Ep037: Putting It All Together

Chris McAllister: Hi, all, Chris McAllister here with the Connect Practice Track and Grow podcast, where it’s my job to make your real estate business better and your life easier today. I’m joined as always by my podcast partner, Laci LeBlanc, for the final episode of our 12-part series, Protecting the Goose that Lays the Golden Eggs.

Good morning, Laci. 

Laci LeBlanc: Good morning, Chris. It’s a bittersweet day on the podcast today, 12 episodes later. 

Chris McAllister: Well, over the past year, you know, we’ve gone through a lot. You know, we, we talked about habits, strategies, mindsets, and, uh, with the, with the whole goal in mind of helping our listeners build a sustainable and profitable business.

And by sustainable, I mean they can go on for decades without burning out. So this episode number 12, I’m calling it putting it all together because it, it, it, it is that we’re just going back through quickly the high points of episodes, one through 11. And trying to, uh, sort of do a, a, a broad review, if that makes sense.

So to, since we’re in the real estate business, we’re gonna bring it all back home today. 

Laci LeBlanc: I can’t wait. 

Chris McAllister: And I gotta tell you, you know, as I went through this, I, I feel darn good about it and, uh, hopefully you do too. I think we covered a lot of cool stuff and, you know, I had, I had things that I wanted to talk about as we planned these episodes, but then as we got to discuss things, you know, live in the moment, I think we came up with a lot of other cool things and golden nuggets for people to, uh, latch onto.

And, uh, we’re also, this time you, you guys created Laci, you and, uh, uh, Kylie created a page that we’re gonna put a link to in the podcast where we’ve brought all of the episodes of, um, um, protecting the use of Lay the Golden Eggs together into one webpage. So we’ll put that in the show notes. So. Why don’t we dive in?

So part one, our first episode way back a year ago, maybe even a little more of a year ago, was professionals set boundaries. And I guess a couple of the high points that I just wanna throw out there for us is taking care of yourself is the mark of a true prof. A a true professional. And I think many of us, myself, in included, don’t prioritize self-care.

We see days off as an indulgence and, and something that we have to earn. And if you’re like me, as we talked in the past episode, that I’m a walking anxiety order harness for productivity, that if, uh, if I don’t, if I don’t feel like I’ve earned that time off, I don’t take it. And the fact is, taking time off is not something that, that you earn.

It’s not, it shouldn’t be a reward. It’s something that you have to do on a regular basis. You’ve gotta find a way to unplug, take free days because if you don’t, you will burn yourself out. And when you hit that burnout stage, it’s a hell of a lot harder to get back. Uh, than it is if you, you know, take two or three days off at a time, um, you know, every six, eight weeks, I think for me is the magic number these days.

What are your thoughts on that? 

Laci LeBlanc: Yeah, I mean, I think burnout and self-care and, you know, all those things are buzzwords, especially if you’re on social media, especially if you’re a woman, which a lot of real estate agents are, especially if you’re a mom. Um, you know, especially if you’re taking care of, you know, if you’re the sandwich generation where you’re taking care of parents and children at the same time.

Um, but there’s, it comes from truth. Yep. So, and the other thing is, is if you don’t make time to take care of yourself, then you body will make you take, take that time at some point. So I just think this is a, a really apt way to start out this whole series and to start out, you know, revisiting it because we are.

A lot of us are, are like you, Chris, where, you know, we feel like we just have to keep going and going and going and going when in actuality, taking a little bit of time makes us better at what we’re doing on a daily basis. 

Chris McAllister: Well, you know, when I got my license, you know, before I had it, my last real job was I ran a bunch of target stores in Long Island.

And, um, you know, when I decided I wasn’t gonna be an employee anymore and I was gonna go to work for myself, it was like being shot out of a cannon. So, you know, I, I didn’t have a lot of boundaries for the first few months and about killed me. So the second thing that we talked about in episode one was setting boundaries between life and business is absolutely essential.

And, you know, I was guilty of thinking that I had to be available 24 7. I had to be on all the time, and that simply wasn’t sustainable. So in episode one we talked a lot about. Boundaries. We talked about setting the, the terms of engagement as professionals. We talked about the difference between what you owe a client and what you owe a customer.

And a customer is somebody that you, you, you owe some time, you owe, you owe respect, you owe it to yourself to find out if they’re ever gonna be a client. But clients are, are are the people that should get your, your top focus, your top priority. And then the other thing that really stuck out that we talked about in this episode is the whole power of being fully present.

And, you know, on a really basic basis when you’re actually with somebody, you know, it could be a buyer, it could be a seller, but it could also be with your kids or your spouse. You know, you wanna be present and these days, you know, to turn off the phone or leave it in the car when you’re face to face with somebody, it’s a game changer.

And, and it’s a superpower, right? And it’s a hard thing to do because we’re all addicted to that, uh, that little computer in the palm of your hand these days. But. True professionals cultivate being present. And honestly, the people who can do that and be in the moment, one-on-one, belly to belly, that’s what sets that, that true professional apart from 99% of the competition.

So, you know all of that. 

Laci LeBlanc: Yeah. Dean is, uh, Dean Jackson, who’s a heavy hitter and higher achiever in marketing and real estate, um, is at a conference this week and he sent me a text this morning that said he is going to, going to like, it’s 1989, he’ll be phone free. Um, yeah. So, you know, if he, if I need him, then it’ll have to wait.

Yeah. I think it’s worth saying that all of these tips, all of these, you know, every episode, every part of every episode is based on what high achieving individuals do. Right. So this is proven, this is not just ideas that, that we have. This is based on what the best among us do and how they do it. And that’s where all this comes from.

Chris McAllister: Yeah, Dean’s got Strategic Coach today. He is gonna get the full value. He’s gonna contribute, he’s gonna be right there. And that’s, that’s a skill that, uh, most of us have to work really hard at. And I, I applaud Dean for modeling the way for me, quite frankly. But each of these concepts that we talked about in episode one are about ensuring you remain capable of delivering long-term and sustainable value to your clients and, and, and to your business.

So episode two, the title was, or the title is, professionals Create Their Own Boundaries, or, I’m sorry, create their own Opportunities. I’m back in, uh, episode one there, Laci. So professionals don’t wait. They create opportunities. They don’t sit around and wait for business to come to them. They seek out opportunities.

And they do so, and they create opportunities by mastering their craft, identifying their unique value that they bring to the marketplace, and strategically connecting with the right people for them. Creating opportunity isn’t just a matter of luck. They’re ready for luck, but they, they, they don’t just wait for it to happen.

They’re very intentional about the, about their efforts and they’re very proactive about connecting and engaging with others. And the other thing I’d like to say as far as the, as the opportunity piece is, and this came from Dean, also, professionals make invisible opportunities visible, right? The best professionals don’t simply react to market conditions.

They shape them by recognizing hidden opportunities. You know, we’re here in, uh, you know, mid-March 2025, and I don’t think it’s any secret that the real estate, uh, business is a bit depressed right now. And we’re all worried about whether or not we’re gonna get a spring boom, but that doesn’t mean we don’t owe it to ourselves to.

Uh, still focus on those aspects of our business that we can control. Focus on those people in our database. Make those connections. Find out what we can do to help, if anything, and, and just, just listen. So, you know, again, just because that database may not be producing, you know, quote, productive referrals right now, that doesn’t mean that we shouldn’t be making.

Absolute connections with those folks as, as a, as a trusted professional and a trusted advisor. 

Laci LeBlanc: I think that’s a really good point. You know, they say like, when the stock market is down, what are you supposed to do? You’re not supposed to sell. Right? You’re supposed to buy more. Yeah. When the stock market is down, you’re supposed to buy more.

So similarly, when the real estate market is down, you’re not supposed to stop reaching out to your relationships and stop doing the Popeyes and stop doing the check-ins and stop building on that. You’re supposed to do more of it. Um, so I think it’s very similar in that way and, and that, well, it’s just like you 

Chris McAllister: and I talking about we’re doubling down on marketing and, and getting all this content out to people in hopes of building out our database.

Not that because we expect, you know, agents to move their license this week, or sellers to suddenly put their house up for sale because they read a great blog post, or, you know, owners to hire us to look after their. Their rental properties. We’re doing it because we’re going to be at this for the long term, and we assume they’re gonna be at it for the long term.

So it’s our absolute focus right now. You know, just like we’re talking about before we went live this morning, we’re doubling down on making connections. We’re doubling down on adding people to our database. We’re doubling down at, at, you know, showing and, and offering unique value so that when the market shifts or when their personal situation shifts, that we are the people they think about first.

And it’s almost like right now, you know, this is the kind of behavior that we talk about, you know, that, that the top real estate agents exhibit as they go into the holiday season, right? It’s all about using that as an opportunity. Every Christmas party, every holiday event, every happy hour to go out and say hi, make connections and so forth.

And it’s, it’s a little bit of a twist right now because normally, you know, we’re. You know, fielding all sorts of calls about people who wanna see houses, buy houses, make offers, list their houses, and it’s a little different right now. So what are we gonna do to shift our perspective? What are we gonna do to, to go back to the attitude of making invisible opportunities visible.

This is the time to double down, be a trusted resource. You’re not trying to do a hard sell. You’re trying to understand, you’re trying to listen and you’re trying to think through. If they don’t have a, they may not have a, an ability even to make a move right now, but you can still listen to what they dream about coming forward, right?

You can anticipate what their needs are gonna be, and you can help them position themselves, you know, to, to act on those wishes and goals and dreams and aspirations, uh, when the time comes. 

Laci LeBlanc: And it’s gonna pay off in the end. 

Chris McAllister: It will. And that’s where you have to have faith and follow the rules. It will pay off.

And this is also the thing, you know, this was a big year for us because of the NNR lawsuit. And, and this was big for me and big for ROOST, is now’s the time to make sure that you, you make that, that final little bit of a shift from an agent centric mindset to a consumer focused mindset. And just keep in mind over and over it’s what’s in it for them.

You know, we’ve been through a lot as realtors this year with the NAR lawsuit and the changes in clear cooperation and everything else. And, and, and now’s the time that we find a way to set that aside. And, and get back to a what’s in that approach. The other high point in this was professionals play to win.

Professionals don’t play, not to lose. You know, professionals are market makers. They don’t wait for the MLS or another realtor to do their job for them when they take a listing, you know, they may already have a buyer for that house. Right? That’s, it’s, it’s about being proactive. And then the other thing, if you go back and revisit episode two, you know, professionals go deep into niche niches that they understand and care about.

Right? Successful professionals don’t try to be everything to everybody. They focus on the niches where they can add the most value. So in my case, it was working with attorneys. You know, we always talk about a lot of our, uh, agents with young families, you know, go deep with, uh, you know, the, the, the other parents that participate in the kids’ sporting events and so forth.

We were talking to Stephanie Doppler, a new agent with us who’s. Active in four H. You know, it’s the people you know, it’s the people you rub shoulders with, the, the people you hang around with. You know, that in itself becomes a niche. And if it, and if it’s not the niche itself, it reveals the possibility for going deep.

So success in real estate isn’t about luck or market conditions, it’s about being intentional. That’s the word of the day. Intentional, proactive, and being deeply attuned to the needs of the clients and the people in your database. 

Laci LeBlanc: And that can be hard, but we’ve also given, given folks tools to use to do just that.

So you go back to each of these episodes, then we have resources and links at the end. Um, and we talk about specific, practical, implementable ways that you can do these things so you don’t have to. Invent some strategy yourself because again, we do a great job of making all this sound really overwhelming.

Like, you have to do this and this and this to be successful, but we also have a map of those things and that you can just kind of tap into and, and choose what works for you. 

Chris McAllister: Yeah. So part three was finding opportunity within your unique ability. Success comes from leveraging your unique ability. What makes you you, what gets you excited, what you’re better at than anybody else.

It’s not about focusing on the things that you don’t like or other people could do for you much better than you can. It’s about leveraging what’s special about you. So the new real estate professional thrives on identifying and doubling down on their natural talents, their passions, and their skills.

And this is a pretty deep episode. And we talked about some self-assessment tools. That can help professionals just get better at what they are. You could call it work smarter or not harder. But we talked about tools like uh, the Fascinate Survey by Sally Hogshead. We talked about the Colby Index, we talked about Myers-Briggs, we talked about Clifton’s strengths.

And in that episode, we have all links to all of those services in the show notes. And I love these because these tools provide a blueprint for where to focus time and energy. Your time and energy, which ensures that you spend your days doing work that makes you happy and in turn makes your clients incredibly happy because you’re adding value that nobody else can or is making the effort to do.

And then we talked about, once you figure out what your unique ability is and how to spend the mass majority of your time in that unique ability, you start thinking about a unique ability team where you bring people in that you work with that compliment your unique abilities, right? Your goal isn’t to build a team with people who are just like you.

Your goal is to build a team with people that compliment you. And the other high point here was continuous improvement is a non-negotiable. So the best among us, the the new real estate professional, the top 1%, I feel like we’ve got three different names for the same group of people these days. Laci, I’m gonna have to narrow that down.

But lifelong learning and self-reflection are essential for staying sharp, adaptable, and ahead of the competition. It’s about being curious for your entire life and you know, investing in self-development. Whether it’s coaching programs like Bian Company, reading, self-development books, reading our books, listening to the podcast, listening to Buffini’s podcast, whatever.

You know, there’s a thousand different ways that a thousand different resources that you can, uh. Utilize, listen to, read, engage with, especially in times like this where maybe we’re not gonna get the busy spring we thought we were. So we gotta kind of think about, okay, how do we, how do we refocus our activities in the time we have devoted to our work that’s gonna make the the most impact long term?

So self-development. Um, I, I, I think it’s the way to go right now. 

Laci LeBlanc: Yeah. And it’s not, it’s not an all or nothing kind of approach, right? So you don’t have to hear every word of an audio book to, to benefit from listening to it. Right? Um, you don’t have to read every chapter of a book to benefit from, from it.

So it’s really more to me about building that into your routine and making a habit. Out of it. Um, then, you know, it, it can feel overwhelming and it can feel like a lot for somebody who’s already super busy to, to try and work in, you know, an hour a day in the morning to read or an hour like that doesn’t have to be it.

You can just throw on a podcast or an audio book in the car when you’re driving from appointment to appointment. You know, you can set aside, you know, time after lunch to read through a few articles. It, it can be in tiny consumable pieces. I just don’t want folks to feel overwhelmed and feel like they need to be reading, you know, setting these goals of, oh, I’m gonna read three books a month and I’m gonna listen to these five podcasts religiously.

And, um, you know, any, any amount of continuing ed you can do and self-development you can do is a good amount. 

Chris McAllister: Well, let me just add one thing. ’cause I, I, we, I think we talked about this when we did the rules episode, but ever since COVID, probably mid to late 2020. I really became intentional about working out, right?

And, and I also became more intentional about listening and learning to podcasts and audio books and so forth. And I’ve had a, an audible monthly subscription, gosh, I don’t know, probably more than 10 years. So I get a free credit, you know, every month from Audible, and I always make sure I use it on a book that costs more than I think the 17 or 18 bucks I pay, right?

Every month. So there’s always other things that come up that cost less than that. And I’ll still buy books here and there. But anyway, I started doing what I, uh, branded for myself as the work and learn out, right? Because I don’t enjoy working out enough to not be entertained. And I don’t have time to listen, to be entertained listening to podcasts unless I’m working out.

So I make sure that on my calendar every morning there’s an hour and a half to two hours set aside every single day for my personal work and learn out. And that’s when I listen to audiobooks, that’s when I listen to podcasts. And there’s many, many mornings where it’s the, where it’s the podcast I’m excited about getting to today that gets me to the workout and, and, uh, you know, vice versa.

You know, sometimes there’s things that I know I need to hear because it’s, it’s, it’s something I’ve gotta learn, something that, uh, I’m not familiar with and, uh, may not be overly excited about it because I’m a little scared of it. But I also know that I’ve gotta get out there, you know, on the trail or on my bike or whatever.

So that’s the tip for the day to work and learn out, because I think it’s an easy way to kill two birds with one stone. You know, get some exercise, be physical, and also use it as an opportunity to learn some things. So. All right. Episode four was introverted or extroverted. Unleash your Natural Unfair Advantages.

And I love this because as you know, I’ve, uh, you know, an absolute introvert. So thinking through this when we put these podcast notes together and talked it through was great. So, success in real estate is one, is not one size fits all, and we talk through that. Extroverts win through energy visibility and social engagement, right?

Extroverted agents excel by actively networking, engaging with clients face to face, maintaining high energy, high visibility. They’re the ones that just naturally light up a room when they walk in, you know, their natural enthusiasm and ability to. Quickly build rapport with people. Excuse me. It allows them to generate leads, it allows ’em to close deals.

Stay top of mind. You know, just as I talk about this, I’m, I’m absolutely jealous, and that will take us in a couple of minutes to the, uh, jomo episode that extroverts win because they are just lively and outgoing and, and all those wonderful things that we associate with professional salespeople, but have no fear.

My fellow introverts, introverts win through deep listening, preparation, and thoughtful communication. So introvert, introverted agents succeed by focusing on quality over quantity, taking a strategic approach to client relationships and excelling and personalized service and, and trust. Building their strength lies in thorough research, thoughtful communication, and leveraging technology to connect with clients in ways that feel natural.

Empathy and patience also helps introverts create strong, long-term relationships that often lead to repeat business and referrals. The other big takeaway from that episode was the whole idea is that we all have certain advantages and when, when we sit and, and we look at our own advantages and we can’t help compare advantages to, you know, what other people may have, and sometimes, you know, if we’re really feeling down on ourselves, we, we think that those advantages is, that’s just not fair, right?

But I think if you’re honest with yourself and you really embrace who you are, what you’re great at, you start to recognize in yourself your own unfair advantages, right? You start to realize that, you know, oh my God, these are things I’m really good at that I, I bet somebody else might wish they had or they might think of unfair.

So, you know, your unfair advantage comes from playing to your strengths. So whether extrovert or introvert, there are ways for all of us to win and win big in this business as long as relationships are your focus. 

Laci LeBlanc: This was my favorite episode. I think this was the. The kicker for me because it gives everyone permission to be exactly who they are and be authentic to themselves.

And, and it gives them permission to, you know, lean on other people to do the things that they don’t wanna do. 

Yeah. 

Laci LeBlanc: Right. Yeah. And that’s hugely powerful. I’ve just started making phone calls for ROOST because I love to make an outbound phone call, like, and thank God you do me since I,

I love it and it fills my day with things that I love to do and takes something that you just absolutely dread doing. And Gretchen and the team over there don’t enjoy as much, uh, and, and puts it in a different. A different bowl. And Dean Jackson and I have been talking a lot about enthusiasm and how much that plays into the success of a marketing campaign and the success of lead conversion.

And just having someone who is enthusiastically doing whatever, you know, checking off whatever box on the, on the checklist, having someone who can do that sincerely enthusiastically is, is huge because when a prospect or a client or whoever, um, is, is met with a company with an opportunity with, with, for the first time, um, having someone who’s enthusiastic and kind of, um.

Knows how to have that conversation and is, is huge. And so it’s gonna really pay off, like we said before, all of these things. Oh, the unique ability. 

Chris McAllister: Yeah, the unique ability. And I’m excited because, you know, we’ve been actively reaching out to people who, you know, download our books or whatever offer that we have out there.

And we’ve been sending out these, uh, nice packages to, you know, prospects and treating everybody like a five star prospect. So we’ve been doing that, what, for three or four weeks now. So I’m excited to hear how those phone calls play out over the next few days. Hopefully, uh, we made, some people have made, we made some people’s day with the quality of the stuff that, uh, you’ve been able to put together.

So again, when you, when you think about, you know, you making those calls and you know, 

Laci LeBlanc: well the alternative is not you making the calls, Chris, the alternative is it doesn’t get done in a lot of cases, it doesn’t get done right. And that’s what 

Chris McAllister: makes a unique ability team. That’s what I was trying to get to.

I think we compliment each other, so that’s a good thing. Part five, the four stages of lifelong Improvement in Progress. So growth in real estate and life is a continuous multi-stage journey. And the new professional, the new real estate professional, recognizes that success is not a single milestone, but a series of progressive steps.

And you can broadly call these steps. Step one was, is technical proficiency. Step two is the quest for growth. Step three again, is achievement and status. And fourth is the pursuit of excellence and the goal. And, and sometimes you go back and forth, right? Different stages of your life. You move up through the stages and, and something happens.

You see another goal that you want to, uh, accomplish. And to get there, you’ve gotta move back a stage or two in order to build a foundation to get to the next level. But the goal is never to stagnate, but to keep evolving and ensure a sustainable. Fulfilling career and agents, sometimes they get stuck at different places.

You know, some stages, some agents get stuck at, uh, stage one, I always like, I always call that technical proficiency. They get really, really good at, you know, using the tools, whether that be dot Loop or their CRM or, or whatnot. But they never get beyond, um, what they need to, to, to do, to get out of their comfort zone, to engage with people who they may actually wanna work with and have a reason to know those tools.

So, some agents get stuck in stage one and stage two, you know, the quest for growth. For many people it becomes a, a really critical crossroads, especially agents who, you know, have only had their license for maybe a year, maybe a couple of years. And this is where people start to question their decisions, question their future question, their brokerage question, exactly what, what they’re doing.

Did I make the right. Choice or not. And then you move on to, um, the next stage where it, it really constitutes success, right? Stage three, it’s about status, it’s about respect. It’s, it’s about that you’ve actually made some money in this business, which is awesome. Right. You know, it, it, it’s, it is a wonderful thing and I think everybody should stop, you know, think about where they came from and celebrate their success.

The danger in, in stage three is that we become comfortable in stage three and studying of, of challenging ourselves and have the courage, having the courage to go back to stage one, you know, if need be to get to the next level. Sometimes it’s hard to do that, especially for those of us who are really successful in stage three.

And then we come to stage four, which is the new real estate professional, the top 1%, the best among us. You know, these are the people who are always in pursuit of excellence, right? Those who find themselves in stage four, they see their career as an ongoing investment, right? They prioritize learning, coaching, personal development.

You know, they avoid, um, shiny objects. They focus on mastering their craft, mastering their practice, refining their expertise, and deepening their capabilities over time. And I, I think the other big takeaway from that is true professionals don’t repeat the same year of experience over and over multiple times.

Like Groundhog Day, true professionals keep pushing forward, they adapt, they innovate. And, and they, they take all of their experiences and they put them together and they, and they just keep getting better. Right? You know, it’s, I always tell my folks that, that come to work for us. I don’t care how many mistakes you make, the only time we’re gonna have a problem, excuse me, is if you’re making the same mistakes again and again.

And if you’re not happy with where you are in your business and you keep approaching the next year and the next year the way you always have, you’re not gonna get anywhere. But if you take the time to look back, figure out what worked, figure out what didn’t work, reassess your goals, decide what you’re gonna be willing to do to commit to those goals, then you start to learn from your past experience and you can build forward.

And that’s really what it’s getting to. Stage four and remaining in stage four is all about. So protecting the goose that lays the golden eggs, it means committing to continuous improvement. And the best of us understand that the real estate industry is always evolving and our ability to grow, adapt, and continuously strive for excellence.

That’s what’s gonna set you apart. That’s what’s gonna make you successful. Starting to sound like I’m preaching again, Laci. So jump in anytime. 

Laci LeBlanc: No, I think, I think this is, I mean, it goes hand in hand with the rest of the, the episodes, the rest of the parts. Um, but you know, if, if folks are here listening, then they, I feel like they understand this, the pursuit of excellence pretty well.

If you’re spending your time listening to this podcast, then, then I think you’ve maybe got that down. 

Chris McAllister: Yeah. Part six was, don’t fight the flow. There’s a rhythm to our business. This might be one of my favorite episodes because I, I think I said this out loud when we talked about the 59 rules for real estate professionals, but, you know, life, life balance, I, I, I, I, I think is sort of a.

A misnomer, and it’s definitely a misnomer for, for our business. And now having said that, life balance in a, um, a small defined timeframe, like a day or a week, I, I think that’s, it’s just not realistic, but I do believe that there’s, there’s balance in the rhythm of the real estate business over the course of a year.

So once you’re in the flow of what this business is about, I think life balance starts to take care of itself, if that makes sense. So you gotta work with the year, right? You’ve gotta work with the business when it’s there. You don’t want to be trying to work against it. So it is cycl cyclical. There are ups, there are downs.

And you know, trying to force something to happen, you know, in a, in a period where it’s just not going to happen, is gonna make you crazy. Whereas, you know, avoiding the work that needs to be done when the work is sitting there in front of you waiting to be done is, is career suicide as well. So. You gotta have just, just quickly.

So right now, as we come in the spring, this is really normally the all in business. We’re a little bit concerned that it’s gonna be a little bit less this year than what we’re used to, but the all in business is the peak season. You know, it doesn’t mean that the best among us don’t have business and referrals coming in year round.

But the fact is, the all in season is the busiest season. It’s the, it’s the biggest season for opportunities. The sun starts to come out, people wanna see houses, people think about moving. This is when the action is in real estate, and you’ve got to be prepared to structure your, your days, your weeks, your your months in this season to take full advantage of it.

And then we move into summertime, which. Um, it’s still pretty busy in the June and July, but the month I always like to keep, have people keep in mind is August. August is a rule, is the month that you’re going to actually put the more, the most money in your, in your bank account based on the work you’ve done for the first half of the year and prior to that.

Um, so as far as skills and ability, your, your, uh, skill at getting properties that you have under contract, getting people to the closing table is gonna be on full display. That’s what it’s all about. But the opportunity to go out and put more business to bed, to put more things under contract and to, to make more new connections is, is not going to be as prevalent because.

July, August. You know, school’s starting, people take those last vacations and so forth. So if you’ve got your closings wired or you’ve got somebody to help you with the closings, my gosh, you gotta take July and August and, and set some weeks aside and, and hopefully you’re gonna get away for a week or two, but just restructure your week so that it’s about you and your family and taking a midyear break.

And then we move into fall where again, the best of us have referrals coming in. There’s work to do, but it’s just not the same frenzy as it is in the spring. And this is when we start focusing on being on the business, right? We start thinking about October or so, what happened this year? What went well, what didn’t go well?

What am I gonna do to make some adjustments as I go into the spring of next year? And then we move into the holidays, which, you know, as we’ve talked many, many times, is the best time to. You know, make contact with your database, strengthen those referral based relationships. So what’s my point? The point is there’s, there are natural periods of intensity throughout the year.

There are natural periods where you’re going to be busier doing real work with, with real people. And there’s going to be periods where the you, you’re gonna be more focused on the business, where you’re gonna be focused on how do I make myself better? How do I, how do I create a better, pleasant business plan for next year?

What am I gonna focus differently on than I have in the past? And that sort of a, in a nutshell, I think is the rhythm of the year in the gist of that episode. 

Laci LeBlanc: Yeah, I think this is a, maybe the most impactful, um, place where you can make sure that the people you’re working with, especially your brokerage, is.

Cognizant of this, is aware of this and has not only, you know, reminds you of which season you’re in, but also has tools that you can tap into or even does a lot of the work for you. Right. Um, you know, Roos does a lot of cool things with sending out mailings, the Ruth’s ramblings with hosting, you know, ROOST as a company hosts events for clients, um, and they provide, you know, pop buy cards and tell you what to put in the basket or what to drop at the door.

Um, so I think that this is an area specifically where making sure you are partnered with the right brokerage, um, that can support you in, in how you do business and, and acknowledges these kind of seasonalities of real estate as a business is huge. 

Chris McAllister: I appreciate that we do try our best to support our agents and, and help them embrace the, the, the natural rhythm of the business.

And, and, and it comes down to the best real estate professionals. They don’t fight the market, right? They, they embrace the rhythm of the market. They structure their year to balance peak productivity with essential product, with essential recovery, right? Almost like we talked about at the beginning. You know, and, and that’s what ensures their long-term success and fulfillment.

So it is kind of cool as we go through this, how each episode really does tie together. Seven is jomo or the joy of missing out. So the best way to talk about jomo is to talk about, its opposite fomo. So fear of missing out leads to overcommitment and a dilution of focus, fear of missing out. My gosh, it’s just a huge distraction for almost everybody I know.

Chasing every opportunity. Every, everyone except 

Laci LeBlanc: you, every. I don’t know. I don’t know how you can talk about fomo, uh, uh, as anything other than the opposite of jomo, because you have joy of missing out. 

Chris McAllister: Yeah. I, I, I, I, I don’t know how good I am at this yet, but I’m, I’m a work in progress. But, you know, chasing every opportunity deal, it leads to burnout, it leads to inefficiency.

Uh, uh, you start thinking short term instead of long term. You’ve, you’ve just got to watch yourself. You can also FOMO also traps agents in a reactive mode. ’cause they’re constantly comparing themselves to others instead of focusing on their unique value. Joy of missing out is the power to say no and focus on what matters.

It’s about, it’s about being content with your intentional choices rather than feeling anxiety over what you might be missing. Easier said than done there for me anyway. Jomo allows professionals to prioritize deep relationships over shallow transactions and focus on their long-term vision rather than reacting to external pressures instead of scrambling to preserve the status quo.

You know, think post NAR settlement agents who really thrive on the joy of missing out, you know, the, they tend to be better at embracing change and, and adapting for the long term. Jomo also helps professionals lean into their unique ability. Jomo strengthens relationships. It, it differentiates you from the competition.

It’s, it’s really a powerful, powerful tool. And sometimes you need a little fomo, I guess, to, you know, get a kick in the butt. But the best of us are able to balance jomo and fomo and, uh, and, uh, stay aware of what’s happening in the world without being overwhelmed or fully distracted. 

Laci LeBlanc: Yeah, the, the best example I can think about, like the most micro example I can think about it is not every customer.

Is your customer, right? Like, when we get to a point where, and I’m, I’m like this sometimes with marketing clients, um, you know, you get to a point where you think, oh, well I don’t wanna miss out on that income, right? I don’t wanna miss out on that revenue. I don’t wanna miss out on that money. Um, so you would take every customer, I think a lot of people start off like that, and then quickly you realize that because you had fear of missing out on that income or that revenue, you took a customer or a client that was not a good fit for you, and maybe it didn’t go well, or maybe you worked your way through it, but you would like to never have to do that again, right?

So, jomo is a really good thing, and even when it comes down to selecting the right clients, um, based on, you know, who you have chemistry with and who you can truly help. Um, because it’s, it’s just not for everyone. Everything is not for everyone. So. 

Chris McAllister: Yeah. Jomo helps you get comfortable with the concept of the intelligent loss of business.

Right. You, it’s easy to say we don’t work with jerks. Um, it’s it’s harder to up, it’s a 

Laci LeBlanc: lot harder to turn down their money. 

Chris McAllister: Yeah, exactly. 

Laci LeBlanc: Especially in times. This is really important right now, I think because when you’re feeling uncertain, uh, in times of uncertainty in, in times of, um, you know, less business than you’d like to have, it’s really difficult to say no.

But, you know, it can really put you in a tough spot because if you’re continuously partnering with people that you don’t, you’re not able to, to build a great relationship with, um, then it’s gonna take a toll. It’s gonna take on a toll on you emotionally. You know, your, your Google reviews might see a hit if you, you know, don’t have satisfied clients.

I mean, there really are some kind of, it is really about thinking about the broader impact, um, of what, what this action or, or committing to this is going to. How it’s gonna impact you on a, on a bigger scale. 

Chris McAllister: Yeah. Yeah. That, that, that was one of the, what I thought was gonna be a simple, quick episode that was actually, we went pretty deep on that one.

Part eight, simplify, simplify, simplify, right. Simplicity is the key to becoming personally bulletproof. The new real estate professional understands that complexity leads to stress, inefficiency, and failure. And before you can multiply your business, before you can make your business bigger, you’ve got to simplify your business.

You’ve got to simplify the processes, your messaging, your marketing, you know, what you, what you’re gonna cover in a client interaction, clarity, efficiency, and long-term success. That those all go hand in hand when you’ve got a, a business that’s simple to understand and simple to run, to run. And again, this goes back to the easiest way to simplify your business, to simplify what your mission is as a real estate professional, again, is to focus on the client.

Don’t focus on yourself. This is about what’s in it for them. Not, not what’s in it for you. And I can’t help but go back ’cause it was a momentous year. You know, the NAR settlement disrupted our traditional business model, our commission model. It was about us, but now it’s time to stop making it about us and focus on our clients.

Clients need clarity and transparency now more than ever. You know, we’re nervous about the business and the, and the economy. You know, right now I guarantee you, uh, your buyers and sellers and homeowners and investors are just as nervous as, as you are. Your job is to simplify their experience and, and help them simplify their personal businesses as well.

I think the biggest thing we learned from the whole NAR situation is about empowering clients. And I think at the end of the day, that’s what the NAR settlement did. But it was also about transparency. So when you’re working with clients, you want to break down how the changes in real estate. Help them, affect them, empower them.

You know, when you’re talking to a buyer, you know the quote, what you wanna say to them is, and we have this in, we had this in quotas, I think, uh, in the show notes for this episode, but you, you now have more control over how you structure the buyer agent fee, right? At the end of the day, it’s about what money you spend and how you spend it.

For sellers, you might say something like, you can decide how to offer commission and you can tailor it to, you know, whatever deal that fits your needs. You know, it is not that we’re giving them a choice as to how much they pay us, though compensation is always negotiable. We still have certain standards, we still have certain things that we have to get paid for, that we’re gonna do minimum expectations about how we run our business.

But the whole idea that, you know, we’re gonna, we’re gonna automatically include compensation to somebody who brings the buyer. Those days are long, long gone. So the seller, obviously, they can still do it. And they probably should do it in most situations, but the point is, it’s their choice. They’re in charge, they’re empowered.

It’s our job to explain the situation, make sure that the, the, how the numbers work are absolutely transparent and make sure that they know that they’re empowered because an empowered client is a competent client. Competent clients make better, faster, easier decisions. The other thing I I, that I think came out of this is I kind of realized as we were talking through this that I think a lot of us.

Sort of make the, we, we want the business to, to be complicated, right? We want it to look scary and, and so forth on the surface, because I think we feel that if we scare our potential clients enough that they’re, they’re, they’re, they’re gonna be afraid not to hire us, right? It is kind of perverse that, you know, here, here, here’s this giant problem that I’m, uh, you know, describing to you, and, oh, by the way, I am the only solution available.

So that, that, that that’s why you need to hire me. And that, that’s, that’s not a collaborative relationship, not, not even close to a collaborative relationship. That that’s a, that’s kind of a power play, right? You’re, you’re putting your client essentially in an inferior position and, and you’re putting yourself as, as the only answer to their, to their problems, and, and I think that’s just a bad, bad strategy.

Your goal is to explain the market, explain the process. Keep it simple. Make sure they understand what’s most important about getting them where they wanna be. And, and I’m telling you, simplicity is going to win the day. So if you’re still kind of, you know, upset, perturbed, worried about the whole NAR situation with the, with the, um, lawsuit settlement, I want you to do the best you po possibly can to let go of the past and focus on building a sustainable future because this reality is not going to change.

This is where we are and we’ve gotta embrace it and we’ve gotta make the best of it. 

Laci LeBlanc: Yeah. If you’re really honest, anybody can sell a house. Anybody can buy a house, right? Like it’s not something that you have to, like, you can figure it out, you can work your way through it. The value of working with an experienced agent is you get the best deal.

Um, the process is as easy as possible. Uh, you know, it’s, it’s having someone who’s done this over and over and over again, walk you through it, and it has to be someone that you trust. So I don’t find, I think fear is a really effective way to get business to drum up, you know, intrigue if you will, but it’s not a great way to build trust.

So I think when you really focus on relationships, then, then trust is the way to go. And, and making folks fearful or, or making them fear the, the alternative is not the best way to do that. So I think there are a lot of great ways to, to show your expertise. Most of it comes from a referral. Right. Or, um, the fact that they’ve seen signs in the yard for decades in like Priscilla’s case, for example.

Right. So I just think that there are a lot of ways to do that. And right now, again, more important than ever, it’s like, it’s like franchising almost, right? I’ve worked with several franchises and bookkeeping. Anybody can be a bookkeeper, right? But the value of buying a bookkeeping franchise is we’ve done it.

We’ve figured out how to. Train how to get clients, how to build a team, how to do all that. We have existing relationships that you can benefit from, right? Um, mosquito control. Anybody can do backyard mosquito control really and truly. Um, and if you call and ask the franchise sales team, they’ll tell you exactly how to do it because they are not trying to scare you into buying their franchise.

Um, but the, the benefit of buying a franchise is that they already have all the connections. You don’t have to figure out where to get the chemical or the, or the, you know, the backpack sprayer, or you don’t have to figure out how to market yourself or design your own logo. So I just think trust is really at the base of all of it.

And, and the best way to do that is to be clear and concise and not to overcomplicate things. 

Chris McAllister: I think this is a huge part of protecting the goose that lays the golden eggs, because creating a business that is simple, clear, and client focused, that that, that, that’s the key to sustainability and, and long-term prosperity.

You know, and the best real estate professionals among us, they cut through complexity. They empower their clients, and they build sustainable success by making the process easier, not harder, or more complicated. Part nine may have been my absolute favorite episode, and it was, and we titled it, how to Become Financially Bulletproof.

And really what it comes down to is real estate professionals should be investing in real estate. I just, I, I can’t believe how many people are in this business who maybe they own their own house, but many of us don’t. But the number of people who don’t own any in investment property just astounds me, you know?

This is, this is, uh, we have the ability to act on inside information and it’s perfectly legal, right? You know, we’ve got insider knowledge, we’ve got market expertise, we’ve got the best negotiating skills in the business. We should be buying real estate, and we should be holding it for the long term. You know, real estate isn’t just a job, it’s not just a career.

It may not, it is not even just your calling if you consider it your calling, but it, it, it is a long term opportunity to build wealth. And we’re talking about wealth, that, that is tangible. You can touch it, you’re in control of it, and it provides the opportunity for, you know, mailbox money and, and financial security.

And I, I, I just want everybody to find their way if they don’t, haven’t bought their first investment property already to get that first investment property under their belt and start really building some long-term wealth for yourselves. So many of us spend. Decades helping others get rich. And we never take the time to take care of ourselves or our family for the long term.

And, and that’s what investing in real estate does for our clients. And that’s what we need to make sure it does for us. It creates financial stability above and beyond, you know, 100% commissioned commission based income. So go do it. 

Laci LeBlanc: This is a place where Nana really, really shines. Uh, you know, she started out as a real estate agent.

They started building, you know, houses a construction. My family had a construction company. Um, and now she has all along the way, you know, they acquired, she and my grandfather acquired a lot of investment properties. Um, and now, you know, she does what she wants to do. She does as much real estate as she wants to do.

She has investment properties that not only, you know, kind of, um, reward her on a monthly basis with that mailbox money, uh, but for generations to come and those of us who call her nana or real, real happy about this, uh, we’ll, you know, we’ll provide some security and stability. And I think that’s just, again, if you’re in it for the long term, if you’re thinking long term, then this is a no brainer.

I think you nailed that. 

Chris McAllister: We talked a lot about, you know, the fact that we’ve got market insight that, you know, we’ve got access to deals, we know how to negotiate, we’ve got industry relationships, whether it’s with lenders or title companies, attorneys, and so forth. We had, uh, Joe McGregor on our accountant who came on and talked about the real, the, the tax advantages that favor, uh, real estate investors with, with, uh, real estate professional status because there’s so many deductions you have going for you.

Um, you know, we talked a little bit about, you know, what you need to do to, to. To get financing for that first investment property. And again, it’s about sustainable, a sustainable growing financial future that isn’t 100% tied to those commission checks. It’s about an extra stream of income that’s gonna be there for the rest of your lives and potentially the lives of your kids and grandkids.

You know, the key to protecting the goose that lays the golden eggs, it’s not just earning commissions, but using real estate as a long-term wealth building. Vehicle Agents who invest in, in property build financial independence. They leverage their expertise for personal gain, and that’s a good thing. And create a business model that truly supports financial freedom.

So you wanna become financially bulletproof, start, uh, start taking care of yourself and start investing in, uh, in, in real estate for the future. In episode 10, we, we took, we talked about a, uh, we call it a scorecard. I guess it’s sort of a self assessment we have called How do you stack up against the best Among us?

And some of the key points in that exercise are mindset is everything. The best agents just think differently. And top real estate agents share eight core mindsets that separate them from the rest. And, and I’m just gonna run through these quickly, but number one is they practice with joyful purpose.

They love the business. They cultivate transformational relationships. Relationships for them are where it’s at. They’re far more important than any transaction or any series of transactions. They see exceed client expectations. They know what’s in it for them, and they go above and beyond. They leverage what makes them special.

And of course that comes back to unique ability and finding your own niches in the business. You know what? What, what is special about you? What are you able to do that nobody else can? What are your unfair advantages? Number five is the best among us succeed together. They’ve got a group of people that they work with, whether they’re lenders, title folks, attorneys, inspectors, or people on their team, buyers, agents, assistants, whatever.

But their mindset is, is that we all succeed together. There’s enough business to go around for all of us. They make invisible opportunities visible. We’ve got a whole episode on that we just covered again. And number seven is the best. Keep getting better. They’re never satisfied with where they are. And the eight, and probably the, the probably the theme of this, uh, of my whole career, quite frankly, Laci is a real estate coach, is that they celebrate professionalism.

And this stuff isn’t just sales tactics. These, this, these are mindsets that the best among us use to approach life, right? Their, their business, their clients. It, it’s what makes ’em successful. And just, again, it’s about relationships. It’s not transactions. It’s about being true to yourself, being authentic, differentiating yourself, exceeding expectations, cultivating your unique abilities, surrounding you with yourself, with people who compliment your unique abilities.

And it’s just that long-term commitment to just keep focused on improving, improving, improving. 

Laci LeBlanc: Yeah, I mean, you know, I love a scorecard, um, but I just, I wanna emphasize that it’s, it’s a continuous process, right? So, you know, I’ve, every time we talk, I think about 50 things that I could be doing differently or, or better.

And then, you know, I, we’re done talking and I go back to my daily life. So having something there to help me see where I am and set goals for the future and keep myself accountable, and that I can go back to over and over again and say, oh, well, I moved forward on this one, but I maybe took a step back on this one due to, you know, the environment around me.

Or, you know, it, it really helps you narrow it down because really these eight things that you’re talking about are. All the same as what we talk about in the 12 parts of the, you know, protecting the goose. It’s just another way to say ’em. Um, so I can’t emphasize enough to, to take these tools, use what makes sense to you and, you know, fits with the way that you like to learn, or you like to grow or you like to do business.

And you can leave the rest until you’re ready for ’em. Um, our famous, our famous pss are, whenever you’re ready, whenever you’re ready, these tools will always be here. Um, so no pressure to do ’em all at once, but pick the one thing on this, on this scorecard that really speaks to you right now and focus on that.

And, and then you’ll see how helpful it is and how, how much it impacts your bottom line, quite frankly. And you’ll wanna do more and more and more. 

Chris McAllister: Yeah. Couldn’t have said it better. So part 11, episode 11 was, or is 59 rules for becoming a top 100% real estate professional. And, you know, these were, I, I really enjoyed this so much, and, uh, to the point where, you know, Laci, I guess we can go ahead and let people know that the, the next book that we put out, or the next book we go to work on, actually we have a, we have another book that’s gonna be coming out hopefully in the next few weeks that is based on this entire podcast series.

So, um, you can imagine what the title is, everybody. It’s Protect the Goose that lays the Golden Eggs and spoiler alert, you are the, you, you are the golden goose. So we’re gonna work on that first. But then I think maybe I’ll 

Laci LeBlanc: put out a, maybe we should put out a, like a pre-order. Yeah, absolutely. Form that way when it’s ready.

Right. It’ll be free to you guys, but, um, when it’s ready, we’ll go ahead and put a link to that in the show notes so that you can sign up that way when the book is ready. Yeah. We can go ahead and, and email it out to you. 

Chris McAllister: And I’m kind of excited about it ’cause it’s becoming a companion piece to this, to this whole podcast series.

So that’s, that’s coming really soon. But this whole idea of 59 rules for becoming a real estate professional, I 1% real estate professional. I’m excited about. Um, just because I get to get some things off my chest, I guess, that I’ve been carrying around for years. So we’re not gonna go through 59 rules today.

You can go back and listen to the episode, but you know, one of the high points is real estate is an entrepreneurial commitment. If you’ve got the idea in your head that real estate is just a job with a whole bunch of extra freedom, you are going to fail. You know, real estate is about being in business for yourself, hopefully just not by yourself, but it is an entrepreneurial commitment.

You gotta burn the boats, right? This, this, there’s no turning back. Once you decide that you’re going to be in business for yourself as an entrepreneur, you’ve got to go all in. And again, we’ve said this for the past year, we’ve said it 15 times today, but relationships matter more than transactions. And rule number 10, one of my favorites, a, b, C, always be connecting.

Connect, practice, track, and go. Mastery comes from simplicity, not complexity we’ve been talking about all day. Um. You know, there’s front stage backstage. You know, if you work a 40 hour week, you know, maybe only five hours if you’re lucky, is actually being in front of clients or interacting with them one-on-one that leaves 35 hours a week that you’re getting ready right to, to make the best impression you possibly can in those few hours that you’re actually one-on-one with a client.

So you gotta do the boring stuff, you gotta do the preparation. You know, you’ve, you’ve, you’ve, you’ve, you’ve got to make sure that you are ready when your performance time arrives, right? When the, when the, when they start the clock on this game. You’ve gotta be at your very best. And you’ve gotta do whatever it takes prior to that, uh, clock starting to, to be ready and, and be at your best.

The long game, the best agents play the long game, right? They, they invest in real estate. They make sure that they’re always gonna have, uh, something for the swim back, right? They don’t allow themselves to go so far, so hard for so long that they get burned out and they end up taking weeks and in some cases, months off, or, or god forbid, never recover.

Continuous growth is non-negotiable. I think that’s a theme throughout this series, right? If you, if uh, you don’t have a coach, get a coach, right? If, if, if you can’t afford to coach, find a broker and a brokerage that is is, is going to be the coach that you can’t afford yet, you know, until you can afford to go out and get your own personal coach, always be ready to get back up, you’re gonna fail the market.

But true professional is, you know, do you have the persistence? Are you able to learn from, from when, when things don’t happen the way you wanted them to? Are you gonna be adaptable? Are you gonna make plans to get up and, and try it again? Um, and then my personal favorite, I think of all these is the skills that got you out of Egypt will not get you to the promised land.

And I, I think that goes back to the whole theme of. We’ve always got to be improving. We’ve always got to be getting better. We’ve always gotta be offering more value. And I think if we’ve got to be willing to offer ourselves and our families more value, just as we are always focused on offering our clients more value.

Laci LeBlanc: Yeah, I mean the market is always changing, right? Everything’s changing absolutely. All the time. And we talk a lot about, you know, what’s not gonna change, right? You’ve gotta master the skills that are gonna, you know, let’s figure out what’s not gonna change, but then being adaptable, um, and, and being able to adapt to, for example, the NAR settlement, you know, kind of on the fly is gonna impact the success of your business.

I love the 59 Rules episode. I feel like it is the real talk episode. I feel like if you really wanna know how Chris feels about everything, about, you know, being a real estate agent, then this is the episode to go listen to. Um, for somebody like me who loves a kind of. A quick and dirty rundown as opposed to going deep into all of it.

This one will really help you figure out the things that speak to you, and then maybe you can go back and listen to some other episodes in addition to, you know, all the episodes we’ll do moving forward on each of these rules. 

Chris McAllister: Yeah, so success in real estate is, is a disciplined right, it it. It’s a discipline, it’s not a gift.

And that the, the best among us, the top 1% aren’t necessarily smarter or luckier than the rest of us. They just commit to connecting, practicing, tracking, and growing for the rest of their lives. Imagine that. Connect, practice, track, and grow. So in conclusion, over the past 12 episodes, right, I guess this is 12.

Over the past 11 episodes, we’ve explored the mindset, the strategies, the disciplines that define the new real estate professional. And that’s the kind of agent who doesn’t just survive in this industry but thrives. They become leaders. We’ve talked about boundaries, opportunities, process, unique strengths.

We’ve broken down the importance of lifelong learning, investing in real estate, embracing the natural rhythm of the business. But all the way through this, the one theme we focused on is that you’ve got to produ protect the goose that lays the golden eggs that gooses you. It’s your energy, your expertise, your relationships, and your ability to deliver long-term value.

The best among us don’t burn themselves out chasing every deal. They build systems, habits, and businesses to support them for the long haul. They understand that success isn’t about working harder, it’s about working smarter, staying focused, and continuously improving. So really the question is now what will you do next?

Dear listener, will you take any of these insights and apply them to build a career that supports your life? Rather than the other way around, right? We want a business that works for us. We don’t want to have to be always working for our business. Will you commit to refining your approach, protecting your time, challenging your mindset, right?

And creating a business that serves you just as much as it serves your clients. Anything else, Laci, before we close this one out? 

Laci LeBlanc: No, I, I’m, I’m very excited for the book. I’m very excited for this as an ongoing resource for folks. You know, we think of podcast and as like maybe a, a moment in time. Uh, but what we’ve done here, what we’ve hoped to do here is create, uh, a long-term resource that folks can come back to over and over again at different points in their business and focus on the areas that, that they wanna improve.

I 

Chris McAllister: agree. Well, if this series resonated with you, don’t let it end here. Go back through the episodes, identify the key takeaways that speak to you most and put them into action. And please share this series with your colleagues. Discuss it with your team, and make protecting the goose that lays the golden eggs a guiding principle in your business.

And if you’re ready to take your real estate career to the next level, let’s keep the conversation going. Reach out, connect with us, and, and let’s build something truly special, special and sustainable to get together. So this isn’t the end, it’s just the beginning. Go out there and build a business that works for you.

Thank you, Laci. This has been a great series and I appreciate your, your help and, and input. And we couldn’t have done it without you, 

Laci LeBlanc: uh, right back at you. I’ll see you next time. 

Chris McAllister: All right. Take care. Bye.