KGCI: Real Estate on Air - The Power of Kindness

Episode Date: July 8, 2024

Hi, everybody, and welcome back to CultureCast. This is EXP's official diversity, equity, and inclusion podcast. And this week, we have a great topic and a great guest. We're talking about the power of kindness. And we have our special guest, Jessica Nietto, who is, wears a lot of hats. Real estate coach, icon, realtor, one EXP agent chair. Welcome, Jessica. You want to tell everybody a little bit about yourself? I'm so excited to be here, Cody. Since the day. that you sort of had this in your vision, and now we're in episode five? Six. Six. So I've watched five, so this is six. So it's such a privilege to be here. I'm excited about the momentum and just the types of conversations that are being shared.

So I'm real proud of you and grateful to have the opportunity. And when you sent me the topic, I've got to say it was an act of kindness within itself. So I'm excited about this topic. So I'm Jessica Nieto. I said is the agent chair of 1EXP, so get to work with Cody and the amazing DEI team, who's also behind the stages right now, making sure that this is in production. So, shout out to them. And I'm also a real estate agent, gone into real estate coaching simply because I love to help agents find a little more success and a little bit more joy

sooner on, celebrated 10 years in real estate, and three of which, luckily I've been at EXP Realty. So joined April of 2020. And I've been so blessed. And so we're going to have a conversation today about kindness. Yeah, we sure are. And listen, for anybody that does know, Jessica, you don't have to, there's no question of why she was invited to talk about this topic. Right. Like, she's my person that I go to to help me find the kindness and conversations that I have to have. Right. She's the, the angel that sits on my shoulder when I'm that yeah that voice I love that WW you know what would Jesse do bracelet that's it that's exactly it that's

exactly yeah yeah yeah yeah just Jessica's really really good at keeping me grounded and remembering that we're we're we're all friends here you know it's gonna be fun to talk about that because yeah well we're gonna we're gonna dive into that but that right there the point you made there's so much to unpack there because kindness isn't about just getting pushed out of the way all the time. It's about, you know, it's about being strategic so that everyone can win. And that takes sometimes that breath. Yeah, I do need a woo saw every once in a while. So let's jump right on into this thing.

So Jessica, can you share with us how you incorporate the power of kindness into your role as one EXP agent chair at EXB Realty. Yeah, absolutely. So it's funny that the opportunity to sit as the agent chair was not an expectation or it wasn't something that I was absolutely happy to be here, but it wasn't on my list of like, that's going to happen. But truly, every part of the journey and every part of the experience has truly been built on the power of kindness.

And for me, power of kindness is really on the, fundamentally, it's about seeking to understand. And so that's why for me, as the one EXP agent chair, as the chair, it's not your job to be a voice of your own beliefs, of your own perspectives, of your own thoughts and ideas. it's really about being the person that helps extract from other people that haven't gotten a loud enough voice, a confident enough voice, a worthy enough voice, and really seeking to understand, listening, which is not always been my strong suit, but my life has changed because of it. And then when you really are able to, number one, you have this opportunity to grow, but just being seen these days in this technology era that we're in, being seen by other people

and seeing other people and having them experience that, really being listened to, that in itself is the power of kindness in my own interpretation. So this has been such a unique experience. And I say unique because not everyone has an opportunity to sit where someone wants to reach out to you and help work through an issue. And I'll tell you when I first was in the role, one of the challenges that I thought I had or one of the limiting beliefs that I had was that I've always been told that I'm too diplomatic. Sometimes and I'm not a big enough fighter. But really it's come out in such a beautiful way, in my opinion, that I've grown into sort of owning the fact that it's not about not sticking up for one side or the other.

it's really, again, it's about seeking to understand, finding a solution, and helping build a bridge between maybe two different opinions to how we can all learn and thrive and grow together. So I would say that's how I've incorporated kindness. And that's really, you know what, that's such an insightful point to come from, for me to hear coming from you about this fear of being too diplomatic because I know you as a fierce advocate and someone who stands their ground. But that is, when it comes from, a place of kindness, people don't see that as oppositional. You know what I mean? They see it as a diplomat, a friend, you know, an ally. And that's, that's, that's a beautiful piece of this. I love that. I know when speaking to the power of kindness and how it can have an impact on your career, I think that's something that in your volunteer opportunity as agent chair of one EXP, when it aimed time to decide who was going to do that role. and your name came up, there was not a detractor, right?

That's because you've been kind to everybody that matters. You know what I mean? So that's something that it does carry a tangible value for your career and your aspirations. And that's a great point to make, right? Thanks. I agree with that. Yeah. It's kindness, I feel it deepens trust.

the hardest part is to be consistent and to be consistent consistently show up in a way that aligns with your core values. That means you also have to be vulnerable. You have to be transparent because I'm human and we're all human. So if people are going to trust you that you are who you are and that's who you are all the time, the only way they're going to believe you is if at some point, you know, when you're weak, you don't disappear, that you still show up. And you still treat people with respect, even if you're quieter, or you have less to say,

or you have less time, or whatever it is, but that people get to see you be weak, too. So that's been a journey for sure. Yeah, that's, that's brilliant, magnificent. I'm so glad people are getting to see this conversation. So how has kindness influenced the culture at EXP Realty? And what impact do you believe that kindness has in our sort of daily operations? Yeah, absolutely. So Glenn Sanford and everyone that collaborates, you know, from the top, down to the bottom

and the way that we work together at XP Realty. We have this amazing learning environment. And in my belief, a kind and supportive environment nurtures innovation and growth within any company. And that's, that's like, that's our foundation. That is the, the layers that we continue to build are these layers of knowledge and the innovation. But where that really comes from is when you have an environment where people feel comfortable raising their hand or speaking up or sharing. Because that's where true innovation comes from, right? And Glenn Sanford, bless him, I absolutely, that he's so brilliant, but he also listens. And so that's the point is he's, the company has

created an environment where they actually ask us what our experience is and they ask for our input. And that's why it's an agent-centric brokerage. And so what's been so fun at 1-EXP is we've been able to bring such a diverse group of voices to a table and really be that place where we're ambassadors for encouraging and developing new leaders to come and to share, you've got to plug in at this company. And it's not an innate thing for every human being, I believe, especially in real estate. It's not this innate, easy, reflexive action to create or find and plug yourself into what's around you. it's much easier to sort of, you know, I've seen a lot of agents in my business, like in my coach business, but just even in, you know, friendships and in an industry where people are

feeling detached. They feel there's no community. There's, you know, it may exist around them, but they have created this limiting belief that they, it's not accessible to them or, you know, it's not the right place. And so what's been amazing at one EXP is that we're able to curate these different environments where people, it's either going to, they're going to see someone like them achieving the success they want to achieve or even just hear someone's story that resonates with them. And so the innovation will continue to happen, but it doesn't only come from one person, right? Yeah. Yeah.

So the safe environments are key. They really are, you know, and I, you know, I've spoken about this in the past on the podcast, but this something that that happened in my experience at expe was I felt sort of detached. And I was at a pivotal moment in my career where I needed to define what the next step was. Right. And the real key piece of that journey was I stepped into the Pride Network. And I met with you and you were very in spoken very empowering terms to me, right, about accepting, you know, not sort of accepting what my lot in life was, but strive for more.

Why don't you ask these questions, right? And then you got me connected into Fiji Entry, who really put me on the path to fight for what I believed in at EXP. And EXP welcomes that conversation with open arms, to be honest with you. And that is something that has led me to where I am now, where I'm able to. to practice this sort of infectious kindness with people all day. And I, today, I'm, if I seem like I'm beaming and I'm happy, I'm, this is like, I got off a conversation today. It was a very, very tough conversation that was like a,

things could go really sideways in this conversation if it's not handled right. But with kindness and a kind approach and a relatability, right, relating to the situation, I walked away from that conversation with a firm new ally, a, you know, a beautiful voice in my corner now, someone who I am going to support through their journey and now like, I've made a friend today. Like, I was dreading a conversation. That's the best part. That's the very best part.

You never know what's going to happen if you're just come at somebody with kindness, regardless of what background you had before you stepped into the meeting. I'll add to that, you know, enhancing your influence at EXP or building your authority in the industry, if you really take a close look at the influencers at our company that you hear their name, you're like, yep, I know who that is, yep, know who that is, know who that is. If you look at the values of those people and the people that have been supported and followed at EXP that are really, really building big things, they're all kind people. They're good people.

They really are. In their core, they're good people. Yeah. I have a laundry list of folks at EXP that I know I can turn to because they have always without failed and kind to me. That's right. So it's not about exerting that power, but it's about building real authentic relationships. And so that's why I'm so proud to be at this company and I have a great time. Yeah.

So what else are we talking about? There's so many ways we can go with this conversation. Yeah. Let's talk about specifics, right? So can you share a specific instance where like kindness has made? a real difference in a situation or like a decision you made here. Yeah, absolutely. Oh, my goodness. So there have been getting involved in anything related to that has the word DEI in it or in my experience has been where there's always going to be an opportunity to understand more,

even if you're fully behind it, like you still can learn more. But really coming into this position and having this opportunity to have hard conversations like you are referencing. I carry over a lot of the same pragmatic approach that I have to real estate, which is you can have this beautiful idea of how it's all going to work, but when it comes down to it, it's just people trying to understand each other better. And you've got to get someone at the table. So if you're going to, to have the conversation, you're way more than 50% there. That's what I believe.

Have someone behind closed doors, like the keyboard thing, you know, social media, the world that we live in. And to even get to the conversation is the part that really requires a thoughtful approach. And so I'm not going to get into a specific story because this podcast, maybe it goes viral. I don't know. Let's keep it less than viral, but viral on it just because it's fundamentally awesome. Right.

Yeah, right. But I would say in many instances, my experience with having hard conversations about things where it's very polarizing in terms of not just what people believe in, but just trying to understand and help people understand a perspective is inviting someone to have a conversation built on respect and kindness. So for me, if you're going to reach out to someone and say, hey, you know, I saw your comments or, you know,

I got your message or, you know, I, it's very hard to tell someone that you absolutely disagree with sometimes in this business, whether it's real estate or whatever it is, is, you know, that I agree with you. So you don't have to say I agree with you, but you could say something like, I understand that you don't, you know, that you don't feel great about this or I understand that you're frustrated. I can see why you're upset. And for that reason, I would love to have the opportunity to share a conversation with you to see, you know, I'd love to connect with you and see what we can learn together. That's tough. Like, and, you know, being that diplomatic person, what I've learned is that it's really more of my competitive nature that I want to get in front of it. And I want to win. I mean, true. I'm competitive by nature. But what comes out of me is more of that like, like you said, like the deep breath, like kind of taking a moment and then looking like, how can we both win?

We cannot change the world every day, right? Cody, we try. Right. We try. I'm trying. Can't change the world completely. But changing one perspective, not necessarily to change their mind, but to just maybe at least have them hear your perspective is something that actually does. change the world. Yeah. It really does. Yeah. And sometimes that perspective is all it takes to build a

connection with someone. You just come in with the background, right? Like if they don't agree with a decision that was made or they don't agree with some, you know, piece of content that we're putting out or whatever, I'm using myself as an example here. But then going to them and saying, why was this important for us to do, right? Why was this decision important? And then, you know, backtracking a little bit to give the full picture, often that's enough, right? And if you come at it, come at it with a, with an air of humility, especially if it is coming from someone who someone already assumed was an enemy, right? If you come into the conversation as an ally, it changes the narrative, right? Also, just the way we show up with our energy, I think is part of it,

too. When you come into a call, I never want to. to be the first person to talk except to say, hey, you know, it's Jessica. I'm at EXP. I know you're in Florida. I know you're in, you know, I know you're also in California, in Northern California. You're here. You're there. How are you doing? And then there's something called a pause. It's not, how are you doing? So anyway, I'm responding to your blah, blah, blah, blah. Or, you know, same thing in real estate. It's, you know, especially in L.A., right? So it's, Hey, this is, you know, this is so-and-so. How are you?

I'm calling about your house on one, two, three, main street. Are you still taking offers? And you're like, uh, I'm doing great. How are you today? Yeah. Yeah. Um, so, so for me going back to kindness as a practice, it's really that simple. Actually, um, I, I picked this up, uh, this little strategy.

I picked this up from, uh, whose podcast was it? Ed Milet's podcast. He had a woman on his podcast. I have from just over there. I can almost see what our name is. Anyway, they were talking about the power of and the energy exchange of really seeing people. And how simple it is that for someone to be seen is really just, it's just to acknowledge them, right?

It's how are you pause? It's genuinely asking, how are you? And then passing. Yeah, that. And in the morning, when you go get coffee, you could be the first person in their week. Like, it could be, you could be the first person that is like, hi, how are you? Yeah, right. You might freak them out, actually.

That's how. Except for where you're, you know, in the south, it's a little different. Yeah. I know I was in Detroit, Michigan in June. I went to visit LaShawn and Tawanna Peterson Jackson. I know in Detroit. And they showed us around and we got to see their neighborhood where they grew up. And they took us out on the water.

And they had got this gift basket when I showed up that was full of all of the things that come from Detroit. Like there were ho-hoes in there. There were sodas. There were all different kinds of like just goodies and snacks and stuff from my hotel room. And I'm like, where in the heck am I? Like I'm not in Kansas anymore. Who does this? But the hospitality, you know, so many of us get away from that.

But that kind of stuff is, it seems over the top sometimes now in our society, but it's truly just innate in some people to be so hospitable and be so kind. And so back to how that ties into EXP, I feel that we have an opportunity to give people that experience when you interact with them at EXP. Yeah. How are you doing? Yeah. It's free.

It's simple. It is. Yeah. I mean, there's so many little things we can do. You know, I took a note from someone that works with me, Stephanie Pernat, who noted to me once in passing, like you can tell when someone's looking at themselves in a Zoom meeting rather than paying attention to the person who's speaking, right? That really can make all the difference, right? And it's not make all the difference in that person's opinion. but make all the difference in your ability to see what they're really saying, right?

When you're talking, you're listening to the person. It's like when we do in real life, eye contact is important, right? To establish a level of human connection. Yeah. I did a post about that the other day, actually. I was like kind of was making a joke about, you know, don't creep people out. But, you know, the power of that connection is powerful. Also, though, I'll add, don't overthink.

the way people are acting to. I think that's another thing for me that I've had to learn is we're always thinking about the external, like all the external things that are existing around us. So if someone else is distracted or not paying attention and not focused, for me, it's been a really good practice to focus on the fact that I don't know what's going on in that person's life. I don't know, you know, especially in this virtual world.

And this also ties back to a whole other topic, which is persistence in business, which is don't assume that the reason that somebody didn't call you back three times that you've reached out to them, that it's because they don't want to talk to you. Right. It's because maybe they don't have the means to really talk to anyone. Yeah, right. Or if somebody's on the Zoom, like at least they showed up. And so for me, what I see is that opportunity.

It's like, okay, when I hang up from this Zoom call, I'm going to call so and so. And I'm not going to assume that something's wrong. But if I feel that something's wrong, it's an opportunity to have a conversation. Hey, how are you doing? You know, I mean, you never know. Yeah, yeah. Yeah. It's that digital intelligence, you know, that that, that, that E.I factor.

And, you know, one of my, this is a weird one. I say a lot of mantras to myself in the mirror in the morning. But one of my mantras that's not about me is, is I don't know what other people are going through. You never know what's going on in somebody else's life. I think about all the things that are constantly fighting in my head and what makes it to the top. And then I think about somebody else has got all of that in there too.

They're not just a person who's there to react to me, right? What did I start laughing when you said all the things going on in my head? I'm like, I shouldn't have laughed that. I was not laughing at you, but with you. You know there's a lot going on. there right. I'm a man at war in his own mind. Which is awesome. I love that. Yeah, it's good. It's good. It's good. Because I don't like to take too firm of a stance on

much of anything when it comes to work. I can always be proven wrong, right? I think that's important. If you show people that, then you can come to the table and they don't think they're talking to a brick freaking wall. Exactly. So let's talk about how kindness relates to the values of our company, right? How do you see kindness aligning with EXP's core values, particularly the ones with community and service and collaboration, those ones where it really plugs in? Yeah, absolutely.

It's so cool at a real estate company, the way that we all collaborate internally as well, just like I call it, you know, it's in the industry. And then externally, we have our clients. And then as staff, you know, the staff are also on a journey to grow in their own personal development and professional development. So it's really fun that we have these opportunities to grow together in all the same aspects. Whether you're a real estate agent or you're not, we're all, were you just, was that a yawn that you're trying to fight right now?

It might have been. Don't read it. But, you know, community, I'll say, is the number one that really stands out for me in the way that kindness intersects with building community is that we're in the business at ExP Realty. We're not just selling houses, although we all are selling a lot of houses, is that we actually are impacted communities. When you sell a house, you impact a community. And there's so much opportunity as a real estate agent. And I keep going back to, we're on this culture cast. So we're specifically tying in one EXP and the initiatives that we have to really make an impact in our communities.

And so community outside, it makes a lot of sense. Like, okay, you can be out there being the hardest working realtor, selling the lowest price point in the country, selling tons of homes, innovating talent within your team. but you yourself as this leader who's doing so much work and you're working so your work is so hard this work is it's not like it's not easy right it's it's work it's dedication it's focus it's your heart it's it's your passion it's everything and as a leader at expe realty in your business if you're not plugging in and creating community for yourself to fill your cup right You're missing out.

But we have to take ownership of that. We have to make time for that. It's easy to say I don't have time or it doesn't exist or, you know, I'm going to leave EXP because there's no culture. No, you just are not paying attention. Right. That's okay. Yeah.

You can always choose to open your eyes. Yeah. Right. Opportunity is there. And I love to say that you're only one conversation away from changing your life, right? I mean, if you could just take a moment and reflect, can you think back to a time, a person that you talked to had a conversation with and literally the momentum from there, it was complete change.

Your life changed, right? So there's the collaboration within the community. And that's very the difference, right? So you can have a competitive spirit like me. As a basketball player, I was the point guard that would knock you over and then turn around and say, oh, let me get you. You know, so you can be competitive in nature, but be collaborative. Right. And I believe that that's our community at EXP Realty is that we love to be in competition.

We love to be number one. but we're pulling everyone with us and as we grow. Let's see, we're talking about community. We're talking about collaboration. What else are we talking about here? Service. Service. Service.

Oh, service. Man, we have such an opportunity to provide service. Not only to our customers, customers is easy. It's the same thing with other real estate agents and attracting agents to your revenue share or attracting great staff to the company. is that we have the opportunity to provide amazing service. And the more that you're able to focus on optimizing your business

with the technology that's available at EXP and with all the different tools and people and brilliance, and you leverage that knowledge that's around you, that you're able to tap into that and put things into action, you get all that going. Honestly, it can free you up, or it has for me anyway. It can free you up to only be doing the thing that you love doing, that's fun, which is to be providing the best service to the agents and to the customer.

And the way that you could do that is simply by taking a little bit of time of reflection, look at exactly what you're doing right now, and then take each little action, each little touchpoint, each time that you interact with a customer, each time that you interact with the agent in the transaction, each time that you interact with staff at EXP Realty, and what one little thing could you make an adjustment to where it could impact that person's day or week or life? Right?

Or your own. Yeah. I mean, wow, let's pivot for a second and talk about treating yourself with kindness. That's it. Yeah. I mean, you will give somebody better service if you're treating yourself with kindness, period. That's a known fact.

which for me is carrying an extra pair of pants, shoes, and a crowbar in the trunk. What's the crowbar for? Just easier to open up my fixer listing doors and get the door secured after. They're waiting for the late contractor. The pants are to jump the fence and the shoes are because I can't wear those shoes all the way back home. Those are top tips. But be kind to yourself. Same thing when I travel to a conference.

It seems, maybe it seems silly, but I know this resonates with many of you, is to nurture yourself. like if you're cody bring snacks you know like you can teach people right no but bring snacks or is it take a few minutes to just breathe for a minute like eat healthy maybe those kind of things but nurturing yourself um you you've got to treat yourself with kindness because then you can show up with a little bit better energy right and just naturally it's easier to be kind and patient and listen and be collaborative when you're showing up with the right energy. That's it. That's it exactly.

And I think, you know, in a post-COVID world where we work in this sort of virtual workspace, even for realtors, you know, typically these are with our staff too. These would be jobs where we would be working in an office and we would be around people a lot more. But take that away and it's like, oh, we're so isolated. But the truth is at the XP, you are not isolated. because you've got a bigger office community in the expe world and in workplace than any other company can offer you as a realtor or most companies can provide you as a tech professional because you can come in, you can plug into any of our one EXP groups. You can plug in and dial in and raise your hand and do some good.

And when you lay your head on your pillow at the end of the day and you feel like you've done good in your community or you've done good for someone else, it makes it so much. easier to be kind. Yeah. No, absolutely. In turn relates to the rest of it. You give better service, right? Yeah. It's hard to say it's easy because I understand it's not easy, but it is simple. And when you focus on these basic fundamentals of being a good person, being your

authentic self, sharing your story, listening, it's a, it's a, it's, it's, it's, it's, it's amazing. And there's so many agents agents in this business right now that may be struggling. I think they're saying there's a real estate agent quitting every three minutes. Imagine how many real estate agents that aren't going to quit that are struggling right now, probably like most of them, right? In some way or another, at whatever level that is, it's relevant and valid. And so I like to talk about what can we do without spending any more money, maybe even spending less time, but that's a whole other business type topic. But in terms of kindness, it's one of those things that you can add in to every little interaction

that will help things grow. And it costs you nothing. And it's a practice. And it's reciprocal. Yeah. It's so true. And I mean, it's one of the underlying themes there for kindness is this notion of empathy, right? And that's the core foundation of diversity, equity, and inclusion and of one EXP is the purpose is to grow your empathy for others, right?

And so that you can learn from others' experiences and be more understanding. And in that understanding, develop some kindness, right? I love that. So, no, go ahead. No, I just, I love that. Yeah, it is about it's empathy, truly, kindness, right? So what advice would you give to our agents about harnessing the power of kindness and their interactions with their clients and their colleagues?

Yeah. I would say be inclusive of your colleagues, you know, and then it goes the other direction. Include yourself. Mm-hmm. You know, value the fact that you, you, you, have something to give, you know, and maybe you're, you don't quite understand how to define it. I've been there. You just know that you care. That right there is enough. If you care about something, it doesn't mean sign up for everything and give up yourself to everything and, you know,

beyond your means, but it's really about that's enough to start. And when you get there, the human experience of being around others in that environment where they also have a shared vision or a shared passion or something that matters to them as a human being, you're going to learn about yourself in that environment through other people and the way that they react to you if you're paying attention. That in itself is a gift. It's absolutely truly the most humbling experience to go to a place with no expectation to receive anything back. And you, you receive these gifts from people that are, you know, hey, I see you. I love what you're doing and then in lies opportunity. And there's this exchange. Yeah, no. So the advice to simplify it

into action steps and to get into action would be to, it'd be to reach out to someone that resonates to you and start a conversation with them. And it would be to reach out to someone that you think could use your help and offer five minutes of your time. It truly is about getting connected, right? And we have this thing called workplace, if any of you, I'm just kidding. So we literally, literally, EXP Realty has given us every single real estate agent's phone number and a way to connect with them on workplace. One of my favorite rings is the, I can't actually, I'm not good with sound effects, but it is the workplace. ring.

Are you better at sound effects? No. Yes, but I can't do that one. I love that ring because when I hear it, I go, it's someone that doesn't have my phone number that's calling me or the, you know, the workplace chat. I get excited. It really is like a notice.

It's a good feeling. So we talked about, you know, seeking to understand. I this is look this is the way to do it if something can we cuss on this show no okay if something really ticks you off especially if it really kind of bugs you three times but you know the power of three but if it bugs you even be curious why it bugs you why does it bug you what do you have to say who can you talk to about it what is it that you're seeking you know do you want to understand something better or do you want someone to understand your perspective better? Either one, it's just a conversation that has to happen.

Two, make kindness a habit, period. It's like a little muscle. And I love my grumpy people and I love my introverted grumpy people. Believe me, I think you, I love you, I respect you, I get it. Like some people, I get it. You can only, you only have so much to give. So my advice for that is if you only have so much to give and your cups feeling a little empty, then go get around other people that are kind and watch your life change.

Right? I love that. Yeah. Yeah. And I know you talked a little bit about how, you know, having kindness as part of part of the value that you bring to the table. That ties back. If anybody's been listening to this podcast and listen to other episodes, we did an episode earlier this month about the wage gap. And there was a real piece in there about knowing your value proposition and being able

to defend it. I think at a bare minimum, you should be able to put that you're approaching all of your transactions or all of your interactions with a client or with a coworker with kindness, right? If you can add that to your value proposition, that's a major value add. There is a sticker price for that, right? You know what I mean? Yeah, because it can change every outcome that you are having. If your outcomes are not good, right? If your outcomes are not great, you're losing. the listing appointment, you're not getting the promotion, you're whatever it is. If you're practicing kindness, then that also means you're listening. So therefore, you're able to come up with a thoughtful solution.

That's it. And it's not always going to be easy. You know, I said earlier, it makes things easier when you're kind. Easier, but not easy, right? Sometimes life is going to be hard. Sometimes interactions are going to be tough. Sometimes it's going to be hard to put on the smile. But it is going to wind up being worth it.

And, you know, even in times where you have to defend your position, that's something we're tying. Right. Look at us. Throwing back to the first conversation we have in this episode is you being able to stand your ground and do it with kindness in a way that you've made nothing but allies on your path through EXP Realty. That's a, it can be done, right? It can be done. And don't be afraid, too. Like, if you have to reinvent yourself a little bit, it's never too late.

Right? There's plenty of people. I mean, here's what it really comes down to. Not everyone's going to like you. Not everyone likes me. And I always say, thank goodness. Yeah. Would I love to help everyone?

Absolutely. But I only have so many hours in a day. And I'm willing to have those hard conversations. But I'm also, I really love to to really dig deeper into the ones that come to the table and really want to work through things or grow or learn or change lives and make impact. Those people I want to be around and we can make huge, huge impact and change the world. So thank you for having me, Cody. This has been a really good time. Of course.

I'm so glad we were able to do this. I'm so glad we finally got you on as a guest. And if you want to learn more about one EXP, you can find. one EXP on Workplace by searching one EXP. You can also find the diversity, equity, and inclusion page on Workplace for more information about our upcoming episodes and upcoming events. And stay plugged in. There's always going to be a ton of content for you. And again, Jessica, thank you so much for being here. Thank you. And thank you to the team. Appreciate y'all.