November 18, 2025 • 40 mins
Welcome to Wickedly Branded: Marketing, Magic, and The Messy Middle, the podcast where real conversations meet real strategies. I'm your host, Beverly Cornell, founder and fairy godmother of brand clarity at Wickedly Branded. With over 25 years of experience, I’ve helped hundreds of entrepreneurs awaken their brand magic, attract the right people, and build businesses that light them up.
In this powerful episode with Betsy Pepine, founder of Pepine Realty, discussed her incredible journey from a corporate layoff to building a multi-service real estate empire. Betsy opens up about the pivotal moments that led her to real estate, how she navigated personal challenges, and the strategies that helped her scale a business that’s not only financially successful but also community-driven. Tune in for inspiring insights on brand evolution, confidence-building, and strategic growth that any entrepreneur can apply to their own journey.
Three Key Marketing Topics Discussed:
- Embracing Imperfection in Branding: Betsy emphasizes that authenticity, even through the ups and downs, is the key to building lasting trust.
- The Power of Systems in Scaling: Betsy discusses the importance of implementing strong systems to support business growth.
- Pivoting with Purpose in Business: From a corporate layoff to creating a thriving multi-service real estate empire.
Follow Betsy:
Betsy | LinkedIn
Pepine Realty | Instagram
Pepine Realty | Facebook
Pepine Realty | LinkedIn
Pepine Realty | Website
Dare to be Wickedly Branded
P.S. Take the first step (will only take you 3 minutes) to awaken your brand magic with our personalized Brand Clarity Quiz
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Beverly (00:11):
Did you know that over 70% of Americans have felt
overwhelmed by the complexity ofthe real estate process with
many struggling to find atrusted agent to guide them?
And for real estate leaders liketoday's guest, that statistic
isn't a challenge.
It's an opportunity to redefinewhat client service really
means.
I'm your host, Beverly Cornell.
I'm the founder and fairygodmother of brand Clarity.
(00:34):
At Wickedly branded we've helpedhundreds of overachieving
consultants, creatives, andcoaches awaken their brand magic
and boldly bring their marketingto life so they can feel more
confident and attract theabsolute favorite and most
profitable clients.
Today's guest is a truetrailblazer in the real estate
world.
Betsy Pepine is the founder ofPepine Realty.
(00:54):
She's got a few things going on,a multi-service real estate
power.
Legitimately in Florida, that'searned recognition as one of the
fastest growing companies in theUS.
Not only has she built anempire, but she's also leading
with heart.
With her nonprofit Pepine Givessupporting families facing
housing insecurity.
Betsy, I'm so excited to haveyou today.
Welcome to the show.
Betsy (01:14):
Oh, thank you for having me.
I'm really excited to be here,Beverly.
Beverly (01:17):
So talk about this, we call it the Spark, which is the
beginning of the business.
Started from loss, like you wentthrough some stuff to get to
Pepine Realty, right?
Betsy (01:27):
Yes, it was definitely a pivot, an unexpected pivot in my
life.
And actually I learned laterthat real estate is typically a
second or third career.
Okay.
Most people don't go into realestate right out of college.
But anyway, for me, my firstcareer was in.
Marketing pharmaceuticals.
So I have a marketing MBAI loveall things marketing, and I went
into the pharmaceuticalindustry.
(01:48):
I was in it for almost 10 years.
And when I was 31, 32 in a veryshort period of time, I found
myself in a layoff.
The company that I was workingfor, the pharmaceutical company
laid off the entire commercialdivision because our one product
company did not get the FDAapproval.
And hence there was no need tomarket anything that, because we
didn't get approval.
And then around the same time, Ifound myself suddenly single
(02:11):
with a one and 2-year-olddaughters.
Beverly (02:13):
Beverly
Betsy (02:14):
Betsy
Florida.
So I moved home and I say thatliterally I moved back into my
childhood bedroom and my girlslived in my sister's bedrooms or
what were my sister's bedroomswhen we were growing up.
And really reevaluatedeverything.
As life tends to throw you curveballs, you tend to do that.
So out of that, I decided it wastime to start what I felt was
(02:36):
something that I could be trulypassionate about.
And I always loved marketing,but I didn't love marketing
pharmaceutical products, but Ifelt like I would love real
estate because you're really notmarketing homes.
Homes sell themselves.
You're marketing your services.
So that when people findthemselves in the need to buy or
sell or invest in real estate,they will think of you.
(02:57):
I did enter real estate, gavemyself a two year kind of plan
and an exit strategy.
If we couldn't make it, we,being my girls and I.
But I just loved it.
And there's several ways toexpand the business.
And when I realized I was gonnamake a go of it, I started
building the brokerage.
And then instead of growing moreand more geographically I grew
vertically.
I'm like, okay, I'm alreadyserving customers that need a
(03:17):
house.
What are the steps before andafter and during that they, that
I might be able to provide.
And so that's how the titlecompany came to be.
That's how the mortgage companycame to be.
That's how the propertymanagement company came to be.
'cause we had investors thatwanted to invest, or if the
house didn't sell, they wantedto be able to rent it.
So that's how those spinoffbusinesses came to be as part of
(03:40):
an expansion strategy.
And then the nonprofit cameabout six or seven years ago, we
formalized that and became a 5 01 C3.
And That's a passion of mine.
I love that we're able to giveback in a very direct way.
With the services that wealready do.
Serving a clientele that needsour services but could not
afford them through the frontdoor.
(04:02):
It's just a beautiful synergy tome and it completes the circle
for me in terms of what I wantedto do with my career.
So that's how I landed here in anutshell.
Beverly (04:11):
So how did you come up with the name and the brand, and
how did the brand actuallyevolve as you were evolving into
these new spaces?
Betsy (04:19):
Betsy
The name was very difficult forme, and I struggled with that
because I really did not wantthe name, I chose my name.
It's my last name, Realty.
And that's very common.
It's very boring.
And I'm like you.
I love the colors.
I like, standing out, beingdifferent, but weighing the pros
and cons.
When I went out on my own, I wasgoing out by myself.
I wasn't taking any agents withme.
I had been in this town since Iwas five years old.
(04:41):
My father had built a very greatbrand for our name in our town,
in his profession.
The downside of using it is whenyou try to sell it.
It's a problem.
And I knew that, but I just feltlike.
At the time, it was worth thetrade off because it would give
me instant credibility.
That I wouldn't have had if Ijust picked a name that
connotated quality or service orsomething like that.
(05:03):
So that's why I chose the name Idid.
Beverly (05:04):
Beverly
It's so interesting to me whenpeople have a legacy to live off
of, to be able to use that in away that's powerful.
To give you that credibilityimmediately was amazing.
That's a great choice, Betsy.
I think that's a great choice.
You can always change your namelater once you're established.
You're not forever beholden tothe name.
I worked for a dentist who waslike, his last name in DDS for
(05:25):
50 years or something, and thenhe changed his name two years
before he sold.
So you can change it.
Don't feel like you're beholdento that.
I changed my name this year fromBC and Associates Marketing for
that exact reason.
I didn't want my name associatedto it in case, whether it was my
children ended up taking it overor I sold it or whatever.
I wanted them to have it awayfrom me, although I still am
(05:47):
very much in front of thebusiness for now.
Betsy (05:49):
It's a great question to ask'cause when I started the
property management company, Iused the same name and then the
referral company, the samething.
But then when I started the realestate school, the real estate
school, it's the whole state ofFlorida.
We can service any customer,anybody that wants to get their
license in the state of Florida.
It's our region.
So that one is called the RealEstate School of North Central
Florida.
Be (06:09):
Beverly
transformation you offer, andgive us an example of what it
looks like to work with Pepinerealty with you.
Betsy (06:17):
Betsy
So my customers are my agents.
And my staff.
As any business owner.
Beverly (06:23):
Beverly
Betsy (06:23):
Their customers are the buyers and the sellers.
Okay.
So most people assume that mycustomers are the buyers and the
sellers.
And they're not at all.
They really aren't.
If I don't have agents andstaff, no one gets paid, the
business isn't running.
My role has changed and evolvedover the years.
'cause I used to be inproduction and now I'm not.
But for my buyers and sellers,and when I interview agents to
come with us.
(06:44):
Most people think of real estateliterally when they've done
surveys.
We are one step up in reputationof a used car salesman.
Realtors are.
And that's very sad.
We've done it to ourselves.
But it's very sad.
And it's considered a verytransactional business.
And I don't even view it thatway.
I don't look at myself as abusiness that sells houses.
We are in a relationshipbusiness.
(07:05):
How many times have you moved?
B (07:06):
Beverly
Betsy (07:07):
And you know that number, right?
It's a life event.
Yes.
And that's why I call agents.
It is a life event.
Yes.
But.
It is always precipitated byanother life event.
Beverly (07:17):
Beverly
My husband's military, so hisjob has required us to move.
Or with my mother, when I was akid, she got a divorce and had
to move to a place.
So yeah, there's always beensome element of life happening
Correct.
Betsy (07:28):
I had define a life event as something that you remember
in five years so I tell agents,okay, so you've got.
Your seller, right?
They have the life event ofselling their home and the life
event that's precipitating theneed to sell the home.
On the buy side, you have thesame thing.
Their need to buy a home andtheir life event.
So you have four life eventsthat you are the mediator of.
That's what you're selling.
(07:49):
You are managing their stressduring one of the most stressful
times in their life, and theywill always remember that.
So that's what we sell.
We sell the experience and we'reselling a long-term
relationship.
I tell agents and I tell endusers, I don't care.
If you ever buy or sell from us,I really don't.
My only goal is to establishtrust with you, because I know
if I establish trust with you,then when you are ready to buy
(08:12):
or sell a house, or when youknow somebody that's ready to
buy or sell a house, you willfeel compelled to share my name
with your sphere.
That is my goal.
I remember maybe three yearsinto my career, I got a call
from an elementary school downthe street, and they said that
Savannah needed picked up fromschool.
And I said, sorry, you must havecalled the wrong person.
And they're like no.
Their mother, puts you down asthe emergency contact.
(08:34):
That was my buyer who I hadhelped buy a home three months
before.
And she thought enough of ourrelationship to put me down as
her constant contact.
I felt so honored by that.
Like that is success.
So that's the kind ofexperience, that's the goal that
I have for when somebodyinteracts with one of our
agents, that's the kind ofexperience that they have.
Beverly (08:57):
So many of the clients that I work with are in a
service-based business where itis much more about
relationships.
Like for us, when we work with aclient, it's not about marketing
necessarily.
It's about their confidence andtheir clarity and their
visibility and how they show upin the world.
And you can say it's about a newwebsite or some of those things,
(09:17):
but it's about much more thanthat.
So people who I love to workwith are exactly people like
you, Betsy, because youunderstand the actual
transformation that's happening.
And I had never thought aboutthe life thing that had to
happen before the move, like whyit's so emotional, why it's so
hard?
There's a lot of loss and griefwhen you leave.
For us, we leave entire states,so we're saying goodbye to
(09:38):
people.
We're brand new and I can't tellyou how many times I've asked
like my neighbor or somebodywho's a stranger to be my
personal emergency contact.
It's been interesting because Ihave no one.
So I'm like, would you mind Ihave to put this name down on
this paper for school?
But it is scary and you don'tknow a lot of people and you
have to build trust reallyquickly.
And our real estate agents.
We've never really probably metthem in person before.
(10:00):
We've actually used them in thestate that we're in and they've
done video tours and we'vebought houses unseen only
through video because of thenature of us being across the
country to make this move.
So the trust you have in someoneto give you the right advice.
For this probably the mostexpensive thing you will ever
buy.
For those listeners who arehearing this and you serve
(10:21):
people and you have a product ora service, but what you actually
do is something far deeper.
If that insight feels real toyou, I would love for you to let
us know in a review.
Hey, that's me.
I'm that person.
I do more than just sell aservice.
It's about a relationship.
It's about.
Confidence.
It's about believing inthemselves, all kinds of things
(10:41):
that you have happen when youactually work with, I feel like
the actual end consumer or evena business owner in that sense.
This Season we're all about thebrand activation, so how a brand
comes to life and I'm imaginingit has evolved quite a bit for
you over the years.
What do you think a brand is andhow do you think you embody
that?
Talk about that a little bit.
(11:02):
Was it instant?
Was it something you had to getused to?
What was it for you?
How did that come to life foryou and how did you develop that
over the years?
B (11:09):
Betsy
I love those classes.
So I knew a little bit aboutwhat I needed to do.
I picked the colors.
I picked red because I just feltlike it was a very strong and
empowering, confident color.
Red stands out from a mile away,so that's why we did red.
Our signs are reflective atnight.
And so people always say, I seeyour signs everywhere.
We're the only ones that glow inthe dark at night.
(11:30):
So we're getting that much moreexposure at night as well, and
it costs so little to do that.
I didn't have core values.
I didn't have a missionstatement.
I read so many business booksand I knew that was important,
but I don't know what I wasthinking.
I probably was thinking that'sfor big, ge that's not for
somebody like me literallyworking outta my garage.
But it wasn't until my firsthire, my first hire was not an
(11:51):
assistant, it was a marketingmanager.
'cause I knew how importantmarketing was.
But she left me to my competitorthe two days before I was going
on a cruise.
And I was like, oh my gosh.
She said the reason why she wasleaving, she, loved me, blah,
blah, blah, but she didn't see apath for growth, which there was
none.
We were six people working outtamy garage.
There was no path for growth forher.
She was the only admin.
(12:12):
She said, we didn't feel like afamily.
And there was no opportunitiesto volunteer in the community.
And those last two were reallyimpactful to me because I had
come from pharma in the ninetieswhere that was not modeled for
me.
You left your family to go towork, and you went home to your
family to then volunteer in thecommunity.
There was a pretty hard line inthe sand as to what your
(12:34):
employer provided and what youexpected and what your home life
provided.
At least that's what I thought.
And this woman was telling meshe wanted those merged, so it
was very eyeopening.
So I actually got myself a coachafter that discussion and he's
Betsy, you gotta go big or gohome.
I'm like I'm already home.
I'm literally physically workingoutta my garage.
Let's go big.
(12:54):
So he helped me and the firstthing he said is, okay, tell me
your mission statement.
And I didn't have one and Ididn't have core values.
Hindsight, I should have donethat, in step one.
And I wish I'd done thatearlier.
I was only maybe a year or twoin, but still.
And then that gave me thefoundation, I didn't understand
how much that drives everything.
Because then I came up withclient avatars, staff avatars I
hire and fire by our corevalues.
(13:16):
It's just a filter and itdecisions become so much more
clear.
So that really helped my brand.
And then I think the other thingthat was maybe not traditional,
at least where I am, that helpedme with my brand image.
And again, because I was a onewoman show, I got endorsements.
And I think that might besomething that's a strategy
(13:37):
that's overlooked in realestate, I got Barbara Corcoran
to endorse me and I'm incommercials with her and having
that run on our local TV just.
Maybe it's smoke and mirrors,truly, but people associate you
with her success.
So that I felt like reallyhelped me grow more quickly than
(13:57):
it would have if I didn't havecelebrity endorsements behind
me.
I had three different celebrityendorsements and I still have
them, and I don't really feellike I need them as much
(15:15):
anymore.
But if you wanna boost, thatmight be a way to boost your
credibility and the confidencethat other people have in you
because you do get associatedwith their success.
Be (15:26):
Beverly
done endorsements.
I've, obviously testimonials,case studies, portfolio, all
kinds of stuff.
How did those endorsements work?
Bet (15:35):
Betsy
I happen to love Dave Ramsey.
I love and teach his concepts offinancial peace.
And and I teach it to my agents.
I teach it to recently releasedprisoners, women prisoners who
have come out because those areskills that everyone needs that
are not being taught in schools.
So for his endorsement, it wasquite a lengthy interview.
(15:56):
You had to show knowledge of hisproducts and his values and that
you understood them and becausehe wants people to espouse those
values when people call him andhis network asking for an
endorsement of an agent.
So I had to do that interviewand once I got in, they only
take, I think, three agents permarket.
Okay.
And then you pay, it changes.
(16:18):
The program's changed over theyears.
Currently you pay a smallmonthly fee to be in the
program.
And you have to commit to a onemonth coaching call with his
staff.
And then there's a ton ofmetrics that you have to report
because he wants to make surehis customers are serviced.
So they track how quickly didyou respond to the customer?
How many times did you respondto the customer?
Nice.
Did they end up using you?
(16:39):
All that stuff.
And they get a very nicereferral fee.
So that's how that works.
But like the Barbara Corcoranone, that's a relationship that
the agent that I was using tobuy my radio and television, he
had that relationship.
And so she works differently.
There's a, I think they call itlike a publicity fee or an
endorser fee.
It's a monthly fee that you payand it can range.
(17:00):
I think a low fee would probablybe$500 a month.
Beverly (17:03):
Beverly
Betsy (17:03):
Up to thousands a month.
And then you pay for like theradio ad or you pay for the
commercial to be shot and theadvertise like the space on the
network.
Be (17:12):
Beverly
I talk about collaborations andpartnerships all the time.
But to be very intentional inusing your marketing dollars, in
the collaboration andpartnership.
To help build your authority andbuild awareness.
Because I'm sure that DaveRamsey also has some kind of
site where it says real estateapproved.
So you're getting in front ofpeople who are already
associated, that are very moneyminded now.
(17:32):
How did you learn about thatidea?
Where'd that come from?
Betsy (17:35):
I am incessantly curious, so I'm always looking at new
things and so, I stumbled acrosshim.
I used to follow him, I listenedto his podcasts.
I've read all his books.
I have visited his campus.
So I think it was just throughassimilation of knowing Yeah.
Him and his brand.
And I knew that he made hismoney in real estate before he
launched the podcast and theradio and all that.
(17:57):
His money was made in realestate.
So I think that's why I probablyknew him just'cause we were in
the same space.
Beverl (18:02):
Beverly
You have this very largeconglomerate of all these
different aspects of realty.
But I feel like realty is a bitof a crowded marketplace.
There's a lot of people puttingup signs in people's yards.
I love the idea that you have aglow in the dark.
That's amazing.
Yeah.
What unique value do you thinkyou really lean on to
differentiate yourself?
Like how is that in yourmessaging and in how you show up
(18:23):
as a brand?
Bets (18:24):
Betsy
The distinguishing feature of mybrand from the buyers and the
sellers would be buyers, it'shard because they're not even
from our area, so they're justlooking online.
And buyers, sadly choose arealtor primarily.
If you have access to the home.
So it's a commodity.
But you can still differentiateyourself.
So for example, one of thethings we have is access to
(18:45):
inventory that's coming onto themarket.
Buyers love that because if agood home comes onto the market
priced well, it's gonna go veryquickly.
So they want access to homesthat are coming soon.
So we have a mechanism tocollect those and they can get
on a mailing list and get thosefrom us.
So that's one way we candifferentiate ourselves from the
masses.
When I first started realestate, Zillow didn't exist.
(19:06):
So now the more the public hasaccess to our data, the more we
have to keep creating value inother ways.
And that's why it's so importantthat you form this relationship.
So the value proposition is,Hey, I can show you homes that
you'll never see on mls.
Yeah.
If you're an investor, Ipersonally invest, I've got a
whole Airbnb arm that can helpyou with your Airbnb.
We offer the one-stop shop, soyou don't have to go find your
(19:28):
lender.
You don't have to go find atitle company.
And a lot of our agents comefrom being clients.
You're interested in realestate, come join our real
estate school.
So being able to offer the wholespectrum of services is a way
that we differentiate ourselves.
But if you ask the public, itwould be in the branding we have
a high end feeling brand.
We are very consistent.
You have brokerages out therewho let their agents do anything
(19:51):
they want.
Even though they're under theirumbrella, which is fine, it's a
different model.
In my model, we're gonna havethe same business card, we're
gonna have the same yard sign,everything looks identical
because it comes out of the sameshop.
I mean it's'cause I have amarketing background and why not
leverage that brand?
but some agents don't like that.
And when you asked me at thebeginning who my customer is,
for me it's the agent and wedifferentiate ourselves from
(20:14):
other brokerages, hands down byour level of training with our
agents.
So many of the models now areinternet based.
Your brokers, 600 miles away,you never meet them, you don't
know them face to face.
So we are all about rigoroustraining.
You are gonna be a top solidknowledge based realtor when you
go through our program and that,and agents come to us for that.
Beverly (20:35):
Beverly
So this so one of the thingsthat we talk about a lot from a
specifically female founders,consultants, coaches, creatives
in those spaces is the idea ofconfidence.
So what does confidence looklike for you as a business
owner?
And can you share a moment whenyou realized you were truly
showing up with it?
Betsy (20:53):
For me, they say fake it till you make it, but true
confidence, you cannot fake.
And it's different thanself-confidence is different
than self-worth.
You can have a lot ofself-worth, but very low
self-confidence and vice versa.
Because I'm so obsessed with myagents being trained thoroughly,
they tend to be very confident.
Every Tuesday we have a teammeeting a company meeting, and
(21:14):
one of my favorite parts aboutthe meeting is the section where
we call them learnings andeverybody shares what their big
learnings were from the weekbefore.
Those learnings, by moststandards in other companies
would be called utter andcomplete failures that you never
want to share with anybody.
And we come and I participateand I share with the group what
(21:35):
mistakes I made to everybody sothat they don't have to make
them and that they can learnfrom them.
And it's almost like a friendlycontest who can bring the worst
mistake instead of beingsomething that's shameful and
you you're so embarrassed andyou wanna hide from.
So we learn.
'cause that's the only way youlearn.
And if you're sitting in thatroom, you are not gonna make the
(21:57):
mistake I just made because youjust heard me say it.
Most other companies, every newagent's gonna buy their customer
a washer and a dryer or arefrigerator in their first year
because they forgot to add it tothe contract.
But my agents don't becausethey've heard us say that so
many times.
So by sharing and beingvulnerable with our mistakes
makes them and myself so muchmore confident.
(22:20):
'cause I don't care.
It doesn't bother me that theysee that I'm human and make
mistakes just like them.
So I think that's the biggestthing that's probably given them
confidence because they haveaccess to so much more than most
agents who work in silos anddon't share the mistakes that
they made.
Be (22:39):
Beverly
people when I first started mybusiness to bounce the mistakes
off of, because the struggle isreal when you're starting out or
even when you're doing it for 10years.
There's still things that youcan learn from other people.
I teach my son all the time, andI've said this before in the
podcast, so for my listeners,forgive me if you've heard the
story before, when you go to themovies, you see a really well
(23:01):
produced movie.
You see somebody who has ascript, you see a director, you
see a choreographer, you seesomebody who does makeups of
lighting.
Everything is so good.
They practice their lines.
They get there and then they dothe scene and they cut the scene
and they say, oh, you know what?
Lighting wasn't perfect.
We need to change that.
Or, oh, that person flubbed theline.
They do a miss take.
(23:21):
And the idea is that they haveto keep taking those takes until
they get the right take.
And how could we, as humans, andas entrepreneurs, and as women,
think that we're gonna get itright the first time when we
don't have a director, a writer,a makeup person, a lighting
person?
How do we think that why do weput that kind of pressure on
ourselves?
So the mistake is okay, we gottafix this thing.
B (23:42):
Betsy
who have failed the most.
Sarah Blakely?
Oh, yes.
Sarah Blakely, the founder ofSpanx, her dad, every night at
dinner would ask her and hersiblings, how did you fail
today?
We could celebrate that.
What a wonderful world we wouldbe living in.
Beverly (23:56):
Beverly
For those of you that arerecovering perfectionists and
have imposter syndrome and allthose things, this would be a
lovely way to reframe thatmistake.
You talked about how Zillow haschanged some things and things
have popped up over the yearsthat have really redefined how
real estate is, how do younavigate the pressure to show up
online now?
Like it's a very real thingwhere you have to be present.
(24:17):
You're doing this podcast I'massuming because you're,'cause
you're showing up online.
So talk about that kind ofmarketing process for you in
this time, this age right now.
Why that's important.
Betsy (24:28):
Betsy
People find their houses online.
They just do.
It's even less than word ofmouth.
I think there are someindustries that are still Oh,
yeah.
A doctor, right?
You're gonna get word of mouth.
But for real estate, they'relooking online every day.
It's absolutely imperative to beonline.
I personally hate social media.
I don't like social media.
(24:49):
I don't like what's it's doingto our country or to our
children and all of that.
But I understand from mybusiness, I have to be on.
So for me, what I always say,okay if I know it's a
non-negotiable, how can I makeit work for me so I stay in my
lane and I outsource it?
It would kill me if I had to goonline every day and post and
comment and, do all of thethings that you have to do to
(25:11):
stay relevant.
So I hire companies and staff tothat.
They love doing that, right?
So that's what I do.
You have to do everything.
But as you grow I highlyrecommend you figure out what
your unique ability is, what youlove to do, and what comes
naturally to you.
Stay in your lane.
Hire the experts to do what theylove to do.
(25:32):
Even if it cost you a littlemore than what you think you're
willing to spend, the amount offree time that frees up for you
to do what you excel at will payoff.
So I stay in my lane and I hirethose things out, but it's not
like I ignore it.
I absolutely know how importantit is, but I know I cannot do it
myself.
Beverly (25:50):
But it seems like to me that you found a way that feels
natural for you to show up.
Do these podcasts, get thesnippets, share those snippets.
This feels okay to you?
This feels genuine to you.
This resonates with you.
Betsy (26:03):
Betsy
One-on-one I love and, it tookme a long time to even admit it
to myself for years.
I forced myself to do all of theposting and commenting and the
emojis and all of that.
And people love it.
And I think it's great thatthere's people out there that
love to do that.
It's like brain surgeons.
I'm glad someone likes to dothat.
I don't.
So it took me a long time.
To be okay with myself and say,Betsy, there's nothing wrong
(26:25):
with you.
You just know that's not in yourwheelhouse.
That's not what you enjoy doing.
And yes, I have found this Ilove, and this to me does not
feel like work.
It doesn't feel like I'm sellingmy soul.
And so I can do it.
And the other parts that I justdon't enjoy doing, I hire out.
B (26:40):
Beverly
So based on that too, like thehiring out and the systems, you
have a multifaceted business.
So what systems, what processes,helps you stay connected?
Is there like a magical systemthat's changed everything for
you that you guys use?
Betsy (26:55):
So the overarching system that I run my company on is a
platform called EOS.
That's been a life changer.
I implemented that four yearsago.
I've been in real estate 20years, again I'm a late bloomer,
so I wish I had implemented somesystem earlier on, but that
really gives you theinfrastructure to expand and
grow.
And systematize things.
(27:15):
So that's been life changing
Bever (27:17):
Beverly
Really quick.
EOS is entrepreneur.
Operational system.
Operating system.
Yeah.
Something around those lines.
It makes you really accountable.
Make sure you have your visionand your goals.
You have touch points with yourteam.
Often you have like these goalsyou have to do.
There's some shared languagewith people who do EOS.
We know all the things that kindof related to it, but it does
(27:37):
create a container For you togrow.
So if you're looking to go tothat next level beyond, you
definitely do some reading.
Betsy (27:44):
Betsy
B (27:45):
Beverly
Betsy (27:45):
Betsy
Beverly (27:46):
Beverly
Traction by Gino, which would begreat just to dip your toe in
and see if it makes sense toeven go further with that.
The other thing that I thoughtwas really powerful, you said
earlier was it helps you makeyes or no decisions.
It becomes very clear whetherthis is going to work or not.
When you have systems andprocesses like EOS are they
fitting the core values or arethey're not?
When you start to remove allthose extra decisions, it makes
(28:08):
being an entrepreneur fareasier.
When you can simplify in thatway.
And it doesn't mean that youdon't care.
But there are systems in placeon purpose and what works for
your business is very importantto honor.
For listeners who maybe are atthat time of like maybe growing
that these systems can makethings easier for you.
My project management systemchanged everything for us.
So you have to find the systemthat works for you that makes
(28:29):
sense.
We use a lot of those socialmedia tools as well that can
automate and do all the kinds ofthings to like post at the right
time and all the things, butyes.
Systems, ugh, they're great.
Bet (28:40):
Betsy
Was in production, I thought, ohI can never give up my own
clients'cause they're hiring meto list their home.
And no I haven't personallylisted a home in years and it's
fine.
As long as you manage it and youhave systems and you've trained
them to do it your way it'sfine.
Beverly (28:56):
Beverly
I started off as a social mediaperson.
I was like the edge of whensocial media first started, I
was right there and I did socialmedia.
I really developed my socialmedia marketing skills and all
that.
I don't post any social mediaanymore except for my own.
Maybe occasionally I'll post oneof my posts, so it's interesting
how you can move away fromsomething that was so important
and you were really good at thatsomebody else can.
Maybe be better than you.
'cause these young kids, theyknow social media a lot better.
(29:19):
Oh yeah.
They're native to it.
Whereas I learned it as it wasdeveloping.
So we're gonna shake things up alittle bit from this point
forward.
It gets a little bit, more funand just we have a rapid fire
section called the Magic HatRound.
So I have a purple, shiny magichat here.
lots of different questions.
And I let The hat decide whatwe're gonna talk about.
What's been your biggest ahamoment as an entrepreneur?
Bets (29:41):
Betsy
Probably the whole concept of,and it's a book who not how, and
not having to wear all the hatseven early on, there are people
and free resources, so many freeres resources out there that can
help you.
So you really don't have to wearall the hats.
And it's in our best interest tofocus on what we do best.
Beverly (30:02):
The zone of genius stay there.
That's where you're meant to be,for sure.
What is the moment, what was themoment you realized your
business was successful?
B (30:11):
Betsy
then you can go out on your own.
So I went out on my own onlybecause I don't like to work for
people and I didn't care aboutnumbers.
I didn't look at numbers.
And my first year out, it wasaround 12 months, 13 months out,
my old broker texted mecongratulations.
You're doing great on yournumbers.
I hadn't run my numbers and Iran my numbers for the first
(30:31):
time and I was number one in mymarket.
And I couldn't believe itbecause I didn't even look at
numbers.
Like I wasn't doing it for thenumbers.
I just did it because I don'tlike to report to somebody and I
like to make decisions on myown.
And that's when I knew'cause Idid worry will somebody use me?
'cause I'm not associated'causeI was with a franchise.
Will somebody use this localcompany, which is a one woman
show working out of her homeversus a franchise?
(30:53):
So I realized, okay, yeah.
I'm gonna make it.
Beverly (30:56):
What fear have you had to overcome to grow your
business?
Betsy (30:59):
Betsy
Everything, fear of failure.
I don't even see failureanymore.
But at the beginning I was veryafraid of failure, but now I
just look at everything as anopportunity to learn and grow
and yeah, I might have to pivot.
It might not turn out the way Ihad hoped, but I will have
learned something reallyvaluable that I get to take with
me.
So I don't even feel like I havethat as a fear anymore, which is
(31:20):
very liberating.
Beverly (31:21):
Beverly
I think once you work throughfear enough, you realize you
trust yourself to handle almostany situation that can be thrown
at you.
So share a fun fact about yourbusiness that even your most
dedicated clients might not knowabout the behind the scenes of
what it's like to be part ofyour organization.
Betsy (31:39):
I am in mastermind groups with colleagues across the
country.
How many times do we getthreatened to be sued?
And knock on wood, I've neverbeen sued, but you get blamed in
the transaction.
It doesn't matter what happened,they blame the agent, and I was
shocked.
Stuff we have nothing to dowith.
The agent gets blamed
Beverly (31:56):
What I've realized is you're just the face of the
transaction.
B (31:59):
Betsy
that is transacted is comingdirectly out of.
Somebody's pocket.
So it's not like some bigcorporate budget and Yeah.
Oh, whatever.
It's directly impactingsomebody's take home pay,
whether it's the agents or thecustomers.
Beverly (32:16):
Beverly
What's a decision thatcompletely changed the
trajectory of your business?
Be (32:22):
Betsy
production that just totallychanged my life and my business.
Beverly (32:28):
Beverly
That was a huge decision and Iactually went to it kicking and
screaming.
I didn't wanna hire anybody'cause I didn't wanna deal with
the drama of having somebody onmy team.
But it really was the thing thatchanged everything.
'cause then I had to have asystem and then all the things
changed.
So yes, I would agree with thatentirely.
That is the end of the magic hatround.
I also have a magic wandbecause, I'm a very godmother of
(32:48):
brand clarity, but what thiswand does is help us, us travel
back and forth through time.
It helps us travel back to time.
When I wave it to when you were18, what is one piece of advice
you would give 18-year-oldBetsy, that you wish she knew
now?
Betsy (33:01):
Betsy
It'll all be okay.
Bev (33:03):
Beverly
That trust and not the fear.
Betsy (33:06):
Betsy
Bev (33:07):
Beverly
Betsy now?
Betsy (33:10):
Betsy
I think she would just be veryshocked and surprised that she's
living the life she's living in,the hometown that she was living
in, doing what she loves to do,because 18-year-old Betsy
thought the only way to make agood living and to be.
Accepted is to be a physician.
That was my family's very strongmessaging to me as a kid, and I
(33:32):
fought that for a long time.
The inferiority felt inferiorbecause everyone in my family as
a physician, and I chose not tobe.
Be (33:39):
Beverly
To go against this familytradition.
That and go against the grain.
Good for you.
That you made the choices thatwere better for you.
I tell my clients all the time,we're in a time where you can
build the exact bus businessthat's meant for you
Betsy (33:54):
Betsy
Beverly (33:54):
Now go, I wanna wave a one and go forward.
Lots and lots of years forward.
Decades and decades, obviously,everybody to the end of your
life and people are gonna giveyour eulogy.
And what is the thing thatthey're gonna say that Betsy did
and what impact is Betsy gonna,have made on the world or in
work?
What is the most important thingthat you wanna leave behind?
What's the legacy you wannaleave behind?
Betsy (34:14):
I wake up every day with the goal of positively impacting
one person's life that day.
Cause if my presence doesn'tpositively impact those that I'm
around, why am I there?
So I would hope that peoplewould give examples of that.
And how I did that in theirlife.
B (34:33):
Beverly
You can't change the worldwithout the one person at a
time, yeah.
You can't do that.
Okay.
My last question is, what doeswickedly branded mean to you?
So what does that phrase mean toyou?
And then how do you show upspecifically as that?
And what advice would you giveour listeners to be more
wickedly branded?
Betsy (34:53):
I was not familiar with your brand until I saw it on
PodMatch, but I loved the energythat it gave.
And it reminded me of the playWicked.
Bev (35:03):
Beverly
Betsy (35:05):
Betsy
I like, it's pink.
I associate with females and I'mvery pro female and love to
empower women.
So I was drawn to that.
So, to me, it's intentionalmarketing.
It's strategic marketing.
It's not just doing it becauseyou checked off a box and you
had to do it for your brand, butit's doing it very intentionally
and very effectively.
(35:26):
So that's what that means to me.
Beverly (35:28):
How do you show up as wickedly branded?
Betsy (35:30):
Oh, I definitely think, EOS.
I mean we're very intentionalabout our messaging, our avatar.
Our three differentiators foreach of our target audiences and
then how that message iscommunicated out.
So we're very intentional aboutthat.
Beverly (35:43):
And what's some advice you would give to our listeners
to be more wickedly branded?
How can they show up moreintentionally?
Betsy (35:49):
I think they have to have the knowledge.
And you have a background inmarketing, clearly you would be
a great resource for them.
I had a background ineducationally in market.
And self guidance in terms ofjust listening to every podcast
I can and reading all thesebooks.
But if you can't hire somebodylike yourself, I would
definitely join masterminds thatthose have been instrumental to
(36:10):
me, not only in your industry,but in your in marketing,
because everyone needs to havemarketing in their company.
So join those.
You'll learn so much from yourpeers.
And you're not competing withthem, so everybody shares.
B (36:22):
Beverly
So Betsy, where can listenersconnect with you and know about
your work?
We talked about earlier was thatyou have a book too.
Talk about the book a littlebit, because I know it's not
like exactly related to thebusiness, but it is related to
the business in some way becauseit comes from you.
So talk a little bit about it.
Betsy (36:37):
Nowadays, a lot of people write books as a lead gen for
their business.
Which I think is a great move.
I didn't do that.
It was a passion project ofmine.
The book is called BreakingBoxes, dismantling the
Metaphorical Boxes that Bind Us.
And it's my journey of breakingout of these boxes that I felt
confined in and still sometimesfeel myself confined in boxes of
the attitudes, opinions andbeliefs of family, of origin, of
(37:00):
gender, of industry, of our peergroup, of our religion.
We're coming at so manydifferent things or telling us
what to believe, how to act, whowe should be, how to live.
And so it's my journeyuncovering what those boxes
were.
Were they still serving me?
And if they weren't, why was Istill staying in them?
And how do I get myself out ofthem?
It doesn't tie directly intoreal estate, but we're all
(37:22):
people, so it does tie intoanybody.
That's human.
But that's the book.
People can find me.
I've made it very simple.
My last name or my name BetsyPepine.
So my website, BetsyPepine.com.
My books on there, my course ison there.
And more information about me.
Then I am on all the socialchannels.
I have somebody feeding thosesocial channels, so don't expect
me to be personally, I'm gettingback to you, but my team does.
(37:44):
And I'm on all those channelswith my name at Betsy Pepine.
Beverly (37:48):
Beverly
This has been a really greatconversation, Betsy.
I'm so glad you joined me today.
It's always great to geteverybody's opinion.
This is one of my favorite partsof my work is to spend time with
people like you who are doingthe things and making things
happen and growing and justbuilding with intention is
amazing.
For my listeners, I really hopetoday's episode sparked
something for you.
Maybe gave you a new idea, butmost of all inspired you to take
(38:12):
some action today.
Do one little thing, one step.
Because here is what matters themost is your message matters.
Your work matters.
And the world isn't waiting tohear what you have to say.
Marketing isn't just aboutvisibility, it's about the
impact you can make.
And Betsy's making a lot ofimpact in both Central Florida
for her community.
(38:33):
She's making impact with thebuyers and sellers her agents,
and even in her community withher nonprofit that visibility is
so important.
So it's about connecting withthe right people that feels
really true to you, helping thepeople that matter, work with
people that matter.
So just keep showing up, keepsharing your brilliance and keep
making magic in the world.
And hey, if you ever feel stuck,know that you don't have to go
(38:55):
it alone.
We're here to help you findclarity, help you with your
mission, help you with your corevalues, and help you with the
clarity and confidence andmomentum you need to make a
bigger impact in the world.
So until next time, I would lovefor you to dare to be wickedly
branded.
Did you know that over 70% of Americans have felt
overwhelmed by the complexity ofthe real estate process with
many struggling to find atrusted agent to guide them?
And for real estate leaders liketoday's guest, that statistic
isn't a challenge.
It's an opportunity to redefinewhat client service really
means.
I'm your host, Beverly Cornell.
I'm the founder and fairygodmother of brand Clarity.
(00:34):
At Wickedly branded we've helpedhundreds of overachieving
consultants, creatives, andcoaches awaken their brand magic
and boldly bring their marketingto life so they can feel more
confident and attract theabsolute favorite and most
profitable clients.
Today's guest is a truetrailblazer in the real estate
world.
Betsy Pepine is the founder ofPepine Realty.
(00:54):
She's got a few things going on,a multi-service real estate
power.
Legitimately in Florida, that'searned recognition as one of the
fastest growing companies in theUS.
Not only has she built anempire, but she's also leading
with heart.
With her nonprofit Pepine Givessupporting families facing
housing insecurity.
Betsy, I'm so excited to haveyou today.
Welcome to the show.
Betsy (01:14):
Oh, thank you for having me.
I'm really excited to be here,Beverly.
Beverly (01:17):
So talk about this, we call it the Spark, which is the
beginning of the business.
Started from loss, like you wentthrough some stuff to get to
Pepine Realty, right?
Betsy (01:27):
Yes, it was definitely a pivot, an unexpected pivot in my
life.
And actually I learned laterthat real estate is typically a
second or third career.
Okay.
Most people don't go into realestate right out of college.
But anyway, for me, my firstcareer was in.
Marketing pharmaceuticals.
So I have a marketing MBAI loveall things marketing, and I went
into the pharmaceuticalindustry.
(01:48):
I was in it for almost 10 years.
And when I was 31, 32 in a veryshort period of time, I found
myself in a layoff.
The company that I was workingfor, the pharmaceutical company
laid off the entire commercialdivision because our one product
company did not get the FDAapproval.
And hence there was no need tomarket anything that, because we
didn't get approval.
And then around the same time, Ifound myself suddenly single
(02:11):
with a one and 2-year-olddaughters.
Beverly (02:13):
Beverly
Betsy (02:14):
Betsy
Florida.
So I moved home and I say thatliterally I moved back into my
childhood bedroom and my girlslived in my sister's bedrooms or
what were my sister's bedroomswhen we were growing up.
And really reevaluatedeverything.
As life tends to throw you curveballs, you tend to do that.
So out of that, I decided it wastime to start what I felt was
(02:36):
something that I could be trulypassionate about.
And I always loved marketing,but I didn't love marketing
pharmaceutical products, but Ifelt like I would love real
estate because you're really notmarketing homes.
Homes sell themselves.
You're marketing your services.
So that when people findthemselves in the need to buy or
sell or invest in real estate,they will think of you.
(02:57):
I did enter real estate, gavemyself a two year kind of plan
and an exit strategy.
If we couldn't make it, we,being my girls and I.
But I just loved it.
And there's several ways toexpand the business.
And when I realized I was gonnamake a go of it, I started
building the brokerage.
And then instead of growing moreand more geographically I grew
vertically.
I'm like, okay, I'm alreadyserving customers that need a
(03:17):
house.
What are the steps before andafter and during that they, that
I might be able to provide.
And so that's how the titlecompany came to be.
That's how the mortgage companycame to be.
That's how the propertymanagement company came to be.
'cause we had investors thatwanted to invest, or if the
house didn't sell, they wantedto be able to rent it.
So that's how those spinoffbusinesses came to be as part of
(03:40):
an expansion strategy.
And then the nonprofit cameabout six or seven years ago, we
formalized that and became a 5 01 C3.
And That's a passion of mine.
I love that we're able to giveback in a very direct way.
With the services that wealready do.
Serving a clientele that needsour services but could not
afford them through the frontdoor.
(04:02):
It's just a beautiful synergy tome and it completes the circle
for me in terms of what I wantedto do with my career.
So that's how I landed here in anutshell.
Beverly (04:11):
So how did you come up with the name and the brand, and
how did the brand actuallyevolve as you were evolving into
these new spaces?
Betsy (04:19):
Betsy
The name was very difficult forme, and I struggled with that
because I really did not wantthe name, I chose my name.
It's my last name, Realty.
And that's very common.
It's very boring.
And I'm like you.
I love the colors.
I like, standing out, beingdifferent, but weighing the pros
and cons.
When I went out on my own, I wasgoing out by myself.
I wasn't taking any agents withme.
I had been in this town since Iwas five years old.
(04:41):
My father had built a very greatbrand for our name in our town,
in his profession.
The downside of using it is whenyou try to sell it.
It's a problem.
And I knew that, but I just feltlike.
At the time, it was worth thetrade off because it would give
me instant credibility.
That I wouldn't have had if Ijust picked a name that
connotated quality or service orsomething like that.
(05:03):
So that's why I chose the name Idid.
Beverly (05:04):
Beverly
It's so interesting to me whenpeople have a legacy to live off
of, to be able to use that in away that's powerful.
To give you that credibilityimmediately was amazing.
That's a great choice, Betsy.
I think that's a great choice.
You can always change your namelater once you're established.
You're not forever beholden tothe name.
I worked for a dentist who waslike, his last name in DDS for
(05:25):
50 years or something, and thenhe changed his name two years
before he sold.
So you can change it.
Don't feel like you're beholdento that.
I changed my name this year fromBC and Associates Marketing for
that exact reason.
I didn't want my name associatedto it in case, whether it was my
children ended up taking it overor I sold it or whatever.
I wanted them to have it awayfrom me, although I still am
(05:47):
very much in front of thebusiness for now.
Betsy (05:49):
It's a great question to ask'cause when I started the
property management company, Iused the same name and then the
referral company, the samething.
But then when I started the realestate school, the real estate
school, it's the whole state ofFlorida.
We can service any customer,anybody that wants to get their
license in the state of Florida.
It's our region.
So that one is called the RealEstate School of North Central
Florida.
Be (06:09):
Beverly
transformation you offer, andgive us an example of what it
looks like to work with Pepinerealty with you.
Betsy (06:17):
Betsy
So my customers are my agents.
And my staff.
As any business owner.
Beverly (06:23):
Beverly
Betsy (06:23):
Their customers are the buyers and the sellers.
Okay.
So most people assume that mycustomers are the buyers and the
sellers.
And they're not at all.
They really aren't.
If I don't have agents andstaff, no one gets paid, the
business isn't running.
My role has changed and evolvedover the years.
'cause I used to be inproduction and now I'm not.
But for my buyers and sellers,and when I interview agents to
come with us.
(06:44):
Most people think of real estateliterally when they've done
surveys.
We are one step up in reputationof a used car salesman.
Realtors are.
And that's very sad.
We've done it to ourselves.
But it's very sad.
And it's considered a verytransactional business.
And I don't even view it thatway.
I don't look at myself as abusiness that sells houses.
We are in a relationshipbusiness.
(07:05):
How many times have you moved?
B (07:06):
Beverly
Betsy (07:07):
And you know that number, right?
It's a life event.
Yes.
And that's why I call agents.
It is a life event.
Yes.
But.
It is always precipitated byanother life event.
Beverly (07:17):
Beverly
My husband's military, so hisjob has required us to move.
Or with my mother, when I was akid, she got a divorce and had
to move to a place.
So yeah, there's always beensome element of life happening
Correct.
Betsy (07:28):
I had define a life event as something that you remember
in five years so I tell agents,okay, so you've got.
Your seller, right?
They have the life event ofselling their home and the life
event that's precipitating theneed to sell the home.
On the buy side, you have thesame thing.
Their need to buy a home andtheir life event.
So you have four life eventsthat you are the mediator of.
That's what you're selling.
(07:49):
You are managing their stressduring one of the most stressful
times in their life, and theywill always remember that.
So that's what we sell.
We sell the experience and we'reselling a long-term
relationship.
I tell agents and I tell endusers, I don't care.
If you ever buy or sell from us,I really don't.
My only goal is to establishtrust with you, because I know
if I establish trust with you,then when you are ready to buy
(08:12):
or sell a house, or when youknow somebody that's ready to
buy or sell a house, you willfeel compelled to share my name
with your sphere.
That is my goal.
I remember maybe three yearsinto my career, I got a call
from an elementary school downthe street, and they said that
Savannah needed picked up fromschool.
And I said, sorry, you must havecalled the wrong person.
And they're like no.
Their mother, puts you down asthe emergency contact.
(08:34):
That was my buyer who I hadhelped buy a home three months
before.
And she thought enough of ourrelationship to put me down as
her constant contact.
I felt so honored by that.
Like that is success.
So that's the kind ofexperience, that's the goal that
I have for when somebodyinteracts with one of our
agents, that's the kind ofexperience that they have.
Beverly (08:57):
So many of the clients that I work with are in a
service-based business where itis much more about
relationships.
Like for us, when we work with aclient, it's not about marketing
necessarily.
It's about their confidence andtheir clarity and their
visibility and how they show upin the world.
And you can say it's about a newwebsite or some of those things,
(09:17):
but it's about much more thanthat.
So people who I love to workwith are exactly people like
you, Betsy, because youunderstand the actual
transformation that's happening.
And I had never thought aboutthe life thing that had to
happen before the move, like whyit's so emotional, why it's so
hard?
There's a lot of loss and griefwhen you leave.
For us, we leave entire states,so we're saying goodbye to
(09:38):
people.
We're brand new and I can't tellyou how many times I've asked
like my neighbor or somebodywho's a stranger to be my
personal emergency contact.
It's been interesting because Ihave no one.
So I'm like, would you mind Ihave to put this name down on
this paper for school?
But it is scary and you don'tknow a lot of people and you
have to build trust reallyquickly.
And our real estate agents.
We've never really probably metthem in person before.
(10:00):
We've actually used them in thestate that we're in and they've
done video tours and we'vebought houses unseen only
through video because of thenature of us being across the
country to make this move.
So the trust you have in someoneto give you the right advice.
For this probably the mostexpensive thing you will ever
buy.
For those listeners who arehearing this and you serve
(10:21):
people and you have a product ora service, but what you actually
do is something far deeper.
If that insight feels real toyou, I would love for you to let
us know in a review.
Hey, that's me.
I'm that person.
I do more than just sell aservice.
It's about a relationship.
It's about.
Confidence.
It's about believing inthemselves, all kinds of things
(10:41):
that you have happen when youactually work with, I feel like
the actual end consumer or evena business owner in that sense.
This Season we're all about thebrand activation, so how a brand
comes to life and I'm imaginingit has evolved quite a bit for
you over the years.
What do you think a brand is andhow do you think you embody
that?
Talk about that a little bit.
(11:02):
Was it instant?
Was it something you had to getused to?
What was it for you?
How did that come to life foryou and how did you develop that
over the years?
B (11:09):
Betsy
I love those classes.
So I knew a little bit aboutwhat I needed to do.
I picked the colors.
I picked red because I just feltlike it was a very strong and
empowering, confident color.
Red stands out from a mile away,so that's why we did red.
Our signs are reflective atnight.
And so people always say, I seeyour signs everywhere.
We're the only ones that glow inthe dark at night.
(11:30):
So we're getting that much moreexposure at night as well, and
it costs so little to do that.
I didn't have core values.
I didn't have a missionstatement.
I read so many business booksand I knew that was important,
but I don't know what I wasthinking.
I probably was thinking that'sfor big, ge that's not for
somebody like me literallyworking outta my garage.
But it wasn't until my firsthire, my first hire was not an
(11:51):
assistant, it was a marketingmanager.
'cause I knew how importantmarketing was.
But she left me to my competitorthe two days before I was going
on a cruise.
And I was like, oh my gosh.
She said the reason why she wasleaving, she, loved me, blah,
blah, blah, but she didn't see apath for growth, which there was
none.
We were six people working outtamy garage.
There was no path for growth forher.
She was the only admin.
(12:12):
She said, we didn't feel like afamily.
And there was no opportunitiesto volunteer in the community.
And those last two were reallyimpactful to me because I had
come from pharma in the ninetieswhere that was not modeled for
me.
You left your family to go towork, and you went home to your
family to then volunteer in thecommunity.
There was a pretty hard line inthe sand as to what your
(12:34):
employer provided and what youexpected and what your home life
provided.
At least that's what I thought.
And this woman was telling meshe wanted those merged, so it
was very eyeopening.
So I actually got myself a coachafter that discussion and he's
Betsy, you gotta go big or gohome.
I'm like I'm already home.
I'm literally physically workingoutta my garage.
Let's go big.
(12:54):
So he helped me and the firstthing he said is, okay, tell me
your mission statement.
And I didn't have one and Ididn't have core values.
Hindsight, I should have donethat, in step one.
And I wish I'd done thatearlier.
I was only maybe a year or twoin, but still.
And then that gave me thefoundation, I didn't understand
how much that drives everything.
Because then I came up withclient avatars, staff avatars I
hire and fire by our corevalues.
(13:16):
It's just a filter and itdecisions become so much more
clear.
So that really helped my brand.
And then I think the other thingthat was maybe not traditional,
at least where I am, that helpedme with my brand image.
And again, because I was a onewoman show, I got endorsements.
And I think that might besomething that's a strategy
(13:37):
that's overlooked in realestate, I got Barbara Corcoran
to endorse me and I'm incommercials with her and having
that run on our local TV just.
Maybe it's smoke and mirrors,truly, but people associate you
with her success.
So that I felt like reallyhelped me grow more quickly than
(13:57):
it would have if I didn't havecelebrity endorsements behind
me.
I had three different celebrityendorsements and I still have
them, and I don't really feellike I need them as much
(15:15):
anymore.
But if you wanna boost, thatmight be a way to boost your
credibility and the confidencethat other people have in you
because you do get associatedwith their success.
Be (15:26):
Beverly
done endorsements.
I've, obviously testimonials,case studies, portfolio, all
kinds of stuff.
How did those endorsements work?
Bet (15:35):
Betsy
I happen to love Dave Ramsey.
I love and teach his concepts offinancial peace.
And and I teach it to my agents.
I teach it to recently releasedprisoners, women prisoners who
have come out because those areskills that everyone needs that
are not being taught in schools.
So for his endorsement, it wasquite a lengthy interview.
(15:56):
You had to show knowledge of hisproducts and his values and that
you understood them and becausehe wants people to espouse those
values when people call him andhis network asking for an
endorsement of an agent.
So I had to do that interviewand once I got in, they only
take, I think, three agents permarket.
Okay.
And then you pay, it changes.
(16:18):
The program's changed over theyears.
Currently you pay a smallmonthly fee to be in the
program.
And you have to commit to a onemonth coaching call with his
staff.
And then there's a ton ofmetrics that you have to report
because he wants to make surehis customers are serviced.
So they track how quickly didyou respond to the customer?
How many times did you respondto the customer?
Nice.
Did they end up using you?
(16:39):
All that stuff.
And they get a very nicereferral fee.
So that's how that works.
But like the Barbara Corcoranone, that's a relationship that
the agent that I was using tobuy my radio and television, he
had that relationship.
And so she works differently.
There's a, I think they call itlike a publicity fee or an
endorser fee.
It's a monthly fee that you payand it can range.
(17:00):
I think a low fee would probablybe$500 a month.
Beverly (17:03):
Beverly
Betsy (17:03):
Up to thousands a month.
And then you pay for like theradio ad or you pay for the
commercial to be shot and theadvertise like the space on the
network.
Be (17:12):
Beverly
I talk about collaborations andpartnerships all the time.
But to be very intentional inusing your marketing dollars, in
the collaboration andpartnership.
To help build your authority andbuild awareness.
Because I'm sure that DaveRamsey also has some kind of
site where it says real estateapproved.
So you're getting in front ofpeople who are already
associated, that are very moneyminded now.
(17:32):
How did you learn about thatidea?
Where'd that come from?
Betsy (17:35):
I am incessantly curious, so I'm always looking at new
things and so, I stumbled acrosshim.
I used to follow him, I listenedto his podcasts.
I've read all his books.
I have visited his campus.
So I think it was just throughassimilation of knowing Yeah.
Him and his brand.
And I knew that he made hismoney in real estate before he
launched the podcast and theradio and all that.
(17:57):
His money was made in realestate.
So I think that's why I probablyknew him just'cause we were in
the same space.
Beverl (18:02):
Beverly
You have this very largeconglomerate of all these
different aspects of realty.
But I feel like realty is a bitof a crowded marketplace.
There's a lot of people puttingup signs in people's yards.
I love the idea that you have aglow in the dark.
That's amazing.
Yeah.
What unique value do you thinkyou really lean on to
differentiate yourself?
Like how is that in yourmessaging and in how you show up
(18:23):
as a brand?
Bets (18:24):
Betsy
The distinguishing feature of mybrand from the buyers and the
sellers would be buyers, it'shard because they're not even
from our area, so they're justlooking online.
And buyers, sadly choose arealtor primarily.
If you have access to the home.
So it's a commodity.
But you can still differentiateyourself.
So for example, one of thethings we have is access to
(18:45):
inventory that's coming onto themarket.
Buyers love that because if agood home comes onto the market
priced well, it's gonna go veryquickly.
So they want access to homesthat are coming soon.
So we have a mechanism tocollect those and they can get
on a mailing list and get thosefrom us.
So that's one way we candifferentiate ourselves from the
masses.
When I first started realestate, Zillow didn't exist.
(19:06):
So now the more the public hasaccess to our data, the more we
have to keep creating value inother ways.
And that's why it's so importantthat you form this relationship.
So the value proposition is,Hey, I can show you homes that
you'll never see on mls.
Yeah.
If you're an investor, Ipersonally invest, I've got a
whole Airbnb arm that can helpyou with your Airbnb.
We offer the one-stop shop, soyou don't have to go find your
(19:28):
lender.
You don't have to go find atitle company.
And a lot of our agents comefrom being clients.
You're interested in realestate, come join our real
estate school.
So being able to offer the wholespectrum of services is a way
that we differentiate ourselves.
But if you ask the public, itwould be in the branding we have
a high end feeling brand.
We are very consistent.
You have brokerages out therewho let their agents do anything
(19:51):
they want.
Even though they're under theirumbrella, which is fine, it's a
different model.
In my model, we're gonna havethe same business card, we're
gonna have the same yard sign,everything looks identical
because it comes out of the sameshop.
I mean it's'cause I have amarketing background and why not
leverage that brand?
but some agents don't like that.
And when you asked me at thebeginning who my customer is,
for me it's the agent and wedifferentiate ourselves from
(20:14):
other brokerages, hands down byour level of training with our
agents.
So many of the models now areinternet based.
Your brokers, 600 miles away,you never meet them, you don't
know them face to face.
So we are all about rigoroustraining.
You are gonna be a top solidknowledge based realtor when you
go through our program and that,and agents come to us for that.
Beverly (20:35):
Beverly
So this so one of the thingsthat we talk about a lot from a
specifically female founders,consultants, coaches, creatives
in those spaces is the idea ofconfidence.
So what does confidence looklike for you as a business
owner?
And can you share a moment whenyou realized you were truly
showing up with it?
Betsy (20:53):
For me, they say fake it till you make it, but true
confidence, you cannot fake.
And it's different thanself-confidence is different
than self-worth.
You can have a lot ofself-worth, but very low
self-confidence and vice versa.
Because I'm so obsessed with myagents being trained thoroughly,
they tend to be very confident.
Every Tuesday we have a teammeeting a company meeting, and
(21:14):
one of my favorite parts aboutthe meeting is the section where
we call them learnings andeverybody shares what their big
learnings were from the weekbefore.
Those learnings, by moststandards in other companies
would be called utter andcomplete failures that you never
want to share with anybody.
And we come and I participateand I share with the group what
(21:35):
mistakes I made to everybody sothat they don't have to make
them and that they can learnfrom them.
And it's almost like a friendlycontest who can bring the worst
mistake instead of beingsomething that's shameful and
you you're so embarrassed andyou wanna hide from.
So we learn.
'cause that's the only way youlearn.
And if you're sitting in thatroom, you are not gonna make the
(21:57):
mistake I just made because youjust heard me say it.
Most other companies, every newagent's gonna buy their customer
a washer and a dryer or arefrigerator in their first year
because they forgot to add it tothe contract.
But my agents don't becausethey've heard us say that so
many times.
So by sharing and beingvulnerable with our mistakes
makes them and myself so muchmore confident.
(22:20):
'cause I don't care.
It doesn't bother me that theysee that I'm human and make
mistakes just like them.
So I think that's the biggestthing that's probably given them
confidence because they haveaccess to so much more than most
agents who work in silos anddon't share the mistakes that
they made.
Be (22:39):
Beverly
people when I first started mybusiness to bounce the mistakes
off of, because the struggle isreal when you're starting out or
even when you're doing it for 10years.
There's still things that youcan learn from other people.
I teach my son all the time, andI've said this before in the
podcast, so for my listeners,forgive me if you've heard the
story before, when you go to themovies, you see a really well
(23:01):
produced movie.
You see somebody who has ascript, you see a director, you
see a choreographer, you seesomebody who does makeups of
lighting.
Everything is so good.
They practice their lines.
They get there and then they dothe scene and they cut the scene
and they say, oh, you know what?
Lighting wasn't perfect.
We need to change that.
Or, oh, that person flubbed theline.
They do a miss take.
(23:21):
And the idea is that they haveto keep taking those takes until
they get the right take.
And how could we, as humans, andas entrepreneurs, and as women,
think that we're gonna get itright the first time when we
don't have a director, a writer,a makeup person, a lighting
person?
How do we think that why do weput that kind of pressure on
ourselves?
So the mistake is okay, we gottafix this thing.
B (23:42):
Betsy
who have failed the most.
Sarah Blakely?
Oh, yes.
Sarah Blakely, the founder ofSpanx, her dad, every night at
dinner would ask her and hersiblings, how did you fail
today?
We could celebrate that.
What a wonderful world we wouldbe living in.
Beverly (23:56):
Beverly
For those of you that arerecovering perfectionists and
have imposter syndrome and allthose things, this would be a
lovely way to reframe thatmistake.
You talked about how Zillow haschanged some things and things
have popped up over the yearsthat have really redefined how
real estate is, how do younavigate the pressure to show up
online now?
Like it's a very real thingwhere you have to be present.
(24:17):
You're doing this podcast I'massuming because you're,'cause
you're showing up online.
So talk about that kind ofmarketing process for you in
this time, this age right now.
Why that's important.
Betsy (24:28):
Betsy
People find their houses online.
They just do.
It's even less than word ofmouth.
I think there are someindustries that are still Oh,
yeah.
A doctor, right?
You're gonna get word of mouth.
But for real estate, they'relooking online every day.
It's absolutely imperative to beonline.
I personally hate social media.
I don't like social media.
(24:49):
I don't like what's it's doingto our country or to our
children and all of that.
But I understand from mybusiness, I have to be on.
So for me, what I always say,okay if I know it's a
non-negotiable, how can I makeit work for me so I stay in my
lane and I outsource it?
It would kill me if I had to goonline every day and post and
comment and, do all of thethings that you have to do to
(25:11):
stay relevant.
So I hire companies and staff tothat.
They love doing that, right?
So that's what I do.
You have to do everything.
But as you grow I highlyrecommend you figure out what
your unique ability is, what youlove to do, and what comes
naturally to you.
Stay in your lane.
Hire the experts to do what theylove to do.
(25:32):
Even if it cost you a littlemore than what you think you're
willing to spend, the amount offree time that frees up for you
to do what you excel at will payoff.
So I stay in my lane and I hirethose things out, but it's not
like I ignore it.
I absolutely know how importantit is, but I know I cannot do it
myself.
Beverly (25:50):
But it seems like to me that you found a way that feels
natural for you to show up.
Do these podcasts, get thesnippets, share those snippets.
This feels okay to you?
This feels genuine to you.
This resonates with you.
Betsy (26:03):
Betsy
One-on-one I love and, it tookme a long time to even admit it
to myself for years.
I forced myself to do all of theposting and commenting and the
emojis and all of that.
And people love it.
And I think it's great thatthere's people out there that
love to do that.
It's like brain surgeons.
I'm glad someone likes to dothat.
I don't.
So it took me a long time.
To be okay with myself and say,Betsy, there's nothing wrong
(26:25):
with you.
You just know that's not in yourwheelhouse.
That's not what you enjoy doing.
And yes, I have found this Ilove, and this to me does not
feel like work.
It doesn't feel like I'm sellingmy soul.
And so I can do it.
And the other parts that I justdon't enjoy doing, I hire out.
B (26:40):
Beverly
So based on that too, like thehiring out and the systems, you
have a multifaceted business.
So what systems, what processes,helps you stay connected?
Is there like a magical systemthat's changed everything for
you that you guys use?
Betsy (26:55):
So the overarching system that I run my company on is a
platform called EOS.
That's been a life changer.
I implemented that four yearsago.
I've been in real estate 20years, again I'm a late bloomer,
so I wish I had implemented somesystem earlier on, but that
really gives you theinfrastructure to expand and
grow.
And systematize things.
(27:15):
So that's been life changing
Bever (27:17):
Beverly
Really quick.
EOS is entrepreneur.
Operational system.
Operating system.
Yeah.
Something around those lines.
It makes you really accountable.
Make sure you have your visionand your goals.
You have touch points with yourteam.
Often you have like these goalsyou have to do.
There's some shared languagewith people who do EOS.
We know all the things that kindof related to it, but it does
(27:37):
create a container For you togrow.
So if you're looking to go tothat next level beyond, you
definitely do some reading.
Betsy (27:44):
Betsy
B (27:45):
Beverly
Betsy (27:45):
Betsy
Beverly (27:46):
Beverly
Traction by Gino, which would begreat just to dip your toe in
and see if it makes sense toeven go further with that.
The other thing that I thoughtwas really powerful, you said
earlier was it helps you makeyes or no decisions.
It becomes very clear whetherthis is going to work or not.
When you have systems andprocesses like EOS are they
fitting the core values or arethey're not?
When you start to remove allthose extra decisions, it makes
(28:08):
being an entrepreneur fareasier.
When you can simplify in thatway.
And it doesn't mean that youdon't care.
But there are systems in placeon purpose and what works for
your business is very importantto honor.
For listeners who maybe are atthat time of like maybe growing
that these systems can makethings easier for you.
My project management systemchanged everything for us.
So you have to find the systemthat works for you that makes
(28:29):
sense.
We use a lot of those socialmedia tools as well that can
automate and do all the kinds ofthings to like post at the right
time and all the things, butyes.
Systems, ugh, they're great.
Bet (28:40):
Betsy
Was in production, I thought, ohI can never give up my own
clients'cause they're hiring meto list their home.
And no I haven't personallylisted a home in years and it's
fine.
As long as you manage it and youhave systems and you've trained
them to do it your way it'sfine.
Beverly (28:56):
Beverly
I started off as a social mediaperson.
I was like the edge of whensocial media first started, I
was right there and I did socialmedia.
I really developed my socialmedia marketing skills and all
that.
I don't post any social mediaanymore except for my own.
Maybe occasionally I'll post oneof my posts, so it's interesting
how you can move away fromsomething that was so important
and you were really good at thatsomebody else can.
Maybe be better than you.
'cause these young kids, theyknow social media a lot better.
(29:19):
Oh yeah.
They're native to it.
Whereas I learned it as it wasdeveloping.
So we're gonna shake things up alittle bit from this point
forward.
It gets a little bit, more funand just we have a rapid fire
section called the Magic HatRound.
So I have a purple, shiny magichat here.
lots of different questions.
And I let The hat decide whatwe're gonna talk about.
What's been your biggest ahamoment as an entrepreneur?
Bets (29:41):
Betsy
Probably the whole concept of,and it's a book who not how, and
not having to wear all the hatseven early on, there are people
and free resources, so many freeres resources out there that can
help you.
So you really don't have to wearall the hats.
And it's in our best interest tofocus on what we do best.
Beverly (30:02):
The zone of genius stay there.
That's where you're meant to be,for sure.
What is the moment, what was themoment you realized your
business was successful?
B (30:11):
Betsy
then you can go out on your own.
So I went out on my own onlybecause I don't like to work for
people and I didn't care aboutnumbers.
I didn't look at numbers.
And my first year out, it wasaround 12 months, 13 months out,
my old broker texted mecongratulations.
You're doing great on yournumbers.
I hadn't run my numbers and Iran my numbers for the first
(30:31):
time and I was number one in mymarket.
And I couldn't believe itbecause I didn't even look at
numbers.
Like I wasn't doing it for thenumbers.
I just did it because I don'tlike to report to somebody and I
like to make decisions on myown.
And that's when I knew'cause Idid worry will somebody use me?
'cause I'm not associated'causeI was with a franchise.
Will somebody use this localcompany, which is a one woman
show working out of her homeversus a franchise?
(30:53):
So I realized, okay, yeah.
I'm gonna make it.
Beverly (30:56):
What fear have you had to overcome to grow your
business?
Betsy (30:59):
Betsy
Everything, fear of failure.
I don't even see failureanymore.
But at the beginning I was veryafraid of failure, but now I
just look at everything as anopportunity to learn and grow
and yeah, I might have to pivot.
It might not turn out the way Ihad hoped, but I will have
learned something reallyvaluable that I get to take with
me.
So I don't even feel like I havethat as a fear anymore, which is
(31:20):
very liberating.
Beverly (31:21):
Beverly
I think once you work throughfear enough, you realize you
trust yourself to handle almostany situation that can be thrown
at you.
So share a fun fact about yourbusiness that even your most
dedicated clients might not knowabout the behind the scenes of
what it's like to be part ofyour organization.
Betsy (31:39):
I am in mastermind groups with colleagues across the
country.
How many times do we getthreatened to be sued?
And knock on wood, I've neverbeen sued, but you get blamed in
the transaction.
It doesn't matter what happened,they blame the agent, and I was
shocked.
Stuff we have nothing to dowith.
The agent gets blamed
Beverly (31:56):
What I've realized is you're just the face of the
transaction.
B (31:59):
Betsy
that is transacted is comingdirectly out of.
Somebody's pocket.
So it's not like some bigcorporate budget and Yeah.
Oh, whatever.
It's directly impactingsomebody's take home pay,
whether it's the agents or thecustomers.
Beverly (32:16):
Beverly
What's a decision thatcompletely changed the
trajectory of your business?
Be (32:22):
Betsy
production that just totallychanged my life and my business.
Beverly (32:28):
Beverly
That was a huge decision and Iactually went to it kicking and
screaming.
I didn't wanna hire anybody'cause I didn't wanna deal with
the drama of having somebody onmy team.
But it really was the thing thatchanged everything.
'cause then I had to have asystem and then all the things
changed.
So yes, I would agree with thatentirely.
That is the end of the magic hatround.
I also have a magic wandbecause, I'm a very godmother of
(32:48):
brand clarity, but what thiswand does is help us, us travel
back and forth through time.
It helps us travel back to time.
When I wave it to when you were18, what is one piece of advice
you would give 18-year-oldBetsy, that you wish she knew
now?
Betsy (33:01):
Betsy
It'll all be okay.
Bev (33:03):
Beverly
That trust and not the fear.
Betsy (33:06):
Betsy
Bev (33:07):
Beverly
Betsy now?
Betsy (33:10):
Betsy
I think she would just be veryshocked and surprised that she's
living the life she's living in,the hometown that she was living
in, doing what she loves to do,because 18-year-old Betsy
thought the only way to make agood living and to be.
Accepted is to be a physician.
That was my family's very strongmessaging to me as a kid, and I
(33:32):
fought that for a long time.
The inferiority felt inferiorbecause everyone in my family as
a physician, and I chose not tobe.
Be (33:39):
Beverly
To go against this familytradition.
That and go against the grain.
Good for you.
That you made the choices thatwere better for you.
I tell my clients all the time,we're in a time where you can
build the exact bus businessthat's meant for you
Betsy (33:54):
Betsy
Beverly (33:54):
Now go, I wanna wave a one and go forward.
Lots and lots of years forward.
Decades and decades, obviously,everybody to the end of your
life and people are gonna giveyour eulogy.
And what is the thing thatthey're gonna say that Betsy did
and what impact is Betsy gonna,have made on the world or in
work?
What is the most important thingthat you wanna leave behind?
What's the legacy you wannaleave behind?
Betsy (34:14):
I wake up every day with the goal of positively impacting
one person's life that day.
Cause if my presence doesn'tpositively impact those that I'm
around, why am I there?
So I would hope that peoplewould give examples of that.
And how I did that in theirlife.
B (34:33):
Beverly
You can't change the worldwithout the one person at a
time, yeah.
You can't do that.
Okay.
My last question is, what doeswickedly branded mean to you?
So what does that phrase mean toyou?
And then how do you show upspecifically as that?
And what advice would you giveour listeners to be more
wickedly branded?
Betsy (34:53):
I was not familiar with your brand until I saw it on
PodMatch, but I loved the energythat it gave.
And it reminded me of the playWicked.
Bev (35:03):
Beverly
Betsy (35:05):
Betsy
I like, it's pink.
I associate with females and I'mvery pro female and love to
empower women.
So I was drawn to that.
So, to me, it's intentionalmarketing.
It's strategic marketing.
It's not just doing it becauseyou checked off a box and you
had to do it for your brand, butit's doing it very intentionally
and very effectively.
(35:26):
So that's what that means to me.
Beverly (35:28):
How do you show up as wickedly branded?
Betsy (35:30):
Oh, I definitely think, EOS.
I mean we're very intentionalabout our messaging, our avatar.
Our three differentiators foreach of our target audiences and
then how that message iscommunicated out.
So we're very intentional aboutthat.
Beverly (35:43):
And what's some advice you would give to our listeners
to be more wickedly branded?
How can they show up moreintentionally?
Betsy (35:49):
I think they have to have the knowledge.
And you have a background inmarketing, clearly you would be
a great resource for them.
I had a background ineducationally in market.
And self guidance in terms ofjust listening to every podcast
I can and reading all thesebooks.
But if you can't hire somebodylike yourself, I would
definitely join masterminds thatthose have been instrumental to
(36:10):
me, not only in your industry,but in your in marketing,
because everyone needs to havemarketing in their company.
So join those.
You'll learn so much from yourpeers.
And you're not competing withthem, so everybody shares.
B (36:22):
Beverly
So Betsy, where can listenersconnect with you and know about
your work?
We talked about earlier was thatyou have a book too.
Talk about the book a littlebit, because I know it's not
like exactly related to thebusiness, but it is related to
the business in some way becauseit comes from you.
So talk a little bit about it.
Betsy (36:37):
Nowadays, a lot of people write books as a lead gen for
their business.
Which I think is a great move.
I didn't do that.
It was a passion project ofmine.
The book is called BreakingBoxes, dismantling the
Metaphorical Boxes that Bind Us.
And it's my journey of breakingout of these boxes that I felt
confined in and still sometimesfeel myself confined in boxes of
the attitudes, opinions andbeliefs of family, of origin, of
(37:00):
gender, of industry, of our peergroup, of our religion.
We're coming at so manydifferent things or telling us
what to believe, how to act, whowe should be, how to live.
And so it's my journeyuncovering what those boxes
were.
Were they still serving me?
And if they weren't, why was Istill staying in them?
And how do I get myself out ofthem?
It doesn't tie directly intoreal estate, but we're all
(37:22):
people, so it does tie intoanybody.
That's human.
But that's the book.
People can find me.
I've made it very simple.
My last name or my name BetsyPepine.
So my website, BetsyPepine.com.
My books on there, my course ison there.
And more information about me.
Then I am on all the socialchannels.
I have somebody feeding thosesocial channels, so don't expect
me to be personally, I'm gettingback to you, but my team does.
(37:44):
And I'm on all those channelswith my name at Betsy Pepine.
Beverly (37:48):
Beverly
This has been a really greatconversation, Betsy.
I'm so glad you joined me today.
It's always great to geteverybody's opinion.
This is one of my favorite partsof my work is to spend time with
people like you who are doingthe things and making things
happen and growing and justbuilding with intention is
amazing.
For my listeners, I really hopetoday's episode sparked
something for you.
Maybe gave you a new idea, butmost of all inspired you to take
(38:12):
some action today.
Do one little thing, one step.
Because here is what matters themost is your message matters.
Your work matters.
And the world isn't waiting tohear what you have to say.
Marketing isn't just aboutvisibility, it's about the
impact you can make.
And Betsy's making a lot ofimpact in both Central Florida
for her community.
(38:33):
She's making impact with thebuyers and sellers her agents,
and even in her community withher nonprofit that visibility is
so important.
So it's about connecting withthe right people that feels
really true to you, helping thepeople that matter, work with
people that matter.
So just keep showing up, keepsharing your brilliance and keep
making magic in the world.
And hey, if you ever feel stuck,know that you don't have to go
(38:55):
it alone.
We're here to help you findclarity, help you with your
mission, help you with your corevalues, and help you with the
clarity and confidence andmomentum you need to make a
bigger impact in the world.
So until next time, I would lovefor you to dare to be wickedly
branded.
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