Susanna Medrano – Give It Hell

Lindsay Favazza: Welcome back to the Agents Who Crush It In Real Estate Podcast. I am your host, Lindsay Favazza, with, of course, Crush It In Real Estate. I am sitting here today with Susanna Medrano. I think I did it right, Susanna Medrano.

Susanna Medrano: You nailed it.

Lindsay: Excellent. I am here today with her. She and I were connected through a mutual party recently. I looked at her stats and her resume and her history and I was so freaking impressed. I am super excited to bring her to you all this morning. Welcome to the podcast, Susanna.

Susanna: Well, thank you, Lindsay. I’m super honored. Again, I’m glad that we were connected somewhere around the universe and here we are on a beautiful-

Lindsay: Stars align.

Susanna: -Tuesday morning. Tuesday morning.

Lindsay: I wanted to first talk about your experience because you are now a coach, but I want to go back just like we always do. I don’t normally have coach or leadership-type people on the podcast but I thought that it was really valuable that you have so much past experience, but now you can enlighten our audience on what they should be preparing for now and with the changing market. You started in real estate in 2013, which we are now in 2022, so nine years ago. In your very first year in real estate, you sold 45 homes and that was as a buyer’s agent, which is incredible. I read it and I’m like, “That must be wrong.” [chuckles] That’s so crazy.

Susanna: I have the gray hair, the little white stripe here that started forming to show for it. [laughs]

Lindsay: I’m sure that was a stressful year. Your second year, you took on more listings at that point and you went up to 60. I’m assuming year two was even more stressful because now, you’re dealing with sellers and buyers and you had even more transactions. After that, she pivoted into leadership, but let’s go back to those first two years. Talk to me about how you got off the ground so fast. What were the steps that you took? Just explain to us how you got into real estate in the first place and all of that good stuff.

Susanna: It’s one of those things. I’ve been reading some stuff about Winston Churchill. In fact, I’ve been on this kick of just reading about just some of our founders of things. He had this quote, “If you’re going through hell, keep going.” I would have to describe the first few years of exactly that. That’s exactly what took place. I sit in front of you today, Lindsay, I was not supposed to be a salesperson, I wasn’t even supposed to be a realtor. I was supposed to be marching in some protests, fighting the good fight for some cause, which I had been doing right out of college. Luckily, my story is there was this transformational conversation over scotch where I was approached by a good friend of mine.

Lindsay: Scotch will do it.

Susanna: Yes, yes. Free ticket at this gala. He’s like, “Susanna, I just saw you work the room, come work for me as an agent, a real estate agent.” I’m like, 32, 33 years old at that point. Making it but not, just floating. When I got home and I realized, I’m like, “This is actually something. This is actually an opportunity.” I may have not have taken other opportunities that had presented itself, but this, there was something about this specific moment in time where I said, “You know what? I’m going to this.

I’m going to give it help. I’m just going to go ahead and quit my job making 35,000 a year and I’m going to get licensed in three months, which I did.”

Then I joined the brokerage in September-ish, and it was all about this thing called our phone, the friend, a friend that I had to make really good friends with, which I was already good but I wasn’t great, so it was very easy for me to pivot. All I had to do was just make a friend on the phone just so that I could get in front of them so that I could close them. It was just something I was like, “Man, all the other phone calls I was taking for the last five, six years were always something horrible like just somebody needing resources, somebody needing this.” Here’s the thing, they’re still needing a resource. It’s a house.

They’re needing somebody that’s an advocate, an educator to help them get in that house or to help them sell that house. It’s very easy when you look at it that way to simplify it, and so then that just became my mission. I just went all out for the first year, head down doing fundamental things, prospecting, outbound, inbound, time blocking, learning how to time block in that aspect, and really developing my knowledge and skill base. Our leaders, our coaches, our owners, team owners, our brokers can only take us so far, but if we’re not willing to meet them halfway and own that information and make something of it, then what’s the point?

Those were the three fundamental things early on I just was committed to, I only had a couple of hundred dollars in the bank at this point so I had really had to–

Lindsay: You’ve had to make it work.

Susanna: I had to make it work and so I went all in. That is exactly what transpired in that first year.

Lindsay: Also growing up, your dad was a business owner, so he was an entrepreneur, and so you got to watch that, you got to see him grind, and I’m sure that that had an effect on you too that you didn’t even realize or maybe didn’t realize until later.

Susanna: That’s coming up now more for me as far as the inflation. I witnessed that go to the– You know what, in the ’80s as a young kid, his concrete business taking a massive dip and him really definitive being that leader of just leaders eating glass, making sure his workers got paid. Sometimes, we were hunting and doing things that you had to do to just make ends meet. A lot of that too was even all of my grandparents, that they have fought for just playing it forward for their children and their children’s children to make something of themselves. It just all hit it. It all hit ahead for me, Lindsay. It all hit ahead for me.

Lindsay: Yes, which is great. Again, you said something that I hear a lot of agents say, which is, “I got into real estate because my back was up against the wall because I needed it to work.” I feel like sometimes that’s a recipe for success as awful as it sounds because it seems like well, they were down and out kind of thing, but you have to have something that is– You had said this before when we were chatting before the call, that you have to have that why, you have to explain that why. Everyone–

Susanna: You have to have a why. If you don’t have a why, don’t even start sales, then you won’t be able to face the rejection.

Lindsay: You won’t be motivated.

Susanna: How did you start, Lindsay? There was probably something, there was the thing.

Lindsay: I sent a faithful email to our broker owner one night just because I was down and out. I was working at a job that I absolutely hated, and I thought, “Here’s a company that’s doing it different and I want to be a part of it.” I didn’t want to work for a company that was just saying all the right things but not backing it up, but that just wasn’t for me. I wanted something that was legit and I wanted a career. That’s what I did, I sent an email to the owner and he’ll tell you the subject line of the email, still to this day, seven years later, so it’s pretty funny.

Susanna: What was it, Lindsay? You can share it. Nobody’s going to hear it. Yes, they are.

Lindsay: No one will hear on the podcast.

Susanna: What was it?

Lindsay: It was Marketing Guru Seeks Innovative Real Estate Firm. That is what it said.

Susanna: Boom. Drop the mic on that one, Lindsay.

Lindsay: He called me literally five minutes after the email was sent and I was like, “Oh my God, it’s the owner of the company. What are you doing? Send your HR person.” He was so impressed and shocked. That’s the thing, again, your backup’s up against the wall, like you said, you know you need to make a change. You can get very complacent when you don’t need to make a change and just accept things. When your back’s up against the wall, you know you have to make a change, and it’s do or die, that’s when those changes happen.

We’ll get into this more in a few, but I think that has a lot to do with the opportunities of this market shift now, and that agents are going to have to do some of the things like you and I were talking about, that they have to get back to the basics, they have to get back to training. They have to get back to their old scripts and things like that and it’s going to make them that much more successful, so excited to see what happens, but anyway. Tell me a little bit about the transition into leadership and how that was different for you, and what you’ve liked about that because obviously, now, that’s been where you’ve spent most of your career now.

Susanna: Sure. About my second to third year, I was pacing 10, 12 transactions monthly as far as just buyers and listings. I had an assistant working with me who is still with our company to this day. I have to give a shoutout to her. She was able to allow me to have a little bit of work-life balance. At that point, what was starting to happen is at the time, we were also going through a growth spurt within our brokerage at Watters International. I found myself being that one agent. First one there was  and then my peers started just gathering around me and listening to what I was saying and mimicking what I was saying.

I think at that point, my broker and at the time, our BATL, our buyer agent team lead, saw that, and so very much so– Very shortly after I was approached with the conversation about, “Hey, Susanna. This is what we’re thinking. We’re about to leave the office to write a book so that we can scale. We think you could take over sales.” They look over at this other gentleman, “You’re going to take over ops.” Y’all go and empty slate. I didn’t have time to go back to school, Lindsay. I literally took that opportunity because here I am channeling my father who had just passed unfortunately in his last battle with cancer, and it’s like, what way to give it my absolute hell?

Here’s this yet other opportunity from that one conversation, I’m going to go all out. I took a challenge for myself and my team and Austin will tell you this. I didn’t have time to go back and study leadership. I just knew how to be a realtor. I knew how to command the stage. I knew how to create influence. Beyond that though, there was a growth curve. I read 52 books in 52 weeks in 2018. All about mindset, all about leadership, all about just creating change.

Lindsay: Give us your top three of those books you read.

Susanna: My number one, which was the last one that I read in that year, and should have read it first, was Extreme Ownership by Jocko. For any struggling agent out there, for any struggling person out there that is trying to get an alignment with their why, and maybe there’s chaos and the naysayers, if you read about how the military has to do things and just own it, you can’t go back to home base, you’re there. This whole book is just about the line of just having extreme ownership, and that was life-changing for me. That book still to this day, I will read yearly and it’s always something that I gain even more from. That’s number one.

Lindsay: Yes. What were some of the other ones that you remember?

Susanna: Sure. Well, of course, I remember.

Lindsay: Of course, you remember. 52 books by now.

Susanna: Yes, number two was, Seth Godin’s Linchpin. Have you read that one?

Lindsay: I started it and I haven’t finished it, so I’m going to now.

Susanna: There’s a reason. It has to mix, but what it’s about is how you create yourself to be irreplaceable. For me, it’s like, “Okay, I’m a leader now. I’m not going anywhere, whether it’s here or wherever. I am going to do everything I can, even as an agent, I’m going to become irreplaceable.” It talks in terms of how to make yourself that impactful, and then my third one, I can go on and on. My third one is probably going to be The Oz Principal by Roger Connors. Have you ever read that one?

Lindsay: No.

Susanna: Oh my God, this one, oh my God. This is fun, not only for agents, but even for leaders, and it breaks down the wizard of Oz. The characters of the Wizard of Oz and the lion, the scarecrow, Dorothy, and everything has the heart, the mind, it breaks it and it’s all about the line. You’re either above it or you’re below it, and it has all the examples of like, not prospect, all the it’s your fault, oh it’s not. All these things that people say that keep them below it and then it has all these things that people say that are above it.

Lindsay: I love that.

Susanna: As a team, it’s really good to go through that exercise of leading someone of like, “Okay guys, here’s the standard. Here’s your KPIs. Here’s our core values. These are non-negotiables. These are the things I don’t want to hear. These are the things that make you golden. Does anybody have any questions?” It just becomes that, and it becomes an opportunity to top grade. Because what you have, when I first went all in on that specific leadership style, I would have saying, people coming to my office, “Susanna, I love you as a person. I love this brokerage, but I don’t like real estate.” I’m like, “Thank you for letting me know. We part as friends.”

Lindsay: Not for everybody.

Susanna: That book is very good to get your mind right about really helping people either opt in or opt out and guess what? You as a leader because I know I have to struggle with this, you detached from it because it’s not you, it’s them.

Lindsay: Yes, for sure.

Susanna: Those are my top three.

Lindsay: I love it. Those are so great. We’re going to link those in the show notes.

Susanna: Oh, perfect.

Lindsay: Maybe we should get you an Amazon link, stuff like that.

Susanna: All right. Oh gosh–

Lindsay: Get you some money, girl.

Susanna: I just got my new Jeb Blount. Have you seen that?

Lindsay: No. I love all the books. You have all the books on the back shelf here too?

Susanna: He tagged me on this recently. This just came out. Selling in a time of crisis. This was not supposed to come out until next year, but he felt how important it was to go ahead and preview this.

Lindsay: Yes, the timing.

Susanna: Honestly, oh my god. I’ve already started it and is just stop wishing things are easier, just make things happen.

Lindsay: It’s wasted energy. It makes no sense to me.

Susanna: Wasted energy.

Lindsay: Anxiety and all of that. It’s natural and it’s normal, but you’ve got to push through it because if you can’t push through it it’s just going to be wasted energy. It’s crazy to me.

Speaker 1: Let’s take a quick break and hear from the number one loan originator, Shant Banosian of Guaranteed Rate, as he gives us his latest mortgage tip.

Shant Banosian: When applying for a mortgage on a condominium, the condo has to go through a separate approval. Some common things that go into their approval that a lender will review are the following. We’re going to review the condo docs, which is the master deed and the bylaws. We’re going to review the master insurance on the building to make sure it’s properly set up. We’re going to review the budget to make sure it’s healthy, that there’s enough income coming into the association, and all the important expenses are covered for and there’s no deficit there.

We’re going to make sure it’s covered for reserves in the future to make sure if anything comes up, the condo association is going to be able to cover those expenses. We’re also going to look at the meeting minutes to find out what the unit owners are talking about, what future projects are coming up. If there’s any issues, we want to make sure that the association is running and functioning properly. We’re going to master deed bylaws, we’re going to look at the budget, we’re going to look at the master insurance, we’re going to look at the meeting minutes. That’s what you should know that a lender is going to cover on a condominium review.

Speaker 1: Thanks, Shant. Now let’s get back to the show.

Lindsay: All right, so let’s go back into your real estate-specific type stuff here, and let’s talk about what is some of the advice that you’re giving people now. Going into this new market, what is some of the sales things that you guys are training on? What are some of the things that you guys have top of mind that really need to be taught again too?

Susanna: Sure. It’s fundamentals and it’s basics. For both sides, both buyer agents, both listing agents, even sales managers, team owners. I put up this triangle and on the top of the triangle is attitude. The two bottom layers is skills and knowledge. In the middle of it is activities and actions. I have had everybody recently in the last 30 days October, November 4th quarter is always good to reset. If it didn’t work, it’s time to change. If it did work, continue being the badass, or if it’s still something that you want more, let’s go ahead and push it a little bit further to try something new.

I have everybody rate themselves there. It’s like, “Okay, how well is your skills?” Well, you developed, is everybody’s good on the phone now, but now that things have changed, there is a massive, massive deficiency in showing value, presenting value, setting expectations, negotiating even being a market expert in their areas. Who knew that this would come out? Back when I started, that was all you had to focus on, and then–

Lindsay: That was it. That was the game.

Susanna: That was the game, and as somebody who was in debate in high school, “Give me a script, I’m going to master it. I can figure it out.” That’s the first step. It’s really having agents be honest in an environment there’s no judgment. I know we taught you this at the beginning of onboarding or whatever it was two years ago. Yes, you’ve been with us two or three years, but I want you to be honest. From a scale of 1 to 10, where are you and what would make you a 10? Then you start getting all these emails, “Well, Susanna, honestly, I don’t know how to set proper expectations right now with an unknown.” No problem. All right, let’s come up with our scripts. Let’s be real and connect with that consumer. The thing is, is we have the consumer, that’s the thing. We don’t want to burn weeds, and so let’s spend time and I get people to fight me on this, spend time and write your script. You didn’t have to write a script last year.

Lindsay: No.

Susanna: You have to write a script now. You know the struggle right now, and it’s like I’m pushing my agents to really formulate a script, a strong intro, seven seconds of power. Doesn’t matter if you’re talking to a buyer, you’re talking to a seller at the kitchen table. Your reason, and just getting to the meat of it. The consumer has gotten very smart. They don’t want you to go through LPMAMA. I know people are already waiting for the thunder to strike down on me. I literally burned LPMAMA, threw it in the garbage can, and did this whole thing.

I’m like, I don’t want to say anything counteracted to your team owners, but the question is, they want to see the house or they want you to sell it? Let’s just rip the bandaid off. Let’s go ahead and put that out in the forefront. Let’s meet anyway and let’s go forward. What happens is that deficiency aspect of, “Okay, Susanna, we’re getting there. Thank you for getting me the meeting, but I don’t know what to say.” I’m like, “Okay, that’s cool. We can work with that.” Even today, I have a national call that I lead at 11:45. We’re only going to be talking about second pillar, which in our thing is just that market expertise and showing value.

Lindsay: That’s knowledge.

Susanna: Where could I go get educated as a realtor on finding out that information that makes that knowledge my own power.

Lindsay: So smart. I want to be a fly on the wall for your calls.

Lindsay: I’m sure there’s a lot of people that are like, “How do I get on that call?”

Susanna: Lindsay, I can invite you if you want to join me today at 11:30.

Lindsay: I don’t know if I can do today, but [crosstalk] just definitely keep me posted. We have our sales, our head of sales too, that it might be awesome to have him join into because he even might bring some value as well to the meeting. We’ll talk, we’ll talk after.

Susanna: I’ll send it to you, don’t worry.

Lindsay: I love that. All right, so this has been so, so insightful. I know our audience is probably sitting here feverishly writing notes just like I am. [laughs] Tell me, what are some of the other things from a– You said, the top of the pyramid is attitude. We’ve had a little bit of discussion about mindset and about wasted energy and stuff like that, but what are some other key things that you talk about when you’re training on attitude, mindset? Getting people over, that hump of I can do this, it’s possible. They’ve got to believe in themselves. What are the attitude-type training topics that you guys do?

Susanna: You’re basically shocked about this because I’ve been experimenting with this for the last few months, which is the agents. A lot of the reason why their attitude could be poor is because they’re not blocking their time correctly. In fact, they’re not blocking their time. They’re letting the market control them and they’re not able to take control of the market. It’s like I can tell you, Lindsay, I’ve already had this time blocking chat three times this year. There was something about two weeks ago when I did it again– I did it in a different way, I had to reframe it.

That what forces leaders like if we’re the same damn message every time and if we’re not the fire, then they’re not going to get it. That’s on me. I literally started with what is your favorite day of the week? When do you feel that you shine bright? Like the diamond of Rihanna, and for me it’s Thursday. I don’t know, but I had everybody do like when are you– That’s your day, when is it your blocks of hours? When are you at your highest? When are you at a low? Let’s start examining our rhythms and then we’re going to build our schedule around that. The one number one thing direct income-producing activity is with this.

When you are at high energy, you block that in to do direct income-producing activities. If not, go do something else. Go do your laundry, go watch some Judge Judy, whatever it is that you get right with. Honestly, that was pivotal. I’ve had agents because the ones that I’m like, I’m always there for them. I’m like, hey, if you want to share with me your week of tracking all of your time, which is it’s a sucky thing to do but everybody should do that once a year to figure out what to take on, what to take off. It’s going to suck. People don’t do it and the reason why they are doing it is why they’re not being successful in sales anyway. I’m encouraging everybody to track [crosstalk] for a full week.

Lindsay: It makes people uncomfortable and that’s why they are afraid of it but then once they do it, it’s a weight lifted off your shoulder.

Susanna: Oh, we got to tell them it’s okay if you spend three hours at home just in your

Lindsay: [laughs] I know exactly what–

Susanna: Then that’s okay.

Lindsay: I had one or two of those thrown at me when I was a dinger.

Susanna: Yes, but that’s even that’s a  to even getting right on that triangle. I recognize that. You know what, it’s even beyond that. They don’t know where to put their time.

Lindsay: Then they feel they’re spinning wheels and then they feel unproductive and then they start to question their skills and they question and then it blows up.

Susanna: Then they feel like they can’t come near you because you’ve already told them and they’re ashamed. I’m all about like I am not bringing any shame, no judgment, no assumptions. What do you need? Let’s fix it or maybe if you can’t fix it or extreme ownership knowing that that’s a problem then maybe this isn’t going to be the profession for you. Might as well go ahead and cut it off and go get an eight-to-five job. Now our jobs are still available because those are also ending pretty rapidly as well. Hard conversations.

Lindsay: It’s funny while we still do it to a certain degree but our marketing team, we would sit and have our weekly meetings and there was one portion of the meeting where we would always bring up something that we screwed up. The reason that we would do that is because number one, everyone else can learn from our mistakes hopefully. Number two, I wanted it to be very apparent that even though you screw up, it’s just an opportunity to learn and that the screw-up is something that we all do it and it’s ways that we’ve got better.

I wanted it to have that kind of– We wanted the meeting to have that vibe where it was like “Hey, we’re going to talk not only about the things that we freaking crushed, but we’re also going to talk about the things that we screwed up because we’re going to learn more from that anyway.” I think that that’s interesting when you say that because it’s like people are afraid to come and bring you like, “Hey, I didn’t do this, I didn’t do that.” They should because those are the opportunities as a leader you can’t help coach them unless you know what things that they’re truly not doing. If they’re yes, I’m making 20 phone calls a minute. Then why aren’t you getting the results?

Susanna: The system is telling me something different. I’ve already pulled it myself. It doesn’t 

Lindsay: You’re not being honest with us. You’re not being honest with yourself, and then it’s just not going to work. That radical transparency or whatever. I love it. Okay, so we only have a few minutes left, but I want to hear from you. What is just some advice that you would give to people going into this strange market? What are some of the things that they should be focusing on or not focusing on? Like you said, with time blocking, sometimes it’s what you put in, but it’s also what you take out. What are some of the things that they should be doing and not doing that will get them through these next couple of years?

Susanna: I think I have two points that I want to make. The first one being it’s time for them to take a moment. It doesn’t matter if they’re having success or not, but being real with themselves about, okay, analyzing how has the year been for them so far, where is it going to take them between now and the end of the year? The questions they need to ask themselves. Do they want to change? Do they want to have an impact or do they want to grow? In that, there’s a pivoting that that agent needs to do. If they’re already crushing it, continue being your badass self. Don’t. Just continue going back to that triangle but working on the skills and the knowledge and the actions and the attitude.

Now, if it’s not working, half there, half not, then it’s time for a recommitment. Meaning just like we’ve talked about. Go to your leader, admit, “Look, I have rated myself and I am failing, or feel like I’m not at the standard here. Help me.” Man if agents would just come or if you don’t feel comfortable going, find a mentor that are all over the place, by the way.

Just message them and figure out how can you recommit because I respect that. Then the third thing is this pivoting is if it’s just not igniting, there’s nothing wrong with trying something new. Success is not final, Lindsay.

Failure is not fatal. It’s the courage that counts and so I think people now really need to get and that’s Winston Churchill, I wish I could take that quote. I wish that people could just be real with themselves and just acknowledge it. Go ahead and rip the band-aid. Do what you need to do. I am a success story. You’re a success story. It’s like we started off grinding it out, and nine years later, I’m now playing it forward for others. There is so much opportunity in this profession in scaling. If you want to, if you don’t, that’s okay too. That’s what’s so freaking magnetic about this thing that we do every day. If it doesn’t make you happy, go do something else.

Lindsay: Yes, you should be doing it. Remember, in the very beginning, we talked about the fact that there are certain things that is congruent between some of the different brokerages that we talk to and someone will say something. You just said recommitment. You could see me giggling to myself because that’s one of those things. We just a couple of months ago, we realized that on our roster over the last two years, when everyone thought that they could do real estate, we had a lot of people that had joined the company that were then– They were disengaged.

They weren’t really selling or they were trying to, but it just wasn’t working for them but they couldn’t fully commit because they had a second job. They had to make the ends meet. All those things. There are so many different scenarios. We literally rolled out a few months ago a recommitment to success with our agents. What we did was we said, agents that have been in the business for a long time, no need. They know their season. They know what they’re doing. Let people from the last couple of years that haven’t had more than a sale a year. We asked them to go through the checklist that we made. We talked to different agents. We talked to leadership. We talked to staff.

We said, what are the things that we need to make sure that they are committing to? They had to sign it.

Susana: I love it.

Lindsay: When we moved into this next thing. We are literally talking about recommitting. 

Susanna: You held the line. Look at you.

Lindsay: Our roster took a hit. It takes a hit. There’s people that are like, but why can’t I just continue to dabble? It’s like, we don’t want dabblers. We want people here that are ready to commit because then we are not spending the time with people who aren’t ready to commit. I love that you said that. I think it’s important, even if your brokerage isn’t doing that, even if you don’t have a leadership person that’s doing that, look at it yourself. Think about whether or not you are willing to commit to the things that are necessary to be done in this business. If you are not, then like you said, don’t be afraid to say that didn’t work out. That’s okay. You tried it, it didn’t work. People try stuff all the time and it doesn’t work out for them.

Susanna: It’s not fatal.

Lindsay: You tried. That’s what you should be proud of, is that you tried and you made it. You gave it the best effort you could. Now if you didn’t try, then maybe go through those commitment things and start really fricking trying, but if you don’t try, obviously then you could have that fear of failure.

Susanna: Absolutely.

Lindsay: If you’re trying and it’s still not working, then don’t be afraid to get out. I love that you said literally, you said recommitment, and I was like, “You got to be kidding me.” 

Susanna: We’re on the–

Lindsay: Same page.

Susanna: You’re in a different market. You’re in Florida, I’m in Texas, but we are all cognizant of the fact that if not now, when, and we have already failed forward probably in different circumstances. Winter’s already here. Woo, so scary. We survived COVID. That was much worse than what’s happening now, in my opinion. That was unknown, but it’s like we got to lead our people and how can they stay lit if we’re not bringing the fire to them?

Lindsay: I hear you. When you say winters are scary, not in Austin, and Texas. By the way, [crosstalk] we’re in Massachusetts for the most part.

Susanna: That’s right.

Lindsay: Florida’s a secondary market for us, so take it easy on them.

Susanna: You know what I mean.

Lindsay: I’m just in that mindset of like, “Oh, winter’s here.” Anyways, I am so glad that we got connected. I’m so glad that we got the time to spend today. I cannot wait for this episode to come out because I know for a fact that everyone’s going to love it and I’m going to get text messages. I really, really appreciate this. Thank you so much for being on here today and we’ll talk about more opportunities in the future.

Susanna: Let’s do it.

Lindsay: Awesome. All right, thanks everybody for listening. We really appreciate it. Definitely check out the show notes. We’ll have links to all of her contact information, things that you guys can– She’s obviously a very open leader, so if you have questions for her, I’m sure she’ll be willing to answer them. We’ll put all that in the show notes and social media links and things like that, that way you guys can get in touch with her. We will see you on the next episode of the Agents Who Crush in Real Estate Podcast. Thanks so much, guys.