Not long after we get proficient at sales do we run into that proverbial wall where selling and fulfilling on our sales takes all of our time.
We feel stuck and unable to continue to grow.
It doesn’t have to be that way.
With the right mindset, skillset, systems and processes, we can create an ever-growing business that begins to scale.
Additionally, when done right, we create not only a great business, but freedom from that business to where we can focus on things that matter even more than the business.
Today’s guest is Raquel Quinet who has an incredible track record of growth, scale and building teams. Her accomplishment includes having:
-scaled 6 businesses
-one of her first real estate teams grew to 8 figures and expanded to 23 markets
-coached some of the best in their industry
I’ll be asking Raquel some of the following questions:
-what stops most real estate agents from growth and scale
-how do they get past that
-what were you once afraid of that kept you from doing growing and scaling
-what’s your best advice for someone that feels that way
-what does Raquel Quinet do to continue to be a BIG THINKER, to continue to expand your possibilities
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FULL AUDIO TRANSCRIPTION:
Justin Stoddart 0:01
So the big question is this. How do we those of us in the real estate industry with crazy amounts of ambition? How do we think bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddard. And this is the Think Bigger Real Estate Show. Welcome back to the Think Bigger Real Estate Show. I’m your host, Justin Stoddart, thrilled today, absolutely thrilled today to bring you somebody who I absolutely admire and respect. She’s fantastic. She’s done some incredible things in the real estate industry. And today, we’re talking all about growth, and scale. For those of you that have been stuck there, today is your day. I’m so excited to introduce you a mentor of mine. Before I go there, let me remind you that inside of the scaling your referral business Facebook group, I’m doing some really neat things right now to help those of you that are stuck here, and really want to get to the next level using warm referral methods. That’s a group for you go find it and in there, I’ll be pouring into you to help you do that. Back to today’s guest. Her name is Raquel quintet. She’s fantastic. She’s out of the Arizona market, yet nationally known for her work in helping real estate teams specifically to scale and grow. Raquel, it’s such a pleasure to have you here. Thanks for joining us on the Think Bigger Real Estate Show today.
Raquel Quinet 1:21
Hi, guys, I’m so honored to be on the show and excited to have this conversation.
Justin Stoddart 1:26
Yeah, same here. Same here. You know, you and I met through a mentor in common who we’ve obviously learned a lot from. And it’s been so fun for me, even just in the short period of time that I’ve known you to see your, your bigger thinking come into play, right? I’ve heard conversations that when you speak and talk about kind of where you’re at in your business, and how you’ve helped people, I’m like, Man, I want to be like Rock Hill when I grew up. So just so you know, I’m, I’m definitely in admiration of kind of the way that you show up and serve the real estate industry. So so thank you for helping me to think bigger than I did before.
Raquel Quinet 2:03
It’s mutual, for sure.
Justin Stoddart 2:05
You’re sweet. Let’s talk a little bit about your background, just so that people have some context and know that you’ve built your own real estate teams, you’ve helped, you know, real estate teams even even surpass, you know, expanding into 23 markets, you know, hit the eight figure mark, like some of the stuff that people just didn’t realize were happening in inside of the real estate industry. What else would be helpful for people to know about you? To give some context, what we’re going to talk about, about growing and scaling a business?
Raquel Quinet 2:34
Well, it’s my definitely my favorite topic. And I would probably say I fell in love with it. at a really young age of looking at businesses, my father owned a business. And I knew like from early on that I wanted to get into business. And so I could really like one of my gifts and superpowers is looking at a business and really trying to figure out where their gaps are to help them move the needle for their particular business and their zone of genius. And so I’ve used that, whether it’s in mortgage companies in real estate teams, my own personal real estate teams, brokerages, and now, you know, being able to impact clients, you know, nationally that you can see them scale a lot faster, because they don’t have to go through the headaches and the messes, and the lessons that we’ve kind of learned along the way when it comes to scaling, real estate teams.
Justin Stoddart 3:23
And quite fascinating, right? Isn’t it interesting? How and again, you’ve done this for me, as has Sharon, right is it like, once you like we kind of live inside of the own world, like our own world that we’ve created for ourselves, based on the environment we grew up in the conversations we’ve been in, and then all of a sudden, somebody over here does something that’s different and bigger and better. And you’re like, I didn’t realize that could be done at that point. Your world has changed forever, right? Because now all of a sudden, you aren’t looking through this paradigm of like, this is the way that it needs to be. And I know that’s one of the breakthroughs that you help people to have, which is it doesn’t have to stay at this level, right? It doesn’t have to, you don’t have to just be kept by how much time you have in the day. And I think that’s probably where a lot of people that I serve come into is that they’re great agents are great practitioners, they love to serve their clients. And they’re almost at that phase, like eight figure business, maybe not of interest to them. Now, there may be some big fingers on here where it’s like, absolutely Sign me up. Like, tell me more about that. Right. But some are like, I just want to get to where I’m hiring, like a few team members, right? I would imagine that probably you started there at some point, right? Where it’s like, okay, I know how to do this game. I know how to serve clients really well. But I’m feeling a bit stuck here. And it’s almost kind of scary at first, right? When you start to take those first steps towards growth and then scale. Did you feel that way? Number one, and if so, how did you overcome that?
Raquel Quinet 4:46
Yeah, such a great point. I always believe that like exposure will always lead us to bigger, bigger thinking, right? When we can see someone that has gone before us or something that like we’re pioneering and it actually gets done. It gets a lot faster. There’s a lot of real estate agents now that can hit that seven figure mark a lot more easier than it was 20 years ago, because that was unheard of. Right? So when it comes to, did I ever get stuck 100% I started in this business part time, while going to college. And you know, there comes a time where you can’t serve your clients during classes, you know, they’re gonna call you all times every day, right? When they’ve got a transaction, their biggest asset that they’re selling, and they need their agent. And so when someone told me I couldn’t build a big business, this was probably one of the best gifts that I ever received is I couldn’t build a big business while going to college. And I said, What like the that’s probably the trigger words for me where I’m like, watch me, because I definitely will figure it out. And what I did is, on times that I was not available, I asked agents in the office, if they could cooperate, like partner with me with a client and that I would give them a portion of my commission. And so that really started the game of leverage for me, right? It’s not a matter of we all have 24 hours, but we actually can accumulate more hours based on like leverage and delegating stuff, that when we’re not available, when you’re forced to think differently, you go in terms of like, how do I make this happen? without limiting of what I just see, right in front of me?
Justin Stoddart 6:27
A couple points I really want to highlight there. You’re right, you’re it’s almost like the four minute mile barrier, right? All of us live with it. Because like, we hear that story. And all of us are like, okay, like, How silly is that? They thought that people would die. If they ran into a four minute mile. They’re already running like four or five, like really five more like it’s almost as like, laughable thing like how silly are they yet, then we have those same preconceived kind of notions and limitations that we impose upon ourselves, not about running miles, right. But about building a business. I think one of them that I see show up often, that you kind of talked about or touched on here, is it like we get this concept in our mind that there’s a lot of stuff that needs to be done. And the time in the day that I have to do it as a limiting factor on how big I can grow. And you mentioned this part about about delegating, right? Like like choosing other people this leverage component of of realizing the fact that yes, all these things need to get done. But it doesn’t mean that they all need to be done by me. Right? That like, like, yes, the client needs to receive this, but does do I have to be the one that pulls the lever and turns the wheel on getting them that information on delivering that information. It sounds like that was one of the hubs that maybe you hadn’t you hope other people to have is like, there’s lots of stuff that you are putting upon yourself that like, Oh, I got to do that. Because I own the company. Oh, I got to do that. Because I’m, you know, like, my name is on the side. Oh, I got to do that. Well,
Raquel Quinet 7:45
better than me, I hear a lot for me. Wow.
Justin Stoddart 7:49
Interesting. Interesting. That’s, that’s another one of those barriers, right? Where you delegate to someone and they’re like, it’s not gonna be quite as good. And then you realize afterwards like, whoa, you mean, it’s better than me? Or there’s probably little bit of an ego hid there, but but at the same time, it’s kind of like, oh, oh, okay, boy, that just opened up my world then. Right? Yeah. What, what are the conversations? Again, when you’re coaching people that are scaling and growing reveal? How, how do you get that through the brain? Right, where it’s like, you gotta let go, you gotta let go. Cuz some people are like, I’m just a control freak, like, I just, I just like, I want to know what’s going on. Like, it’s my brand. It’s my companies are my customers, how do you help them kind of get to that point to where they can trust and let go and either make that first hire or make that first outsource move? Or that next hire? Right?
Raquel Quinet 8:37
One, I think is asking them a lot of questions on clarity. It’s like, what is their vision? Where do they want to go? And I’ve got to break some limiting beliefs and patterns. And when it comes to their mindset, because if people want to grow, and people want to scale, that can mean completely something different to every single client or every single agent. You know, it could mean in terms of like more freedom, it could mean in terms of like, I want bigger, bigger dollars in revenue, or I want a large team. So I really need to figure out okay, what does growth and scale mean, by definition to the person on the other side? And what limiting beliefs do they have when it comes to growing and skills?
Because there always is fear, especially the fear of the unknown that can cripple us? Right? When we haven’t been to a territory, or when we are starting to level up when it feels a little uncomfortable. There’s that fear of the unknown of like, oh, my gosh, do I have to let go? Or do I actually, am I letting go of control to build a bigger business, but if they could actually see the vision of where they want to go and where they’re at? I just got to figure out, you know, what are the gaps and the markers? You talked about a four minute mile, right? Like no different than a marathon if you were going to run a marathon? It’s 26.2 all across the world. And you’ll probably get a trainer and they’ll tell you, they’ll ask you how you ran. Where are you at when it comes to running and Why do you want to run this? Why do you want to put your body through this? Because it’s an intensive training. And so I got to figure out what’s their first mile? What’s their second mile? What are their markers in their business that we could chunk down to where they actually with their big vision? And where the rat?
Justin Stoddart 10:15
Fascinating? You’re at? Because once you’ve got the clear vision of like, okay, isn’t this what you told me you want to create? And then you go back and revisit the fact like, you realize you can’t get that if you if you’re doing everything, you just can’t get it. Right. Like, you will, in the end, you’ll in the process, burnout, your health and your relationships and all the things that actually matter to you in life. And then you’ll be left with what right, so there’s this, there’s got to be this, this sounds like when you when people are faced with that fear, and almost sounds like you’re saying, Okay, let’s go back and revisit, get clarity on what you actually want. And then once we get clear on what you actually want, then then the path forward gets gets much more clear. Or something else that you said there that I’ve been pondering a lot about is why people are oftentimes why us right, as humans, tend to have hesitation based on like fear. And one thing that I’ve realized that sometimes what we’ll do is we’ll reach into the future.
And we’ll pull the worst case scenario into today, look to the past, and we’ll take our biggest blunders, the biggest mistakes we’ve made, and we’ll pull them into today. And those are the two things that guide our decisions as to whether or not we ought to think bigger as to whether or not we have to take that next step. And it’s like, Oh, my goodness, I was a super confident person until I pulled that into here and that into here. And all of a sudden, like, yeah,
I would be paralyzed as well. Right? So it’s, it sounds like, part of the process that that you take people through is really helping them to get clear on okay, what’s real and what’s not, right, that’s the past. That’s some false evidence appearing real in the future. Get those out of the way. So you can really get clarity on what you want, and then create those milestones. That’s fascinating. What type of milestones are killed? Do you really look for inside of a business to guide people in those next scale and growth? Like what are a couple key metrics? Really watch?
Raquel Quinet 11:53
Yeah, so one, obviously, is the vision because the other thing that when they’re not clear, or where they think they want something, like a lot of people come to me is like, I want to create a multiple seven figure on a hit seven figures, I’m like, But why? Right? Why do you want to do that? Or I have a lot of clients, like, I want to be like so and so he’s has scaled his business, like 600%, right, in less than a year. His first goal was like, I just want to make a million dollars this year, they’ll hit 600 million, right?
So in like volume, it’s in less than a year. But like he got really clear on their why, then it’s like evaluating their business. I think a business is made up of, you know, the vision, the people, the leads and the systems. Right. So where are we at in your business? Are you doing it? All? Right, what is your lead gen lover? What I mean, because every business has some way of getting leads. And you know, referrals are one of the best ways. And I’m always like, let’s take a look at that. Let’s take a look at your systems. Are they you know, are you running them? Is it on autopilot? Is there tech that can be you know, duplicated?
Or could things be automated? Could we optimize different things? And then who are the people that you have around around you? A lot of times, especially right now, as people are thinking about their plans for 2022? Is I’m having a lot of my clients audit some other people? Because is it the people that’s going to get them to where they want to go? Big Vision.
Justin Stoddart 13:22
So we have the right players on the bus, or the right leads of the right systems? For growth, right. So you right, sometimes we we will take a look at like, how’s everything humming along right now? That’s pretty good. Nothing’s really broken. So we’re not going to spend any time on it. Yet. It’s almost like those towns that you go into, and you’re like, Man, why didn’t they build the roads bigger? This thing is a total bottleneck. And it’s like, they obviously didn’t believe as a city, they were going to get much bigger than they were in like 1950. Right.
Like, and sometimes I think we make that mistake again, I used to develop land. So that’s kind of relevant conversation for me is like, like wise city planners, they’ll go in and they’ll they’ll project growth out. And they start to build the roads and infrastructure before the homes actually show up. So that you can actually support it. Whereas you get to a point where it’s like it really stifles growth, to not be talking about those things that you just mentioned, not just based on the past and how they’re working now, cuz that’s not where you want to stay.
You want to move forward. So what’s the infrastructure, the people, the systems, the lead flow, that you’re going to need to get to that next level? Well, that’s a really uh, hopefully everybody kind of recognizes that is that we spend too much time saying like, Oh, yeah, it’s it’s all working right now. But is it working if you really hit your biggest goals,
Raquel Quinet 14:33
right. Here’s the thing what after scaling so many different companies, what works today, for your business may not work when you’re 10 times larger? Or when you’re you have 10 times the customers things will break? Where are we investing in the right tools that it could scale and there’s flexibility if it does scale faster?
Justin Stoddart 14:53
But that’s, that’s fantastic. Talk to us. Raquel, you’ve obviously again helped dozens of business I don’t know Like how many Exactly. But to really take it up to the next level, yet yet, for you as well, I would imagine that just the demand for your services has been significant. I would imagine that you’re, even though you help people through this, you probably experienced it at some point. And now as you’re even looking at taking it to the next level, some of the conversations I’ve heard you, in on, as you partner with companies in much bigger ways, there’s probably some of that same fear that sets in, have the strategies changed at all for you, as you get to that kind of glass ceiling, per se, to overcome those fears to say, Okay, I’m ready for I’m ready to begin start starting to be like an equity partner in these companies.
I’m transforming, right? All this is like, some really exciting things that you’re absolutely deserving of. But do you find yourself in a spot now? Where you’re running into those same kind of conversations? And has it changed for you how you approach that
Raquel Quinet 15:57
100% has changed. And because where I started a year ago, isn’t where I’m at today. And like you said, there’s some equity deals or some partnerships, I would have never thought that. And you know, when you’ve got, you know, people on your waitlist, I’ve got a waitlist, and I and I told my coach, I was like, I don’t know if I could open 20 till 2024. Like, how do I serve all these people?
There’s only so much time. And so I’m having to think a little bit different, even right now is I’m having to think about what are we going to focus on since I am getting lots of different types of opportunities, and what are my filters for saying no to the things that aren’t going to serve our focus? And saying yes, a hell yes to yes, that’s totally in alignment for where we want to grow and scale.
Justin Stoddart 16:44
interesting you say that, because again, there’s opportunity everywhere. But it sounds like unless you’re able to say, hell yes, then it’s probably a No, right? Is that what I’m hearing you say? Is it, you get to a certain point where you just, you get out of that scarcity mindset? Or that obligatory mindset of like, I’ve got to serve everybody that comes to me. And it’s okay to be like, we’re just not the right fit or, you know, hop in line, right?
Raquel Quinet 17:12
Yeah. Well, one thing that I pay attention very close attention to is probably my energy. And so that really helps me with do I want to keep this person on my schedule? Or like, is there an energy match, because I gotta have things that really excite me. And I really have to do say no, and I’ve got to find that filter of saying no to things and giving that opportunity to somebody else in my network, right, and watch what I’ve done all through, you know, the last six months is like, hey, my, I have a waitlist and but I have someone super amazing that I think you would do well with like working together.
Justin Stoddart 17:53
That’s, that’s a point of maybe almost a good milestone or kind of indicator, like you’ve taught a start is that once you can get to that level of abundance, where it’s like, I’m okay to let go of these people that want me to serve them and give them to somebody else. Because I’m so confident in the fact that there’s gonna always be more than enough people for me to serve. That’s a really powerful place to be in it. And I would encourage anybody listening to this is it again, I’ll see kind of real estate agents kind of at the smallest level where they’re driving all over Kingdom Come to serve people. And it’s, I don’t think it’s just because like they say, because I’m willing to go anywhere, because I’d love my referral partners, might be what we say. But I think at the heart, there’s some scarcity there of like, I better go get this business cuz I don’t know where the next one’s coming from. And I think it’s, at least for me, this the second that I start to move down the path where you’re already at which is like, it’s okay, that’s not the right fit, let them go, go help them find somebody that is the right fit, like serve them, then have a you that serves them right, we’re seeing that show up again here. Let somebody else serve them. All of a sudden, the right more the right people start showing up.
Raquel Quinet 18:58
I think that’s the biggest thing that really holds back a lot of people from growing is the abundance versus scarcity mindset. And whether you’re a real estate agent and of course we all paired us when it when we’re starting out our own businesses. And then we start to realize what type of clients we actually want and start to put boundaries around them. And so as you start to and I’ve just like, you know, recently like with all these different partnerships, even a couple years ago,
I learned this from a mentor is that there’s more than enough out there and when I started this coaching business, and consulting business, like really into it, like probably a year ago is I didn’t take on everybody I just knew what my avatar was and what was going to really really excite me and a lot of people because we were in one big mastermind a lot of people were like we’re telling you said no to like five people that are just you know, that I know that had a conversation with you. I said they’re just not the right fit for where I’m at. And I wouldn’t do well serving them right now. And I’m okay with it.
Justin Stoddart 19:59
I love that Folks, if you didn’t catch that, go back, rewind that. Listen to that again, right? The fact of your feeling confident enough in your ability to find the right people, if the energy match, isn’t there, if you’re not fired up about like, yes, that is the right fit, let them go, right? Because I think what we all discount Raquel and I’ve been guilty of this as well, is the opportunity cost of working with right people, like we have hearts.
That’s why we do what we do, right, is that we actually want to help people to think bigger, we actually want to help them get to where they want to go. And we know that we can help them. Right. It’s like, we know that we can. And if your real estate agent, you’re listening to this you like, you know, you could help people get into their, you know, right real estate situation, even you know, that certain teammates, you can help them. But it doesn’t mean you should, right.
Raquel Quinet 20:44
Yeah, I learned that a long time ago when we had to nasty clients. And you know, we hold on to them, because we’re like, well, they’re a developer, or well, they’re a builder or their biggest account. But yet, when you look at your phone, and your energy is like, do I really want to answer this that tells you something. And what you are doing is you’re actually robbing your future of other opportunities of clients that you actually want to work with. But we think we may not get this builder, or we may not get this REO account, or we may not get this real account. So I’m going to service even though if it doesn’t feel right, I’m going to put all my energy and answer all of their calls. And then we find out like, this is why we’re burnt out.
Justin Stoddart 21:26
Yeah, boy, that’s, that’s brilliant. It really is. I mean, to highlight what you said here is to really identify who’s the right avatar, not just like, you know, the right person, but who gives us the right energy? Who and I think I heard you say this, who like lights you up? Right? And those are my own words, but like really is like, I can’t wait to work with this kind of person. Like it just I see the phone ring. What does it do to me? Does it paralyze me or does it does it caused me to really get excited? That’s it. That’s a great way to start to filter. Who’s the right avatar? I think it all probably starts right there. It doesn’t like once you identify who that person is. Now it gets really easy to say nope, nope, nope. Kind of like Simon Cowell. Nope, you’re out? Nope, you’re out? Nope, you’re right. And like, yes, you’re in Golden Buzzer. Let’s do this, right. Now you’re able to be your very best self.
Raquel Quinet 22:08
Guess what if you start showing up in that way for people that drain your energy? And if you have family, and I’ve got kids, how am I showing up by the end of my workday, right. And it’s unfair to them. And to me, like family is one of my core values. And that goes before business. So I had to make a hard decision of really paying attention to my energy and in the clients I want to work with.
Justin Stoddart 22:31
You know, that’s that’s a big mission and passion of that, that I’m about as well, you know, as well that I’ve got a family and that they’re, they’re everything to me. And I think when we start to think bigger than real estate, we start to realize, okay, this client is well paying, right? And it’s gonna provide for a long time. But how does that cause me to show up after the fact that’s that’s kind of next level, thinking about kind of like a next level filter on who we should be serving maybe who we should not be serving is like, does it drain us?
Or does it light us up? Is this like, are these the conversations we should be in to be the kind of person outside of business, that we also need to be right? Not just the kind of person to serve the clients in our business? Awesome stuff. Raquel, you’re such a wealth of information. I love what you’ve done. Is there anything else that you would say kind of as we as we start to wrap things up here, in helping people to grow and scale a business you feel like really holds people back? Something some some strategy or tactic or just an overall thought process that you feel like would be beneficial for us to know.
Raquel Quinet 23:30
Number one is like really, like, do a pulse check on on mindset, like, are you ready to like, grow and scale? And if you I mean, a lot of people are thinking about their goals for next year. And what we fail to figure out when we like put these big plans and these big goals is are we operating at the same mindset that we are this year, knowing that our goals are double or knowing that our goals are triple? Or do we like an iPhone like an iPhone, you get it, you get an upgrade, right? Of like, upgrade to operate your like your operating system? And so are we operating our own mindset and our systems today are habits to accomplish what we want to accomplish when it comes to growth and scale.
Justin Stoddart 24:17
But all starts there it doesn’t. It all starts with how we think and how we feel about those thoughts that come into our mind. Rico one last question as we wrap up just so so grateful for your time pouring into this community. Let me ask you this question. You are a big thinker, right? You’ve done some incredible things. And not only that, but you’re not only living a very successful leading a very successful business, but you’re also living a very significant life the way you interact with your family and the businesses that you’re you’re changing. What does Raquel Quinn do to continue to be a big thinker to continue to expand your possibilities? What do you do for that?
Raquel Quinet 24:51
I get around a lot of people that are smarter, way smarter than I am. I get into really uncomfortable rooms. If I I feel a little bit of uncomfortable, like, that’s probably the room that I should be in. And what also helps me think bigger is hiring coaches to guide me and expand my thinking and expose me to different things. I’m never afraid to make the investments that I need to make, to get me to really think, on a big scale.
Justin Stoddart 25:19
I love that. Obviously, that’s how we met, right? Because we both had invested in a very powerful mentor. I love what you said there. Something that I just learned this past week that that was really interesting is oftentimes when people are thinking about paying for a coach or consultant, they look at their bank account. And they say, should I or should I not do that? And the reality is a bank account where it’s at today, where it sits today is a reflection or scoreboard based on what we’ve done in the past. And yet, we’re we’re deciding about who we’re going to partner with on what we want to create the future, yet we’re using a key indicator of what we’ve done in the past.
So can we really go build the future based on you know, what we’ve created in the past like the to, like that should not be and I get that we have to make wise decisions, right? There’s like, we have to make wise decisions. Yet, we need to be very careful of having that be the leading metric of like, can I afford it? Can I not? Because if you say, Well, I can’t, then you’ve just doomed yourself to stay in that same spot and have that big account continue to look that way. And I’m
Raquel Quinet 26:20
not I always had told me very early on in my career, and I always had a coach just because I didn’t know what I didn’t know is that it’s never I can’t it’s how can I how can I put this person in my life? How can I invest in that coach? How can I make this happen?
Justin Stoddart 26:39
Yeah, resourcefulness, those that are really, truly successful, insignificant, are those that put resourcefulness over resources, right? They’ll figure out the resources, simply because they’re resourceful and they want it right. They want it, they want the help. And they’re willing to kind of make the sacrifice of their own limiting beliefs for just a minute to take that leap of faith to say, let’s go, let’s do this. Raquel, you’ve helped me to think bigger, not just once, but repeatedly. And I’m extremely appreciative of your willingness and desire and ability to do that today, for me and those that I lead. Appreciate you. And I’m grateful for you look forward to continuing to collaborate as we continue to build kind of our visions of how we serve the world.
Raquel Quinet 27:20
Thank you for that. All thank you so much, Justin. Honored to be here.
Justin Stoddart 27:24
Thank you. And my final request of everybody listening here today, you know what it is? They’re these simple. Were three words which are go think bigger. Raquel, thank you for helping us do that today, my friend. I want to thank you for tuning in to this episode of the Think Bigger Real Estate Show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook groups search Think bigger real estate and apply to join. Here you will find a community of big thinking professionals that will help you grow your income, your independence and your impact. And my third request is go Think Bigger.