Seven years ago, Carmen started her real estate business from scratch. Within her first year, she ranked in the top 1% of her field, brought her engineer husband on full-time, and grew her team to four full-time employees. Her success came from embracing challenges, leveraging smart strategies, and surrounding herself with a goal-driven community. By focusing on community engagement, social media, and the high-contact nature of real estate, she has built a powerful brand and become a top choice for clients—always delivering value, building relationships, and helping everyone win together.
You can connect with Carmen Reese on Instagram @closewithclr. Here is the list of resources that she mentioned during her interview:
-Book recommendations: Ninja Selling and Exactly What To Say For Real Estate Agents
Follow Pave Her Way on Facebook and on Instagram @paveherwaypodcast. Subscribe to Pave Her Way on your favorite streaming platform such as Apple, Spotify, and Amazon Music.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:00):
yes she can and we say yes she can and we say yes
(00:05):
she can and we say yes she can
SPEAKER_01 (00:09):
Welcome to Pave Her Way podcast.
This is Crystal Howard.
And I'm Anna McDonough.
And we will be highlightingwomen trailblazers who pave the
path for others as they climb.
SPEAKER_03 (00:18):
Our mission is to shine a light on women who are
often the first or the only intheir field, especially those
who work to lift others as
SPEAKER_01 (00:27):
they climb.
Our hope is that theseinterviews will motivate,
inspire, and empower otherwomen, especially young women,
to explore opportunities infields where they haven't seen
many that look like them.
SPEAKER_03 (00:36):
If you know someone who you think should be
highlighted email us at contactat payforaway.com.
Today, we're thrilled to welcomeour guest, Carmen Reese.
Seven years ago, Carmen startedher real estate business from
scratch.
Within her first year, sheranked in the top 1% of her
field, brought her engineerhusband on full-time, and grew
(00:58):
her team to four full-timeemployees.
Her success came from embracingchallenges, leveraging smart
strategies, and surroundingherself with a goal-driven
community.
By focusing on communityengagement, social media, and
the high contact nature of realestate, she has built a powerful
brand and become a top choicefor clients, always delivering
(01:19):
value, building relationships,and helping everyone win
together.
SPEAKER_01 (01:24):
Welcome, Carmen.
Thank you for joining Paper Awayand sharing your journey with
others.
Tell us a little bit about howyou got to where you are today.
SPEAKER_02 (01:32):
Well, hello, Crystal and Ana.
I really appreciate you all.
So how I got to where I am todaywill grew up in Austin, Texas,
so a hometown, stayed there forhigh school, and then went to
Texas A&M for supply chain andgot my supply chain degree there
and moved to Houston, Texas,where I worked in oil and gas
(01:54):
for a few years before wantingto move back to Austin and
working in supply chain for 3Mfor a couple of years.
But when I was there, and when Iwas in corporate America, so to
speak, ultimately, I did have adream and a vision of being an
real estate and And I also sawfrom the companies that I was
at, especially when I moved backto Austin, that a lot of people
(02:16):
had been there at the samecompany for, you know, 30, 40
plus years.
And for me, I just couldn't seemyself walking down that same
hallway for a few decades.
So I wanted to transition intosomething that I was actually
passionate about and not giveinto my fears.
Because I think that fear is abig thing that can keep people
(02:38):
where they are.
And so for me, It was a leap offaith thing to get into real
estate, kind of a back yourselfin the corner type of a
situation where I gave myself aparticular amount of time to
reach that success.
And
SPEAKER_01 (02:52):
thankfully, it worked out for me.
Absolutely.
I love your story.
And you didn't only just getinto real estate, you own your
own real estate company.
So tell me, tell our audience alittle bit about how you went
about that.
SPEAKER_02 (03:05):
Yeah, absolutely.
So ultimately...
My first couple of years were agrind, right?
So when I hit year two, it wasto the point where I needed my
husband to come on and help outwith the business because it
seemed as if we were leavingmoney on the table.
(03:26):
But I did everything that wasnecessary.
Essentially, the hard workfirst, the hardest thing I could
possibly do, I went after.
So for me, I didn't go directlyto, you know, my sphere of
influence.
I didn't try to buy leads.
I did expired listings.
I did for sale by owners.
I door knocked.
I was like, if I can do thescariest thing and do it well,
(03:47):
then I'll be successful.
That was just my, that was mymindset and kind of how I attack
things in life is like, okay,what's the hardest thing I can
do?
Let me eat the frog, so tospeak.
And with that, with mentorshipand coaching, which I
immediately immersed myselfinto, I got to a place where I
needed more support, right.
And so from there, I brought on,you know, my husband was able to
(04:09):
leave his job come on full time,we hired our first assistant,
which we went through threeassistants before we found the
right one.
And then from there, it justmade sense for us to get
incorporated, protect ourbusiness and bring on more
support in terms of agents andin terms of Um, And it wasn't an
(04:31):
easy journey, right?
It was something where we'recontinuing to learn along the
way what we want and what wewant our business to look like
in the future.
It's not like, hey, we just hada plan and executed it
beautifully.
It's something that we'velearned a lot about ourselves
along the way.
I mean, I'd say that for anybodystarting an entrepreneurial
role, that's kind of how yourfirst five years are going to
(04:54):
be.
There's going to be a lot ofthings that are going to
milestones you're going to hitand things that you're like,
wow, you know, do I really wantmy business to look like this?
Or should I shift and pivot inanother way?
And the market will do that tooin real estate.
So the market shifts and pivotsand you have to kind of do that
dance with it as well.
So I think now in our business,we're at the place where we're
(05:15):
looking at sustainably, what dowe want our business to look
like?
Especially for us wanting to youknow, maybe have a child in the
future.
And of course, we're not gettingany younger as well.
So what is it that issustainable for us is kind of
where we are right now in ourjourney.
SPEAKER_03 (05:35):
You talk about facing your fears head on and
diving in and taking that leapof faith.
And I wonder, you know, whatcould you talk a bit more about
what some of those fears were?
And if you could talk to youryounger self, what is something
that you wish you had knowngetting into it that you would
want to tell women out there whoare listening and who might be
(05:59):
also facing fears of going intothis field?
SPEAKER_02 (06:03):
Yeah.
Like going into real estate inparticular, is that what you're
speaking on?
SPEAKER_03 (06:08):
I think in general, if you could talk to the fears
that you had in the beginning,right?
I think maybe even addressingthe journey, because maybe your
fear wasn't around going intoreal estate.
Maybe it was around startingyour own business.
Would love to hear a bit moreabout those fears and really
what, with the gift ofhindsight, you wish you could
(06:30):
tell yourself.
SPEAKER_02 (06:31):
Yeah, yeah.
So I guess, you know, whenyou're talking about the field
that I was entering, the firstthing they tell you in real
estate school, so you do go toschool, right?
You get your license, you haveto become licensed, you get all
of this knowledge, and then youkind of go into a new agent
program, typically at abrokerage, right?
And the first thing that I heardover and over and over is that
(06:51):
89% of realtors are going to beout of the business in two
years, right?
And so my focus was on not beingthat, right?
My focus was on, hey, how do Iback myself in the corner and
succeed?
And so for me, it was by beingextremely hyper focused and not
allowing, for me personally,anything into my brain or into
(07:15):
my time space that didn't addvalue, right?
For me, I did create a lot ofcontent.
I still do create content.
When I was new though, it was sothat I could learn, right?
And so I'm putting in hours inmy business and also putting in
hours on my business.
And so really being organized inthat and evaluating how I spend
(07:37):
my time was very importantbecause I guess the fear that
you could have is the fear offailure, right?
But for me, the fear was, hey,what's the scariest thing as
well that I can do?
How do I face my fear, right?
Because if I can do somethingthat really scares me, then I
can do everything else.
One of the things thatsalespeople, so to speak, real
(07:59):
estate agents deal with is thefear of the phone, fear of
making calls.
What if they say no, right?
And so it's kind of that mindsetof go for no that I really
embraced.
But I also made sure that I wassurrounded by people who were
doing it at a 10 out of 10 levelso that hopefully some osmosis
could transfer for me.
(08:20):
And so I would say...
I love that.
Yeah, yeah.
I'd say to my younger self, I'dsay just believe in yourself and
go for it because you really cando anything.
That's what I think is so funnyabout, you know, a lot of CEOs
and people in big, bigpositions.
(08:40):
Like they're not always thegreatest people, right?
They're not always the nicestpeople, but they believe in
themselves.
Maybe they were crazy enough tobelieve in themselves, right?
I mean, so I think that a lot oftimes we can be our own worst
enemies and we shouldn't.
We should believe in ourselves,be our biggest cheerleaders.
SPEAKER_03 (08:55):
Yeah.
I mean, I think that is truetoo.
And Crystal and I met whilebeing in sales.
So when you talk about like leaninto the no and just eat the
frog, that's really where we,you can really also see within
sales.
And I think real estate andsales are essentially very
similar type of roles.
Yeah, absolutely.
(09:16):
You know, what you're doing orwhat you're selling might be
very different.
That mindset shift is reallyimportant is just know that the
no is coming and be okay withthat.
And then, and if you can do thescariest thing first, then
everything else doesn't quitelook so scary anymore in
comparison.
SPEAKER_02 (09:33):
Absolutely.
Yeah.
And that comes to from me beinga runner as well.
I was a runner throughout highschool.
I ran everywhere in college,like didn't even hardly use my
car, just run to my friend'shouse.
And, you know, I just sign upfor races without training for
them.
But that was kind of mymotivation to get ready for that
(09:53):
race.
That's how my brain operates incertain ways.
It's like, hey, just do it.
You can do it, but you have toapply that pressure.
I know a lot of people, they donot operate that way, but I
operate very well
SPEAKER_01 (10:09):
under pressure.
I love that, Carmen.
You almost force yourself tohave to go through with it by
making that commitment versusI'm not going to sign up for the
marathon until I actually amready to do it.
What advice do you have forthose who may be interested in
this career path?
What are the key trainings andtraits necessary to be
successful
SPEAKER_02 (10:27):
yeah absolutely um i would say a hundred percent have
a coach and do research on thecoach that you wanted to have
because you know um NBA playershave a coach.
Psychologists have coaches.
Everybody at the top of theirfield has a coach.
And what that will do is that'llactually keep you on track to
(10:48):
the things that you need to doto be successful because success
is math, right?
Real estate is math.
Sales is math, right?
So being able to develop thatskill if you aren't coming from
a sales background of trackingand measuring, right?
Or time blocking or scripting orpracticing Those things are
(11:10):
important.
And so coaching to me, orjoining a brokerage where there
is a good amount of coaching isessential, right?
And not just, you know, realestate 101, real estate 102,
like, you're going to need tosurround yourself with people
who are if you're looking to bea agent who gets a lot of
business on social, who aredoing that at a high level, if
(11:33):
you're an agent who wants tomarket in a particular niche,
making sure that you aresurrounding yourself with that
kind of education.
So there are a million ways youcan do real estate, right?
You can flip houses, you can bea landlord, you can do
multifamily, you can docommercial.
(11:54):
So really understanding andnarrowing down on what it is
that you're passionate about,and then going deep on it is
important.
But also you have to likepeople, you have to like people,
you have to connect with people.
A lot of what you do is justhaving conversations and meeting
new people, right?
Because you have to build thatdatabase.
You have to have that skill setand that desire to help people.
(12:19):
You can't just like houses.
A lot of people come into realestate.
I'm like, why are you in realestate?
And they say, well, I reallylike houses.
I'm like, I think everybodylikes houses.
Never heard anybody say theyhate houses.
SPEAKER_03 (12:28):
I think that's such good advice, too, because you
touch on two things, right?
One is the what, you know, whattype of things you should be
looking out for.
But the other is also knowyourself well enough.
Yeah.
and know if you want to go intoreal estate, you should like
people.
I think of the three of us onthis, in this conversation, I
(12:48):
know the least about realestate.
I have purchased one home and Iplan on, I always joke that the
only way I'm leaving that homeis feed first, right?
So if someone is listening tothis and everything you're
saying so far resonates withthem, is there something
concrete that you wouldrecommend them looking at?
So you, for but also looking forbrokerage that maybe has the
(13:15):
type of realtors that are doingwhat you're looking to do.
How do you tactically orpractically speaking go about
finding the right fit for yourstyle?
Or how did you go about that?
SPEAKER_02 (13:28):
Yeah, I'm more than happy to talk to anyone.
So if anybody wants to reach outto me, they can reach out via my
social media, which is Instagramwould be closed So at close with
CLR, feel free to ask me aquestion at any point in time.
But ultimately, when it comes toeducation and coaching, there
(13:54):
are many brokerages and it kindof depends too on what their
location is, right?
If they are somebody whoresonates with coming to the
office every day, or if theyprefer to be with a cloud
brokerage, where they are ableto learn by hopping on a Zoom
call, hopping on a meet,learning through more of an at
home as opposed to being an inperson brick and mortar type
(14:18):
brokerage.
So it really just depends onthem and how they learn as well.
Because some some agents who Italked to, they really need to
physically go into a classroomevery day.
For me, that would drive mecrazy.
I'm very efficient.
So you know, for me, I'd ratherwork from home and get my
education from home.
But there's a different fit forfor everyone who is interested.
(14:42):
But I think that the big thingis what is your coaching
program?
What is your training programwhen you're talking to different
brokerages?
SPEAKER_03 (14:49):
That's amazing.
And thank you for offering toconnect with the folks who are
listening.
We hear all the time, and Ithink Crystal and I can attest
to, building your network,asking the people who are doing
what you want to do, how theygot there.
This pod is really just an entrypoint to open up the world of
(15:10):
possibilities but reallyencouraging our listeners to go
and find the people that inspirethem that are doing what they
want to be doing.
Ask for help.
Most people I know are more thanhappy to help others.
And that actually brings us toour next question, which is, you
know, one of the ways in whichwe want to highlight
(15:31):
trailblazers like you is alsounderstanding and sharing how
you're helping pave the way forother women as you continue to
build Yeah.
SPEAKER_02 (15:41):
No, I really, I really appreciate that.
And I really appreciate you bothas well.
I'd say in terms of paving theway, I do teach classes.
So that's another way toconnect.
So if you want to hop on to anyof my master classes, they're
really about going deeper inwith the connections that you
(16:03):
have and creating those ravingfans.
That's something that's reallyimportant in our business is
that we are 80 years old.
And that's because we go superdeep in our relationships, go
super deep into client nurture.
And so that is something that Iwant to share with others.
Because you know, as women, weare a lot of us are naturally in
(16:25):
that nurturing space where wewant to take care of others
where we want to help others.
And my entire business is isbuilt on at this point,
nurturing, it is not eating thefrog anymore.
I haven't called an expired, Ihaven't door knocked, I did that
hard work upfront.
So that I could build thebusiness that I want long term.
And so yeah, if anybody would beinterested, I will be hosting a
(16:50):
monthly class that is free toanyone.
And that will be on ultimatelycreating raving fans, creating a
sustainable business powered bythe ones that you know, love and
trust you.
I
SPEAKER_01 (17:03):
love that.
That's a great way of leadingthe market, Carmen.
So you could have more womenlike you doing what you're
doing.
Yeah.
We would like to make sure thatwe can cover actions that a
person can take now to getstarted after listening to this
pod.
So like, you know, if I waslistening to you and I'm like,
I'm interested in real estate,do you have any specific
resources or tools you can sharethat we can share with our
(17:26):
audience?
I know you said get a businesscoach, but do you have a website
on where they would find thatinformation or?
SPEAKER_02 (17:31):
Yeah, yeah.
So I personally, I've loved TomFerry coaching.
There's a book too, a reallygood book called Ninja Selling
They also do have a coachinginstallation, which that
coaching is more of like athree-day coaching than an
ongoing, you know, every singlemonth type of coach.
Tom Ferry coaching is like everycouple of weeks.
(17:55):
That can be a little bitpricier, right?
For a new agent.
So unless you have that nestegg, you might want to start off
with some...
A book.
Yeah, you might want to startoff with some good books.
And there's a lot of good booksout there.
That's awesome.
One that I have that helped meget over the fear of the phones,
right, is Exactly What to Say.
(18:16):
It's by Phil Jones.
Exactly What to Say for realestate agents in specific.
So they have one just for salesand then they have a version
specifically for real estateagents.
And so that can help.
But I mean, ultimately, having abunch of conversations is going
to be important.
Learning to track and measurethose.
For me, I still have 10conversations per day.
(18:38):
For a new agent, they're goingto really need to have Yeah.
(19:02):
I guess the sales mindset oflike, hey, I feel like I did a
lot today.
It's like, well, how many peopledid you talk to?
How many people did you help?
SPEAKER_01 (19:10):
That's awesome.
And just so everyone knows, wewill be sharing these tools and
resources in our transcriptsbelow.
So you'll be able to have accessto the links to both these
books, as well as Time FairyBusiness Coaching, which I'll
just provide the website for.
So now just want to thank youfor joining us today, Carmen.
If you've made it this far,you're clearly one of our
people.
(19:30):
Even if this makes just onewoman believe that she can
achieve her dreams as crazy asit may seem, that we consider
this a success.
And in the meantime, we plan onenjoying learning from and
highlighting amazingtrailblazers.
Thank you for listening to PaveHer Way podcast today.
To follow us and hear about theamazing lineup of future guests
we will have, please follow uson Instagram at paveherway2024
(19:52):
or subscribe to the podcast onSpotify, Apple, and Amazon
Music.
If you enjoyed this episodetoday, please share with your
friends.
SPEAKER_00 (20:01):
Yes, you can Yes, she can Yes, she can
yes she can and we say yes she can and we say yes
(00:05):
she can and we say yes she can
SPEAKER_01 (00:09):
Welcome to Pave Her Way podcast.
This is Crystal Howard.
And I'm Anna McDonough.
And we will be highlightingwomen trailblazers who pave the
path for others as they climb.
SPEAKER_03 (00:18):
Our mission is to shine a light on women who are
often the first or the only intheir field, especially those
who work to lift others as
SPEAKER_01 (00:27):
they climb.
Our hope is that theseinterviews will motivate,
inspire, and empower otherwomen, especially young women,
to explore opportunities infields where they haven't seen
many that look like them.
SPEAKER_03 (00:36):
If you know someone who you think should be
highlighted email us at contactat payforaway.com.
Today, we're thrilled to welcomeour guest, Carmen Reese.
Seven years ago, Carmen startedher real estate business from
scratch.
Within her first year, sheranked in the top 1% of her
field, brought her engineerhusband on full-time, and grew
(00:58):
her team to four full-timeemployees.
Her success came from embracingchallenges, leveraging smart
strategies, and surroundingherself with a goal-driven
community.
By focusing on communityengagement, social media, and
the high contact nature of realestate, she has built a powerful
brand and become a top choicefor clients, always delivering
(01:19):
value, building relationships,and helping everyone win
together.
SPEAKER_01 (01:24):
Welcome, Carmen.
Thank you for joining Paper Awayand sharing your journey with
others.
Tell us a little bit about howyou got to where you are today.
SPEAKER_02 (01:32):
Well, hello, Crystal and Ana.
I really appreciate you all.
So how I got to where I am todaywill grew up in Austin, Texas,
so a hometown, stayed there forhigh school, and then went to
Texas A&M for supply chain andgot my supply chain degree there
and moved to Houston, Texas,where I worked in oil and gas
(01:54):
for a few years before wantingto move back to Austin and
working in supply chain for 3Mfor a couple of years.
But when I was there, and when Iwas in corporate America, so to
speak, ultimately, I did have adream and a vision of being an
real estate and And I also sawfrom the companies that I was
at, especially when I moved backto Austin, that a lot of people
(02:16):
had been there at the samecompany for, you know, 30, 40
plus years.
And for me, I just couldn't seemyself walking down that same
hallway for a few decades.
So I wanted to transition intosomething that I was actually
passionate about and not giveinto my fears.
Because I think that fear is abig thing that can keep people
(02:38):
where they are.
And so for me, It was a leap offaith thing to get into real
estate, kind of a back yourselfin the corner type of a
situation where I gave myself aparticular amount of time to
reach that success.
And
SPEAKER_01 (02:52):
thankfully, it worked out for me.
Absolutely.
I love your story.
And you didn't only just getinto real estate, you own your
own real estate company.
So tell me, tell our audience alittle bit about how you went
about that.
SPEAKER_02 (03:05):
Yeah, absolutely.
So ultimately...
My first couple of years were agrind, right?
So when I hit year two, it wasto the point where I needed my
husband to come on and help outwith the business because it
seemed as if we were leavingmoney on the table.
(03:26):
But I did everything that wasnecessary.
Essentially, the hard workfirst, the hardest thing I could
possibly do, I went after.
So for me, I didn't go directlyto, you know, my sphere of
influence.
I didn't try to buy leads.
I did expired listings.
I did for sale by owners.
I door knocked.
I was like, if I can do thescariest thing and do it well,
(03:47):
then I'll be successful.
That was just my, that was mymindset and kind of how I attack
things in life is like, okay,what's the hardest thing I can
do?
Let me eat the frog, so tospeak.
And with that, with mentorshipand coaching, which I
immediately immersed myselfinto, I got to a place where I
needed more support, right.
And so from there, I brought on,you know, my husband was able to
(04:09):
leave his job come on full time,we hired our first assistant,
which we went through threeassistants before we found the
right one.
And then from there, it justmade sense for us to get
incorporated, protect ourbusiness and bring on more
support in terms of agents andin terms of Um, And it wasn't an
(04:31):
easy journey, right?
It was something where we'recontinuing to learn along the
way what we want and what wewant our business to look like
in the future.
It's not like, hey, we just hada plan and executed it
beautifully.
It's something that we'velearned a lot about ourselves
along the way.
I mean, I'd say that for anybodystarting an entrepreneurial
role, that's kind of how yourfirst five years are going to
(04:54):
be.
There's going to be a lot ofthings that are going to
milestones you're going to hitand things that you're like,
wow, you know, do I really wantmy business to look like this?
Or should I shift and pivot inanother way?
And the market will do that tooin real estate.
So the market shifts and pivotsand you have to kind of do that
dance with it as well.
So I think now in our business,we're at the place where we're
(05:15):
looking at sustainably, what dowe want our business to look
like?
Especially for us wanting to youknow, maybe have a child in the
future.
And of course, we're not gettingany younger as well.
So what is it that issustainable for us is kind of
where we are right now in ourjourney.
SPEAKER_03 (05:35):
You talk about facing your fears head on and
diving in and taking that leapof faith.
And I wonder, you know, whatcould you talk a bit more about
what some of those fears were?
And if you could talk to youryounger self, what is something
that you wish you had knowngetting into it that you would
want to tell women out there whoare listening and who might be
(05:59):
also facing fears of going intothis field?
SPEAKER_02 (06:03):
Yeah.
Like going into real estate inparticular, is that what you're
speaking on?
SPEAKER_03 (06:08):
I think in general, if you could talk to the fears
that you had in the beginning,right?
I think maybe even addressingthe journey, because maybe your
fear wasn't around going intoreal estate.
Maybe it was around startingyour own business.
Would love to hear a bit moreabout those fears and really
what, with the gift ofhindsight, you wish you could
(06:30):
tell yourself.
SPEAKER_02 (06:31):
Yeah, yeah.
So I guess, you know, whenyou're talking about the field
that I was entering, the firstthing they tell you in real
estate school, so you do go toschool, right?
You get your license, you haveto become licensed, you get all
of this knowledge, and then youkind of go into a new agent
program, typically at abrokerage, right?
And the first thing that I heardover and over and over is that
(06:51):
89% of realtors are going to beout of the business in two
years, right?
And so my focus was on not beingthat, right?
My focus was on, hey, how do Iback myself in the corner and
succeed?
And so for me, it was by beingextremely hyper focused and not
allowing, for me personally,anything into my brain or into
(07:15):
my time space that didn't addvalue, right?
For me, I did create a lot ofcontent.
I still do create content.
When I was new though, it was sothat I could learn, right?
And so I'm putting in hours inmy business and also putting in
hours on my business.
And so really being organized inthat and evaluating how I spend
(07:37):
my time was very importantbecause I guess the fear that
you could have is the fear offailure, right?
But for me, the fear was, hey,what's the scariest thing as
well that I can do?
How do I face my fear, right?
Because if I can do somethingthat really scares me, then I
can do everything else.
One of the things thatsalespeople, so to speak, real
(07:59):
estate agents deal with is thefear of the phone, fear of
making calls.
What if they say no, right?
And so it's kind of that mindsetof go for no that I really
embraced.
But I also made sure that I wassurrounded by people who were
doing it at a 10 out of 10 levelso that hopefully some osmosis
could transfer for me.
(08:20):
And so I would say...
I love that.
Yeah, yeah.
I'd say to my younger self, I'dsay just believe in yourself and
go for it because you really cando anything.
That's what I think is so funnyabout, you know, a lot of CEOs
and people in big, bigpositions.
(08:40):
Like they're not always thegreatest people, right?
They're not always the nicestpeople, but they believe in
themselves.
Maybe they were crazy enough tobelieve in themselves, right?
I mean, so I think that a lot oftimes we can be our own worst
enemies and we shouldn't.
We should believe in ourselves,be our biggest cheerleaders.
SPEAKER_03 (08:55):
Yeah.
I mean, I think that is truetoo.
And Crystal and I met whilebeing in sales.
So when you talk about like leaninto the no and just eat the
frog, that's really where we,you can really also see within
sales.
And I think real estate andsales are essentially very
similar type of roles.
Yeah, absolutely.
(09:16):
You know, what you're doing orwhat you're selling might be
very different.
That mindset shift is reallyimportant is just know that the
no is coming and be okay withthat.
And then, and if you can do thescariest thing first, then
everything else doesn't quitelook so scary anymore in
comparison.
SPEAKER_02 (09:33):
Absolutely.
Yeah.
And that comes to from me beinga runner as well.
I was a runner throughout highschool.
I ran everywhere in college,like didn't even hardly use my
car, just run to my friend'shouse.
And, you know, I just sign upfor races without training for
them.
But that was kind of mymotivation to get ready for that
(09:53):
race.
That's how my brain operates incertain ways.
It's like, hey, just do it.
You can do it, but you have toapply that pressure.
I know a lot of people, they donot operate that way, but I
operate very well
SPEAKER_01 (10:09):
under pressure.
I love that, Carmen.
You almost force yourself tohave to go through with it by
making that commitment versusI'm not going to sign up for the
marathon until I actually amready to do it.
What advice do you have forthose who may be interested in
this career path?
What are the key trainings andtraits necessary to be
successful
SPEAKER_02 (10:27):
yeah absolutely um i would say a hundred percent have
a coach and do research on thecoach that you wanted to have
because you know um NBA playershave a coach.
Psychologists have coaches.
Everybody at the top of theirfield has a coach.
And what that will do is that'llactually keep you on track to
(10:48):
the things that you need to doto be successful because success
is math, right?
Real estate is math.
Sales is math, right?
So being able to develop thatskill if you aren't coming from
a sales background of trackingand measuring, right?
Or time blocking or scripting orpracticing Those things are
(11:10):
important.
And so coaching to me, orjoining a brokerage where there
is a good amount of coaching isessential, right?
And not just, you know, realestate 101, real estate 102,
like, you're going to need tosurround yourself with people
who are if you're looking to bea agent who gets a lot of
business on social, who aredoing that at a high level, if
(11:33):
you're an agent who wants tomarket in a particular niche,
making sure that you aresurrounding yourself with that
kind of education.
So there are a million ways youcan do real estate, right?
You can flip houses, you can bea landlord, you can do
multifamily, you can docommercial.
(11:54):
So really understanding andnarrowing down on what it is
that you're passionate about,and then going deep on it is
important.
But also you have to likepeople, you have to like people,
you have to connect with people.
A lot of what you do is justhaving conversations and meeting
new people, right?
Because you have to build thatdatabase.
You have to have that skill setand that desire to help people.
(12:19):
You can't just like houses.
A lot of people come into realestate.
I'm like, why are you in realestate?
And they say, well, I reallylike houses.
I'm like, I think everybodylikes houses.
Never heard anybody say theyhate houses.
SPEAKER_03 (12:28):
I think that's such good advice, too, because you
touch on two things, right?
One is the what, you know, whattype of things you should be
looking out for.
But the other is also knowyourself well enough.
Yeah.
and know if you want to go intoreal estate, you should like
people.
I think of the three of us onthis, in this conversation, I
(12:48):
know the least about realestate.
I have purchased one home and Iplan on, I always joke that the
only way I'm leaving that homeis feed first, right?
So if someone is listening tothis and everything you're
saying so far resonates withthem, is there something
concrete that you wouldrecommend them looking at?
So you, for but also looking forbrokerage that maybe has the
(13:15):
type of realtors that are doingwhat you're looking to do.
How do you tactically orpractically speaking go about
finding the right fit for yourstyle?
Or how did you go about that?
SPEAKER_02 (13:28):
Yeah, I'm more than happy to talk to anyone.
So if anybody wants to reach outto me, they can reach out via my
social media, which is Instagramwould be closed So at close with
CLR, feel free to ask me aquestion at any point in time.
But ultimately, when it comes toeducation and coaching, there
(13:54):
are many brokerages and it kindof depends too on what their
location is, right?
If they are somebody whoresonates with coming to the
office every day, or if theyprefer to be with a cloud
brokerage, where they are ableto learn by hopping on a Zoom
call, hopping on a meet,learning through more of an at
home as opposed to being an inperson brick and mortar type
(14:18):
brokerage.
So it really just depends onthem and how they learn as well.
Because some some agents who Italked to, they really need to
physically go into a classroomevery day.
For me, that would drive mecrazy.
I'm very efficient.
So you know, for me, I'd ratherwork from home and get my
education from home.
But there's a different fit forfor everyone who is interested.
(14:42):
But I think that the big thingis what is your coaching
program?
What is your training programwhen you're talking to different
brokerages?
SPEAKER_03 (14:49):
That's amazing.
And thank you for offering toconnect with the folks who are
listening.
We hear all the time, and Ithink Crystal and I can attest
to, building your network,asking the people who are doing
what you want to do, how theygot there.
This pod is really just an entrypoint to open up the world of
(15:10):
possibilities but reallyencouraging our listeners to go
and find the people that inspirethem that are doing what they
want to be doing.
Ask for help.
Most people I know are more thanhappy to help others.
And that actually brings us toour next question, which is, you
know, one of the ways in whichwe want to highlight
(15:31):
trailblazers like you is alsounderstanding and sharing how
you're helping pave the way forother women as you continue to
build Yeah.
SPEAKER_02 (15:41):
No, I really, I really appreciate that.
And I really appreciate you bothas well.
I'd say in terms of paving theway, I do teach classes.
So that's another way toconnect.
So if you want to hop on to anyof my master classes, they're
really about going deeper inwith the connections that you
(16:03):
have and creating those ravingfans.
That's something that's reallyimportant in our business is
that we are 80 years old.
And that's because we go superdeep in our relationships, go
super deep into client nurture.
And so that is something that Iwant to share with others.
Because you know, as women, weare a lot of us are naturally in
(16:25):
that nurturing space where wewant to take care of others
where we want to help others.
And my entire business is isbuilt on at this point,
nurturing, it is not eating thefrog anymore.
I haven't called an expired, Ihaven't door knocked, I did that
hard work upfront.
So that I could build thebusiness that I want long term.
And so yeah, if anybody would beinterested, I will be hosting a
(16:50):
monthly class that is free toanyone.
And that will be on ultimatelycreating raving fans, creating a
sustainable business powered bythe ones that you know, love and
trust you.
I
SPEAKER_01 (17:03):
love that.
That's a great way of leadingthe market, Carmen.
So you could have more womenlike you doing what you're
doing.
Yeah.
We would like to make sure thatwe can cover actions that a
person can take now to getstarted after listening to this
pod.
So like, you know, if I waslistening to you and I'm like,
I'm interested in real estate,do you have any specific
resources or tools you can sharethat we can share with our
(17:26):
audience?
I know you said get a businesscoach, but do you have a website
on where they would find thatinformation or?
SPEAKER_02 (17:31):
Yeah, yeah.
So I personally, I've loved TomFerry coaching.
There's a book too, a reallygood book called Ninja Selling
They also do have a coachinginstallation, which that
coaching is more of like athree-day coaching than an
ongoing, you know, every singlemonth type of coach.
Tom Ferry coaching is like everycouple of weeks.
(17:55):
That can be a little bitpricier, right?
For a new agent.
So unless you have that nestegg, you might want to start off
with some...
A book.
Yeah, you might want to startoff with some good books.
And there's a lot of good booksout there.
That's awesome.
One that I have that helped meget over the fear of the phones,
right, is Exactly What to Say.
(18:16):
It's by Phil Jones.
Exactly What to Say for realestate agents in specific.
So they have one just for salesand then they have a version
specifically for real estateagents.
And so that can help.
But I mean, ultimately, having abunch of conversations is going
to be important.
Learning to track and measurethose.
For me, I still have 10conversations per day.
(18:38):
For a new agent, they're goingto really need to have Yeah.
(19:02):
I guess the sales mindset oflike, hey, I feel like I did a
lot today.
It's like, well, how many peopledid you talk to?
How many people did you help?
SPEAKER_01 (19:10):
That's awesome.
And just so everyone knows, wewill be sharing these tools and
resources in our transcriptsbelow.
So you'll be able to have accessto the links to both these
books, as well as Time FairyBusiness Coaching, which I'll
just provide the website for.
So now just want to thank youfor joining us today, Carmen.
If you've made it this far,you're clearly one of our
people.
(19:30):
Even if this makes just onewoman believe that she can
achieve her dreams as crazy asit may seem, that we consider
this a success.
And in the meantime, we plan onenjoying learning from and
highlighting amazingtrailblazers.
Thank you for listening to PaveHer Way podcast today.
To follow us and hear about theamazing lineup of future guests
we will have, please follow uson Instagram at paveherway2024
(19:52):
or subscribe to the podcast onSpotify, Apple, and Amazon
Music.
If you enjoyed this episodetoday, please share with your
friends.
SPEAKER_00 (20:01):
Yes, you can Yes, she can Yes, she can
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