Mastering the Art of Real Estate with childhood friend, Elizabeth Andrew, Tech CEO, Co-Founder, and 5x Sales Leader

Episode Transcript
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Speaker 1 (00:37):
Welcome to Master in the Art of Real Estate. I'm
your host, Debbie Demagio, and we are here today with
my very good friend Elizabeth Andrew. Let's bring her in. Hi, Sweetie,
how are you God?

Speaker 2 (00:52):
How are you good? Good?

Speaker 1 (00:55):
So you're del Mar today? Is that where you are today?

Speaker 2 (01:00):
I am. It was so fun to see your intro
there with the all of her childhood haunts. Exactly.

Speaker 1 (01:07):
It met more to you, met obviously more to you
since that's where we grew up, and I know I
thought it would be really fun, yes, Winterfield and everything else.
So Elizabeth, I'm gonna call her Lizzie because I won't
be able to say Elizabeth. So Lizzie and I grew
up together from Junior High on up in Piedmont, where
the town we're from, and Lizzie has I have three

(01:29):
favorite stories that I love to hear, and I could
hear them over. One is your story. It's incredible and
I can't wait for you to share. The second story
is a friend who escaped from me Ron, which is
just it's so fascinating and she rose and I would
love to introduce you. And there was one other story
and I'm blanking on it right now. But let's introduce

(01:50):
to Elizabeth and hear her story and her rise, her.

Speaker 2 (01:54):
Bottom to down and up?

Speaker 1 (01:58):
Was it up and then down and up again?

Speaker 2 (02:00):
So?

Speaker 1 (02:01):
Elizabeth Andrew is a former tech CEO, co founder, and
five time sales leader who has built, scaled and atis
advised high growth companies high growth companies. As creator of
the four by four Method, Elizabeth reveals the playbook used
by tech leaders to turn ambitious goals into reality. At
a time when millions feel stuck in soul crushing careers,

(02:23):
struggling with financial uncertainty, and searching for purpose, The four
x four Method offers a game changing approach treating personal
and professional growth like a high growth startup. By combining
elite business strategies with a proven execution framework, Elizabeth empowers
individuals to build unstoppable momentum and achieve their boldest aspirations.

(02:45):
With a track record of scaling companies, building billion dollar ventures,
and inspiring audience through TEDx Talks, Elizabeth has also established
herself as a leader, motivator, and role model with her
inspiring story of career re entry, breaking into the San
Francisco texting at nearly fifty with no prior tech experience

(03:05):
after a seventeen years as a stay at home mom.
Her journey is a testament to resilience, reinvention, and the
power of ambition. Now she is sharing her expertise through
coaching masterminds and the four x four Method, helping ambitious individuals, entrepreneurs,
and professionals unlock their full potential. Through her work, Elizabeth

(03:26):
empowers others to embrace bold moves personally and professionally, push
past limitations, and build the future they deserve. Her story
proves that it's never too late to start something extraordinary.
So welcome Lizzie. This is just I love this story.
So before we go into the four by four method,
which everyone's going to want to learn about. It was

(03:47):
so amazing when I heard heard about it. It seems
so simple, but you have to today. I wrote a quote
that said action creates transformation. And although it's a simple
four x four method, there's a lot that goes into it,
and you have to act in order to transform. But
I love it. So let's talk about let's I guess

(04:08):
we can't. Let's start where you were living in Connecticut.
Why don't we start there? You're married, you're a stay
at home Mom, you're having this amazing life. If we
can start there and then go to how your rise
and then your fall and then your amazing rise again.

Speaker 2 (04:24):
Yeah, In fact, I might give you a two minute
overview before that kind of what got me to Connecticut.
And you know, of course, you know, growing up in
California and in the Bay Area, and after college I
was working in the financial services investment industry in the
mutual fund space. I had been at Franklin Funds and

(04:47):
then Wells far Grasset Management, and I was on the
founding team that took the very first mutual fund company
from zero to billion dollars. For Wells Fargrass Management, it
was the over Express Funds and the reason I go
back as far as because this is really the foundation
of everything. And after building the inside sales organization for
Wells Fargo, I ended up getting transferred to the East

(05:10):
Coast to open up the New England region. That's the
investment capital of the world. So that was the last
region we went into. So they asked me to go
break into that, and so I did. I took it
from zero to seventy million, calling on stockbrokers. I you know,
it's funny because I mean, I was the only woman
in the room. They were all white men that looked
like my dad. The investment out there. But when I

(05:32):
moved east, my family said go for two years, have
a great time, don't fall in love, and I ended
up marrying a New York Italian character, you know, and
like most you know, late twenty early thirty year olds,
I didn't listen to my parents, and I ended up
moving down to Connecticut and becoming a seventeen year state
at home low. So, you know, that early career that

(05:53):
I had was such a foundation for everything I've done
in my career, as I had learned how to build
from the ground up, you know, I had learned I'd
built companies from the best in the industry. I learned
how to build and sales regions from the ground up.
So I ended up, you know, in Connecticut, had a
wonderful time raising my three beautiful children, and loved the

(06:15):
opportunity to spend half of my adult life on the
East Coast. It was such a different experience. But in
two thousand and eleven, I was on the East Coast
for twenty years. In twenty eleven, we ended up moving
back to the Bay Area, I you know, like a
lot of people, it's a very common story really around
that two thousand and seven, two thousand and eight, two

(06:37):
thousand and nine, we lost the you know, the markets
fell apart in the East Coast and we really lost everything,
and so, you know, we were in financial distress, extreme
financial distress. My marriage was unraveling. I hadn't worked in
seventeen years, and you know, it was a time of survival,

(06:57):
survival mode state so many people can relate.

Speaker 1 (07:00):
To, right particularly absolutely.

Speaker 2 (07:04):
So I ended up, you know, we moved back to
the Bay Area, tried to kick start the marriage. That
did not work, and I found myself a single mom,
no child support, no alimony, one hundred percent responsible for
my three kids, and you know, I had to go
back to work, and if it hadn't been for some
close friends and family, we could have been homeless. I mean,

(07:27):
it was really a very tough time, and you know,
I found that I was completely unemployable. I mean I
had at one point, I things had got so tough.
I tried to get a job cleaning houses and couldn't.

Speaker 1 (07:40):
And it was wow, that's incredible.

Speaker 2 (07:45):
Yeah, And so I finally, you know, I got to
a point where I asked myself, how was I so
successful in my twenties and thirties, And it's because I
had a playbook. I created a business point. You know,
every single time, like every year, we had to submit
a full bussiness plan in building our sales region on
what we were going to do. And you know, it's
it's not unlike diet and exercise like you said at

(08:06):
the very beginning, it's it's we all know what we
need to do. It's just executing on it and having
that plan to execute on it. And so I asked
myself what did I do? And I said, well, I'm
just going to create a business plan, our sales playbook
for my job search. And I did, and you know,
I was able to create momentum. And when I think about, like,
let me go back to like building that region from

(08:29):
from the ground up. And I had been trained by
the number two investment wholesaler in the world out of
New York before going out there, and it was as
simple it was field sales, having four meetings a day,
four days a week, have one day for office, you know,
to be planning and scheduling always be scheduled two weeks
out so you never wake up on Monday morning with
nothing to do. You know, those are kind of the

(08:49):
foundations of it. It's much more complex, you know, breaking
down the reson and you know the strategy. But so
that's essentially what I did. It's impossible to get four
interviews when you're looking for a job, but you know,
just networking and going to networking events and that sort
of thing. So I created a whole plan. Ended up
getting my first job on Craigslist, which was crazy. Oh

(09:12):
really wow, Yeah, but you know, I was able to
build momentum on that and ended up becoming a five
time sales leader, three time VP of sales. I've been
through three exits companies like Hello Sign and Dropbox and
Pluma and Tony and Skillsoft and some really great companies,
and then ended up becoming CEO of a tech startup

(09:34):
which I sold last year. And so now I'm rolling
into this.

Speaker 1 (09:40):
Oh my god. All right, well we'll go into that,
but let's let's step back when you were so so
you obviously you had you were very successful in your
early years, which laid the foundation, which is yes, super important.
It's not like you went from I mean, you had
a long break, but you had the skill set you were.
You know, it wasn't that you had just been a
stay at home so hugely impactful when you were starting

(10:03):
to look on Craigslist, share with us because I know
people who were starting at the point where you were.
What were you looking on LinkedIn Craigslist? What were you
looking for? Did you know what you were looking for?

Speaker 2 (10:16):
Well, Craigslist was my first job back in corporate. I
did have a couple I did some consulting gigs, and
you know, you kind of do what you can. I mean,
I did some temp work, and you know, it's that
job that I found on Craigslist. Was at Putnam Investments,
working for their West Region Director of Sales, and it

(10:38):
got me back into the city. It was twenty hours
a week. I was helping, you know, sales enablement for
their sales organization, which I knew. So it was an
easy excuse me, easy transition back into the city. And
I did that for about a year, and that's when
I felt like there's just no fun to be had
in financial services. And so much was going on in

(10:58):
San Francisco at the time, and much energy, and as
long as I'm reinventing myself, I'd have to sit for
licenses again, and all the abs are on the East Coast,
and I didn't want to go back there. And you know,
as long as I'm reinventing myself, why not try tech?
And so I did, and I laughed, Debbie, like I
went from being the only woman in the room in
the investment industry to the oldest person in the room

(11:19):
in tech.

Speaker 1 (11:22):
You know, we have a lot of firsts and how yeah,
so tell us about that. So from Putnam, what was
your next How did you How did you get into tech?
You decided you didn't want to do financial so how
did you get into the tech world? And did you
know that's what you wanted to do?

Speaker 2 (11:39):
Well? No, I mean you know, no, I mean I
you know, for a long time it was survival mode, right, like,
just trying to get back to work. I'm supporting three kids,
you know. So, but I'm also very much of a
lifelong learner, and I become a student of my professions.

(12:00):
So you know, I knew nothing about tech, absolutely nothing.
And you know, in fact, I had a story when
I was raising my kids in Connecticut and I was
I did a lot of nonprofit volunteer work in those years,
which it wasn't until I took all of that off
my resume, until anybody would talk to me in the corporate.

Speaker 1 (12:16):
Really, that's interesting. Do you think that really helped? But
that's interesting.

Speaker 2 (12:21):
Yeah, it's it's so unfortunate because I mean, you I
know a lot of nonprofit work too, write and some
of it is harder than anything I've done professional, right, right,
huge planning and you know, raised a million dollars from
an auction for school and you know all kinds of things,
you know, but that was not valued, certainly not in

(12:43):
the twenty tens. It wasn't valued. And I think we
are getting to a better place in the world where
having a gap on your resume is a little bit
more acceptable than it was then. But you know, at
the time, people would look at my first of all,
I couldn't even get a ready to my resume. But
you know, they think you're out of touch, right, And

(13:03):
that's true. I mean I was. I was not up
to speed on the tech. I wasn't. But you could
learn that in a year. You can't teach twenty years
of experience in.

Speaker 1 (13:10):
A year, right, absolutely, So what was your first tech job?

Speaker 2 (13:15):
So my first tech job was at a healthcare tech company. Yeah,
I got a job at a healthcare yeah tech healthcare
tech company. They had just had a fourteen million dollar raise.
They hired me on to be sales operations, which was
a fantastic entry into tech. I know they did that

(13:35):
because they knew I had all the sales experience and
that I could really help in the enablement space. But
it also got me up to speed with the tools.
So right when I got that job, they sent me
to Dreamforce, which is Salesforce's biggest conference, and I just
I was a spot. I marked myself in the genius car.
I went to the expo floor and demoted every product

(13:56):
on the market. I shwag my kids delighted, you know,
drons and all the stuff you know from a trade show.
But you know, I just I just learned everything I could,
and I think, you know, I think that's one of
the things that really contributed to my success is being
that lifelong learner. And you know, when I was into tech,

(14:17):
then I just started becoming a student of my profession
and I followed news sources tech Crunch. I remember at
one point tech Crunch is you know, there's it's a
lot of tech news and whatnot, and they were having
an event in the presidio. It was like twenty five
dollars and there were food trucks and I just signed up.

(14:37):
I didn't know a soul and I went and I
wandered around and I remember meeting somebody and just moved
here from India in line for a food truck. He
was the CEO of a company that he was building,
and you know, we connected, We connected on LinkedIn. He
didn't hire me, but years later he ended up buying
products from me when I was in sales. You know,

(15:00):
you just it's the it's the networking component and every
connection you make is going to lead to something.

Speaker 1 (15:08):
Absolutely. I love that well. I always talk about looking
for the magic that daily spark, keeping an eye out,
looking for the opportunities. And I love what you did.
And this goes for anyone in it who has a
business service or product is getting out there like you did.
You went to tech Crunch. That wasn't in your DNA before,
that wasn't something that you were you know, I can't

(15:31):
even say passionate about because you weren't there yet. Now
you know, you got there, but you just opened yourself
up and you went and you met people, and you
also got to experience that space. Right, I'm sure there
the people in all your different industries are I mean,
I could imagine the techies looking very different than the
financial people. So you're now in a whole different space,

(15:53):
which I don't know if interrupt me, if you want
to go back somewhere, but all I just had a
vision about when you invited Adam and I to draw Box.
You were I think it dropped, you'd left. You had
went from Hello Sign I think, to drop Box, and
I remember going there and I felt like, I don't
know if I was in a fraternity or sorority and
there and you were wearing jeans and amongst all these

(16:15):
young people, and it was like a Friday. And well,
you tell us about drop Box and that whole experience
of really being in that tech world.

Speaker 2 (16:23):
And yeah, perspective, your.

Speaker 1 (16:25):
Perspective from a person I don't want to say we're older,
but an older perspective compared to a twenty something. But
that was a really fun experience for us.

Speaker 2 (16:34):
Yeah, I mean I loved it. And you know, I
remember so at Hello sign which is an e signature company,
And I should tell you the story about getting the
job there. But I'll answer your question. Like I remember
we were I was employee number forty three. It was
very much of a tech startup. We were in this
like brick building in the Tenderloin and I remember one

(16:56):
day I'm in my jeans and a hoodie and I
talking to the CEO and have you always worn that on?
Ised wear navy blue suits and pantyhose and high meels.
You know it's going to be a commit sales. But
we were selling to to engineers and developers, and we
were selling APIs to engineers. I didn't even know what
an API was at the time, and we don't have to,

(17:17):
you know, it was just a very technical product. But yes,
we got So I was at Hello Sign about four
and a half years and we were acquired by Dropbox.
A couple of years later, when we were a bigger company,
we were acquired by Dropbox. And so to your point,
you know, we had been a very cool startup where
we'd have lunch on Fridays, but it was frugal, and

(17:40):
we get acquired by Dropbox, which is a big public company,
and it's was unbelievable. I mean, they have a Michelin
star chef. It was called you could The tuck Shop
was their restaurant. You know, they had you know, unlimited bar,
all the time, tech toys. I mean it was And
I was leading the sales organization at that point, and
it was really hard to keep people in their seat

(18:02):
because they wanted to. I wanted to go run around
and go to the gym. There were peloton bikes and
you know, there was a room for gaming if you
wanted to game, in a room where you could play
music if you played the guitar like a music studio.
I mean, it was just it was everything you hear
about that time of like Google and drop Box and

(18:24):
all the tech toys, and it was a lot of fun.

Speaker 1 (18:27):
And how are they getting their work done? If they're
doing you just named all these fun things for people
to do, When do they find time for work and
all this? Are they disciplined? Are you on them as
their mother? How does it? How do they get the
work done with all of those distractions?

Speaker 2 (18:41):
You know it actually, I mean it was designed right,
It was designed by these tech companies right because so
many people and this is the I love. I think
you and I are similar in the sense that you know,
I love surrounding myself with younger people. You know, I've
been shouldered to shoulder with colleagues who are my kid's age,
you know, and I can learn from them, and I

(19:02):
hope I can teach them some things. And you know,
there's a lot of energy and this is the first
time in the history of the world that we are
working with five generations side by side, which is a
really interesting time, you know, and that's a big thing
for a lot of people, Like you know, how many
times have we heard people say, oh, you know gen
z or you know, like we can learn from them,
and you know, they can work for us, and we

(19:23):
got to change that mentality so we can all work together.
But yeah, I mean, you know, it was designed by
those big publicly traded companies in tech. San Francisco was
so expensive before the pandemic, and and so one it
could bring really good talent to these companies, right because

(19:44):
you have to pay rent in San Francisco, but they
could offset that by having their meals paid for and
having not having to have a gym membership. And it
also kept people there in the office longer, right because
then at the end of the day they might go
work out and then go to dinner, which started I
can't remember at six or seven. And you know, so
it kept people in the office more so, it was

(20:06):
enabled having all of those distractions enabled the companies to
draw better talent and you know, keep people in the
office more so you know, technically do more work.

Speaker 1 (20:19):
Exactly. That's incredible. So we're going to go to commercial break.
We'll be right back, and then you're going to tell
us a story about Hello Sign, and then after that
we will talk about the four by four method. I'm
so excited. Thank you, Lezzie. We'll be right back. Welcome

(22:49):
back to Mastering the Art of Real Estate. We are
here with Elizabeth Andrew. She's coming to us from del Mar,
although she is national at this point, going around doing
ted talks and speaking, and then she'll be on a
TV show she'll tell us later about. We are going
to talk about Hello Sign and how you got your
job and below Sign and then your journey to a

(23:10):
five time building your startups and.

Speaker 2 (23:14):
Yeah, yeah, yeah, so I had that healthcare I had
that job at the healthcare tech startup, and I learned
a ton there. After fourteen I'm sorry, after a year,
they had raised fourteen million dollars and they burned through it. It
was pretty revenue and went bankrupt. So I found myself
back in a job search, and this point, at least

(23:37):
I had a little bit of tech on my background
in my experience, and so it was a little bit easier,
still challenging. I found a job through another platform and
I got a job interview at Hello Sign and it
was going to be a sales role. I hadn't been
in sales for twenty years. I had never sold software.

(23:58):
I was hired on to a team of Steers, typical
SaaS sales dudes. And the final interview you have to
go in in these days and you'd have to do
a presentation to their team, and it was on their product,
which was APIs. And again I didn't know what an
API was.

Speaker 1 (24:17):
Will you tell us what an API is and SAS?
I learned those from you, But could you tell us
what API and SAS is.

Speaker 2 (24:24):
Yeah? API is an application. Its essentially what connects your
apps to the different companies. It's like a connection, Yeah,
an application platform interface. So the SO I in SaaS

(24:45):
software as a service, So the software companies are SaaS companies.
Anytime it's software for a service, so, yeah, so I
had to go in and give a presentation. And at
the time, you know, we had come out of struggle.
I mean we were really struggling. Our family had one
huge Lenovo laptop that was at least ten years old,
my kids holding games, and I'm like, how am I

(25:07):
going to get in and present I'll never get the
job if I go in with this laptop and present
to this team my presentation. And so I had to
go down to Best Buy and buy an Apple laptop
and go in and deliver this presentation. I walked out
of there saying I'm never getting that job, and I
ended up getting it, and so that was a really
big breakthrough. Wow. Yeah, so that's incredible.

Speaker 1 (25:32):
That is incredible. I remember when you were doing that
presentation and I was wondering, how are you going to
do this. You've been out so long and you're going
to have and you had to get in front of
all these people and give that presentation on something you
said you knew nothing about. And I just remember that
story well and was so happy for you at the time.
So now tell us about how you have built all
these startups. I mean it was just every time I

(25:54):
called you, there was you were doing a new business
and a new startup, and then you became ce of
one of them, and it seemed to just fly by.
Maybe not as fast as it seemed like in my
eyes because you are deep in it, but share how
you built those startups.

Speaker 2 (26:10):
Yeah, I mean I spent so after the acquisition at Dropbox,
I spent a year leading Hellosidne sales team there and ultimately,
as fun as it was, I love startups. I'm a mom.
I like wearing a lot of hats, right, And when
you get into a big, publicly traded company, you've got
all the hierarchies and it's just a different it's a
different world. So I had an opportunity to go be

(26:32):
VP of sales at a tech startup, and you know,
I really go back to those early days of building
from the ground up in the investment industry and I
love taking companies from founder led to creating the infrastructure
to scale. And so that's what I've done multiple times.

(26:55):
Is you know, is it's a formula. Again. It's not
unlike diet and exercise. Right, we all know what to do,
but if you just say, okay, we lose ten pounds,
it's impossible. It's like you've got to make a plan.
I'm going to work out four to five days, I'm
going to cut out sugar, I'm going to eat this
that you know, and as long as you follow that plan,
you'll be successful. And I think that's one of the
big reasons why startups fail is they don't have that strategy.

(27:18):
And if you look at the best companies, there's there's
a lot of accelerators, Why Combinator and whatnot, Like they
follow a formula, there's a there's a plan that you know,
a lot of the big successful companies that we know
of like Dropbox and Airbnb, and they, you know, in
those early days, they built that infrastructure and followed the plan.

(27:40):
And I learned that too when Hello Sign was acquired,
because both Hello Sign and Dropbox came out of y
Combinator and a lot of the systems and processes were
the same.

Speaker 1 (27:49):
Can you share what can you share? I mean, I
know it's probably more detailed, but can you share a
formula or the plan for a startup?

Speaker 2 (27:57):
Well, I can tell you that's really the big of
the four by four method. So after these companies and
then I went to I finally I had been a
VP of sales and an AI company for a year.
I was working eighty hours a week and I had
three days off. It almost killed me. I was the
only person first generation Indian on my leadership team. I've

(28:18):
been the only person that wasn't first generation Russian on
a leadership team. And you know, it was so much
that I finally just woke up and I'm like, I
cannot do this, and so I left and I wanted
to start doing consulting. And then a founder came and
asked me if i'd be co founder of his company,

(28:39):
and so I did that for about a year and
a half and we had a buyer and ended up
selling it. But so then I'm like, you know, there
are so many people, millions of people right now that
are struggling. People are just man, even people who love
their job. It's such a different time than it was
in the twenty tens. I remember like women in leadership

(29:01):
and following people like Cheryl's the Unberg and things like that.
Right that everybody's trying to that's their career. I just
feel like we're in a different place. People are more
concerned about themselves, the realizing that, like you know, companies
don't necessarily care about you, you know, in the same
way that we want to. So even people who are

(29:21):
really in great leadership roles, they want multiple sources of income.
They're really concerned about doing more purposeful and meaningful work.
And so I've created programs with basically the similar playbooks
to treat your own life, your own personal and professional
development like a highgro startup. And that's how the four
by four method came about.

Speaker 1 (29:43):
All right, let's launch into it. This is the best part,
this is great, and tell us before you get started,
and we'll remind them after. But if someone wants to
sign up for your webinar or coach with you on
the four x four method, how do they do what's
the easiest way for them to do that? And then
we'll dive in to it.

Speaker 2 (30:01):
Yeah, well you could go. My site's being revamped right now,
so it's a little bit unclear when you go to
my website, but at Elizabeth Andrew dot com and just
sign up for you know, the emailing list, or reach
out to me at Elizabeth at Elizabeth Andrew dot com
and I'll send you all of the information on the program.
It's it's probably best to follow me on LinkedIn at

(30:25):
Elizabeth andrew or my professional instagram is the Elizabeth Andrews,
So you can reach out to me on any of
those and I can send you information too. But the
four Y for meathod is simply doing a I'm building
a number of different programs, so I'm doing a lot
of public speaking and trying to work with some corporations
on workshops to help their employees because we're living in

(30:47):
a world right now and I did a presentation for
Revenue magazine last month and ninety one percent of people
are not feeling engaged at work right now. You know
that's we are just I think a lot of this
is the post pandemic world we live in and people remote,
right but people are looking for more workingful work and

(31:07):
all those things. So so I am helping companies support
their employees through these programs, but I'm also doing programs
for individuals and right now I'm in the middle of
a four week workshop. I've got a lot of people
from all different types of backgrounds that I'm working with,
and the framework is really based on four simple areas.

(31:29):
One is goal setting, setting realistic and attainable goals. And
you know that that's a challenge. If I were to say,
you know, I want to raise twenty million in the
next month, it's not going to happen, right, So you've
got to make sure that you're setting realistic and attainable goals.
Another component of it is productivity, and that's a really
big challenge even for people who've built companies or people

(31:52):
that are you know, individuals that are high achievers, athletes.
People are really struggling with the productivity piece right now.
So that's a big component of it. The third component
is the strategic plan to creating the actual playbook for
your goal. What is that going to look like? And
then the last piece is the execution and strategy to
make sure that you're sticking to the plan exactly.

Speaker 1 (32:16):
And so tell us when I took your first webinar
and you you were running through how to do it
and making calls. I think that was when we were
talking about how you set up your your four four
You said four four and four you and you told
us how to do it. Share that.

Speaker 2 (32:38):
Yeah, so you know again, so that was just a
one hour webinar. We have much more.

Speaker 1 (32:46):
Oh, of course, of course we're just highlighting.

Speaker 2 (32:48):
Yeah, it goes back to it, and I will really
customize this with people individuals as I work with that, right,
but it go back to that original strategy of mutual
and wholesaleing. Have four meetings a day, four days a week,
always be scheduled two weeks out right, So so I

(33:09):
help people build basically a framework. And there's a lot
of different I'm not sure exactly what strategy you're looking at,
but you know, like one of them is like at
the end of the day, make sure you write down.
The last thing I do at the end of every
single day, whether it's before I go to bed or
when I stop working, is write down the four top
priorities that I have for the next day, and I

(33:29):
stack right now, and then I wake up in the
morning and the very first thing I do. You've heard
that term eat the frog, I do the first one first.

Speaker 1 (33:37):
And then if I've heard of that.

Speaker 2 (33:41):
Even before I have my coffee. Half the time, you know,
I make sure that I take that very first priority
and I get it done, and I try to work
through those top four priorities, and then you know, by midday,
if you start to get distracted, because we get so
distracted in this world with the phone anything else, right,
like that, before you open up your Instagram or before

(34:01):
you do anything else, eat the frog, do that number
one task. Love strategies like that that will help you implement, right.

Speaker 1 (34:10):
No, I mean for it's great advice. And I mean
whether you're in real estate or whatever. You know, if
you're looking to lose weight or you're looking to connect
with someone to build a startup. You it's so important
to build relationships. And I know you talk about that too.
It's building relationships or how you go about You spoke
about how you were going about when Yeah, that's what

(34:32):
you spoke about on the webinar when you were looking
for a job. You are constantly meeting people and you
were implementing your four by four plan, And I thought
that was really great for people who are looking for
a job as well as someone in real estate. They're
looking to meet more people so they can you know,
build their business as well.

Speaker 2 (34:49):
Right. And there's so many different ways to do that,
and I build a lot of that into the programming,
like you know, you I classify them. You know, there's
this may have been what you were talking about about
the Ford methods, Like you know, you can you can
either try to teach somebody something. You could try to
learn something, you can try to sell something, or you

(35:10):
could just try to build a relationship with someone. Right.
So there's different ways that you have different objectives for
what what that outreach is, and you always want to
make sure you have a call to action with each
one of these. But it's it's incredible how you know
how one thing will lead to another. And it's it's

(35:31):
really interesting in this process because I talk about the
mathematics of momentum right, Right, It's like by having specific
outreach strategies and connection strategies, it creates momentum. And you know,
one of the things as a business owner that that

(35:51):
I love to say is if nothing happens, nothing happens,
especially as an entrepreneur, right, And if you want to
create change, and in this world where everybody is stuck, right,
nothing is going to change if you don't change. Absolutely,
got to do things differently if you want different results.
And we've talked to I mean, I think we've all

(36:12):
heard that saying, you know, insanity's doing the same thing
over and over and expecting different results. If you want
different results, you've got to change.

Speaker 1 (36:21):
Absolutely, and you need the momentum. And that's I coach
our agents say, you have to be in motion. You
can't be sitting at your house thinking like, oh, I'm
going to meet I'm you know, someone's gonna call me
and want to buy or sell a house. It's you
have to be out there, whether it's you're getting dressed,
you're going to the office, You're interacting with people. You
go across the street to Starbucks, you get a coffee.

(36:42):
You never know where it's going to come from. Just
like you going to your first tech meeting or tech
event and you just started meeting people and you put
yourself in your head in a whole different environment than
sitting at home trying to do whatever busy work you're
trying to do. So I just I just this excites

(37:02):
me so much. It's so fun, and I love your
four by four method. So we're going to go to
commercial break. We'll be right back with Elizabeth Andrew. Welcome

(39:01):
back to Mastering the Art of Real Estate. I'm your host,
Debbie Demagio, and we are here with my good childhood
friend Elizabeth Andrew. Welcome back. All right, Lizzie, let's talk
about key qualities or skills that you believe are essential
in today's competitive market. And it could be you work
with a lot of people in a lot of different
businesses and a lot of different places in their life.

(39:23):
It's not just tech. So what are some key qualities
that people should have or work on? What skills should
they work on? Should they take classes? Should they coach
with you? How does someone develop to be to follow
in your footsteps?

Speaker 2 (39:38):
Yeah? The number one thing. And I know you, I
know you buy a mindset. Yeah, everything, And I love
my daughter when she was at Piedmont, was a swimmer,
and she had a coach, and you know, we had
the benefit of being near cal Berkeley, so it was
somebody who was in the Olympic trials. And I remember

(39:59):
her talking to these young girls and saying, your body
believes everything you tell it right, And I just mindset
is such an important factor in everything you do. And
when I was in the really worst place, and I
had my three kids at home, and I would get
up at four thirty morning and I'd go work out
from five to six, and I'd come home and you know,

(40:22):
get the kids up, and I'd have one of my
kids try me to bart and I'd be saying the
first in your life, he'd roll his eyes. I love it,
Like I didn't believe it for a long time, but
I say it and say, you know, we're gonna make it.
Let's go do this, you know, and it's like it

(40:42):
gets it to this cellular level and you start to
believe it. So, you know, mindset is such a critical
piece of that. And there's so many statistics I have ben't.
I mean, and I do coach people, and I am
coaching people through group coaching in these programs and coaching,
and I'm you know, really trying to inspire people. But

(41:03):
I've also invested a lot in coaching for myself. I've
worked with some really incredible people, and you know, I
think investing in yourself is a is really a key thing.
I had a I was in this group during the
pandemic of It was essentially your personal board of directors.
It was a cohort of seven people. There were four men, no,

(41:25):
three men, four women. We'd meet once a month. It
was a curriculum and they were all CEOs of great
companies and incredible people and you know, we and I
you know, we it was an investment to be a
part of this, and it really became my personal board
of directors. And one of them they they're also very

(41:45):
dear friends of mine now. But one of the men,
you know, he would say all the time how many
coaches he has. He's like, I have a personal trainer
and a nutrition coach. I have a leadership coach and
executive coach. And he's a CEO, right, but it's like
set coach, and you know, he has coaches for meditation
and everything, right, And so I've really embraced that. And

(42:07):
I do have a lot of coaches. Some are friends
that I just you know, work with or talk to,
and some I have hired. And you know, there are
so many strategies that could go into mindset and developing
that mindset. You know that absolutely, yeah, that'll help you.

Speaker 1 (42:25):
And they that's saying always comes back to me. You
are the sum of the five people you hang around with.
And I always write and you were you were, you
were in that I remember what during the pandemic when
you told me you were in that group and you
were you know, you were immersing yourself and being around
people who are high achievers and were personally really wanted
to find their best and find their purpose. Because I

(42:49):
don't think you can. You can do your best without
being purposeful. Do you have anything to say about purpose?
I think we align in that fact about finding purpose,
purpose and mean and what we do well.

Speaker 2 (43:02):
It's interesting that you mentioned that, because yes, that is true.
And I've been very fortunate to surround myself by some
incredible people. But I also had that opportunity to stay
at home mom. Right, you know, it's my kids in Connecticut,
in Greenwich, Connecticut. And I was telling a friend of
mine the average age of a first time mom there
was thirty six. Because most of the women came out

(43:23):
of big careers in New York. And you know the
people that I was volunteering with, you know, and in
the PTA, but also nonprofits like Crisis and things like that.
You know, I used to joke they could plan the
Battle of Normandy. Really extraordinary people. I mean, I learned
a lot. Even though I had led teams from early careers,

(43:44):
I learned a lot in those years. You know, a
mom and a you know, class class mom, and you
know bake sale mom and all that stuff, planning the
spring there and you know, negotiating lower.

Speaker 1 (43:59):
Costs, right, negotiating a lower costs for the dinner, the
or the room or the hotel or right, you're negotiating,
you're selling, you're trying to sell tickets to your event.
You do everything in the chairedy work that we do.
We do everything that someone would do for to get paid,
you know, a paid.

Speaker 2 (44:16):
Job, right, right. And you know a lot of these
people were came out of really big careers or some
were still in their careers, and you know, high achieving people.
And and you're right, you're dealing with volunteers. You can't
fire them if they don't do their job. It's like
some people work harder than others. In fact, I remember

(44:36):
when I was moving back to the Bay Area, I
just that feeling of I'm going to be so sad
not to be in the middle of everything that's happening
in the world. You know, there was so much like
look around my kids classrooms, like that one's parents are
on you know, the cover of the journal, and you know,
on the news, you know all these things. And then
of course the Bay Area became such a hub after

(44:58):
you know, it sort of became the center of the
WORL world with everything.

Speaker 1 (45:01):
Happened with tech exactly exactly, well just repeating mindset super
important skill to have and to learn and to embrace.
And I loved, I just I love that you were
repeating every day, this is the first day of the
rest of my life, and you kept repeating it. And
we do teach our children, right, we repeat to them.
We hope that they suck in what we're trying to
teach them because we want them to have a great

(45:22):
life too. And I've heard this a number of times.
That's successful people like yourself, hiring coaches, having different coaches,
and that is super important to continue to work on yourself.
I mean, I've been in real estate over thirty years
and things come up and I learn a new way
to do something. As I interview over the last year
and a half on my podcast and I'm hearing from
top business people or real estate people, there's always something new.

(45:46):
People do the same thing, maybe a little differently or
a little more intently or intensely, and there's just so
much to learn, as we both are lifelong learners. And
then you mentioned that you're bored. So whether it's a
mastermind or your board, your personal board, I love that
and mastermind groups similar very good to continue to expand

(46:07):
with colleagues in the same field or different field. But
masterminds are super great way to learn from others. So
now I want to pivot over to you did a
ted X talk. I don't even know what it was
on and when you did it, and I want to
know where you did it, and you know, did you
hire someone to help you or did you just go
on your own? So tell us about your TEDx talk,

(46:29):
what the topic was, and how you implement it.

Speaker 2 (46:32):
Yeah, that was crazy, I ironically it was. It kind
of came to me organically. I was at Helloside. We
had just been acquired by Dropbox. R VP of sales
had left, so I was running the sales team at
that point. And it was the first month and somebody
called me up. Typically you have six months to plan

(46:54):
and prepare for a ted X, and somebody called me up.
I don't know what happened, if somebody dropped out or
somebody was asked to leave, but she said, do you
want to do a teed X? And I was like, well, okay,
and she's like, it's in a month. So I had
a lot to prepare for it, and I was in
the middle of integrating, you know, our team to the
new company. But I just felt like, I will never

(47:16):
get asked to do that again, you know, so I
should say yes. So I did. So it was I
would love to be able to go back and do
it if I had six months to prepare. It was
on my story my return to work. It was called
let them back in really focus to companies because you
know there's there's agism, especially in tech, and you know,

(47:39):
there really was. It was such a struggle to get
back not only without any tech background in San Francisco,
but also being older and also having a seventeen year
gap on my resume. I mean, it was impossible to
do that right. So, and there's so much that people
with experience can bring to the table. And I really believe.

(48:02):
And part of my TED talk I talk about this
shoe theory that I believe because I believe. I know
it's an interesting time in the world, but I believe
in divers teams. You know, the statistics are diverse teams
drive better performance. And you know, part of my TED talk,
I'm like, if you're in a situation, look under the
conference room table, and if everybody's wearing the same shoes,

(48:24):
there's sneakers Stiletto's wing tips. You got a problem.

Speaker 1 (48:30):
I love it.

Speaker 2 (48:30):
That is so great.

Speaker 1 (48:31):
What a great visual for me.

Speaker 2 (48:35):
So that's you know. So it was on returning to
the workforce, and I've done a lot of talking, particularly
before the pandemic. I spoke at Stamford and cal and
dream Force and a lot of places on the story
of returning to the workforce.

Speaker 1 (48:48):
Well, that's incredible. I am just as your friend, so
happy and proud. Okay, let's pivot over to you. You
have a TV show that you're going to be on soon,
I believe. Tell us about that and how that came about.

Speaker 2 (49:02):
Yeah, that Actually it's called Legacy Makers. It's funny, Debbie,
because I have never wanted to be on TV. I've
never aspired like I was in the investment industry and
then tech sales. I was never theatrical growing up. I'm
not a limelight person necessarily, and you know, these opportunities

(49:25):
keep coming up. But I got invited to be on
to have an episode on my story on Legacy Makers.
It's a new television program. They're nominated for seventeen Awards.
It's a documentary meets mastermind for entrepreneurs. The producer Rudy Bauer,

(49:47):
who he's based out of Miami, is somebody who's worked
with sharking people and he's just a powerhouse. And so
I'm flying in the world to film this in Miami.
So it should be a fun experience. Information it's there
are trailers and things out, but it's really coming out

(50:09):
in the summer.

Speaker 1 (50:10):
This yeries. Oh great, so it's new. It's a new
new launch it is it is.

Speaker 2 (50:15):
Yeah.

Speaker 1 (50:16):
Oh that's exciting. Well, I can't wait. You're going to
be amazing. So now let's take the rest of the
time we have together. We could talk forever. Let's talk
about how you got to meet Richard Branson and got
to Necker Island and a few of your highlight stories
from Necker Island in that experience.

Speaker 2 (50:35):
Yeah, that was that was extraordinary too. It was actually
a VC that I know reached out to me, and
it was probably about a year and a half ago,
reached out to me and said, there's a program where
thirty entrepreneurs go to Richard Branson's island, his private island,

(50:57):
which is Necker Island in the British Virgin Islands, and
for a week and I think you should go to
this and I said yes, and so I did. It's
actually I wanted to go back this year so badly,
but I hoped you there again at some point. But yeah,
it was I didn't know a single person that was going.

(51:21):
It was a kind of a mastermind program with entrepreneurs
and ended up going. And what an experience. I mean,
I really met you know. It was not only having
opportunity to spend a lot of time with Richard in
his natural habitat.

Speaker 1 (51:36):
So to speak, that's a good way to describe, yeah,
but also you know, being around thirty other extraordinary people
from all over the world.

Speaker 2 (51:49):
And it was incredible. It really was incredible.

Speaker 1 (51:52):
And I had a lot of Yeah, what was a day?
Tell it? Walk us through one of your favorite days,
and you know what what was it like? Did you
have to get up at a certain time, were you
eating breakfast, lunch and dinner together? Did you have meetings?

Speaker 2 (52:05):
Like?

Speaker 1 (52:05):
What was a day like? There?

Speaker 2 (52:07):
In this h Richard has some rules after noon, So
what did you say nobody works after noon? Oh okay, okay,
So we did have morning programming, you know, and and

(52:29):
that was structured and Richard came to some of them.
He wasn't involved in all of them. You know, I
think there are other programs that do go to Necker Island.
But one of the things that was really exceptional about
this is this is that he was very involved. He
pretty much spent the whole week with us, and I
don't think that usually happens when people go and so,

(52:50):
you know, we just had a lot of one on
one time. I think really what was extraordinary was just
being there sing to people. Did we block up there
for a minute.

Speaker 1 (53:09):
Yeah, So you're saying, what you've got to be with
him one on one or he was he was involved
the whole time you were there.

Speaker 2 (53:18):
Yeah, I mean just having an opportunity. I remember talking
to him. At one point. I was talking to him
and I said, Richard, I've been here for four days
with you, and you have I don't know what thirty
global companies. I've never seen you on your phone. Wow,
you're on your phone and you know, just little things
like that. It's fascinating. And he'd say, yeah, I get

(53:40):
up in the morning, he said, I don't take any
inbound email at all. I get up in the morning,
I go for a bike ride. Then I put my
headset on and I walk around the island and my
assistant will give me my messages, and you know, he
just doesn't. He's not tied to the phone. He's living
his life.

Speaker 1 (53:55):
So what happens if so he's getting messages? Does then
does he talk to his secretary to or his assistant
to reply or.

Speaker 2 (54:04):
Yeah, I mean I you know, I'm sure. Then he
goes on with his day and does some work in
the morning, for sure. But he's just another great story
that I loved. It was one of his companies that
might have been Virgin Records or Virginaire, and he had
to select a new president of the company or CEO

(54:27):
or something to run that arm of the company, and
he wasn't sure. He was really caught because I think
he had a few leaders that he was considering and
he wasn't sure what to do. And so he said
to his staff. This is not when we were there,
but he said to his staff, I'm going to just
go fly a kite. So he takes a kite to
the island and he's gone for hours. And it was
I think it was one of the staff members was

(54:47):
telling me the story. I was like, and so finally
we were like, I wonder if we should go look
for Richard, make sure everything's okay. So they go over
to the other side of the island and they see
his kite tied to a tree and they look out
in the water and you know, I don't know how
many hundred yards out, he's just floating on his back
and they're like to see Okay, So they jump on
a boat and they go out there to get him,
and right when they get to him, he goes, Okay,

(55:09):
I know who it's going to be. That's how it
makes a decisions.

Speaker 1 (55:14):
Wow, oh my gosh, that's crazy. What a fun time.
I got to see some of your photos. It looked amazing. So, Lizzie,
what I always when I'm coaching, or when I'm talking
to agents, or I'm listening on my podcast and I'm
talking to people like yourself, I'm always talking to my
twenty five year old self. That's when I was trying
to figure out who I was in my life, what

(55:36):
I was going to do, what my purpose would be,
what was it? And so what would you tell you
your twenty five year old self or whatever point that
you were having a tough time. What advice would you
give them?

Speaker 2 (55:52):
Well, that's a good question. You know you've got this.
You've got this. It's going to be okay, right, and
you know I don't give up.

Speaker 1 (56:10):
Absolutely, keep keep pushing through and keep trying new things
and keep keep moving forward.

Speaker 2 (56:17):
Yeah.

Speaker 1 (56:18):
I love that. So tell me you live at your
you live and you've lived in a few places, but
you've been living recently in Delmar in the San Diego area.
Tell us what your morning routine is. I know, you
know a lot of successful people have a really strong
mourning routine. Share yours with us.

Speaker 2 (56:35):
Well, that's interesting, right, And this is what comes to
There's a term that they say in tech. It's called
eating your own dog food. I prefer drinking your own champagne.
I've had at the four by four method a lot
by myself. Oh okay, and you know, working on a
lot of the productivity hacks before the pandemic. I was,

(56:57):
and I'm not necessarily a morning person, but I would
get up at fourth in the morning, and all these
years that I was rebuilding in tech, I'd get up
atour thirty in the morning. I'd work out from five
to six. I'd come home, get the kids, breakfast, you know,
commute into the city, walk across town, get my coffee,
be at my desk at eight am and start my day.
And of course then the pandemic hits and we go

(57:19):
from that to like getting up and going to your
coffee maker and then sitting down at your having a drink,
so you know, it's changed. One thing that I'm really
working on is some of those simple productivity hacks, like
that rule of war, like write down four things at
the end of the day and do those first, because

(57:39):
it's so easy to get distracted. And then the other
thing that I do, and I try very hard to
follow it, is write down your perfect day. Oh sure,
look it looked like you know, because I can very
easily not have a routine, but I try to get up,
you know, at seven o'clock every day, have my coffee,

(58:01):
I take a walk with the dog, and then you know,
and hit my top my top priority list. And then
I try to take a workout more in the late
late morning midday time, have a workout because that way
I know I'm getting my work done, and then try
not to have I try to have meetings in the morning,

(58:22):
but I also try to have block time for productippy
in the morning because the afternoon then it just goes
down at rabbit hole. That's when you when I like squirrel,
got an email.

Speaker 1 (58:34):
Right, stuff comes at us. It all ends. No, I
love it. That's so great. This has been so fun.
I love hearing about the other parts of your life
that I haven't had a chance to talk about. And
you are so inspiring. And share with us again how
people can connect with you and coach with you.

Speaker 2 (58:52):
Yeah. Absolutely. You can send me an email at Elizabeth
at Elizabethandrew dot com or go to Elizabethandrew dot com
and fill out put it in your email address to
get on my mailing list for programming. Also, connect with
me on LinkedIn. It's Elizabeth A. Andrew is my handle,
but it's Elizabeth Andrew on LinkedIn, Instagram is the Elizabeth

(59:15):
Andrew Facebook. I have the Elizabeth Andrew and DM me.

Speaker 1 (59:21):
All right, Well, we will have you up on YouTube
before we know it, and you'll be streaming across all
streaming apps. And this was so insightful. And thank you
so much, Elizabeth for joining us today. It's been a pleasure.
Thank you so much.

Speaker 2 (59:35):
And it's so weird for you to call me Elizabeth.

Speaker 1 (59:38):
I know it seems so weird, but I want people
to know how to get in touch with you, because
if they start googling Lizzie Andrew that, you know, they
might not find me. So Elizabeth Andrew.

Speaker 2 (59:49):
Yes, thank you so much, so good to be here.

Speaker 1 (59:53):
Thank you.

Speaker 2 (59:58):
Tune in each week for another of mastering the art
of real estate with host Debbie Dematio.

Speaker 1 (01:00:05):
Here Friday's New Eastern on the Bold Brave TV network.

Speaker 2 (01:00:10):
Tune in to where real estate matters matter

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Mastering the Art of Real Estate with childhood friend, Elizabeth Andrew, Tech CEO, Co-Founder, and 5x Sales Leader

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