The Secret to Longterm Success

Kind of like, are you willing to sacrifice a year or two so that years three through 10 are, you know, on this. On this trajectory up? So I think, you know, really like trying to put yourself out there, meet new people, say yes and find a mentor. Welcome to the Leading Lane Podcast for Real Estate Pros by Real Estate Pros, with your hosts, Ashley Frederick and Stephen Burch. If you're looking for an honest, authentic, and raw perspective, you found it. Welcome, everyone, to today's Leading Lane Podcast. Today is actually Galentine's day, which is the day before Valentine's Day. So I thought what an appropriate opportunity to bring one of my favorite humans, Neva Fisher, back on the Podcast while we let our friend Stephen rest a little bit today, us ladies are just going to take charge and run the show today. I messaged Stephen and said, I hope you're feeling better. Let me know if you need anything except a hug. I'm not gonna hug all of the things. Thanks for having me. I appreciate it. Happy Galentine's day to you. Yes. I heard some girls at volleyball last night that they were. They're making, like, a dinner for tonight, and they're late in college. I thought it was really cute that they were having a night for it. So I thought today this would be a great opportunity. So I think what we wanted to talk about today is what we talk about a lot is kind of just how you're differentiating yourself, which Neva, I know you've done a great job with, you know, but a lot of people, I think, are looking kind of for that quick fix, if you will, or how to become top in your game. But I think what we talk about, too, is that people might hear those things and they sound great to them, but necessarily aren't willing to do the work that's involved. So I think we should just kind of peel back those layers and see what we come back with. Absolutely. I have people that come up to me and ask me, what are you doing? What are the things that you do? And it's that. Let's. Let's rewind that for a minute, though. Like, talk about your last two to three years in Real Estate. Like, what it. What it started out and what you're doing now. So I'm going into my third year, my first year. My personality is to jump all in. Right. But when you're talking about going from getting a paycheck on a consistent basis to moving into an industry that is you get paid by the work you do, and you don't get paid by the work you don't do. Right. So I knew that eventually, if I really wanted to be as successful as I wanted to be, that I was going to have to go full time. And that transition was scary. But that's just when I started I decided to switch brokerages. I started kind of looking into what the top producers were doing, and I just had to start doing those things. Now, putting yourself in the right environment helps, like switching brokerages. Being in a place that I was going to be successful was a big step. But then after that, it was like I started watching what the top producers were doing and I started to do those things. And nobody told me to do those things. I mean, you would hear it here and there, like, oh, you need to be in the office, make sure you're picking up your phone, going out and about the community, and they tell you these things because it works. And I was willing to do those things. And there for a little bit, there was no action. Right? Like, you're not getting. The phone doesn't just immediately start ringing. But I could tell that, like, I understood what they were saying. Like, you're. When you're in the environment. And I just made the commitment to go full time. And I think by doing that though, too, my mind shift changed because I was no longer one foot in and out the door. I was like, okay, okay, this has to work. So here we go. Switching over and then just doing all the things that the people that were successful had said to do, but also not losing sight on the fact that it's not instant gratification. Then, of course, the infamous meeting with Stephen Burch on November 28, where he said, you're the product of what you did not do 90 days ago. And that stuck with me. So every day I literally treat it like I'm going to see the results in 90 days of what I did or what I don't do today. And so when I get asked, all right, how'd you become so successful? Or how. How are you doing so well? And I'm like, well, hold on, you can ask that and I'll tell you. But are you willing to do the things that I did? Because some of them might sound a little crazy and you may not like. It, but yeah, you know, I think that again, especially in Real Estate, I think that in, like any commission based job or any type of sales job, I think that there is, like this aura, if you will, of seeing people doing really well or seeing people closing five or ten transactions a month and, you know, automatically thinking Like, I can do that. And that's great to think that. But I always try to frame it with people of being realistic and that you have to a little bit compare, like, apples to apples, too. Like, you're trying to compare yourself to someone that's been in the industry for 20 years. That's 20 years worth of contacts. That's 20 years worth of repeat business. So it might be a little bit easier for them to have that volume because they're working on their 20 years, you know, book of business, if you will, if they've stayed in good touch with their people. And I think that that's where some people. I think there's just a disconnect. And then maybe if they don't have that five transactions in their first, you know, six to eight months, they think that they're doing something wrong or that it's not the right career for them. And, you know, there's a girl in my office, and, I mean, she'll tell you, like, she didn't have a transaction for a year. I mean, a full solid year. And it's not that she wasn't doing the things, but it is sometimes hard to. When you come into a new town, right, and you're almost like another disadvantage. You're starting from even more scratch of not your normal basis. But, you know, she didn't give up. She kept on doing things. She kept on putting herself out there. And, you know, now it's like we're finally starting to see those transactions and those, you know, clients, and now that those have turned into referrals. But I think almost all of, you know, my agents will be like, so it didn't happen as fast as I thought it would. But I think that there are things that, you know, each agent can do to set themselves apart. And I think what you and I talk about a lot is, you know, taking control of your day and also gratitude, you know, affirmations, which. I know you lead a wonderful, wonderful group called Rise and Thrive, you know, Mondays and Wednesdays, and accountability group. This week I actually had my husband hop on with me, which I think it was interesting, and he's like, well, now what do we do? It's quiet right now, you know. Yeah, tax time, you know, so I was like, write those bills out. But, you know, we talk about it, and we've. We've mentioned the group to a lot of people, and I know that the timeframe is hard, and I know we're looking at. At some other options for that, but it is a commitment, and it's a commitment not only to your craft, but to yourself. I'll tell you this story. I don't, I don't think I told you this, but, you know, Ben recently had surgery, so he's been stuck at home, which that's just a whole other situation that we are not used to. And I don't have children, but I asked my girls that. My girlfriend's at volleyball last night. I was like, is this what it's like to have kids? It's like, can you turn the light off? Can you grab this? Could you grab me an ice pack? Could you grab me some snacks? I'm like, my goodness. And was it when you were getting ready to sit down? Because that's. I was literally walking out of the door. And then they're like, you're never really to volleyball. You're always like, right on time. Did you come early on purpose? But the funny part was. So I. I normally try to work out before our call and that was an off day, so I just sat in the sauna. So I'm like, okay, like, because he's now. He's now he's watched all these youtubes and he is going to be a new human. He is, you know, gonna work out all the time. He's gonna the carnivore diet. And, like, I'm all for it. Like, if you want to change, like, we will make it happen. So I was like, okay, you're going to get up with me at five o' clock tomorrow. So he, you know, he's still on crutches and stuff. So he has, like, make his way down to the sauna, which is a workout in itself. And then, you know, work its way back up to listen to the call. Listen to the call. And then for me, I do like 12 minutes or so on my Shakti mat. And then so I made him sit on this, like, little shoulder roller thing in the meantime. Then I listen to a breathing exercise while I'm doing that. So I kid you not, he's like laying there and he's like, this becoming a new person is really hard work. Love it. That is an hour and a half into his first morning hanging out with me. And, you know, I actually texted that to Stephen and, you know, he's like, that's hilarious. But, you know, I think it's good for him to see, you know, not only do you work hard in your career, but like, how hard you work on yourself ahead of time too. And, you know, that doesn't account for like, next hour of, like, Audible and getting ready. So I think that that's just where people get losses. Like, you can accomplish a lot in the morning, and if you're really preparing yourself and, like, mental toughness is what it comes down to as well. You know, like, today I didn't get up as early. I had a headache. And, like, it's just the things throughout the day. I don't think I am equipped to be as, like, nonchalant about them. Like, things might irk me a little bit more. When you're not fully prepared well, and. When we don't set our day up for success, then it. You're leaving it to chance. Right. And I think it's natural to catastrophize. Right. Like, if you have a lot going on for that day, but when you have challenged your body, challenged your mind, put yourself in a good place. Suddenly, I think it's all about perception. If I set myself up for success with the day and I walk into the office and I've already worked out, released some good hormone hormones and all the things, then I'm less likely to be as reactive to a situation than if I would have just rolled out of bed, got ready, threw on the lipstick, and went in and was like, all right, Dave, what you got? And there's so much power in that early morning, part two, when I was setting up Rise and Thrive. So the power hour is based off of tasks that I found top producing people do these things. And I just condensed it down to an hour. And the first time that it really clicked for me that intentional work time that we do is 20 minutes long. And how much I got done in 20 minutes of uninterrupted intentional time. It really just showed me, like, how throughout the day, I had been wasteful on my time management, how how I had, like, just the day would just get away from me. And the days that I do the power hour and I do intentional work time, they just have an overall different feel to it. The way that I receive information, the way that I receive criticism or feedback, or the way that I handle clients, I mean, I'm just in just a better mind space there. But that didn't just happen. Like, I wasn't somebody who's like, yay, we're gonna wake up first thing in the morning and just get it all done. It came from going through the day, figuring out what's working, what's not. Where can I control things? Because in this business, there's a lot of things you can't control, and you get a lot of Situations that pop up and you're like, okay, well, we're gonna figure out this one. So if you can take control of your day and set yourself up for success, I mean, why not? And then in this industry, again, we're busy and we have our families. When we go home in the evenings, it just feels like there's so much more intentional time there too. So intentional work time, intentional growth for yourself. And even if something negative happens throughout the day, it wasn't all lost. When you leave it to chance, you have a bad day, oh my gosh, it's a horrible day. If you get up and you work out and you do the mindset thing and you're into it and something does happen, you're like, yeah, it wasn't a great part, but it didn't ruin your whole day, right? When I think the, I think the first time I read the 5am Club, if you haven't read that book, it's a great book. And that's when I started getting up at 5am and it just makes you like look at the day differently and how you can stack your day. But it's also like, I mean, like most of the time clients aren't calling at 5 o' clock and 6 o' clock in the morning, right? So I mean, it is truly like uninterrupted time to focus on yourself. And I was watching something last night too, just about like how like reading books, how much it makes you a better person, right? Just things. And for me it's audible. I just don't read books. We don't do that. I don't do that. Well, I'll read five pages and I'll be like, literally not sure what I just read. So I do audible instead. But you know, I look back, like for self help books, if you will. I think the first one was like, well, the 5am Club. But then it was, I think, girl, wash your face, which was like a Rachel, Rachel Hollis one. And that one had a lot to do with your surroundings and people that you surround yourself with. And when I was listening to that, I was like, oh no. Like I am surrounded by some not great people. Like, very quickly became aware that they were like energy suckers and I had to remove them. And then I read like the next one, which was, I think, stop apologizing. And then I was like, oh no. Like still, like, I still have bad people. And so you started going through this cycle of like cutting people. And that like leads you to other avenues of you found time now for good people. But then, then it started being like more like business type books and leadership type books. And I mean, I think we should all be reading until like, we can't read anymore. You know, listen to audibles. Like, there's just always so many things you can take away or a different perspective and when you really start to hone in on like your specialties and you know, again, like, those books will give you prime examples of like, I could have been doing this or I should be doing this or that's a great idea. Why haven't I done that? You know, I listened to the ninja selling book on, you know, and that was a great like, thank you notes. That's a huge thing. You know. And again, like, have you just not read that book? You wouldn't have thought about. Well, now I send notes to people and people a lot of times, like, will remember to call me from the Real Estate nudes because they got that really cute note from me like a year ago. I like how you, the way you're saying it is like it met you where you were too, right? Like, I don't think I could tell somebody, okay, you're here, so start here. You really just start. And then it's like naturally you just start to hear and read and get recommended and you kind of just go down this path, this journey that it's yours. Right. Like, and if I would be willing to bet that you're probably, well, more busier now productive than you were before when you were sleeping in a little bit. So not only are you more, more productive and busier, but you're getting up early too. So like that Some would say I need to sleep in because I'm so busy, but no. Right. And it's even more so of like how you handle the day. Like, you know, when things would come up in transactions, I'd get so upset, you know, about, like, how could, how could this happen? Or like, how am I going to explain that to somebody? And like, most people say that, like, I'm frighteningly calm. You know, they'll be like, but you're like so calm. Like nothing wilds you. And I think it's just, it happens over time too. Like I feel like I've seen it all. Or like that doesn't surprise me. Or like, yep, okay, like, but what does that heightened emotion get you? Like, what is flipping out get you at the end of the day? Like, nothing. Right. And I think again, like where you're like, your mindset, you're calm, you already had your. Yeah, yeah. I mean, Right. And it's just like, okay, like, great. Like, that sucks, but let's figure out a way to fix it instead of, you know, spewing a whole bunch of this. But I think that that also goes with your surroundings, right? So for a long time, I was surrounded around negativity and, you know, people that would talk about me the minute I left the room. You know, it's an uncomforting feeling, but, you know, you always feel like you want a room full of people, that if you walk out of the room and someone were to say something about you, like, your friends are the ones that would stand up for you and you're not in the room. You know, like, those are the people that I didn't necessarily have in my life and I do now. Takes a while to get there. It takes a while to find those bumps in the roads or know that you deserve more. But, you know, when you start being intentional about who you're with and what your conversations are. So that's the other thing. You know, a lot of times I just stopped. I stopped engaging in the craziness or the gossip. And, you know, a lot of times I would reference that with, like, did you hear it directly from them? Are you positive? Like, where did you hear that from? Like, if they didn't tell you, like, is that true? Just like, you know, like, I don't, I don't. It doesn't have anything to do with me. I don't know them. I don't. You know, I'm going to let that go. It all comes with time. Did you feel moments of loneliness in that transition? I think, like, we have to be okay. We have to be okay with that. We have to start getting comfortable in a business that requires a lot of interaction. Yet we are. We can oftentimes feel lonely in the journey and the healing part of it and becoming the best version of ourselves. Because it is so prevalent to gossip and talk and be negative and find the worst. And like, so, you know, part of. That it is like, everybody wants to be in the know, right? So, like, they see a house that comes up and like, oh my God, did they get a divorce? Or I wonder why they're selling. You know, and it's just like, I mean, it's none of your business really. They're selling their house. Are you. Are you interested in it or are you not? And again, when it goes back to a small town, right, like the rumor mill, like, it's. It's craziness. But I think, you know, over time, I Used to be bothered by it. Or I used to be such a. Like, I need to prove people wrong. That. That's. That's not me. Or, you know, what they heard. I think I've probably told the story before, but lots of people will say that I'm a bitch. Right? Like, that's. That is what it is. I don't care anymore, dear. Loss. But right. Like, there was a girl that wasn't gonna use me as a realtor because another girl, she's like. I was like, oh, she's the biggest bitch ever. And then her. I think her husband was like, are you talking about the same person? Like, I don't think she is at all. Like, I think you should meet her. Like, we should do a showing or whatever. Went to a showing. And, you know, she ended up being a pretty good friend. And they were like, oh, my God, I'm so glad that I never listened to that girl. And I think that, like, that's on all of us to do a better job by, like, not judging a book by its cover. You know, I try to do that to another. Like, friends might not. Like, someone, like, I mean, like, I don't know them. So, I mean, I don't. I don't know. I can't pass judgment on that. I try to really work on that too, because I think that that's only fair. And it made me angry when people would judge me without ever knowing who I was. Yeah, well. And I. I have to say, say I do have a little bit of not. It's not necessarily a fault, but, like, you want to describe people and shake them sometimes, like, oh, my gosh, this is not good for you. Like, just stay positive. Try to see the good out of this. There's a teaching moment in it. And it's so hard to get people to, like, shake out of that. So I do find that even in the Rise and Thrive, it's an elite group of people. It's. It's a small group, but I see that that's how it goes. Oftentimes people want to be in the. Top in their industry. They want to be a top producer. They want to do all the things. But when it boils down to, like, letting go of toxic relationships and, you know, letting go of those negative habits and ways, it's hard for people to do. Like, it is hard. It's like a life change. And it's like, almost read, like, re identifying yourself, you know? And I think for me, sometimes, you know, living in the town that I went to high school, And I think it's. That's its own interesting thing because people will be like, I'm like, this is like, not like the Ashley that I knew in high school. And I was like, yeah. I mean, like, she was timid and afraid of everyone and, you know, was bullied. Now I'm like, way past all. I always say, like, if I go back to high school when I would never. But if I could, I would love to go back to, like, who I am today, like, at peace with myself and would not, you know, wouldn't let what happened and the things that were said and done happen. Because, you know, looking back, it was, you know, childish. But I look at like. And I know you have kids in high school and younger, and like, God bless you. Because I look at some of that craziness and I'm like, I just adding phones into the mixture. I just always think about if we would have phones when we were in high school, that would have been detrimental. But honestly, for me, but for some. So I think that's a whole nother, like, layer is I remember when I was a sophomore in college is when we got Facebook. I think, like, our teachers were literally, like, this is a digital footprint. You have to remember that whatever you put on here will be available forever. And I even find, like, when I'm interviewing people or like, an agent is looking to come to the office, like, I'll look at their social media and then I'll be like, yeah, like, I don't think that this is the best idea. Like, holy mackerel. It's crazy how the world has changed. That way for sure. And that's. And that, yes, throw social media in it to it too. But those are the highlight reels. Right? So, like, even though, yeah. People see people doing good, you don't hear people say, oh, my gosh, did you see so and so post about how wonderful they're doing? It's amazing. No, they're still into that. I want to ask you something and your listeners, maybe we'll get some benefit out of it. If you were talking to somebody that was brand new to the industry, knowing what you know now and all the things that you've been through, do you have anything to say to somebody who is brand new to the industry to give them some encouragement to keep going? Because we hear it all the time. Right. Like, it's. It's hard. You have to do all these things. But do you have anything that you could throw out there? Yeah, I mean, I think the biggest thing kind of like we Talked about is like it is a marathon, it is not a sprint, right? And I think that that's where so much confusion and this, like, this being misled in the industry comes from is like we are sprinting and like the work that we do is fast and you have to be available and all this stuff. But the actual like course of a Real Estate career is a marathon. I think that they say it's like typically like year three to five is when you finally start to see that gain of business, if you will. When I look back at people, I mean, like that's really when you started to see shifts from people are like three and into five. Because now their credibility had come, you know, the repeat transactions, referrals, all those types of things. It's not to say that you can't come in year one like guns a blazing, but you know, you would have had to have, you know, probably been potentially part of a team that was giving you leads or whatnot. I think that it for me, if, if I had any advice right away, like I would say to try to find a mentor right away. Somebody in Real Estate, you know, our office, I think we're lucky in that we have accountability partners. But if you can find a seasoned agent, and I tell you that I think like most seasoned agents would be appreciative of someone, ask them, you know, like, it's not necessarily like, do you have to show me the ropes? Can I come to showings with you? Can I come to closings with you? It's more or less just that mentor piece. Like, hey, can I have coffee with you once a month and just pick your brain, right? And I enjoy when people do that, you know, with me. And you know, obviously I have coaching clients and it's the same thing like did you think about doing this or did you think about doing that? Because you haven't had that opportunity. But now it, it, it gives you that leg up over the other person that might be started the same time that you did. Same thing. They're not doing anything. They're just kind of waiting for leads to come in. So I think, I truly think finding a mentor and it doesn't have to be someone in your hometown either. Sometimes that's good, right? Like Real Estate can be cutthroat. So that doesn't always work. But find someone in another town, another state that is doing really well and ask them to hop on a call with you or what can you do to. It's just most people that are, that love their career and care about the industry are willing to share their life tips. So I think, you know, yeah, finding a mentor, but also just, you know, we've talked about it like when you're first starting out, like you can't maybe like you can't say no, but you have to pound pavement. I mean, like, that's what I tell people is I did showings all weekends long. I did them at 8 o' clock at night. I did open houses, like four in a weekend. Like, would you find me doing that now? No, but that's because I was able to build that book of business. But it's funny how much those open houses, I'd have someone that went to one of them and three years later they would call me and be like, we met you at an open house. You were so kind. We list our house. It was just three years later, you know, like, I just don't think people understand that it is time. I mean, and it is, you know, we have families and might have another job. It's hard, but I mean, you have to really want it bad enough and that, you know, you tell people it's kind of like, are you willing to sacrifice a year or two so that years three through 10 are, you know, on this, on this trajectory up? So I think, you know, really like trying to put yourself out there, meet new people, say yes and find a mentor. I love that because I think first of all I'm very appreciative of you. I feel like that is who you are to me and it's, I feel so, so lucky, blessed all the things to have somebody like you. Because there's times where like you want to call somebody when you're in the trenches, you just, you don't want to gossip, right? Like, you don't want, that's not what you're trying to do. But want to tell somebody that is then going to let you say it and then be like, but remember we're this, we're that, you know, and kind of get you back on track. And I think that's so important also too, when you say that you want somebody that's not like a recruiter for you, right? Because they're going to tell you all the beautiful things and all the great things. I was talking to somebody the other day and they're like, I want to become a realtor. Houses are just going left and right and the flexibility. And I'm over here, like if you call, like talking on the phone at 10 o' clock at night and going out to the cafeteria of your son's basketball game while he's in there playing. Being on your computer because you're finishing a contract. Flexibility, yes, it. But there is a lot of sacrifice. And so by sitting down with somebody, that kind of gives you the Real and raw edge of it. Not negative, but just the Real moments. It allows you to, like, okay, that's what. The season I'm in. It's the first two years. I knew this was going to be the building blocks to it. I can get frustrated, but I gotta wipe the tears and get back at it, I guess. But that, yes, that is amazing because I see so many new agents, and they come in and they're like, tell me what you did. And they're super excited, and they've got all this momentum, which is what you need. But I'm not here. I'm. And it's not me shooting anything down. I just feel like, realistic expectations and helping them understand that part of this growth of your business requires the growth in yourself. That can open up a whole new can of worms. I mean, when you are working on yourself and you are bettering yourself and you're becoming a different version of yourself, there's a lot of. And it's not always. It's not always easy, you know, because you find maybe you didn't even like yourself before, right? Or you didn't like parts about yourself. You know, one thing that, when you're talking about, like, when you're calling, you have a bad day. Like, one thing I really try to do with, like, staff or with people is I'll be like, okay, I need just. I need, like, two minutes. Two minutes to just vent up. Whatever. I just need to get it out. And then we're gonna move on. And then I'll just, like, feel them, like, okay, I just need to get it out. And now it's done. And we're not. We're not doing it right. But, like, that's just human nature. And so I think that I hope that, like, people pick up from that, too, and that they know, like, when they come to talk with me, like, I don't really want to be gossiping. I want to, like, help people or whatnot. But if you need to come and, like, we'll let it all out and then move on. We're not going to spend like, a, you know, an hour on it. But, you know, I think the other key part, you know, obviously, the mentor, but I mean, like an accountability group. I mean, what you're doing at Neva, you mean you're doing it for Free, which, you know, normally when I tell people, they're like, it's free. And like, if you're. I mean, like, you have something that, like, no one's even charging you for, and this could literally change the way that you handle every single day, the way that you change your Real Estate career. I mean, and, you know, there's someone from my office that also joins. And I mean, like, his sales have increased, you know, completely. And, you know, we then talk about things and I, you know, made him get a little timer for his office, and he has to turn everything off and, like, just work on stuff for like 10 or 15 minutes with no interruptions. And those things are. He's like, gosh, I'm so glad you told me that. Like. But unless you put yourself out there, into these groups of people willing to pour into you, like, it can get lonely finding a group like this. I think there's anybody that's considering it. You know, Neva is fantastic at what she does. It is a group of people that are willing to sacrifice an hour of their morning to make themselves better and to make those, you know, around them, you know, better. Yes. Well, I appreciate that. And that's the whole goal, is to get people to understand that when you set the intention and you have big goals, but you learn how to prioritize the little things and do those on a daily basis, even just in your own life, you can't help but win. We are winning the day, even in the first hour, right? So nothing else, nothing else happens. I show it for myself, right? I do it for free. Because I do have a passion in doing it. I show it for myself as well. So if nobody else was to show up, I would be there. But it does. It feels very inspiring to be a part of a group of other people that have a lot of value in the industry, right? Like, they didn't. Some of them are not brand new. They've been in it for a while. And maybe they just got into a little bit of a funk and was like, I gotta figure this out. Some of them aren't in Real Estate. It's not necessarily just for Real Estate. Tattoo shop owner, a retired school counselor who. Her routine was completely different. She didn't know, like, oh my gosh, now what do I do with my time? How do I do it? And she doesn't have to get up at 5:30, but she does because there's other parts of it that are valuable, right? Like just being intentional,. Accountability part, right? Like, I feel guilty if I don't get on. Right? So, like, I'm like, no, I have to get up. Like, I have to get on that phone call. Like, somebody's counting on me to be on that phone call. Yes. And I. And it does feel good when we push ourselves and we push the limits a little bit. Right. Like, we're sharing wins, we're being intentional with our time. Like, we just feel so successful when we're done. And. Yeah, I mean, I want to think,. You know, earlier this week, we did an exercise which you'll have to. You'll have to be part of the group to know the whole exercise, but it was kind of about, like, your goals and, you know, using chat GPT to help you with what your. What your day looks like in the future life and setting that out or whatnot. And so I think I sent you mine. I mean, it was a little eerie for, like, all the things I'm working on. And I read that to my coach. I didn't tell you this. I read that to my coach, and she said, I want you to either read that to yourself every single day, or better yet, I want you to record it. You saying it, and I want you to listen to it every single day. I love that. Yeah. And even in the little bit of time that we do in the power hour of these, like, positive, not even necessarily positive, we just talk about life events and things that can happen and how do we set ourselves up for success. But then we also talk about the things that maybe we don't want to talk about. And that exercise of putting our future self out there, that's another thing. When you talk about, like, going through the hard times in this industry, we see what we didn't do or did not do from the previous 90 days, but also think it helps to have, like, the goal right in front of you and picture yourself where you want to be and have that as. I don't know if prize is the word, but focus, because I don't know you. If. If a deal falls through or maybe something that you set the goal and it didn't happen. Keep going. Keep pushing yourself. There is. And it's going to come. It's going to happen. Ever think about what it would be like that way, then what are you even doing it for? Right? Like, we. We work out because we want to maybe look a certain way or we want to be healthier. There's always an end goal to it. And that exercise was designed just to put that future self right in front of you now. And I know when I read mine, I just started bawling. Like, I feel it, I wanted it. And it was like. And chat GPT is super cool, right? Like, it starts to learn you and it's adding in all these descriptive words that just bring so much meaning. So I love that. To record it and listen to it. That is a great. Yeah, I love that. Well, thank you, Neva, for hopping on our Galentine's Day Podcast today. But I think, you know, again, making sure that you're reaching out to other people, looking for people that are looking to lift you up, finding an accountability group. We'd love to have you on Rise and Thrive. You can definitely reach out to us if you'd like to know more or if you have any other questions. But otherwise, we hope that you guys have a great day and we'll see you soon. Yes, have a good one. If you've enjoyed today's episode, please, like, subscribe and share with others. Stay connected. For more genuine insights and strategies to boost your Real Estate career on Facebook or check out our website. We'll see you next time.