July 15, 2025 • 32 mins
Persistence is the vehicle that carries ambition to success. This powerful truth serves as the foundation for our conversation with Philadelphia real estate veteran Pam Rosser-Thistle, who has built a thriving business by mastering one fundamental activity: open houses.
Pam conducts 50-75 open houses annually, revealing why they form the "top of the funnel" for her entire business model. Rather than simply showing up and hoping for the best, she approaches each event with strategic precision that begins weeks in advance. Her methodical approach includes deploying six carefully positioned signs (placed strategically based on weather and foot traffic), creating targeted marketing materials, and preparing thoroughly to maximize every interaction.
What's particularly fascinating is Pam's collaborative mindset. She emphasizes that approximately 75% of her listings sell specifically because of open houses – not just those she hosts personally, but through a network of agents hosting for each other. This community approach ensures maximum property exposure while creating opportunities for everyone involved.
Beyond business generation, Pam highlights something often overlooked: the human connection aspect of open houses. In our digitally dominated world, these face-to-face interactions provide valuable opportunities to connect with community members from all walks of life. "It's healthy to talk to people," Pam notes. "It's good for them, good for you."
The conversation also explores adaptability during challenging times, finding your transaction "sweet spot" for work-life balance, and maintaining focus within a specific geographic area. Whether you're new to real estate or a seasoned professional looking to strengthen your business foundation, this episode offers actionable insights on building a sustainable career through consistency, human connection, and the surprising power of showing up – even when it's not exciting or glamorous.
Ready to transform your approach to open houses and real estate? Listen now and discover how small, consistent actions compound into remarkable success over time.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hi, I'm Maria Quattrone and this is the Be the
Solution podcast.
Okay, and the Be the Solutionpodcast is all about exactly
that Be the solution, becauseyou are the solution to your own
life and situation.
Today we have my guest, pamRosser-Thistle.
Pam is a firehouse in thePhiladelphia market and she
(00:23):
works from city oh city.
She works from river to riverand represents buyers and
sellers in this small littlearea.
It's about two miles wide andthat is what she specializes in.
But Pam has been a guest ofours before and I'm happy to
welcome you back today, pam.
So, pam, I have a quote for youtoday.
(00:43):
Oh, I love your quote.
I have it specifically for youAmbition is the path to success,
persistence is the vehicle youarrive in.
Speaker 2 (00:56):
That's true.
Yes, you can't just talk aboutit, you have to do it and today.
Speaker 1 (01:04):
so first, welcome, happy to see you again and
always happy to converse withyou.
We have known each other, gosh,Pam, I think we've known each
other since you got into theindustry.
It was probably like 16 or 17years ago.
That's been a long time, yes,so that's a long time to know
somebody and a long timeactually to stay in the real
(01:25):
estate industry, because we knowthe markets change and we have
to change.
But what do you think aboutthat quote?
Persistence is the vehicle toget there.
Speaker 2 (01:35):
Yes, consistency and actually doing what you plan is
what leads to success or, insome markets, survival, because
some markets are.
I've been doing the sameactivities for probably 15 years
, fluffed up by technology orwhatever is new and can make me
(01:58):
more efficient, more effective,but sticking to tried and true
tactics is what I find is theway to be successful.
It's not sexy sometimes, but itworks.
Speaker 1 (02:13):
Well, it's not sexy at all.
Let's call it what it is.
There's no sexiness aboutconsistency day in, day out.
You know I talk about thisoften, pam and you hit on it.
It's like I don't really feellike doing it today.
It's raining, I'm tired.
I'm just kind of going to layit out.
The thing is with discipline.
(02:34):
When you're disciplined, thosethings that doesn't matter, it's
the discipline of the daily.
Consistency is based on.
The compound effect is whatexactly makes you successful, or
their lack of, over a longperiod of time.
Right and today I want to diveinto something that I've seen
(02:56):
you do and it is your lifeline,and that is open houses, and you
do them in a specific way openhouses.
And you do them in a specificway.
You don't just show up that daywith a sign, put it out front,
open the door, put the lights onand hope somebody comes.
So I want you to explain indetail from the open house
(03:19):
starts weeks before it happens.
Speaker 2 (03:28):
I want you to explain to everybody today in detail
how exactly to really make anopen house work.
Sure, so there are twoperspectives.
One is when you're hosting foranother agent.
That is primarily focused onhelping them sell the house, but
also to develop your businessand connect with possible
sellers.
And then the other is when youare the listing agent and the
(03:51):
open house helps you get thelisting sold.
So the first way, I select theopen house far enough in advance
that I can prepare, I canmarket, but sometimes if the
listing sells then you have tochange direction.
That's a good quality problemto have If you're the listing
(04:15):
agent.
It's a good problem.
If you're hosting for somebodyit's different, but anyway.
So I select the open house oropen houses that I'm hosting and
I do it strategically and Ithink all brokers you have the
opportunity to do that.
(04:36):
Maybe the systems are different,but it could be a relationship
you have with a team or agentswho have a lot of listings, or
going on to Bright MLS andseeing what the listings are
Like.
We have some suburban agentswho do business in the city who
don't want to host and they havebeautiful listings and so we
(05:00):
will host for them.
And when I say there's a lot ofus at my brokerage and I think
at other brokerages it's thesame way who host for other
agents.
So anyway, then when I knowwhere I'm going to be, then I
work on marketing the listingand I do that through an
(05:21):
e-newsletter the listing and Ido that through an e-newsletter,
social media, some word ofmouth.
I use signs and I prepare thesigns, put paper on the signs.
Speaker 1 (05:41):
That has where I'm going to be for when I put them
out on the street.
How many?
Speaker 2 (05:43):
signs do you put out?
Uh, and then, how many signs doyou put out?
I use six.
It's comfortable.
Um, they've changed over theyears.
They used to be very heavy orthe ones that were plastic and
blew away, but bernard signsfinally got it right.
They have a perfect.
It's not too heavy.
You could carry three and threemetal, um, don't blow away.
(06:04):
So so anyway, six iscomfortable.
Speaker 1 (06:08):
Six signs.
That's a good amount of signs.
Speaker 2 (06:10):
Yeah, I used to do even more like in down markets.
My old manager from long ago,jenny McEwen, used to always say
like plus one, do one morething, put one more sign out, do
one more open house.
Do one more thing, put one moresign out, do one more open
house, like that's.
That was always like.
Like a mantra in down marketsis do you do one more thing,
(06:30):
like when you talk about callsIf you end up doing one more
thing every day and all the onesthat you added up.
Speaker 1 (06:37):
How much more can you do?
You get done, you know, evenlike add one more hour to work.
Yeah, we talked about that.
We just talked about earlier inthe.
Speaker 2 (06:47):
I would say the green room, about how I start every
day, but my days no later thanseven 30.
Speaker 1 (06:52):
Yeah, and a lot of days not on Fridays, but a lot
of days I go to seven seven, 30.
There are 12 hour days with nostopping for lunch.
Yeah, yeah, but, pam, I meanthat's what's required today.
Speaker 2 (07:08):
I think that whatever your plus one is, whatever the
tactics that you use to get yourbusiness is, you have to just
step it up when it's achallenging market.
So for me, that would be addingan open house, or another open
house.
Yeah, that's what I would do.
Speaker 1 (07:30):
Yeah, on a weekly basis.
What do you think?
How many do you do when you'rein your open house season?
Speaker 2 (07:37):
I usually just do one or two.
Um, it's uh one or two, but welllike well like well, so if it
depends how many listings I have, um, there are times when I
have a lot of listings and sothen I am working on behalf of
(07:57):
my seller and I have other hostswho will, uh, help me and're
terrific, but as an obligationto my seller and I want to get
it sold, I may be hosting, youknow, on a Saturday one listing,
on a Sunday another listing,but I can't do more than that.
(08:19):
I find that it's just too.
You know, you have to preserveyour energy and it is pretty
physical out there.
So two is enough.
But then I have strategies too,like I have some listings
coming up east abroad, and so I,but they're not going to be
ready until after the 4th.
(08:41):
So I'll host at similar typesof listings before that to load
up my pipeline, so that thosepeople I meet might then be
prospects for the listings Ihave coming up later.
Speaker 1 (08:56):
So there's a strategy in how I plan my open house.
So wait, let's go back.
So you know you're having alisting, let's just say, coming
up at eighth, and you're goingto do an open house for other
listing, another listing that issimilar to that price in area
so that you can build yourpipeline of future buyers for
(09:19):
your listing.
That's coming up.
That's not yet on the market.
Yeah, that's a great tipeverybody.
Yeah, this is very smart.
Yeah, and so when you put thesix signs up, Pam, let's say the
open house is at 12,.
What time do you arrive?
12.
At 12?
.
What about the signs no?
Speaker 2 (09:42):
no, I right.
So I put the signs out as I'marriving, but I am not one that
gets there like really early.
Maybe I get there one minutebefore now, but no, it's very
important, the signs.
So that's where I put my effortand and there are different
strategies for the signs too itdepends on the weather.
(10:03):
If it's raining, or if it's hot, really hot, and people are not
going to be as mobile walkingaround, then you keep your signs
close to the property, justreally tight.
But if it's a beautiful sunnyday and people are walking all
around, then you go to the hightraffic areas close to a
supermarket, close to a park,close to where there's some
(10:27):
traffic happening, and it couldbe like three blocks away
because people will make theeffort.
So it is weather dependent.
Speaker 1 (10:36):
And on the sign it says 123 Main Street open house
day 12 to 2.
Speaker 2 (10:46):
I don't put times no, time no, times no.
So what's the strategy behindthat?
Because if I'm hosting thereagain different time, and also
there might be somebody after meand I don't want to take away
from them.
You know what I mean.
Like, say, I'm doing 11 to oneand someone's doing one to three
(11:07):
and if I just put 11 to one itcuts them off.
So, like, I want to have theflow because if you're doing, if
there's a stacked schedule 11to one, one to three it's better
to be the one to three because,especially to follow someone
like me who has a lot of signs,because the people will won't
(11:28):
start coming until the signshave been out for a little bit.
And if you're doing the one tothree and coming until the signs
have been out for a little bit,and if you're doing the one to
three and I had the signs outyou're going to get the flow
from the signs.
So, we want to help each other.
Speaker 1 (11:41):
That makes complete sense if you have somebody
coming afterwards.
Speaker 2 (11:46):
It's very collaborative and a lot of the
listings actually more so thanbefore COVID a lot of listings
get sold because of the openhouse.
These days, like I would say,75% of my listings have been
sold because of the open houseand what I mean is another host
(12:06):
is there or I'm there and I havethem.
Get the agent name of the buyerwho comes in, who's interested.
They say my agent is MarieQuattrone and then I'll follow
up and then they might bringthem back for showing and buy
the house.
And it happens a lot.
I don't know why people say oh,open houses don't work, like,
(12:28):
are you kidding me?
They really work, especiallythese days, and I tell agents
just send them, they're yourbuyers, but I'll show them
around the house, I'll dowhatever.
If the agents aren't from thecity, they don't know how to
parallel park, I'll open thedoor.
You still get your commission.
I don't care, so like I'll doanything to help an agent,
(12:53):
because the agents might be fromall different locations and
they might not be around when itcomes on the market.
So like open houses are thatbring them in, send them over.
That's what it's for.
As a listing agent, I give asmany opportunities as possible,
that are just to send them aspossible, because and it really
helps get the listing sold andthat's the main reason for an
(13:17):
open house.
The other is just like whateverif other things happen, but
you're trying to get the listingsold.
Speaker 1 (13:25):
That makes a lot of sense.
The whole purpose is to sellthe listing.
Speaker 2 (13:28):
Yeah, that's it and the agents who are there know
that.
And if somebody is notinterested in that house and
they want to talk to them aboutsomething else, that's fine.
But they know that the firstthing is try to sell that house
and get me the agent names.
(13:49):
And we have a lot of agents whohave been selling the listing
where they're sitting, the openhouse.
They've been selling that houseat the open house.
They're pretty, they're reallygood.
My hosts, my hosts I say myhost but I'm also their host
where everybody's host, they'rereally good.
Speaker 1 (14:13):
So what is it that makes an open house successful?
Obviously, selling a listing,but forget about them.
What do you do?
Tell people what you do at theopen house.
Speaker 2 (14:24):
Well, know the house, you know, have the seller's
disclosure.
Know, you know.
Know about the house, knowwhat's for sale surrounding and,
when visitors walk in, engagewith them and ask them some key
(14:44):
questions to figure out are theyserious buyers?
Are they just walking by,curious, so asking the right
questions to figure out what thesituation is?
And, um, you know, not hoverover them but just, uh, give
them a tour of the place andpoint out, um, whatever it may
(15:07):
be, if it doesn't have officialparking, explaining there's
prepaid parking or there's a taxabatement, um, you know,
whatever, I always havemeasuring, measuring tape there.
People love to measure, so justlike giving them the tools but
not hovering over them andprovide them comps or do you
(15:31):
bring materials?
outside of a feature sheet.
I wouldn't do that at the openhouse, but I would know them If
something's sold on the block orsomething similar, knowing what
that price is, what thesituation is.
But I think it's like a warmingup when you first meet somebody
(15:53):
and you just want to connectwith them, not overwhelm them
with information, but justconnect with them.
And then after the open house,there might be more of somebody
wants comps or wants information, because sometimes it gets busy
so you have to.
You know kind of manage thecrowd.
Speaker 1 (16:14):
Manage the crowd?
Yes, yeah.
Speaker 2 (16:16):
Not that I wouldn't say like they're crowds right
now, but it can be steady.
Like you know, maybe all told,in a two hour open house you
might have 10 to 12 groupsthrough.
That's a good open house.
Or you might have four to five.
That's good too.
But I think that you need toengage and figure out why
(16:39):
they're there and giveinformation.
That would be helpful.
Speaker 1 (16:45):
And how many open houses do you think you do a
year About?
Speaker 2 (16:48):
40?
.
I do it almost every weekend,except for holidays.
So, um, you know, probably 50to 60 plus per year, and then
I'll do some twilights.
If it's a new listing, thetwilight is good to do well so
maybe 75, 75 to 100 a, if youput it all together.
Speaker 1 (17:11):
So would you say that that's your number one source
of business?
Speaker 2 (17:15):
It's the top of the funnel, and then the people I
meet often become buyers,sometimes sellers in the
beginning, but then buyers then.
Once they buy, then they mightbecome sellers or referral
sources.
So so for me it's important tokeep it going, because it's it's
(17:40):
how it all starts, Like if, ifyou are only for me, if I'm only
working, my sphere it's goingto, my sphere it's going to, you
know, kind of dry up over, likeyou have to be refreshing,
refreshing Always.
Yeah, so that's how I do it andI really enjoy it.
(18:06):
Most people don't have enoughpeople in their sphere of
influence that would sustain asuccessful real estate business.
Yeah, I think you have to keepit fresh.
Speaker 1 (18:12):
Fresh and people looking at open houses.
Some you get looky-loos.
Speaker 2 (18:17):
Some you have neighbors, that's okay.
I like it all.
Speaker 1 (18:24):
I don't think it matters.
I think it matters the exposureto the listing because the more
people that see it, the biggerpropensity it has to actually
sell.
Speaker 2 (18:35):
That's it.
It's getting more exposure and Ithink it's also connecting with
people, especially the youngergeneration.
I find that they're on theirphones and social media and that
they are not as comfortablewith face-to-face conversation,
(18:56):
and so it's kind of a personalmission of mine to try to help
and so when they're young people, I really try to sit down, even
on the couch, and talk to themand listen to them, and I think
it's a human connection andmaybe somebody who's older and
they might be lonely not to saythat older people are lonely,
(19:18):
because I think older people are, like more social than anybody
but just talking to people and Ilearn a lot about the
information that I need too inmy life.
I get good advice and offeradvice that I have.
So I think it's also the humanconnection that I like too.
Even if there was no businesselement involved.
(19:41):
It gets me tapped into whatpeople are thinking about,
what's going on, what's going on.
I think it's really importantto connect with people in the
community and in the world, andpeople are doing that less and
it's healthy to talk to people.
Speaker 1 (20:01):
It is healthy to talk to people.
It's good for them, good foryou.
I have a question that justcame to me.
Open house is such a big sourceof your business.
What did you do during COVID we?
Weren't allowed to do openhouses for a long time, like two
(20:22):
years probably.
Speaker 2 (20:23):
You know what I did, those virtual open houses,
remember them, the virtual oneswhere you were on.
You sent a link out and peoplewere like the.
Brady Bunch, little faces.
We did that and yet it wasnovel for a little bit of time
(20:44):
and then they quickly was likebut we were doing the, the tours
with the Matterports, we wouldhave the virtual open house and
do the walking around online.
So that's what we did, butluckily it didn't last too long.
So that's what I was doing.
Speaker 1 (21:05):
I didn't like it.
Luckily we had that.
We had those virtual tours wellbefore COVID.
Okay.
Speaker 2 (21:13):
So that was good on our part.
You knew how to do it with thelittle circles you know what I
did?
Speaker 1 (21:16):
we had it already because we bought at some
conference.
Okay, we bought one of thecameras.
My husband was like we have toget this.
I'm like all right, it wasmaybe it was a while.
It was maybe a year and a halfbefore that so we were already
doing them, but we weren't doingthem on.
Like you know, I sell a lot ofinvestment properties and
(21:36):
commercial stuff as well.
We weren't doing them on thoseright so like two days before we
knew we were going to get shutdown march 20th, we um I had
chip go out to every house anddo them get a tour, so then we
had them.
But anyway, I digress, I don'twant to go down the COVID hole.
Speaker 2 (21:55):
I just was curious, forget about that.
Speaker 1 (21:58):
Yeah, forget about that mess.
I was just curious of what youdid at that time, because it
comes down to like you triedsomething different and I guess
the point of it is where there'sa will, there's always a way.
And I guess the point of it is,where there's a will, there's
always a way, like, just becausethe market's slower and people
aren't, you know, there's lessbuyers, there's more sellers now
than there's been since, like2019.
(22:22):
The inventory is not.
I can feel it.
Yeah.
Speaker 2 (22:24):
It doesn't mean that we stop.
Speaker 1 (22:26):
It means that we have to make little changes right
Tiny hinges, swing big doors.
Speaker 2 (22:31):
Yeah.
Speaker 1 (22:32):
You're seeing like a lot of there's a lot of things
going on that are keeping peoplefrom making decisions.
If I hear about the tariffs onemore time like I can't believe,
people are still talking aboutit.
Speaker 2 (22:44):
Everything came back, though.
I mean, the market is stockmarkets like above.
Well, it's fine.
Speaker 1 (22:52):
There's are, but psychologically, pam, I know
people are not good.
Speaker 2 (22:57):
This people want.
People want certainty, but thething is, is real estate is
solid, like it's a good place tobreak up your money?
If you're worried aboutwherever your money is, real
estate is solid.
It's a good place to alwaysover time and it appreciates
over time.
So it's I.
(23:17):
I understand if somebody thinksthat they might not have their
job or you know, they don't knowwhat, something, what study in
their life, I understand that.
But if they do it's, it'salways a good vehicle and it's
like relaxing.
It's steady, like it doesn'thave the ups and downs of the
(23:40):
stock market.
Speaker 1 (23:42):
So I mean I truly believe that Like you know it's
hard to diversify where yourassets are.
Speaker 2 (23:48):
It has other problems , yeah, but I know there's a lot
that holds people back.
Speaker 1 (23:54):
Right, a lot.
So the thing, the thing of thematter is so we can't just wait
for the people that are ready,we have to find the ones that
are every day.
Speaker 2 (24:05):
Yeah, yeah, and I think, being out there talking
to people you know whatever wayyou reach your, you know your
prospects, just to continue, beconsistent and then when there's
somebody you can help, toreally dig in and give it your
(24:26):
all as far as what you can offerto them and be honest with them
, be really good at thetransaction.
I love transactions, like youknow.
I know like people have alldifferent styles, but I'm a solo
agent and to do I, I I like todo the transaction myself, um,
(24:47):
and I love all the steps.
You're one of the very fewreally okay, but it's so.
Every little detail is importantand I know, and I know, I know
a lot of people have people whohandle that, and that's you know
what the beauty of it is youget to decide, as an owner of
your business, how you want todo it.
Speaker 1 (25:08):
Oh, yeah, yeah, you get to decide.
People do it all different ways.
You could do it all.
You could do some of it.
Speaker 2 (25:13):
It doesn't matter if you do it or you don't, but I'm
just saying that I like to do itbecause it's sort of like you
know life when you're doing yourtaxes and doing like all the
nitty gritty number, when you'redoing your taxes and doing like
all the nitty gritty number, Ilove all that stuff.
And so it's sort of the samemindset of like lining up all
(25:35):
the details and checking thealtas against the you know
addenda and everything, Like Ilove doing all that.
Speaker 1 (25:40):
So that's like a you said oh, getting your stuff
ready, your taxes, that's likethe least favorite thing I like
to do in life is that stuff heyyou have to make a good team.
You like to do all this, youknow after Mike died.
Speaker 2 (25:56):
I've been investigated for taxes, so I've
won every time I actually got arefund.
But, believe me, you got tohave your paperwork ready.
The government is not playing.
So I yeah, it was just causeMike died and you know whatever,
there was an extra payment thatwas floating around that I
didn't know about.
But but yeah, they send mecharts and all this stuff.
(26:19):
Like I think now that now thatthey're under the hood on me,
they're like's keep going.
But um, but I've got it all.
I've got you know what.
I dealt with it and uh, and Iactually prevailed and I got a
refund so um, I'm used to allthat.
You're also a you just have todo it you just have to, but you
have to keep very good files.
Speaker 1 (26:41):
Yeah well, you're disciplined also and you're a
fighter, you just are yeah, youhave to though that's your
makeup, people aren't, pam ohit's not.
Speaker 2 (26:49):
Well, then that's gonna get worse.
If you can't blow it off, I'mtalking in general about it.
No, you're right, you're rightno, I'm right, I'm always ready
to address things, but um, but Ithink that it gives me more
knowledge to be able to helpclients too, like when they say,
oh, I might like rent thisbedroom out or something I'm
(27:10):
like.
Well, you're going to need abusiness privilege license, a
rental suitability certificate,you need to like that income is
going to be on your taxes.
You can't just kind of floatthis in Like there are going to
be some checks and balancesfloat this in, like there are
going to be some checks andbalances.
So being able to what's that?
It's ordinary income?
(27:31):
It is yes, it is yeah, and itgoes on to your uh tax return.
Speaker 1 (27:36):
Yeah, people there's a lot more involved than you
know.
People really know in regardsto that's just one little thing,
but renting real estate likethere's a lot of stuff you need
you do yes, a lot of stuff, andthe city's cracking down even
more on landlords, which is kindof difficult because it's very
(27:59):
difficult to get people out ofhouses, and shouldn't be that
way.
I have a lot of clients wholiterally can't get people out.
A year evictions money andnobody pays rent.
Speaker 2 (28:14):
And if you don't have your business privilege license
and your rental suitabilitycertificate, which is every year
the business privileges.
Once for like a lifetime a year, the business privileges once
for like a lifetime.
Speaker 1 (28:31):
Um, you're really like, don't have a leg to stand
on, no, and it happens.
Yeah, you know what like?
And the thing is, pam, thatlife happens and it happens to
people where things expire andthey might have had it for seven
years of license and then youknow, somebody got sick in their
family and they forgot about itabsolutely all the time yeah
(28:52):
yeah, all the time, and nowthey're in a bad pickle so, oh
my gosh, yes you know we'redealing with that, you know.
But but before we wrap it up, Ijust want to go back.
Like if open houses weren'tthere to do, would it greatly
affect your business.
Speaker 2 (29:11):
I think it would affect my life because I really
like seeing people and talkingto them.
I really do.
So it's not just about business, I really like to talk to
people.
Speaker 1 (29:24):
It's part of your social, it's part of how you get
your energy being around people.
Yeah, yeah.
Speaker 2 (29:29):
Somebody is like ah, since Mike died, what do you do
on weekends?
I said open houses not reallybig, like bar fly or anything
but, I mean sitting there doingshots and everything doing open
houses, but no, I do go out alittle little little bit, but
(29:49):
but it really is relaxing andsatisfying.
And you talk about routine.
It's very comfortable to me, soit's it's what I want to do.
It's not even about where Imean it is about work, but like
it's also just what I enjoy.
Speaker 1 (30:07):
Part of my life.
Speaker 2 (30:10):
So don't take it away from me please.
Speaker 1 (30:12):
I don't know who would, but Well, I think, and on
an average year, you closearound how many transactions.
Speaker 2 (30:29):
I like.
Well, I'm trying to figure thatout because honestly, I'm
trying to like I had some bigyears, but my girls are almost
done college now, so my expenseswill go down a little bit.
I'm trying to figure out whatmy sweet spot can be where I can
like not be, you know, goinglike so fast, but generally
about 20 to 25 a year, and thisyear is a little bit slower.
(30:50):
Probably, I don't know, 15 to20 or 20.
Like that's a good amount forme and I've had years where I've
done you know that we had somebig years during COVID, but
that's my comfort zone because Iget really into it with my
clients and I am very hands-onand I just want to be able to
(31:15):
really focus on the clients thatI have and then also my family,
you know to have the work-lifebalance.
Yeah, a hundred percent and thatseems to do it like that.
That is a nice, comfortableamount for me, you also work.
Speaker 1 (31:31):
Keep it in my box.
I keep it in my boxgeographically yeah, and you
work the center city markets.
The prices are higher.
So, yeah, yeah, well, there's aplenty of philly.
Speaker 2 (31:41):
Yeah, I love, I like them, I like to mix it up like I
had a couple, actually three,right in a row in South Philly,
like you know, differentneighborhoods like Passion
Square, pennsport I love thatLike, and then I'll get.
I'll get back into, like youknow, wash West Fittler Square
(32:02):
and I like to mix it up in thein the different neighborhoods
like river to river, and I liketo mix it up in the different
neighborhoods like river toriver, south Philly to Fairmount
and I like to hit them all.
So I'm not like, oh, I only dothis neighborhood, I liked it
like both sides abroad.
Speaker 1 (32:17):
I think it's okay.
You can do all that.
That's plenty of.
I love it.
It's awesome.
Well, it was great to have youon the show today.
It was great to talk.
Yeah, and the open houses are?
They still work.
Keep them going, keep doingthis right.
That's right.
Yep, be the solution, all right.
All right Keep being thesolution and we'll see you soon.
(32:40):
We'll check in with you towardsthe end of the year.
Speaker 2 (32:43):
Okay.
Hi, I'm Maria Quattrone and this is the Be the
Solution podcast.
Okay, and the Be the Solutionpodcast is all about exactly
that Be the solution, becauseyou are the solution to your own
life and situation.
Today we have my guest, pamRosser-Thistle.
Pam is a firehouse in thePhiladelphia market and she
(00:23):
works from city oh city.
She works from river to riverand represents buyers and
sellers in this small littlearea.
It's about two miles wide andthat is what she specializes in.
But Pam has been a guest ofours before and I'm happy to
welcome you back today, pam.
So, pam, I have a quote for youtoday.
(00:43):
Oh, I love your quote.
I have it specifically for youAmbition is the path to success,
persistence is the vehicle youarrive in.
Speaker 2 (00:56):
That's true.
Yes, you can't just talk aboutit, you have to do it and today.
Speaker 1 (01:04):
so first, welcome, happy to see you again and
always happy to converse withyou.
We have known each other, gosh,Pam, I think we've known each
other since you got into theindustry.
It was probably like 16 or 17years ago.
That's been a long time, yes,so that's a long time to know
somebody and a long timeactually to stay in the real
(01:25):
estate industry, because we knowthe markets change and we have
to change.
But what do you think aboutthat quote?
Persistence is the vehicle toget there.
Speaker 2 (01:35):
Yes, consistency and actually doing what you plan is
what leads to success or, insome markets, survival, because
some markets are.
I've been doing the sameactivities for probably 15 years
, fluffed up by technology orwhatever is new and can make me
(01:58):
more efficient, more effective,but sticking to tried and true
tactics is what I find is theway to be successful.
It's not sexy sometimes, but itworks.
Speaker 1 (02:13):
Well, it's not sexy at all.
Let's call it what it is.
There's no sexiness aboutconsistency day in, day out.
You know I talk about thisoften, pam and you hit on it.
It's like I don't really feellike doing it today.
It's raining, I'm tired.
I'm just kind of going to layit out.
The thing is with discipline.
(02:34):
When you're disciplined, thosethings that doesn't matter, it's
the discipline of the daily.
Consistency is based on.
The compound effect is whatexactly makes you successful, or
their lack of, over a longperiod of time.
Right and today I want to diveinto something that I've seen
(02:56):
you do and it is your lifeline,and that is open houses, and you
do them in a specific way openhouses.
And you do them in a specificway.
You don't just show up that daywith a sign, put it out front,
open the door, put the lights onand hope somebody comes.
So I want you to explain indetail from the open house
(03:19):
starts weeks before it happens.
Speaker 2 (03:28):
I want you to explain to everybody today in detail
how exactly to really make anopen house work.
Sure, so there are twoperspectives.
One is when you're hosting foranother agent.
That is primarily focused onhelping them sell the house, but
also to develop your businessand connect with possible
sellers.
And then the other is when youare the listing agent and the
(03:51):
open house helps you get thelisting sold.
So the first way, I select theopen house far enough in advance
that I can prepare, I canmarket, but sometimes if the
listing sells then you have tochange direction.
That's a good quality problemto have If you're the listing
(04:15):
agent.
It's a good problem.
If you're hosting for somebodyit's different, but anyway.
So I select the open house oropen houses that I'm hosting and
I do it strategically and Ithink all brokers you have the
opportunity to do that.
(04:36):
Maybe the systems are different,but it could be a relationship
you have with a team or agentswho have a lot of listings, or
going on to Bright MLS andseeing what the listings are
Like.
We have some suburban agentswho do business in the city who
don't want to host and they havebeautiful listings and so we
(05:00):
will host for them.
And when I say there's a lot ofus at my brokerage and I think
at other brokerages it's thesame way who host for other
agents.
So anyway, then when I knowwhere I'm going to be, then I
work on marketing the listingand I do that through an
(05:21):
e-newsletter the listing and Ido that through an e-newsletter,
social media, some word ofmouth.
I use signs and I prepare thesigns, put paper on the signs.
Speaker 1 (05:41):
That has where I'm going to be for when I put them
out on the street.
How many?
Speaker 2 (05:43):
signs do you put out?
Uh, and then, how many signs doyou put out?
I use six.
It's comfortable.
Um, they've changed over theyears.
They used to be very heavy orthe ones that were plastic and
blew away, but bernard signsfinally got it right.
They have a perfect.
It's not too heavy.
You could carry three and threemetal, um, don't blow away.
(06:04):
So so anyway, six iscomfortable.
Speaker 1 (06:08):
Six signs.
That's a good amount of signs.
Speaker 2 (06:10):
Yeah, I used to do even more like in down markets.
My old manager from long ago,jenny McEwen, used to always say
like plus one, do one morething, put one more sign out, do
one more open house.
Do one more thing, put one moresign out, do one more open
house, like that's.
That was always like.
Like a mantra in down marketsis do you do one more thing,
(06:30):
like when you talk about callsIf you end up doing one more
thing every day and all the onesthat you added up.
Speaker 1 (06:37):
How much more can you do?
You get done, you know, evenlike add one more hour to work.
Yeah, we talked about that.
We just talked about earlier inthe.
Speaker 2 (06:47):
I would say the green room, about how I start every
day, but my days no later thanseven 30.
Speaker 1 (06:52):
Yeah, and a lot of days not on Fridays, but a lot
of days I go to seven seven, 30.
There are 12 hour days with nostopping for lunch.
Yeah, yeah, but, pam, I meanthat's what's required today.
Speaker 2 (07:08):
I think that whatever your plus one is, whatever the
tactics that you use to get yourbusiness is, you have to just
step it up when it's achallenging market.
So for me, that would be addingan open house, or another open
house.
Yeah, that's what I would do.
Speaker 1 (07:30):
Yeah, on a weekly basis.
What do you think?
How many do you do when you'rein your open house season?
Speaker 2 (07:37):
I usually just do one or two.
Um, it's uh one or two, but welllike well like well, so if it
depends how many listings I have, um, there are times when I
have a lot of listings and sothen I am working on behalf of
(07:57):
my seller and I have other hostswho will, uh, help me and're
terrific, but as an obligationto my seller and I want to get
it sold, I may be hosting, youknow, on a Saturday one listing,
on a Sunday another listing,but I can't do more than that.
(08:19):
I find that it's just too.
You know, you have to preserveyour energy and it is pretty
physical out there.
So two is enough.
But then I have strategies too,like I have some listings
coming up east abroad, and so I,but they're not going to be
ready until after the 4th.
(08:41):
So I'll host at similar typesof listings before that to load
up my pipeline, so that thosepeople I meet might then be
prospects for the listings Ihave coming up later.
Speaker 1 (08:56):
So there's a strategy in how I plan my open house.
So wait, let's go back.
So you know you're having alisting, let's just say, coming
up at eighth, and you're goingto do an open house for other
listing, another listing that issimilar to that price in area
so that you can build yourpipeline of future buyers for
(09:19):
your listing.
That's coming up.
That's not yet on the market.
Yeah, that's a great tipeverybody.
Yeah, this is very smart.
Yeah, and so when you put thesix signs up, Pam, let's say the
open house is at 12,.
What time do you arrive?
12.
At 12?
.
What about the signs no?
Speaker 2 (09:42):
no, I right.
So I put the signs out as I'marriving, but I am not one that
gets there like really early.
Maybe I get there one minutebefore now, but no, it's very
important, the signs.
So that's where I put my effortand and there are different
strategies for the signs too itdepends on the weather.
(10:03):
If it's raining, or if it's hot, really hot, and people are not
going to be as mobile walkingaround, then you keep your signs
close to the property, justreally tight.
But if it's a beautiful sunnyday and people are walking all
around, then you go to the hightraffic areas close to a
supermarket, close to a park,close to where there's some
(10:27):
traffic happening, and it couldbe like three blocks away
because people will make theeffort.
So it is weather dependent.
Speaker 1 (10:36):
And on the sign it says 123 Main Street open house
day 12 to 2.
Speaker 2 (10:46):
I don't put times no, time no, times no.
So what's the strategy behindthat?
Because if I'm hosting thereagain different time, and also
there might be somebody after meand I don't want to take away
from them.
You know what I mean.
Like, say, I'm doing 11 to oneand someone's doing one to three
(11:07):
and if I just put 11 to one itcuts them off.
So, like, I want to have theflow because if you're doing, if
there's a stacked schedule 11to one, one to three it's better
to be the one to three because,especially to follow someone
like me who has a lot of signs,because the people will won't
(11:28):
start coming until the signshave been out for a little bit.
And if you're doing the one tothree and coming until the signs
have been out for a little bit,and if you're doing the one to
three and I had the signs outyou're going to get the flow
from the signs.
So, we want to help each other.
Speaker 1 (11:41):
That makes complete sense if you have somebody
coming afterwards.
Speaker 2 (11:46):
It's very collaborative and a lot of the
listings actually more so thanbefore COVID a lot of listings
get sold because of the openhouse.
These days, like I would say,75% of my listings have been
sold because of the open houseand what I mean is another host
(12:06):
is there or I'm there and I havethem.
Get the agent name of the buyerwho comes in, who's interested.
They say my agent is MarieQuattrone and then I'll follow
up and then they might bringthem back for showing and buy
the house.
And it happens a lot.
I don't know why people say oh,open houses don't work, like,
(12:28):
are you kidding me?
They really work, especiallythese days, and I tell agents
just send them, they're yourbuyers, but I'll show them
around the house, I'll dowhatever.
If the agents aren't from thecity, they don't know how to
parallel park, I'll open thedoor.
You still get your commission.
I don't care, so like I'll doanything to help an agent,
(12:53):
because the agents might be fromall different locations and
they might not be around when itcomes on the market.
So like open houses are thatbring them in, send them over.
That's what it's for.
As a listing agent, I give asmany opportunities as possible,
that are just to send them aspossible, because and it really
helps get the listing sold andthat's the main reason for an
(13:17):
open house.
The other is just like whateverif other things happen, but
you're trying to get the listingsold.
Speaker 1 (13:25):
That makes a lot of sense.
The whole purpose is to sellthe listing.
Speaker 2 (13:28):
Yeah, that's it and the agents who are there know
that.
And if somebody is notinterested in that house and
they want to talk to them aboutsomething else, that's fine.
But they know that the firstthing is try to sell that house
and get me the agent names.
(13:49):
And we have a lot of agents whohave been selling the listing
where they're sitting, the openhouse.
They've been selling that houseat the open house.
They're pretty, they're reallygood.
My hosts, my hosts I say myhost but I'm also their host
where everybody's host, they'rereally good.
Speaker 1 (14:13):
So what is it that makes an open house successful?
Obviously, selling a listing,but forget about them.
What do you do?
Tell people what you do at theopen house.
Speaker 2 (14:24):
Well, know the house, you know, have the seller's
disclosure.
Know, you know.
Know about the house, knowwhat's for sale surrounding and,
when visitors walk in, engagewith them and ask them some key
(14:44):
questions to figure out are theyserious buyers?
Are they just walking by,curious, so asking the right
questions to figure out what thesituation is?
And, um, you know, not hoverover them but just, uh, give
them a tour of the place andpoint out, um, whatever it may
(15:07):
be, if it doesn't have officialparking, explaining there's
prepaid parking or there's a taxabatement, um, you know,
whatever, I always havemeasuring, measuring tape there.
People love to measure, so justlike giving them the tools but
not hovering over them andprovide them comps or do you
(15:31):
bring materials?
outside of a feature sheet.
I wouldn't do that at the openhouse, but I would know them If
something's sold on the block orsomething similar, knowing what
that price is, what thesituation is.
But I think it's like a warmingup when you first meet somebody
(15:53):
and you just want to connectwith them, not overwhelm them
with information, but justconnect with them.
And then after the open house,there might be more of somebody
wants comps or wants information, because sometimes it gets busy
so you have to.
You know kind of manage thecrowd.
Speaker 1 (16:14):
Manage the crowd?
Yes, yeah.
Speaker 2 (16:16):
Not that I wouldn't say like they're crowds right
now, but it can be steady.
Like you know, maybe all told,in a two hour open house you
might have 10 to 12 groupsthrough.
That's a good open house.
Or you might have four to five.
That's good too.
But I think that you need toengage and figure out why
(16:39):
they're there and giveinformation.
That would be helpful.
Speaker 1 (16:45):
And how many open houses do you think you do a
year About?
Speaker 2 (16:48):
40?
.
I do it almost every weekend,except for holidays.
So, um, you know, probably 50to 60 plus per year, and then
I'll do some twilights.
If it's a new listing, thetwilight is good to do well so
maybe 75, 75 to 100 a, if youput it all together.
Speaker 1 (17:11):
So would you say that that's your number one source
of business?
Speaker 2 (17:15):
It's the top of the funnel, and then the people I
meet often become buyers,sometimes sellers in the
beginning, but then buyers then.
Once they buy, then they mightbecome sellers or referral
sources.
So so for me it's important tokeep it going, because it's it's
(17:40):
how it all starts, Like if, ifyou are only for me, if I'm only
working, my sphere it's goingto, my sphere it's going to, you
know, kind of dry up over, likeyou have to be refreshing,
refreshing Always.
Yeah, so that's how I do it andI really enjoy it.
(18:06):
Most people don't have enoughpeople in their sphere of
influence that would sustain asuccessful real estate business.
Yeah, I think you have to keepit fresh.
Speaker 1 (18:12):
Fresh and people looking at open houses.
Some you get looky-loos.
Speaker 2 (18:17):
Some you have neighbors, that's okay.
I like it all.
Speaker 1 (18:24):
I don't think it matters.
I think it matters the exposureto the listing because the more
people that see it, the biggerpropensity it has to actually
sell.
Speaker 2 (18:35):
That's it.
It's getting more exposure and Ithink it's also connecting with
people, especially the youngergeneration.
I find that they're on theirphones and social media and that
they are not as comfortablewith face-to-face conversation,
(18:56):
and so it's kind of a personalmission of mine to try to help
and so when they're young people, I really try to sit down, even
on the couch, and talk to themand listen to them, and I think
it's a human connection andmaybe somebody who's older and
they might be lonely not to saythat older people are lonely,
(19:18):
because I think older people are, like more social than anybody
but just talking to people and Ilearn a lot about the
information that I need too inmy life.
I get good advice and offeradvice that I have.
So I think it's also the humanconnection that I like too.
Even if there was no businesselement involved.
(19:41):
It gets me tapped into whatpeople are thinking about,
what's going on, what's going on.
I think it's really importantto connect with people in the
community and in the world, andpeople are doing that less and
it's healthy to talk to people.
Speaker 1 (20:01):
It is healthy to talk to people.
It's good for them, good foryou.
I have a question that justcame to me.
Open house is such a big sourceof your business.
What did you do during COVID we?
Weren't allowed to do openhouses for a long time, like two
(20:22):
years probably.
Speaker 2 (20:23):
You know what I did, those virtual open houses,
remember them, the virtual oneswhere you were on.
You sent a link out and peoplewere like the.
Brady Bunch, little faces.
We did that and yet it wasnovel for a little bit of time
(20:44):
and then they quickly was likebut we were doing the, the tours
with the Matterports, we wouldhave the virtual open house and
do the walking around online.
So that's what we did, butluckily it didn't last too long.
So that's what I was doing.
Speaker 1 (21:05):
I didn't like it.
Luckily we had that.
We had those virtual tours wellbefore COVID.
Okay.
Speaker 2 (21:13):
So that was good on our part.
You knew how to do it with thelittle circles you know what I
did?
Speaker 1 (21:16):
we had it already because we bought at some
conference.
Okay, we bought one of thecameras.
My husband was like we have toget this.
I'm like all right, it wasmaybe it was a while.
It was maybe a year and a halfbefore that so we were already
doing them, but we weren't doingthem on.
Like you know, I sell a lot ofinvestment properties and
(21:36):
commercial stuff as well.
We weren't doing them on thoseright so like two days before we
knew we were going to get shutdown march 20th, we um I had
chip go out to every house anddo them get a tour, so then we
had them.
But anyway, I digress, I don'twant to go down the COVID hole.
Speaker 2 (21:55):
I just was curious, forget about that.
Speaker 1 (21:58):
Yeah, forget about that mess.
I was just curious of what youdid at that time, because it
comes down to like you triedsomething different and I guess
the point of it is where there'sa will, there's always a way.
And I guess the point of it is,where there's a will, there's
always a way, like, just becausethe market's slower and people
aren't, you know, there's lessbuyers, there's more sellers now
than there's been since, like2019.
(22:22):
The inventory is not.
I can feel it.
Yeah.
Speaker 2 (22:24):
It doesn't mean that we stop.
Speaker 1 (22:26):
It means that we have to make little changes right
Tiny hinges, swing big doors.
Speaker 2 (22:31):
Yeah.
Speaker 1 (22:32):
You're seeing like a lot of there's a lot of things
going on that are keeping peoplefrom making decisions.
If I hear about the tariffs onemore time like I can't believe,
people are still talking aboutit.
Speaker 2 (22:44):
Everything came back, though.
I mean, the market is stockmarkets like above.
Well, it's fine.
Speaker 1 (22:52):
There's are, but psychologically, pam, I know
people are not good.
Speaker 2 (22:57):
This people want.
People want certainty, but thething is, is real estate is
solid, like it's a good place tobreak up your money?
If you're worried aboutwherever your money is, real
estate is solid.
It's a good place to alwaysover time and it appreciates
over time.
So it's I.
(23:17):
I understand if somebody thinksthat they might not have their
job or you know, they don't knowwhat, something, what study in
their life, I understand that.
But if they do it's, it'salways a good vehicle and it's
like relaxing.
It's steady, like it doesn'thave the ups and downs of the
(23:40):
stock market.
Speaker 1 (23:42):
So I mean I truly believe that Like you know it's
hard to diversify where yourassets are.
Speaker 2 (23:48):
It has other problems , yeah, but I know there's a lot
that holds people back.
Speaker 1 (23:54):
Right, a lot.
So the thing, the thing of thematter is so we can't just wait
for the people that are ready,we have to find the ones that
are every day.
Speaker 2 (24:05):
Yeah, yeah, and I think, being out there talking
to people you know whatever wayyou reach your, you know your
prospects, just to continue, beconsistent and then when there's
somebody you can help, toreally dig in and give it your
(24:26):
all as far as what you can offerto them and be honest with them
, be really good at thetransaction.
I love transactions, like youknow.
I know like people have alldifferent styles, but I'm a solo
agent and to do I, I I like todo the transaction myself, um,
(24:47):
and I love all the steps.
You're one of the very fewreally okay, but it's so.
Every little detail is importantand I know, and I know, I know
a lot of people have people whohandle that, and that's you know
what the beauty of it is youget to decide, as an owner of
your business, how you want todo it.
Speaker 1 (25:08):
Oh, yeah, yeah, you get to decide.
People do it all different ways.
You could do it all.
You could do some of it.
Speaker 2 (25:13):
It doesn't matter if you do it or you don't, but I'm
just saying that I like to do itbecause it's sort of like you
know life when you're doing yourtaxes and doing like all the
nitty gritty number, when you'redoing your taxes and doing like
all the nitty gritty number, Ilove all that stuff.
And so it's sort of the samemindset of like lining up all
(25:35):
the details and checking thealtas against the you know
addenda and everything, Like Ilove doing all that.
Speaker 1 (25:40):
So that's like a you said oh, getting your stuff
ready, your taxes, that's likethe least favorite thing I like
to do in life is that stuff heyyou have to make a good team.
You like to do all this, youknow after Mike died.
Speaker 2 (25:56):
I've been investigated for taxes, so I've
won every time I actually got arefund.
But, believe me, you got tohave your paperwork ready.
The government is not playing.
So I yeah, it was just causeMike died and you know whatever,
there was an extra payment thatwas floating around that I
didn't know about.
But but yeah, they send mecharts and all this stuff.
(26:19):
Like I think now that now thatthey're under the hood on me,
they're like's keep going.
But um, but I've got it all.
I've got you know what.
I dealt with it and uh, and Iactually prevailed and I got a
refund so um, I'm used to allthat.
You're also a you just have todo it you just have to, but you
have to keep very good files.
Speaker 1 (26:41):
Yeah well, you're disciplined also and you're a
fighter, you just are yeah, youhave to though that's your
makeup, people aren't, pam ohit's not.
Speaker 2 (26:49):
Well, then that's gonna get worse.
If you can't blow it off, I'mtalking in general about it.
No, you're right, you're rightno, I'm right, I'm always ready
to address things, but um, but Ithink that it gives me more
knowledge to be able to helpclients too, like when they say,
oh, I might like rent thisbedroom out or something I'm
(27:10):
like.
Well, you're going to need abusiness privilege license, a
rental suitability certificate,you need to like that income is
going to be on your taxes.
You can't just kind of floatthis in Like there are going to
be some checks and balancesfloat this in, like there are
going to be some checks andbalances.
So being able to what's that?
It's ordinary income?
(27:31):
It is yes, it is yeah, and itgoes on to your uh tax return.
Speaker 1 (27:36):
Yeah, people there's a lot more involved than you
know.
People really know in regardsto that's just one little thing,
but renting real estate likethere's a lot of stuff you need
you do yes, a lot of stuff, andthe city's cracking down even
more on landlords, which is kindof difficult because it's very
(27:59):
difficult to get people out ofhouses, and shouldn't be that
way.
I have a lot of clients wholiterally can't get people out.
A year evictions money andnobody pays rent.
Speaker 2 (28:14):
And if you don't have your business privilege license
and your rental suitabilitycertificate, which is every year
the business privileges.
Once for like a lifetime a year, the business privileges once
for like a lifetime.
Speaker 1 (28:31):
Um, you're really like, don't have a leg to stand
on, no, and it happens.
Yeah, you know what like?
And the thing is, pam, thatlife happens and it happens to
people where things expire andthey might have had it for seven
years of license and then youknow, somebody got sick in their
family and they forgot about itabsolutely all the time yeah
(28:52):
yeah, all the time, and nowthey're in a bad pickle so, oh
my gosh, yes you know we'redealing with that, you know.
But but before we wrap it up, Ijust want to go back.
Like if open houses weren'tthere to do, would it greatly
affect your business.
Speaker 2 (29:11):
I think it would affect my life because I really
like seeing people and talkingto them.
I really do.
So it's not just about business, I really like to talk to
people.
Speaker 1 (29:24):
It's part of your social, it's part of how you get
your energy being around people.
Yeah, yeah.
Speaker 2 (29:29):
Somebody is like ah, since Mike died, what do you do
on weekends?
I said open houses not reallybig, like bar fly or anything
but, I mean sitting there doingshots and everything doing open
houses, but no, I do go out alittle little little bit, but
(29:49):
but it really is relaxing andsatisfying.
And you talk about routine.
It's very comfortable to me, soit's it's what I want to do.
It's not even about where Imean it is about work, but like
it's also just what I enjoy.
Speaker 1 (30:07):
Part of my life.
Speaker 2 (30:10):
So don't take it away from me please.
Speaker 1 (30:12):
I don't know who would, but Well, I think, and on
an average year, you closearound how many transactions.
Speaker 2 (30:29):
I like.
Well, I'm trying to figure thatout because honestly, I'm
trying to like I had some bigyears, but my girls are almost
done college now, so my expenseswill go down a little bit.
I'm trying to figure out whatmy sweet spot can be where I can
like not be, you know, goinglike so fast, but generally
about 20 to 25 a year, and thisyear is a little bit slower.
(30:50):
Probably, I don't know, 15 to20 or 20.
Like that's a good amount forme and I've had years where I've
done you know that we had somebig years during COVID, but
that's my comfort zone because Iget really into it with my
clients and I am very hands-onand I just want to be able to
(31:15):
really focus on the clients thatI have and then also my family,
you know to have the work-lifebalance.
Yeah, a hundred percent and thatseems to do it like that.
That is a nice, comfortableamount for me, you also work.
Speaker 1 (31:31):
Keep it in my box.
I keep it in my boxgeographically yeah, and you
work the center city markets.
The prices are higher.
So, yeah, yeah, well, there's aplenty of philly.
Speaker 2 (31:41):
Yeah, I love, I like them, I like to mix it up like I
had a couple, actually three,right in a row in South Philly,
like you know, differentneighborhoods like Passion
Square, pennsport I love thatLike, and then I'll get.
I'll get back into, like youknow, wash West Fittler Square
(32:02):
and I like to mix it up in thein the different neighborhoods
like river to river, and I liketo mix it up in the different
neighborhoods like river toriver, south Philly to Fairmount
and I like to hit them all.
So I'm not like, oh, I only dothis neighborhood, I liked it
like both sides abroad.
Speaker 1 (32:17):
I think it's okay.
You can do all that.
That's plenty of.
I love it.
It's awesome.
Well, it was great to have youon the show today.
It was great to talk.
Yeah, and the open houses are?
They still work.
Keep them going, keep doingthis right.
That's right.
Yep, be the solution, all right.
All right Keep being thesolution and we'll see you soon.
(32:40):
We'll check in with you towardsthe end of the year.
Speaker 2 (32:43):
Okay.
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