire department managing energy is everything to me right now and I just think that we have to pull that back into our center to be able to survive now and what's coming in our faith yeah right like this idea that like you know we're here and we're placed on this planet because we have work to do And while maybe we're not closing, closing, if we can just get out and serve, serve, serve. Yeah. And that's really, it takes me. I usually really, I'm in a little transitionary period right now because my last 90 days was super focused on getting my first born off to college.

Oh, of course, like we're in that 90 day cycle where right now, like my pipelines drive, got six empty lock boxes. You know, and I just have, I kind of go in this slump of like fear and scarcity. And I'm going out of business and it's all over for me and I screwed myself to like shifting. And I'm kind of right in the pivot of this shift like right now. It's like I'm turning the dial into like, no, I'm not going to be a slave to these thoughts. I'm going to get out there and serve people. I'm just going to show up for people. I'm going to find out who needs help.

And I and then I come out every time. Yeah. Yeah. And I think we are in a hard market, but there's a lot of low hanging fruit. There is. I still need to buy and sell. There are. And I think for me, every time I take my mindset off, like, where am I going to get the, how am I going to get these lockboxes on doors?

And I just turn my focus to like, who am I going to go serve today? The lockboxes just end up with homes. It's like the law. And I don't fully trust it sometimes because I'm like my, I'm in my thoughts, right? I mean, I think that's my best nugget right now. And that's kind of where I'm pulling everything in is like we go looking for the solution. Like what tools do I need to do? Who should I farm? What should I do? What events do I need to be at? How am I going to get seen, heard and care valued where it's like actually just slow down. Let there be some like stillness and like just get back to serving people. Yeah. I love it. This isn't basics. Yeah. Yeah. Kind of. And I think. I think when I'm trying to be at every event and trying to be everywhere because I'm so afraid of not being seen, I can't actually show up fully, right? Because I'm showing up with an agenda. Yeah. Yeah. And if I'm just showing up like with service, the results follow 100% of the time. And I'm like talking to you and this is what I need to hear. Right. Yeah. Yeah. I'm just saying what I need to hear right now. I know. don't we? Yeah. Yeah, it's a scary season. And that's a choice. That's a choice. To like feed into this narrative that this is a scary season is a choice. And I'm not going to be a slave to that.

And we don't have to be because the truth is there are people who excel during challenging times and because they chose to excel. So yeah. I'm having my best year ever in nine and a half years. See? This is best year. By a long. shot. You're not the first person I've heard that, but that's because you're committed. And I think it's because you're serving. It's because I'm in it and knowing my why, like knowing why I'm showing up for this, you know, I'm in the fight. I've made a decision. Complacency doesn't feel good to me. Oh, God, no. But I know what complacency feels like. And admittedly, I've been in it for the last 90 days. And I have results today to show it. Yeah. So we're kicking some butt and we're getting

Yeah. I'm just, again, kind of circling back of like, where can I lead? So it's great. Yeah, I think there's a lot of our business is weird. And it's like, I think it can get super transactional. And then when that calms down is where I kind of get uncomfortable because I'm like, if I'm not transactional, I have to become relational. And then I'll become, you know, it's like, I don't know. I heard if I have better systems in place, I can just have more. consistency, but I've just decided that might not be the way my business is going to be set up. Yeah, it is. Because I'm not, we're not all the same. We're not all the same.

Yeah. I do know that systems do make people succeed, but it's also personality style. Yeah. I sure it can be learned, but it's harder for us where that's not natural. Mm-hmm. Not that it's not doable. My daughter is a systems machine. I drive her out of her mind because I don't have these in my house.

house in my car, anything about me, there's just no systems. And she's a systems machine makes a ton of money, very successful. And she's like, but I came from you. I said, well, that piece came from somebody else. I don't know what. Yeah. Yeah, I think systems work for some people. I think systems work for high S.

I am not high S. I am high I. I'm heavy influencer. My husband is a high D. He does really well with systems. Yeah. And I am starting to learn, like, how can I just honor what works for me? But I have to be careful because my lack of systems is what makes me spiral out of control. Sure.

Yeah. Me too. Yeah. All right. Well, this has been great. I really appreciate you being on here and giving some great insights. Same. Likewise.

All right, girl. Well, thanks everybody for joining us. And I appreciate you, Shaney, for all your insights. sites here and I look forward to staying connected. Thanks Kathy. So thanks for joining me on this episode of real estate riches. Wasn't that great? I'm sure you've got a nugget or two. I know I did. So if you liked it, please subscribe below, share it with everybody, make some comments. We really find that invaluable. And if you're thinking that you would love to talk about this a little bit more, let's schedule a business strategy call. I'll have the link below. Let's see if we can't

mastermind together and see if we can empower each other. That would be great. So until next time, signing off. Hope to see you on the next one.