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Real estate agents welcome to meeting this region. Your program to find out some friends as told by the great ones in real estate. What’s a great one. Someone that’s able to make money and still keep their head on straight. Let’s face it this is a tough business. We interviewed tough people to make it easy.
Welcome to making a smarter agents. It is the holiday season.
Some people are busy some people are good. We’re about to speak to someone who is definitely not the dud. She is the epitome of busy working Manhattan and Brooklyn and God knows where else we’re gonna get in with Samantha Barringer. In just a second. Just a reminder if you like this podcast before you listen to it just about anywhere it’s on I iTunes and Google podcasts and anywhere you Business podcast you can pick this up but do me a favor give me five stars if you really have an extra moment give me a review.
These are tools that I use to get other guests and certainly you know it’s one of the fragile ego I need just to hear a little bit. In any case with that plea from me I want to get on to Samantha Behringer:. Samantha welcome to making a smarter AGENT.
Samantha Behringer: WELL HELLO ED. Thanks for having me. I’m pretty excited to be doing this video.
I am so excited to have you as well as I was saying it is the holiday season and I want to just get right into it with you because we’re starting the new year so I do want to find out what the plans are there.
Well why don’t you tackle the set to set the record straight and let what the audience know who you are how long you’ve been doing it exactly what you do where you do it.
Samantha Behringer: Oh here we go. All right. So I said oh here we go. Douglas Elliman. Yeah exactly. I’m approaching my 18th year anniversary at Douglas Elliman come February. Interestingly enough on my birthday February 7th I do like. A chocolate layer down that I’m sure. Yeah. I like them. I think one of those. No one says no to that. So yeah that was the that when I began at the company in 2002 that’s actually before Douglas even came and we were still insignia. Don’t go Solomon at the time. Douglas Elliman had had multiple other entities attached to them throughout the years. And at that time it was insignia and then we shortly thereafter became Prudential Douglas Elliman and then eventually just the one and the only Douglas selling. So I had originally came as someone who was working in the mine one of the Manhattan offices downtown I was actually brought in originally as the assistant to Mr. Leonard Steinberg and did not disappoint. I can assure you that I had already been embroiled for actually for quite some time running a small company down in SoHo.
But you know sometimes you got to make take a couple of steps back. Take fifteen thousand steps forward and that’s what I did and I haven’t looked back since.
Samantha Behringer: I am someone who does both Brooklyn and Manhattan extensively which I find is not something it’s probably becoming a little bit more common now but.
Well hold on before you go before you go on with the territory and I do want to get to the territories and what you’re doing 18 years with Elliman and there before the Great Dottie Herman joined Elliman or owned Elliman. I know what what has been in the time that you’ve been with him and when they actually made that transition. What was the most noticeable change. Can you speak about just that. I wasn’t prepared to ask that question but it popped up in my head here of course.
Samantha Behringer: And great question. So when Douglas came in you could just feel quite an energy that was changing. You know when you have things like a third party entity attached to the to the company that doesn’t really have anything to do with real estate per say it was really nice to have someone come in who was you know gone from top to bottom as well. Right. Started up through the ranks of broker then taking over company offices in the Hamptons and throughout Long Island and then expanding the reach here into Manhattan within Douglas Elliman.
And I have to say that the energy when it first came on was infectious. And for me that infectious energy has never dissipated. Douglas Elliman for me it does not disappoint in that respect. Obviously I’m 18 years as I like to tell people I bleed blue and
You are always on.If I had to describe this from the interactions that I’ve had and it feels like more because we see each other every day on social media. So it’s been limited in person. But yeah it’s I’ll describe you as you know you just really don’t stop. You just have this car maybe crash out when you get home at the end of the day but that’s the first thing that I would think of if someone mentioned your name is just the volume of incredibly positive energy. It’s a wonderful characteristic.
Samantha Behringer: I thank you know and I’ve never heard that about myself before. No I’m kidding. I try and keep it positive. It is my general nature I will be honest in a business that can be tough sometimes. So I like to I like to stay positive and perky and and as upbeat as possible I find that that stuff translates and continues to be infectious which is probably the infection that I first got when daddy came in and took over and then the company transitioned from there.
I’ve never I’ve never been disappointed and look good and we could go on with that a little bit more. But 18 years Dottie came in you know the high energy person important to the people the audience that that listens to this program is largely real estate sales people and it’s all for sales people in other industries. And I try to keep up with the promise that I’m interviewing people who’ve done who are doing better than most. What was this year’s anticipated GCI or however you wanted to find your success?
Samantha Behringer: Sure. I am a top producer at the company which means that I do gross over a million GCI every year. I will tell you the last couple years have been a little tougher but still making it happen.
Which you know I’m doing a bit of a big bloody deal but it’s a huge huge huge I mean that that you’re doing really well. Obviously it’s easier because you’re in such a high price point market but boy there’s a lot of people. Do what you do. So the guy in Tulsa Oklahoma this thing may never attain it just because of the price of the properties but you’re now in a competitive tough market. How do you make things happen? How do you get your buyers and how do you appeal to and get sellers.
Samantha Behringer: Well so being in the business for a long time I’ll start with sellers first and then I’ll go into buyers. Your referral network and your buildings that you really own is your your bread and butter during these times right where the familiarity and the certainty involved with your potential clientele. A lot of them know who you are already. I have several buildings where you know I am doing the most business within the building. So maintaining those buildings and continuing to make them a top priority is 100 percent key. Through this market and that continues throughout other buildings as well.
But you really want to nurture the you know you want to take 10 to 20 buildings where you’re doing a tremendous amount of business on a regular basis and making sure that you are hounding them regularly.
Your read on what would define how far to stop you. But I want to make sure we don’t go out. It’s a building not at all critical. So there’s a lot of people in those buildings. So. So my guess is when you say how and your mailing you’re e-mailing you’re calling what are you doing.
Samantha Behringer: Mail definitely mailing. I know that it is still the bane of everybody’s existence. But you know they’ve come up with a lot of different tools and resources with regards to mailing and actually make them informative to a point where people actually look at them we do a lot of tracking and try and figure out and call to action on them to you know make sure that when you’re doing these mailings that they are marinating in to the building that you’re sending them to or the clientele that you’re sending them to. So continuing to keep that on the fresh tip is incredibly important.
You have to just continue to do if your top building you want to maintain that that’s your top priority and trickle it down through everything you know in this market. You should be continuing to try and branch out in terms of the type of business that you do. I’ll say that I dwell between you know a four million and under if I were going to call it my my meat and potatoes business line it’s at times like this where you want to spread it out even further go to more buyers go to more investors who might be wanting to rent out and continue to maybe change price points or neighbor.
And at this point you’re largely listing agent the selling agent both. What was the percentage breakdown in the business that you’re getting I’m definitely.
Samantha Behringer: I would say a 70 30 in terms of listing. I do procure a good amount of exclusive agreements here in New York. I am also on some developments for Douglas Elliman so I’ve known One hundred percent usually count those but they are in my repertoire of things that are on the web. That’s new Deb specifically resale. Yeah we’ve been for this time of year Pretty busy actually. Yeah I can imagine. Again it’s one of those things where price correctly positioned correctly. There are those people who are going to want to make a couple of jumps before the end of the year or at least solidify things for the new year.
So we always feel a little activity before the end of the year here.
Sure. I want to hear about the end of the year activity I also want to hear about next year and then more about you and how to maintain this incredible breakneck speed. Whether you ever take a vacation or anything like that you know there’s two things that I want to get out there. So many people who listen to this podcast are from Douglas Elliman. You need to know I will be in New York in January going to be having a cocktail that I’m going to be inviting you to. That includes youth and empire.
And I will release the email too. Also for those that are either down here or traveling I rented the ballroom at St. Andrew’s Country Club on February 18th. I have Howard Volver the CEO of Douglas Elliman Real Estate and Bruce tole CEO of Toll Brothers speaking about real estate and its impact on the economy. It should be really really interesting. The cost of admission is friendship. I just need you to register with me. Let me know. We’ll get you into this. It’s kind of my little service to South Florida to great great fun time and with that little one I got from your moderator.
Go ahead Samantha.
Samantha Behringer: I’m gonna give you props on that one your panel with Toll Brothers and Howard is quite a quite a great group. That is a spectacular event you might see me down there for that I anyone like that is something you want to be a part of.
Let me assure you that it’s it’s certainly in for the members of St. Andrew’s country. Go point out or listen to this as well or many of them it’s a group good thing to go to as well as anyone that we’re associated with. So with that little I had to get that little commercial edge in. Sorry. It’s a free podcast. But you know we got to we’ve got a break when we’re in a bracket. Brought ideas and I backed Jeff on and it’s a good one. So. So you know terrific.
You’re working at this breakneck speed you got over a million dollars GCI coming in at a time where a lot of other people are failing. You’re telling us that you need to basically for lack of a better word babysit some of the key properties or buildings that had been great lead sources for you. When did you how often do you take a vacation. I mean it’s not early night nightlife where the guys never stopped working with. I think Stephen King you just didn’t stop typing for folks but sorry.
Please come back.
Samantha Behringer: I know you’re talking about. You know for me it’s tough during the year. I have a munchkin. I not That’s Molly 15 that will always be my munchkin. And I find that until he goes away to camp or does his summer stuff that’s the only time that my husband and I can take a little time off. So the summer time is usually when I take like an actual vacation. Otherwise we do a couple of weekends here and there you know skiing in the on the East Coast we’re looking for pain and torture.
So we do skiing and figure.
Yes I was with the rock the ice although I understand that that drives our shoulders. You might not try trying to be winter this year we’ll see what happens. You know we’ve had very two very mild winter so I think we’re due for a doozy. We’ll see we’ll see if my predictions are correct and how much time do you take in the summer.
Samantha Behringer: I try and take two weeks not consecutively but I try and take you away for I too now I will tell you that one of those weeks tends to be with a group of girls that work that we all work together and we go away as well sort of work let off steam and then and then obviously we get to pick up my stuff sure mixture.
Sure. Well and I’ve also seen you with some of these corporate retreats where you know we’re working but at the same time it’s probably the more pleasurable end of going to Aspen
Samantha Behringer: It’s not the worst. You know it’s not exactly torture.
No it’s not true at all. And I said No definitely not. And you know those are those are really intimate events that are extremely informative and they are work.
But if you’re smart about it you extend one day or get there a day early and take one day for yourself where you kind of make a little bit of a deep breath out of it if you will before you get into the meetings that started. You know 7:30, 8 in the morning in your in session all day. You’re right about that. But I find that when I do those retreats either try and get there a day early or stay one day after and take a deep breath. Oftentimes there’ll be something going on that will be properly related as well where you’re still taking a deep breath but still also getting some information with your colleagues and superiors and stuff like that.
So it’s always ALWAYS BRINGING IN YOU KNOW YOU’RE TRYING TO TAKE A DEEP BREATH. YOU KNOW WITH SOME eyes and I see both of us between the meetings.
I mean for those that are listening I’m referring to one thing one meeting that was a national meeting at Aspen Colorado. We both have to be there and I know we both like beavers we making calls to clients in between these long sessions that were great of course but but don’t forget somebody was something in this thing with me while GCI so busy how many people are working with you to accomplish this idea of a team.
Samantha Behringer: I do have a team and I have transitioned my team over the last year and a half and I think you’ll find that you’re going to see some of this over the next year as the industry changes a little bit. And teams you know teams is a newer phenomenon it’s not brand new but they’re becoming extremely commonplace and they’re changing the dynamics and the structures of them are changing. And so I’ve followed suit for the most part. So I’ve actually scaled down the amount of people that I’ve had so that it can be a little bit more structured a little bit more experienced agents less of just bringing on young people and training them and more so bringing in higher end brokers more experienced brokers onto the team because as I see teams get bigger and bigger and bigger and some of them are 15 plus people. Right. It’s a lot for me and my business and the price point and the perks and the areas that I work in. I find that one of the things that my my sellers in particular are looking for is me me me me all the time. They do not want me to show up for the listing appointment get the exclusive and then never be there again. They’re going to require me to be there you know 90 percent of the time. Obviously no one can be everywhere 100 percent of the time and I make that very clear during my listing pitches but I do hear it from sellers significantly.
So in doing so I have changed my team to make the individuals more reliable more experienced and more able to work with me on my exclusive. So that my sellers can have a bit more comfort and certainty that things are being taken care of correctly.
And I didn’t just pawn it off to my junior broker on my team and him for me.
Sure. How many people are on your team now. Can I have them.
Samantha Behringer: I am a team of five including myself.
And do you have an assistant as well.
Samantha Behringer: I do. She. I have an assistant. Although that role has been changing over the last couple years in my opinion and in essence it’s more of a team coordinator Operations Coordinator Assistant starts to feel a little archaic sometimes and you want to give people a little bit more responsibility. Sometimes I feel like making people feel included in a different way makes them rise to the challenge if you will and rise to the occasion and really get involved and feel like they’re part of a group and that’s important for me on my team.
So I like to give people their their players right. This is you. You own this here.
Yeah I know it and it’s great. Oh so they’re getting their own building their own territory.
Samantha Behringer: No. Well so what I will do is depending upon the property after I speak or meet with a seller I will decide who is the best person the best fit on my team to work on that listing with me based on personalities based on price point based on location whatever I think is going to fit best for the seller and the property. That’s the main goal obviously. So once I have done my due diligence with the seller and all of that then I will start having conversations with the people on my team and make sure that I’m I’m lining them up perfectly.
And then obviously it does require a conversation with the seller of course and I find that those things need to be done immediately not after the fact. Oh by the way you know Sally will be here showing when I’m not around it’s something that really needs to be communicated at the onset so that they know exactly what’s going on instead of oh maybe this isn’t exactly what we had discussed at the beginning or not what I was envisioning for the sale of my home. So as long as they understand that yes it’s justified.
If I could ask does Sally or that fictitious Sally bring in any of her own business or is it always Samantha bringing Sally to the deal. Does anyone ever make rain like you do.
Samantha Behringer: No. I will tell you that that is not uncommon to my team although that doesn’t mean it doesn’t vary. But you know there has been a lot of we obviously we do top producers retreat to do these events that you had just spoken about in Aspen.
We do a lot of communicating with our peers obviously and there’s been a lot of talk about and it’s hard but basically that yes the team leader tends to be bringing in 80 to ninety five percent of the business and that’s why you see some teams restructuring. Where is the value there. Because at the end of the day the team leader does need help a little bit of help right. Because when they have a little bit of assistance that is reliable and I do want to use perfect but I’m hoping for perfect Troy that we’re in a position trying for a road striving to perfection but then the team leader is in a position to be obtaining more business.
And that circle of real estate life. And if that cannot be a fine oiled machine then something is gumming up the works and needs an immediate change. I find that waiting too long these days as the market changes a little bit. Listen I don’t like to admit it but the market and the industry is changing in terms of you know a little bit of technology a little bit of this. There a couple of different factors that we all are aware of but nothing exists inside a vacuum. And so it’s smart in my opinion to change as the industry changes as well and so this has been my reaction and my response to those changes sort of getting lean and mean bringing in a more higher end broker if you can get them.
It’s not easy of course but someone with more experience because it used to be a little bit more where you would farm bring in the junior brokers farm them in through the team and then eventually become a little bit more producing.
It’s hard to do. It’s hard to farm teach procure business and do all you’re not so sure.
So do you pursue it from somebody brought this up to me and I’ve always wanted to ask. I always want to ask you and people like you you’ve done so well this question Do you ever foresee a time where you would have license brokers very experienced very good but working for you as a W2 employee not a ten ninety nine. Someone who’s actually being paid and you might give them some type of bonus based on the commissions that come in or shall I say. Douglas. You put it through that ways but for the most part they’re getting a salary and that’s what it does. You know you’re making all the business happen somebody is a few people talked about this as a new model. What are your thoughts on that?
Samantha Behringer: You’re absolutely right. And I have heard that this is a new model where instead of doing these standard you know we spoke about before. Usually you have team leader you have members brokers on your team and then you have your assistant. Right that’s the. That is pretty much the standard structure for the most part or at least has been over the last few years. But there are a lot of top producing team meeting brokers that are changing it up a little bit where the assistant marketing coordinator Operations Coordinator whatever title they’re giving them these days is sitting at the desk there in the office all day during the day.
No we can on salary you know it depends on the business model of each individual and what what they’re the book of their business encompasses for me and the way that I do things. I get nervous that that is a short term scenario. And the reason I say that is because the scope of the business from a operations marketing whatever you want to call them these days Coordinator Assistant is not going to change very much. And if they’re not showing and getting involved with real estate and potentially getting to a point where they can maybe convert or bring in some business these are the contacts and feeling a part of it.
I’m going to tell you I feel that it can easily breed a little animosity. Brokers work on commission right. We make we make money in chunks of change. And then you’ve got someone sitting at a desk on a top salary that quite frankly I don’t know where there’s room for growth. And so I just wonder how long will that person want to stay in that position. I don’t know the answer I get.
You know what’s interesting. Just going off script again here. I know a firm that’s done this and people are great. Very good interpersonal skills very hard working they know real estate. They do. And how do I say politely they suck at selling these stocks at profits. They suck at actually picking up the phone and doing the stuff that I know you very well have the guts to do and I do too. But these are people that really you know they grew up in a household where mothers said children should be seen and never heard. And unfortunately being carried that onto their adulthood. And so that’s why I ask the question because I think a lot of people like that the first thing someone goes I want to you know I don’t know what I want to do.
My wife I’ll go to sales that she’s going to sell to be a real estate broker.
Samantha Behringer: That seems like a great you know on TV it looks spectacular isn’t it amazing like just aren’t I. I or am I not fantastic and two seconds better.
Are you kidding and I know that the biggest misconception but I went into this so that I would have a washboard stomach and golden tan and be 15 years younger and you’re almost there. Look I didn’t want it to grow. You’re very sweet. Don’t tell my wife.
Samantha Behringer: That is my concern with that model. I don’t know where the growth potential is for that candidate and I might not be the right team for that scenario. Like I said I don’t know what the answer is.
But for me I feel that when my my my right hand person my assistant if you will is involved in my day to day aspects including negotiation pitching prospect thing all of the above I feel that they’re learning something and they’re getting to a place where they can evolve if they want. I don’t know that that is something that can be done if they’re just a stationary sit at the desk person. And having been I will tell you I started in this business as a receptionist for a real estate company when I was 21 years old in New York.
And when you do not make commission and you sit there and watch everyone run in and out by the way in and out there’s lots of movement right. It’s exciting. It’s energetic and there you know you’ve got to run to this appointment you’re back in the office taking calls and you’re running out to the next one when you’re sitting at the desk doing absolutely nothing. It starts to make you feel like you’re not a part of something as much. And I think for me and the way I run my team is I want everyone to feel like they’re a part of something. Right we’re learning we’re growing. I’m helping you. You’re helping me. Let’s enjoy ourselves. Making money having fun and learning are my top three priorities not necessarily in that order making.
Say that again. Give us your. This is Samantha’s 3.0 is go go.
Samantha Behringer: Making money. Always learning and growing and having some fun not necessarily in those order changes but I say the fun part because this is a tough business and you have got to be thick skinned especially for the new people coming in even if you’re coming in you know under the umbrella of a team.
It’s still one of those things where you’ve got to create the structure you’ve got to create the goals you’ve got to make sure that you’re on yourself. Right. Because there’s no one else that’s going to. So when you include them in that level I feel like it’s an excitement that carries on and when they get excited then they’re there they’re having more fun. And like when I say fun I mean that people who are enjoying themselves at work work better. They work with a great attitude. They’re happy to do this.
They’re more inclined to assist with things maybe outside of the scope of what they were brought on to do. That’s true A happy growing we’re in it together team.
Sure. Now these are all really really good sounded by some answer. It’s like two more areas that I want to get to before we we call quit. Call it quits for a new year here. But but but this is a couple of things one you know across the country there’s the these I buying surfaces that have come in that have been you know we’ll give you a certain amount of money for your house or we’ll be able to instantaneously rail or purple bricks or anything.
I instead of years and stuck in that offers and other services that have come in like the zip codes of the world that might want to buyers at. Have you seen in 20 years some major technological changes I’m in Florida. We deal with it a lot.
What’s going on in Brooklyn in New York. I mean are there is that really impacted by the technologies good or bad.
And please give us your opinion
Samantha Behringer: So going to sound a little a little boring of an answer yes and no. So we know that I’ve been a dub double film in 18 years but I had my license a few years prior so I’m in this 20 year come and tell you when I first started there was no way. There are barely any internet. There was definitely no cell phones.
Maybe you had a beeper so I can tell you that since then not very much has changed. There are a couple of key things in New York given that we are an our attorney review state right. We’ve got boatloads of documentation that must be sifted through by both attorneys on both sides and we’ve got management companies involved title companies that’s a pain in the butt here. We don’t make it easy and the paperwork is makes you want to maybe give up. So the reason I say yes and no is that in that time when I first started to now the only thing that’s really changed is the Internet.
And the only thing that that has done is just make it easier for me to find listings a little quicker. That’s it. When you when it comes down to the to the meat and potatoes of selling an apartment here’s what has to happen in New York and in my opinion will never change the listing broker gets called by a buyer’s broker or a buyer directly for that matter. You show the apartment they either like it or don’t like it. They make an offer. You go to contract and you close. There is no technology involved in any of those factors.
They all require a human being and being in person for the most part you can probably get it all at your clothing.
They could also find it on 3D directly from the homeowner or they could have some other discount service put it up on something similar.
I mean you really don’t see any other option but you
Samantha Behringer: don’t see it as much. You really don’t. I’m going to tell you. Here’s here’s one of the reasons why I set aside from the fact that the information and the due diligence required here in New York is extremely convoluted and would probably make most people go grey and or bald. Excuse me. I think that the amount of money at stake here and the amount of risk factor here in comparison is just too much to just leave it to chance that you’re just like an ass.
I’m not having someone pick me up and bring me to dinner. I’m purchasing a three to five six seven even one million dollar home. This is not something that you use an app for. In my opinion I want someone involved. If it was me there’s absolutely no way and I get that in some price points right. Maybe in in smaller markets or different parts of of of the country where maybe you’re talking about you know one hundred two hundred three five hundred and under right where it’s maybe a little bit more obtainable.
I can see where that would probably be used but in New York I do not know that I see it happening the way that it could happen outside of the city and for some of those reasons. I also think that in New York you know you do have a lot of buyers brokers right. Buyers hire brokers because they don’t want to be bothered with them. They want someone else to do it right. Everyone everyone says that you’re busy I’m busy. That’s why we have a full time job finding and buying an apartment and or selling an apartment is a full time job. And if you already have a full time job why would you want to.
I don’t know that only you I wouldn’t be in the same career I was just again trying to touch upon what is in some some people’s heads out there. Certainly my my wife’s professional organizer and business does come from. She gets called if you want to see organized New York Palm Beach just organized Palm Beach on Instagram and it’s so much of our business comes from the brokerage community or a lot of opportunity certainly can. So I get up all the time so it looked at that but last. Last thing here.
Yes. That I want to get to. We have Bob use our theoretical character Bob just I started in real estate. Hi Bob welcome. And Bob is living at home with mom new in the business and he needs to begin to make money in real estate. Doesn’t want to stay at Mom’s house for too long now. It also doesn’t want to become just a rental guy only. He wants to really get his career going. How would you put him on the right path in his first year of business.
What would you do if you were Bob.
Samantha Behringer: So in New York City unless you already have a boatload of embedded contacts either you’re from there or you’re from the Tri-State area or your family’s from there. I you did catch up on rentals which is obviously the first step but kind of something we were touching on before. Is this is the kind of thing as a new broker where you really do you want to join a team. Honestly they’re gonna help they’re going to provide more resources more potential for business and more opportunity to come into the business alone especially now as it’s just you know we’re in a little bit of a funky market but we’re also into a changing industry a little bit less and nothing stays the same.
Everything move and it flows a little then changes and real estate is not absolved and no different. So I think this is where a broker especially in New York should be looking for a team to join. What kind of value can you add to the team. Are you ready to put your head down and do whatever the team leader or the team coordinator needs because that’s the kind of stuff that team leaders are looking for. And if they can find people who are hungry and who want to work and show a good work ethic and reliability and can just be you know I have I have someone new on my team who she’s so intense she’s got me running for thing she’s giving me a hard time about stuff in a good way like hey what about this.
And like that’s what I want to see. That’s the kind of stuff where a team leader is going to really pay attention to you and help continue to help you grow because once you grow that’s good for the team as well.
Rentals are the big part too. Okay okay. Bob can’t get away from the rentals. You’ve got to do with the rent.
You know I had time in there Bob. You got two renters become purchasers and it is a fantastic way to build a book of business.
Listen Samantha it’s been an absolute pleasure having you here with your permission I’ll put your all your contact info in the in the show notes for people could see and find you again with whatever information you want updated. Certainly should Google her. Samantha your beautiful fabulous I hope to see you next month in New York.
Thank you. We’re listening to making a smarter agent. Do me a favor if you like making a smarter agent please go to Apple podcast or any of the podcast services you might be listening through and give me five stars. I look forward to seeing you next time. And remember connect with rainbow nation. That’s. REIGNation on Facebook. It’s part. Think tank part group therapy for realtors all coaching and it’s affordable. Please tune in again next week to listen to another exciting episode of making a smarter agent.