KGCI: Real Estate on Air - The 9-to-5 Agent: How to Build a Predictable Real Estate Schedule

Episode Date: March 30, 2026

Summary:In this episode, Chase Baxter breaks down how to transition from a "reactive" agent to a "proactive" business owner by implementing a strict 9-to-5 schedule. Chase discusses the importance of boundary-setting with clients and the specific CRM triggers needed to automate communication during "off" hours. Agents will learn how to structure their day for maximum output, why "emergencies" are often just lack of preparation, and how to use a 9-to-5 framework to actually increase production while decreasing burnout.

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. Oh boy, you're going to love my guest today. Chad Baxter of the Baxter home team. He is really interesting. Got in the industry about eight years ago, hit the ground run and worked his tail off. He's a true entrepreneur, built a unique team. And I really encourage you to pay attention to how he works his business

because he actually only works from 9 to 5. How would you like that? Well, he's got the tips. So stay tuned. Hey, everybody's Kathy Burns with Real Estate Riches. And today I have got Chase Baxter with the Baxter home team. I'm really excited. And he's out of Spokane, Washington, which is where I got Stella. That's my car, the 65 Shelby Cobra. Always love that area. So hey, Chase, how are you? Hey, Kathy, doing really well. Thanks so much for having me today. It's an honor to be here and looking forward to chatting a little bit. I'm loving it. I just found out recently that I am in the top 5% of podcasts because I've done over 70 podcasts and most quit at 7. So I feel pretty good about it. Wow. I love I tried doing a podcast at one point and I filmed the first episode.

That was as far as I got. Didn't produce it. That was probably three, four years ago. So it is no joke yeah once I realized all that goes into it I was like yeah that's not for me so good on you for putting together quality broadcasts that's awesome you know and that's that's a good topic to to talk about you know there's so many podcasts out there too like what what makes you special why would someone listen to you um even your equipment because me I'm just sitting in my uh one of my bedrooms here where I've set it up for my backdrop I don't like the the backdrops that that make my hands fuzzy because I talk with my hands. And I do have a nice camera that's up here, but it's plugged into my laptop, and I've got a

nice mic, but it's not the best mic. You can tell certain mics are like better than others. But you know what? People just listen for the message. Like, what can I get out of this, right? And so for me, my mission has been to just empower realtors all around the United States. Actually, globally, because I do this globally. You're with EXP.

I'm with EXPs, so we can. And I take full advantage of that. So tell us a little bit about you, your team, what makes you guys special over there in Spokane? Yeah, absolutely. So I've been in the business for just over eight years. I got in in 2017. I graduated from Moody Bible Institute here in Spokane with a biblical studies degree. My options were either going to ministry or getting to real estate.

So I've gotten to real estate and I've been doing it ever since. Absolutely loved it. So I'm not entirely sure it's really special about us. I think one of the things that I'm good at is being able to leverage my time well. We're going to close just over 80 transactions this year. And I work a pretty consistent eight to five. Actually, nine to five. Yeah, I've been able to leverage my time really well using a combination of staff people or salary agents

and then even just commission split agents, and then some online AI tools as well, just to maximize our effectiveness during the day so that when I go off, at the end of the day, I'm off. And so that's probably the thing that's best about us. I think that's really rare. I'll tell you that. That's not me. I want to know more.

Absolutely. Well, you must have made that decision early on, right? I did. Yeah. So my first year in real estate, I did 27 transactions, my first. my first 12 months of having a lessons. So I was about nine months in and started talking to my designated broker. I was at a regional brokerage at the time and just said, hey, I'm getting busy. What do I do? And he's like, oh, I don't know. He's probably hire a transaction coordinator.

So I hired a past client and said, hey, I'm just really busy. You were awesome to work with. Like, you were one of my favorite clients I had in the last year. We'd be interested in a little bit of part-time work. I was like maybe 10, 15, 20 hours a week. She's like, yeah, for sure. So she started with me. We were probably three weeks in. And I was like, okay, you've saved me so much time. I need you to come on full time if you're available.

So she came on full time. So that was right around my 12 month mark. I had my first full time admin. And so she did all my transaction coordination from contract to close, but then also took care of a lot of my emails, did some marketing for me, took care of client events, gifting, things like that. And then as we've gotten bigger,

and grown, my model is for every three deals we're closing in a given month, I should have one full-time staff person. So I have two full-time staff right now and then one part-time. And then we have three agents that I have on my team that help with a lot of our showings. So they do showings for your properties? Yeah. So for my buyer, so when I get a buyer in, I tell them, hey, here's do you're with us because we're really good at what we do we are excellent negotiators i know every agent in spokane there's something like 2,700 agents there's really you know four to 500 that are actually doing business and then a lot that do a couple um every year and so anyone that's doing seven plus deals i've written over gosh i don't even know i mean we've we've closed 400 deals and part of that was through

COVID. So we've probably written well over a thousand deals. And we've shown probably 15,000 homes. So I know who the agents are. I know who their brokerages and how they've been trained, how they've been taught to negotiate. And so the value out that you get with the Baxter home team is when you say, okay, Chase, we like this house. What do we do? I can step in. I probably have rapport built or I know who the brokerage is so that I can leverage that when I'm talking to them and say, oh, such and such. And like they work with you, like they're awesome. I had a great experience to them. Tell me about how you do business and like just build that report very quickly

so that we can get the best deal for our clients. So the thing that I don't do well is show up on time. I'm just, I have a busy life. I have meetings. I have lunches. I have three young kids with a fourth on the way. Life is busy. So I can't always be there.

And so in order to serve you best, we have four agents on my team. And when you tell us, hey, we want to see this house at five o'clock on a Saturday, we're going to get you in there at five o'clock on Saturday. It might not be me. It might be one of these smiling faces, but we're going to take great care of you. And if at 630 you say you want to buy the house, then I'll step in and I'll be there for you. So yeah, that has worked really, really well. The clients love it. It allows us to work around their schedule really well. And for me and everyone on my team to actually have a life through

the process. So let me ask you this. How do you pay them? What's your pay structure for that? because they get a percent of the deal and they get paid per house what yeah so so we pay $50 an hour and then all occasionally you know taking the lunch or if there was a really like like we've got a couple clients that my agents have really been tight with for a long time and again they were they started as my clients they continue to be my clients so I will give some bonuses of a few hundred bucks a couple thousand bucks depending on the transaction I have one right now. One of my agents, he has probably shown them 35 or 40 homes.

And I paid him through all of that. Right. But he will certainly be getting a bonus on that once they eventually close. So but then out of that, the real value out of why they come to the team is I'm coaching them to be able to build and grow their own business and get out of needing to do an hourly work. So kind of my vision is, hey, the hourly work is supplemental while I am coaching you to grow your business. And so out of that, we do a, of course, a commission split on that. And it's

pretty low because, again, it's, it's kind of a give and take. Like, we don't need a whole lot from them for the sales they do because we are also getting help from them and they're making money from us. So it's a, it's a good give and take relationship. So say on average, I pay three to $4,000 a month for showings. The last couple months is our buyers have been a little slower so as it has in in most parts the nation so yeah so less recently but yeah that works better and then i just send out a group message hey who's available saturday at five and one one raises their hand and we're off to the races so so you must structure your team different um i know we're both with the expe there's different types of teams that you can have you must not be on

tell me the type of team that you decide to go with yeah so we're just a micro team. So I am an individual agent that has. So I'm technically a small team is technically what it is. The way I look at it, I have a micro team, which is me and my production, and I have support staff that helps. And then I have team members that also have the ability to sell and, again, develop their own book of business.

And then my two-year goal for every agent on my team is after two years, I've trained them up well so that they can fly the coop, go independent, build their own team if they want under that, and then I'll replace them with new agents that I'm training on. That's what I love about EXP, man. Well, it's one of many, many, many things. I'm part of a B&I networking group, and I was given my presentation this morning. And I said, you know, most builders, most realtors don't treat this like a business. And in most agencies don't allow it to really become a business unless you start to build a team.

Now you're still playing franchise fees. You've got overhead that's all part of that firm instead of what you have over here at DXP. Like I just, I did my numbers because I've been on very on purpose about building an organization. I've been on a team myself only because that was eight years ago. I joined a team. I'd had my own team, but I was just going through a phase in life where I just needed some support. And they let me pretend like I was a boss. So it was a mead team.

And so our splits were, our cap was very low because of the type of team that we were. So I like that too. I could cap in a nanosecond and then get all the benefit. I could never icon necessarily unless I was doing massive production and I didn't want to. I'm really, I'm trying to phase out and looking for that income flow coming in. And EXP offers that with the residual. So I looked at my number as at the end of July, I have 140. 46 people in my own organization.

Cool. They did 711 transactions so far for the year, and it's over $32 million of sales. Wow. And you compare that to an office, a small boutique, even a franchise. They may not even have 146 agents. They may not anywhere near get that many transaction. And mine's global. I'm in 11 states and two countries.

Wow. Wow. Cool. So that's the opportunity. And you know, people just think, well, she's just a recruiter. Am I a recruiter? I am. I am a recruiter, but not for anybody. I'm looking for hustle. Like I would have loved to have recruited you because you're that guy. You're the entrepreneur mindset. Because that's really what it is. It's a mindset, right? And because the opportunity is just massive here. And even if you chose not to do that, which to me is insane, all the tools to be able to be. to take our business to another level. Oh, it's awesome. And you're using- One of the things I love about EXP, the same thing you're saying is like,

it's not shady. I mean, I used to laugh at EXP and say, oh, it's multi-level marketing. Like, it's just a pyramid scheme. It's going to fail, yada, yada. And then I really dove into it. I'm like, no, like, this is, this helps agents who want to actually coach

and train other agents to be better. And there's huge value in that in my mind. Like, just being able to, hey, reach out to the person that brought you to the company and say, hey, I need help with this. What do I do? They're incentivized to help you. So, of course they're going to help you. So, like, I think that is just a great model. So I'm fired up about it. I'm a big fan. And I have not done any recruiting or anything like that from my side. But yeah, I think it's awesome. And you're adding a lot of value to everyone that's in your downline there

because they have access to you as their coach. So yeah, it's great. And well, when I saw like, I send out a when people fill out a form to come on my podcast, I'm looking for different tips about them. And you had Fixer AI, which I'd only heard up with the XP because if you cap, you automatically get it. And I had gotten it. And I'm like, I said, well, let me try this out because Glenn Stanford, our founder, I was using it and raving about it. And I love that man. And I was just a disaster with it. And so I'm anxious to talk more about that because he said that it just eliminated all kinds of stuff. And we're bombarded with emails.

The amount of emails, it's a waste of my time. It just annoys me. So tell me what you love about it. Because I said I'm a scholar and you said you are too. Yeah. So I was actually just at a, I'm not sure how your group has like conferences or meetups or things like that,

but I was at a lieutenant's conference. So it was 50 plus units a year. We just had a little like get together in San Diego. And Leo actually came, the CEO of the executive, P-N-Spoke. First of all, he is unbelievable. I was, he is so knowledgeable, professional, just so good. Yeah, he was amazing. So he got up and he was like, oh, hey, and he just kind of caged, oh, so who here has fixer? And like, eight people raised their hands out of 200.

And he's like, who's heard of fixer? And like, 20 people raised their hands. He was like, man, nothing pisses me off more than when I pay for things for you people and you don't use them. And like everybody started laughing. Like, it was so good. So, but I was one of the eighth that's been using it since before it was even launched at EXV. And I heard that it was coming. We looked into it. And it's been, it's been unbelievable.

So what is? It's a plug in for your email. Yeah. That categorizes every one of your emails as either just an FYI. So a lot of that's going to be like, hey, here's the title report. That's an FYI. Yeah, you need to work with it. You need to look at it and all that stuff.

but mostly that's just passing along information. All of those, oh, come to my brokers opens, come to my open house emails, all of that gets put into marketing. There are two do's. And so that's the big one that saved me an unbelievable amount of time. So what it does is it will read, I believe, so I could be totally lying on this. It reads all of your old emails to figure out like your tone of how you respond. That's the part I'm not a thousand percent sure, but I think it is.

It finds out like how you do. generally respond to things, your language, things like that. Then when someone sends an email that says, for example, I got one this morning, hey, the square footage you had on this LOI was incorrect. It should be this. Can you send this in a Word document? It said to do draft. So I clicked on it.

My fixer wrote a draft that said, oh, sorry, Kevin, here. I'll fix the square footage. Thanks for the heads up. I got it from this information that was sent to me. and yeah, I'll get that sent over in a word document this afternoon. And it drafted this whole email that I looked at and said, yep, and sent it. So it saves me well over an hour a day of just drafting the little responses of, cool, thanks for saying it.

I'm like trying to be polite, like most of the time, let's be real, if we're actually busy, we're saying, okay, we'll do. Yeah. Got it, thanks. Like, this, like, makes you actually sound professional and, like, you are taking time. So, and it'll do, it'll analyze if you update like, or like someone sends over multiple financial statements and asks a question about it, it will scan those financial statements and produce an answer based on the data that's in the PDF that's tapped that they're asking

a question about. Wow. I love it. Like it's, it's wild. So, and like, of course you have double check it and all that. But the draft responses are I, I change probably. one a day a little bit like I'll tweak one and the other 15 read it send it yeah and you can scam it quick scan okay good okay good yeah I love that I see and I didn't give you a chance now I'm probably gonna have my VA check it out and get me set up because so many project I'm a creative and with AI all I do is create projects because my mind loads with it do you use my A.I. We use some. So we've been trying to figure out different ways to integrate it. So one of

things, again, with EXP, don't mean to be the most EXP cheerleader, but I actually love it. Like, we just joined on in February. And every tool that is offered is something that we're utilizing. And it's the first time at a brokerage that I feel like it fits my business. So I'm fired up about it. So one of the things is now we have three different CRMs we can pick from. So one of them is Lofty, which is just a CRM, used to be called Chime, and it has a huge AI interface. And so one of the things it does is it will create ads for you using AI based on your listings. Then you pay to boost them, of course.

So then it'll get boosted. Then when someone registers on your website, the AI bot within Lofty will text them back and forth, qualify them as either, yeah, they're qualified by house or no, they're not. If they are, then they'll notify you, okay, this person will. wants to see this house at this time. And if you hook up your calendar, it'll even book the appointment and put it in your calendar for you. Wow.

Like it's absolutely unbelievable. And it'll just do it all through text. It'll set them up on email campaigns, all of those things as well. But like I had one that the lead came in. It texted them back and forth. Probably six or seven each way. Found out the buyer was on Social Security doesn't qualify to buy a house.

It said, oh, no problem. Like feel free to look. Like super polite. it was great. And then it noted that in the contact, hey, this person was Social Security, do you want me to put that as a tag? They don't think they actually make enough to buy a house at this time. And I was like, yep, click it.

And then boom, they're categorized like that. And it's all set up and totally integrated with everything else you have. So that has been super cool. We've worked to use chat GPT for a lot of stuff. We're starting to get away from listing descriptions a little bit because a lot of them are very, very similar. And so we're using it for listing descriptions and then modifying them to just fit a little bit more naturally.

We use it for a GPT for Instagram posts, Facebook posts, creating static content on anything that we need created. I had one really cool one actually. So VA and FHA loans are assumable. So in our Spokane market, we have. hit our peak prices in May of 2022. Since then, prices, so we had a 20% growth and a 20% growth, 20% growth, 20% growth, 20% growth and the 20% drop.

So if you bought in like February of 21, you had some growth in 21, up in 22, or 22, down in 22. So you're basically up maybe 15% in from what you bought. But you have a crazy good interest rate. So the people that are in that situation that need to sell, they're maybe going to sell and get a little bit of equity, but not very much. So from an investor standpoint, VA loans seem to be assumable for investors to non-owner occupy.

So we put all of the data from all of the closed sales from 2020 to 2022, like April of 2022 into Chat, EBT, EBT, just a spreadsheet of every closed sale. we compared it with every active listing on the market and said, hey, give me a list of every home that closed FHA or VA, what they closed for and what they're active on the market for at this point. And it gave me 29 houses that all had super low equity, super good interest rates.

And so we got under contract on one two weeks ago and were passed inspection and working on the assumption at this point moving forward. So did you market that you had a list for investment? I did. I had like 40 agents reach out and want the list. I'm like, no, you can find your own list. Well, did say just... But yes, I did have a few investors.

Yeah, because I'm thinking that was marketable. Now, what I love about chat, GPT is when you go through and you create all that and it'll say, do you want me to do this? I'll go, yes, yes, yes. And the downloadable documents, like today, I said, a guy in my B&I, he was saying that he's gotten two deals. he's a mortgage guy. He says, I've got two deals off Chad to BT because I came up as the best mortgage person in the area. I said, I wonder how I'll come up. Well, because I'm so focused on

global referrals, I wouldn't necessarily come up anymore because my businesses changed and even how my marketing's changed. So I said, do you see me in there? And it goes, not like, not like this. and I go, how should I do it based on what it already knows my goals? And it gave me a template of how to do this. I said, you know what? I want you to create a LinkedIn article on that. Give me a LinkedIn article because, again, I am on the agent attraction path. And I do that through teaching and coaching AI.

And I do lots of different classes on it. And so I thought, I'm going to do an article on that. and I'm going to have a piece of exactly how to do it for them. I give away a lot, but I don't chart. I'm not charging for this. So I'm wanting them to come to me, learn from me, and then see how EXP is absolutely marvelous and can fit this. Because typically that's an entrepreneur that wants to change their branding to be more

effective. The mindset's different. It's not your typical. Let's just go show houses. So it's a different mindset, which is who I'm looking for. And so it's good. It wrote an incredible thing. And so then I thought, well, what's my picture for my article?

Because articles have more weight on LinkedIn, and they always require a summary post. So I tell chat, I said, not only are you going to create my article, but I need the summary post. And it said, do you want me to create the sheet on exactly what to do? Do you want me to put this and go high level, which is what I use so that you have a landing page and put it over on Instagram. So you created it. I said, I want all that. Do it all. Do it all, please. So I sent the whole feed over to my VA.

I said, go put this into play. I did the post on LinkedIn. And you know, if you do an article, it'll ask you, do you want to go into any other groups? I always say, yeah. I want to go in all these different real estate groups. Because I'm targeting, my target is realtor's, right? However, I'm also looking for high net worth individuals

that want to buy in other countries. countries so that I can do it. Because with the XP, we're in 28 countries now. And I've established myself in Portugal pretty heavy. So I've got a whole army of team that I would need, just as I need in my own little area here of Lake Norman, North Carolina, where you have a team like you're talking about. You got your mortgage person, you got your inspector, you got just all your people, right? I didn't necessarily need the inspector so much over there because the agents had that. But I needed the money, money exchanges.

I needed the attorney for the... Yeah, interesting. So I needed different things. And I needed specialties in different areas of the country because Portugal is not a big country. And so through LinkedIn, I have built that army. And what's amazing to me is by me doing posts about Portugal, about AI, about things like this, I've been asked to speak next week, as a matter of fact,

at a high net worth investor platform where I'll be speaking about how I use LinkedIn and AI to have built the leverage of my business. Wow, cool. And be able to present, I think I've got 25 different beautiful high net worth properties. One is a $49 million island in Portugal that is heavily discounted and perfect for developers who want to go to Portugal. And so, and I will get paid a referral commission on that. And matter of fact, the referral commission on that is a million dollars at that price point.

I'm very happy about that. Wow. Working hard on that. That's awesome. That's awesome. That is very cool. So I find that AI just helps me just think bigger, especially when it says, do you want this? And I, well, yeah, I never thought about that.

I want that. You know, and I'm speaking the last Friday of the month, the 29th. I do a free webinar for everybody, realtors, no matter what platform, what company they're at. Because I want them to see what I've got to offer. I want them to see how they can grow if they're an entrepreneur. And the truth is, realtors not using it. If you're in competition with me, I'm going to just blow you right out of the water because of what I'm going to figure up. And I'm going to figure it out faster.

Oh, yeah. And so I want realtors to know this stuff. I want it. And like, well, the reality is you can. tell people stuff all day long, five percent of people are going to implement it. Like, I can tell you every secret in my book, like everything I do, how I get clients, how I talk to them, people aren't going to copy it. Like, those that are going to succeed are going to follow mentors.

They're going to learn and grow. And unfortunately, a lot of agents that are not seeing that growth, a lot of it comes down to they need to humble themselves and realize, hey, I need to follow a coach that can actually guide me towards success. Yes, yes. It's exasperated. We need to stop thinking we can do it our own. I've been in coaching for most of my career, but the last four and a half years I've been in the core training, which is unique coaching, actually based on North Carolina, but for real estate

agents and lenders and just having someone constantly tell me, nope, do this, do this has been an absolute game changer for me. So yeah, a lot of it comes down to, hey, if you want to grow in this industry, be humble, start following good leaders, learn from people that want to coach you and just shut up and do it. Right. You know, when you told me how many transactions you did in your first year, I was thinking, man, how did you do that? Because I didn't know that's a question that a lot of agents will have. How did you do that? Did you have a coach right off the bat? No, I hustled. I was putting in probably 80 hours a week, my first at least two months.

I was learning things, I was networking. The easiest thing I did was I had a buyer and a seller guide and I would call people that I knew and say, hey, Shelley, like I just got into real estate. I know you bought your house four years ago. I know you don't want to sell. I just need practice presenting. Can I please buy you a cup of coffee and just go through this presentation with you? I'm not trying to sell anything.

I want your feedback on how I can present this well. moving forward when I have an actual client. And so I did probably 30 or 40 of those, just with like close friends, family, my mom, like my brother. So just showing, hey, I just need to practice again, that humility piece of I don't know what I'm doing. Can you as a person who has never bought a house? If I come and present to you and you've never bought a house,

you should know how to buy a house. And if you don't, I'm not doing my presentation well. So I want that feedback. Yeah. And so just reaching out, saying, hey, I don't know what I'm doing. Please help me. I had a ton of people that are very excited to help me. They were excited about the free cup of coffee.

I spent an hour with them kind of going through the presentation. And as a result of that, they began to send referrals. Like, oh, this was good. Like, hey, you could do this different. Sweet. I really appreciate that. Thank you so much. Oh, and by the way, my cousin's looking to buy a house.

I'm going to connect you guys. Like over and over. So a lot of just you just have to work, even when there's not work to do. You have to create work as an entrepreneur when you're not busy. The hardest thing is when you don't have something scheduled, you have to show up anyway. Yes. Boy, that's the truth. That's the truth.

I am from Michigan, land of the lakes. And I moved here to North Carolina. And there's one like, well, one that's even like, and it's manmade worlds apart from a natural bunch of lakes. And so, but I thought, you know, that's where the money's going to be around here. And I didn't want the highest price point. I started in 2006, which was when the market was climbing. My background was financial planning. So I was looking for who's my target market person.

And I pay attention to my net, not my growth. That's the important dollar for me. And I think it needs to be for everybody. So when there were splits with the firm, there was franchise fees, just costs too, right? So I wanted to see what my net was. So I saw that if I was going after the two or $300,000 homes, I was going to be in the hole because I was starting broke. So I had to figure this out.

And I was 56 years old when I started there. So anyway, so I decided waterfronts were going to be it, but I wanted the cottages because we have a lot of cottages around this manmade lake. And at that time, people were buying the cottage lots, primarily as a second home. They saw that they could easily buy it in that crazy market. and they could have a house at the lake and maybe they lived in Charlotte. So maybe 25, 30 minute drive. They got a little spot on the water and that was good.

So I went through the tax records because there was no easy way to extrapolate that. And I wrote down all the streets. Then I figured out all of them. I created a mailing list of all of that. So now I had a base. And I was looking for who's the second homeowner or how long have you owned it. I was just really doing my due diligence on it. and decided that I needed to live on the lake to be in proximity of it.

So I got my first rental on the lake. And so I was getting proximity. I understood the lake. It's also a man-made lake. So there were lots of rules. I focused on learning all the rules, much like you. I'm digging in. I'm doing my homework.

And I was hard. It is hard. Like this is no joke. Like to really do all this is hard work. Hard work. Made no money doing that. Yeah. None. And my first big deal was not on the lake, but it was a $700,000 deal. And my daughter was

supporting me at that point. This was before I got to move on the lake. And I thought, oh, good. I'll be able to move out on my own, be a big girl at last, you know. And the deal falls through after I'd already signed the lease for the house on the lake. And it was just a cottage. It was actually a redone garage. That's what I was going to move into. But it was nice. And, but, but You know what? That was the impetus. When you've got to do it, you got to do it. And people would say to me, well, how did you ever do it? I said, it was not negotiable. You got to figure it out. I'm on a path. There was nothing other options that was ever going to give me the future that I could get as I could with real estate. And so it was a big deal. Yeah, just got to put in the work. You've been great. Yeah, it's been really good. Thanks, Kathy. Appreciate it. Follow me on LinkedIn. I do a lot of really good articles on AI. So, yeah. We may want to keep that out.

And I just loved having you on. I wish you the best out there in Spokane. One quick question. How do you sell homes in the winter there? You put on snow tires. Oh, okay. You just make it happen. Yeah.

Yep. So my busiest month is generally December, actually. Wow. Because everyone else is taking time off. They think it's, you don't have to work in December because no one buys houses. And so I consistently close. about 10 houses every December. That's awesome. That's a good nugget right there. I love that. Yep. Well, thanks again, Chase. I really appreciate it. Thanks, Kathy. Yeah, thanks for having

me. Appreciate it. You're welcome. So that was a great session today. I hope you got some nuggets out of it. And stay tuned for the next one. Bye, everybody. 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't empower each other that would be great so until next time signing off hope to see you on the next one