Scaling Your Business with Listings and Mental Strength

Michigan alone, 85% of people to get their real estate license are out of the industry within two years or less. It's because they're not prepared and it's not about the shiny object or my friend of my friend works here or things like that. It's about what is going to be the best place for me to provide me with actual training so I know what I'm doing so I can help the clients the right way. Well here we go, I have, first off I'd better say I'm Dr. Cynthia Tant here in Pensacola Florida with Sipseller Pete and I have the pleasure of speaking with Bethany Broca from Michigan today and I've heard that she has been fraudically, fraudically, how can I not say that. In real estate for almost 20 years now, she's has a broke, a boutique brokerage in both commercial and the residential sides of it and also it sort of seems like you are pounding the pavement. You're still the producer as a broker. I am too. We got a lot of things to talk about but tell me a little bit about let's hear it from you. Tell us all about yourself Bethany where are we going in this real estate business? Well, I'm definitely an accidental realtor so I started out to an assistant about 22 years ago. That's because at the time I found myself unwed and pregnant and a gentleman that I knew some Thai school told me if you ever want to come work with me at the real estate office you can come work with me so I called him up and said can I bring my baby to the office and he said yes and so that started my real estate career about 22 years ago. I went from assistant to the assistant to executive assistant to office manager to lead recruiter to team trainer so I worked in real estate for about six or seven years as I put myself to college and a second child by myself I raised both my daughters 100% physically and financially. I say when I say single mom I mean they were biological sperm donors there was no help and they were both body training offices one in downtown plant one in Davidson and anyhow as I made it to my senior year in college working lots of hours and everything you can think of in the world he said you should really get your license and I said no way you know I got to support my family with solid income you know I can't do permission my very smart and wise best friend time he said if you sell one extra house it's extra money for you and the babies got my license first house I showed I sold I ended up selling 47 houses my first year I quit college my senior year when I calculated I was going to make more than my college professor that year I went from being a virus agent on a team to having my own team within about two years and then it was about two and a half years after that I had my own brokerage and so next year we'll celebrate a decade of every my own brokerage it was all God's plan not mine and every bit of everything I did up until that point actually was the best training ever for me to be the best real estate professional for my client and so I was pretty long college so I'm great at contracts and negotiations I've always loved marketing it's very fun to me I like to advocate and fight for people and I had no idea how rewarding it was once I actually got to be there with the clients I realized well this isn't sales I'm helping people I am helping people and that made the difference I didn't know it could be a rewarding career I thought it was a sales career but once I got my license I realized this is amazing I got to walk the world through my clients well and I feel that as other women that I've been around all my life I started 25 and I was a college professor so that's why I got out of teaching because I started investing in real estate 25 year well 30 years ago now but anyways as we don't I don't think people until you really get into the profession really understand everything we do for people and I'm sure you're the same way as I am some of my best friends came through buying or selling a home or in the real estate process because we sent much time with them or maybe an investor or something like that so since since you're a broker what are some tips of wisdom that you would like to give a new woman make a decision like you may have that you did when you were younger and with children in this industry as it is now as far as someone being new entering into real estate yeah new and entering into the profession I would definitely realize that going into it a lot of people go into it because I can set my own schedule and I'm going to have so much freedom that's the opposite when you're starting out if you want to actually earn income so go into it and say understanding you may be working 24 seven or all the time or nights and weekends in order to be successful especially at the beginning it doesn't mean long term you can't control your schedule have that flexible freedom but when you are starting out it's very important to understand that's not what's going to be or if it is your income is going to reflect that if you are okay making a little bit of income you could have all the flexibility you want however it's our job to take care of our clients first and their needs which means you have to put yourself secondary at the beginning to get to the point where then you can demand other things for yourself. I also would recommend have some money saved because if you're able to go into this knowing I'm going to always be able to work in my clients best interest you will be working differently than someone going into it chasing a check because they're so afraid that you haven't gotten paid yet and such so it's really important possible be on a budget from day one and have your finances okay in order to succeed and then I would really recommend plug into a brokerage or a team that's going to actually provide training in Michigan anyhow the licensing in Stanford is not actually preparing you for the real world at all and it's it's wild to me that they give people licenses to play with people's largest financial transactions of their lives and not every brokerage is created equal make sure you're somewhere where you're on a team we're working with a broker or a mentor that's going to train you and help you and guide you and assist you along the way there's a lot of people out there that I know that didn't make it in real estate that I believe would happen they were at a different place that in Michigan alone 85% of people to get their real estate license are out of the industry within two years or less yeah we have very large percentage to yeah and it's because they're not prepared and it's not about the shiny object or my friend of my friend works here or things like that it's about what is going to be the best place for me to provide me with actual training so I know what I'm doing so I can help the clients the right way and my in a budget do I have things saved you know and my and my ready to go and so many people don't think about those things first and also understanding just because you're working for yourself it doesn't mean your schedule is super flexible because it's really not at the beginning because at the beginning you're building your business and so those are things to be very aware of and if people go into it with the right attitude which is a realistic attitude I believe they can completely be successful however us as real estate professionals including myself are wonderful at presenting everything on fake book and social media that we're just living this dream life and everything's so great if you don't talk about the heart we don't want to it's not our job to do that so sometimes people go into it thinking this is going to be so great and they don't see the 12 hour days the night some weekend the 13 hour days the pure exhaustion getting out of bed at 11 p.m. to write a purchase agreement so my client doesn't miss their dream house even though I was so tired they don't see those things and those are a lot of the behind the scenes anyone out there really really producing it's not easy it's never gonna always be easy um it means they're putting the work in and now the now the best parts about this career though is what you put into it you can get back and that's what I loved because I was always a very hard worker and I still am and it was really exciting to be especially coming out of poverty literally to be able to control my own income by my work ethic and I loved that and I also like this because uh in in this profession is that and I'm not saying negative or anything but I know when I went into a PhD situation out of university uh gentlemen came in the same university same time I did same department say we literally were born on the same day okay so came in and he started 10,000 dollars higher as as fee as our pay because he was married and had two children I said this isn't right now it was back in the 1980s but he's still I said this isn't right why should I have to take less because I don't have a family or children but we're doing the same job we taught different subjects but coming into real estate and women do pretty well in real estate uh from my experience and but it's been very interesting that's why I like discussing with you is because um I'm one of the few women brokers in our area that actually has their own brokerage it not franchise it's it's a boutique just like yourself and I like it this way and and the interesting thing is I have all women agents which is very interesting I one guy and he's like oh my god where's everybody you know and um he's actually my property manager so but it's been very interesting as to who's come to work in and out and to be able to share that information and how I come into real estate. I start as an investor, you know, didn't have a clue what I was doing. Had a very good mentor, a woman who was investor. So when you were talking about, and I really like that, and you were talking about experiences with our clients, what can you think of is one of the best experiences maybe with one of your clients is clients in any realm, whether the first time home buyers or investors or whatever, that just was, man, this is just amazing that this happened. Well, there's many of them. I know. One that comes to mind right away, Cynthia was a very nice married gal. They had six children, and her husband worked in oil. So he was always on the state. She was a single mom a lot. And it was the first house ever, not just they would own, but the first house for every single generation of his parents, in her parents, that it really never dates. No one had ever been a homeowner. And that's what she told me at the time she's living in a manufacturer community running. And she said, "But you don't understand. Nobody in my family's ever owned a home. Not my mom, not my grandma, not my great grandma, not my husband's mom, not my great." And it was very hard for her because she had the six kids and had to get the papers to the loan officer or husband's gone in the oil fields out of state and such. And I remember I would drive to her. I'd always tell her, "We're going to do this. We're going to get you a house. I would drive to her house, get the papers. I'd scan her for myself, bring them back all of that. And when they finally got their house, like those tears of joy, we're just so here. And that would mean me so happy to think I helped break a curse now into a blessing where all those children will know they grew up in a home. You know, when their family were home owners and just how happy they were. And I'll never forget that because how they have said no one's ever owned a house in our whole family. We don't even think it's possible." And I'm like, "It is possible. We're going to make it happen." And so that was one that really stuck with me forever and still does. And every time we're friends on social media, every time she posts anything and I see how big the kids are getting and they're still in their house. And I knew they would be. That just makes my heart sing with joy. Because how wonderful and special it is to help people achieve the American dream. I mean, it much as real tears can get a bad rap when it comes down to it. We're still pretty amazing people. And we want to help people with things like that. That one was very special. Also, whenever I get to help people downsize, which is becoming more often, and those are very emotional, oftentimes painful experiences because they've raised their children in the home. They've been there a long time. A lot of times they also have to face certain actualizations regarding their health, which means I have to get into a kind of an hour. I have to move closer to my children or things. I'm honored to help with that all the time. I've watched my parents go through it personally. I'm very patient with those clients. I have lots of good solutions for things. So when it's hard for them to get rid of things they love, but they know there's no room. I taught them you can take pictures of it. And you can actually have a picture book delivered, you know, all your kids things. And we can do this. And you can take all these old sweatshirts. They can put it into a quill. And so I've been able to help a lot of people with that process, which is very emotional and give a lot of hugs and white boys and tears. And every time I get to do that, it's very honoring to me. And I feel they're paying truly just from when I left the first place that I raised my babies in. And I was only there for 14, 15 years. And I was literally crying at closing. And I do this. I've sold over 1400 places. And so if I was getting that emotional about, you know, letting go of the place I raised my children in, I just can't even imagine for people that like right now I have a couple that's been in their house 34 years old. And there's original owners 34 years raised their children there relocating to Texas to be with family and and it's tough. But that's honor for me to get to help them through that transition in their life. And that just happened with me. My 94 five-year-old mother referred me to her 100-year-old friend. They were in the same neighborhood and everything. And Miss Faye is now an assisted living at a hundred years of age. My mom is my brother takes care of my mom. But her biggest, they lived in the house for 65 years. Didn't upgrade it or anything either. I won't even tell you the horror stories of that. But she, her daughter Linda, who's 70-something, anyways, it was her pride to see her mom sign the paperwork to sell her house. She was very, yeah, she mind why everything's fine. It took a little bit of time, you know, for her to do it. But she understood it because that was the only house that her and her husband had purchased. And he died 30 years ago. And so she's lived in that that whole time. But she, I mean, we took pictures and it was really interesting because this morning I went to a group with assisted living. I work with the seniors and senior, what are we, real estate, specialists, whatever. Anyways, I was at the homestead, I was at the area where she's at. And I, I mentioned that as a story. I said, like, talk about referrals, gang. Here's someone who's 95 referring to someone who's 100 and that's Miss Faye and she's staying here in the place I was at. And the gal said, oh my gosh, we love her. She was the best at crafts. I mean, it was such great heartwarming stories that here's this 100-year-old woman having a great best time of her life, I guess, because T-shirt is active. But last month she had given up her house that she'd been in them for 65 years. So those are things too that I also just experienced that that just this profession has brought, you know, in an opportunity to help people. When you're as shifting just a little bit, when you're working with a more established agent that may have the potential, more established realtor, that may have the potential that you see in there maybe, but that they don't see. What is something that you've been, I'm just saying that because I've got somebody that I'm, I've done everything I possibly can and it doesn't, nothing sinks in. I'm trying to get some input here. What are some of the things that you might want to bring up or work with, that individual, and this is a gal, to get her to see that she has more potential than she realizes. I guess it's re-appointed. Depending on the person, I'll start with their why. Meaning, why are you in this or what is your big goal? And the big goal doesn't have to be things like, I want to sell out of houses, or I would like to have a sustainable income in the 100,000s. That's not always the why. Sometimes the why can be, I want to send my children to private school, or I really want this nice car, or we need to upside our house. Oftentimes, if I can get them to hone into what is the purpose of why I chose this career or what do I want to get out of it, then I can get them to focus on what that thing is they want. And when I leave the horse to water, then they'll drink. However, based on what you're saying, I have also had to accept the fact through the years that I can lead a lot of horses to water, but I can't make them drink. Meaning, like what you say, I've had people I've mentored that I all day long know they could be highly successful. Correct. However, I can't give them the work ethic that I would like for them, nor can I want it more than them. And so that's been a tough pill for me to swallow through the years. I've accepted it now. I know my strengths are when this is when myself, and I'm willing to do whatever it takes oftentimes to get the job done, but not everybody is. And so I don't have to let that go. But otherwise, I will tell them things such as, and I say a lot of this when I'm speaking to that, you are your own worst enemy, meaning we are our own worst enemies. Our heads are the only ones telling us we can't do things or that we're not good enough. And we have to stop listening to that negative voice in our head and realize that other people look at us much differently than we look at ourselves. We are so much more self-critical than the way the public looks at us. The public things were amazing and beautiful and, you know, you're wonderful and smart, but we don't always think of that for ourselves. And so dependent on that particular agent's why, and well, how willing are you to get uncomfortable to achieve your goal? Because a lot of it stems from being comfortable versus uncomfortable. And there are a lot of people out there that will say, I want this, I want this one day, I'm going to do this one day, I'm going to do this. However, they won't change anything they're doing to get there. They'll just keep doing the same thing. You'll always get the same result. And unless someone can finally get to the point of embracing feeling uncomfortable or embracing that the freedom of being afraid, because a lot of times, what's the worst that could happen? It's not even something bad. It's not even something like I bought a house in Florida in 2022, it's an Airbnb, it's right by my parents, my husband's parents. I bought it site unseen in February of 2022 with a full of crazy looking RT, no woman's faction for a hundred K over asking against 27 people. I bought it in February of 2020. What area, what area town were you in? Long and short, Charlotte, the Gulf side. Okay. I'm going to go to the ocean with a big pool. And I didn't even see it till June of that year. And I had so many people thinking, "Oh, you're so crazy." Like, when I come to London, what's the worst that can happen, guys? I just sell it. The agent already told me he could sell it for 60 more than I paid for it. The worst thing, because a lot of times, we get so hung up on being afraid, but don't realize the worst that can happen is not even that bad. And so maybe that would help. If there's something like, I know you can do this, I know you're afraid, I know you're uncomfortable. But what's the worst that can happen if you start doing these things that make you uncomfortable? Because I do things that scare me literally every week, so that they are. 'Cause I know personally it makes me grow. It makes me better. It takes me outside my comfort zone. It challenges me. It keeps my brain working. So I force myself to do really scary things all the time. But as I grow through there, as I realize there are some people out there that just truly won't. And we have to accept that. And so, and I don't say that this is a negative way to reach where it's you. 'Cause I want you to be able to help the person. But I like to do it so much. And I would say about half of them, I can get out of their comfort zone. And okay, you're right, I can do this, I can be this, I'm capable, I can do it. And the other half, I can pour and pour and pour into them. However, I can't take a lot of their comfort zone without them wanting to do it. And so a lot of it's going to depend on that person. And I've had some hard conversations. I always try to leave with love. Like, I want this for you. Do you want this for you? And they'll say, yes, are you willing to do what it takes to get this result for you? And a lot of times that's like a light bulb where they'll say, maybe I'm not. You're right, maybe I'm just not really willing to do the work to have this result. - Well, and I think once they've been, and this particular person is doing extremely well and is also a full-time student, like it's doing the whole shebang. - Oh, wow, yeah. - Yeah, yeah. And an older, older gal. And so she's been, but the crazy thing is she's been taking dead leads, basically dead leads versus her database. So people, she knows everybody in town. She wasn't, she's a secret agent, basically. As we say, she's a secret agent. And she's converting, she said six sales in her first three months. Doing a 15-hour job for, or 15-hour college. I go, what is, you're crazy. It is going on here, you know? But she's that type of person, but right now her school is her focus. I know you said that you left law school, and her school is her focus. She thinks that's gonna be the way to go, even though this other part is sticking out here. Yeah, she's doing good. - I love regular college. I wasn't in law school, yeah. - Okay, okay. But, so, thank you, thank you for that, and for sharing that, Bethany. The, as you've been developing, I know you're now speaking more, or you're into more speaking circuit. When you, what do you find that most, not most, but a lot of the same questions come up, but the same kinds of, I guess what I'm trying to ask is, what are people asking you about what's out there? And to help their business, or what's happening with the world right now, it's nuts. I know we talked about it earlier, like what's happening with real estate? - Oh yeah, it's, everyone definitely feels like we don't have any current safe sustainability on what way we're going, we all feel, at least for what I saw all over the nation. Everyone said, yeah, everything's a little crazy right now. One of the big things that they've really been asking about more, especially with our new rules and such, are taking out more listings, because then you have the ability to control your income at all times, and the ability to control your time more. So there's been a lot of talk of listing, I teach a lot of listing classes and such. A long time ago, one year I did 90 transactions, the most I've ever done for me, with a part-time assistant, and all of them were buyers, but one, can you imagine? - Oh my God, it's awesome. - It's awesome, I think you heard me back, Steve Duckie down during showings, with our little culinary books, and that year is when I said, I got to figure something out, I have to teach a lot of listings, I'm so tired and exhausted, I've barely seen my kids, and I worked really hard from that point on to build a listings business, and now I'm up to about 85% listings, and I'm old between 15 to 47 listings at all times. Right now, if I live in probably a 30 something, and that's changed my life for the better, I had to work a long time to get to that point, but that's something I get asked about a lot, a lot of people are always asking, I need more listings, I want more listings, but it's the full of what you focus on expands, so if you're not forcing yourself to make sure everything you're doing is working on solely listings, if you're still nonstop focusing on buyers, not that we don't have help buyers. In my whole office, we say, we're listings focused, we still have buyers, could we do well buyers, but we focus on the listings, the listings bring you the buyers. So if you focus on the listings, you'll always get everything, and then you're allowed to have time too, you're allowed to travel and still earn an income, you're allowed to be present with your family and not be on the road as much. 'Cause as you know, this job is a wonderful career, but it can also be up along the way. So, list either a big thing that people have been talking about, and another thing more than ever this year, would be mental strength. So I actually did an imposter syndrome keynote, and we've been talking a lot more about mental strength, because we have to have it in real estate. It's, you know, it's a hard career. We work for free on the whole wing and prayer that we're gonna get paid at some point, and not every profession does that. And then with the more over-regulation coming on us constantly, and seeing all these giant mergers too, which, to me, it means long term, I would be surprised if they didn't have W2 employees, and they're getting paid a low hourly, just to open doors, and maybe AI is gonna write contracts, that said that we'll never replace people like you would need it, know the area, care about the humans, can tell them things, can get things fixed. I'm not concerned about a senior place. I am concerned about the future of our careers, though, if we lose some freedom in the app. - Yeah, that's excellent. And I was like, as we had talked about a little bit earlier, before we started, is the AI concept and how fast that is overtaking every profession, just not us. And so I was on a, it was a Zoom call, and then we're doing a chat and everything like that. And the guy that was talking goes, "Yeah, AI's gonna be due to this, this, this, "and I comment, but AI's not gonna be able "to fix the toilet." And then he goes, "Well, you never know, robots, I went." And I said, "Okay, I was, how many people are going to afford. " I mean, we were afford a robot or a higher robot to go fix the toilet. You know, I was like, "Oh my God." But it was kind of an interesting concept of, in our industry, and how, what have you seen in the recent past of how AI has become a part of your business or other people's business that you've been working with? - I primarily been using AI thus far to assist me with tasks. And that part has been amazing. So for example, if I want a document, edit it a certain way and put our logo here and do this. In the past, my assistants would do it. I would tell them what I needed. Now I can literally upload it and it's done in less than 60 seconds. And that's pretty cool. It's shocking, but it's pretty cool. So I'm mostly using it for internal tasks with documents, things like that sorting out things, combining things, refining things. We do use it for marketing somewhat as well. However, it's important to me that are things to know. I've seen a lot of very similar. - You do book it, yeah. - All over social media and it's very after that they're going to chat and say make me this 'cause everybody looks the same. And we will not use it at all for that or do it like that. We won't. However, it can be very beneficial for certain things. I can upload my slide presentation that's already done for national speaking in there and say, will you give me an outline? And the outline is done. Whereas before, I would look at it to line myself. (laughing) - That's what I always check it. You have to check it. You can't stop it 100% at all. I have heard of agents from other offices using it to actually break down offers and things like that. I am not that trustworthy. I would not, but I would be surprised if people are already doing that. I'm actually utilizing it for some contract work. I feel like we need to be very careful. - I'm still gonna believe, my brain still functions enough to know that I'm looking at a contract. I'm going, no, it doesn't make any sense. So I had something come up just the other day and I said to the listing agent, I said, where did you come up with this? I mean, the seller supposedly came up with this because unfortunately they can't close, instead of May the 28th, they have to close on June the 2nd. And the seller wants the buyer who is currently living in the house for six months. I mean, it's living in the house, very nice house, paying rent, everything like that. To pay him a per-dem from the 29th to the 2nd, a $400 a day. I said, "Oh, my, where did I go?" This come from he goes really told me it came from AI said then That's not gonna happen, you know, and I just like I know I said Because I've never seen I've never had anything like that happen to me There's an extension because it wasn't the buyers fault at all. It's the By the the lender that basically you know other The the buyers The wife finally got a job. She's been in PA school. She's gonna be a position assistant And so she got her job, but it's 60 days out. So they the lender had to move it for 60 days Which happens to be June first and and and so they have to we'd close on June 2nd versus 28 It's like five days and a weekend in between there and he wants to be paid. I thought that's not happening You know, so we've kind of figured it out, but yeah, that's what he told me he goes Yeah, well the seller went on and he said that he got this he all this information from AI I go I know and and he's not as if he's only been an agent for like two years. I said, do you believe this? He goes No, I'm talking to him, you know, so it was kind of one of those things or he was controlling the situation So as far as the direction of I know we've got a lot more control What's the word that I want to go control over things which I think it's good too I mean to protect everybody, but man, it's been kind of rough on some of this stuff I think I was about 15 20 years. Oh, we're gonna go paperless. It's gonna be a paperless society I still have papers and I mean we're still going through everything and docu sign and all that but Like earlier we mentioned as we're working with older individuals who are transitioning whether they're leaving their homes or They want to see paper, you know, they're still going to see and it has to be larger font or You know, because they don't want even you can bring your tablet or something But this is my own experience that I've been finding they trust paper, you know And so is it what are you finding with an older population on that too? I agree with you completely for example yesterday We had multiple offers on one of my listings those clients are minor older So I went over to their house in person with the Printed purchase agreements that were the best ones and the spreadsheet of all of them by each other because just they love paper They want paper. Yeah, they don't want to see it on the computer and we went through everything I told them how it'd be edited that they were comfortable signing on the computer later All but they knew what the documents were I agree with you completely I would say that I'm semi paperless meaning we keep everything in the cloud or in the drive so no matter My brand in the world we can access it however, I might show up at every listing appointment regardless of the age of my client I am still bringing paper marketing materials paper information about my brokerage and myself Their market analysis is printed and vowed with a cover I have not in any way she performed started taking a tablet to show the presentation on there I know some people are doing it. I don't I want to leave them with something tangible to hold and I also just think it's important And if anything it's becoming more of a lost art, which is why it makes us stand out more just like I agree if I ever mail anything It's a hammer and car because how often do we get those anymore or a hammer and lighter to me the mails almost became more important than it used to be because the email box is full of spam now not the mailbox That's that's true and I am a big proponent of thanking notes. I have been writing thanking notes forever I think I've only my whole career of almost what 25 years here have I gotten 10 back You know, I know all my transactions and I mean, I've been assistant and she sets it all up But I do sign it and I say it's but it's like and I have people that comment they go thank you for the thank you note Well, you know you were involved in this transaction too. You could like you know, but it I just think that's a personal touch that people Whether nobody comes back. It doesn't matter. It's just that I went and did it. I expected I respected their service to me and so But I just it is true. I mean even though recently our mailboxes are starting getting fuller again of direct mail and stuff But for a while there nothing was coming in the mailbox. I said what's happening here? You know, because people are doing bills online and everything Your particular market and you're in the Detroit area or suburbs of Detroit area. Is that correct? suburbs of Flint, but I am Detroit. I mean, then I'm in northern Oakland County, which is One of my offices you can get to downtown Detroit in about 33 minutes Okay, and you mentioned earlier before we got started that you've been seeing a lot of investment people coming in an investment into your area What's drawing that from the people Investors for long-term rentals because people aren't buying their own homes now or what do you think is going on with that near area? I feel that people around the nation especially if they're in California or why not feel that we're extremely reasonable For an investment. Yeah, so in the city of Flint and the city of Detroit, you can actually pick something up for around $50,000 That you could put 10 into max 20 and have a turnkey and run it out immediately So people are liking that because they're not able to do that anywhere else and they can't How plugged in that investor is there are some investors that specifically want to be involved with section 8 because then they have a guarantee paycheck and so a lot of people are just plugging into that because this is an area where I've had some people tell me I can't I've been wanting to do investments for years. I haven't enough money. I have enough money here And so they're doing it here just because they can afford it here as opposed to other places. There are few that are flipping them as well You know is right now at least the majority of actual real home buyers in our area They want something nice and already done now when I started already here not like that They were waiting to swap equity people were willing to do all kinds of things and they were thrilled about it The buyers have really changed through the years and so everyone it done and so if a house needs any type of work at all or it's not Has medically beautiful a lot of times investors are picking those out now and flipping them or you know occasionally running them too And they're making a great amount of money on the flip because people aren't Visualizing and they're just not willing to do the work themselves anymore or why you're it out Right. No, that's exactly been in our area too, you know and and selling and and presenting that to The seller and letting them know well, let's let's get you know home inspection. Well no a buyer should do that. No Let's kind of look at What you think your house has problems or don't they never think there's any problems in the house You know, let's go. I say at least get some major because we have we still have aluminum wiring I mean we've got houses down here that are very very old And so um it and uh it's just well I've got one right now and the ex-husband says there's nothing wrong with the house and I go yes there is you know Got I walked into the house there's fuses in the fuse box. I like What the heck you know in trying to get an electrical electrician and stuff and I investors are willing to to buy the house But they won't sell it because they're upside down in it so But you know, it's kind of like those experiences well, you know How can word ladies Bethany get in touch with you that have been listening. How can they get in touch with you? Well, I can go to my website, which is Bethanybroca.com And I'll have all my fun stuff where I'm speaking all over You can also click on real estate And then I'll take you to my brokerages website and all those things my email there my social links are there You know, he's adding me on I'd like to call it the fake book because it really is fake And all those things and I'd love to connect with anyone about anything Very passionate about real estate. It's changed my life. I know it can change others And I was thinking to be a your galley or speaking about maybe if you just say to her if you couldn't fail at this Would you do it or you know? What do you think is the difference between having a life that you can control or working for someone else? Because I really appreciate this career the older I get as I say to my friends things like Let's go here. Let's do this and so many of them cannot even take a week off And they've been at these workplaces for years and years and well, this person's off. I'm not off And it makes me think to myself wow like what I do is hard and challenging however I get to choose no one can tell me When I can go somewhere or not and that's amazing to have that freedom in our life And I appreciate that so much and I'm very thankful for that I'm a big traveler I just got back from Alaska last week and but I've made it a point that every trip I'm going on I'm going to be talking real estate because I'm an Airbnb business and I have a vacation rental area So I mean to every I everybody kind of teases me because this group of that I've traveled with a lot I have over the past I think three years sold 12 properties for Airbnb's just by traveling You know and and I was in Seattle two weeks two years ago. I was also on this Alaska cruise And a young man called me I wasn't there yet. I was getting ready to go But anyways, he called him wanted to look at an investment I had here And I said well great when can I show it to you because well, I'm in Seattle And I go well, I'm going to be there in two weeks So go over there, bring all the information. It was an investment Signed the dotted line. I said this phase of my trip right here, you know, and just having that flexibility, like being able to do and talk real estate, you know, and talk, I get excited about talking about it. And sharing the beautiful beach in the background, you know, with people and like in California, a house like this, someone says, oh, that's probably about a $78 million house. I said, no, it's really only three, you know, because they go, what? You know, it's just where we're at, you know, like, we used to have $50,000 houses. We're up to about 150 now, but I have a couple of those. Well, Bethany, I know you're a busy woman. And I want to thank you so much for coming on Sipseller Pete and just sharing some fantastic information with us. And hopefully anyone that's interested in the Detroit area or not a Flint area, Flint Detroit area, get ahold of Bethany and see if she can help you out with some of those investments or if any people move it that way, let us know and get in touch with her on her website. And I, Bethany, don't go anywhere. We're going to close out right now, but I got, I have something special for you. It's a little coffee cup for Sipseller Pete. It's a little flag. So I want to be able to send it to you. So ladies, get ahold of her. Contact me. Let's, let's see whether a sip in coffee or without a cocktail. We're going to be talking about real estate and sharing conversations with everybody. Thanks, Bethany.