Don't Be an Accidental Agent with Shelly Taylor

[00:00:00] Do you want to succeed in real estate? There's not a one size fits all strategy. And the path is never a straight line. Join host Paul Neal, a serial entrepreneur as he learns from top producing real estate agents and investors from all backgrounds and experiences.

[00:00:17] You'll discover that the one thing they all have in common is they've leveraged their creativity and life skills to build super successful careers in the real estate industry. And here's your chance to get an insider's view on what it really takes to win in real estate.

[00:00:34] Hey, hey, welcome listeners today. I have the distinct honor and privilege of inviting and sharing some time with today on the show Shelly Taylor. Shelly is the associate broker and team leader of Shell's home team, brokered by

[00:00:52] EXP Realty, 17 years in the business, has a smoking team putting together and just crushing this thing. So Shelly, welcome to the show today. Thank you for having me. Yeah, absolutely. So tell me to kind of start off you 17 years in this business.

[00:01:08] How did you get into real estate to begin with? Oh, that's good. That's great. So my mom started in real estate in 1980. And when she started in real estate, the interest rates were at 13 and a half

[00:01:23] percent and her first full year in real estate, they quickly rose to 18 and a half percent. Yeah. And she that was her first year in real estate and she became a million dollar agent selling thirty five thousand dollar houses at 18 and a half percent interest rate.

[00:01:45] And then I had to follow it. Exactly. It was like, you know, and half the time without a car, you know, she walked and pulled her wagon behind her and no MLS, right? I mean, no, they had, you know, they had an MLS, but it was it was

[00:01:57] a telephone book, right? They had to go pick up keys. They had to, you know, that, you know, you didn't have like super boxes. They had to run and get a key and then go and show and I used to go and sit

[00:02:07] in her office and look through the telephone book to help her pick out listings for people to see. It was crazy. But she started in the business and she did very well. I of course was never going in this business and took my happy little

[00:02:18] self up to Richmond and I started in the advertising business after my time spent bartending and I actually we owned an ad agency and then we brought the ad agency down and closed it in 2000 and four or five. And I knew I needed to do something different.

[00:02:39] I could have gone to work for another ad agency, but I didn't want to. I was like, I really want to just do my own. I don't want partners. I don't want to be working for somebody else. I need to do something different.

[00:02:49] And I thought, I think I could do that thing called real estate that my mom is doing. So I did and I was pretty successful. And of course it was the go-go between 05 and 07. You know, pushing, oh no.

[00:03:05] And then between oh no and then the cliff, you know, we all fell off the cliff in 08. I got to short sale my own house, which gave me a lot of experience doing short sales. So it and then you stick through it.

[00:03:20] You know, a lot of people fail out of this business very early on within their first two years. And I certainly could have been that statistic, but my mom didn't raise a quitter. So and we often tell people like part of our when we bring our listing

[00:03:35] packet in and we tell who we are, we say, mom taught me the old fashion way of doing business and we marry that with the new cutting edge, get it done now, have to answer to everybody in a second.

[00:03:48] So we try to marry those two things as best as we can. No, that makes total sense. I mean, you're bringing the best of both worlds together. And the fact that you survived the oh no of the global financial crisis. It was fun. Yeah. Yeah.

[00:04:05] As a test of testament, because I mean, you hadn't been in long before that happened, right? Couple of years. No, in fact, I had my own house. Do you remember stated loans? I do. Yeah. So and I love it.

[00:04:16] I tell people all the time, I'm like, you know, you know how I know so much about stated loans. I had one. So and that that was part of the problem, you know, and then had to short sell that sucker and learned a lot there.

[00:04:30] So, you know, I guess the good Lord puts in front of us what we need to learn. Yeah. So and then I was able to take that information and help others with short sales during that period.

[00:04:42] And it was much easier to be able to sit there and say, hey, I've been in your shoes until still to this day because we do help people with distressed properties today. I've been in your shoes. I went through this before I've come out on the other end.

[00:04:58] There is light at the end of the tunnel and a lot of times, you know, it's saying to them, look, it's bad things happen to good people. That does not make you a bad person.

[00:05:10] It means you had a situation and the best we can do is hit it head on and figure out a way to solve it and then get you back on track because at the end of the day, we all want the same thing, which is to

[00:05:22] live a good life and have a nice place and be able to call home. So that's what we try to do anyway. Well, that's that's great that you made some lemonade out of the lemon because, you know, a lot of people, a lot of people went through

[00:05:35] that back in the day. And just in case any of the listeners are younger and not familiar with stated loan was basically you would just state whatever your income was. And we saw some crazy numbers and it was approved.

[00:05:48] And that's another reason why, you know, today's housing market and the economic situation we're in today is completely different than it was an O seven. You know, O seven, you had all these people that were in homes that couldn't afford them.

[00:06:03] There was no equity in the homes because in addition to stated loans, they were loaning 100 percent, 110 and even 125 percent of the value of the property. And so it was easier to turn in the keys than it was to,

[00:06:16] you know, when your house just lost a hundred thousand dollars in equity overnight. But today that's not the case. They haven't been stated alone since, you know, since that time and everyone in homes today, at least when they bought the

[00:06:27] home were supremely qualified at that point to do it. And so we saw that too. Like the pendulum swing was good. I mean, it swung the other way and got very tight. And sometimes people say to me, like, oh, my gosh,

[00:06:38] can't believe they're going to ask all these questions. And I got to do this. I got to do that. And I got to do it four times. And I'm like, hey, they're loaning you half a million dollars or, you know, a quarter of a million dollars.

[00:06:46] They get to ask questions and we want them to because we don't want to have happened what happened before. And in fact, last year, and we're starting to see it again this year, you know, when people were paying over ask price, they were coming up with cash.

[00:07:01] I don't know where they were digging this cash up from because I've never seen so much cash, but they were paying 60, 70, 100,000 over ask and guaranteeing it. Yeah. Yeah. Yeah. And you're seeing that now again, starting to pick back up.

[00:07:16] Yep. We're starting to see multiple offers again, not as not as bad as last year yet, but we're still early. I mean, spring came in February. Who knew? Right. Right. Actually, I did. I kept predicting it. Everyone thought I was crazy. I'm like, this is not over.

[00:07:32] We slowed down in the fall, but this spring came in February. We're very busy. We're seeing multiple offers, particularly in the most sought after areas and in the condition of the home. Those things, if you have a home in the location that's most

[00:07:46] sought after and you've taken care of your home, you are going to get top dollar and likely over ask. Yeah. Well, my neighbor literally across the street just sold their house and it was kind of the same thing. It's like, wow, they got what for the house?

[00:08:02] And I tell people too, and I'm sure you do as well. And we have no controller interest rates. We know they went up. No, we're near like what your mom experienced, but they went up at the end of last year, but they've started to come back down

[00:08:13] and they'll probably continue to come down by summer in the low fives range. And that's just going to add more gasoline to the fire. Right? Yes. And that was my fear now. I starting to see multiple offers was, wait a minute,

[00:08:28] is the Fed going to go in and raise rates again? And right now, and yes, they did. So it'll be interesting to see because all the predictions are that we should see a reduction by third quarter because it slowed down. It really has helped.

[00:08:40] I mean, the Fed did the right thing because it did slow down our economy. It really did do exactly what we needed it to do. But here it goes again and it's starting back up because I'm really hoping we do get a little bit of a break

[00:08:51] in interest rates by the third or fourth quarter. And those people that did buy perhaps can refinance. They bought during a time period when it was a little bit high and maybe they can refinance down. I don't think we're ever going to see 2.5% again, 2.25. But maybe we'll see 4.5%.

[00:09:10] That would be a great rate. But look, my first house I bought, 10% interest rate. And I sold it and I made $35,000. And then the next one I bought at 7.5% interest rate. And I sold that and made $100,000. So when people say, oh, I'm waiting,

[00:09:27] I'm like, what are you waiting for? Because if you want to make money, you got to get in the game. And properties aren't coming down in price, right? No. I mean, no. No. No. So really, in essence now, when you don't have too much competition

[00:09:43] in the market is probably the time to jump on it, right? Because this opportunity, this window is narrowly closing as rates come down. We get in the spring, people start moving for school and military transfers and all that. Then it's going to be like $20, $21 all over again.

[00:09:58] Then I'll slow back down. Wait, I look up and I... So we've always had cyclically, I call them the summer doldrums for our area. So like up north, they're buying and selling season is a little bit different. Ours typically starts in February, not as strong

[00:10:16] as it did this year, but we usually see it because PCS, they start getting their hard orders in February. So we start seeing people and then they're coming in during March and April with spring break and they're buying their house

[00:10:28] and they're wanting to close end of May and into June. And so when people are putting their house on the market, I'm like, we really need to get your house on the market earlier rather than later, March, not May.

[00:10:41] Because even though you want to move in June, that's fine. We can schedule that. We can make that happen, but the market... And then after, so then you get June. And around June 15th is when graduation happens and now you've got Father's Day happening

[00:10:58] and it's like the world comes to a screeching halt in this business. You're seeing closings, but not new people in the market to buy and it kind of dips in July and August. That's the summer doldrums, go on vacation, do whatever you're going to do.

[00:11:12] And then about mid-August, it starts picking back up and we usually have a pretty robust fall that'll go right on into the holidays and then slow down a little bit and then pick back up in February. So I suspect that if somebody is really looking

[00:11:29] to get that deal, go in the summertime, see what's out there or even in the fall, September, October time range. Right. Interesting. So Cycles, you've been around this for 17 years so you've seen this repeat over and over again, right? And remember I was in with my mom,

[00:11:46] I mean I wasn't in the business, but I lived through it with her since 1980. So I've been watching Cycles and talking to her about it for years. Wow, okay that makes total sense. So you mentioned something a little while ago about going through the short sale

[00:12:02] and you guys are helping people in distress properties. I think we were talking, you started a division around that here not too long ago. What's that all about? So I had a gentleman join my team and he is a short sale negotiator.

[00:12:15] He actually started negotiating when he was invested, he was investor, it started. And back in, I think he really started his company around 2011. And so he joined my team and he really just focuses, he has his own company for short sales.

[00:12:33] So my team, I have some of my agents that were interested in the investment side. So we put together a team of agents that really worked this investor in short sale and distressed property division. So we look for pre foreclosure properties, people that are in trouble

[00:12:52] and my agents go out and talk to them, they call them, they meet with them. Our goal is to help the homeowner. That is always our first, we've all been in the some situation, all the people on that team have been in some situation

[00:13:06] so they get it and we offer them a lifeline. Perhaps it's a loan modification we can help them with. Perhaps it is a short sale. Perhaps they have equity, you would not be, you would be surprised how many people are in foreclosure

[00:13:22] and they have equity in their house and we're able to go in and say, wait a minute, you don't have let the bank take this. You could sell it, take that money and do something different. We can help you make that work for you

[00:13:34] instead of you losing out on it. So we look for those solutions that help the homeowner and then obviously if selling is there, we will help them sell it and negotiate that process for them. And then we have investors that can come in

[00:13:50] and buy the property, they will either hold it or fix it and flip it and then we'll resell it as a flipped property. But always the first side is to look to help the homeowner and with COVID and the quarantine and everything that happened there,

[00:14:06] foreclosures were on a more ter, moratorium so there weren't any and then some people actually had forbearance. And the key there with forbearance was that they, they're not just, they just didn't collect your mortgage payment while you were in forbearance

[00:14:26] but then forbearance ends and all of that's due. So it's not like, oh I just pick up and start paying my one payment. It's like if you did 20,000 in forbearance, you now owe 20,000 dollars. So a lot of people have freaked out over that

[00:14:43] so we're helping them try to come to a solution with the bank that makes sense. We don't want to end up in a situation like we did in 0809010 where just foreclosure after foreclosure after foreclosure, which also hurts the economy. So that's the division we started.

[00:14:59] We started in September and I'm, it's sad to say but every month the foreclosure pre foreclosure list and the subject to list has gotten bigger and bigger and bigger. Well, I mean that you're always gonna have a certain percentage of that out there

[00:15:15] and for a litany of reasons, right? Why people get into a distress situation but just kind of thinking through this listening to you about the fact that your goal is to help the homeowner and obviously there's multiple directions you can go.

[00:15:28] So but it also helps, it helps the lender which helps the economy because if you go to foreclosure the lender's gonna lose money and so that doesn't help them and so that makes the cost of lending go up across the board for everybody else. For everybody.

[00:15:46] It doesn't help the homeowner because now they've lost, not only did they lose the equity that you've said, you know, they've accumulated in the last couple of years that everybody's gotten, their credit is destroyed for a long time. Longer than a short sale? Yeah.

[00:16:01] So however you can bring a solution and maybe it's, I was just with a friend earlier today having coffee and he told me about a property he picked up recently and it wasn't really a distress situation but it was someone who had inherited this property, the children.

[00:16:17] We have a lot of those. A lot of those, yeah. Yeah. And so they just wanted to get it taken care of. They didn't live in the area, you know, they just- Yep, so we absolutely and also reverse mortgages and what we always try to tell that

[00:16:30] so when the, I think reverse mortgages are great, you know, it allows for the homeowner to live in their property that they have worked and saved for and as long as health wise they can do that and it gives them the money that they need

[00:16:44] and it stops them from having to pay anything other than taxes or sometimes insurance or whatever. But at the end, when they pass that property then the mortgage company will have to foreclose on it in order to take it over completely

[00:17:02] but the heirs have the opportunity to see if there's any value there because that value may have gone up from the time that the reverse mortgages was put in place. So let's say we had a property, the reverse mortgages would have placed it 200,000

[00:17:15] but now that property is worth 300,000. Well, if you just let it here, here bank, go ahead, take it, you've given them $100,000 versus talking to somebody like us who can come in and take a look at it and say, okay, here's what's going on

[00:17:28] and here's what we can do and here's what we can help you with. And the banks really do want to work with us and we have one, we're trying to help one of the homeowners actually buy the house from the bank.

[00:17:38] So, and they're actually letting us because it's cheaper for them to allow him to buy it even at a short sale. So we're working that program for him so that he can stay in the house that his parents owned which he'd been living in.

[00:17:52] So whatever we can do, again, it helps the economy, it helps people, are we going to make a lot of money off that to be honest with you Paul? No, no, we're not. If I could flip it, I could.

[00:18:01] You know, if I could flip it and resell it, I could. He's going to buy it in the condition that it's in which is fine for the mortgage but he gets to live in his house. Yeah, if you do enough of the right thing,

[00:18:10] the other opportunities come along where it's really, it only makes sense, right? Okay, we're going to flip this and that is the best solution for everybody. That's 100% and that is absolutely, that is our work hard. We have pictures on in front of my wall

[00:18:24] when you walk in the doors, work hard and be nice. You know, that's our goal in the office and everyone sees it as soon as they walk in. It's work hard, be nice. Let me hear the quintessential entrepreneur. Entrepreneurs are, sometimes we get a bad rap

[00:18:39] that people think, oh, we're just after money and do all this but the reality is that's not true. Entrepreneurs about adding value and if I can add enough value and create, I'm creating more benefit for you then it comes back to me and it's a win-win scenario.

[00:18:52] Yes, agreed, agreed. I see it more often than not. I see it more and I'm around a lot of entrepreneurs. I'm lucky that I'm allowed to be around them and I'm influenced by them. To me, you are the level of who you spend your time with

[00:19:06] so I'm blessed to be able to spend that time with them and it just levels me up every day. It's like, oh my gosh, I didn't think I could do that but now look what I can do or look what I'm able to give back.

[00:19:16] Look what I can make happen 100%. Oh, that's awesome. So what motivates you to get up every day? I'm a worker and that's a great question. Why? I don't know. I feel guilty if I don't. I got to go to the office, I have an office

[00:19:31] so with EXP we don't have a bricks and mortar that everyone has to be in. We are very much a cloud-based organization which I love but I have an office and I pay for that office because I need a place to go,

[00:19:42] I need a place for my team to come in. I even have my office dog who's laying under my bed and I'm like desk right now and he's there to give hugs when we need it but I get up every day because I have a team

[00:19:53] that counts on me to help them so that they can go out and do what they do. You know, it's like you pour into them and then they can go out and pour into the people in the community that they're working with

[00:20:03] and I don't know how I would do anything different. I don't know anything different. What are you telling them today? How do you motivate them, encourage them, direct them? I mean, you've been around the block a few times in this world. You've seen a lot.

[00:20:17] Yeah, I'm getting old. Yeah, I got a little gray right here too. That's funny. We were just talking about that today. We're doing a training. We're doing a Brian Buffini training and it's their 100 Days to Greatness and it's geared to the new agent

[00:20:35] and I say that with quotation marks. In that room we're absolutely brand new agents who have done absolutely nothing, just got licensed yesterday all the way to I had a girl sitting there that is 15 years in the business and everywhere in between, four years, three years, five years,

[00:20:51] we run around the table and we were talking about it and we were talking about this market and the Pareto principle of 20% of the people do 80% of the business and the decision is are you going to be in the 20% or the 80%? Where do you want to be?

[00:21:06] And it's okay. It's okay to not, you don't have to do a lot of business. You choose where you want to be but if you're going to choose to do this, one thing I do tell them is don't be an accidental agent. In other words, you know,

[00:21:20] don't be an agent that really doesn't know what they're doing and people walk in the door and you accidentally get them as your agent and it's a horrible experience because they don't know, they don't know the different options available to them

[00:21:33] and they don't have anybody to go and ask the question of. So this team works really hard to be educated, to know what's going on so they can bring the right solutions and that takes working at it and it takes being committed to being that 20%.

[00:21:49] So that's maybe that's the motivation. No, that's great. So obviously your motivation is, it sounds like excellence that, hey, we want to be in the 20% and I would argue in real estate it's probably more like 95-5. But yeah, but the concept is the same.

[00:22:06] The small hinges that swing the big doors, right? That's what you want to be but it sounds like you're committed to excellence, you're drafting a team that if they're going to do real estate you might as well do it well, right? May as well. Exactly.

[00:22:22] You may as well. You're going to get put your whole into it and I train all of my team to be who they want to be, not who I want them to be. So I have different opportunities on my team. Not everyone wants to work to stress properties.

[00:22:37] So I have a group of people that work in military and we meet them where they're at. Open houses are a big thing. So we work that. So you're not all things to all people but whatever you've decided to be, be good at it. You can't do everything

[00:22:52] but you can do one thing well. And also to, one day, they may want to be a team leader. So I will teach you how to be a team leader. I'm not afraid of that. We're not afraid of competition. We believe there's enough business for everybody.

[00:23:09] We have an abundance mentality. We don't hide and put our arms. You want to know what we're doing? Come on in. I'll show you. Not I'll show you and I'll give you a written blueprint. 95% of the people that come in

[00:23:21] and even take the written blueprint out of my hand won't do a tenth of the things on the blueprint that's required in order to do really well. That's okay. That's their choice. They can do what they want. And these guys here, they know, every one of them know,

[00:23:34] when I'm ready to run a team, Shelly will show me. I'll incubate them. I have an office. I'll incubate them. So we want you to be really good. In my reputation, when you walk out in Shell's home team, if you're working with a cobroke,

[00:23:48] they may or may not like me. And I don't have, you know, it's okay by me, but they will respect the fact that you know they're being trained properly. That's and they all know that. I'm like, it's like, you represent that and they're going to know

[00:24:01] when you leave, when you walk out of here and you say, when somebody's interviewing you 17 years from now and says, where did you start in real estate? And they can say, I spent three years on Shell's team. Somebody goes, oh, then you were trained right.

[00:24:14] That's the reputation we want. Yeah. So your reputation follows you around everywhere, right? Forever. Forever. We have cobrokes. You know, when this is a business of co-opetition is how I put it. Have you heard that? Co-opetition. I've not heard that word. Co-opetition. So we have to cooperate

[00:24:34] and we're in competition. Yeah. So I may be in competition with another team leader, another team member for a listing or a buyer or whatever. But then I got to turn around and that my buyer is buying, you know, a house from that listing agent

[00:24:51] and now we need to cooperate to get this together. But at the same time, we're also negotiating with each other. So there is, you have a huge reputation thing as to who's on the other side you're negotiating with. Right. And we all know that.

[00:25:09] You know, one of the first things I ask when one of my agents walks in with an issue is who's on the other side? I want to know who it is and I want to know what company they work for because I'll know then

[00:25:19] it'll tell me a lot as we start the conversation. Yes, you've been around so long. Like you said, it's not a, I mean, it's a small community of the top of the 5%. Right. And so that reputation and I know that having a great reputation to

[00:25:39] co-opitate, if I can use your word. Yeah. Yeah. And the spirit of we want to get this done because we want everybody to win because the listing agent wants to sell the house, the buyer's agent wants to, you know, the buyer to sell the house.

[00:25:52] Everyone wants to be happy at the end of the day so they get referred. But inevitably there are issues you got to deal with, right? You got to work through. I got to respect, I got to do what my client wants whether it's buyer or seller.

[00:26:03] I've got to, you know, I have a fiduciary duty to them and I've got to respect the other side. So yeah, my mom, so again, we have a lot of Joannisms in our office. That's my mom's name. And in fact, when I was on The Real Producers magazine,

[00:26:17] when I was in there, we did a family thing because, and we brought my mom to the picture. My brother and I worked this team together and my niece is my TC. So, but we brought mom and had her in. But Joannism is, she used to say,

[00:26:31] look, the buyer wants to buy and the seller wants to sell. Real estate agent get the hell out of the way because a lot of times agents will put their ego in versus doing what's best for our client. Yeah. So they all know my Joannisms

[00:26:48] I'll go, well, Joanne would say. Well, anyone that could be that kind of a top producer in from going from 13 half to 18 half percent interest rate has my respect for sure. If you ask her how she did it, she'll say, I didn't know any better.

[00:27:02] No one told me I couldn't. Yeah. Boy, that is so true in life. Right? I mean, we can focus on all the naysayers or we could just put our head down and to the grindstone just go for it. Right. And just do what we're supposed to.

[00:27:12] I think it's brilliant. And they've all heard that one too. It's like, well, I don't know if I can do that. I said, who told you couldn't? Right. Right. Hey, we, you know, there's a great book out there. There's a guy named Price Pritchett.

[00:27:24] I don't know if you've heard of him, but he's got these short little books and one is called You Squared and he's this highfalutin psychologist that studied performance and he talks about these quantum leaps and things and they're like one page chapters.

[00:27:39] And he used to talk to like lots of Fortune Fiber companies. Anyway, long story short, his thing was, hey, yeah, who told you you couldn't? You know, just suspend disbelief for a moment. Don't just choose not to believe the disbelief and just go forward and see what happens.

[00:27:54] Mindset. Huge, huge. Getting your mindset. When I joined EXP, I'll do my little EXP commercial because it was mind blowing for me and I'd worked for a couple of local brokerages, boutique brokerages and also franchise before joining EXP

[00:28:10] and I have the big X in front of my name. But the first thing I did was I went to this convention or this, it was actually seminar thing in Cabo. Well, I've been there a couple times. Yeah, I'm going, I'm going again, we're leaving March 27th.

[00:28:22] I didn't get to go last year because I had something else planned, but it was the year before that I went. And I remember after the second day of meetings, walking out and going to my leadership that was there. He's like, how are you doing?

[00:28:37] Are you enjoying yourself? I just looked at him and I said, I have been small thinking for a long time and that ends today. He just looked at me and he goes, you got it, we're done. You're done. And it was, it was like being,

[00:28:55] having your eye open to you have been, you've been putting yourself in a box. No one else puts you in a box. You put yourself in a box. So when we can move ourselves out of that box and say I can think much bigger

[00:29:09] than I have been thinking and I can do much bigger, if they can do it, I can do it. I mean, I'm looking up one if I can do it. So Right. No, that's awesome. It's so, it's so true. We live in our own little prison of,

[00:29:21] you know, belief and it limits us. I mean, we're the only ones that limit ourselves and Absolutely. 100%. You know. The stories we keep telling ourselves in our head over and over, you know, and it's like, you stop telling yourself. I also about the same time

[00:29:36] was reading the book, You're a Badass at Making Money. Brene Brown, have you read that one? I have not. She really, it's called, It's You're a Badass at Making Money. And I just loved it because she talks about all those stereotypes that we have been

[00:29:50] taught and trained about money so that in effect, we also make it so that we don't make money because we, I don't want to be one of those greedy people. So without even realizing that this is systemic stories that we tell ourselves keep us from actually achieving

[00:30:10] what we want to achieve. So for me, it was like having that realization. I mean, I took the book and handed it to my son who was graduating college. And I said, You need to read this book too because you need to rethink

[00:30:26] and I'm probably guilty of teaching you some of those things. Yeah. So Now, that's all, that's, that's awesome. And just winding down on this because we're out of time, but this whole idea, that's to me, one of the biggest benefits of being an entrepreneur

[00:30:45] is that you put yourself in environments where you're forced to expand your thinking if you stick with it long enough. Right. Right. Right. And you get around the right people in the right circumstances and instead of turning your tail. That's our saying around here

[00:31:00] is get in the room. If you have an opportunity, get in the room. If somebody calls you and says, Hey, I'd like to interview you on my podcast and your first reaction is no. You know it's not the right reaction. You have to say

[00:31:15] I'm going to get in the room because I might have something to share. But Paul, I already right down you squared. Yeah. Oh yeah. We hang up. I'm going to pick up that book and check it out. You know? And so you get the opportunity

[00:31:28] to meet other people that have something that you can learn from. So being open to opportunity I think is like the number one thing we can do for ourselves no matter what age we are. Be open to the opportunity. Yeah. Keeps you young

[00:31:44] and keeps you excited about life. Right. Right. Right. Yeah. Exactly. Yeah. No doubt. Well, Shelley, this has been awesome. We're out of time already. It went faster than I say what? Yeah. It's always you could tell they're good ones.

[00:31:57] Tell us how we can get in contact with you if someone wants an awesome team to buy or sell real estate or maybe they have a distressed issue or maybe they're into short-term rentals and they need some help there. How do they get up to you guys?

[00:32:08] So you can call my personal cell is 757-277-5141 and my email address is Shelley at shellshometeam.com and our web, if you want to go check out our website, it's www.shellswith1L, S-H-E-L-S, hometeam.com. Shellshometeam.com. Awesome. Well, this has been a lot of fun

[00:32:37] and I learned a lot myself too. So I really appreciate you sharing. I enjoyed it. Thank you for having me as your guest and if you ever need someone, call me. I'll come in again. You bet. All right. Thanks. Thanks for listening to the Top Producers show

[00:32:52] and make sure you check out our show notes and be sure to subscribe to stay on the cutting edge of what's working now in real estate as you advance your success far into the future.