Staying Without Selling Out

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Okay, so we're here at Ski and Sell Out Again,

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and we're continuing our theme with Christie's brass.

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And today we get the luxury of interviewing Molly Crosswhite,

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who is my sister, and she's been in real estate

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for the majority of her professional life. And she built the team selling

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the slopes with Rachel Retzer, who was on before,

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and because I know way too much about Molly,

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and this podcast kind of leans into the who, not as

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much the how. You know, a lot of real estate podcasts kind of lean into

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how do you make the most money? And that's not really where Lauren and I

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come from. We tend to lean into who are the people behind the business,

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how did they end up here? You know, just kind of trying to get

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to know people more than the practice.

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So I'm going to let Lauren ask a lot of questions today because not everybody

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wants to hear the nuanced, you know, relationship between you and I.

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We might get into that later if you want. You might want to hear that.

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But you're going to introduce yourself. Oh, yeah.

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No. Yeah. Yep. Yeah.

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So it's Max Doylene and Lauren Androsa with Ski and Sellout. There you go.

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A little too late, I guess, but I figure by 11, episode 11,

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they should know us better. Late than never. Better Late than never.

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And yeah, we're going to try and keep it to an hour because Molly has

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to go do some more work today because she's busy, and Lauren and I'll sit

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around and try and be busy. Yep. Okay, my turn.

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Your turn. Come on, Randy. Okay, well,

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you probably know this, but I always say how

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we got to this podcast was because I'm coming from such a different world

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that I connect this way. This way is

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more important to me. I want to know why people show up

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the way that they do. What has gone on to make you

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be in the place that you are, make feel the way you do all those

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things. And so I want to go back and talk about.

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So obviously you grew up here. Yep. In a very

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different town than it is now, that's for sure.

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And do you think. I mean, where did you. Maybe we

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start with, like, college age? Sure. Did you leave Utah? Yeah, I did.

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So I went to school in Southern California, Chapman University.

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And so I. I ended up graduating in

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three years, and I came back to Park City and Matt's.

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And Matt's my dad. He was very strategic on that front.

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So he had. It's kind of funny. So I think about it now, I'm like,

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God, I could do that to my kids. He deliberately, he'll tell you, he's like,

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yeah, I made sure you guys had homes here because I wanted you guys to

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live where I live. And it became a really, I mean,

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a natural place to return. So one of the developments he

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had built, Blackhawk Station. At the time, Mats and I were college age.

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And so he was able to gift us a house each.

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And then that was kind of set the foundation for my.

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My whole world in real estate. So I rented that

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house out to the developer, what was one of their,

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you know, Max. And I had this steady income from the developer was their

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model homes. And then I would use that money to pay for my own rent,

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to pay my utilities and pay for my groceries and all the things. And,

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uh, it was awesome because I do, you know, feel like I learned

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a lot of those things that people don't learn until they're forced to,

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which is usually much later. Sadly, right now I've learned that the first

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time home buyer age has increased to somewhere in like the early 40s today.

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Yeah. Yeah. So if you can imagine. I mean. Yeah. So anyways,

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I feel, you know, of course, blessed in many ways. But so because I had

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that property here and I had met Chris, my first husband, right when

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I got to school, I was 18. We got married that summer

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when I was 21. And babies. Babies. We were babies. We had

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a house here that we could live in. We both had jobs. My first

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job was with a commercial real estate firm. And then I also was

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hosting Parksby Television. You were? Yeah, which was. I studied broadcast

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journalism. So, you know. And then Chris was also working with that. I think

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it's called Nutraceutical. I don't know if it's still around, but, you know, like one

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of the LV corporations in town. And. And so we

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kind of started our life here. And it was. I mean, Park City is an

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incredible place to. To live, but I definitely think having that house is what

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brought me back here. Yeah. No, you're. I mean, your dad is so smart.

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I. My husband and I talk about it all the time. We're like, what can

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we do so that if our kids want to come back, they can,

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because it's complicated. Well, there's. There's the interesting note

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there. Just so that we have some familial. Yeah.

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Insight is dad didn't really want to write any checks

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to us for bills. He just didn't want to know. He's like,

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go deal with your own crap. But he knew that

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neither of Us were probably going to go out and wash enough dishes to

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really cut it and live here. And so at

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cost, right? At builder grade cost, he was able

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to build the first couple homes in that development,

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deed them to us, rent them from us for the life

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of the development, which, you know, I mean, that's what everybody call.

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They call us all the time, both of us, or all of us,

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eventually, and say, I had a call from Deer Valley yesterday. They said, can you

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find us some affordable housing? And then we also have this group that wants to,

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you know, they want to buy a project that's,

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you know, already leased up. It's in the black, and it's cash flowing.

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And I said, yeah, you and every other person with money in the world

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wants that project in Park City. But it is unique to

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have a father who was in development and set us up in a way where

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he actually got to kind of shed some responsibility by giving it to

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us, but then set that security in motion. And we

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both. I mean, we're sitting in my house right now that I traded that other

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house for this one. Right. And so there is no doubt that that is

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an element to how you and I and our family and Jake,

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you know, had another version of that that

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set us up in that way. And that is a luxury, and we don't want

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to discount how. How much that helped us. Right. Yeah.

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And how unique of an opportunity that is. Yeah.

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Did you. I mean, I think some people don't necessarily think about this at a

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young age, but did you appreciate Park City. When you were

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young? Did you envision that you'd always come back, or did you think you'd land

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somewhere else? I don't think that I thought that much about where I

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would be in the big picture. You know, I don't think that I look at.

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My kids are that age now, and I don't, you know, like, I don't think

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they're thinking that far ahead. Yeah, quite frankly, you know, they're. I mean, they're thinking

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about, well, what kind of job do I want to have and do I want

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to live in a city or not? And I think right now, yeah, they're just

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thinking, I want to have some different experiences. And so I definitely don't

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think I thought that I would come back to Park City and be here forever.

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I don't think that was something that I anticipated.

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But I will say, when I moved to Orange county for school, I do remember

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every time I'd fly home and I would, like, be coming

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into the Salt Lake Valley, and you're looking at these incredible

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mountain ranges. And I did like,

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wow, this place is beautiful. And I'm really lucky to live here.

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I really learned to appreciate the seasons because,

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you know, we didn't have that in Orange County. Yep. And so I think that

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my appreciation, like, for most things in life grew the less that I was

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here. And then when I came back, you know, it. It was something I really

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valued. And then I had my kids super young. And again,

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it quickly became clear to me that there's almost no

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other place in the country that you can provide that kind of an upbringing

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for your children. I mean, there's just endless things that we can

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do that are connected to nature. The school system is incredible.

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The trail systems are incredible. All of the sports programs

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are great. It's safe. People are friendly.

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So, yeah, I think, like, as my life changed and the, you know,

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chapters turned, every new phase, it became something that I learned

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to appreciate even more and value. What has it been like?

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You have three kids. Yeah. What are their ages? Charlie is 22,

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Henry is 20, and Caroline's 18. Oh, my goodness.

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Yeah. Yeah. So I had a. I know yesterday, I mean, I had some

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young guys that were at that view thing, and they, like, thought I had a

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little, like, little babies. I was like, no, no, no. Actually, I was a baby

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when I had babies. And then they were. And then they were like, that's your

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daughter. Oh, my God.

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They were not disappointed. I could see it in their eyes.

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I was like, back off, homie. Yeah.

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It'S pretty funny. Anyway. Yeah. Okay, so what

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has it been like? I have two kids that are 12 and 14, and this

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is. Tends to be a question I ask more, you know,

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selfishly. Yeah. Yeah. But what has it been like for you to grow

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up in this town and then have a, you know, a significant

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shift in growth and raise your kids in the town where

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you grew up? But it maybe. Did it feel like a different town for them?

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Yes. Like, I think that I would say,

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especially in the last seven years,

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you know, there's just been a big change. I feel like when I think

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of when Charlie was little, my oldest, you know, it still very much felt like

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everywhere I went, I knew people. It would be like, the same moms

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and the, you know, story time at the library, that I'd then go see a

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basin rec and that we would be on the same soccer team. And,

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I mean, it's changed a lot, you know, since then. So since,

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like, I just think since there's been a huge influx of wealth into the town.

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Everything's changed. And so including kind of the expectations and

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lifestyle of the people that are raising their kids here. So I

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never thought twice about, like, the brand of shoes

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that I was wearing or even the. I don't know, we just didn't even.

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Max. I went to Roland hall and there was a lot of wealth there

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too. But it felt very different. Like I just. We just didn't think about those

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things when we were growing up here. And it's definitely a common thing

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now in a bad way. I mean, you see this all over

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the. All over the country and all over the world and.

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But yeah, like they're. I feel like we're much more assimilating

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with like bigger cities and bigger brands and bigger expectations.

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Yeah. So it's. It's different. Yeah. Do you think that.

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I mean, you have a lot of high net worth clients that

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are coming from other places that maybe have similar behaviors

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to that stuff that you're recognizing now with younger kids.

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You know, it's interesting at. At the bar, I used to

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have people sit in front of me. And over the years

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you'd get groups of people coming in. And I remember sitting there one day and

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these two people were sitting in front of me and they were talking about how

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Park City is just not the same. It's just not the same. And I remember

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five years before, they were the people. Right. Their whole

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crew was in the corner store all the time. They were out on Main street

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and they said, oh, we went out to Main street. And just like, it's just

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not the same. And at the other end of the bar was the new crew.

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Yeah. They were doing exactly what these other people were doing five years before.

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Do you think you grew through a period

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of time in Park City, or do you actually think Park City has had a

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marked change, or is it your change? Because I recognize that

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I see a lot of families around. My kids can go ride the bus.

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They bump into everybody. They have the experience that you used to have.

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I'm curious, selling real estate, having new

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and different clients come through town. Do you think the town has marked change or

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is it you? I think the town has changed and

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I've changed with it. Sure. You know, but I always say to people I know

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a lot of the time, people who've been in the same place for a very

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long time, similarly opposed to change. Change is scary. I don't care what you're talking

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about in life, People don't really like change. Yeah. And. But like,

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for me, back to No, I don't think I ever thought I'd be in Perk

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City forever. And if it hadn't changed and evolved the way that

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it has, I don't know that I would still be here. Cause I think I'd

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probably get bored. Might not be enough. Yeah, yeah. So.

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And I, I really feel this way. Like the people

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that we work with, it's a really incredible people. And I feel

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like, you know, I have learned, I learned so much. I mean, these are people

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that have started huge publicly traded companies that

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manage huge VC funds. They're so well

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educated and well traveled. They're kind. You know, I've learned, like, in my experience,

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the most successful people I work with, they value my time the

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most too. And they're busy and they're experts at what they do. And they're like,

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I'm not going to try to tell you what to do. You tell me what

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to do. I mean, it's pretty, it's a pretty remarkable dynamic that I don't

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think everybody would expect or anticipate.

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So I feel like there's a good evolution

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that has occurred, even for me, like the influence of these

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new people over me and the introduction to different ideas and

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different standards and different expectations. I think,

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you know, I, I, I think I benefited from it. Yeah.

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Okay. Something that comes to my brain in the world, of course,

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work. So I've always,

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I've always worked with having kids and it's been something that's important to

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me. And also really hard. Yeah. Yeah,

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hard. It's hard to do it all. You know, I think I have this,

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I've had this conversation with both my parents, but especially my mom in

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the last probably 10 years where I'll call her in that moment of like,

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oh, shit, like, how are we going to do all this? You know,

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I'm like, mom, how did you do this? And she's like, we didn't do it

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like you guys doing, you know, like, my, my mom went to law school when

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I was four. I'm the youngest of three. She got her law degree when I

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was four. It's amazing. She's, she's incredible.

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And she's still like, we didn't do it that way.

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We, like you all are way more emotionally aware,

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invested. You are engaged in different ways, you care about

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different things. You have to, I mean, just having to drive your

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kids everywhere. Like when I was a kid, you stayed after school, you went to

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sports, you're at home, you figured it out. Yeah, yeah.

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That has changed. That's changed for sure. Yeah. And.

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But I want to, I want to hear more about. You have

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had this incredible career while raising three kids.

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Yeah. And being in a long term committed

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relationship. And you know, there's all these layers to your story.

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How have you felt about being A,

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a woman, B, a mother and a partner and all these

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things. And I'd say a relatively fast pace. There's a

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lot of pressure at moments in the career that you've chosen. What has it

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been like from the female perspective to live in that?

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Okay. No, I would say that

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I don't think I ever. This could be like a naive thing from

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when I was younger or again, like being raised in such a great place where

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I didn't realize, you know, that there were lots, lots of discrimination

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that was occurring. I feel like I, you know, so I. So when

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it comes to like being a woman and working, I would say

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that that's been, I feel like a really,

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it's been really powerful. Oh, good.

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Specific to real estate or. Yeah.

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I just feel like we've like, you know, historically kind of

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been in a male run world and

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we're very much oriented right now to like this isn't that everybody.

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Everything that we're talking about in community is

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about acceptance and equality and,

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and so I think it's like for me as a woman, I've been

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treated really, really well and been given a ton of respect

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and consideration. I've never fallen. My gender has been a reason why I haven't had

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an opportunity. And actually this is kind of a strange

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thing. And I, I could be wrong about this, but I

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had a handful of like, very, very wealthy Mormon

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businessmen that I represent.

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And it's interesting because I talked to other men in our business and

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they're like, no, no, like the, you know, a lot of the time these people,

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they stay within like their social circle and they're working with

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their friends and neighbors that go to church with them. And again, I'm not trying

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to like say anything that's like politically incorrect here, but I feel like historically

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that culture, the women did not work. And so there was something non

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threatening about working with me as a woman versus a man that wasn't

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in the church. And so it's just been interest.

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Like I feel like they, there's just been that. That has happened a handful of

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times and. Yeah. Not something I would predict.

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Yeah. If you were to write it down. Yeah. And again, like, I can't say

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they didn't say, hey, we're working with you, totally woman and you're not man.

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But then I'll talk with, like, other men. That would be,

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like, my competitor. Like, maybe they'd be up against me in a listing or something.

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They're like, oh, I'll never get. I'll never get that. Because he always lists.

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They're going to go with so and so who he goes to trips with on

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Sunday. And then, lo and behold, they could meet. And I think there is something

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about the fact that I'm not a man, that they're not breaking, like,

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that maybe unspoken rule. I don't know. There's also, like. And this will be

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the brotherly piece that comes in not. Not because of being

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a brother, but just from knowing you for so long. There also is

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an element of, like, your. Your magic. We call Christine

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Granny's. Her pixie dust, right? You have a certain thing about you where

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you're like, I'm not going to accept no as an answer before I even

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start. Like, you're going to roll in and say, make them say no. Like,

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you're going to take that swing. And I think a

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lot of times that garners a certain level of respect and you

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make people actually answer the question rather than just

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telling yourself the same story that everybody else has told themselves.

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And I think you and Rachel have a unique capability of doing that that a

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lot of people don't have. I think maybe our family has a little bit of

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that, right? Like, we just don't roll in and go, this is a no.

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Because it likely is a no. We're still willing to ask.

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And so there's a nugget of that in there.

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And also, you don't roll in and go, I'm a

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woman. Give me this opportunity. You roll in and go, listen,

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this is how we're going to do it. And I've seen your presentations.

301
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They're better than most, if not all. They are better.

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They are. And a smart person is going to recognize that difference.

303
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And then the other piece that you talked

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about earlier, you told us a little story about your perspective in the area.

305
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You grew up here, you rode horses. You. You can read people and identify

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the elements of them that are important.

307
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And whether you like it or not, that's a superpower that you have.

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Cool. Maxwell. Yeah,

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I think. I also think, honestly, just. I don't think about gender. I don't

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think about it when I'm hiring somebody. Or I may. I mean, when it comes

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to intellect and ability. I mean, sure, maybe if it's like

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a physical skill set that I need, then maybe I need a man or somebody

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that's stronger. But like, other than that, it's just who's going to be best at

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the best at the job and who am I going to connect with the best.

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And you know, I love working with all of them.

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I really do. I love, I. The best thing about this business

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is you do have an opportunity to make really close

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connections with people that you would never otherwise. Yeah. You know,

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and again, that's like back to the growth. Like it helps you

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grow as a person too. You know, you do, you learn. You know, you might

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have some preconceived notions about the way people from

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a certain area with a certain lifestyle, with a certain political

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perspective, whatever, behave. And then, you know,

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these people are incredible. And sure,

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we don't have to align on any of those other fronts, but I can still

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really value and appreciate them as human beings. And then like there's a lot

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I can take away and I can share stories with my kids and I think

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it helps them be a bit more like well rounded when they're heading out.

329
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Into the world too. Yeah. Okay. How long have you

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been in real estate? Well, right after I graduated college

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when I was 21, so that would have been in 2001. So when

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I first got my real estate license and I did work for a commercial real

333
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estate brokerage, hauliers. And so I did that.

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It was very rough, it was very boring. It did not light a

335
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fire whatsoever. I wanted to do real estate. Like I remember

336
00:21:38,950 --> 00:21:42,040
this guy who I worked for, he has since passed away, but he gave me

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like a thousand page manual for like a printer, copy,

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scanner, fax machine. He's like, here, study this. And I'm just like,

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what? Oh my God. Like this is just miserable. So thank

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you. So I did that and like I said, Park City Television.

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I ended up getting pregnant with Charlie one year

342
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after I graduated and got married. And then so, you know, for the

343
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first time fight. When my kids were little, until Caroline was two,

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yes, I had my real estate license, but I was really focused on,

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on the kiddos and, and then I went into

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property management. And that was again an idea that my dad. I started working

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with Paul Benson actually before the property management. And he's a good longtime

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friend of mine and he had a really, you know, his,

349
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his career was really growing quickly. And this was like in 2007.

350
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Well, no, 2009. So this is when like things that slowed but then worked.

351
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And so I started working with him. But the kids were still so little and

352
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I felt kind of Like, I didn't have the flexibility that I wanted

353
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with them. And so I remember after a

354
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while with Paul, I was talking with my dad and he's like, you should focus

355
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on this property management. The family owns so many different rental properties

356
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around here. When I say family, it would even be like my cousin Jake's wife's

357
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sister. Okay. Like, I would manage her property and like, whatever.

358
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And it allowed for so much flexibility. So what I would do is

359
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just help find tenants for these long term rentals.

360
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And I would charge half of one month's run up front. I would

361
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get a hundred bucks a month for each property that I managed. And if there

362
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was any, like, issues, I would be the one picked up the phone and I

363
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had the rent go directly to the owner. And it was pretty. But it was,

364
00:23:26,580 --> 00:23:30,320
it was great. Like. But what happened is as that business started to

365
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grow, you learn pretty fast there is a conflict

366
00:23:35,360 --> 00:23:39,360
with property management and real estate sales because you

367
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can't be stealing, like, if you're a property manager. I,

368
00:23:42,799 --> 00:23:45,680
as a salesperson don't want to send you, Mr.

369
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Property Manager, my client, and then have you take my client. Right, right.

370
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And I started understanding that there was going to be

371
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a conflict and I wanted to do sales. There's so much more money to be

372
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made in sales than in residential proper property management. And my kids were getting older,

373
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so I just made the choice of, I'm, I'm gonna leave the

374
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property management part. I had already established a pretty good clientele

375
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from those rentals and then that's what kind of shot

376
00:24:13,960 --> 00:24:17,700
my sale. Yeah, the sales were. Yeah, that's great. Yeah. Okay.

377
00:24:18,200 --> 00:24:20,820
So it's still, I mean, it's a long time that you've been. Yeah, a long

378
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time. I mean, I would say though,

379
00:24:24,460 --> 00:24:26,780
okay, so it goes full circle. So after.

380
00:24:27,340 --> 00:24:31,320
So Jonathan and I got married. So Chris and I divor in

381
00:24:31,880 --> 00:24:34,200
like 2000 and like early 2000,

382
00:24:35,080 --> 00:24:37,640
end of 2010, I think. And.

383
00:24:38,040 --> 00:24:41,240
And then of course, you never really want to get into business with somebody when

384
00:24:41,740 --> 00:24:43,960
they're going through a divorce. I'll tell you that. Rachel and I did.

385
00:24:45,080 --> 00:24:47,079
Why? Why?

386
00:24:48,360 --> 00:24:52,440
I just like, look back, I'm like, man, you're both a mess because.

387
00:24:52,940 --> 00:24:56,240
Was she divorcing at the same time? Yeah, that's how Rachel and I liked it.

388
00:24:56,740 --> 00:24:59,970
Going through. Yes. And like, so we bonded over these, like, life changes.

389
00:25:00,470 --> 00:25:03,610
We were both super young moms. We ran together all the time anyway.

390
00:25:04,090 --> 00:25:07,690
That's amazing. Yeah. And so we were doing the property management.

391
00:25:08,190 --> 00:25:11,250
She. We were doing that together. And then you

392
00:25:11,750 --> 00:25:14,010
Know, there was a few years that I actually got my life and health insurance

393
00:25:14,510 --> 00:25:17,970
license, and that's the business that Jonathan was in. And I'm still doing some real

394
00:25:18,470 --> 00:25:21,090
estate, but not a ton. And we moved over to Midway and the kids weighed

395
00:25:21,590 --> 00:25:24,540
six kids between us. It was insane. Yeah. And they were in school,

396
00:25:25,040 --> 00:25:29,020
Roland hall and a judge. It was just a ton of. Yeah,

397
00:25:29,520 --> 00:25:32,820
it was insane. And. But at the same time, I was, like,

398
00:25:32,980 --> 00:25:36,620
motivated to. To be making money. And I

399
00:25:37,120 --> 00:25:40,660
did decide I didn't want to. I didn't want to, like, do the life insurance,

400
00:25:41,160 --> 00:25:44,660
health insurance thing that Jonathan had going on. And actually the table shifted pretty

401
00:25:45,160 --> 00:25:47,940
quickly where he was like, I think I'd way rather do real estate with you.

402
00:25:48,730 --> 00:25:51,610
There's all sorts of variables behind that. But he's like, hey, let's help people live

403
00:25:52,110 --> 00:25:55,290
rather than die. Okay, so good narrative.

404
00:25:55,790 --> 00:25:59,370
Yeah. So we moved. So back to Paul Bedson.

405
00:25:59,610 --> 00:26:02,690
I called Paul and I was like, hey, we're moving back to park city.

406
00:26:03,190 --> 00:26:06,570
This was 2016, and I want to jump

407
00:26:07,070 --> 00:26:10,170
back in, like, hardcore. And I'd been working with Jake at Glen Wild, and it's

408
00:26:10,670 --> 00:26:13,210
great. And I would do a here and there, and, you know, I had my,

409
00:26:13,710 --> 00:26:16,920
like, clients that were also close friends, but I was definitely not,

410
00:26:17,420 --> 00:26:20,800
like, going hardcore. And so Paul's like, perfect, because I

411
00:26:21,300 --> 00:26:23,920
need you to come and run my office for me. Because he was looking at

412
00:26:24,420 --> 00:26:27,120
expanding. I go in Volkers, and so I'm like, I'll do it. So he paid

413
00:26:27,620 --> 00:26:31,200
me a salary, I had benefits, and I could do all my sales. And I

414
00:26:31,700 --> 00:26:35,240
mean, it was the most exhausted I've been in my professional

415
00:26:35,740 --> 00:26:38,800
life, I would say, because of the age of my kids and the amount of

416
00:26:39,300 --> 00:26:42,460
work I was doing. But. But I learned so much too.

417
00:26:42,960 --> 00:26:46,580
Like, I learned so much about everything that's happening just

418
00:26:46,820 --> 00:26:50,820
behind the scenes and on a brokerage front. And I

419
00:26:51,320 --> 00:26:55,140
learned things that I had never spend any time really getting to know,

420
00:26:55,640 --> 00:26:58,900
even everything from, like, the marketing platforms and how to best connect

421
00:26:59,300 --> 00:27:02,260
through all these other global networks that you have and all the things.

422
00:27:02,760 --> 00:27:06,180
Right. So I did that for a couple of years. And so honestly,

423
00:27:06,680 --> 00:27:10,420
like, I was super burned out. My sales were just blowing up. Mm. And so

424
00:27:10,920 --> 00:27:13,740
then I was like, I can't. Like, I can't do it. I can't do the

425
00:27:14,240 --> 00:27:17,660
management thing anymore. And so then that's when I went full blown sales.

426
00:27:18,160 --> 00:27:21,380
So I. I mean, but yeah, I would say 2016, 17 is when

427
00:27:21,880 --> 00:27:24,700
I really went. And that's only 10 years ago. So, sure, I can say I'VE

428
00:27:25,200 --> 00:27:28,580
been doing this for 20, but really it's 10 years that, like, I have

429
00:27:29,080 --> 00:27:32,500
been able to go from maybe making. I think that

430
00:27:33,000 --> 00:27:36,660
I. I remember sitting with Jin Lee. He's a good friend of my dad's

431
00:27:37,160 --> 00:27:40,600
and Max, and. And I think at the time I was like, jim, I'm making,

432
00:27:41,100 --> 00:27:45,040
like, so I can make like $150,000 that year, so whatever that means in sales.

433
00:27:45,280 --> 00:27:47,600
And I was like, but I want to do, like, I want to do more.

434
00:27:48,100 --> 00:27:51,960
And that was like, maybe that was that year, you know, and so,

435
00:27:52,460 --> 00:27:56,200
you know, from then to now, it's been like a huge. I mean, it's just

436
00:27:56,700 --> 00:28:00,160
been. It's been really incredible journey. Yeah. And you're.

437
00:28:00,640 --> 00:28:04,040
So when did. When did selling the slopes start? So that

438
00:28:04,540 --> 00:28:08,320
was you and Rachel? She was teaching. She told us her story. She needed to

439
00:28:08,820 --> 00:28:11,980
get some st. She went and taught for a little while. She came over.

440
00:28:12,480 --> 00:28:14,700
She had a marketing background. She had been in real estate a little bit.

441
00:28:15,020 --> 00:28:19,020
What year was it that she came over? And I remember this because you

442
00:28:19,520 --> 00:28:21,540
were like, well, I'm not just gonna. I've been busting my ass. I'm not just

443
00:28:22,040 --> 00:28:25,459
gonna give up half my business. And then she came over and quickly earned her

444
00:28:25,959 --> 00:28:28,860
way into unequal partner. Tell us that story a little bit.

445
00:28:29,360 --> 00:28:32,300
So, okay, so what happened is,

446
00:28:32,540 --> 00:28:35,180
I think it was 2019. We'd have to.

447
00:28:35,550 --> 00:28:38,510
We'd have to look. But. Right. And so Rachel and I had always worked together,

448
00:28:39,010 --> 00:28:41,230
even while she was teaching. And in the summer she would work with me.

449
00:28:41,730 --> 00:28:45,270
So we'd always had this long standing relationship, but of course she was

450
00:28:45,770 --> 00:28:49,030
teaching. And so Chris and Rachel had me sell their house

451
00:28:49,530 --> 00:28:53,630
for them off of old Ranch Road. And it was during that transaction

452
00:28:54,130 --> 00:28:57,230
that Rachel was like, I want to do this with you again. Like, this is

453
00:28:57,730 --> 00:29:00,150
so much more fun than what other. She was just really getting burnt out on

454
00:29:00,650 --> 00:29:03,050
the other front. Yeah. You know, and she. I was like, okay. I'm like,

455
00:29:03,550 --> 00:29:05,450
but you have, like, you have to do it. Like, you can't. You're not doing

456
00:29:05,950 --> 00:29:09,010
this with me as a teacher. Like, I'm working 50 hours a week at least.

457
00:29:09,510 --> 00:29:13,170
And so, like. Yeah. And I remember her saying to me, she's like, do you

458
00:29:13,670 --> 00:29:17,130
think that I can make $100,000 next year if I quit teaching? And I was

459
00:29:17,630 --> 00:29:20,850
like, non issue. Like, you will for sure be able to

460
00:29:21,350 --> 00:29:24,370
make $100,000 if you. I mean, I'm not giving it to you,

461
00:29:24,870 --> 00:29:27,900
but yes, you will be able to. So. And then she's like,

462
00:29:28,400 --> 00:29:30,420
how can I help? And I said, what I need help with, because I was.

463
00:29:30,920 --> 00:29:34,020
I was realizing I was at this point in my career, I was super busy.

464
00:29:34,520 --> 00:29:37,740
I had a lot of repeat business and I think I had earned a good

465
00:29:38,240 --> 00:29:39,980
reputation, like, amongst the realtor community.

466
00:29:41,260 --> 00:29:44,380
But I had not put any effort into marketing,

467
00:29:44,940 --> 00:29:49,020
not beyond just like, what's kind of available at your fingertips within the brokerage.

468
00:29:49,260 --> 00:29:52,220
And so I told her I was like, I need help marketing. Like, you can

469
00:29:52,460 --> 00:29:55,540
just tell me. I didn't make any promises of what I paired. I just was

470
00:29:56,040 --> 00:29:58,600
like. And I think she and I have that kind of relationship where she knows

471
00:29:59,100 --> 00:30:01,600
I'm not going to, like, take advantage of anybody. But I also knew that I

472
00:30:02,100 --> 00:30:05,560
would be resentful if I made promises and it didn't feel good in the end.

473
00:30:06,060 --> 00:30:08,680
And so I was like, just help me market. So she just went balls to

474
00:30:09,180 --> 00:30:11,560
the wall and was like, we are doing social media and we're going to do

475
00:30:12,060 --> 00:30:15,720
this. She is so talented on that front. And we got

476
00:30:16,220 --> 00:30:19,400
her whole teacher database of all those kids she's taught. And then

477
00:30:19,900 --> 00:30:22,920
we started blasting the den. And it was nice because she was able to use

478
00:30:23,140 --> 00:30:26,380
all of my sales and, like, this is what we've represented in the

479
00:30:26,880 --> 00:30:29,300
last, you know, year. And this is da, da, da. And we sold this in

480
00:30:29,800 --> 00:30:33,740
your neighborhood. And, you know, and then these people had a really trusting relationship

481
00:30:34,240 --> 00:30:37,260
and adored her. And so it was. It was awesome.

482
00:30:37,760 --> 00:30:40,740
And it was really quick to where I'm like, okay, like, we got to a

483
00:30:41,240 --> 00:30:44,900
place probably within a year or so where she was bringing in enough business

484
00:30:45,220 --> 00:30:49,350
or her relationships combined with my experience broaden

485
00:30:49,850 --> 00:30:53,710
enough business, you know, that I'm like, okay, let's split it off. Yeah. And she

486
00:30:54,210 --> 00:30:57,630
mentioned that, you know, she had a lot of fun with that first part.

487
00:30:57,790 --> 00:31:01,910
And you know, that you guys Hammond egg everything you do because

488
00:31:02,410 --> 00:31:05,950
you leverage each other's skill sets. And that that

489
00:31:06,450 --> 00:31:09,990
transition was really, you know, it was challenging for her because she had

490
00:31:10,490 --> 00:31:13,630
an identity. She had done really well in her other career.

491
00:31:14,230 --> 00:31:17,550
But that stability has meant a lot to her. And I know it has to

492
00:31:18,050 --> 00:31:21,750
you, and it's pretty cool to watch. Yeah. Yeah. I mean, I will say in

493
00:31:22,250 --> 00:31:25,870
the tiny little snapshot that I have right now, I was thinking about this

494
00:31:26,370 --> 00:31:29,750
actually yesterday. I didn't say it out loud, but I am

495
00:31:30,250 --> 00:31:33,510
coming from. I got to work with, like, people I.

496
00:31:34,150 --> 00:31:37,870
Women that are like, my dear, close friends that I love

497
00:31:38,370 --> 00:31:41,790
and respect. And I'm challenged by and am supported by all

498
00:31:42,290 --> 00:31:45,710
the things. And the hardest part about me

499
00:31:46,210 --> 00:31:49,830
leaving my job was leaving that And I've seen.

500
00:31:50,330 --> 00:31:53,150
I've watched little snapshots, and I've seen you and Rachel together,

501
00:31:53,650 --> 00:31:56,950
and we had a lovely conversation with her. And I see

502
00:31:57,450 --> 00:32:00,950
that in both of you for each other. And I think that is something

503
00:32:01,030 --> 00:32:04,950
that people don't necessarily understand until

504
00:32:05,450 --> 00:32:08,830
they have it, how powerful and important that is.

505
00:32:09,330 --> 00:32:12,830
Even just in the relationship you have, people will go a whole lifetime without that

506
00:32:13,330 --> 00:32:16,110
connection with somebody that they care so deeply about. And for you all to be

507
00:32:16,610 --> 00:32:19,870
able to do this lifetime and work together and have that love

508
00:32:20,370 --> 00:32:22,990
for each other is very special. Yeah. And Rachel was like,

509
00:32:23,230 --> 00:32:26,910
yeah, we've never signed a contract with each other. She's like, we don't know.

510
00:32:27,070 --> 00:32:30,470
And. And honestly, that's. That's something

511
00:32:30,970 --> 00:32:34,510
that played into how Lauren and I came together, is just

512
00:32:35,010 --> 00:32:38,220
knowing that that's sort of a similar kind of energy that we have with each

513
00:32:38,720 --> 00:32:42,100
other where there's just like, look, if I'm feeling it, I'm gonna tell you

514
00:32:42,260 --> 00:32:45,860
that's it, and it's fine. And, like, having that level

515
00:32:46,360 --> 00:32:50,260
of trust and that tight and also, like, a similar type of communication.

516
00:32:50,420 --> 00:32:53,460
Right. That really matters. You know, when you.

517
00:32:53,780 --> 00:32:57,100
Everybody has a little different version of that. But when you find your

518
00:32:57,600 --> 00:33:00,620
people where it's like, you're not going to misread a text message, you're not going

519
00:33:01,120 --> 00:33:03,670
to read into something. It's just, this is what it is.

520
00:33:04,070 --> 00:33:08,190
And you have a trust that's like, there's no BS

521
00:33:08,690 --> 00:33:11,270
in the background. This is how it is. You know each other well enough,

522
00:33:11,430 --> 00:33:14,310
and that's critical for a team to work in any environment.

523
00:33:14,550 --> 00:33:18,110
But in this environment in particular, because you're representing each other when

524
00:33:18,610 --> 00:33:22,350
you're in front of people. It's super important. And I

525
00:33:22,850 --> 00:33:25,790
will say, like, I think, you know, one of the questions you asked are,

526
00:33:26,290 --> 00:33:28,990
like, as a mom and as a woman and as a wife and all those

527
00:33:29,490 --> 00:33:32,440
things, like, how do you. It is tough. Like, it can be a very,

528
00:33:32,520 --> 00:33:36,000
very difficult balance. And having

529
00:33:36,500 --> 00:33:39,880
a partner is so key. You'll have times,

530
00:33:40,380 --> 00:33:43,160
like, you know, there are times when both Rachel and I are, like,

531
00:33:43,720 --> 00:33:47,040
so exhausted. We are both just working,

532
00:33:47,540 --> 00:33:49,920
and we're working too much. Like, it turned on how. You know, there will be

533
00:33:50,420 --> 00:33:53,160
times where it's just like, holy shit. But we just got to get through it.

534
00:33:53,480 --> 00:33:56,680
But. But now we're working on, like,

535
00:33:57,370 --> 00:34:00,730
creating a better. Like, even if it means a little less business, like,

536
00:34:01,230 --> 00:34:04,330
we are okay with that because we want that work life balance. And I

537
00:34:04,830 --> 00:34:08,130
don't think it will be less business, quite frankly. I think that we have plenty

538
00:34:08,630 --> 00:34:11,690
coming in, and we have, you know, the right support. But also where we're

539
00:34:12,190 --> 00:34:16,090
like, hey, Saturday's a perfect example. There's buyers coming into town. And she's like,

540
00:34:16,590 --> 00:34:19,850
I'll do all day Saturday. But, like, Jack, it's her son's last. And I

541
00:34:20,350 --> 00:34:22,690
was like, listen, I'll do the first half. You meet me at lunch, then you

542
00:34:23,190 --> 00:34:26,030
take them. And then, like, we're trying to kind of. We do that stuff,

543
00:34:26,530 --> 00:34:30,630
but, like, be even more intentional about it and, like, saying, hey, you take.

544
00:34:31,030 --> 00:34:34,510
Just don't pick up your phone for this entire trip. Like, don't pick it

545
00:34:35,010 --> 00:34:38,350
up. Go for a weekend. And it does allow for that mental reset, because when

546
00:34:38,850 --> 00:34:41,910
you're here, you're on. Oh, yeah, you're on. And,

547
00:34:42,230 --> 00:34:45,070
you know, you should be on. I mean, I think people have. I had,

548
00:34:45,570 --> 00:34:48,990
like, an experience recently that was kind of funny. We were considering.

549
00:34:49,490 --> 00:34:53,669
Chris and I were considering buying a. We're still considering buying a place in Dallas,

550
00:34:53,829 --> 00:34:57,429
and it would be for Caroline to live in, because events that are

551
00:34:57,929 --> 00:35:01,189
really expensive. And she's in this Highland park neighborhood, which is kind of

552
00:35:01,689 --> 00:35:04,829
like the Park Meadows, Dallas. It's like, she gets a spot. Yeah,

553
00:35:05,329 --> 00:35:08,149
that's in you. And so Highland Park. Anyway, it's just. I've gotten familiar with the

554
00:35:08,649 --> 00:35:10,949
real estate market there, and I'm like, okay, this seems like a pretty solid place

555
00:35:11,449 --> 00:35:14,669
to park some money. And. But through

556
00:35:15,169 --> 00:35:17,909
that, I have to be a little careful. I, Like, I didn't have the best.

557
00:35:19,260 --> 00:35:22,660
Well, there's really bad communication. I will actually say on the list,

558
00:35:23,160 --> 00:35:25,580
agents front. Because at first, I had just been like, hey, I wanted to reach

559
00:35:26,080 --> 00:35:28,620
out to this guy to get some answers, and it took days and days to

560
00:35:29,120 --> 00:35:32,460
get back. And then. Then, like, I found somebody that I

561
00:35:32,620 --> 00:35:35,740
know, and she happened to be out of town the entire time,

562
00:35:36,240 --> 00:35:38,260
like, on which she deserved to be a town. She's a mom. She's busy,

563
00:35:38,760 --> 00:35:41,940
whatever. So she kind of handed us off to, like, a subordinate that is definitely

564
00:35:42,440 --> 00:35:45,810
not as capable. And it was just, like, this experience

565
00:35:45,970 --> 00:35:49,290
of going, oh, my gosh. I went from being, like, really excited and motivated,

566
00:35:49,790 --> 00:35:52,370
and I started a Pinterest board for this place. And now I'm like, forget it.

567
00:35:52,610 --> 00:35:56,410
Like, and, you know, and it was good. It's good to shift,

568
00:35:56,910 --> 00:36:00,530
like, put myself in that. I'm like, man, momentum matters. And so,

569
00:36:01,010 --> 00:36:04,530
again, having a partner, having someone there so that when you do lose your momentum

570
00:36:05,030 --> 00:36:07,210
or you do need that break and they can jump right in and still be

571
00:36:07,710 --> 00:36:10,370
excited for you and keep things moving like, it matters because I.

572
00:36:10,640 --> 00:36:13,600
They literally lost me on a million dollar deal. Like, I was ready to do

573
00:36:14,100 --> 00:36:17,680
it. I mean, Chris and I were ready to do it. And then it just

574
00:36:17,840 --> 00:36:21,160
took so much time to get the information that we

575
00:36:21,660 --> 00:36:25,480
needed. And it wasn't comp. It's stuff that, quite frankly, our listings come with you.

576
00:36:25,980 --> 00:36:29,080
Get a Dropbox link. The minute that you hang up with me, boom,

577
00:36:29,580 --> 00:36:32,760
here you go. You want all of the CCRs, HOA information. You want to know

578
00:36:33,260 --> 00:36:35,840
what the assessments are. You want to know any improvements that have been made?

579
00:36:36,170 --> 00:36:39,450
Here's the lease agreement. That's stuff that, like, sure, it sounds like a lot,

580
00:36:39,950 --> 00:36:43,170
but we have that before we ever go live. Right. I still haven't gotten it.

581
00:36:43,670 --> 00:36:47,570
You guys. I asked for this stuff December 20th. It's great.

582
00:36:48,070 --> 00:36:51,610
Everybody teaches us something, right? It's fun to be on the other side in a

583
00:36:52,110 --> 00:36:55,530
way. Yes. I own. Yeah, well, okay. You touched on something that

584
00:36:55,690 --> 00:36:58,890
I think is important too, which is, I think

585
00:36:59,390 --> 00:37:03,090
about my dad and I talk about, you know, he's like, I'm good with doing

586
00:37:03,590 --> 00:37:07,290
something for five to 10 years, and then I get itchy. Like, time to

587
00:37:07,790 --> 00:37:11,370
do something different. And I mean, my perspective is hard right now because I'm like,

588
00:37:11,870 --> 00:37:15,170
swimming and the change and the transition. And some days, like yesterday I looked at

589
00:37:15,670 --> 00:37:18,410
my ex when we were driving around open houses and I was like, I have

590
00:37:18,910 --> 00:37:22,370
real weird energy. Don't think it's about you or about any choice

591
00:37:22,870 --> 00:37:25,530
that you're making. Just let me have this, you know?

592
00:37:25,930 --> 00:37:28,890
And I do think that the company you keep.

593
00:37:29,130 --> 00:37:32,520
Yeah. Is really important in that because I think you.

594
00:37:33,240 --> 00:37:36,560
It is natural and normal and kind of

595
00:37:37,060 --> 00:37:40,440
expected for you. Do something. You've been doing this really hard for 10 years.

596
00:37:40,840 --> 00:37:44,320
Within those 10 years, I have to imagine that at some point one day

597
00:37:44,820 --> 00:37:47,760
you woke up and you're like, what the fuck am I doing? Right. But when

598
00:37:48,260 --> 00:37:50,920
you have somebody, is there goodness to that for you? Like.

599
00:37:51,560 --> 00:37:55,040
Like, you get the pie. Well, it's. It's fun. We have so

600
00:37:55,540 --> 00:37:58,710
much fun. Like, we are laughing all the time and like,

601
00:37:59,210 --> 00:38:02,750
I don't even know what we're talking about. I do really have so

602
00:38:03,250 --> 00:38:06,590
much fun. We're constantly giggling and, And. And that's the

603
00:38:07,090 --> 00:38:10,470
other thing. Like, it isn't the same as, like, other jobs. Like, there.

604
00:38:10,970 --> 00:38:12,750
It's not like you're doing the same thing for five or ten years. Like,

605
00:38:13,250 --> 00:38:16,190
sure, you might be filling out the same kind of contract, but, like, everybody that

606
00:38:16,690 --> 00:38:20,510
you're dealing with is so different. The properties are different. The circumstances Are

607
00:38:21,010 --> 00:38:23,990
different, the location. I mean, everything changes. And so it does actually kind of.

608
00:38:25,150 --> 00:38:28,150
It's more exciting. Like each new buyer that comes in, I'm like, ooh, what's this

609
00:38:28,650 --> 00:38:31,430
one going to be? You know, and it's gonna be. Got people come in with

610
00:38:31,930 --> 00:38:35,430
a new baby on the 28th, and they were referred from somebody in Las Vegas

611
00:38:35,930 --> 00:38:38,830
and he sold his company. And it'll be really cool to get to know these

612
00:38:39,330 --> 00:38:43,110
people. Yeah. But have fun. Like, this is fun.

613
00:38:43,610 --> 00:38:46,670
You have. I think everything in life is better when you're having a good time

614
00:38:46,910 --> 00:38:49,710
and have a good attitude. I say that to my husband all the time.

615
00:38:50,210 --> 00:38:53,230
I'm like, if we didn't laugh as much as we laugh, I'm not sure we

616
00:38:53,730 --> 00:38:57,350
could do this. Everything can be. You gotta laugh. And they surround yourself by good

617
00:38:57,850 --> 00:39:01,670
people. And that's something that we've been super deliberate about with

618
00:39:02,170 --> 00:39:05,870
Christie's. And I actually talked about that today at the. The Keller Williams

619
00:39:06,370 --> 00:39:09,670
Heber. We did a presentation there and they had had some

620
00:39:10,170 --> 00:39:13,830
negative experiences with another brokerage. I won't name names,

621
00:39:13,910 --> 00:39:16,950
but hold on. I thought you said naked at first.

622
00:39:17,990 --> 00:39:22,330
Wow, I didn't expect that. Bag. Keller Williams naked.

623
00:39:22,730 --> 00:39:24,250
Naked experiences.

624
00:39:26,010 --> 00:39:29,690
Negative. They talked about. Anyway. And so like

625
00:39:30,190 --> 00:39:33,690
what we have done. And I mean this like it's been. It's so impressive.

626
00:39:34,190 --> 00:39:37,290
Like it just. Everybody we are really serious about. We don't want people if you're.

627
00:39:37,790 --> 00:39:40,970
If you're an. If you have bad energy and a bad attitude. Like, we really.

628
00:39:41,470 --> 00:39:44,650
I don't care if you sell 100 million a year. We're not interested. We have

629
00:39:45,150 --> 00:39:48,800
turned down in the last six to eight weeks less.

630
00:39:49,300 --> 00:39:52,680
I think probably six weeks. Turned down a big, big producing

631
00:39:53,180 --> 00:39:56,680
team. And it's because none of us knew. But we had some weird energy,

632
00:39:56,840 --> 00:39:59,880
did some calls, got some feedback, and we're like, nope, it's not gonna happen.

633
00:39:59,960 --> 00:40:03,240
Not gonna work. Would have been really great for our bottom line.

634
00:40:03,640 --> 00:40:07,320
Not gonna work. We do not want, you know, so keeping like,

635
00:40:07,640 --> 00:40:11,360
you know, not making about the money, but make it about the people in this

636
00:40:11,860 --> 00:40:14,950
business is keeping key in all thoughts. Well, that's been fun about this podcast actually

637
00:40:15,450 --> 00:40:18,390
because we've had primarily Christie's people so far.

638
00:40:19,030 --> 00:40:22,350
Is that is my takeaway. That is what I've

639
00:40:22,850 --> 00:40:26,030
experienced of every person that we've talked to is that is the through

640
00:40:26,530 --> 00:40:30,870
line for Christie's. Is the focus is

641
00:40:31,370 --> 00:40:34,950
what's important to me. That has felt good and yeah especially

642
00:40:35,450 --> 00:40:39,440
in this transition. But just in general, you know, like, I am in a stage

643
00:40:39,940 --> 00:40:42,720
in Life where I'm like, I don't have time for that. You don't. It's not

644
00:40:43,220 --> 00:40:46,360
like it does no good. It does no good to see. I mean,

645
00:40:46,520 --> 00:40:48,920
as a, you know, for.

646
00:40:50,440 --> 00:40:53,640
I would assume that's been important to you for a long time. And to.

647
00:40:53,879 --> 00:40:57,160
To see what you all have built on that foundation.

648
00:40:57,800 --> 00:41:00,760
Like, it's been cool, good work. Because that is, I think,

649
00:41:00,840 --> 00:41:04,930
a foundation that will carry on to make sure that you.

650
00:41:05,890 --> 00:41:09,850
15 years from now, 20 years from now, it's. Everyone's still feeling good.

651
00:41:10,350 --> 00:41:13,530
Yeah. Well, I think that that's also. It's really interesting to

652
00:41:14,030 --> 00:41:17,810
see that you guys recognized that there was sort of a need, a missing

653
00:41:18,850 --> 00:41:21,650
piece in the market, in the brokerage market.

654
00:41:22,130 --> 00:41:25,290
Right. We're interviewing individuals

655
00:41:25,790 --> 00:41:28,930
and kind of leaning into the who, not the how.

656
00:41:29,010 --> 00:41:31,970
Right. We're leaning into who are the people behind this business.

657
00:41:33,220 --> 00:41:36,580
Part of our name is kind of leans into that a little. It begs the

658
00:41:37,080 --> 00:41:40,980
question, right? Ski and sellout. The sellout part really frustrated Jake right out

659
00:41:41,480 --> 00:41:45,060
of the gate, but then he came around. And it's something you've experienced here.

660
00:41:45,540 --> 00:41:49,300
I've experienced it. I've actually embodied it. Right. The idea

661
00:41:49,800 --> 00:41:52,180
of becoming a real estate agent in Park City,

662
00:41:52,980 --> 00:41:56,380
to me for a period of time in my life, felt like selling out.

663
00:41:56,880 --> 00:42:00,630
And then you start learning a little bit more about it, and then

664
00:42:01,130 --> 00:42:04,430
you start doing it a little bit. And the whole concept of walking a mile

665
00:42:04,930 --> 00:42:07,950
in the shoes and then looking in the mirror of your own judgment,

666
00:42:08,270 --> 00:42:11,750
which I've had to do undeniably, and now I'm doing it wide

667
00:42:12,250 --> 00:42:15,750
open. Right. I'm putting it out there like, yeah, I have been as

668
00:42:16,250 --> 00:42:19,430
judgmental about this industry as anybody. And then I

669
00:42:19,930 --> 00:42:23,470
start walking a mile, and then I start, you know, thinking about it through your

670
00:42:23,550 --> 00:42:26,530
lens or through Jake's lens or whoever.

671
00:42:26,930 --> 00:42:29,970
And I recognize that it's just people just like any other

672
00:42:30,470 --> 00:42:33,730
business. And it's. It's super fun. Who's here?

673
00:42:33,970 --> 00:42:37,490
Rachel. Good thing is listen.

674
00:42:37,810 --> 00:42:41,530
Yeah, come in and listen. So that

675
00:42:42,030 --> 00:42:45,570
whole element of what does sellout mean

676
00:42:46,070 --> 00:42:50,450
to people in the industry? What does it mean when we talk individuals? But you

677
00:42:50,950 --> 00:42:54,630
have changed. You have clearly changed the narrative

678
00:42:55,030 --> 00:42:58,390
from what brokerage can mean and to

679
00:42:58,890 --> 00:43:02,510
your most recent story you just told us is if it's just about the

680
00:43:03,010 --> 00:43:06,710
bottom line, that's not something anybody's going to know. That this brokerage might turn

681
00:43:07,210 --> 00:43:10,870
down a huge top selling team

682
00:43:11,750 --> 00:43:15,510
in the market because they want to maintain a certain quality

683
00:43:16,070 --> 00:43:19,490
of experience for their agents that is.

684
00:43:20,210 --> 00:43:24,210
That's really unique and that's necessary. But what I

685
00:43:24,710 --> 00:43:27,330
want to hear, because we're at like 45 minutes, so we'll be done really soon

686
00:43:27,830 --> 00:43:31,770
here. But what I want to hear is, do you have that experience and have

687
00:43:32,270 --> 00:43:35,610
you ever, like, looked at it other than the. We had a.

688
00:43:36,110 --> 00:43:40,050
We had a rough moment a couple years ago where I expressed my

689
00:43:40,550 --> 00:43:43,930
judgment and then I've had to walk that back over the last couple of years.

690
00:43:44,430 --> 00:43:47,280
Were you being an asshole? Of course. Of course.

691
00:43:48,320 --> 00:43:51,560
I live in that world of the

692
00:43:52,060 --> 00:43:55,280
devil. On one shoulder is always, can you be,

693
00:43:56,080 --> 00:43:59,280
well, the devil and the angel or whatever you want to do? Can you

694
00:43:59,780 --> 00:44:03,640
be authentic and not be an asshole? It used to mean being

695
00:44:04,140 --> 00:44:07,920
an asshole was like my calling card. And I've

696
00:44:08,420 --> 00:44:12,160
tried to shed that and look at this world through the who, not the

697
00:44:12,660 --> 00:44:16,230
how. And your. Your team at selling the slopes, our team at Christie's

698
00:44:16,730 --> 00:44:20,510
is clearly who you're leaning into it. It's really awesome. How.

699
00:44:21,010 --> 00:44:24,190
How does that jive with you now? Like, do you even see it? Is it.

700
00:44:24,690 --> 00:44:28,110
It's all right. This thing cleans it up. But do you see that does that

701
00:44:28,909 --> 00:44:32,430
you off? How does that make you feel? Not really. Like, it doesn't.

702
00:44:33,710 --> 00:44:38,110
Okay. The only time then I would say we.

703
00:44:38,270 --> 00:44:41,530
I've experienced experience that, like, is when it's kind

704
00:44:42,030 --> 00:44:45,250
of interesting. And I don't want to stereotype, but there is

705
00:44:45,490 --> 00:44:49,210
generation that for a while there,

706
00:44:49,710 --> 00:44:53,650
like people that are maybe like 10 years younger than me that like,

707
00:44:54,150 --> 00:44:57,410
really tech oriented and seem to not value,

708
00:44:57,490 --> 00:44:59,930
like they kind of like they could do it better. It's kind of like when

709
00:45:00,430 --> 00:45:03,890
a homie had this big, you know, opportunity, they're trying to take this big role.

710
00:45:03,970 --> 00:45:06,940
In the end, they're not doing it better. And it's just. It's like there.

711
00:45:07,440 --> 00:45:10,940
There's no service, there is no human connection. What you're talking about,

712
00:45:11,440 --> 00:45:15,620
like, the relationships matter so much. And so fortunately,

713
00:45:16,120 --> 00:45:19,980
you know, our market here, we are not really that.

714
00:45:20,480 --> 00:45:23,860
There's the people that we're working with here, they have been really

715
00:45:24,360 --> 00:45:28,420
successful on their own front. And they really value what we

716
00:45:28,920 --> 00:45:32,620
do. Like, they really do. It doesn't matter. He's started,

717
00:45:33,020 --> 00:45:36,060
you know, they're billionaires, you know,

718
00:45:36,560 --> 00:45:41,020
and they built that themselves. They still look to us for everything.

719
00:45:41,520 --> 00:45:44,380
What should I offer? How should we counter it? What do you think? And they

720
00:45:44,880 --> 00:45:48,140
look to you, you know, and so, no, I mean, I think the people that

721
00:45:48,640 --> 00:45:52,060
have chosen to work with us, they're choosing us because they respect us

722
00:45:52,300 --> 00:45:56,740
and they value what we bring to the table. And there

723
00:45:57,240 --> 00:46:00,980
are some instances where Rachel and I will be interviewed by somebody

724
00:46:01,480 --> 00:46:04,640
for a listing. It's usually a listing, never a buyer. I would

725
00:46:05,140 --> 00:46:08,320
almost say never a buyer. But where we go in there and we leave and

726
00:46:08,820 --> 00:46:12,880
we're like, you know what? Like, that didn't feel good because

727
00:46:13,380 --> 00:46:15,880
we kind of get the. Well, we're not going to pay you. I'm so you

728
00:46:16,380 --> 00:46:18,680
know that we're going to pay you if you bring the buyer here, I'm like,

729
00:46:19,180 --> 00:46:22,240
we're going to get paid with that buyer, whether you're the seller or somebody else.

730
00:46:22,740 --> 00:46:24,440
So do you want us to bring them through here, or do you want to

731
00:46:24,940 --> 00:46:28,080
disincentivize people to bring their buyers through your. Because you don't want to. You know,

732
00:46:28,580 --> 00:46:31,430
you can start getting. So sometimes we have to have those hard conversations,

733
00:46:31,930 --> 00:46:35,590
but it's somebody that's respectful and they're willing to listen to why we think we're

734
00:46:36,090 --> 00:46:39,550
valuable and how we believe in our hearts that we're going to get them

735
00:46:40,050 --> 00:46:42,430
more at the end of the day in their bank account than if they were

736
00:46:42,930 --> 00:46:46,910
to use somebody else, a discount or nobody at all. So there's some instances

737
00:46:47,410 --> 00:46:51,630
where we actually just choose not to work with somebody, but it's pretty rare because

738
00:46:52,130 --> 00:46:55,390
I think at this level, it's all very intentional. It's very

739
00:46:55,890 --> 00:46:59,450
deliberate. We're never just happenstancing into a listing. You know,

740
00:46:59,950 --> 00:47:03,130
they researched us, they interviewed us on the phone, They've gone to our website.

741
00:47:03,530 --> 00:47:06,890
Their. Their friend just sold with us and then become in

742
00:47:07,390 --> 00:47:10,730
and they're excited to meet us and. Or they refer to us.

743
00:47:11,230 --> 00:47:14,690
So I. I know that there is, I think, the stigma, honestly, like, you are

744
00:47:15,190 --> 00:47:17,090
the company you keep. Right. So I'm sure that when you were in that,

745
00:47:17,590 --> 00:47:20,970
like, bad. When I say bad or negative headspace about the business,

746
00:47:21,610 --> 00:47:25,550
then you're having those conversations with people who agree

747
00:47:26,050 --> 00:47:29,350
with you and. Or maybe didn't have too much of an opinion

748
00:47:29,850 --> 00:47:32,350
about it, but the nerves was really strong. And so it was a loud voice

749
00:47:32,850 --> 00:47:34,670
and they're like, yeah, yeah, yeah. I mean, we can all do that in any

750
00:47:35,170 --> 00:47:38,750
kind of topic with certain people. And it's.

751
00:47:39,250 --> 00:47:42,830
But my experience is that, like, everything, the people that are happiest

752
00:47:42,910 --> 00:47:46,230
and that are the most fulfilled with whatever they have going on in their life,

753
00:47:46,730 --> 00:47:49,950
they're also the most supportive and happy to see you succeed.

754
00:47:50,190 --> 00:47:53,790
Absolutely. And so I feel like we're in a place where

755
00:47:54,290 --> 00:47:57,470
people are here because they can be anywhere they want to be and they choose

756
00:47:57,970 --> 00:48:00,390
here and they're happy. They're happy that they get to be here. They're happy that

757
00:48:00,890 --> 00:48:03,830
their kids get to be here. They're happy that they're in our car and that

758
00:48:04,330 --> 00:48:07,349
we're familiarizing them with these neighborhoods and that we're the ones selling their home and

759
00:48:07,849 --> 00:48:10,510
that we've got this video. We're doing. Funny social media. That they're happy.

760
00:48:10,830 --> 00:48:13,910
And so it feels. Yeah. And the negative is so easy. Right. It's a.

761
00:48:14,410 --> 00:48:18,000
It's the easiest path. It's the easiest thing to glom onto. It's everywhere.

762
00:48:18,480 --> 00:48:22,400
But what I hear you saying, and I think we both experienced through

763
00:48:22,900 --> 00:48:26,640
our life, is it's interesting to live in the town you grew up in and

764
00:48:27,140 --> 00:48:30,080
continually be proven right about staying.

765
00:48:30,400 --> 00:48:33,440
That's been. That's been a really cool element to this.

766
00:48:33,940 --> 00:48:36,280
Like, I didn't want to be the person who lived in my hometown my whole

767
00:48:36,780 --> 00:48:40,240
life. You hear that about other places, and you're like, oh, bummer, you never got

768
00:48:40,740 --> 00:48:44,240
out. Right. But this place continues to sell us

769
00:48:44,740 --> 00:48:47,960
on it. And Lauren always talks about, yeah, try and leave. Like,

770
00:48:48,460 --> 00:48:52,080
when you leave, you recognize it. She left. And it's

771
00:48:52,240 --> 00:48:55,280
really hard to come back to because of the price points.

772
00:48:55,840 --> 00:48:58,640
And so it's a weird thing. We both have this.

773
00:48:58,800 --> 00:49:02,359
We live in our hometown, and I

774
00:49:02,859 --> 00:49:07,200
think we've both contemplated and tried to leave. And it's real

775
00:49:07,700 --> 00:49:11,280
sticky. This place is real sticky. Okay, we have to let

776
00:49:11,780 --> 00:49:14,380
you go. But I have one more. Yeah, yeah, that one. More fun. What do

777
00:49:14,880 --> 00:49:17,580
you want in your life in 10 years? In 10 years, I.

778
00:49:18,380 --> 00:49:21,540
I would like to work a lot less than I am right now, because my

779
00:49:22,040 --> 00:49:24,340
kid. It's funny. It's one of those things when you have your kids young,

780
00:49:24,840 --> 00:49:28,460
they're like, oh, I'll still be so young when they're done with.

781
00:49:28,960 --> 00:49:32,380
When they've been raised. But then at the same time, well, you know,

782
00:49:32,460 --> 00:49:36,620
maybe other people that have kids that are, like, in college, they're 55

783
00:49:37,120 --> 00:49:40,530
instead of 45, and they're at the very telling of their career, which means they're

784
00:49:41,030 --> 00:49:44,130
available. You know, it's easy to go watch the game and fly here and fly

785
00:49:44,630 --> 00:49:47,570
there and do whatever, and then there'll be grandkids and all those things. Like,

786
00:49:47,730 --> 00:49:51,250
so I kind of fast forwarded everything in my life by having my kids young

787
00:49:51,750 --> 00:49:53,970
because I still want to be able to go and go to the parents weekend

788
00:49:54,470 --> 00:49:57,250
and go do all those things. So in the next 10 years,

789
00:49:57,650 --> 00:50:01,450
I think, like, an ideal scenario would be that

790
00:50:01,950 --> 00:50:05,330
Rachel and I have established selling the slopes to a.

791
00:50:05,590 --> 00:50:09,550
A place where we are Able to have more people working

792
00:50:10,050 --> 00:50:13,270
underneath our brand and really benefiting from that. I'm not looking

793
00:50:13,770 --> 00:50:17,190
to just, you know, pyramid scheme it and you're in and, like, no,

794
00:50:17,690 --> 00:50:20,830
but, you know, like, really, people that could represent us and fill our shoes and

795
00:50:21,330 --> 00:50:24,750
allow us the freedom to. To travel more and to spend more time with

796
00:50:25,250 --> 00:50:29,150
family that doesn't live in town. It's not all money motivated at

797
00:50:29,650 --> 00:50:33,230
all. Like, I. I think about that a lot. That's one thing in this business

798
00:50:33,310 --> 00:50:37,230
that's tough for people. It's tough to get out because

799
00:50:37,310 --> 00:50:40,070
there's always one more deal. There's always that guy that's like, hey, I'm gonna sell

800
00:50:40,570 --> 00:50:43,510
in six months. It's $5 million, and you are pushing 70. And you're like,

801
00:50:44,010 --> 00:50:47,350
well, that's one deal, and that's gonna bite. Right. And so that's something I

802
00:50:47,850 --> 00:50:50,990
think about a lot, and I want to have a. I kind of want to.

803
00:50:51,490 --> 00:50:56,150
I want to be really disciplined on that side with. With not doing that exit

804
00:50:56,650 --> 00:51:00,500
strategy. Yeah. Because I. I just. I. It's very. I see it all the time.

805
00:51:00,580 --> 00:51:03,700
Those are really good goals, by the way. Molly. We have. I have the same

806
00:51:04,200 --> 00:51:07,940
kind of goals written down. I wonder if we have a similar upbringing.

807
00:51:08,500 --> 00:51:11,380
I do have. I do have sort of. Oh, gosh.

808
00:51:11,700 --> 00:51:15,140
Yeah, time. That's what I heard. Time and travel. Oh,

809
00:51:15,640 --> 00:51:19,380
time and travel. Oh, I can't travel. Oh, yeah. She's like, timeout. Max, shut up.

810
00:51:20,980 --> 00:51:24,420
Shush. We have the relationship where I can be shushed easily.

811
00:51:25,340 --> 00:51:28,380
Actually, every woman in this room can just shush me.

812
00:51:29,020 --> 00:51:32,420
I do have one question I haven't asked others, and I want to start asking,

813
00:51:32,920 --> 00:51:36,300
which is. And you guys are out there a lot, but is there something

814
00:51:36,620 --> 00:51:40,539
about you that. Let's say we send this podcast out to the whole

815
00:51:41,039 --> 00:51:44,460
Park City board of Realtors, and that's the first big, like, wave.

816
00:51:44,940 --> 00:51:48,580
Is there something about you that you want those people to know that they

817
00:51:49,080 --> 00:51:52,180
don't learn by doing business or, you know,

818
00:51:52,680 --> 00:51:55,260
some of this. You're on social media a lot. Is there something that you'd like

819
00:51:55,760 --> 00:51:59,200
people to know that you're like, hey, guess what? I ride

820
00:51:59,700 --> 00:52:03,760
horses? Or is it. Or is it I actually love

821
00:52:04,260 --> 00:52:07,280
all of you? Or are you like, Christine, Granny, and you only have four people

822
00:52:07,780 --> 00:52:11,560
in the entire pcbor who she doesn't want to pick up their call?

823
00:52:12,680 --> 00:52:15,840
This is like the. You're in the circle, and it's like,

824
00:52:16,340 --> 00:52:19,560
okay, now you have to say a fun fact. Oh, God. And if there's nothing

825
00:52:19,720 --> 00:52:22,800
because you're wide Open. That's fine. But I am curious.

826
00:52:23,300 --> 00:52:27,340
Sometimes people just are like, yeah, you know what? I'm not actually that

827
00:52:27,840 --> 00:52:30,780
big of a, you know, I'm not that money motivated or I'm not that whatever.

828
00:52:31,280 --> 00:52:33,300
I could tell. I mean, I don't know if this is something I really want

829
00:52:33,800 --> 00:52:36,260
everybody to know, but there's two things that come to mind. The first is that

830
00:52:36,760 --> 00:52:40,980
I'm totally overseeing, and that's the thing that, like, I don't really want everybody

831
00:52:41,480 --> 00:52:45,100
to know. Welcome to the family, Molly. That's somewhere. I'm like, I hear you.

832
00:52:45,340 --> 00:52:49,020
Oh, yeah, I'm with you. Okay. But that's, you know,

833
00:52:49,520 --> 00:52:52,220
and. But another thing that I do think that when you know,

834
00:52:52,540 --> 00:52:55,820
Rachel and me, when you know us well, you know, miss.

835
00:52:56,110 --> 00:52:59,670
But you don't know this if you are just an, you know, a person

836
00:53:00,170 --> 00:53:04,230
on the, in the board of realtors. I think that people

837
00:53:04,730 --> 00:53:08,470
think Rachel and I are much more alike than we are. We have

838
00:53:08,970 --> 00:53:12,069
very different skill sets, actually. I mean, we really do. And that,

839
00:53:12,569 --> 00:53:15,390
and that is what, like, creates such a special synergy.

840
00:53:15,630 --> 00:53:19,710
And I, like, I'm like, social and

841
00:53:20,110 --> 00:53:23,540
I'm a friendly person, but I'm not overly friendly. I don't

842
00:53:24,410 --> 00:53:27,610
like, I'm kind of the person that's like, had to talk myself into going

843
00:53:28,110 --> 00:53:31,130
out. Like, I be just fine not going out. I don't really. And I'm,

844
00:53:31,630 --> 00:53:35,490
you know, so I feel like where Rachel is, like, so social and she

845
00:53:35,990 --> 00:53:39,690
draws people in and she really, like, values all that connection.

846
00:53:40,330 --> 00:53:44,490
And so. But I'm like a very, like, I'm very strategic

847
00:53:44,990 --> 00:53:48,810
and very analytical and like, that's just kind of my

848
00:53:49,310 --> 00:53:52,000
special sauce. Like, I. I constantly have, like,

849
00:53:52,240 --> 00:53:55,920
ideas running through my head of how we could problem solve something or

850
00:53:56,240 --> 00:54:00,120
structure something differently that will end up creating like a solution to

851
00:54:00,620 --> 00:54:03,640
a problem that we have. And then Rachel is like, kind of like the warmth

852
00:54:04,140 --> 00:54:07,000
and the sunshine that's drawing in all the kind of. She'll bring in all the

853
00:54:07,500 --> 00:54:10,480
people and then I'll figure out how to. How to solve all of it.

854
00:54:11,200 --> 00:54:14,800
I love it, you know. Well, that's great.

855
00:54:14,960 --> 00:54:18,460
I like that. I like that too. But also, maybe I'm

856
00:54:18,960 --> 00:54:21,900
not. I'm not a bitch. That would be something I'd maybe say. Hey,

857
00:54:22,060 --> 00:54:25,460
think you are. I don't know. No, they don't think that. I don't think

858
00:54:25,960 --> 00:54:28,820
that. Sometimes, like, wonder if people, like, I'll hear. They're like, oh, I was,

859
00:54:29,320 --> 00:54:32,580
like, intimidated by you. Or, you know, and I'm like, I'm like,

860
00:54:33,080 --> 00:54:36,380
I'm super friendly. I'm not judgmental at all. Like, I really. I. Like,

861
00:54:36,880 --> 00:54:40,500
I. We might need to. That's a different podcast. That's therapy.

862
00:54:41,000 --> 00:54:44,260
Because I tend to think people think I'm an asshole, and you think

863
00:54:44,760 --> 00:54:47,820
people think you're a. And that we were raised by the same people. So I

864
00:54:48,320 --> 00:54:51,520
would say neither of those things. Things are true. And I'll bring

865
00:54:52,020 --> 00:54:55,560
Cammie and Jamie on, my two therapist friends. Yeah, we could have a whole.

866
00:54:56,440 --> 00:55:00,480
We could have a whole thing. Molly, thanks for coming on

867
00:55:00,980 --> 00:55:04,360
ski and sell out. I think my session feels, like, maybe a little heavier

868
00:55:04,860 --> 00:55:08,040
than what you have in the other. No, no, it's pretty accurate. We're on point.

869
00:55:08,540 --> 00:55:11,920
We thought these things would all be really funny, and they've all been a

870
00:55:12,420 --> 00:55:15,600
little bit like this. And the feedback we're getting is that they're pretty good

871
00:55:16,100 --> 00:55:19,480
to listen to, and that's blowing smoke up our own ass, but we're trying to

872
00:55:19,980 --> 00:55:23,400
get. Yeah. So. All right. I will say thank you,

873
00:55:23,900 --> 00:55:26,880
too, Molly. It was really nice to learn more about you. It was good.

874
00:55:27,380 --> 00:55:31,040
Good strategy. How to ask the questions about me. Yeah. Molly Cross,

875
00:55:31,540 --> 00:55:35,360
white skiing. Selling the slopes. Ski and sell out. Selling the slopes.

876
00:55:36,480 --> 00:55:39,760
All right, we'll talk to you again in the future. Oh, yeah, there's going to

877
00:55:40,260 --> 00:55:43,360
be music. Are you ready? That's it.

878
00:55:44,000 --> 00:55:45,360
Rachel's dancing.

879
00:55:46,970 --> 00:55:48,490
Same song. It's still here.