Jennifer Henry: A Game Changer

Hey, welcome back to The Real Estate excellence podcast. Your host, Tracy Hayes, I have an amazing guest today is making a difference in the real estate space. She is not only an owner, broker of a local real estate agency, she is a coach that has launched her own podcast, and I'm really interested in that, because I've really indulged in that this past couple of days, listening to all her episodes, and they are inspirational. She has experience a growth story that will inspire anyone looking to become a successful agent, her love of teaching and coaching others to their own definition of success has enabled her to create and nurture the program, which she has named game changer. She believes your business grows with the extent that you do. Oh, we may have heard that on this podcast before. Amen to that she is a national director of the locker room real estate coaching company. Let's get on the field with the owner, broker of Game Changer real estate, host of Game Changer real estate podcast, your first five deals. Jennifer Henry,

Jennifer Henry  2:12  
 hey, thank you so much for having me. Thank you. As I told you, I really you know if your downloads on your podcast went up in the last 24 hours, is because I was I started listening to one after and I didn't listen to him in order. Initially, I kind of just went down say, Well, let me just listen to a couple of topics that maybe I'd because you have some short ones, and then you have a couple interviews. And it's like, okay, hold on, I gotta go back to the beginning. And then I was bouncing around. I was taking my son to his scouts. I'm he's in scouts, and I'm listening to your podcast last night, going through the episodes. But what I mean the things that you're delivering, I have to say this, the quality of your podcast is excellent. Your sound quality, you sound great. That's awesome. That's an iPhone. Really, seriously. Oh, wow. You have a mic or anything. I do, I do, and I go into a very quiet space, because I have some dogs. I can't do it around my dogs. But outside of that, yeah, oh, wow. The sound quality is just awesome. Now, you personally editing that yourself. Are you having some of them? No, I have software that edits, but I have an assistant that does well, you do. You're, I mean, that's one of the one of the things is you got to have the sound quality, because people start listening to and if it doesn't sound good, they're like, I just, you know, it's irritating, yeah,

Unknown Speaker  3:20  
yeah.

Tracy Hayes  3:20  
But ma'am, everyone needs to, after listening to this, go and search out Jen's podcast. It is great. She has, she doesn't go on as long as I do. You have some short clips right to the point in there. But if you're a new agent and you're driving to the office, or you're driving to a listing or what, on your way home, you can knock out one of her shows. And they're excellent, excellent. Yeah, good interviews in there as well. Thank you so much. But let's start off like I always do, tell us a little about where you're from.

Jennifer Henry  3:46  
Well, you know, I am. I have a different kind of where I'm from. Story. I don't have anywhere I'm actually from. Okay? I am a missionary kid and an Army or Air Force brat. So we kind of lived everywhere and but that said Jacksonville, Florida is where I've been the longest. I've lived here for 17 years. So now I call Jacksonville home. Awesome.

Tracy Hayes  4:05  
Now I go back in your your LinkedIn, as I do most research on most people, LinkedIn at least, gives me some sort of timeline what's going on. So I think it was pre 2005 early 2000s you're in Springfield, Missouri. I was Yep, and you were in the actual if I the construction business

Jennifer Henry  4:21  
or what we yeah, my husband, at the time, was building homes, and that's how I got into real estate. I was a stay at home mom. I was actually pregnant with my son, and he started building he had a company. He was building homes, and he said, Hey, Jen, save me the commission. Get your real estate license and sell my specs. So I did make sense. That's how I got my start. All right, 2005 what brought, what brings you to he got a job transfer here. So he had another job on top of his business, which kind of shut our business down there in Missouri. Yeah, he moved here. Got a great opportunity to join a company here as a project manager. So he did that. I moved here, and I'm like, Well, great. I have my license in Missouri. What am I going to do now? Right? So I just decided to get my license. Didn't know a soul. Here in Jacksonville, got my license and that the rest is history.

Tracy Hayes  5:03  
So what was interesting is I was because I was not listening to your episodes in order, but I eventually went to episode number one, and you give a little history there. And what I thought, which is very opening up, just you putting yourself out there, and I think it a lot of agents are going to relate to you, although some say they never thought about quitting. But you actually got to the point, after a couple of years of not really having a good leadership, not having someone good to follow, you kind of stepped out of the sales stock.

Jennifer Henry  5:31  
Oh, I just straight up quit. Yeah, yeah. I mean, I know I didn't quit. I threw it up against a wall and said, I never want to see you again. And it shattered, you know, but in to preface that, I did not have a support system at home that wanted me to be successful, and so I was fighting against that. I also did not have leadership and training and coaching. Didn't have that so I didn't have anyone telling me I could do it. Now. I'm not being a victim here. I just know the vast difference speeds for me between not having it and what it meant in my success. Well, we

Tracy Hayes  6:05  
talk about, I always try to bring up, with every great agent that I have on is, you know, to bring up those trials and tribulations, so that the, you know, 80, I think you use the number 87% drop, you know, drop out. And you know, they're sitting in there. Some of them are sitting in a taking a test today for the real estate license, knowing that nine out of 10 of them aren't even going to be in that room in 24 months, roughly that and that not because of the time period that you were in. I think you would agree with this. It was just You didn't even, you didn't even have, there wasn't even enough leadership to even, like, push you in the right direction of, like, hey, go talk to so and so. Or, hey, you need to go to this class. It was just footloose and fancy free. Just felt kind of lost. And then

Jennifer Henry  6:50  
I was lost is the best way to describe but here's the interesting part, I didn't know I was lost. Yes, you know, I just, I was just doing what I thought I saw. Some people successful, many people not. And I was just doing what I thought I needed to do. And the real reason I quit, and quit so violently, was because I had a really bad transaction that I never should have done to begin with, and had I had leadership training and coaching, probably could have avoided that terrible transaction. So it really was a bad transaction that made me throw in the towel. And so if I had the coaching, leadership and training that I know I provide now, because now I truly understand why agents fail, then I really feel like I could have probably avoided going through that pain, all of that to say I'm glad I did it, though, right? Because it brings me here, right?

Tracy Hayes  7:33  
There's, I think we all have a path and tests us all the time, yeah, and that was a test that was a tough but that he but so as your story went on, and I was listening, in that first episode, you end up falling into it was, I think it was a Keller Williams team at the time, just as a job, as an in the operations,

Jennifer Henry  7:53  
transaction part of it. Well, you know, for two years, the two years that I quit, I really had convinced myself that I just wasn't any good at it, right? And then I decided I just needed a job, like a real air quotes here job, and so I just call it w2 I needed a w2 I did. I thought, well, that's what I need. I'm a single mom at this point, because I had gone through a divorce, and I'm a single mom, and I'm just doing what I can to hold it all together. And so I got a real job. But, you know, unfortunately, and I'm not here to disparage w2 but this is a business podcast. Clearly, we're talking about bigger and better, right? Yeah, $12 an hour didn't cut it. No, yeah. And the most I was I could ever find, because I didn't have a college degree, and the only experience I had was real estate. The only job I could find was $12 an hour. And so I found a $12 an hour job in real estate, thinking, Oh, this is the perfect solution for me. I'll just make it here. Yeah. And then, you know, not three months into that gig, did I see what these real estate agents, these checks, these real estate agents, were cashing, and I was on a team that provided training and support to their agents, and I saw and learned things from the administrative side that I was like, How did I not know this? And had I known this? Would I have sucked so bad at this? And that was the pivotal moment for me, when I decided that $12 an hour job was actually gonna, even though it was giving me a small sense of security, was actually gonna hold me back.

Tracy Hayes  9:15  
It's your several thoughts have gone through my head. In this one is the thing I've mentioned before on the show, and I'm putting that out there to the leadership of nefar and the St John's board. I think you would be an inspiration to come in. I offered to come in because of all the agents that I've talked to, not to talk about loan depot and loans. It's not where I'm coming in to sell. I don't even have to. I don't have to wear this shirt. I want to come in and talk to you about the common themes, and one of them is what we're talking about right here, and how so many new agents are out because of that first step that they make improperly. Maybe the first step is taking the test. It's a second whatever those initial steps and all of. Sudden, they're off on the wrong track, and they don't realize there actually are so many ways to do this business. There are so many great people, and then there's something out there for everybody. Because some people probably could just step in and run with it. I don't know, whatever it is, it just clicked with them. You needed a little more hand holding, which I think most agents do. That's why they joined some of these teams, to get that, you know, get their career started, just like they keep talking about teaching financial literacy literacy in the high schools, and then kids need to be better. Real estate agents need to take a few moments, and actually, you know, sit in front of a board, a panel, yeah, and explain to them, Hey, there are many ways to do this business. You can go join this team here. This brokerages does it differently now, and you got to find which one meshes with you bet that's right.

Jennifer Henry  10:46  
And you know, hence my brokerage, which is really our model, our models to help agents figure that out. But I really do feel like you almost don't even know that until you've done a few deals. You know, give yourself a year in the business, really hustling out there to really learn, okay, this is what I enjoy about it. This is what I don't, because we're all different, and really figuring out where you land, and having somebody come alongside you that's been where you are and understands what it's like to fail, but then come back and like, you know, restore their business and life through this industry, because it is a fantastic industry.

Tracy Hayes  11:17  
Do you feel? And I there are, we know, there's smart people out there getting into the real estate business, and they are taught, I think some of them may be afraid to actually before they actually even take the license. Hey, I think I might want to become a real estate agent, because they know that. I won't say negative, but the generally, most people are going to lead with, hey, just going to let you know you got to get yourself out of bed every morning. You have to make you have to prospect, and how are you going to do that? This is how I do it. You know, that might not fit you. We'll talk about that, and we'll do it with your DISC assessment and so forth. But because that conversation is somewhat negative and may actually turn them away from their dreams when that person is really setting, you know, kind of giving them a clear picture of, hey, it's not all sunshine and roses, you actually have to work. It's not just showing beautiful homes and get a chat. You know? It's not HGTV, yeah, exactly. And I just, you're, I think you and I really could actually start to build something. This is going through my mind last night. This is me, my visionary. I'm a visionary.

Jennifer Henry  12:17  
Oh, so am. I got some danger, dangerous stuff right here

Tracy Hayes  12:21  
to put a panel together. When these people go, it's open. I mean, you don't have to be, not required, to get a license to come, but if you really want it, that panel is open for anyone to come in and ask whatever, and get four or five people's different opinions be pointed in the directions, whether it's Watson really, whether you want to go with Keller Williams, or a boutique, really, like, game changer, you know, I call them boutique, I guess, independent, yeah, like, or, like, roundtable below here, independent one. You got to go out and what questions you should be asking that that broker, right? Yeah, I just feel there's, like, this huge gap, and so many good people are, you know, 87%

Jennifer Henry  12:56  
I was gonna say it's kind of, it's 87% Yeah, 13% are gonna make it. And here's the, you know, I don't know if you've listened enough in there to know, or if I've talked about it recently my podcast, but of that 13% Well, of the whole 100% only 3% are gonna sell 24 homes or more a year. So even in that 13% we're not talking about all these people are making a living that truly could support their family. I mean, we're talking a minimal, a very small minority of 3% are actually out there killing it, 100%

Tracy Hayes  13:22  
of 100% agree, because I see those numbers, yeah, that, you know, who's on the, you know, front page of that, and then how quickly the numbers drop off?

Jennifer Henry  13:30  
Yeah, yeah. They drop off drastically. And so, so it's almost misleading the statistic of even 13% or make it right, because 13% may be still licensed, but may not be doing this in such a way that they can truly craft the life that they want to have, right?

Tracy Hayes  13:45  
So we're going through some of this. You mentioned part. I have this partnering with you, partnered with your husband, Jeff, because

Jennifer Henry  13:51  
he was in, yeah, he's real estate now. So in that story, I did get remarried, yes, and got back into real estate and all of that, you know, really built my life back from nothing, because truly going out of the business for two years and working on the $12 an hour really financially ruined me, and it took me a while to get my life back. But real estate did do that for me. So that's why I'm a real estate avid supporter for the rest of my life, because of what it can do. Yeah, and quickly when you put your head and heart into it, right? So my husband and I, so I may remarried Jeff Henry, and he's a real estate agent as well, and we built a team. And that's kind of where our next part of the story starts.

Tracy Hayes  14:27  
When we don't want to use that term quickly, loosely, but whether it's the loan officers prospecting the real estate agents, you prospecting your buyers and sellers, you start a process, and we're going to talk a little bit, because I really want to dig into the disc and into the DISC assessment and the other assessment you mentioned there as well, because I've taken the other one as find it out and and how you align, but to get with the right people find out. Take these example personality tests to figure out, what is it that makes as Missy Katie. Kept Meyer, that's about, sorry, missy. Katie campmeyer mentioned it, what makes your heart sing, and that's what I titled her podcast, what makes your heart sing, because that's really what her show came down to, is you got to do what makes your heart sing. And that's, and I think you talk about on your podcast a lot, finding out what, whatever your prospecting thing is, that you you have to prospect You're

Jennifer Henry  15:21  
not getting away from that. Yeah, there is no easy button. There's many ways to do it. There's so many. And you know, if you want an easy button, the way you find an easy button is you do it your way. You know that is your easy button. That's as easy as it's going to get. You're still gonna have to show up for it. You still have to get up, put on your clothes, act like this is a real job, a real business, because it is yours and it's the best one you'll ever have, but you're still going to have to treat it like a business and do it in such a way that is sustainable by really doing what makes your heart sing. Thank you.

Tracy Hayes  15:46  
Miss I think in the things that have happened to me in the last well, really, actually, my 17 year career in the loan officer world, there's things about knowing about how to write a loan and stuff, but how the business is being operated. And I see the same in the real estate agent space, the people that are successful that 3% they're finding what makes their heart sing,

Jennifer Henry  16:05  
they are. Yes, you are. I mean, you look, you probably ask any one of them, what is the one or two things you do exceptionally well? You know, when I walked into your office here to do this podcast, I saw that this makes your heart sing, you know, because and you've built a business around this. This to our listeners, your podcast is an exact example of what people should be doing. And honestly, that's how I'm building mine through my podcast, right? And through speaking. Those are the two ways that I'm using my gift of communication to reach people, which I enjoy to do. I love it. Excited I get up in the morning. I woke up this morning, so excited to be on your podcast. I appreciate you, know, and it is. And to me, this is a way to build my business. Build your business. Yep, have excitement. Walk out of here energized, not walk out of here tired. So, and that's a real clue. You know about business is, if it's making you tired every day and going home and being grumpy with your family, it's probably not something that's

Tracy Hayes  16:54  
in alignment with you. I totally agree. And you've got and it doesn't take much, but what I guess, might as well just break open the DISC assessment, yeah, and the strength assessment, you know, John with momentum, really, him and his wife, Brittany, they said, hey, you need to take they saw the visionary. He like, I knew you were gonna, you know, the top five categories, right? He has, I knew you, I knew you were that was gonna be what I forget who don't know what else. But one of the things was in there, because, from the visionary standpoint, but you're 100% right? You and when you hire somebody, you got to find out what makes their heart sense, right? And because if you want the most album, and I think too many, whether we know there's brokerages out there, to just sign up somebody, just sign somebody up and say, Hey, we got a new agent coming on. It's same in the law officer world, they're doing the same thing, oh, I got a new law officer, yeah, okay. And then they just come in and they, they drain the entire thing, because they're only doing a couple deals a month, and you've got all this technology and everything, it's like, okay, well, we need 100 of those, because they're only doing a couple. If we found out what made their heart sing, they would be doing 10, right? Yeah. Or, you know, 10x in it. That's right business. And I so let's because I could talk about the two assesses. I want you to talk about it. Can you talk about it on your podcast? The importance, because you preach both the disc and the strength. Yeah, to me, they're a team. How do you utilize that? I like John at momentum. He actually has his agents take that strength test to find out what is. What makes her heart sing, especially in prospecting

Jennifer Henry  18:19  
like the number one thing, yeah, well, so our agents, all the agents we hire, are brand new. And one of the things I've found with brand new agents, because again, I remember being one vividly, even though it was 20 years ago, they lack confidence. You know, they are there. They see the 3% of the people that are out there killing it, and they're like, oh, that's who I'm up against. No, that is not who you're up against. You're up against yourself. But nonetheless, people lack confidence, and this so while it does make you happier to do what makes your heart sing, it's also going to give you confidence, and when you can walk in more confidently, you can get the business. So what we do with our new agents is, after they're done with their onboarding, they do the DISC assessment, it will yield one of four results, or a combination thereof, of the D, i, s, c, which is a personality, your behavior traits. And then from there, we have them do the strengths, finders, the Gallup strengths finders assessment, which shows them what their strengths are. And then we help them craft a lead generation plan around the combination of those two. And then we help them create a graphic marketing piece that really outlines and showcases it so that a consumer will see and go, Oh, that sounds like an alignment that I want to

Tracy Hayes  19:24  
be a part of. That is the piece. I think people know that's out there, but don't actually go for it. Is that alignment piece? Because I think you talk about in one of your shows, you was one of you had the guest on, I can't remember the name. There was a there was a female guest that you had on, and she was talking about that and finding you're not in as you guys talk about, you're not, everyone's gonna like you, yep, hopefully more like you than not, obviously, but you got to keep putting yourself out there. Do you find more and more people that like you? Have to, you know, whether it's, you know, doing podcasts or videos or whatever it is, to expose people to show what it is that and. This is what? This is one of the questions and something I love to sit down with you afterwards, and we're not, not on a time and being recorded, just to have a conversation about it. But how you break down, because you talk about the resume and the graphic resume, putting on there stuff that really highlights, yep, you know, you know, the things you like to do. How do you exploit that? How do you put that out there?

Jennifer Henry  20:21  
Well, so the graphic resume, again, it's my term. I don't know if that's even a marketing term. I just use that term. The graphic resume is a way for an agent to at a or the consumer at a glance to see who this agent is, because if all they think is you're a realtor, well, you look just like every other realtor, 10,000 of us here in Jacksonville. So we've got to really set you apart. So the key component to a graphic resume, and the different, the key difference between a resume you're giving to an employer and a resume you're using in this case, is that we're positioning it to be what's in it for the consumer. That's the key differentiator. So this resume is not, here's my degree. Even though all those things are in there, it's all tied into All right, Mr. Mr. Consumer, Mrs. Consumer. I have all these things, and this is what it means to you, and this is why you want a Realtor with these characteristics.

Tracy Hayes  21:07  
What are we seeing today? You know? And I bring this up because obviously I go on everyone's LinkedIn that comes on, and there's, I've had agents where their LinkedIn hasn't even been updated, doesn't even say anything about real estate. But in this technological internet world that we're in, this is an area for you to brand yourself, and branding is a number one top topic that's in not only in the loan officer but more in the real estate world, because I do believe consumers choose you guys more because of you than the name of who you hang yourself 100% from that standpoint. So lost my train of thought there. Where was I going? You're going to LinkedIn and, oh, the LinkedIn, yeah. So how important it is to have that alignment, because you don't know if there's a graduate from southeastern mass, a good friend of mine went there, right? So Scott's probably not listening. But Scott, well, you don't know if it might have gone there, that's right. You don't know who they might have been from Indiana and went there. You don't even know That's right. And if you're not putting that out there you are, that's another block you're missing. And then obviously, on LinkedIn, you know, the algorithms are linking you with commonalities that you have with other linkedins like Facebook and other things do that. So to when you start talking about this resume and your podcast, I was like, wow, I want to dig in with her. I want to do something like that for myself.

Jennifer Henry  22:29  
I would love to help you do one. Yeah. So really? So if I could tell you what the components are, yeah, it's the contact information of the person. Yes, yeah, a bio that doesn't restate what the other point state something unique, the bio is usually more who you are, your belief system, your hobbies, family, where you're from, that kind of stuff. How do you

Tracy Hayes  22:48  
express that? Though, those things sounds great as titles, but how does one personally, if I'm doing a resume today and looking for a higher paid job, I'm hiring a professional that can word that, I agree. So are you bringing in that into

Jennifer Henry  23:01  
well, so my top strength is communication. I love to write. It's an area that I excel in, but don't ask me to do math. So, you know that side let me do the language arts here. Yeah, you know. So with my agents, I tell them to write their bio, and then I will help them craft it in such a way that I think is appealing, flows and so forth using their own words. I don't want it to be my word, but sometimes other people can write a better bio for you than you can write for you 100% Yeah. And so, you know, I help them. I help them do it. And yeah. And if you're not somebody who's good with words, help have somebody that is write it for you. Well, just the

Tracy Hayes  23:38  
term beliefs in the political climate, there's other terminologies, and so religion and stuff, when you use the term beliefs, there has to be a creative way to do that. Yet, you know, stay apolitical, right?

Jennifer Henry  23:51  
I agree, yeah, yeah. It's a touchy set subject, especially in today's world.

Tracy Hayes  23:56  
Although there's no doubt there's customers we have gravitate to us because of that, some of those political or religious beliefs that we may have, that's right, that have balance like which

Jennifer Henry  24:06  
you really make peace with the fact that if you're going to be open about your beliefs or political stance, you're okay losing customers over it, and if you can make peace with that, then just get the customers you're going to have. Now in my brokerage, I really don't want to create any kind of disturbance in the world like that's not what our brokerage is about. We do have some strong beliefs that we stand on as an owner. I have beliefs that, obviously I attract to me. What is similar? Yeah, but when it comes to business, I let me put it to you like this, I had a realtor once, not at my brokerage, and long time ago, he said to me, I have strong beliefs politically, and I feel like I should be able to put them on Facebook. And I'm like, You know what? That's fine. I don't have a problem with that. But let me ask you, if someone doesn't hire you because of that, are you okay with it? Oh, I don't. He hesitates, yeah. I said, so what if your next door neighbor hires, doesn't hire you, and puts their home on the market with someone else? Because Are you okay with that? And he couldn't be okay with it. He was. Like, Oh, I guess I'm not. So in that case, Are you really willing to take that strong of a stand? Yeah, that's what it

Tracy Hayes  25:04  
boils down to, yeah, I literally cleared off everything, partly because my wife was also making the same sort of statements that you were making, yeah, although amazingly, like you said, we attract like kind we don't even have to. Also in conversations, someone says something and but we, you know, and I think the areas that we live in, you don't have to say anything, you know. You find out who then aligns with you. Then you then, if you want to go off in a private room,

Jennifer Henry  25:29  
let's be honest, though, you're not ever gonna have 100% alignment with everyone, right? You know, you may have a political alignment, but not some other thing in your life. Maybe you love dogs and they hate dogs. Like, at the end of the day, we are all different, unique individuals walking this planet, and the better we can see each other as just really appreciating your differences, the better we can get along, right?

Tracy Hayes  25:48  
So back to the resume. Yeah, expressing this out there, because from what I got from your podcast episode there is you want that customer, buyer, seller, to see you in the line with you, yes. So you're trying to stay that apolitical, you know, not really, you know, slant either way, but yet still express your uniqueness.

Jennifer Henry  26:10  
Yeah, yeah. I mean, it's a fine line to walk, yeah. And again, whatever you write in there, you got to willing to be to take a stand for it, and also be willing to be okay with not getting customers that don't resonate with that. I recently posted, one of my team members posted some of our agents resumes, and some of the resumes that were posted, the graphic resumes had some strong spiritual beliefs in them, and she wrote in, and it was an interesting conversation. She wrote in on Facebook, she commented that she would never hire one of those agents because of some of the things they said. And I felt like, well, that proves my point. The whole point is we don't want to work with people that aren't in alignment with us. You want to hate your life work with people that are not in alignment. And I'm not talking about 100% belief, but people that are so different from you that you can't even get behind so in that case, there are plenty of people that do,

Tracy Hayes  26:59  
yeah, yeah. It does shock me that you think of all the, I guess, polarizing things that we have out there that at least the media tells us are polarizing true. And you know, if you believe that, great, I don't go home with you. I don't eat dinner with that's what I'm saying. It's your good real estate agent. I know you're gonna negotiate because you don't care who I am, right? From that standpoint, you care about me as a person, and you want to get me into a home, or get you a good loan or whatever, because in the end of the day that you know, we want everyone to be happy and go home you got your home. We're not trying to eliminate you from the earth. No, absolutely not people. I think some people go to that kind of extreme. Oh, I know, you know. So find the people you align with. So I'm really interested in that, and hopefully we can dig into the resume. Yeah, one question I always like to ask is, what do you do as you're coaching, you're obviously leading a brokerage. What are you doing? Because you had that term, and I'm going to wrote it down here. You said it earlier. Actually, maybe I didn't write I was writing so many here statements down for the podcast. I got, but the only competition you have is you. Oh, yeah. And so what are you doing? Because I'm on that same thing. I keep telling the only competition is me. If I'm not getting a deal, trust me, has nothing to do with the product. And I'm gonna tell you right now, guys, unless your interest rate is just gross, it's not that either. It's, you know, people refer you. There are people aligned with that, and they're going to go, you know. So you have to work on yourself, you know. If you're missing five, if you miss five deals, four of them is because of you. One may be because, you know, somebody just give me the interest rate. They don't care what kind of service they're getting. In my opinion, what do you and what do you preach to your agents, really, for that personal development and podcast books?

Jennifer Henry  28:41  
What do you like to do as far as how to for them to get the business?

Tracy Hayes  28:44  
Well, no, just first working on yourself, oh, and yourself, improving yourself. You're your only obstacle. Yes, what do you

Jennifer Henry  28:51  
Yeah, so, oh gosh, so many things. Podcast, big time. I'm always recommending articles to read podcasts, to listen to things like that. I believe that people will grow based on two very important things, the books they read and the people they know. And so my job is to expose my agents and the people I lead to more people to know and to more books to read, especially when it aligns with certain things they're working on in their life. And we can't be working on all the things all the time, right? But we can pick one or two things we want to work on. So for me right now, and by the way, I don't believe on working in your weaknesses. I believe I'm working on your strengths. Don't waste your time trying to be good at something if you're not good at podcast and you can't fathom the thought of looking at this microphone, record it. Don't do it right. Go find something that will work for you and work on that video. There you go. What is it? Eight seconds, however long? Yeah, no. When it comes to perfecting your skills, it is something you've got to be really intentional about learning. You know other your business is your you are the lid of your business. So whatever you've grown to, that's where your business will grow. You cannot expect your business to outgrow you. You will have to grow for the business to follow. And that's a really important part. So, yes, podcast, seminars, conferences, training, events. Of course, I do believe a all agent should be attending the training. Their brokerage is offering, far offers, some great trainings. Go to your board, do whatever you need to do to stay current.

Tracy Hayes  30:09  
How do you when we've talked this over the many episodes, because we talked about events, and a lot of times, I think a lot of people shy away from events. So I got to spend whatever I got to travel there, got to stay at Hotel, whatever it may be. And there's, you know, $1,000 expense or whatever it may there. And really, you might be there for a couple of days. And maybe the only thing you take out of it is this 15 minute segment that really just light bulb goes off. Oh yeah, right, life changing. And or so, many of them are going to events before, and they're getting all these golden nuggets are just coming out like, oh my god, I gotta do that. Oh, I gotta do that. I gotta do that. How do you debrief from an event like that and get them focused on those one or two things they can do today? Just move the needle and then worry about three and four A LITTLE WHILE down the road.

Jennifer Henry  30:57  
You love that dude. Yep, we talk about, you know, obviously you're gonna be taking notes, writing things down. And I agree with you, sometimes it's what you're hearing, and sometimes it's just perspective you're getting. Perspective is big. I've been able to go to events and didn't actually take a strategy away, but rather, I saw someone do something that I didn't think was possible, and suddenly became possible for me. So events, these conferences and seminars and things, are great, but when it comes to debriefing and it comes to really downloading what you need to do. I always recommend taking when you're making your notes, take a highlighter and highlight in a different color your actual action items. Okay, you're writing down all these ideas. Now, what is actionable? What is actionable? And then the next thing you can do is meet someone at the event. Make a point of being intentional. Meet someone at the event that can be an accountability partner for you when you leave that you can do the same for them. That's really taking it to the next slide.

Tracy Hayes  31:44  
I like that. I think we and we do meet some great people at these events. We do, and a lot of times we don't stay in touch, but really having that accountability person, or in your I mean, coaching is your passion. You're right there in the office, so you're kind of like the on the spot coach. I think, you know, my experience, I hired a coach for the podcast. I've had a mortgage coach for the last year. You need that coach to hold you accountable. They're going to give you some ideas, because you're going to be like, hey, I really want to do this. And they know something over here. They're going to pull it out into you and that sort of thing. But you need that accountability. And also, like you said, when you come back, it's like, you're going to have 20, you might have 20 things on there, like, oh man, these are all great ideas. But what can I do today? The average person, whether real estate, doesn't matter what industry you're in, are gonna go and never close that notebook and never go back to Yep, and you never you got a little energy out of the event. You got a little area, but then you didn't actually move the needle. And implementing some of the ideas. Wanna go back to the strengths finders talk a little bit about because there's 34 right that they that they put a name to anyway,

Jennifer Henry  32:48  
yeah, but it's the five. Those first five are your top five strengths.

Tracy Hayes  32:51  
How important? If you can give us maybe, and I think everyone needs to take this the strength finder step. I do too. They really, you really do need to. But then you obviously, you want to follow up with it on someone who you can actually sit and consult with. That's right, on what those five things and how you may implement it in your business, just like going to that event. That's right, you got those five things. Explain how you would break that down, and maybe you don't necessarily mess and mention a agent's name, maybe someone recently who said, Hey, these were their strengths, and this

Jennifer Henry  33:18  
is what we did. That's right, great. So the top 34 strengths are awesome. You don't need all 34 like you've mentioned. You only need to do the assessment for the top five, that's my opinion, because sometimes more information is too much. You get your top five strengths and you study them, and now when you get this assessment, you will also get reports, and these reports will have little links to videos that can really explain what each of your strengths really means. Okay, so get to know them individually. Start looking at how they're showing up in your life or not, and really look at your day to day activities. What gives you energy? What takes energy? That will be a key indicator of what is in those top five strengths, all right? And then when it comes to how you actually build your business around it, you can consult with someone that can say, Well, are you doing this or are you doing that? And there are strategies around some of these things, but really, it's about the energy that things are giving you or taking from you. So, you know, I take an example of someone like me, for example. I'll just go through my strengths, you know, communication, strategic, futuristic, responsibility, and I'm gonna draw a blank. Oh, activator. I'm an activator too. Are you okay? I love it. Yeah, there's might be my number one. Oh, is it? Yes? Okay, I think it's my number two.

Tracy Hayes  34:24  
I'm printing them all after this. You should. I gotta print them off because, yeah, go ahead. The top

Jennifer Henry  34:30  
five matter. But what matters more, and this is, again, where you got to do a little study, is the themes that they fall into. There are four themes out in those 34 they're divided into four themes. They're divided into executing, strategic thinking, relationship building, and I'm going to draw a link on the fourth one, influencing. There we go. God, I knew it was going to come to there's those four. Look at where they fall. So for example, I have one in influencing, no two. I have activator and communication and influencing. I have strategic. Strategic thinking and futuristic in strategic thinking, and I have activator or a responsibility in executing, but guess what? I'm missing relationship building, so it's a gap. So what I do is I focus on, okay, you're really good at these two or three themes, but now you're missing. And I say missing because I don't want anyone to feel like there's they're not whole. We're all whole the way that we are, but there's an area where you're not the strongest, so we've got to find a way to put leverage in place for that so. And by the way, for our listeners today, I have a lot of great relationships. It's not that I can, I don't. I am. I'm literally not driven by relationship building. I'm driven by executing and influencing. Okay, so that's where you get to know your strengths, look at the four themes. Where is there a gap? Wherever there's a gap, that's an area you're going to struggle, and instead of making yourself better in that area, find someone or somehow, some way to fill back. And a lot of times, it's hiring people. And I know I'm talking to people that are looking to build teams or get an administrative person. That administrative person, when you do their strengths, you can see, oh, this is where, truly, they fill my gaps, and together, we make one kind of perfect person.

Tracy Hayes  36:07  
And that's how that part in trying to get my business. And this is, you know, we can have kind of like a little open conversation here about yours, because the relationship building is going to, I guarantee, if I go in there and break it down, we're very similar, yep, and I know in my business, and know enough how this business runs is I need that assistant, yep, who's, you know, Miss Congeniality, warm and fuzzy on the phone and all this stuff. Can I go and chew on a lone bone? I call it when and get someone approved, because I can smell that this loan has ability to actually get to the, you know, a tough loan to actually get approved, and I will work it until there, because I know it can get done with the amount of loans that I've done in my experience. And I'm more, I'm more of a bottom line. Person, I'm like, Okay, you want to buy a home, okay, but why you want to do it? Okay, let's all right, we got you approved. Where's your you know, I'm like, that, get the loan set up, and then I need that follow up person that now is going to miss me, Miss Congeniality or him. I don't necessarily her but, but it has a softer voice, softer approach. I'm a little more I have a little more sense of urgency and want to move on to the next conquer well.

Jennifer Henry  37:16  
And it takes all kinds of people to make those happen, you know. And I often say, if I did have that, it would probably diminish something else I'm great at. So we are designed the way we are. We are created to be really, pretty much whole, and that's where the human network comes together and truly help people be better together than alone.

Tracy Hayes  37:32  
Have you ever given someone one of these assessments? Because I know you probably you know, especially the DISC assessment. I know the DISC assessment in the loan world has this is what a loan officer looks like. This is what a loan assistant looks like. So I imagine in your world where someone, you know that someone who wants to become a real estate agent came in, takes those tasks, and you're like, all right, you you know you're kind of

Jennifer Henry  37:51  
opposite of what I don't. I refuse to do that. I refuse to look at a DISC profile and say, you don't have the profile of a realtor, right? I refuse to do that. Now, are there some propensities? Sure. Do we see that the majority of people that are making it big have a certain profile? Yes, but I want to believe in the human potential that we all have. And I believe anyone with any profile, when doing what they do best, with their personality in mind, can be successful. I want

Tracy Hayes  38:15  
to put an amen to that. This is where our industry, I believe, is missing now I am blessed, because I sit with two outstanding professionals and on the real estate agent side a week, and you I could say, make it. I can make myself feel like all of you are like that. But it's not, and I see it in the loan officer world, where, because obviously we're, although we're 100% commission, we are. W2 so not that self employed, unless I go from my own brokerage or something, and they're not taking the time, a few minutes to take those tests and say, okay, you know you have you're very approachable. You walk in the room. Everybody likes you. What do we need to do to 10x that's right, and that's where they're missing the thing. And it's not just, I mean, just finding that, whatever that prospecting thing is,

Jennifer Henry  39:07  
Oh, there's one for every DISC profile, there is a prospecting propensity for each one. Let me just tell you what they are. High D people need quick and dirty. They need to be able to get results quickly. They need to be able to get in with people and get out. So, believe it or not, cold calls and door knocking are great for high D people. It just they want instant results. You even heard about it on Missy on her podcast, she said she did door knocking. I guarantee you she's pretty high D.

Tracy Hayes  39:31  
I think where she's gone definitely. Yeah, she says she's type A her whole family's

Jennifer Henry  39:35  
that's a perfect example. You know, door knocking, cold calls, just getting to the point with people, you're going to attract people that like that, okay, and that respect that, all right, high eyes really need to be doing events and parties. You know, you do big events, client events, or you do, you know, lunches and masterminds and that sort of thing where you get to talk to a lot of people. And, you know, be the social person. High S's are the high stable people. They're really going to lead with seminars, workshops and things where they can. Instruct and help people get out of their own way, and, you know, be support to them. And then the high S's, or, I'm sorry, the high C's, they're really going to lead with statistics and facts. And if you can lead a consumer to statistics and facts that and that appeals to them, the likelihood is they're a high C too, and they're going to really appreciate that in you. Now, high I's probably going to annoy the crap out of them. So there is a realtor for everyone. And so embrace who you are, whatever disc that is right, embrace it. Build your business around and don't try to be like

Tracy Hayes  40:27  
everybody else. But the point being is find out what those find out what it is you may already you have to see the your thing is, yeah, and you, because you read all the you know, hey, you probably like to do this. That the other thing, and you'll be like, Yeah, that's me, well, okay, now everybody knows you're that high C, and let's break you in the room with a bunch of engineers and you do spreadsheet.

Jennifer Henry  40:48  
That's right. Embrace it. Embrace it. To see. What I have found is that most people that don't fit the perfect profile, they think they have to be that way. So they're they are already setting themselves up for failure because they're like, Well, I'm not very people person. I'm not an extrovert. I'm not the lies of the party, you know. I'd rather be behind the scenes. There's a place for you in real estate that's very interesting,

Tracy Hayes  41:06  
because we were having some different trainings in the last few weeks, and they were talking about, as you know, in your world, we also have all the little bells and whistles, and there's so many of them, you don't have time in the day to do that. And that C person is telling me the ID that I should be using mortgage coach and send out all this analysis on how much they're going to save over 3030, years if they bought a point now, and all all this breakdown and like, it's like, Nope, no, that's not working for me. Now, that may work for you and but then it's got to work for the clientele that you're he or she's

Jennifer Henry  41:44  
gonna attract that bottom

Tracy Hayes  41:46  
of high C. I want to go down the Hangout the Northrop Grumman, right? I want to hang out with those guys, right?

Jennifer Henry  41:49  
Yeah, yeah. But see, you got to keep in mind that and nothing against this high C person you're talking Yes, but say a high C comes to their business with that approach what they're not recognizing as a high D. Perhaps just wants to figure out, how do we get this done the quickest and the fastest and easiest with the least. Easiest with the least hassle? For me? Yeah, so it's like you really got to know, and that's where it goes back to, what does the consumer want? What does consumer want? Ask, find that out, get into discovery about that, and then figure out how you can match what you value and what you offer to them.

Tracy Hayes  42:15  
Yeah, I am definitely, I assume they're hiring me for my professionalism. Seven I have 17 years in the business doing loans. I tell agents now, like, could they ask about these down payment assistance programs? Oh, my God, there's so many of them. Have the client apply. I will find out which one is the best to put them in the best position to buy the home. Do not start talking to them about a program that you don't know anything about because they a might not qualify for it. Then they're disappointed, but then you're also taking away. My thing is, I'm just going to look at and say, Yeah, you need to do this. Because that's I'm going to get right to the bottom line. I'm going to cut the fat out.

Jennifer Henry  42:48  
I'm going to go right to that perfect. That's your strength. Yeah, that's your value. Because I

Tracy Hayes  42:52  
do know that people can confuse people too much. We'll see there.

Jennifer Henry  42:56  
So okay, so what I just heard you say was, you know, the problem, you can solve it, the confusion, the overwhelming options, all that my value, Mr. Consumer, Mrs. Consumer, is I cut through the fat and I just get you what you want to hear. I just get you to the point. See, that's where you're speaking to their problem before they even knew they had a problem.

Tracy Hayes  43:13  
I like that. Yeah, yeah. Great evaluation. These are all different lines that you were using in the in that one podcast that was like just exploding my head. Passions for things you do well operate in your strengths and energy. You're talking about that your way, uniquely. You expand on that a little bit. How do you we talked about the bio, resume and so forth. What are some of the things some agents maybe you're coaching, or maybe you're doing, you're seeing them do like somebody, they're doing Tiktok videos, and they're killing what are some of the unique things that you've seen some people really get out of

Jennifer Henry  43:49  
so Tiktok is one of them. Have one agent that's doing tiktoks video type shorts and is working for her. She loves she's got a huge network of people, and they

Tracy Hayes  43:56  
just love it. Tiktok is, from what I understand, is pushing against YouTube as a search engine.

Jennifer Henry  44:01  
I believe it, yeah, I believe it's crazy. I know it is legitimately where we're headed. I'm not on that bandwagon yet, but I think I'm going to have to, yeah, so that's one of the ways. I mean, I think again, based on their profile and their personality style, from there, we're figuring that out. But a lot of it, it is social media different avenue. But see, even social media has its different platforms for different types of personalities, 100% so this particular agent that's doing the shorts, she is very bubbly, very high, I very life of the party person. This is perfect for her. But I have other agents that are not like that, that are really great at giving market statistics, and are able to really share that and really show themselves as an expert through using some strategies around just providing knowledge, right? That isn't entertaining there,

Tracy Hayes  44:45  
I know, and I know you know these agents that are out there and, well, I'll mention Austin on the show, eventually get him on, but with exp, where he's at Beacon lakes, and he's doing his once a month video on this is what's going on. And he says he's walking down the street. And people are looking going, Hey, Austin, and he's like, I know that is. And his wife's like, you're a celebrity. Because he's that's, he's in his space, and he's putting out, obviously, knowledge that people want, and they're following him.

Jennifer Henry  45:12  
They're following him. Yep, you know when you embrace who you are and to when you embrace who you uniquely are, and you are not trying to be somebody else, other than who you are. There is no competition for that. No one can be you at all. No one can even try. And so why do we try to be other people and so really embrace who you are wholeheartedly. Do it authentically?

Tracy Hayes  45:32  
Would you? I think you're gonna agree with the statement because of our social media and the technology world. It's not the 1980s where you have to actually go and look in the newspaper or look in the listing magazine or whatever, however real estate agents got what was on the MLS. This stuff is happening instantaneously. And then if you want to be a tiktoker, if you want to be an Instagrammer, if you want to be a Facebook or Twitter, I don't know how people I haven't figured out how people actually leverage Twitter, but it's been done, yeah? Probably said the high Elon Musk says it can be done better, yeah, yeah. But whatever that lane is that you're declining, you're trying to attract because you are also you're attractable in that space.

Jennifer Henry  46:13  
That's right? Well, in the one thing you have to factor in, and you know, you're a visionary, I'm a visionary. One of the things I've had to learn to work and I'm working with visionaries, is you have to have one little factor when you're calculating what you're going to do, whatever strategy you're going to do, and make sure it aligns with your strengths. All that whatever strategy you're going to do great. The one factor nobody thinks about is what I call the results lag. You're going to have to do this thing for a while before you get results. So buckle in. Yeah. Deep breaths. Over there. Deep breaths, because this is where grit meets the road. If you don't have grit, and you can't say, if you tell yourself, it's not working, in the first 90 days, you're setting yourself up for failure. You've got to plug into this thing for 90 days to six months before you can expect anything to come out of it.

Tracy Hayes  46:57  
I am inspired by see that there's a good group of young people in our business, more on the real estate side, Agent side, that are that have gotten it because they followed. And if you listen to them, either they deliberately followed someone who has been down the path before them, or just aligned with them and just said, Oh, well, I like what he's doing and follow it, sure, but they got in line behind. I look back at my age, and I the things that I hear, and it's the same thing I'm telling you right now. The same things are being said today that were being said back in the 80s and the 90s and the starting 2000 in it. You know, we're still go to a high school football game. You're still listening to AC, DC, okay, the same stuff I listen when I was in high school. Okay, this is you have to the whole thing about how many times people were just one step away, or they are one AX, or, you know, pitchfork away from hitting the golden nuggets right, turned around and walked away, and the next guy walked up and grabbed it and grabbed it, yep, and so many people have reached that point. And like I said, it's kind of, you know, losing weight, right? If you don't lose weight right away on whatever diet you're on, you pretty much give it up right away, right? In reality is, we know you've got to stick with it. Social media is that thing. You got to keep doing it. You got to keep doing it right? Some people will catch on faster than others, but you just, you got to keep keep doing it, keep improving what you're doing, keep doing it, and eventually you will spill over.

Jennifer Henry  48:24  
Well, and my tipping point, and don't forget this one important thing, when you look at successful people that have done it, okay? That you're seeing their results, perhaps you even you are one of their results. You're a follower. That's the result. You are literally looking at their results. You never saw the lag. Okay, we forget about the lag, both from when we're in we're doing it, and from when we're observing it and others, we always forget the lag. And what we end up doing as people humans, is we compare they. You know, there's a quote out there that says, Don't compare your insides to other people's outside. We're comparing our lag to their lead. We're seeing what they're doing, and we're thinking, well, it's not working for me. That's not a fair comparison. You have no idea what their age different. You can't, you can't. And, like you said, Success Principles don't change. It doesn't matter what era we're in of social media or technology. So principles, success principles,

Tracy Hayes  49:14  
don't change. Yeah, 100% and you think about, you know, I had Cristela a maku on. She was a single mom. She reached that point where she was in real estate, and hers was she had the failure was not an option, was the name of her show. Because she said failure was not an option. She stuck with it. You changed gears a little bit, and it led you right back to where you needed to be. But that was your lag. That was my lag. And so many if you went back, said, Well, okay, well, you know, I'm just gonna real. You have to realize, like, you're gonna be late on some of your bills, and you know, your credit's gonna go, you know, down. And, you know, Cristela had to borrow a car at a period of time, a cell phone our sister hooked her up with before she she hit the golden nugget, yeah, and started going with her business. And so everyone has that. Everyone has. We look at some. Of these. I've seen some young 20s, and they're really doing well. You're like, Where was their lag? Well, you know what? Their lag was probably a little bit shorter, or grand scheme of things. But trust me, they had, they went through some times that forced them or gave or just aligned them quicker than you did. That's right. And we're just, you know, we

Jennifer Henry  50:15  
just can't compare. Yeah, everybody's journey is different. The moral of the story here is, don't quit. Yep, if it's again, if you're in alignment with who you are and your your personality and all those things, and you enjoy it, stick with it

Tracy Hayes  50:26  
100% and it circles back around to the statement you are, your only competition. You've got to deep, dig deep into your soul and take those strength tests, find out who you are, get with someone to help you evaluate it, create a plan. It'll just take time off that lag.

Jennifer Henry  50:43  
That's all it will it will take some time off the lag. And yes, you know, hopefully Jake Dixon is one of the people that I'm in alignment with who he's the owner of the locker room, just fantastic human. And he says, we've already paid the stupid tax for you, just so, so follow this plan. Yes, you know, but you still have to bring your tenacity to that plan. There's just no way around that.

Tracy Hayes  51:02  
Yep, I like this line that you use, and I think you can, if I didn't quote this correctly, because I was listening and typing it, trying to get the words out as quickly as possible. You're paid directly by the proportions to the energy and passion you bring.

Jennifer Henry  51:15  
You're paid in direct proportion to the energy and passion that with which you show up or that you bring to the table, right? Yeah, no matter what entrepreneurial endeavor you're in now, again, if you're getting a w2 check, this is a you know, you're going to get that paycheck as long as you do your job, right, one assumes. But if you're in any entrepreneurial endeavor, meaning you're getting paid and based on results, those results are going to come in based on your energy and passion. So energy and passion have to stay

Tracy Hayes  51:39  
high, because they, if you ask, Well, anyone, I mean, why are you attracted to someone? Energy? It's their energy. It's energy. Yeah, you know, I you know, obviously the simple thing, if we go to the common dollar, an attractive person coming in the room, a lot of times, is confident, because they're confident in what they look like. Now you may go over and start talking to them, and they're like, that happens, yeah, but they have something about them that they're confident about. You may not be the you may be the fat, 52 year old like me walks in the room, but someone asked me about a loan. I can answer the question.

Jennifer Henry  52:12  
You've seen. You've seen plenty of people, unattractive people be wildly successful. And again, I use that term very lightly, because attraction is different to different to different people. But I've looked at people I'm like, I'm not even sure how you're doing that. You know I Why do I ever question what I look like or you just show up who you are? Yes, because in you can it that part does not matter. Matters is the energy and the passion which with which you're showing up.

Tracy Hayes  52:37  
Missy was talking about in the last show. You just talking be authentic. Find out your authenticity and

Jennifer Henry  52:42  
go at it. And well, energy and passion are extremely attractive. You've met, if you've met anyone who, at first glance, might not have been someone that stood out as a supermodel, you meet them, and you hear their story, and you hear what's behind them, and suddenly they just become this magnetic person to you, and that's truly who we need to each become. And imagine our world if we were all living in that space, because we all have that in us.

Tracy Hayes  53:04  
Know What to Say yes to, and we'll know what to say no to. It's a big

Jennifer Henry  53:08  
one, yeah, say no to it if you're only doing it because you saw someone else do it. Now if, again, you've poked holes in it and evaluated that it is truly a strategy you can sustain. Do it, but don't say yes to everything, right? You need to say yes to one, two. I say one, two or three, Max things that are going to really bring in business.

Tracy Hayes  53:27  
Now you said because someone else, you added that on there. It probably was in your podcast. I just heard that line, and I wanted to expand on where you want to go with that. You have to evaluate these brokerages. You have to evaluate yourself and do you fit? Yeah, because I think all this that we're talking about and why I think you've your ideology. And correct me if I'm wrong, your ideology a game changer is that you are digging into each and every agent and finding out you know, their strengths, their weaknesses, their the things they can 10x on their passions and because that's what's really going to make them blossom. Yep, that just joining some of these teams may be a fit and may not. You need to find out. You know, well, just because your boyfriend or girlfriend went over and they're working with that large team and they're doing really well doesn't mean you're going to be able I know I couldn't walk in there and you know, they're locked in these small rooms sometimes making phone calls. I'm like, bless you in there, because I

Jennifer Henry  54:21  
cannot miss on me. Yeah, yeah. You know, it's really our ideology is to help agents do their first five deals as fast as we can. We really believe that when you can do five, and you get that confidence from there, it will reveal to you your next step coming into this business. You have no idea what you don't know. Most agents choose a brokerage for the absolutely wrong reasons. They choose a brokerage based on splits and fees, but 0% of zero is still zero. 80% failure rate is still an 80% failure rate. So let's do things differently.

Tracy Hayes  54:49  
You said something in one of the verged, all your Vera, it's not all of it and so, but you sense you there was something in there. You were talking. There were you guys were talking about scripts, one of the podcasts. Yeah. And I turned because you were talking about the customer, but I think you or your guests, flipped it to Yes. When I'm talking to an agent, you know, if you're this is where you want to be, you don't. You're not really concerned about the split, unless it's gross, right? Yeah, you got to find that space where you're going to 10x and blossom. You can have the greatest split over here in the desert, but you ain't gonna grow no water.

Jennifer Henry  55:24  
Let's talk about a for sale by owner, okay, okay, and I'm not here to talk splits, because no, but let's talk about for sale by owner who doesn't want to hire a realtor because they want to do it on their own, right? Okay? A brand new agent, nine times out of 10, has may have a FSBO mindset. Well, I'm gonna do it on my own. I'm gonna go find the lowest this, and I'm just gonna place my license here. Well, the we know that categorically, fizz bows make less money on their sale because they didn't have the help that they needed, right? The same thing applies. Do not make a decision on splits now, if you find a great broker who's got a great split model, who can give you the training and support right in your list, but not number one. It's not number one. It's not number one. Now again, and I'm not here to knock any kind of split at all, but just don't make a decision based on that. Make a decision based on leadership and support well and track record.

Tracy Hayes  56:12  
Well, there comes a balance, right? You gotta have if you're gonna get if you want that value from your leadership broker, you want that training? Well, your split has got to gone according to cost money. Yeah, and, but you need to go and talk to us. Either make, you know, talk to some agents that are on there. That's right, to some agent somewhere else. Is that a good split for what I'm getting? You have to see value.

Jennifer Henry  56:35  
You have to see value. And you know what ask your leadership, whether it's your coach, your trainer or your broker, what is your track record? Who have you led to the success that I want in my life? Right? Let their track record speak for itself. You said something in a recent podcast that I said I reminded it was reminded of, and I'm like, I love that quote, and I'm gonna quote you. Okay, do you want the whole grape or a part of

Tracy Hayes  56:57  
the water? Yeah, it's a Carl white with more guys who uses all the time. Do you want all of the grape or half the watermelon?

Jennifer Henry  57:03  
Yeah, I would even say, do you want all the grape or a bite of the watermelon, right? Because they're the same size. Yes, right? So that's where we have to really look at life differently. We have to really look at it is about value, not don't step over dollar bills, just to get to the nickel. Really look at the value. Okay? And again, track record, support, coaching, all those things, and unfortunately, they do cost money. Those are not things we can deliver

Tracy Hayes  57:28  
for this just goes back to my vision on that I mentioned earlier, of having that neutral plan where, because I remember when I was growing up, my dad was he's gonna start his own business. I actually was buying a small business, and he told me, you know, you could go to the Chamber of Commerce, and they would have business owners in there, panel of them, and you'd come in and tell them what you thought wanted to do, and so forth. And they would obviously consult you, in one way, poke holes into it, or, you know, whatever, give you a consultation, since you went out was, hopefully a neutral party's thought, so you can make a logical decision. Absolutely. And if you're a new agent out there right now, that panel does not exist for you. But there those people exist. They do. If you want to call Jen here, you want to call some other top brokers, top I would obviously talk to some top agents. If you're looking at a particular brokerage, go and actually sit and talk to a couple of different people from that brokerage before you really make, I think, make that decision.

Jennifer Henry  58:26  
Well, at our company, we do connect them with one of our agents to talk about our brokerage, because we're a unique model, because we don't do things like everybody else we do. We invite them to because we want them to understand what they're getting into, and we want them to know if it's not right for you, I don't want you to waste your time.

Tracy Hayes  58:39  
It's a it's an energy drain for you. All of that. Any drain for your company, bring somebody on, and six months later they're going somewhere else. That's right. You spend all this time and energy, so you want to make sure that they are well aware, because you're willing to deliver if they're willing to participate, that's right, yeah, we're going to I want to go down these are common themes here. You've probably heard, if you've listened to a couple of my podcasts. I like to go over these, because these are the common themes that I hear how important and really maybe just say something about game changer and what you do to fill education. How important is it that every month, week, whatever is your your like, you're going to be doing a webinar here in an hour or so, no time. How important it is for everyone to be biting on that Apple of education and the business never ends.

Jennifer Henry  59:22  
So your needs will your educational needs will change as your business develops. Always be looking a couple steps ahead to know what you need. So no, that never ends. I am in coaching, and I am in training as a broker and a leader. I'm always looking to level up. I spend a lot of money on my education. You know? I mean, I go to Tony Robbins events, I go to the locker room events. I do a lot of events and trainings, and I listen to podcasts all day long. I read books constantly, leveling myself up your brokerage, whatever your brokerage is offering in training. Sign up for it, get there. Do that as your needs change. If your brokerage is not providing that, go to your broker and say, I would really love some training. On this. Brokers value that kind of feedback, right? So stay in your education.

Tracy Hayes  1:00:06  
They can get stale too, not realizing that's right. Hold on second, I've no, I'm not keeping the pace up that I maybe had a couple years ago.

Jennifer Henry  1:00:11  
They wouldn't know unless you tell them, or unless they're, you know, and sometimes they're so busy it's hard to even know.

Tracy Hayes  1:00:16  
And here in Northeast Florida, we have great places like landmark title value on, you know, there's always some educational pieces there. You know, there's, you know, like I said, what you're if you actually search it, there's more than you have time for in a day. So you just need to pick out the time that you have and pick that one or two things a week or a month and constantly educating yourself. You You said something else right there in that statement, and that's showing up, showing up to the education that's being offered at your brokerage, obviously, to participate as the team, yep, and be involved. Learn for yourself. Take that part away. What about just like you said, you talked about showing up to events, you know, being present?

Jennifer Henry  1:00:55  
Well, showing up does more than train you and teach you. You're also going to give you culture. And this can be a really lonely business if you go at it alone and culture, we all need it. We all need collaboration. We all need community. No matter what personality style you are, we all need it. We just need in varying degrees. So showing up is a really big part of this. Make a train. Make a calendar for yourself of what you're going to show up to and then show up. It's really not hard. We just have to have to have the discipline and the value to understand it.

Tracy Hayes  1:01:24  
Show up. Could be show up at your show up at your kids ball game. Let everyone somehow, in a polite way. Don't have to be, you know, let everyone Hey, I'm a real estate agent. You know, anyone that you know, I can help out.

Jennifer Henry  1:01:37  
Wear a t shirt, wear your name tag. Yeah,

Tracy Hayes  1:01:40  
my my son's got, he's got eight, eight boys, and actually, they're all fairly localized. I'm gonna get them some sort of swag. I'm gonna go on there today. Maybe it's a bag or something, water bottle, whatever it is. But then their parents know that, you know, one, I'm involved, you know, and I'm contributing a little, contributing to the overall thing, but showing up. Here's the big word. And we talked about it a little bit, but I think it's to me, if there's one thing, education, obviously, is big. If it's if that's 49% this would be 49% as well, or 48% consistency.

Jennifer Henry  1:02:14  
Yeah, it's everything. Yeah, we talked about it a minute ago. Consistency is probably the one thing that is getting increasingly more difficult for people just because of the world we live in. It's really easy to get distracted. Yeah, you know, there was a statistic that said once you need to get in front of your customers seven to 12 times for them to know that you're a real estate agent. Now it's 12 to 15. Why? Because the world is so distracting. We have so many things pulling us in so many directions. It's easy to get off the consistency train.

Tracy Hayes  1:02:43  
So with that stimu thing, because that's some of the top agents are, like, you know, social media, because that's the 12 to 15 times top of mind, yeah, that they're staying in front because I, you know, I can open my phone right now, and I could probably tell you three agents that are probably right there as soon every time I open my phone, they're showing a house doing something, talking about something, you know, obviously the good ones are doing the balance between personal and

Jennifer Henry  1:03:05  
business, yeah, and you can't depend on social media to do all

Tracy Hayes  1:03:08  
of it for you. No, you know, yeah, you can't sit back in your house and shoot videos and wait for the phone right out there. You got to be honest. I know you follow this because just the energy that in, obviously, the thoughts that you and I have together and coming in alignment, but surrounding yourself with five successful people. If someone's a new agent today, maybe they do know some okay agents. Or what do they need to do? What should what would you tell what would you instruct that person today to do that really needs to start surrounding themselves. How do they make that group?

Jennifer Henry  1:03:39  
You know, if you go to any realtor events, you're going to meet great realtors. And realtors, by the way, we oftentimes see them as our competition. I would encourage everybody don't see them as your competition. Like, you know, like Missy said in her podcast, like, I stand for like I say there's enough business for everyone, and the consumer isn't going to work with their like, they really want to work with their particular shade of blue, like I talked about my past, looking for their person. It's not going to be everybody, and that's okay. Make peace with that. Real Estate Agents are a really great way for you to build your business and to build yourself, especially ones in other communities, you know, like even here in Jacksonville, people in St Augustine, I'm not probably going to go to St Augustine or south to do any business, but I know agents down there, and I can surround myself with them, going to realtor events, going to the board events. Those are going to be some great ways to meet people. And then all the communities on Facebook and social media that you can get a part

Tracy Hayes  1:04:32  
of, pick up the phone, give them a call, absolutely, go have coffee with them. Yeah, I will. I will tell you this if you don't already know if, because if you've never listened to any one of my podcasts before, every one of the great agents, they all are collaborating some of the top ladies in the I've had most of this core group, but I know there's others have these little side groups. They're out. They are out finding each other for a lunch once a month or every other month. They are, you know, you're seeing them on Facebook, hanging out together, yeah, and they're all from like five. They're. Five different women

Jennifer Henry  1:05:00  
from five different brokerages. Yeah, they're not, and they're not afraid of that. No, be afraid of it.

Tracy Hayes  1:05:05  
They're exchanging ideas. They're changing experiences, because that's the thing you need to, you know, as Missy said, she had a property out of Ponte Vedra, or, you know, she needed, I think it was Missy, or might have been Erica jollis from Round Table, really, they're talking about, yeah, I had a property out of Ponte Vedra. That's I'm necessarily my area of expertise, but I need to comp it out, because it was on the water. You know, it's a unique situation. And I call someone who's out there that I know that does it all the time. That's right, they're not, yeah, they would like to have the listing, of course, but they're not going to go and get upset

Jennifer Henry  1:05:34  
about it. You know, you're the way you show up to your life. When you talk about showing up, are you showing up with open hands or closed hands? Open hands are going to give, but they can also receive. When you show up to your business with an open heart and open hands and open you're going to get back to is

Tracy Hayes  1:05:50  
that the there's a lag to that. There is

Jennifer Henry  1:05:52  
you're right, not back to the lag,

Tracy Hayes  1:05:54  
yeah, we all want to say, just go in there and we just grab it and we run. We got in our hands. It's the comes to you. It goes back to success principles you talked about, you give. You know, people told me this podcast, they I've had people that I don't need, agents that I don't even know, have come to me in the value and they enjoy listening to other people's stories and get inspired by it and so forth, you know. So I'm in the giving mood, you know? At some point it will tip, and then I'll have to have to have five people, and you're writing the loans. I can't wait for that for you. Yes, I can't either, but you have to come with it, and it's going to come back tenfold. It will, versus you go in there and grab that one time. That's right.

Jennifer Henry  1:06:32  
Yeah, it is consistency. And, you know, I have worked with, I've been in this business for 20 years, and I've been working as in the leadership and coaching for the last, what, seven or eight. I've seen this happen too many times to not know it's a thing, and it may be a thing in your world, too. When a real estate agent goes and does something really hard, consistently, something maybe that's outside of their comfort zone, suddenly, some other piece of business comes out of the woodworks that they weren't even looking for. I tell you, I'll give you an example. I went one time. My team made me go door knocking. I didn't want to do it, I didn't want to do it. I didn't want to do it. I went out door, knocked and I went with a good attitude, and I went and had this great day. Didn't get any leads. I mean, I got a couple names, but I don't remember anything major coming from that. I got in my car, back to my phone, there was a referral on my phone. I have seen that happen so much that I believe it's a thing. I don't know what it's called, but it's a thing.

Tracy Hayes  1:07:19  
Well, I think to me, it's the passion and energy thing, exactly. You went out with the passion and energy and you trudged and did something you didn't do, but you did it with a good attitude. Or, you know, maybe we're not the most social person, but we showed up at the shuttle we went to, you know, maybe there's a community party and you're really not, you know, yeah, I always say, My wife knows everybody. I go there all the fathers don't know anybody. We don't know each because the women talk. That's right, we show up, but because you showed up, all sudden, something happened. That's right, that happens. You got to swing the AX

Jennifer Henry  1:07:49  
one more time. You just have you do. Another example is I went to a women business owner meeting, and I remember it was in this gorgeous location, and I had to pay money to go there, and I sat there the whole time, and I'm like, why am I here? I'm not meeting anyone. I had talked to several people. I'm like, this is such a waste of my time. I left. I did kind of have a bad attitude, I ain't gonna lie, but I did meet some people. I got in the elevator, and on the way down from the elevator, I met a woman who wanted to sell her and I listed her home and listed another one that she had in the elevator on the way out.

Tracy Hayes  1:08:14  
So the conversation was, you got, probably got in the elevator. You were at this woman event, and that was probably some something of the you just started, that was enough to start the conversation. And then she were real estate agent, she goes on, yeah, because you like, you're both, there's another woman, yep. And something, you went to that woman's event, and if that was your bond,

Jennifer Henry  1:08:33  
something was exactly that was they broke the ice, and there was, now there were other Realtors at that event, yeah, that got up and spoke. She didn't go to them. And I'm not saying they did anything wrong. My point was, you just never know. You show up. Do what you're supposed to do, stay consistent. The business will reward you, right? And you have to trust it, all right?

Tracy Hayes  1:08:51  
I want to wind up because we're, I know you've got to run, but I want to, I want this to get out there so somebody you know is listening to you. They're listening to your podcast. Game Changer. So the actual full title is game changer, real estate. Now, when I searched it, if you just put in game changer, there's a lot of game you had to put in, put in the real estate. And even if you put the your first five deals that, because I know it's on your thumbnail, whatever they call it, yeah, that's what you see when you go on Apple. My sign there. So if you want to Google that, so someone listen to that. They're they align with you. They've heard you here today. They want to reach out. What? What's the steps of how would you take a new realtor that calls him man, I heard you on the podcast. I really like what you have to hear. I really like to you know, think about coming over to game changer. What's the steps that you

Jennifer Henry  1:09:35  
would take them through? So go to our website, game changer, realty.com, and on there, you're going to see the podcast, you're going to see a lot about us, you're going to see my blog, you're going to see all kinds of stuff. And then there's an Apply Now button. It doesn't mean you're joining our brokerage. It just means you're getting in touch with us, and we ask you some information about you, and it's going to automatically prompt me, or one of my team members, to give you a call. And we do meet with agents twice a week, brand new agents to talk about. Real Estate. We do that twice a week, and you can sign up for one of those and come to our office and meet with us and then get some more information, whether you're licensed or in looking for a brokerage, or whether you're thinking about getting

Tracy Hayes  1:10:10  
into real estate. I will say this if those are that are listening right now, if you do not, you may not go to game changer. You need to go talk to game changer, because the conversation this high level stuff that Jen is talking about, a nine out of 10 of the brokerages are not doing it. The really successful ones are, and they're getting deep in with their agents. There is plenty of human capital out there that wants to get into real estate. 87% don't succeed. They like to be most of the 13% that do actually make some money. Hopefully there's some three percenters in there. But you know, in they're really breaking down. If anything you leave from the conversation they have with you or in your team is digging in a little deeper about themselves.

Jennifer Henry  1:10:53  
Yeah, yeah, I'm not gonna I'm never a hard sales pitch, because I really feel like the right people are going to be in the right place with us or not, and that's okay. I really just want to help agents figure out what's best for them. Best for them. Yeah, and if that means coming to our organization and letting us help you, great. It's not always the right fit, but I can at least get

Tracy Hayes  1:11:09  
you in the right direction. If there's anything that's going to be a differentiator, if you're a new agent and you're trying to shorten that, flatten that learning curve, it's learning about yourself and having someone coach you through those assessments. And really it is. It's all you. It is all you. There is enough real estate out there, and there's enough people doing it badly that someone who really gets in and focuses on those fundamentals in 90 120 days, you're on your way getting those five deals.

Jennifer Henry  1:11:33  
Well, you are, and we are. Our aim is five deals in five months, right? We've even shortened it now. You may not have five clothes, but we want five in your pipeline, right? And you know, you said something interesting, and I know you were going to this, and that is, there's enough people out there doing it wrong to really be able to do this right? Yes. And that's really what we're about, and shine. That's right,

Tracy Hayes  1:11:53  
yeah, 100% all right. Two Minute Warning questions. I'm gonna wrap it up unless you have something you want to add. No, I think we've covered it good, because we could talk for hours. I could tell you that right now. I know I can. I know, is it more important? No, actually, I don't want to ask that question just yet. What's your favorite thing to do here in Northeast Florida? Because I think we sell lifestyle in Florida is in the real estate world, you sell lifestyle. That's why people want to move to Florida. What is it that you like to do? What are your family like? What do you

Jennifer Henry  1:12:18  
guys like to pay in this for? Well, if you're not talking business, because my favorite thing to do is business. I love business. Okay, outside of that, my husband and I love the outdoors. We love Florida. Not in July, August and September, any of the other months. We are really venturing into RVing and going to state parks and just really see the pretty sights that Florida has to offer. We haven't ventured out of Florida yet, but we are big into the lakes and rivers and the bodies

Tracy Hayes  1:12:44  
of water. There's some beautiful some of these freshwater springs.

Jennifer Henry  1:12:49  
Oh, the springs. Oh my god, oh my goodness, the campsites we're really exploring, all that we're learning. There's just a really awesome world here in Florida

Tracy Hayes  1:12:56  
to explore, I guess because people don't realize what's even in our backyard right here. I know that's true. I went out. I'm with the freedom Boat Club, so we go boating every Sunday. A couple weeks ago, I was out on the St John's, and it's, you know, we go out early before it's hot, and it's not even nine o'clock in the morning, the river is just flat, calm. Love it. It could add a word in there for you boaters. You know what I mean, faceY. And put my kids in the water. They're gonna pull them in the tube. I look over and I see some splashes. Now, I've run into some porpoises in the St John's, so I'm thinking it's that so I kind of just crawl over there manatees. There had to be a dozen of them. Wow, just in different pods. We just sat there for over a half an hour. They came up to the boat and everything. So this weekend, I took out my wife's birthday. So I took out my in laws and, you know, her sister and her parents, and we snuck up into Black Creek, which is, if you've never been up in the Black Creek, you got to go up in there. It's deeper water in Black Creek than it is in the St John's River. But you go up there, and the manatees were right there, and they got they got to see it wasn't as exciting as a couple weeks ago, the weeks before, because the four of us, my two kids and my wife and I, and they were coming up, but they were close enough that wildlife is right there. And then you going out to these parks, you go into these freshwater springs, or you go, what's Homosassa, where the mantes like to come up into the warmer water in the winter months and so forth, and you'd swim with them and stuff.

Jennifer Henry  1:14:17  
Yeah? Well, anybody that knows me also knows I'm obsessed with the rivers, yeah, because we've seen dolphins out there too. And what my favorite place here in Jacksonville, we live in Riverside. My favorite place in Jacksonville is down on the river behind St Vincent's Hospital. There's a beautiful river walk there. No one knows about it. It is beautiful. It's walking distance from my house, so I go out there all the time. They have a beautiful kind of like a pergola out there. It's fantastic. It's peaceful and serene. Gotta go visit it. That's my favorite hangout.

Tracy Hayes  1:14:48  
Might be a lot of people there now, let me have my space. Last question, is it more important who you know or what you know? Oh, well, I definitely think it's who you know. I agree. Yeah. I agree. Right? I think there's, you know, as you you're one of those people who, well, I mean, a coach, you like to help people, and as long as you come with the right attitude and the passion that we talked about that makes it doesn't matter what you do in real estate, it's everywhere. If you've got that, you know, that positive Aurora, and you're open to heat, you know, chase down and these highly successful people, because every one of these top agents that I have on and obviously yourself, because you're a coach, they want to help you. You call them, they will give you some of their time. They're not like you're nobody. I don't know. Trust me, if you call them, say I heard you on the podcast, I think you're awesome. I've seen you on social media. I think you're awesome. I'd really like to know how you run your business. Trust me, they have a phone conversation or a coffee with you or lunch or whatever. Well, like

Jennifer Henry  1:15:46  
we said, there's a lot of people that don't that aren't following through, so the ones that will, we want

Tracy Hayes  1:15:50  
to give back to them 100% Yeah, Jen, I appreciate you being

Jennifer Henry  1:15:53  
honest, having me. It's been awesome. Excellent. Thank you.