She Sold 140 Homes a Year With No Internet and No Assistants with Lucy Ham

RPP – Lucy Ham

Lucy: [00:00:00] We never really had a goal before about hiring, so we didn’t know how to do it, and we didn’t have a goal, so we weren’t going anywhere. But Justin and I have figured out that, if your buyer agents leave, guess who’s showing houses? It’s us, and we don’t wanna be that. 

Suneet: Hey, everybody. Welcome to another episode of the Reside Platform Podcast. I’m your host today, Suneet Agarwal. and today we are meeting with Lucy Hamm. Lucy runs the Lucy Hamm Group, out of Flushing, Michigan, and I’m stoked to talk to her today and learn more about her business and her insights from her, success in the industry for many years.

Suneet: Lucy, how’s it going? 

Lucy: It’s going well. We’re getting springtime in Michigan. 

Suneet: Yeah, so that means nice weather and busier market, right? 

Lucy: That’s right. Everybody’s waking up and wants to get outside and buy something. 

Suneet: Yeah. So tell me about Flushing. is it a big city, small [00:01:00] city? 

Lucy: Flushing is about 30,000 people, a suburb of Flint.

Lucy: One of Flint’s suburbs. Yep, so about 30,000 people. It’s a little historic town. So the building I own and have my office in downtown is built in 1890. That’s how historic it is. Yep, the whole town looks like that. There’s a bakery across the street that’s old as the hills, but super good. So yeah, that’s the kinda town it is.

Lucy: Sleepy and s- 

Suneet: It sounds like a cool place. so let’s go to the beginning. So you got started in real estate in 1974. Is that right? 

Lucy: That’s correct. Mm-hmm. 

Suneet: How did you get into it? 

Lucy: You know what? I was assistant to the controller of a corporation, and I was about to have a child, and I was working, like, 12, 14, 16 hours a day, and knew that was not what I wanted to or would be able to do.

Lucy: So I thought maybe real estate would be very flexible hours, not knowing it’d be [00:02:00] 24/7 flexible. Yep. So I,the minute I had, our baby, I went from, hours at the controller’s office from 7:00 AM to 1:00. In the afternoon I would be home and I would be doing real estate and taking care of things at home, And, so that’s really how I got started. And after a year, I would work, afternoons. I would have one open house every Saturday, two hours, and I had church friends, and that’s it, ’cause I was new in, this was in Milwaukee, Wisconsin. I was new. That’s all the people I knew, so if they walked into my open house, they were mine.

Lucy: That’s it. They were mine. And it’s amazing how when you only have a couple people, you take really good care of ’em and you find them stuff fast. So yeah. So nobody slipped through the cracks on that one. But yeah, that was the start of it, a long time ago. 

Suneet: Yes. And then you moved to Flushing and started over.

Suneet: and it’s interesting, right? Because nowadays, and you hear it all the time, and you’re in the same [00:03:00] conversations that we’re having, in Reside, like so much of real estate is like internet and computers and all this stuff, right? So in the ’70s, what’d you guys have, like a Thomas Guide? 

Lucy: We had a phone.

Lucy: well, yeah, a phone and a phone book. phone and phone book and, a multiple listing book that’s about two inches thick. and you get a sold book once a year, So that sold book was, customers would say, “Could I have a cop- could I have that when you’re done?” And we’re like, “No,” ’cause on the front it said $1,000 fine if you give it away.

Lucy: So it was all phone and paper. Mm-hmm. 

Suneet: And all the information then was just super gated to real estate agents. 

Lucy: Oh, yeah. People could not find out what anything sold for unless they went and sat at the register of deeds, They wouldn’t know. And they didn’t know how to do that, They didn’t know how to go find that information.

Lucy: So actually that was good. It was kinda [00:04:00] good. 

Suneet: I didn’t know that the information was gated like that. 

Lucy: And it was pretty rare that someone would ask you like, “Is this a good price for this community?” we didn’t have to give them comps. I mean, we did, in a way, but we didn’t have to give them comps or anything.

Lucy: So yeah, we really could- We’re really on our own. You’re really on our own. Mm-hmm. 

Suneet: it had like 70 gigs. All right, for everyone watching and listening- It had like 70 gigs. All right, for everyone watching and 

Lucy: listening 

Suneet: It’s super interesting. My Google Chrome just crashed while we were recording.

Suneet: But, Lucy and I were talking about- … her business, real estate business … her business, real estate business and everything going on in Flushing starting 

Lucy: with no internet 

Suneet: and no, no information. So, our, no publicly accessible information. so it shows in here too that- You became the number one agent

Suneet: you became [00:05:00] the number one agent. Or top, you became one of the top agents. Were you number one in Prudential? I was, I 

Lucy: was number two in Prudential. 

Suneet: Number two. Okay. Number two. Okay. Number two at Prudential. And that’s, was that for- … units sold or GCI 

Lucy: or what was it? … units sold or GCI or what was 

Suneet: it?

Suneet: You know what? It was units sold. Mm-hmm. Do you remember how many 

Lucy: units it was? Do you remember how many units it was? I think it was, at the time, I think it was like 140, 125, 140. 

Suneet: So many. 

Lucy: So many. Yeah. And they gave pr- they gave awards for, units sold. They gave awards for GCI also. I wasn’t GCI ’cause at, most of the time in Flint, Michigan here, our average sales price is quite a bit less than most of the world.

Suneet: Sure. So- Yeah. What year was that where you were number two? that 

Lucy: would’ve been 1982, probably 1982, ’83, ’84. Right in there. 

Suneet: [00:06:00] Lucy. How are you selling 140 homes in the 80s? I’ve never heard of anything like that. 

Lucy: You know what? I had no assistants till I was selling about 125 transactions a year on my own because nobody had assistants.

Lucy: It wasn’t acceptable. Nobody did that. So I hired somebody to just make copies and order title ins- just at the office. 

Suneet: Sure … 

Lucy: and so really,what I find, and so this is not to brag, but what I find is that, so I’ve been here a long time, as you do the math with 1978, that whatever I do, a lot of other people start doing it.

Lucy: Sure. It’s like a, an halftime assistant. People would get an assistant. People would,they would talk, some of them talked bad about it, and then they would go do it. So now they tell me after many years, they’re like, “Whatever you did, we did it.” Andjust so if you are successful, they’re gonna do exactly what you do, and they’re watching.

Suneet: Yes. 

Lucy: They’re watching. 

Suneet: Yes. So, so all that business pre-internet, pre-cellphone [00:07:00] It’s not even- It’s not even- I can’t even make sense. I can’t even make sense. You’re a phenom. You’re a phenom. Like, make it make sense, Lucy. Make it make sense. I don’t get it. I don’t get it. 

Lucy: I was motivated. I had a husband in college, and then I was, then I was single parent for a while.

Lucy: And I was raised on a farm. we were in South Dakota in the middle of the sticks. There was Indian reservations, and there was us. And, we were pretty much off the grid other than buying sugar and flour. So We worked, we made money, we saved money. that’s just what we did.

Lucy: I mean, I really, I like to work. I’m not 20 anymore, and I still like to work, so- 

Suneet: Sure … 

Lucy: maybe that’s odd, too. 

Suneet: Yeah. So, like, where did… Was it, were you prospecting a bunch back then, or where did the business come from? 

Lucy: no. I,I would take floor time probably once a week. I’d take two, three hours of what they called floor time.

Lucy: Remember that? 

Suneet: Yes. 

Suneet: Way back when. Yeah, I would just take calls, and people at my church. I mean, really it was just people I would meet, [00:08:00] and neighbors and church, and that, that’s about it. That’s where I got my business. You really could do a lot of business by just talking to the people in your sphere, your little small sphere, and just being a good person, Yeah, right. 

Lucy: If you want to buy or sell, they called me. 

Suneet: Yes. Right. Operating from principle. How about having charisma and outgoing, right? Like, not, there’s so many people now who just hide and expect things to fall in their lap, and then they’re surprised when it doesn’t. 

Lucy: Yeah. And another advantage too, so when we were on the farm, the only thing that happened is, people stopped by our house all the time.

Suneet: Mm-hmm. 

Lucy: We always had coffee and dessert, or, it was always ready 24/7. And,we didn’t have any strangers. Everybody would stop in at anybody’s house they wanted. And, so we … There were no movies, and there were no … There was nothing. This to- this town had 100 people. They were all Dutch.

Lucy: And, there were no movies. There were no entertainment. The only to- entertainment was church. church was Sunday morning, Sunday night, Wednesday evening. That’s it. [00:09:00] And that was our social. So we really were learned as children, like, you visit with people. This is what we do. Mm-hmm. Families would come over and visit.

Lucy: You play, you visit. It was all one-on-one stuff. And back then, I mean, I look back, it was pretty archaic, but that’s what we learned. 

Suneet: Yes. It’s so good. It’s so good. So, so now you fast-forward and you brought your son, who no doubt has seen you working his entire life. Is that right? 

Lucy: Yes, he has, from birth.

Suneet: Yeah. He’s seen you working, and now he’s working alongside you. What was that journey of him, like, getting into the business? 

Lucy: Yeah. So he always wanted to be a geologist, studied dirt and rocks all his life, and he did. Became a geologist at University of Michigan. Did that for 10 years, worked for Schlumberger.

Lucy: He’s traveled all over the world. 

Suneet: Sure. 

Lucy: and then after 10 years, he called me one day and he said, I just figured out that in 25 [00:10:00] years I’m gonna be sitting in my boss’s office making a little more money doing exactly the same thing.” And he had just read that book, Rich Dad Poor Dad. Remember that one?

Lucy: Oh, yeah. The, is that Kiyosaki? Yeah. Yep. Yeah, just read that, and he said, “You know what? I wanna come to work for you,” and I’m, I was in shock. And so really I said, … “You know what? I gotta think about this.” Yeah. not that I didn’t want him to do that, but … So I went back to him and I said, “You know what? I-” The only way we can do this, I don’t know how to teach you, I’m really not a teacher, I just go full speed ahead, you have to have a coach.

Lucy: If you have a coach- Mm-hmm … I had a Mike Ferry coach, he had to get a Mike Ferry coach, you can work for me. ‘Cause I knew they would train him. I mean, he- Sure … he was a people person, project manager as a geologist. So yeah, so he, he does well. he has a different motivation, a different,I don’t work 24/7, but I just work until the work’s done.

Lucy: He has a little- He has to … more of a confined schedule, I would say. With [00:11:00] his family, his kids, and that kind of thing. 

Suneet: So he gives himself a deadline. Like a daily deadline. 

Lucy: He does. Yes, he does. Mm-hmm. Yeah. And for many people- 

Suneet: Yeah. And for many people- Like having that deadline is like enough to like get the day wrapped up a little faster.

Suneet: But for others- Like having that deadline is like enough to like get the day wrapped up a little faster. But for others- A deadline’s a deadline. If I’m bored and I wanna just go do something for work, 

Lucy: I’ll just come in here and just do it real fast. And deadlines can happen later A deadline’s a deadline.

Lucy: If I’m bored and I wanna just go do something for work, I’ll just come in here and just do it real fast. And deadlines can happen later Yeah. I, really, most evenings, and my husband will tell you, most evenings I’ll take a half hour, 6:30 to 7:00, s- eight to 8:30, a- and call those people 

Suneet: I couldn’t 

Lucy: find during the day.

Lucy: And you know what? I have no guilt about that because these are people I’ve been working with, business, and usually I can find them. I know everybody comes home at bedtime, 

Suneet: Yeah. 

Lucy: Usually I can find them. 

Suneet: So 

Lucy: when- And it sets up my next day, really 

Suneet: Totally. Absolutely. I love that, like the preparation for the next day and having a clear plan, like [00:12:00] that’s how you win.

Suneet: When did you get in the Mike Ferry organization, Lucy? 

Lucy: it’d be about 25 years ago. Yep. I’m not being coached by them right now, the last couple years, but yeah, for about 20, 25 years. Mm-hmm. And I coached for them for five or six years also. I was in a head-on collision, probably 15 years ago, and I’d always thought, “I wanna be a coach.”

Lucy: You know how you could always wanna be something? And so, I walked away. I was not hurt, and my car was totaled, but, I called them and I said, “You know what? I always wanted to be a coach. This is what happened.” They said, “Okay, great.” So I was a coach for five or six years, but, I realized it, My business needed me.

Lucy: I don’t have, tons of people here, so I, my business needed me. So I went back into just business, and just continued. Mm-hmm. Yeah, so it was a good experience. 

Suneet: Absolutely. It’s super hard to, drive growth in an organization when your time is split. Yeah, I was- Ask [00:13:00] me how I know. 

Lucy: Yeah. I was trying to help other people, like, be whatever they wanted to be, right?

Suneet: Yes. Exactly. Exactly. I understand that. so from being in Mike Ferry organization for so long, at some point you started doing the heavy prospecting. Is that right? 

Lucy: Oh, absolutely. it probably, being with Mike Ferry probably a couple of years, I still used my script, whatever that was, Took me a couple years to actually use his scripts. And to be honest, so this isn’t a Mike Ferry advertisement, but, when I started using his scripts, like cold turkey, I’d just like read them. And,customer didn’t know I was reading them, but I was just reading them. And,my return on getting the listing went up like 25% immediately.

Lucy: I took 25% more of the listings I went out on, ’cause it was a plan and, I didn’t sit there for hours. I just, like, asked the questions, get it done, get it signed, that’s what I needed. I needed that. 

Suneet: Yeah. And I think that [00:14:00] you, like, we already nailed it, right? And that’s how we know each other, is through coaching, right?

Suneet: Like, it d- like, Mike Ferry organization is great. Tom Ferry is great. Bill Pipes is great. Buffini’s great. They’re all great. I think we’re the best, but, hey, but, It’s all great ’cause you get something to plug into and follow along. 

Lucy: That’s right. Absolutely. 

Suneet: Right. And, I’ve never been a part of, Mike Ferry organization, but I’ve been to a bunch of events, and they changed my life 100%, right?

Suneet: 100%. It’s so cool to see everyone dressed up in suits and all formal, and it just, it’s just a good vibe. So if anyone listening, if you haven’t been to a Mike Ferry event, look into one. There’s, they have them all the time. What’s it called? Superstar Retreat? 

Lucy: Superstar and Production Retreat, yeah.

Suneet: Yeah, those are in Las Vegas usually these days, I think, right? ‘Cause it’s an easy drive for Mike. 

Lucy: Or San Diego, yeah. 

Suneet: Yeah, or San Diego. Just make sure that if you’re a man, [00:15:00] you wear a suit, and if you’re a woman, you have a f- you have a business formal, outfit on also. So, now with Justin, in the business, how do you two, like, define the lanes, and how do you keep the business from bleeding into family time?

Lucy: Mm-hmm. Yeah, so, so he lives in Ann Arbor, an hour away, so he is our Ann Arbor office. However, that’s just him. our main office is in Flushing. , so we have lunch together on Fridays. Basically, we have a, we have lunch, mom-son lunch on Fridays. At first, we talk about business, then we talk about whatever.

Lucy: So, the family business bleeding time, he always calls me Lucy at work. so at work, we’re business. so that’s not hard., he and I take the listings. when the calls come in, if they don’t ask for me or him, I take two, he takes one, ’cause my corporation has to pay the bills, right?

Lucy: So, that’s how we work that. And so in, over time, you [00:16:00] see what his talents are and what my talents are, , if I could just list properties all day long, I’d be happy and I would just sign people up all day long. That’s me. he is really good at teaching. He’s good at,confronting. He’s good at logic.

Lucy: so, he gets paid a s- a stipend per month to do some of the managing ’cause he and I are running the place, And I totally appreciate that because then I could just keep doing what I wanna do and make more money. 

Suneet: I love it. Do you know Tim and Margie Moldenhauer? 

Lucy: Yes, I do. 

Suneet: How long have you known them for?

Suneet: I 

Lucy: used to coach Margie. 

Suneet: Did you? Yeah. Oh, 

Lucy: maybe 10, 15 years or so. I don’t know, quite a while. 

Suneet: Yes, ’cause y- your guys’ story is really similar. 

Lucy: Mm-hmm. Mm-hmm. 

Suneet: Right? Like, even with Justin calling you Lucy at office, Tim calls Margie in the office. I’m sitting here thinking I’m on Mike Ferry. I was all, [00:17:00] I think it’s awesome, right?

Suneet: Like, as a dad with, two kids, like I don’t… and I understand what you said, like, especially I’m sure after Justin went to school and had the job, we’re all, “Are you sure you wanna throw it away and get into this business,” right? But,did those thoughts ever go through your head?

Lucy: Oh, yeah. Absolutely. And you know what we do, we do is, So he does a draw, We- he’s on a draw. so when he gets a, when he gets a commission check, we take the draw out, but it’s, so it’s a continuity for him, I mean, you know these businesses, you got a lot of money one month, and the next month you almost can’t make cash flow.

Lucy: So, so for him, it’s a little more that way, which is fine with me because, I mean, it evens out. It doesn’t really matter if he gets it this week or next month. But, yeah, and it’s nice to see the talents come out and, really, so now I, at one time, I was about ready to just be done with real estate because I was overwhelmed.

Lucy: I just was… I didn’t have [00:18:00] enough people, and I learned that too late usually. But, my coach said, “Okay, so what would make you excited about real estate again?” I said, “Well, if I could have a week a month off.” He said, “Okay. By next week, I want you to have 12 weeks vacation planned.” 

Suneet: Yep. That’s what I would say, too.

Suneet: Yep. 

Lucy: So I do take a week a month off. So when I’m gone, he’s here. we cover for each other. he’s gone right now for a few days, so I’m him, and so that’s very helpful. Cat’s away, the mice will play, So 

Suneet: Well, you s- you take a week off every month. Do you go anywhere fun? 

Lucy: Sometimes it’s fun.

Lucy: my daughter’s, daughter and her family’s in Dallas. We have a condo on the beach in Florida. Sometimes it’s vacation. last week it was Arizona just for fun. So it’s all kinds of different things. Depends. My family’s in Omaha. Mm-hmm. 

Suneet: That’s great. I need to plan for that one day.

Lucy: You need a coach that tells you to do it. Yeah. [00:19:00] 

Suneet: Yeah. I c- I travel plenty for work, so, so that, that box is full. But the idea, like, listen, like you guys are still selling a ton of houses, and people are listening to this, and you’re saying, “Hey, I take a week off every month,” right? Like, that’s inspirational.

Suneet: h- so many agents who, you ask them when the last time when they took a day off, their all, “Day off? Like, I don’t know what that is.” Like, what do you think had to happen for you to do that in your… not in running the organization, but in running your p- your personal business? 

Lucy: you know what?

Lucy: I did that because I love to leave town, and when I leave town, I work like a dog the last four or five days. I mean, like, I list so many properties, get everything done, I clear my desk. When I come back, I have to do the same thing, but I get tons of stuff done the week before I go, and I leave, and I really don’t look back.

Lucy: I mean, the first day my phone might ring a few times, but I just call my office and tell them to take care of it, but I don’t [00:20:00] think about it. I don’t lose sleep over it. I just leave. And,I pray for all my… This is kinda silly, but I pray for all my customers. They’re all gonna be fine. They won’t miss me.

Lucy: I give it up, and then I’m done. Outta here. 

Suneet: what does the support staff look like to support you guys in the business? 

Lucy: Mm-hmm. We have an office manager, a listing coordinator, a closing manager, and we have, two buyer agents. And I do have a part-time person that’s helping me get through calling every single person in my database once a quarter.

Lucy: There’s 13- 13,000 people in there, but we have 9,000 phone numbers, so. 

Suneet: Oh. Awesome. and are you the managing broker for the office too? 

Lucy: I’m m- yeah, Jess and I are both brokers, but I’m the managing broker. 

Suneet: Awesome. So what’s the goal for recruiting and growing the business? 

Lucy: So we have learned a lot from Reside, and our goal is to have six buyer agents hired [00:21:00] by December because we think that if we hire six, we’ll probably have four for sure.

Suneet: Yes. So, so what’s the plan to get those six in your small town?

Lucy: Yeah. Well, we hired another one, but she’s already out of here, so. But I plan to hire four more. 

Suneet: What has been some challenges you’ve had as you’ve tried to like bring on these agents? 

Lucy: Yeah, so I, had a completely different mindset about hiring. I had mentioned it to people once in a while, and I would just think, “Well, nobody wants to move.”

Lucy: That’s what I… My mental is nobody would ever, nobody wants to move. So now with Reside, John Sheplack, I mean, R- Ross, all those, a lot of people do wanna move, ’cause whenever… so Justin and I and our office manager, we make calls to agents, and mostly they don’t respond to anybody but me.

Lucy: So my office manager says it’s me, but she [00:22:00] does it out of my e- my email or my… So, most of the people that I’d, we contact, they’re like, “Well, that is so great. not right now, but, maybe three months, maybe…” there’s a maybe about most of them. Most of them are kind of maybe.

Lucy: Yeah, and I would think that most, mo- like that would be very rare, but most of them are kind of maybe., so we ask them to come, I ask them to come, 30 minutes. “Let me just help you grow your business, whether you come with us or not. you teach us.” So we have a different mindset this year and, a different goal this year.

Lucy: We never really had a goal before about hiring, so we didn’t know how to do it, and we didn’t have a goal, so we weren’t going anywhere. But Justin and I have figured out that, if your buyer agents leave, guess who’s showing houses? It’s us, and we don’t wanna be that. 

Suneet: Yes. Yes. and the thing is like something tells me that you have a lot of listings.

Suneet: Am I right? 

Lucy: Yeah. We have 50, 60 most of the time. 

Suneet: Yeah. In a town of [00:23:00] 30,000, so your sign is everywhere. 

Lucy: It is. Mm-hmm. And 

Suneet: you guys are doing, radio and billboards and all that? 

Lucy: no billboards. Just radio or just television. We don’t ha- We don’t do radio right now. We’re just doing TV. Radio and Television Experts, that’s how I met you.

Suneet: Shout out to Matt Wagner. television, so with, you have ads going with, Barbara? 

Lucy: Yes, Barbara Corcoran. Mm-hmm. 

Suneet: Yep. Yes. Good. So here’s what I’m getting at is like- we coach to doing this to recruit, doing that to, putting job ads out, posting on social, making the calls. But if you’ve ever heard me talk about this, which I’m sure you have, but everyone else listening, you ever heard me talk about it, which I’m sure you have, but I say the number one way to recruit a bunch of agents Have a bunch of listings, sell a bunch of houses, right?

Suneet: ‘Cause then you got billboards everywhere. And, the more houses that you sell, the more signs in the ground you [00:24:00] have, the more inbound recruiting leads you will get. And when you call someone, tell me if this is true, they’re kinda honored. They go, “Wow, Lucy Hamm is calling me?” 

Lucy: They are honored. 

Suneet: It is… Yes, they are honored.

Lucy: They are 

Suneet: honored. And- Mm-hmm … yes. So, like, that benefit, that, that’s a huge benefit, right? Not only selling more houses, but it’s easier to recruit. Mm-hmm. Which one comes first? Well, for some people, selling a bunch of houses. For some people, I guess me too, it’s selling a bunch of houses. So there you go.

Suneet: Yeah. What advice do you have for real estate agents, not team leaders, but real estate agents, the average real estate agent listening to this, what advice do you have for those people? 

Lucy: so the best thing and the hardest thing is the schedule. And as I write my schedule Sunday night because I can [00:25:00] see where I have to be, But then, of course, I fill in a lot of s- other stuff. But Sunday night, or, like, every night, right? Every night I look at tomorrow, like, “How do I need to dress for tomorrow?” and I write down, I try to write down every hour what to do. and you know what? I don’t, I rarely, like, do exactly what my schedule says, but at least it’s visual, one spot, zht, this is what I’m doing today, and if I don’t do it here, I’m gonna have to do it here, and vice versa.

Lucy: So the schedule is, something I’ve learned a long time ago, and it includes, I never miss my kids’ soccer games or dance recitals. It’s all in there. It’s all in there. Go to dinner with my husband, 5:00 tonight. I don’t know where we’re going, but we’re going, So everything is in there. Yeah.

Lucy: Affirmations, 7:00 Friday morning. Role play, 7:30 Friday morning, Just, like, everything, so. 

Suneet: That is such good advice. That advice changed my life when I was a brand-new agent, and I got that through a coaching program. Right? I [00:26:00] have wake up, I have eat, I have go to bed, I have eat again, I have take a walk, I have read, I have journal, right?

Suneet: Exercise. date night with my wife. 

Lucy: Yeah. the agents I interview almost,I think there might have been one or two so far that had a schedule at all. 

Suneet: Yeah. Well, it’s not only agents. It’s just people, right? Like, I think that level of organization and discipline probably, not probably, definitely frightens some people, right?

Suneet: But they don’t understand that’s the sacrifice you make if you want success. 

Lucy: I think that key word discipline. I think the key word discipline is it is a discipline, even to write it is a discipline, but it’s a dis- Mm-hmm. Yeah. I mean, a discipline to not drink alcohol or to drink alcohol or eat too much or not eat too…

Lucy: I mean, it’s all a discipline. 

Suneet: Yes, absolutely. Wake up early, go to bed early, right? now, what [00:27:00] advice do you have for the team leaders who are listening to this who, wanna create something awesome like, like you have? 

Lucy: Yeah. You know what? There’s a great book that I have, How to Be a Great Boss by Jeffrey Fox.

Lucy: I haven’t heard of it. Every chapter’s a little page. it’s the one expect and inspect, that kind of thing. That is a great book. You can just open it to any page and you’ll do it tomorrow. But one of the things from, one of the things I think that we do well here is stop at every door every morning and, “Hey, what’s on, what’s at the top of your list today?”

Lucy: Or, “What are you planning to do today?” Or, “What are you excited about today?” Just ask everybody a question so they know that you’re in. You’re in. And you’re watching. But you’re not watching, but, 

Suneet: Yes. That’s such good advice. Isn’t that what John talks about too? 

Lucy: He does.

Lucy: Yeah. I think he does. 

Suneet: Check in with your agents and, ’cause that’s what you’re saying is you’re re-recruiting your whole staff every day by showing that you give a damn. Great. That’s such good advice. Lucy, if somebody wants to learn more about [00:28:00] your business or send you a referral in Michigan, how do they do it?

Lucy: Okay. So you know what? I think that my email is a good one to remember. Lucy, L-U-C-Y @lucyham.com. One M in Ham or I won’t get it. Lucy@lucyham.com or my cell is 810-961-9566. Yeah. So what’s 

Suneet: the name of all the markets that you guys, cover out there? 

Lucy: Mid-Michigan. I would say that’s the best thing.

Lucy: Mid-Michigan. And if we don’t, we’ll tell you like we don’t, but we know somebody that does. 

Suneet: Perfect. So everybody listening and watching, if you got any business in Michigan, Lucy just dropped her cellphone number and her email. We’ll also leave that in the description. Lucy, what are you excited about right now?

Lucy: I’m excited about that we are so busy we can hardly have time to do all the things we need to do. It is, it’s exhilarating to me to be busy, to plan it, to give… the busier I [00:29:00] am, the more I delegate. It helps me learn how to delegate. Yeah. 

Suneet: Good. Awesome. What great advice. Thank you so much for being on.

Suneet: I definitely wanna talk to you more soon. Everybody watching and listening, I hope you got something out of this episode. I did. I think Lucy’s story is legendary, and that’s just, I can’t wait to see everything that they’re doing. Still grinding it out, still in Reside, still listening to John on Monday say KFR and all this stuff.

Suneet: So, so great. everybody, if you did get something out of it, please like, share and subscribe. And then we’ll see you on the next episode of the Reside Platform Podcast. Bye-bye.