The Perfect 100

Welcome to a special residential real estate mashup episode of the Perfect 100 podcast.

Today we're bringing you insights from trusted real estate and home service professionals
who help guide people through some of life's biggest transitions.

This episode is proudly sponsored by Michelle Wilson from Michelle Wilson State Farm,
where Michelle helps families protect what matters most.

Let's dive in.

Hello and welcome back to the Perfect 100 podcast.

I'm your host Tammy Zurak.

Today I'm joined by someone that I've had the privilege of knowing since 2020, Jane
Massie.

She's known for her drive, her heart, and her commitment to doing things the right way.

Jane, welcome to the show.

How are you?

me.

It's really special for me to be here with you.

Definitely my pleasure.

All right, let's kick things off the way we do every week with a 45 second commercial.

Go ahead.

Well, I'm Jane Massie with Crye-Leike Realtors.

I am a full-time realtor

that's licensed in Mississippi and Tennessee and I specialize in residential and land but
I think my passion is with residential because it seems to be more of where more emotions

are involved and so my clients tell me that

They appreciate the fact that I walk them hand to hand, step to step through the entire
process.

I give them a lot of information because I want them to be able to make informed decisions
and make their own informed decisions and not feel like they don't have any control in a

transaction because it's not a transaction.

it is something very personal to them because people don't buy or sell because it's a
business.

I work with individuals and families more so than I do investors and there is always a
transition that causes someone to decide whether or not it's time to buy or a time to sell

and I want that to be a positive memorable

experience for all my clients.

So I'm Jane Massie with Crye-Leike Realtors.

What do you love most about being a realtor now?

Well, some people, if you asked other realtors, they'd probably say, you know, having the
control over their schedule.

And I have found that I work every day of the week.

I work long hours because my personality is that you do what it takes to get it done.

And...

I've always enjoyed helping other people get what they want.

It gives me a purpose and makes me feel a sense of fulfillment when I help someone else.

So I think that's probably the biggest reward that I've had and look forward to is, you
know.

helping somebody else get what they want.

That's a big thing is the investment someone, know, the largest investment someone
probably will ever make.

Yeah.

And the biggest change that, you know, that moving and all of that is one of the most
stressful things that people go through and you're right there in the thick of it with

them.

What helps you stay focused and productive when all those things are hitting all at once?

anxiety.

I'm joking.

Anxiety does make you do things and stay on top of it.

But it's mostly good anxiety, anticipation, know, knowing that someone has put their trust
in me and that if I don't do what I told them

that I was gonna do, it's going to not only hurt them, but it's gonna hurt their trust in
me and my integrity.

And I have a need, I guess, to show people who I am.

want, you know, I don't want to just say, hey, these are all the things I'm gonna do for
you.

I want to do those things plus things that you don't even expect.

Right.

I want someone at the end of the day they get the keys or the day that they get their
funds to say, know what?

mean, you're the best realtor I've ever worked with.

I've never had anyone that kept me in the loop and that was able to, you know.

get me information that I could trust and that you were transparent enough to say, hey, I
don't know.

I don't know what the answer to this is, but to not have an ego and to go ahead and reach
out to other people to try to find.

the best answers because sometimes there's more answers than one to questions and things
every real estate transaction and every client brings different variables that you can't

control, you can't foresee things just happen and when they happen it's how do you react
to those things and help somebody get past the bumps in the road.

when I got into BNI, I thought it was all about me.

And what could I get out of BNI?

After I learned more about it, because I did do CEUs, I went to all the meetings.

I got, I started to see the giver's gain.

And as a realtor, when I got in it, I didn't realize it, but I've always known that I was
the resource where people just come back to me and they're like, hey, do you know a

handyman?

Do you know a roofer?

Where do I go for insurance?

And so I always had contacts in my phone, but I didn't always know who those people were.

I was giving people referral based off of secondhand knowledge.

When I started participating and our chapter started growing and I started to go every
week and meet these people,

I knew would not only do a good job, they would follow up, they had a reputation.

I could trust who they were and I could trust sending them to my clients because, you
know, my reputation is impacted by the people that I say, hey, this is someone that is

reliable, that does quality work.

You know, that...

won't leave you hanging, you know.

So when I made that referral, I know we're going to get a good result.

So your top five, uh your number one is achiever.

You work hard and possess a great deal of stamina.

You take immense satisfaction in being busy and productive.

Number two is harmony.

You look for consensus.

You have no use for unnecessary friction and guide others toward practical solutions.

Number three, responsibility.

You take psychological ownership of your commitments.

You are dependable and embrace values such as honesty and loyalty.

Number four is developer.

You recognize and cultivate the potential in others.

You spot the signs of each small improvement and love when you see someone make progress.

And number five, competition.

You measure progress against the performance of others.

You love contests and need to win.

but I wanted to call attention to the fact that

you have the blend of Harmony and Developer and those two things together create growth in
a peaceful way and a productive way.

So, you you work well with other people and you love seeing people improve.

Have you found that that helps you lead or collaborate with others better or even succeed
in BNI in a better way?

it does.

I don't I don't always want to be the person in charge you know but I think

different parts of my personality.

Just kind of automatically people see me as a leader because I'm not passive.

I'm actively involved in whatever endeavor that I have chosen to participate in.

when and all that sometimes that's all it takes is being active and

and stepping forward and taking on responsibilities when nobody else in the room will do
it.

And the next thing you know, you're leader.

thank you so much for sharing your story with us, Your dedication, consistency and care
show up in what you do.

And I know that you have great heart and great excellence.

I appreciate you being here and being a guest on the podcast.

Well, it was an honor to be here and to be asked share this experience with you.

for our listeners, remember, subscribing is the easiest way to give me a referral that
doesn't cost a thing, but a click.

So if you have not already subscribed, please do.

Please leave me comments and share because that also helps.

Good morning BNI Bartlett.

My name is Nick Sammons.

I own Truevine Renovations and we build kitchens, bathrooms and home additions.

But what we specialize in is a peaceful renovation experience.

Now what I am looking for today are clients who have had poor experiences with contractors
in the past who need someone to help them, guide them through the process and is very

thorough and communicates well.

Those would be a good fit for me.

tell us a little bit about

how your business runs because you're in a chapter and you have other people in other
chapters, is that right?

Yeah, so I handle all the sales and marketing for my business and then I have a full-time
project manager Cameron who's in the

Greater Memphis chapter and then I have a part-time office administrator Stacey who works
remote.

So Cameron is in a chapter although he is extremely busy handling the day-to-day
operations of everything.

It's just important to us that we get more visibility especially as a new business because
we're only four years four years in right now so.

my return on investment in BNI is absolutely massive because our average job size is about
$44,000.

So the way I look at it is I really only need one of those jobs in order to make it worth
it for us.

And, you know, it's really helpful too when you have these quality business professionals
in these chapters.

especially things like HVAC, plumbing, electric, because there's accountability with your
subcontractors.

And other general contractors, they may agree with me that sometimes the sub pool can kind
of be scary to navigate through.

So I love having the accountability of coming to my weekly meeting and seeing my subs,
because that's just a little extra bug in their ear that says, you need to get that thing

done for me.

Nice.

You

know, I wasn't born a business owner.

I had no idea how to do any of this when I first started.

I was just a good tradesman.

And then you find out when you go out on your own that there's a lot more to business than
being just a good tradesman.

constantly doing coaching, absorbing information.

You know, I really like taking the CliftonStrengths test.

So just seeing different ways to view people, to increase my leadership, to better my
sales, how to build systems and operations, I'm constantly doing that, and so that's where

all those CEUs come from.

So let's go ahead and show your CliftonStrengths.

All right, so your number one thing is a new one for us here is significance.

You want to

make a big impact.

You are independent and prioritize projects based on how much influence they will have on
your organization or the people around you.

Number two is analytical.

You search for reasons and causes.

You have the ability to think about all of the that affect a situation.

Number three is focus.

You can take a direction, follow through and make the connections necessary to stay on
track.

You prioritize then act.

Number four is responsibility.

You take psychological ownership of what you say you will do.

You are committed to stable values such as honesty and loyalty.

And number five is competition.

You measure your progress against the performance of others.

You strive to win first place and revel in contests.

So what stood out to you the most when you got your results?

You know, I've taken so many of these tests before they all kind of they they all make
sense and in different points of my life they changed just a little bit but I had never

seen significance before as part of it.

You know, I've seen the analytical, the focus, responsibility, competitiveness, those kind
of things and that's

That's the biggest thing that stood out to me.

I personally think that I'm here to build something extremely great that can give back to
the community, can continue to employ people, to build into other businesses.

And so that's really important to me.

And as much as I...

prefer to not be in the spotlight.

It always feels good to me to be recognized for something that we're doing.

So I don't ever actively seek, like I've gotta be in the spotlight right here.

But if I did something that people feel is truly worthy, not something that I feel was
worthy, and that wants to be recognized, I love that because that's what I wanna do.

I'm not here to exalt myself.

But just I wanna make a difference and we're doing that, a bathroom, a kitchen, and an
addition at a time right now,

Yeah, when you hear significance.

sounds like, well, I want to be a significant.

But significance isn't that.

It is more so what you said is, you know, I want to make a difference in how it...

And then when you roll those five things together...

You said several of them is you want to give back to the community.

That's a responsibility.

You you want to do good things.

And I was reading your top five for me as a general contractor.

I think that's amazing because it's what sets you apart.

Wow, if you had somebody

I think the biggest challenge that most people have with a general contractor when they go
to hire somebody to make whatever changes to their home, that their biggest concern is

that they're not gonna follow through, that it isn't gonna be what they said, that they're
not gonna be there for you when you need them, and pretty much all the things you have.

Our counter to that, right, is you're gonna be significant because you're gonna, you wanna
make a difference, you wanna be a different type of contractor, you want to be somebody

who is responsible.

and it was cool to me to see that how closely these top five ranked with our business core
values.

And so our business core values are purity,

Respect, integrity, commitment, and excellence.

that was pretty cool how that lined up to me.

Yeah, I love that.

So if you could imagine a business owner who's never discovered their strengths, what
would you say to them that why would matter to them?

there's so much that you really don't know about yourself.

There's a lot of tests and different things out there like the Clifton Strengths,

that can give you insight to what your strengths and weaknesses are.

And in business, you really can't be everything as an owner operator.

You've got some really good strengths, which is where you need to put your focus, and
you've got some weaknesses where other people can help you grow your business.

And so I would definitely recommend taking one of those tests and figuring out what you're
good at.

And don't go online

and find a free test because yeah it might give you a little bit of information but you
really don't know how to integrate that or how that integrates with your business your

life who you are how you like to operate and so what one of those tests could be a couple
hundred bucks but could give you some really valuable insight and we are big fans of the

disc profile test we we take it every two years the whole team does it helps me as a
leader figure out how they like to be

led, how they like to be communicated to.

It helps me as an introvert know how to speak to clients who are different than what I am.

Now I always love a client who already knows everything they want, where they all wanted
to go.

They've got it all picked out, they want to do it, they've researched us because that's
who I am.

But you know there are other clients who want to tell me about how their grandmother made
them feel in their kitchen and how they want to recreate that experience and if I didn't

have that training, if I didn't understand the way I

operate and how those types of people can operate, then it would be really hard for me to
sympathize with her and give her what she's looking for.

Yeah, and I started my career early on taking disc.

I've taken disc in Myers-Briggs several times and in Gallup we say that it's kind of like
disc in Myers-Briggs put you in the city.

Clifton Strengths put you at the front door.

Well, thanks for being a guest here today, Nick.

And thanks, everybody, for listening.

And we'll see you next time on The Perfect 100.

Today's guest is a 20 plus year insurance professional

in a field where trust and education are key, she has earned a name for making insurance
not only approachable but empowering for her people.

Hi Michelle, how are you today?

Good morning, Tammy.

I'm great.

Thank you.

That was a wonderful introduction.

Awesome.

Let's go ahead and start with your 45 seconds

Well, I am Michelle Wilson, owner agent of State Farm Insurance, Michelle Wilson Agency,
located in East Memphis, but I serve Tennessee, Mississippi, Alabama, and Arkansas.

And we are built on trust, integrity, and educating our clients.

We believe in teamwork, mutual respect, and continuous learning, all with shared
commitment to helping people manage the risks of everyday life and recover from the

unexpected so they can realize their dream.

Our vision is simple, to be the insurance agency our community knows for remarkable
service, products, knowledge, and long-term relationships built on honesty and trust.

Our mission is clear, helping families and businesses protect what matters most.

We want to be the first and best choice for insurance and financial services.

And this isn't just about insurance, it's about making sure people we serve have
confidence, security, and the right agency team to help them when life takes the

unexpected turn.

All right, so talk to me about insurance.

How long you started your business?

27 years ago, how did you get into insurance?

Why insurance?

I really wanted to help and serve our community.

I live in a small town uh outside north of Memphis and I was a banker in the town.

I loved helping the community, the schools.

I handled a lot of their accounts, but I realized I just kind of hit a level where I
wasn't going to be able to help them on different platforms.

And so I started really thinking about what industry could I get into that I can help
people manage things that

a car accident wiped them out financially or an unexpected illness or injury did not wipe
them out financially.

How can they receive a paycheck?

When those things happen, they're very unexpected.

And opening savings accounts just wasn't doing it for me.

I wanted a bigger platform and more options and products for those clients to be able to
be taken care of.

And so that's why I started looking into insurance industry.

I thought I was going to be real estate.

I came from a real estate family.

I loved it.

However, insurance was kind of filling all the dots for me and I loved it.

And so I went to work for an agent in town who happened to be my father-in-law.

had to talk him into it and we worked it out and it was fantastic.

He was a great mentor.

The gentleman I worked for at the bank, they were great mentors to me.

A woman I worked for in the insurance.

uh and real estate industry, fantastic mentors.

So I realized quickly, oh, I love this.

And I love the opportunity it gave me, not just to have my own business, provide jobs, a
good environment for my employees, but to help people.

And that's really why I got into it.

And I love it.

I've never looked back regretting it.

It's been fantastic.

I'm one of those people I don't like to spend a lot of time doing things that somebody
else has already proved don't work.

I would rather figure out what they did do well and do that than make it my own.

Absolutely.

Awesome, so you've been in business for 20 some years, how has your business changed or
grown over the years?

Well, I'm working a little bit smarter.

You know, when you're you're first starting out, you're kind drinking out fire hose.

You've got all these wonderful things going on.

You're excited.

You're living your dream.

You're pursuing your passion.

And, know, sometimes you just put your hands in fires of different things that you think
are going to work.

And one of them was marketing.

Like I'm I'm so much better at marketing and

how I spend my time because time.

Is our most precious commodity.

It's our most important thing we have.

We can never get it back, right?

So how are going to spend it?

So in my business, you know when you're launching, you're really building that and I
needed strong relationships in, you know, East Memphis, Germantown area.

I needed strong connections.

That's just something I'm very passionate about.

I tried different things, but when I landed in.

BNI and I saw the focus and the drive and the accountability.

Not only that, but the professionals and the training.

mean, you know, we encourage each other and lift each other up and we bring each other to
a standard that uh really, really helped me really grow that area of my business.

let's roll.

over to your CliftonStrenghts So your number one strength is belief.

You have certain core values that are unchanging.

Out of these values emerge a defined purpose for your life.

Number two is responsibility.

You take psychological ownership of what you say you will do.

You are committed

Stable values such as honesty and loyalty.

Number three is positivity.

You have contagious enthusiasm.

You are upbeat and can get others excited about what you're going to do.

Number four is connectedness.

You have faith in the links among all things.

You believe that there are a few coincidences and that almost every event has meaning.

And number five is activator.

You can make things happen by turning thoughts into action.

And you have also taken your full 34.

you have got that up for us.

So I'll give the rest of the six through 10.

uh Six is significance.

Seven is learner.

Eight is individualization.

Nine is woo and 10 is focus.

So when you first did this, what were your thoughts

spot on and it made sense to me after going through it and meeting with you and
understanding a little bit more because really truly I am not involved with anything if it

does not serve a purpose and the purpose has to to better something, right?

Better our community, better somebody's life, leave a positive impact,

I would say, you know,

I believe in what I do, right?

That's important.

But we have so many obstacles and so many things that we go through.

And sometimes things are great and sometimes they can be down.

But that responsibility, that commitment, that is really something that helps drive what
we do in our business, our agency.

We have a core value there that, you know, we are responsible.

to our clients, our customers.

We are responsible to each other

you need to make sure that you're setting yourself up to succeed.

You're going to be brave about it.

You're going to know your why and then do the things that will help make you successful.

I'll tell you, networking is probably one of the biggest things you can do to help with
your success and doing the right networking and finding a mentor

the field you're in that you really admire and believe that you can learn from, but you
can still make it your own.

but you still want to surround yourself with that type of mindset.

Well, thank you so much for being a guest here on the podcast and sharing that all with us
today.

You're welcome.

Thank you, Tammy.

I enjoyed this a lot.

Thank you.

I'm Ronnie Smith with Orion Financial.

I hold the residential mortgage seat here in the East Memphis chapter.

Why choose me?

That's the question.

Here's why.

Number one, I'm local.

I live in this community.

I care about this community.

I have a reputation to uphold in this community and I can be held accountable here in this
community.

You couple that with number two, we save you time and money.

At the largest credit union in Memphis, we have super competitive rates and charge no
lender fees.

Our whole team communicates well, not only with one another, but with our clients.

You'll always know where you are in the mortgage process because we all keep you updated
from start to finish.

We make sure the process is running smoothly and efficiently along the way.

No delayed closings or last minute requests Orion will save you time and money.

And finally, I'm reliable.

If I give you a pre-approval letter to purchase a home with a green light to refinance,
you'll never have to hear me say, I'm sorry I missed that or I didn't know or.

I wish could have caught that earlier.

I do my comprehensive work on the front end and provide you with a letter that actually
means something.

I stand behind my work every single time.

Ronnie Smith, Orion Financial.

So what strategies have you found have helped you to keep engaged in BNI for yourself so
far?

Really pushing in.

uh In one-on-ones, for me, it's most important to know the people.

If you ever, I don't think I've been called on in one meeting to to ask, what is your
favorite category?

And relationships is always the thing for me.

And so to get to know the people as deeply as I can, not just on a business level,

So Ronnie's top strength is woo.

And woo, is winning others over.

So it says, you love the challenge of meeting new people and winning them over,

the second one is communication.

So you generally find it easy to put your thoughts into words and you're a good
conversationalist and presenter and I have seen and heard you do both and I agree.

Alright, next one.

So number three is positivity.

So you have contagious enthusiasm.

You're upbeat and can get others excited about what they are going to do.

Number four is connectedness.

You have faith in the links among all things.

You believe there are a few coincidences and that almost every event has meaning.

So you don't think things just happen, they happen because they're supposed to.

And then the last is number five is developer.

You recognize and cultivate the potential in others.

You spot the signs.

of each small improvement and derive satisfaction from evidence of progress.

So I want to ask you after you got your report, your assessment results, I know when
before you took it, you said to me, I'm not even sure what my strengths are.

So were you surprised when you got your assessment back with the results?

uh

I showed my wife, I read it to her she was laughing.

uh

because it was so true to life.

Yeah, yeah, yeah.

Like, you know, the report goes a little more in depth with some of those things that you
just read off that kind of the one sentence summary, but there's one phrase under the woo

woo.

They see no strangers, only friends they haven't met yet.

That's me.

That's me to a core.

So to my core

there are different ways that.

that I develop and connect, even outside of BNI that I see myself doing all the time.

Love to connect people with the right things.

A friend of mine, I'll tell you this story, a friend of mine's business who visited our
chapter.

His business has been struggling.

He's looking for opportunities and my radar's on full alert and I called him last night.

I got three things, three people I've talked to that I think you need to, and so I'm just
thinking of how I can connect him to the right folks.

And so that's kind of how I'm wired when I can meet the people, which is important.

You go and meet.

My name is Rees Hodges and I'm a closing attorney in Germantown, Tennessee.

And I hold the title attorney seat in my local chapter, BNI East Memphis.

And that means that I handle residential and commercial real estate transactions.

So what you're gonna wanna use me for is making sure that title passes free and clear
between parties that are buying and selling real property.

We handle everything from making sure parties aren't in bankruptcy to

making sure all liens are paid, taxes are satisfied, and basically that the buyer gets an
insurable piece of title that they can own free and clear outright of anything prior in

time before them.

So, all right.

All right.

So a title attorney, your title attorney whose reputation and professionalism build trust,
two qualities that deeply matter,

Because

I don't know, everybody knows what a title attorney does.

So what does your day to day look like?

a lot of what I do is behind the scenes work, when we get a contract to do a closing on a
piece of property, we order a title search and we check to see that the person who's

purporting to sell the property actually owns it.

If they have enough equity in the property to pay off any liens, we want to make sure
these people

that are selling or these companies that are selling don't have judgments, that they don't
owe any back taxes, federal tax liens.

There's a slew of things that are are checked when we do a title search.

So a lot of my behind the scenes work is clearing those types of matters and making sure
that the buyer is, course, getting clear title.

But day to day in my office, I'm also handling the table closing.

So I'm sitting down with you at a closing and I'm making sure that you understand what
you're signing.

that we go over all the numbers and that everything is as expected and that I'm kind of
like a last stop to answer any final questions that somebody may have regarding the

transaction that's in

So your work touches a lot of milestones, buying and selling a home being a big one,
obviously.

How do you help your clients feel comfortable and confident that what can be a heavy
situation emotionally is gonna be okay for them?

Well, I try to make everything relatable to day-to-day life.

uh Anytime we're going through the documents at the closing table, a lot of times people
get overwhelmed with the amount of paperwork that they have to sign, all the numbers, and

I always try to bring it back down to, we all have to have a place to live.

We have to have a roof over our head.

This is a transaction where you're taking title.

Yes, it's a big deal, but you're also putting equity into your home.

You you've come this far.

Don't let the final stretch scare you out of it, you know.

So let's roll over to your CliftonStrengths show what those are.

right, so your number one is woo.

You love meeting new people and winning them over.

You enjoy socializing and making connections.

Your number two is consistency.

You are keenly aware of the need to treat people the same.

You crave stable routines and clear rules and procedures that everyone can follow.

Your number three is communication.

You generally find it easy to put your thoughts into words.

You are a good conversationalist and presenter.

Your number four is harmony.

You look for consensus.

You have no use for unnecessary friction and guide others toward practical solutions.

And your number five is achiever.

You work hard and possess a great deal of stamina.

You take immense satisfaction in being busy and productive.

So what was your first reaction when you read your report?

uh I'll tell you one thing that caught my attention was when I was reading about, there's
a little blurb about each one and what it entails.

underachiever, it says, you feel as if each day starts at zero.

And every day when I wake up,

It's a new day.

don't ever wake up angry.

I don't know how to explain that.

It's just every day is a fresh start for me.

Yeah, I love that.

Well, and it was interesting the, cause all the things you just said, you have a very
specific process and you know, to make sure everything is done properly.

I was

yes, every day is, there's always something that in my mind at least where I'm saying,
okay, we need to adjust how we're doing X to make it smoother down the road.

uh You're always perfecting those processes for sure.

Yeah, well, consistency and harmony together add a steady, fair and calming energy, which
are both important traits working in title work how do those strengths influence how you

handle conflict or pressure, would you say?

I have a lot of patience.

Pressure is typically not something that crawls under my skin too much.

ah know, conflict, I definitely try to avoid it.

I try to resolve it if it's presented to me.

But overall, you know, I think that my strengths balance.

my ability to be able to do that job efficiently because of the fact that I will try to
eliminate the conflict, we'll try to get to a resolution oh where it's fair and equitable

for all parties.

Yeah, yeah, that sounds about right.

And woo in communication also together make you a natural connector.

People tend to feel at ease around you is typically what those spring.

So how do those show up in how you build trust with clients or maybe referral partners
even?

You know, I try to be as genuine and just myself as I can be when I'm around people.

So I think a lot of that just happens organically when I meet people.

not, you know, I always say I'm not putting on a show.

one of the things I'll tell a real estate agent when I meet them for the first time is I'm
going to be the same guy that you see at the office if you, if you close a transaction

with me, I'm not going to change because I'm here trying to speak to you tonight or today.

you know, what you get in the office is the same thing you're going to get out here.

you have those abilities to kind of cut through and

meet people in a way, you when I'm upsetting the apple cart, you're behind, you know,
making sure everybody's okay and understanding what's happening.

And a lot of that rolls over into exactly what I do, which is I've got a title issue and
I'm trying to resolve it and keep everyone happy and keep everything moving forward.

There are definitely people in my office that will bring me the information that might
upset the apple cart and then it's my job to put it back together.

What would you tell them about building trust and reputation in their network?

building trust and reputation, I mean, you have to follow through with what you say you're
going to do.

So, you know, your reputation is built by your actions, in my opinion.

Don't over promise and under deliver.

So always make sure that you are doing what you say you're going to do.

Do it promptly.

And if you can't do it, tell someone that you can't do it

And what is your pre-court or pre-closing routine?

Any rituals that help get you in the zone?

um Pre-closing routine, I always look at what I'm about to have the client sign.

I will flip through the settlement statement and I will make sure that nothing on it looks
unusual to me that I need to ask my closer about prior to because sometimes it has

happened where I'll sit down with a client and then I have a question internally that I
could have asked before I walked in the room.

So I've learned to check my own self before I go in there so that I don't have to do that
in front of the client.