The Importance of Pricing and Opportunities for Buyers in the Low Inventory Market with Anna and Rebecca Staylor

[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.

[00:00:18] 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, welcome listeners today. I have the distinct honor and privilege of havering the totally awesome real estate team, the mother daughter team Anna and Rebecca Staylor here today on the show.

[00:00:48] And I can tell you that they are not only top producers but they're clearly crushing it because we've tried to do this show for like three attempts that has been crazy with everybody's schedule and what they've got going on. So welcome to the show ladies.

[00:01:01] Thanks for having us. Yeah, yeah. So it's not too often we get to have a mother daughter team on the show that's super successful. And so we're going to dive into that today but I want to find out kind of how this whole thing began.

[00:01:17] We're the origin story. So I think Anna you probably you were obviously the first in the real estate business and we're crushing it. So before Rebecca joined the team, so talk about how you got into real estate and kind of your experiences there.

[00:01:31] So I got into it by accident to be honest with you. I used to be an insurance agent for 13 years and they decided to change my entire job

[00:01:41] and I thought I could do something that had flexibility little did I know real estate if you want to be successful doesn't have a lot of flexibility. But I started it because it kind of came right off of homeowners insurance.

[00:01:53] So I've been doing it this will be my 20th year starting this May will be starting my 20th year. My daughter swore she'd never do my job because I was on the phone at every soccer game and doing always showing houses always showing houses

[00:02:09] doing pot buys I dropped you know little gift bags off to all of the parents at the soccer games and everything like that.

[00:02:15] My daughter orange slices with her business card on it like it was all real estate. It was always real estate but it's a passion that I actually love it

[00:02:25] I absolutely love it but Rebecca swore she could never ever ever get into real estate but then she went to law school and said guess what part of law school I like property law May I come work with you?"

[00:02:36] And I was like, I'm not going to give you any business. You've got to work hard because you can't teach a person to fish if they don't know how to even cast the line type of thing. So I definitely let her swim, sink or swim.

[00:02:50] I've never given her anything, but we have collaborated very well as a mother and daughter team. People can't tell us apart sometimes on the telephone because our voices even sound the same. And now she even says a lot of the things that I've said over the years.

[00:03:02] So it's worked out extremely well and we cover each other's hide when we need to. If I have an inspection and then an appraisal, she'll go meet the appraiser because we attend every single inspection that we go to. And considering we sell anywhere between 80 to 100 homes a year,

[00:03:17] it's a lot of inspections and a lot of appraisals and a lot of termite inspections. A lot of appointments. Yes. Yeah, I would say a little tough love when Rebecca joined the team though, but it seems like it served her well, huh?

[00:03:29] Yeah, when I first got into it, she was like, I worked really hard for my reputation. You're not just gonna come in here and ruin it. She's like, you're gonna be an agent who knows the contract. So she flew me down to Florida with her

[00:03:43] and felt like I was in high school again. But it's like if you do your homework and study, we can go out and play. So that was literally a sign in the hotel room when it was really nice and beautiful outside. I read the standard purchase agreement

[00:03:58] until I had it memorized. In fact, when I had my very first deal, like I was licensed to able to go. And she literally, remember Megan, my very first sale, my best friend comes to me and she's like, hey, you're a new realtor.

[00:04:12] Let me go ahead and use you. And I'm like, oh my gosh, yes. Like I haven't even had my license seven days. You know, I'm like, this is the best thing ever. And I was like, no, that's not how this is gonna work.

[00:04:22] I'm gonna run the whole thing. I'm doing everything you can show. She was like, but I'm gonna be the one talking. I'm gonna be the one writing the contract and forming her and you can watch how it's done. And I was like, okay.

[00:04:33] And then after that, I finally got somebody. But I stole the show, but it was tough love, you know? I mean, she wasn't gonna take something that she's, I guess worked her tail off for and has like proven herself in the industry

[00:04:49] multiple times over and have somebody come in and just nonchalantly not take it as seriously she did. So she's just set in good foundation. Oh yeah, I mean, it sounds like it. I mean, you know, if you're, if you are gonna be a long-term player, right?

[00:05:05] You got to do it right from the beginning. And there's a lot of people like a lot of really successful people, super wealthy people have decided like, I'm not gonna leave a lot of money to my children with the same idea kind of that

[00:05:19] I worked so hard to get here. And if I give them all this money and wealth before they've really kind of earned their way it'll destroy them. It won't help them. And I think later in life, they give it to them

[00:05:29] once they've sort of, you know, got their stripes. But I think that's pretty good. Now you, when did you join the team? What you left law school or you finished law school and went with? Oh gosh, no, I got the first semester bill

[00:05:39] and I said, oh yeah, I'm gonna finish off the year see if it's something I'm passionate about. First semester bill? Is that what you said? Yeah, yeah. And then after I saw that I was like, oh no, no, no, we're not gonna.

[00:05:49] I mean, I obviously had to pay it because a student loan but also I'm not paying two more years of this. So I got out of law school and let's see, 20 the end of 2017. And then I went ahead and worked for the summer

[00:06:04] and then was taking my real estate class at the same time and then got everything approved. Actually it was the day before Thanksgiving that I passed my exam. So the day before Thanksgiving in 2018 I passed my exam or 2017 passed my exam and then became officially licensed everything in 2018.

[00:06:19] So yeah, so I joined in 2018, January. Okay, so that was probably a really good time, right? So you had sort of a normal market then before we came into the COVID crazies here and now we're sort of on the other side.

[00:06:33] You've seen quite a bit in what five, six years. Five years, yeah. Five years, yeah, my math is working. Yeah. She went to having to switch gears very quickly from being able to ask for closing costs to, yeah, now you're not even able to ask for anything.

[00:06:50] And give away your first born in the meantime just to the house. Yes, so she experienced the beginning market but it was a nice transition for me to watch her from one side of the real estate market to another side of the real estate market.

[00:07:05] And she had to do a lot of running around with because she worked a lot of first time home buyers who just did not have the 20, 40, $50,000 in cash to bring to the table. So it was really, she had to learn to become creative.

[00:07:19] She had to learn the financing aspects and ways to think. So it really allowed her to grow a lot more than had it just been this typical. So she has seen both sides and now she's transitioning into, well, some houses you can get these things now still

[00:07:32] and some you can't. So it's definitely a market that has helped her grow quickly. I was gonna say, and also appreciate it because I think some people think that when you get into real estate it's just all sunshine and rainbows and things like that.

[00:07:46] In my first year, the market was steady-ish. But it wasn't a COVID market because that was just, that's crazy. But I think it made me appreciate the highs and lows. Like I'm like, okay, it's not always this trajectory. It's sometimes gonna be,

[00:08:01] you get five sales in one month but you may not have a sale next month. Things like that also helped me learn to budget money because you never knew when the next sale was coming. And I'll tell you the things that she has benefited

[00:08:16] from being under my wings is how to pay your self-employed, how to pay yourself as an employee of your company, how to make sure you pay your taxes because a lot of real estate agents get into IRS jail for not paying taxes. So she's really been able,

[00:08:33] and I've told her this many times like you have benefited a lot with me teaching you the things that I faulted in. So it's been beneficial for her but it's worked out really well. There are times where you will be in this office

[00:08:46] just at each other, just like, are you kidding me right now? Cause we can talk to each other in that way and know that we're still family when it's all said and done. But then there's also times that you can just sit there and cry and go,

[00:08:57] I can't believe this agent's talking to me this way. And again, we're still family at the end of the day. So speaking of that, the family, that's a really interesting dynamic. You work together all day long. I mean, it can be very stressful as you just said.

[00:09:10] And what about at the dinner table with everybody else in the family? Do they feel like they're on the outside cause they're not in the real estate game all day long with you guys or do you include them? I'm only laughing cause of light.

[00:09:23] They always know that we're doing something real estate. Actually, I would probably say that our family other than giving away our clients confidential information, our family has always been in real estate with us. I mean, when my kids were younger,

[00:09:38] they would go, cause we have client appreciation parties, we have Santa Claus has been coming to my house now for 28 years. So my kids have grown up knowing all of these people. So it's really exciting when I come home and I go,

[00:09:51] so and so when I'm in a contract or if it's like, yeah. Or if I got an award as they were younger, I'd be we're going out and celebrating. So they had really been able to be more of not the outsiders of our relationship.

[00:10:05] And everybody asked us all the time, I have agents call me all the time, go Anna, I gotta know how's the dynamics towards working with your kid? Cause I'd probably kill mine. And I'm an angel. So no, and she really is a great kid,

[00:10:19] but in fairness, Rebecca and I are best friends. Like we really are best friends. And actually I'm best friends with all of my kids. I get along great with my kids, but anyhow. Yeah, definitely. We'll give you an example. Literally you can hear our nephew in the background

[00:10:35] which Anna's gonna go pause them for a second, but we have a dynamic where we try to incorporate like she was saying everybody, we've all grown up in it. So her clients now who are moving out of the area,

[00:10:46] like when she's like, oh, so-and-so is going on America. Like no they're leaving, like they want to ask and I was in high school. I can't believe they're relocating, but one thing is like, we try to include our family and everything.

[00:10:57] So one thing I don't wanna miss out on being an aunt, but I also wanted to be the best realtor and like serve my clients to the best of my ability. So like one thing that I do is I take my nephew out with me

[00:11:09] to go do Popeyes and stuff like that. Cause that's time that I get to spend with him. It's fun for him. It's a great Instagram reel cause people love kids, especially migrants. I wasn't the intention behind it,

[00:11:20] but yeah, I did get quite a bit of activity from that, but I try to incorporate them in those things because it's hard balancing like family time and being a full-time agent because there are things that you miss out on a lot of the time.

[00:11:36] So I think if you can find the things that you can incorporate your family and like you said, like having the client appreciation party, doing Popeyes, going to soccer games, it's still like promoting yourself in your business. That's how, I don't know.

[00:11:50] I feel like sometimes it's not really a business. It's just like our family thing. And it is like our clients are extended family, which is kind of funny too, because our pictures are on the grocery carts in our area. And as you can see, we look nothing alike.

[00:12:03] She's a brunette, I'm blonde. She looks just like her father, but people will stop my husband in the grocery store and they're like, Hey Jess, how are you doing? And he's like, I'm doing well. And they're like, Anna, sold me a house

[00:12:14] and just like, Oh, how are you doing? So they actually knew my husband. And he's like, you know, I've tried to teach him, Hey, we're out in public. And someone said, Hey, just like, Hey, I'm Anna Stahler. My father or something like that.

[00:12:28] So the family dynamics have really been involved. And I think your question was more too. Also like our dynamics, our dynamics are really, really good to the point where people sometimes can't tell us apart. I mean, it's hysterical to us that how they can, you know,

[00:12:43] Oh, you sound just like your mother. And I don't mean voice wise, but just in general are overall like comments. So it's been comical. Yeah, but all of a sudden it works great. It literally like this dynamic, just us two together,

[00:12:57] the dynamic of all the Stahlers works well. I mean, we're just really close. Sometimes it's very hard though because I'm so frank that I do not hold back where it is that was an agent that I didn't know or agent underneath us, which will never happen.

[00:13:12] It will just always be us too. That in itself is she kind of gets the blunt of the absolute worst of me. Like, do you need to do it? It's so much to take back. But again, at the end of the day, she knows that I'm just trying

[00:13:24] to make her grow a little bit more. Yeah, that's just the way you are. And obviously she grew up with you. And but the cool thing is the family, so it sounds like to me, I mean, it's really a family business.

[00:13:36] The other members may not be involved in day to day, but they're involved in the whole experience and emotional thing and the clients and just it's just your way of life, right? And so that's why it works. Yeah, we've actually had to have our son,

[00:13:49] my sons go out and mulch people's properties cut their lawn. So yeah, my family really is. Put signs in the yard last minute because we're great. I mean, it literally, it's a whole Stahler thing. I guess my success has been led by that. My family's involvement.

[00:14:07] Well, I think it seems like to me that's gotta be the case, right? If you're gonna do this kind of a business, because you said you got into real estate because it was gonna be flexible. And it's only flexible because it takes up all your life, right?

[00:14:25] Exactly, exactly. It's only flexible if I'm going to be on their schedule. Yeah. Right, so all right. So you have an amazing team in a family that all it works together. And so about the two of you, is there like a certain division of duty

[00:14:40] or do you just kind of both do everything and you kind of fill the gaps as gaps come up? Or what does that look like? Well, what I tell people is because she has her business and I have my business, right? So I've had 19 years of clients

[00:14:53] and she's got five years or 20 coming up and she's got five. So, you know, she does her thing, I do my thing, but she does also, it's great. We have the dynamics of my age and wisdom. Ha-ha, I'm gonna go with that

[00:15:07] based off of having doing this for so long, but she's got the leading edge technology stuff. So she does all of our marketing. I come up with ideas. She puts it on beautiful on paper and then we really collaborate in that.

[00:15:22] But when it comes to our actual real estate business, I need her to attend a home inspection because I'm double booked because we do attend our seller's inspections as well. And of course, we don't book them. The buyer's agent books them. So if I get double booked,

[00:15:35] she'll run into an inspection or vice versa. If that happens for her and I'm available, then I'll run and sit at one of her inspections. So we're independent of one another, but yet we use each other as a team when that needs to be done.

[00:15:48] Sorry to say, like, if you think like you just need to path in like, hey, I need help here. That's usually how it goes. Or like, I mean, we were pretty well in that sense and less I don't forget to put in your schedule,

[00:15:58] but I got better at that this year. She's like, so you said you needed me to cover something. I was like, oh, did I forget to send you an invite? Sorry, yeah, it's at this time. But we always make it, we find a way. Well, that's interesting.

[00:16:11] Okay, so you have your own client bases, but you pitch in and help each other in different situations to kind of cover gaps and things, which is kind of great because, I mean, it's hard to be everywhere all the time and I knew things do come up.

[00:16:25] So if you're just a solo agent, then what do you do? You know, you're double-boss. Yeah, especially during, what was it COVID? Like there would be times where I'd have a client who wanted to see a house and I'm like, hey, I see that.

[00:16:35] You know, you're showing so-and-so houses in Virginia Beach. Can you go to this house right after? Because you know how it was. If you didn't get to the showing in 30 minutes, the house was gone. So I feel like we just,

[00:16:46] the best thing that we do is we are constantly communicating even when it's not work. Even when I'm like, I don't have time to talk to you. But no, what I will also say too in that aspect is the fact that when we were actually working

[00:17:02] prior to the whole COVID thing, what we ended up doing the best was is delegating to one another what we needed help on, which was perfect, you know? So yes, during COVID it was just total bizarre and we had to be in 12 places at once.

[00:17:17] But prior to Rebecca coming on, I had to juggle that. So what I had a hard time doing was giving up duties. It was really challenging to give up my duties because I am a little bit of a control freak.

[00:17:30] And so it was a challenge to give up those duties, but it was also a challenge to trust her in business. Like sometimes I felt like I was doing a disservice to her because I wasn't letting her grow.

[00:17:42] And then I finally decided I got a letter, you know, she'd say, Maude, can you read this? I said, do you think it looks good? She goes, yes. I said, then it's good. I've taught you well, trust your opinions of that.

[00:17:52] So it has, but then I go behind her when she's not looking at me. Make sure it's good. That's a great thing. But then like last week you hit me with a, you know, I never get contracts to read from you anymore like all sad.

[00:18:03] Like, so, but, you know, it was a challenge for me to be able to give up the duties and to learn to have someone to depend on because I never did that before. I was selling 68 to 80 homes a year by myself

[00:18:16] and attending all of them, it was absolutely crazy. To the point where I got a little lazy for a second there because I could call on her to do it instead of me. So it was kind of nice. Wow. Yeah, that's a lot for one person.

[00:18:27] You don't have agents on your team, right? So it's just you before Rebecca joined. Wow, tip my hat to you. That's amazing. So all right, Anna, tell us this. So what do you think with Rebecca in terms of being the mom and also the business mentor and leader,

[00:18:42] what's the best piece of advice that you've ever given her? Like either just life advice or maybe it's business or real estate advice. Oh, I've given her a lot of good advice. I'm gonna... Honestly, I think it's kind of twofold.

[00:18:58] So I told her to listen, just listen to your clients. You're not trying to make their decisions for them. You're not trying to get emotionally involved. You've got to listen to them but be there when they're crying, be there when they're excited

[00:19:14] but always keep in focus of what your job is and that is to always protect their interest. And then with that comes a lot of success. So with success, of course, I then told her, hey, you need to pay yourself a salary

[00:19:28] so that way you're not on that emotional financial roller coaster that real estate agents go through. You need to pay your taxes. You need to make sure that you do that. So I think it's been a good sound advice. As a mother, I've told her many times

[00:19:40] so things to do like, hey, don't cry anymore, we're done. And that says a mother, we're done. We're moving forward. So yeah, but she's also giving it right back to me which is great. Well, okay, I love it. This is a great thing. I am another child.

[00:19:56] So do you agree? Was that the best advice you've ever gotten for me, mom? Yeah, and I would probably add onto that was just the importance of staying educated up to date on changes that are happening not only in the market but with the contract

[00:20:10] because one of the things I'll never forget that she told me was like at the end of the day, this is a 30 year commitment for your buyer. You know, this is your a 30 day, 30 to 45 day facilitator however you wanna word that for them

[00:20:26] and we build lifelong relationships with them because we really do believe that like our clients are family but at the end of the day you wanna protect your family at all costs and with that being said like you have to stay educated

[00:20:38] and so yeah, I think one of the biggest things that you taught me was like we never take a client out without like going over a standard purchase agreement things like that because we want them to feel safe in our care. So yeah. That's great.

[00:20:51] So okay, very good. Very good. Well, what about shift gears a little bit? So I'm talking about staying on top of things and educated. We've been through a lot of changes in the market. What do you, what's happening now? What do you see?

[00:21:07] You know, I know people were used to COVID 2 1⁄2, 3% interest rates and standing in line and coming up with money they didn't have to buy a house and everything. What do you see now? What's going on? And how are you guys approaching the market?

[00:21:23] I'd say right now it's unrealistic expectations. Yeah. It's probably the biggest challenge that we're up against right now. A lot of the people that Rebecca have worked with they've only seen 3, 4, 2.5% where I have seen 8, 7, 9%, 10%. I have seen those percentages. So this is, and I say unrealistic expectations

[00:21:48] everybody's expecting it to come down. No, that's more than likely not going to happen. So that's who knows, we never thought we'd ever see two but also the, but this is, I would say nothing that we've ever, or at least I've ever come against before

[00:22:03] because the unrealistic expectations was when people moved to our area closing costs is very commonly paid in our area but you get somebody in our area who's from maybe up north, they have no idea what closing costs is. They immediately come in 20, $40, $50,000 less

[00:22:16] on the house where we're trying to preserve our value. So we'd rather give you a little bit of closing costs. So I think the expectations that we're going through now are the unrealistic expectations would be the changes that are going through in the market

[00:22:28] mainly with closing costs, interest rates, buy downs, things that are definitely going to be investigated now. And it's new of course for Rebecca which I think is one of the other things too that I did well, I told her sit down with a loan officer

[00:22:42] and every loan application that you have with a client you learn more and then it helps her build more knowledge of the loan process. And it's actually helped her now that we're switching with the higher interest rates, you know? So people are having unrealistic expectations

[00:22:55] of what the interest rates are gonna be in but we also pride ourselves on constantly meeting with a loan officer, economist. You know, we read everything, a podcast, whatever our company hires company and people to come in to talk to us as well.

[00:23:09] But I think that's probably the thing that helps us educate the unrealistic expectations to educate them that hey, this too shall pass but we have ways around it. You're buying an investment, you're not buying a car. A car depreciates, a house appreciates.

[00:23:23] As I was saying most of the time like the conversation I have to have because I like it's not specialized I guess but like first time home buyers is typically what I get. And with that being said, like you said they've heard two and three and 4%

[00:23:40] and when they hear even when they heard five I'm like oh that's normal, that's good. Like and they're like what five? What are you talking about? That's horrible. And I'm like okay so I have found education but also sometimes like you have to give them examples

[00:23:55] and so like I use myself as a basically like an example most of the time like when I purchased my house I was almost in the sixes and then I just waited to a prime opportunity to refinance and so I think like you were saying

[00:24:06] the way we come back a lot of that is by educating them like hey, don't marry the house like love what you're gonna buy because things will change at one point. Will we see two again? I don't know. But we also, you need to

[00:24:21] and this is what happens when a lot of people buy a home that they're not in love with. They let it go, they don't make the payments. They go to foreclosure and a lot of people are like oh is the bubble gonna burst and I hear that constantly

[00:24:35] and we educate them that we saw them the first time that that occurred. There were people who use their homes as just an open credit card and vacations and everything where people have now invested in their property and you also have the people weren't crazy

[00:24:53] doing some of the crazy loans even though I bought on an interest only loan when I first did but I was smart about it and I educated my clients who use that instead of hey, be able to have that payment if it comes down the pike.

[00:25:05] So I think what we've done is been able to help them feel a little bit more at ease, understand the unrealistic expectations are how they can be met in their mind and then also feeling at ease of the bubble, I don't think the bubble's gonna burst.

[00:25:20] We're just not in that world that we had where people were using their houses as an open line of credit and going on vacations and having plastic surgery and doing everything else that they could do with their money and now they've invested in themselves

[00:25:33] and I don't think a lot of people started to live outside their means as they were doing before. So I think that helps them with, hey yes, you might be buying at what you may feel is the top of the market but you're gonna weather well.

[00:25:46] Yeah, no, I would concur about that and the 0708 global meltdown was precipitated by a lot of crazy things which you talked about. That just hasn't happened this time and from a lending perspective, we do residential commercial and I can tell you that

[00:26:03] it's been so much different in the last 10 years and if anything, people have recognized more about in many cases moving money out of areas like the stock market and putting it into real estate and they're putting equity and skin in the game

[00:26:17] but just because they know it's a real property and it's something that we'll appreciate over time like you said and there's a ton of benefits there but there's so much equity and so little inventory out there right now, they're not gonna see wholesale housing collapse, there's no way.

[00:26:33] And our area is so protected, at least our area like we just had a huge meeting about that about all the things that protect our area from. The DOD to the medical field to the court authorities I mean, we really do have a lot of protection

[00:26:49] for our market. So we didn't crash like a lot of people did. Did we go down? Absolutely, I mean, come on and I tell my clients that too I'll go look, I'm sorry there will be some times you can't compete against the person that has 150,000 of equity

[00:27:02] and they're going through an ugly divorce and they have to let their house go down $50,000 just to get it sold relaxed. You're not selling right then and if so there's gonna be other people who aren't selling at that low.

[00:27:11] So I think we give them a little bit of peace of mind and plus we share graphs and charts and things that we have accumulated over time. Yeah, no, that's great. That's great. So basically the big challenge unrealistic expectations do you see that?

[00:27:26] I imagine and I know for a fact I mean that really started to hit last year right towards the end of when rates started going up do you see people starting to catch on and kind of get more comfortable with where we're heading?

[00:27:37] I mean, or you think there's still a lot of work to yet to do? No, so we say unrealistic expectations that's also from a seller side because they're like, whoa, wait a second my neighbor just sold our house four months ago for $50,000 more

[00:27:50] and now you're asking me to pay closing calls? The good news is we educate them before that conversation happens. I do feel now they are more realistic and the expectations come more so to their face I guess you could see because they now see their neighbors

[00:28:04] are selling a little bit or doing a price reduction or whatever but it's actually helped us because I'm telling them how important it is to properly price your home or in a buyer, how important it is at this point you have the ability to ask for closing costs

[00:28:18] but in four months we might not have that ability because our inventory is gonna stay low when normally carrying 9 to 13,000 of inventory and we're at 2800 I mean, our inventory is substantially low and I just don't know that that's that's gonna change in the next couple of years

[00:28:32] we just don't have the land here. Well, the other thing too is when you talk about an inventory number that's low like that you gotta figure even with the higher inventory there's a certain percentage of it that's kind of the bottom of the barrel

[00:28:44] that nobody is gonna want anyway, right? And so you don't really have 2800 sellable homes you might have, I don't know what that number is but it's less than that. Right now it's 1300 left out in that 2800 I just looked at this two days ago Okay, well there you go

[00:29:00] So, 1500 of those Yeah, so all right, whoa, that's great so I wanna go ahead and wrap up tell us, tell everyone how if they need an awesome real estate team a dynamic duo, a family dynamic duo they need to buy or sell property

[00:29:18] in the Hampton Roads area of Virginia how does one get up with Anna or Rebecca the totally awesome team? Oh, anyway, career pigeon, no I'm kidding we'll do it for us so by telephone you can call us mine is 757-754-2442 and Rebecca is 757-718-7567

[00:29:37] we also have individual emails as well as a team email and our website at annastaylor.com because remember I did start this first so it is under my name, how big would that be? So annastaylor.com is where we go

[00:29:51] and I could not even tell you our Instagram name It's totally awesome team There you go Or you can just go to my Instagram handle at Staylor under score sells VA so that's usually where all our reels go of your nephew and grandkids right?

[00:30:09] Yeah nephew, hey I got some really good information up there you know I have a lot of people reach out I've actually picked up people from Instagram just reaching out like I didn't know what this was how much you know an interest rate

[00:30:22] because yeah it's a lot of things that I get for first time home buyers like let me just introduce you to tidbits of the real estate market Very cool, very cool Do you do little dances on TikTok too? I have no rhythm so we try to

[00:30:39] I'm a big soccer player I was like I need to start incorporating that So Okay so one last question before we hang up since you're a big soccer player why the orange is at halftime? I don't know I mean honestly I transitioned to pickles

[00:30:54] as I got older because of cramping so My wife always asks that why do they bring out oranges at soccer they don't do it anywhere else I don't know Honestly it was because it was an inexpensive fruit Very good That's really what it had to do with

[00:31:08] it was a fact that you could slice it in multiple things and put it in a sandwich bag and be done There you go For USA Soccer they just give you a thing of gummy bears and they say here put these in your mouth and go So

[00:31:18] And your gum Yeah all right well at that level you're very This has been very enjoyable I was actually a little bit nervous I'm not gonna lie but it was it was very very fun Well I'm glad we were able to finally do it

[00:31:32] because it was a lot of fun and you guys have obviously are doing amazing things and just that whole dynamic is kind of cool to see it in her play just here on you know on film and what not So thanks for being on and uh

[00:31:45] we'll catch up soon Absolutely Thank you Thank you again I appreciate it Thanks for listening to The Top Producers Show 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

[00:32:01] as you advance your success far into the future