Real Talk | The Real Estate Podcast
Real Talk | The Real Estate Podcast
Lindsay Scanlan on Building Success in Real Estate Through Authenticity
Nicole Lombardi chats with Lindsay Scanlon of Tribute Communities about career growth, leadership, and navigating today’s market.
From trying to look older in their twenties to earning respect through experience, they reflect on what it takes to thrive in real estate. Their shared leadership style focuses on authenticity, approachability, and lifting others up.
The takeaway? Go back to basics, turn objections into opportunities, and stay patient—success follows those who lead with integrity.
Connect with Nicole and the TFN Realty team to keep the conversation going.
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Hello and welcome to Real Talk Podcast by TFN Realty, your source for all things real estate. My name is Nicole Lombardi and today I'm joined by Lindsay Scanlon, Director of Sales and Marketing at Tribute Communities, for a conversation about real estate, life lessons and shared experiences as a female leader in the industry. Let's get into it. It's a very special guest for me. Lindsay and I have been in the industry for just shy of 20 years. Yeah, Can I just share with our audience 20 years worth of real estate experience?
Speaker 2:Can you believe? First of all, 20 years. No, I keep joking with people. I'm like we must have started when we were 10.
Speaker 1:Well, I have this running joke that I lied I was 30 for like a decade and a half, just kept it 30. Yeah, because at 18, 19 years old. Nobody took you seriously. And you were a kid right, and when you were selling million dollar homes.
Speaker 2:Yeah, it was very difficult, half a million dollar condos in Oakville You're like what do you know? Do you still see yourself as the young person? No See, I do. Young person no see, I do. And maybe it's just back back when we started.
Speaker 1:We were young like I remember getting a different haircut so that I looked older. I remember changing my. I had the blonde bob, the victoria back. Yeah, you had to get a bob.
Speaker 2:Seven inches of makeup that was professional, was to have a bob, and I remember trying so hard to be older and, like my nickname was the rook. I was rookie for so long and I'm like there's other new people, why aren't they rookie?
Speaker 1:but.
Speaker 2:I stayed the rook and I remember it was until I was 30 yeah, 30 was the magic number.
Speaker 1:I remember, like the second I tested it out with a few people. The second I said I was 30, I immediately had cred. I was like, oh, you know what you're talking about.
Speaker 2:A different respect. You're not a kid, yeah, and I feel bad sometimes because I do that to people in their 20s. I'm like you just wait. I know like you guys don't even know. But yeah, I remember 30 was. 30 was the year where I was like I don't have to answer to anybody.
Speaker 1:No question me, go ahead and now, when someone's like oh, are you like 30?
Speaker 2:I was like thank you so much. Thank you, I know, yeah, I turned 40 in what two weeks? Yeah yeah, two weeks three weeks, I three weeks, I turned 40.
Speaker 1:It's a good age though.
Speaker 2:It is a good age. I'm still looking forward to it. The same, like I tell everybody, especially young women, 30 was my favorite year. Yeah, 30 was the best, because it was you grew into that role that you wanted.
Speaker 1:Well, especially because you had already a decade of work experience. Life experience yeah, but I mean you saw people still over the young kids.
Speaker 2:Yeah, it's like what's happening on twitter these days.
Speaker 1:Now I want to be that. Now it's like I'm so uncool that you want to go back to be the young one, that I'm like one.
Speaker 2:You know, back in the day I did know a thing, or two, see, I still get some of that because so many I still feel that way often. So many of the people that I manage are older than me. Yeah, like I don't know if actually, now that I think about it, I think all of my sales reps are older than me. Yeah, they're used to me now.
Speaker 1:That's a huge success because I found in the beginning years of management that if I had older sales reps, I had no like they didn't listen to me, I had no respect. I had no like they didn't listen to me, I had no respect. I navigated through that and we're going to touch on, you know sort of those lessons, but I always found there was a little bit of resistance. Yeah, so such a great success that you've been able to manage. Yeah.
Speaker 2:I think I mean the sales reps that I have now are the same ones that were there 20 years ago. There's so many people that have been with the company for so long that it's we all know each other so well. But I think I think a lot of people learned very quickly that it's a work ethic thing, like it's just knowing your stuff and it's having respect and it's I don't.
Speaker 2:I don't even know sometimes how I do it, but I know I've had people 20 years older than me say to me I just don't want to disappoint you. And I'm like I kind of do too, because I'm like high expectations. You should have high expectations for yourself. I have them for me. You should have them for you, everybody should.
Speaker 1:You got it. But that dovetails into sort of what we wanted to chat about today, which was that authentic space. Right, and you nailed it.
Speaker 2:I think once you know whether it was a sales rep or if you could handle it, you'd have it. I think that there's the same way we talked about that magic sales, how people have that sales thing to them. It's a personality trait, something that you're born with. You can learn to do many things, but there's natural things that are innate, that are with you, and I think that being like a leader, there's an authority, there's a presence. That is a very natural thing. You can learn it. You can read books, you can. You know what's her name. Lean in like you know. There's little things you can do, but there's so many people in the world who want authority so bad. They want power so bad, and I'm like you're reaching so hard for it. It makes you look weak.
Speaker 1:But it's for the wrong reasons. It's for the wrong reasons, 100%. I mean tales of this time. You and I both started kind of in spite of really bad leadership, right, and it was no, you can't do this, so step aside, let me show you how I can do it. And I mean that tenacity. And I think you know we've evolved into roles in different sort of walks of life and, funny enough, we've had very different paths but at the same time, very similar checkpoints together well, I think we also had very similar goals like I think we were especially as young women in our 20s.
Speaker 2:We were about the success, and it wasn't money no, it was never money or things it was accomplishment, oh, 100%. We just wanted to do well, we wanted to be proud, we wanted to accomplish things, we wanted to get stuff done.
Speaker 1:Well, it was like my first house. I bought it not because it was always a lifetime dream of mine, it was a sphere of influence, it was something to do, and people that were really successful were buying houses, and so that was what I wanted to do and emulate. And then, you know, same thing. I remember being able to carry the blackberry on the hip that, oh my gosh, big time, yeah, big time.
Speaker 2:Yeah, there was a short time where it was like I just have to take this call when you're with your friends. It was only a very short period of time for me, because I realized that when you start answering the phone and when you have sales reps, you start answering the phone outside of hours, you don't stop go forever.
Speaker 2:So I remember, I remember putting a like, a stop to that pretty quickly, you know, when you're at the cottage. And then I remember inviting friends up to the cottage and someone pick up the phone. I should, I should have to take this call and I was like, okay, shooter, go for it. Yeah, but yeah, there's, there's. Uh. There's something to be said about the goals. We had very similar goals. We wanted to. We just wanted to do well, I like achieving, I like accomplishing things.
Speaker 1:It feels good and that's why it's been so difficult in the market the past couple of years, but yeah, it is definitely something that I think has stood the test of time and is one of my successes, and I think yours, is that tenacity to always be very anchored to your goals, right and in the who right. And you know I often find myself thinking about the chaos and the clutter of what brings in this market and you know you see a lot of gimmicks and a lot of empty promises and staying true, kind of being really clear on your true north.
Speaker 2:And I'm very lucky with the company that I work for, Tribute Communities, because they are the guys who stand Al puts his foot down, and that's what it is and I like that. I've always liked that about this company. I've always known what I'm giving, I know what we're delivering and that stillness, like you said, it's not a gimmick. We're going to give you a great house and it's easy. It makes my job easy, it makes all of our jobs easy, but, yeah, the ability to-.
Speaker 1:Well, because, as a collective, it's calm.
Speaker 2:Yes, it's clear. Yeah, it's clear. Yeah, it's strategic, it's a clear goal. Yeah, yes.
Speaker 1:Yeah.
Speaker 2:For sure.
Speaker 1:And that's I mean that can ducktail into your life, your personal, professional, career. And I think that's where this conversation, like, excites me the most is because I think you know, when we get together personally, we can sit there for hours and hours, talk about anything and ebb and flow through real estate and our careers and personal, and you just got married and what a beautiful experience that was.
Speaker 2:Just listening to it from your and I'm starting to find a little bit. I have the new balance now of there's somebody home when I get home, which I love, yeah, but I also forget that there's another energy there, there's another personality there, and so it feels a little more chaotic, but it's also super fun, like it's sort of the fun chaos right now, and you know that's something we've talked about a lot. Like you said, we talk about all aspects and you've always had the family part to talk about.
Speaker 2:I'm excited that I have the family part to talk about now too, and part of that balance, but that's part of the chaos and it's part of the love, and it is figuring out how to find stillness within it, and that's where you I really do find my calm there.
Speaker 1:Yeah, like I find my happiness in in calm. I don't I don't want to go mush. Yeah, it's fine. Yeah, I don't want to do it anymore. No, it's, it's good, because I think that can exude and gives you that value add to the balance of your team too. Yeah, I know like when I have a great day with the kids and a great morning and I feel really whole and you know we're fresh off of a long weekend and I made a, you know, very conservative effort to just stay a bit still and check the phone a little bit, and those moments make me very clear. So this morning, waking up, I was like ready to go, I had my to-do list, I had my scheduled up. I was like ready to go, I had my to-do list, I had my scheduled emails. Well, I'm ready to go.
Speaker 2:That's a part of it too prioritizing finding the calm you have. You have to find it. It doesn't exist, right, and you won't find it by ignoring things, right, you won't find it by pushing things aside. So it is like you said starting your day, what's the to-do list? Even getting things on a to-do list calms my soul Like I have so many. I have so many lists in my phone. I have, you know, my daily schedule stuff.
Speaker 2:All of that stuff and being organized, being organized helps me to achieve all the things I want to achieve in a day. And you're right, it's not only one thing. I'm learning the family side of it now, and you know I have my husband and we have goals together now too, and so we have to prioritize those. And you know we want to get up to the cottage, we want to see my family, and you know we've got there's a condo, I've got a lease out personally, and then there's like work stuff going on. It's like how do we sell in this market? And there's just so many different things. Take the time to organize.
Speaker 1:Yeah, and that's where true strategy is born right. It's stacking the wins, it's understanding what those objections are and overcoming them.
Speaker 2:And I think oh, the objection, right now, the objection, the uncertainty, yeah, the uncertainty.
Speaker 1:But I also think that there's opportunity in that right. You know, I myself am a buyer in this actively terrible market. And it's opportunity, right, and so I share that with my team, and I think you do the same as stacking those wins and somebody picks up the phone. You won, yeah, right, yeah, get to the next conversation 100 and that's.
Speaker 2:It is a really weird place right now. It's been a really weird place in the market for a couple of years now and what I? I feel like I'm going I'll name drop again because I'm going back to pma days. Yeah, pma was that brokerage was really heavy on training and bringing in outside people and and it was a different time and it was it was that was new homes was their only focus. It was not resale-y at all. Um, it was on a I don't want to say like it was less individual basis, it was more of a team effort all the time. So I'm going back in my head to all those like sales seminars we did and the sales funnels and the guy who came in and like, pretend we had to pretend, sell my house and you're going back to basics. And so that's what I keep saying to my team go back to the basics. If somebody has come into your sales office, they're looking to buy a home.
Speaker 1:Right, and I mean, you're fortunate to have that experience, but we find, moreover, that it's reminding and sharing and showing the basics. So TFN just ran a pre-con course. So we call it Path to Legends. Because, if you're a new home agent and you're successful, you're pretty legendary. That's market for sure. So Diana and I hosted and it's just imparting our wisdom and the takeaway. It's a three-part course. The takeaway, the last course was thank you so much for sharing your knowledge, and Diana and I looked at each other and we're like did we?
Speaker 1:We did this we really yeah, and it's, it's that, it's. It's really just sharing the things that you've learned, that have worked historically with your expertise, because you have time on your side and you've sort of lived various markets yeah, yeah, we've gone through the I mean way, way back.
Speaker 2:I remember the first site I was on was a hamlet in ajax and it's like if we sold two houses a week, we were winning yeah, you just couldn't blink.
Speaker 1:Yeah, right like one was good.
Speaker 2:Yeah, it was so good and if we did 50 to 100 a year, fantastic, that was a great. Now we've had these other times in the market where it's like you know we have Colgan Crossing've already sold themselves, coming in and picking a house. It's relationship building and it's holding hands yeah, it's finding connection right and yeah, like people have to go back to selling themselves as the person that they want, that this client wants to buy from. Yeah, yeah, I agree with that.
Speaker 1:I mean, I always my strength on the we talked about this before we started but I love being on the floor. I just it just exhilarates me and sparks a passion, but it always, always, always was from an education perspective of it, right? I remember, you know, being at Gates when I sold a tribute and my pitch, my shtick, every time was you may not buy from me and that's okay, but if you're in the industry, if you're looking right now and you're in this sort of wave, make sure you look out for this, this, make sure you ask this question, get pre-approved. Here's our onsite rep that can help you.
Speaker 2:And, honestly, nine times out of 10, they came back because nobody else was doing that I once had somebody buy from someone else but call me to ask a question about their agreement and I was like you know what, why not?
Speaker 1:But it's that connection they trusted me.
Speaker 2:Yeah, and yeah, that was. That was you're right. That did feel good. It was a long time ago. We did that.
Speaker 1:It was a long time ago. It's what I loved on the floor, it's what I love about the teams and, obviously, in the roles that we are in right now, it's it's the piece that I love. You know, we we coined that, define it as leadership, but it's, it's connecting right. When we met a couple of weeks ago, it was, you know, like no time had passed.
Speaker 2:I know, it was so funny.
Speaker 1:And it was that connection through solving problems, right. It was like here's what we're facing, here's what we're experiencing.
Speaker 2:And it was at work, it was in the office, it was on the sales floor, it was at home, it was in our lives and it was family. It's all the things, yeah.
Speaker 1:Yeah, and it's going to go into sort of what I wanted to ask you about is really supporting one another right and genuinely, genuinely let me say that clearly genuinely wanting the best for the person that you're interacting with, right and supporting that through and through. And I think you know in the world we live in right now, whether that's on a geopolitical scale or where we are in the market, or even just how many realtors have come and gone in the last two years thinking that this is a career maybe didn't quite pan out. There's a lot of noise and there's a lot of, shall I say, potentially pretending, whereas those that have stayed long-term and are true or very authentic to their craft, their expertise and their support of one another Because, as much as we know, this is a big industry it really is quite small, yeah.
Speaker 2:Yeah, everybody. It moves around quite a lot, but we all kind of know each other. At least one degree separation maybe, at least yeah, but it's, yeah, it's. I think that overall, especially when we're dealing with times like this, where the whole market is in a different place, a success for one is a success for all, even other builders. At this point it's a win, like we're watching other builders try openings and do this, and if someone's having success, we're like great, that's a success for all of us, that's a success for the industry, that's a success for all of us, that's a success for the industry. And so that's a very macro way of looking at it, that we're just looking for you know someone to be successful so we can all figure it out and then emulate, or, you know, match, or whatever we can do on a personal level, like one-to-one with your team. There has been, and listen, we all have our foes at work.
Speaker 1:We all have.
Speaker 2:You know those who maybe threaten us or maybe are threatened by us yeah and I don't like playing that like.
Speaker 2:So I do play into it sometimes, but like I don't like it, I'd rather just everybody. I want everybody working towards the same goals, like I want us all to be happy, having a good time. I'm the person in the opening who comes into sales on a smack in my hands going all right, guys, how many are we gonna sell today? Let's go with the co-ops, with the, everybody with clients in the office, even I. Just I like when everybody's on the same team and we've come through an interesting time of our 20 years in the biz and we've had personal connections on, you know, certain experiences in the industry and reasons why we got in, reasons why we got into the industry.
Speaker 2:For me it was watching someone else and I was like, oh, I could do that, like yeah, yeah.
Speaker 1:I often say like I got into it in spite of someone and now you know it's because of them. Really like, had they not pushed my buttons? Or, you know, told me I could never do it. Yeah, tell us we can't do something. I'll let us show you.
Speaker 2:And I hope that that is a generational thing that is ending. I think it is, I can't say for sure but that experience that we had as young women, the generation you know, 20 years before us, 20 years older than us, they had to push and fight. 20, 30 years older than us, they had to push and fight. 20 and 30 years older than us, they're pushing and fighting and we're talking back in the day when there was real sexism in the office, like real stuff, Not to say anything's fake now. But I'm talking about the very traditional stuff they warn you about.
Speaker 1:Deep stuff. You know what I'm saying?
Speaker 2:Yeah, and so they dealt with all that stuff and they had to push their way through, and I also think that once they push their way through, they're not to stop. Well, they're not to stop, and they also went. There's only room for me, yeah, and so you can't when I, when someone had to push so hard to get to where they are, how can you possibly help somebody else? Do that. They haven't had your experience. Oh, by the way, do you ever do that, though? When I started, I was making 12 an hour and I was driving from toronto to ajax. You'll be fine. Do you ever do that all All the time? I hate that. I do that. I know I hate that I do that.
Speaker 2:It irritates me, but it's out of my mouth before I actually I know me too, and I try to pull it back in, because I'm like everybody's struggle is different, everybody's experience is different and you know, you have to sort of stop for a second step back, calm Calm, and then say this is a different experience than I had.
Speaker 1:Here's what I can do for you, here's what I can't do for you yeah, I, I'd like to think I, I share the experience now, as opposed to dictating it, as opposed to saying I did this, so you have to too yeah, like how dare you I made $17,000 my first year of real estate.
Speaker 2:What are you talking about? Exactly, I got it I lived with my mom's till I was 27, like you're 25 or whatever it was, but yeah, so I think trying to the previous generations it was like they clawed their way through the glass ceiling, got somewhere and then they were like I don't have time effort anything to help anyone else up.
Speaker 1:Yeah.
Speaker 2:And I think I hope that we've moved past that. I think that we have for the most part. I think there's a lot more women who want to work with women. Yeah, Maybe even exclusively. I mean coming from a team of management, that's all women.
Speaker 1:Yeah, you guys all women. That's cool. Yeah, I, I love it and I think you have to. You have to be in a sphere of influence that is similar to you. Yeah, and you know, I know that I found my home here, because none of us rise on the back of anyone else, and it's just a non-negotiable.
Speaker 2:There's no coattails to ride. We're wearing better clothes.
Speaker 1:Yeah, exactly, I love that.
Speaker 2:That's fantastic. Yeah.
Speaker 1:And you know everything's up for interpretation, but we have a saying here. We do things for the right reasons and it's not what we should do. It's what we ought to do, right. So, for example, like even the post-con program that we created, or builders newsroom I can't tell you how many builders we've presented it to and they're like what's the catch? And we're like no catch. We know that you have inventory to sell. We have an audience, let's connect it.
Speaker 1:use that audience to sell your inventory, because until you move your product, the industry stays strong, yeah.
Speaker 2:None of us moves on Right yeah.
Speaker 1:Yeah, you're right, but it's this sort of mindset that we have to unlearn a lot of things. Right and the salesy the push the corner it goes. But I think also there's opportunity for that, because there's people like you and I. There's individuals, you know, like the group we work with and that you work with that large in part, really want to pull people up right. And inspire so that they can aspire to be. You know something better than us, right.
Speaker 2:And I think I mean I've watched both of us. I know we've inspired a lot of people and again I sound pompous, I'm sure, but I know we have. I've watched it and especially when you and I were working together, we had so much fun Dream team, dream team. We had so much fun. We were still like nose to the grindstone, ready to go, stay late, come early, whatever we needed to do to make that successful. And I know that people watched us having fun, trusting each other, leaning on each other. I know that people watched us and they were like, oh, I want to do that.
Speaker 1:But do you find that? That's that moment in time I know exactly which moment that is that was the intersection of your passion and what your purpose is Like. Do you find that like?
Speaker 2:I don't think you can intentionally Do I even know if my purpose is? No, yeah, I think yes.
Speaker 1:I think your purpose can be different than passion. Well, you.
Speaker 2:Just saying that now makes me kind of go, yeah, my purpose probably is different than my passion. Like, my passion is I really do love real estate, I love design, I'm really getting into marketing. All of that stuff makes me happy, yeah, it excites me. But what's my best purpose? Is my purpose selling homes?
Speaker 1:Well, it's in service, right.
Speaker 2:In service to others, or is my purpose in service to others? And I think probably more on a team basis than on a selling basis, because we're not selling much anymore one-to-one Right.
Speaker 1:But those ebbs and flows can intersect sometimes and that's when magic happens and my team knows I talk about magic in a bottle and I think those are the moments when everyone can get on the exact same page align, not feel threatened, know that we're doing this all for the betterment of whatever we're doing and want to improve and ask the questions.
Speaker 2:And you know what? There are quite a lot of people that know they can come to me If there was ever a person. Do you ever have people around you and you're like, oh, I really don't want to go ask that person. I don't ever want to be that gal. Everybody that I work with I want them to know, ask me the damn question. Let's figure it out. And I walk up to people like I need to talk this out. Yeah, no matter who it is, any department. Sometimes I'm like, can we talk this out so I can find my answer, because I'm a verbal person. I need to say it in order to get there. But yeah, I, I like counting on people, I like creating those relationships, I like that they see my process and then they go. Oh well, let's just talk it out. Yeah, let's talk it out.
Speaker 1:Yeah, let's go and I think that's it. It's about connection. I think the takeaway is connection, yeah, because both of us, I think, can um agree that we're mislabeled many a times, either being very cold, standoffish, a bit of brute another b word, uh and then you get to know us and we're quite the opposite. I have to say I think we're pretty hard to hate. I don't know, I think I have some haters out there but I don't think that's about you.
Speaker 2:No, it's not. It's not about you. It never is, it's never. And again, maybe we're totally on the wrong side of things and people see us completely differently. I don't. If somebody dislikes me, I'm like that's a big old you problem. Yeah, because I'm having a good time and I'm going home and I feel good. I sleep. You know, I sleep like I could sleep like nine hours a night straight through.
Speaker 1:Because you're authentic to who you are.
Speaker 2:Because I am, this is me, it is what it is, and you know that changes and evolves, but yeah, yeah, it's never the same. No, it's never the same. Shouldn't be. Shouldn't be.
Speaker 1:So takeaways for this episode, for anyone who's either really frustrated in life or navigating the waters of the market and are thinking what's something I can do right now to change a trajectory, I would say from my perspective, and I'll ask yours is find the connection. Find the connection in everything, so stack your wins. Pick up the phone, win one, get someone live, win two. Find the connection in everything, so stack your wins. Pick up the phone, win one, get someone live, win two. Find the connection with that person you're trying to connect with, whether that's an account, a client, a family member you're trying to connect with yeah, anybody. Yeah, what's yours?
Speaker 2:I think I really like the authenticity side of it. I'm a Gemini. I spend a lot of time flipping between personalities and I have to put a fair amount of effort into being consistent, and I find the most common happiness when I'm consistent. I think about who I want to be and I choose to be that person.
Speaker 2:Love that and I think being that authentic person all of the time makes you trustworthy, makes you happy, makes you easy to approach. And I think, pick who you want to be, be it and work at it. And I don't want to. I also don't want to be that person who's like you remember Kim Kardashian, get off your ass and work. No, that's not what it is. Whatever you're passionate about, you have to put in the time, you have to put in the effort, and it should be a balance and that's relationships with your family, with work, with clients, with everybody to hone your craft.
Speaker 1:hone your craft, be good at it give it a hundred percent, give it what you have, and maybe sometimes it's only 85, but give that well, it'll be the more. The best you can give at that, yeah, at that time.
Speaker 2:If you're working in this industry, it is a weird time, but you know what? There's still people shopping for homes. There's opportunity. That's it. So make the connection. Be yourself, be the person who has all the answers yeah, be the person that they want to buy their home from.
Speaker 1:Yeah, I'm going to rip this from someone and my apologies for whoever said it, because I can't remember it right now. But no is not, no, it's no is new opportunity. Oh, there you go. Yeah, and I think it was pitbull. But oh, I'm kind of obsessed, I think so.
Speaker 2:but sorry if it's not, I hope it is, but you're right, there's and that's what I'm pushing now too with in this market, in this weird place. It is it a no, because you came into a new home sales center, so are you?
Speaker 1:you really don't you really don't want to buy, registered for something you register for something.
Speaker 2:You came in here and sometimes you know we have sales offices in Fergus and Lindsay and you know we're everywhere.
Speaker 1:now You're pointed to be going there.
Speaker 2:You got in your car, you drove maybe an hour to come and see our show homes. Oh, I'm going to push you a little bit and not, you know, politely, yeah, yeah, get pushy. You're going to get them thinking Get pushy, ask, get pushy, ask them, challenge them. People keep saying I'm going on, I know. No, it's good People keep saying in this market they're like well, the world's just so uncertain right now, oh do you work in manufacturing.
Speaker 2:Well, no, okay, what's the uncertainty you're worried about? Ask those challenging questions. Ask questions Because you've come here, because you want a house, and then turn it around and explain why it's a great time to buy a great time to buy a new home right now. That's right, because two years from now, what's your current house going? To.
Speaker 1:That's the piece right, it's cyclical yeah, you know we've talked about it being 20 years in the industry. We've seen three different sales cycles, yeah, and very, very different from each of those.
Speaker 2:Yeah and that's, on that note, the most important thing patience, patience, yeah, patience, show up, come, keep showing up, but have patience, things will get better. And do you remember last time when we had? It was a shorter drop, but COVID.
Speaker 1:We closed.
Speaker 2:We closed, nobody could sell. When it came back fast Fire, yeah, fast and furious. So it's a fun industry, isn't it?
Speaker 1:It is. You never know, you, lindsey. Thank you for listening and stay tuned for more on our real talk podcast by tfn realty.