Your Introversion Isn't Holding You Back—It's Your Unfair Advantage

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The loudest voice in the room isn't always the leader.
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It's often just the loudest.
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In real estate, leadership is often confused with extroversion.
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But what happens when the leader is quiet, absorbant, and deeply intuitive?
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Ashley Harwood is building a new model, one where introverts not only succeed, but they thrive.
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Ashley is the founder of Move Over Extroverts, a top-ranked real estate coach and now a published author.
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Her message isn't just for introverts, it's for anyone.
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Anyone who's ever felt out of place in a world that rewards noise over new one.
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If we haven't met yet, I'm Linnaeana Carver, and I help high-achieving leaders create a business without burnout and a life that feels like home.
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If you've ever wondered whether you're too quiet for your industry, I promise you this episode is the one that you have been waiting for.
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Because when you're delivering a message that is very impactful and comes from your heart, it's so easy.
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Biggest discovery was that I'm an introvert.
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I didn't know that.
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I started my career in real estate not knowing that, and I was burning myself out all the time and couldn't figure out why.
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Doing all the hustle and grind and training and trying to find clients, and I was just way more exhausted at the end of each day.
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The best thing that I did was started with the mission.
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Like, what's the thesis of this book?
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And then what's the outline that's going to prove the thesis and give people what they need?
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That's the biggest question to ask is what do your readers need?
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Maybe you should be more high energy and more loud and like move around more.
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The people in that room though, they don't need that because they're getting that in every other room at this conference.
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Hey Ashley, I'm so happy you're here today.
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For those of you that are watching, listening, I have Ashley Harwood.
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She is the founder of Move Over Extroverts.
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And that's actually what drew me to her in the first place because I am an extrovert.
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She wants me to move over.
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So I wanted to talk to her because I think it's interesting and getting to know each other.
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We have very similar thought processes.
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And I love that because it just goes to show you can do this business whether you're an extrovert, an introvert.
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This business is for everyone.
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And the best thing about this business is that you can adapt it to your style and make it work for you.
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And so that's why I wanted to talk to you today.
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So thanks for being here.
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Yay, of course.
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Thank you for having me.
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Yeah, yeah.
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So Ashley, you're pretty special.
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I mean, you have been on Inman stage.
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Um, you have been ranked by Inmin as one of the top coaches to watch for.
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Um, you've also write for HousingWire.
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Yeah.
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So tell me about that.
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Tell the people about that.
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It's been fun.
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I don't know.
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People come to me with opportunities, and it's kind of a lesson in saying yes.
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Um, the HousingWire writing opportunity came to me through a form on my website.
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And at first I thought it was spam.
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Okay.
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So I almost ignored it.
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And then I was like, let me just look up this woman's email and see if it's legit.
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And it was, and I've been writing for them now for about a year and a half.
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And wow.
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They had me write on all different topics.
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And right now I'm I'm refreshing an article on the top Instagram accounts to follow.
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Oh, lovely.
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Okay.
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So two lessons there is saying yes, but also don't think that everything coming through is spam.
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Right.
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Well, what did it what did the email look like?
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It was so a lot of times my website has a form on it, and a lot of times people fill it out and it's like, hey, I can help you with your social media.
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They're always trying to sell something.
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Right.
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So I become kind of jaded with that form.
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So it was very professional and and it was a great email, but at first glance I would just kind of discounted it.
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So yeah, I I can say I do a lot of the same thing for my form on my website.
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Uh everybody's like, I'd love to talk to you, contact me on WhatsApp.
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So I just yeah, that's a scam.
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I'm just like, yeah, I'm good.
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Bye, bye, bye.
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So I can I can see how if something would have come through a form, it's kind of like, is it real or not?
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I well, I can always tell if it's an agent because I coach agents and I can tell if it's an agent because they'll start out with, hey, here's where I found you, here's where I'm at in my business, blah, blah, blah.
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Versus this one would like, hey, I have this opportunity for you.
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Ah, fair enough.
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Usually an opportunity is me paying them money, not them paying me money.
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Yeah.
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Funny how that works, right?
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You want to be on the cover of our magazine?
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We'd love to feature you for a thousand dollars.
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Yeah, no thing.
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That being said, you are, you know, you wrote a book called Move Over Extroverts and you spoke on stage at Inmin.
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So for anyone out there wondering, like if you're an introvert, how do you speak on stage in front of hundreds of people or thousands of people?
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Well, I've been speaking on stages of different sizes for many years.
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So that that was a great opportunity and such a fun experience to be on the live stage.
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That was so cool.
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And the best advice I have is writing your own content because when you're delivering a message that is very impactful and comes from your heart, it's so easy.
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Yeah.
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So for me, it comes naturally when I'm talking about things that I really believe in and really care about, and that comes across versus if I'm I've taught other people's classes before, other training courses, and I get a little tripped up because I want to make sure I'm doing it right and doing it like following all the material versus just speaking from the heart.
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Yeah.
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So are there certain things that you like to talk about more than others?
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Yeah, I have a few key topics.
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Um, the most common one, the most commonly requested one, is um my talk on introversion in real estate and how somebody can make that work and not have to change who they are.
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That's kind of my core message.
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How does an introvert make it work in real estate?
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Lots of reasons, lots of ways, but at its core, it's finding what works for you in terms of lead generation strategies, okay, and knowing that it's it might not look like everyone else's, and that's okay as long as it's consistent.
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It has to be consistent.
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So regardless, not packing the calendar too full.
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Yeah.
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So regardless of whether or not you're an introvert or an extrovert, you still have to be consistent.
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Yes.
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Funny.
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Yeah.
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And then not packing the calendar too full, you said.
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Right.
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Yeah, not packing it too full.
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That's that's more of an introvert thing, I believe, because we we expend a lot of energy over the course of a day talking to people, and we need to build that our resources back up, and that really only happens alone.
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So carving out and protecting that alone time is really, really key.
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Have you ever done a lot of like research, personality research, human psychology research into introversion?
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I assume the answer is yes.
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Um, what does that look like for you and what are some of the big kind of discoveries that you've made?
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Um, the biggest discovery was that I'm an introvert.
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I didn't know that.
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Okay.
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I started my career in real estate not knowing that, and I was burning myself out all the time and couldn't figure out why.
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What is a what did burnout feel like for you?
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Like paint the picture for me.
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What does that look like?
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I was doing all the hustle and grind and training and trying to find clients, and I was just way more exhausted at the end of each day than I felt I should be, you know, and I was like, why is this way harder for me than everyone else?
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And what what am I doing wrong?
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And then I thought maybe I'm not cut out for this.
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And thankfully I had a really strong support system and a great office and colleagues that kept me going through all of that, but I wasn't managing my energy, so I was spending more than I had every day and not recharging.
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So I was just kind of running on fumes.
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Yeah.
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One of the things that you said when we spoke when we first met was um you discovered that your lead generation really comes from relationships.
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So do you have any specific types of is there type of relationship?
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Is it, you know, do you like to connect with people in a certain type of way?
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Like what's that look like?
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I really go all in on my intuition and my gut.
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And I like to start with a large pool.
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So for instance, I'll go to a chamber of commerce event or some other networking event where there's a lot of people, and I'll see who I'm drawn to and who I connect with.
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And everyone knows it's easier to talk to some people than others.
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You just naturally are gonna get along better with certain people.
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So I focus on those people and I say, okay, out of this hundred people in this room, I'm gonna really focus on connecting with these small handful and then hardcore follow-up with them.
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Send a handwritten note, nice to meet you, invite them for coffee, and just build the relationship that way.
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Fewer people, but deeper quality.
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I like that.
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I think it kind of goes hand in hand with lead generation advice, kind of in in general.
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It's just kind of the advice that I give to my clients is like, don't try to do all of it.
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Like for you, going into a networking event or a chamber of commerce event, there's I don't know, 20, 30 people there, maybe sometimes more.
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And instead of connecting with all, you're like, I'm just gonna find the few that actually work and I'm going all in on those people.
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Right.
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Yeah, smart.
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I like it.
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I like it.
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So, what inspired you?
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Because you are a practicing real estate agent, you are in production.
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So, how much of your business is production?
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How much of your business is coaching, and kind of what inspired you to get into the coaching side of the business?
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I've done a lot of like back and forth here and there.
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I was a full-time coach for about two years.
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Okay.
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And I was on staff with a brokerage.
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So it was some coaching and then it morphed into a lot of recruiting.
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Coach I didn't love it as much.
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Um, so as it stands now, my business is I spend about half of my time on the coaching and training side and half of my time on the real estate side.
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And it's a good balance for now, but it affords me the luxury of being more particular with my coaching clients and my real estate clients and working with people I really like.
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I I will say that's probably the same for me too.
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Uh, because I'm the same way.
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I'm like, my real estate business is probably 10 hours a week right now.
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Um, and my coaching business is the most of it.
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But like you, it affords me the ability to say no more than yes.
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Because I know this for you is your year of yes.
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This for me is kind of my year of no.
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I'm like, no.
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No.
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Gotta find the thing that the things that make you joy.
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You gotta find those things that bring you joy.
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Absolutely.
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Who's your ideal client?
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For real estate or for coaching?
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Both.
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Um, in general, I like to work with people who are good communicators and people who I just enjoy working with, um, who have the same kind of energy level.
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I'm not that picky.
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I mean, if someone is way high energy, I'm not gonna not work with them.
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But in general, that's kind of who I find myself being more attracted to.
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Yeah.
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Um in my clientele.
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And yeah, I mean, the past two days I've had two different listing appointments.
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Could not be more different personality-wise.
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Right like night and day.
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It's so funny.
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You're like, huh, how did that happen?
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Interesting.
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Um, so on the discs, do you know what your disc profile is?
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Yes, I do.
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It's a very high C and very high D.
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And both of them are like neck and neck in the 90s.
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It's very interesting because it didn't used to be that way.
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I I used to have almost no D, and then it shot up after some big life changes.
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Well, I also wonder if maybe like once you started learning more about yourself, that D starts to come out.
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Because the D is about making the decisions, right?
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That's how you start to make decisions because you know more about yourself.
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I wonder.
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I also have found that I've become less patient as I've gotten older.
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That's funny.
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I've become more patient.
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Do you have know anything else about your Enneagram, your Myers, Briggs, anything like that?
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Um, I've taken all the tests.
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I don't know the other ones super well.
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I'm I know the disc very well because I teach on that.
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And yeah, you can probably figure out mine.
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I'm a very high DI.
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My D is somewhere in the 80s, hovers around between like 80 and 90.
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My I, just depending on what I'm doing, is somewhere between like 75 and 85.
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I have a C in the 60s.
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Nice.
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And my S is like non-existent.
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I'm a very impulsive person, basically, is what it's saying.
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My I is almost non-existent.
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That's funny.
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Isn't that funny how we all have like the one thing that's like not there?
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Your coaching clients.
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Where do they fall on the disc normally?
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They are all over the place.
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I mean, they're all in real estate, so they all have some level of D, but I think a lot of them are more S's.
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Oh, interesting.
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Yeah.
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Interesting.
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Hmm.
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I'm kind of curious.
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Like, where do you find yourself like in the coaching space?
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Where do you find yourself?
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I mean, I get in the real estate space, you want to build relationships with people, going to commerce events, things like that.
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But what about in the coaching space?
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Where do you find yourself finding clients to work from?
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Is it all attraction-based at this point?
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For the most part, yeah.
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A lot of people find me randomly by Googling.
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If you were to Google real estate coach for introverts, I'm I'm your girl.
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I'm with Covenant.
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So I've had several clients who I had never interacted with before.
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They weren't part of my Facebook group, they hadn't come to any of my trainings.
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They just popped up and and hired me for one-on-one coaching, and it's happened multiple times.
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So it's I love when that happens because it's like out of the blue, somebody finds me because they need it.
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They're searching for it.
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Yeah.
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So that's that's one of my favorites.
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And then I also love when I have people in my community who I've known for years and they're like, okay, I'm raising my hand, I'm finally ready.
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Let's do a business plan or something.
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You know, I love that.
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What do you help your clients with most?
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Like, what's your biggest, your most favorite thing to help them with and like your biggest success story from that?
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Um, business planning.
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Okay.
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That's my favorite.
00:14:34.960 --> 00:14:40.559
My most recent, my one of my favorite success stories is somebody randomly called me.
00:14:40.720 --> 00:14:42.480
I don't know how she found my phone number.
00:14:42.639 --> 00:14:48.080
Um, but she called me and out of the blue, never heard of her before.
00:14:48.240 --> 00:14:54.799
She was a brand new agent, and her company was not helping her like at all.
00:14:55.039 --> 00:14:57.279
Um, and so we created a business plan.
00:14:57.360 --> 00:14:59.120
We sat down on Zoom for two hours.
00:14:59.200 --> 00:15:11.679
We're on opposite coasts, we found a time that worked, sat down for two hours on Zoom and banged out this beautiful plan that was completely custom to her lifestyle, her budget, her time constraints, everything.
00:15:11.840 --> 00:15:17.039
And she was just so excited and so happy at the end of that call.
00:15:17.200 --> 00:15:19.440
That that's one of my favorite things to do.
00:15:19.759 --> 00:15:20.320
I love that.
00:15:20.559 --> 00:15:21.600
How does your coaching work?
00:15:21.679 --> 00:15:27.759
If someone were to say, after they watch this and they're like, Oh man, I need to talk to Ashley, what should they expect from like your offers?
00:15:27.840 --> 00:15:31.279
What do you have coach group coaching, one-on-one, hybrid?
00:15:31.360 --> 00:15:32.159
What's that look like?
00:15:32.480 --> 00:15:33.759
Yeah, thank you for asking.
00:15:33.840 --> 00:15:35.360
I have three options.
00:15:35.600 --> 00:15:44.320
One is group coaching that meets weekly, one is a straight-up business plan, which is a two-hour session, and plus one follow-up after.
00:15:44.559 --> 00:15:47.120
And then it's like, okay, here, you're off to the races.
00:15:47.279 --> 00:15:49.360
Let me know if you need additional support.
00:15:49.679 --> 00:15:59.200
And then the third option is a three-month program where it's a one-on-one weekly call for an hour, and it is just whatever you need.
00:15:59.360 --> 00:16:03.679
And usually there ends up being business planning in that because that's what people need.
00:16:03.840 --> 00:16:04.320
Yeah.
00:16:04.799 --> 00:16:05.360
It's true.
00:16:05.519 --> 00:16:08.720
How many, how many agents have ever come to you with a full business plan?
00:16:09.120 --> 00:16:09.759
Zero.
00:16:10.720 --> 00:16:11.039
Yeah.
00:16:12.399 --> 00:16:14.240
It's about about the same.
00:16:14.399 --> 00:16:21.440
One of the things that I do when um people work with me is uh the very first thing I do is I have them do a time audit, a time and energy audit.
00:16:21.600 --> 00:16:27.360
So, like you, talk about doing the things, the activities that feel good for you, right?
00:16:27.519 --> 00:16:32.879
I do the same thing uh on the sense of I don't want you to do anything that you shouldn't do.
00:16:33.039 --> 00:16:35.759
And so we'll break it down into like a four-box grid.
00:16:35.840 --> 00:16:37.519
We have like the left column.
00:16:37.600 --> 00:16:39.679
I mean, I'm sure you you know the four box grid, right?
00:16:39.759 --> 00:16:45.679
You want everything high value, high leverage is the only thing that we really want to aim toward having them do.
00:16:46.000 --> 00:16:50.559
Um, and then they do like a full business audit, whereas, you know, they take that.
00:16:50.639 --> 00:16:55.759
So that'd be cool if someone took a business audit and was like, okay, and then came to you and said, help me put this into a plan.
00:16:56.080 --> 00:16:56.799
Absolutely.
00:16:57.039 --> 00:16:57.759
That would be cool.
00:16:57.919 --> 00:17:00.000
That'd be like, here we go, we got the business audit.
00:17:00.080 --> 00:17:01.840
I figured out what's missing from my business now.
00:17:01.919 --> 00:17:03.519
How do let me make this work?
00:17:03.919 --> 00:17:08.400
So tell me, I want to know more about your writing a book.
00:17:08.720 --> 00:17:13.759
Because I know that I am not the only one who's watching you, being like, oh, she wrote a book.
00:17:13.839 --> 00:17:14.720
I want to do the same thing.
00:17:14.799 --> 00:17:20.720
I know there's so many other people watching this who are going to watch this who want to know about your writing a book.
00:17:20.880 --> 00:17:22.400
What made you do it?
00:17:22.559 --> 00:17:25.039
And like just paint the picture for us.
00:17:25.359 --> 00:17:27.279
I'm a brand new, brand new book writer.
00:17:27.359 --> 00:17:28.640
What should I expect?
00:17:28.880 --> 00:17:41.039
Um, so I had been thinking about this book for about seven years, and I finally realized it was the right time in January 2024.
00:17:41.759 --> 00:17:45.680
And so I said, okay, I'm gonna do this, I'm gonna do this right.
00:17:46.079 --> 00:17:50.400
I started asking everyone I knew who had written books about their experience.
00:17:50.559 --> 00:17:52.640
So I did my research.
00:17:52.880 --> 00:18:00.240
I came to find out that my niche is too small, real estate's a niche, introverts are a niche, I'm doing both.
00:18:00.640 --> 00:18:02.000
Tiny, tiny niche.
00:18:02.160 --> 00:18:07.759
Um, big enough to have an impact, not big enough to attract a traditional publisher.
00:18:08.000 --> 00:18:11.519
So my options were self or hybrid.
00:18:12.079 --> 00:18:16.079
And I found a hybrid publisher that is a startup.
00:18:16.799 --> 00:18:18.960
So so far they've been good.
00:18:19.119 --> 00:18:22.240
I haven't gotten my first paycheck yet, though, my first royalty check.
00:18:22.319 --> 00:18:24.160
So we'll see if like that all plays out.
00:18:24.400 --> 00:18:32.079
But they had me sign a contract and they said you have one year to write your first draft to be edited.
00:18:32.319 --> 00:18:38.720
Um, so I did that and I so I had the deadline, so it took a year, but it probably would have taken longer, to be honest.
00:18:38.960 --> 00:18:42.000
So I bet I bet have like that deadline, it's just like goals, right?
00:18:42.079 --> 00:18:43.359
It has to be a smart goal, it's gotta be time.
00:18:45.279 --> 00:18:45.519
Yes.
00:18:45.759 --> 00:18:45.920
Yeah.
00:18:46.000 --> 00:18:47.200
And how long did it take you?
00:18:47.279 --> 00:18:48.000
You had one year.
00:18:48.160 --> 00:18:50.319
Did you get it done the very last day?
00:18:50.559 --> 00:18:51.119
Yep.
00:18:51.440 --> 00:18:52.240
I love it.
00:18:52.720 --> 00:19:00.079
I mean, I got it done a little bit before then because I wanted to do my own um run through of editing before it went to the copy editor.
00:19:01.200 --> 00:19:05.920
So I had the initial draft done a little bit before then, but yeah, I came right up to that deadline.
00:19:06.160 --> 00:19:15.359
You know, Dean Graciosi says um, if you have a year, like to lose five pounds, you're gonna lose five pounds on day 360.
00:19:15.599 --> 00:19:17.920
You're gonna, you know, for five days, you're not gonna eat.
00:19:18.000 --> 00:19:21.200
You know, you're gonna do whatever you can to lose the five pounds.
00:19:21.440 --> 00:19:27.039
Whereas if you have 30 days to lose five pounds, your actions are totally gonna change.
00:19:27.279 --> 00:19:37.119
So, do you think that if your deadline had been shorter, like a six-month deadline, that you would have changed the way that you wrote the book or it would have changed the outcome of the book?
00:19:37.440 --> 00:19:38.400
I don't think so.
00:19:38.640 --> 00:19:44.240
I do think I would have needed an extension because this was not my full-time gig.
00:19:44.319 --> 00:19:47.759
I was still doing all my other things and doing this on top of it.
00:19:47.839 --> 00:19:52.720
So it was, it ended up looking like two or three hour chunks most weekends.
00:19:53.039 --> 00:19:53.759
Nice, nice.
00:19:53.839 --> 00:20:01.920
That's really inspiring though, because I mean, a lot of people think about writing a book as like this big daunting event.
00:20:02.000 --> 00:20:03.119
And I'm sure it was.
00:20:03.279 --> 00:20:04.559
I'm sure it was daunting.
00:20:04.640 --> 00:20:13.519
But instead of you just being like, okay, well, I'll write it someday, you just kind of took action and you said, Okay, I need this to be done.
00:20:13.680 --> 00:20:15.519
These are the things I need to have it done.
00:20:15.680 --> 00:20:17.359
I'm gonna find someone who's gonna do it for me.
00:20:17.440 --> 00:20:19.680
And then they kind of pushed you to make that happen.
00:20:20.000 --> 00:20:20.319
Right.
00:20:20.480 --> 00:20:26.480
So it started with that decision, like you said, and then what are the actions I need to take?
00:20:26.720 --> 00:20:31.359
The the best thing that I did was started with the the mission.
00:20:31.519 --> 00:20:33.599
Like, what's the thesis of this book?
00:20:33.759 --> 00:20:37.839
And then what's the outline that's going to prove the thesis and give people what they need?
00:20:38.000 --> 00:20:41.279
That's the biggest question to ask is what do your readers need?
00:20:41.359 --> 00:20:41.599
Okay.
00:20:41.759 --> 00:20:43.200
And how can you get that to them?
00:20:43.519 --> 00:20:44.880
What did your what do your readers need?
00:20:44.960 --> 00:20:46.240
Like when why did you write the book?
00:20:46.559 --> 00:20:48.480
I wrote it for all my fellow introverts.
00:20:48.640 --> 00:21:08.960
Everyone out there, I've talked to so many people over the years who question whether they have what it takes to be successful in real estate, and they have this doubt, and it just makes me so sad because some of the top agents in the country are introverts, and we just don't really hear about it.
00:21:09.200 --> 00:21:17.839
So there's this disconnect between what my agents are capable of and what they think they're capable of, which is a lot lower.
00:21:17.920 --> 00:21:25.759
So it's it's very much a motivation combined with very practical, okay, what does it look like?
00:21:25.920 --> 00:21:29.200
And not just how do you get clients, but how do you work with clients?
00:21:29.440 --> 00:21:32.000
We have a chapter on showings, a chapter on open houses.
00:21:32.240 --> 00:21:36.559
Like, how do you do the business while still protecting your energy?
00:21:36.799 --> 00:21:37.119
Wow.
00:21:37.359 --> 00:21:44.400
If you're ready to design a business that fits your energy and not someone else's checklist, I want you to start with a burnout proof time audit.
00:21:44.480 --> 00:21:51.839
It's free, it's powerful, and it is going to show you exactly where your time is going versus where it should be going.
00:21:52.000 --> 00:21:54.480
Get it at the link in the description right there.
00:21:54.720 --> 00:21:58.240
So you actually it's kind of like a how to guide, if you will.
00:21:59.359 --> 00:21:59.759
I love it.
00:22:00.160 --> 00:22:01.039
That so that's that good.
00:22:01.119 --> 00:22:02.240
Like, do you think it would be great?
00:22:02.319 --> 00:22:10.720
Like, if someone were to get into the business, like as a team leader, if I have a new agent on my team who's trying to figure out is that a good gift for a new agent?
00:22:11.039 --> 00:22:15.440
Yes, it's a great gift for a new agent and invite them to book club too.
00:22:15.599 --> 00:22:20.960
We do a free book club every Thursday on Zoom and we go through a chapter of the book.
00:22:21.200 --> 00:22:22.000
Oh, that's cool.
00:22:22.160 --> 00:22:24.960
So people can sign up to be a part of your book club too.
00:22:25.200 --> 00:22:28.799
Yeah, and they can chat with the author about it and ask questions.
00:22:29.519 --> 00:22:30.000
I love that.
00:22:30.160 --> 00:22:30.640
That's so cool.
00:22:30.799 --> 00:22:34.400
Not only are you did you write the book, but now you're like, okay, let's actually put this into action.
00:22:34.480 --> 00:22:35.599
Let's actually make it work.
00:22:36.079 --> 00:22:39.200
And then I'm I'm gonna help you make my book work.
00:22:40.160 --> 00:22:40.880
Exactly.
00:22:41.119 --> 00:22:41.920
That's so cool.
00:22:42.079 --> 00:22:42.559
I love that.
00:22:42.960 --> 00:22:45.119
The more I learn about you, the more I'm like, oh, you're so inspiring.
00:22:45.200 --> 00:22:45.519
I love it.
00:22:45.759 --> 00:22:46.559
Oh, thank you.
00:22:47.359 --> 00:22:50.799
I want to show you one other thing for any aspiring authors, though.
00:22:50.960 --> 00:22:51.200
Yeah.
00:22:51.359 --> 00:22:55.839
There's there's a podcast that I discovered right after my book came out.
00:22:56.000 --> 00:22:57.680
And I wish I had listened to it sooner.
00:22:57.759 --> 00:23:00.160
It's called Don't Write That Book.
00:23:00.960 --> 00:23:03.359
And that's the name of the podcast.
00:23:03.599 --> 00:23:06.480
Do you know Prophet First, Mike McAllowitz?
00:23:06.720 --> 00:23:08.000
Uh love that book.
00:23:08.160 --> 00:23:10.319
My whole business model is based off of that book.
00:23:10.400 --> 00:23:11.359
Yes, love that book.
00:23:11.599 --> 00:23:22.480
So he and his former ghostwriter and now co-writer, AJ Harper, it's their podcast, and they do it together, and they tell you everything about being an author.
00:23:22.640 --> 00:23:23.920
It's fabulous.
00:23:24.160 --> 00:23:25.119
I just wrote that down.
00:23:25.200 --> 00:23:26.000
Don't write that book.
00:23:26.319 --> 00:23:29.200
I'm gonna write the own podcast because I'll want to look up a book.
00:23:29.440 --> 00:23:30.240
I love that.
00:23:31.039 --> 00:23:32.240
It's actually really interesting.
00:23:32.400 --> 00:23:38.880
I um went I was with a friend the other day, and we went to we're just in a town doing, you know, a town stuff.
00:23:38.960 --> 00:23:44.960
We went and visited this other small town, and we walked into a little wine, a wine tasting room, and it was the owner who was there.
00:23:45.039 --> 00:23:46.400
It's the thing I love about small towns.
00:23:46.480 --> 00:23:48.640
The wine tasting room is always the owner, you know.
00:23:48.799 --> 00:23:48.960
Yeah.
00:23:49.200 --> 00:23:51.759
And she's like has here, she's like, Oh, I'm a published author.
00:23:51.839 --> 00:23:52.640
I'm like, cool, how many?
00:23:52.799 --> 00:23:54.240
She's like, I've written eight novels.
00:23:54.400 --> 00:23:55.759
I was like, oh my gosh.
00:23:55.920 --> 00:23:58.319
And so she had all of her books right there.
00:23:58.400 --> 00:24:03.839
And I had like looked at the books before I walked up to the counter, and I was like, Oh, this looks like an interesting book.
00:24:04.079 --> 00:24:06.640
And lo and behold, she wrote them.
00:24:06.799 --> 00:24:11.359
And you know, we just started talking about she was actually reading remarkably bright creatures.
00:24:11.440 --> 00:24:12.960
Like, do you like to read a lot?
00:24:13.279 --> 00:24:13.920
I do, yeah.
00:24:14.480 --> 00:24:16.240
I read a lot of fiction, a lot of non-fiction.
00:24:16.319 --> 00:24:17.519
I read, I just read anything.
00:24:17.599 --> 00:24:19.440
I I will read it, read anything.
00:24:19.599 --> 00:24:23.359
Um, because I think you can learn something from everything that you read.
00:24:23.519 --> 00:24:27.920
Um, so she was reading remarkably bright remarkably bright creatures.
00:24:28.079 --> 00:24:29.039
It's a tongue poster.
00:24:29.119 --> 00:24:29.440
I don't know why.
00:24:29.599 --> 00:24:30.400
Have you read that book?
00:24:30.720 --> 00:24:30.880
No.
00:24:31.119 --> 00:24:41.200
Okay, so here's the thing that I love about that book, and this is part of the reason I promote reading fiction a lot, is because, first of all, I want to get into someone's imagination.
00:24:41.279 --> 00:24:43.920
I want to actually see what someone else imagined.
00:24:44.000 --> 00:24:47.279
I think there's so much to learn from getting to someone else's imagination.
00:24:47.440 --> 00:24:51.359
This book is written basically from the perspective of an octopus.
00:24:52.079 --> 00:24:52.319
Oh.
00:24:52.799 --> 00:24:56.400
And did you know that octopuses are very, very smart creatures?
00:24:56.720 --> 00:24:57.279
I did.
00:24:57.440 --> 00:25:00.480
I've actually met people who won't eat octopus for that reason.
00:25:00.720 --> 00:25:02.880
I think after this book, I might not.
00:25:03.519 --> 00:25:08.720
Because they like they're super smart creatures and like they're escape artists.
00:25:08.880 --> 00:25:18.079
I didn't, I didn't know all of these things about octopuses until I read this book, and she like the octopus is talking, and I'm like, is that true?
00:25:18.240 --> 00:25:21.039
And then of course I go look it up and I'm like, oh my gosh, it's so true.
00:25:21.119 --> 00:25:23.839
So I learned I'm kind of fascinated now with octopuses.
00:25:24.079 --> 00:25:24.400
Yeah.
00:25:24.640 --> 00:25:32.400
Anyway, the reason I told you that was because we were talking about authors, and then, you know, I was like, I was like, I just want to know kind of what was in her mind.
00:25:32.480 --> 00:25:36.079
Like when she wrote this book, did she have a relationship with an octopus?
00:25:36.400 --> 00:25:37.920
Why did this book come to fruition?
00:25:38.079 --> 00:25:48.160
Long story short, she wrote all of her books, um, and they're based off of um the fact that she's biracial, and so she kind of like tells the story of growing up biracially.
00:25:48.400 --> 00:25:54.000
And so at the end, she actually said, Linnea, I think you need to write a book.
00:25:54.240 --> 00:25:55.759
All just from like conversation.
00:25:55.839 --> 00:26:03.119
I had not told her anything about wanting to write a book, and she's like, I will start a book writing workshop if you will come.
00:26:03.599 --> 00:26:04.000
Aw.
00:26:04.640 --> 00:26:07.680
And I was like, Okay, I guess I'm writing a book.
00:26:07.839 --> 00:26:09.759
So so I guess I'm writing a book.
00:26:10.160 --> 00:26:10.720
Exciting.
00:26:10.960 --> 00:26:11.359
I don't know.
00:26:11.440 --> 00:26:13.039
I she's like, Do you want fiction or non-fiction?
00:26:13.200 --> 00:26:21.039
I said, honestly, probably nonfiction, because my creative imagination is not quite there right now, but I'm trying to show I can come up with a lot of nonfiction stuff.
00:26:21.200 --> 00:26:21.920
So anyway.
00:26:22.240 --> 00:26:33.200
I have a fiction book in my brain that I haven't started yet, and I'm just I'm so antsy for the time when I have like the time and and mental space to commit to it.
00:26:33.279 --> 00:26:33.440
Yeah.
00:26:33.680 --> 00:26:36.960
It's not this year, it's probably not next year, but what is it?
00:26:37.680 --> 00:26:45.680
It is, I'm not gonna give away everything, um, but it's a combination of like, you know, the show How to Get Away with Murder?
00:26:45.920 --> 00:26:46.559
Yeah.
00:26:46.880 --> 00:26:48.640
I love that show.
00:26:48.880 --> 00:26:49.279
So good.
00:26:49.440 --> 00:26:52.319
So it's it's kind of it's kind of like that, okay.
00:26:52.559 --> 00:26:53.119
Sort of.
00:26:53.440 --> 00:26:57.200
Okay, so let's talk about um creating a business that feels like you.
00:26:57.359 --> 00:27:01.200
Because you've said that a couple of times, um, and I know that you talk about that a lot.
00:27:01.440 --> 00:27:03.359
Um, so what does that mean?
00:27:03.519 --> 00:27:07.920
How do you help someone design a business around their values versus like the industry norm?
00:27:08.160 --> 00:27:22.240
It's a lot of questions, it's a lot of coachingslash mild interrogation to like get to the root of well, because people don't always know and they're not always able to verbalize it on the first pass.
00:27:22.400 --> 00:27:22.720
Yeah.
00:27:23.039 --> 00:27:26.319
And that's why having somebody to bounce ideas off of is helpful.
00:27:26.559 --> 00:27:38.400
Um, but it's it's basically just getting to the core of what's gonna be the thing that somebody can stick with the most consistently the longest and not hate their lives.
00:27:38.640 --> 00:27:38.960
Okay.
00:27:39.599 --> 00:27:40.720
What is that thing?
00:27:41.039 --> 00:27:42.640
Do you give them like a timeline?
00:27:42.720 --> 00:27:52.240
Like, for example, do you say if you're gonna try for lead generation, for example, um, and you're gonna try doing networking events, like what's something you like to do.
00:27:52.400 --> 00:27:58.319
Do you give them like a timeline to say, I need you to try this for X amount of time before you decide it's not working?
00:27:58.640 --> 00:28:05.759
Yeah, I mean, in in general, something like networking events, that can be the consistency has to be there, first of all.
00:28:05.839 --> 00:28:10.240
It has to be like going to something once a week or once every two weeks.
00:28:10.319 --> 00:28:14.240
It can't be once every six months and hope that you find a client.
00:28:14.480 --> 00:28:15.920
It has to be like showing up.
00:28:16.079 --> 00:28:17.200
But it does take time.
00:28:17.279 --> 00:28:23.920
So something like that could take even six months to see a kernel of a start of a result.
00:28:24.079 --> 00:28:28.079
But how you can gauge it is not just close business.
00:28:28.240 --> 00:28:35.839
You can gauge it by am I getting traction through building relationships with people who would refer me or would use me.
00:28:36.079 --> 00:28:40.799
If you have people like that, that's a win and that's traction.
00:28:40.960 --> 00:28:41.200
Yeah.
00:28:41.359 --> 00:28:44.400
And then the game is just staying in touch with them enough.
00:28:44.880 --> 00:28:46.000
Yeah, it's funny.
00:28:46.079 --> 00:28:55.680
I actually had such a similar conversation yesterday with some of my students, clients, agents, whatever, kids, peop people, kids.
00:28:55.839 --> 00:29:00.480
Sometimes I don't mean that anyone that's watching this, you're not, you know, you know, you know what I mean.
00:29:00.640 --> 00:29:08.079
Um, but like actually had the same conversation yesterday because one of them, like I always ask people to start out with wins, as I'm sure you probably do the same thing.
00:29:08.160 --> 00:29:09.359
Let's celebrate success.
00:29:09.599 --> 00:29:13.680
And it's so funny because they always want to celebrate the closing.
00:29:14.240 --> 00:29:15.839
They always want to celebrate the closing.
00:29:15.920 --> 00:29:18.960
And I'm like, but what happens when you don't have a closing?
00:29:19.279 --> 00:29:21.200
Are you not celebrating anything?
00:29:22.000 --> 00:29:24.960
No, they're not celebrating anything, and that's a problem.
00:29:25.200 --> 00:29:29.119
Yeah, we should be celebrating something every day, even if it's small.
00:29:29.440 --> 00:29:30.640
Agreed, agreed.
00:29:30.799 --> 00:29:38.160
So yesterday, this one of my clients, she was like, Well, I'm not celebrating it yet because I don't have a signed contract.
00:29:38.559 --> 00:29:43.119
And I'm like, But where did you meet her?
00:29:43.359 --> 00:29:44.799
Oh, she was a Zillow lead.
00:29:45.440 --> 00:29:49.680
So you converted somebody probably three times.
00:29:49.839 --> 00:29:51.200
She's like, No, I haven't converted them yet.
00:29:51.279 --> 00:29:52.960
And I'm like, No, you have.
00:29:53.440 --> 00:29:54.559
No, you literally have.
00:29:54.720 --> 00:29:56.720
You it's a Zillow lead.
00:29:56.880 --> 00:29:58.160
How many people get Zillow leads?
00:29:58.240 --> 00:29:59.920
And how many people are calling that Zillow lead?
00:30:00.400 --> 00:30:03.519
She answered the phone, or they, whoever it is, answered the phone for you.
00:30:04.319 --> 00:30:08.079
And then after they answered the phone, they said, okay, let's have a meeting.
00:30:08.960 --> 00:30:10.720
Like, that's two conversions.
00:30:10.880 --> 00:30:14.880
And it was just kind of interesting to see that psychology across the board.
00:30:15.200 --> 00:30:16.640
Yeah, it's a mindset shift.
00:30:16.880 --> 00:30:17.279
Yeah.
00:30:17.759 --> 00:30:21.519
A win is not just a closing, it's all the steps in between.
00:30:21.759 --> 00:30:39.440
And if we not you and me, we knew how to do this, but if if agents, especially new agents, if they don't know how if they're not building that habit of celebrating the steps along the way, then it's just days or weeks or months with no wins.
00:30:39.680 --> 00:30:43.039
And that feels really, really crappy.
00:30:43.359 --> 00:30:45.680
It yes, yes, it does.
00:30:46.240 --> 00:30:47.839
It's not a good way to build momentum.
00:30:48.079 --> 00:30:53.200
No, and most agents are selling right now in this market, and most agents are selling what one home every six months right now.
00:30:53.279 --> 00:30:56.960
I think it's like 90% of agents are have maybe sold one home this year.
00:30:57.200 --> 00:30:59.680
And so, like, yeah, yeah, maybe.
00:30:59.920 --> 00:31:07.039
And so if you're literally only celebrating the closing, what like that's so like I can I can see why people might think this business isn't for them.
00:31:07.119 --> 00:31:12.640
And that's where you come in to be like, no, no, maybe it's not the it's not the industry, it's just maybe how you're going about the business.
00:31:12.880 --> 00:31:15.519
Yeah, and all everything takes time.
00:31:15.680 --> 00:31:18.400
There's no magic bullet lead gen system.
00:31:18.720 --> 00:31:26.240
Even buying leads from like Zillow, that still takes a lot of work and time to master how to have those conversations.
00:31:26.720 --> 00:31:33.759
So none of it's easy, and none of it comes immediately unless you're like married to a builder and he's gonna give you subdivision.
00:31:33.839 --> 00:31:38.559
Like that, I've heard I've seen that happen, and then they're like, Oh, I had 20 closings my first year.
00:31:38.640 --> 00:31:40.640
I'm like, that's great, that's not the norm.
00:31:41.279 --> 00:31:43.119
That's not what everyone else can expect.
00:31:43.200 --> 00:31:45.279
You had special circumstances, right?
00:31:45.440 --> 00:31:46.559
And that's fabulous.
00:31:46.720 --> 00:31:49.039
So it's like, you know, right.
00:31:49.119 --> 00:31:56.559
And so I bet a lot of what you what you I guess I'm assuming it teach is the the comparison thing.
00:31:56.720 --> 00:31:58.559
Do you talk a lot about the comparison thing?
00:31:59.039 --> 00:31:59.599
All day long.
00:31:59.839 --> 00:32:01.920
What do you think so hard?
00:32:02.160 --> 00:32:02.400
Yeah.
00:32:02.559 --> 00:32:08.000
What do you notice some of the things that your people are seeing, your clients are like running into when it comes to the comparison game?
00:32:08.240 --> 00:32:30.480
The ones who are not having the success that they want right now are comparing themselves to everybody, everyone, and not seeing all the work that went in, or the how the circumstances might be different, or you know, all these different factors, and a lot of it we don't see, we're not aware of.
00:32:30.640 --> 00:32:41.519
Um, I also see a lot of newer agents comparing their results to more experienced agents, which is just not gonna end well ever because you can't, it's not a fair comparison.
00:32:41.680 --> 00:32:44.480
The only person you should be comparing yourself to is yourself, 100%.
00:32:44.799 --> 00:32:49.279
And even then, like comparing yourself to other people is a complete waste of time and energy.
00:32:49.519 --> 00:32:50.079
100%.
00:32:50.799 --> 00:32:52.880
Well, and that goes back to celebrating wins.
00:32:53.039 --> 00:32:53.599
Yeah, right?
00:32:54.000 --> 00:33:01.039
Because if you're only comparing yourself to the wins that you had last time you sold a house, you don't feel like you're doing anything different.
00:33:01.359 --> 00:33:01.599
Right.
00:33:01.759 --> 00:33:02.799
And the market's different.
00:33:02.960 --> 00:33:09.279
A lot of people got into this business when deals were falling from the sky, like that's a totally different ballgame than what we're in now.
00:33:09.599 --> 00:33:10.079
100%.
00:33:11.759 --> 00:33:16.160
So I have a I have a my favorite tip for celebrating wins.
00:33:16.319 --> 00:33:19.279
I started doing this in 2021.
00:33:19.519 --> 00:33:23.039
I did it for a year and then I stopped, and this year I'm doing it again.
00:33:23.279 --> 00:33:29.200
Every morning I write on a sticky note at least one good thing that happened the day before.
00:33:30.160 --> 00:33:34.880
And then I fold it up and put it in a drawer, and at the end of the year I go and review it all.
00:33:35.119 --> 00:33:45.759
But it's a nice way to start the day by thinking of something that went well yesterday, even if it was just I went to yoga or I ate a good salad or something.
00:33:45.920 --> 00:33:47.359
It doesn't have to be a closing.
00:33:48.160 --> 00:33:49.839
It doesn't have to be a closing, it's okay.
00:33:50.000 --> 00:33:50.480
It's okay.
00:33:50.720 --> 00:34:00.880
I I like to celebrate little things like if I sleep well, because the reality is at my age, I'm 46 now, and sleep just is not, it's very different than it used to be when I was in my 30s.
00:34:01.039 --> 00:34:03.279
And so I like to celebrate sleep.
00:34:03.680 --> 00:34:04.480
That's what I celebrate.
00:34:04.559 --> 00:34:09.440
I'm like great sleep, because I know if I sleep better, I'm gonna perform better.
00:34:09.760 --> 00:34:18.719
So yeah, but I really like that tip of I might try that actually, doing like a like a you know, what a celebration jar, rather like a gratitude jar.
00:34:18.800 --> 00:34:21.519
I hear people talk about that a lot, but yours is like a celebration jar.
00:34:21.760 --> 00:34:24.159
It it crosses over into gratitude, but it's both.
00:34:24.320 --> 00:34:24.800
It's both.
00:34:25.039 --> 00:34:27.280
Yeah, it's like I was gonna say, I was just gonna say that.
00:34:27.360 --> 00:34:28.239
It's like the same thing though.
00:34:28.320 --> 00:34:30.639
Celebration and gratitude go hand in hand.
00:34:30.880 --> 00:34:39.280
So um, so talk to me a little bit more about um like introverted leaders.
00:34:40.719 --> 00:34:50.239
So I think you've said something before, I don't know if it was in our conversation that we had, but like something about quiet leadership.
00:34:50.400 --> 00:34:52.880
I think you've said something about that along the path.
00:34:53.039 --> 00:35:00.880
So I'd like to know like what is your how do how do you define like leadership as an introvert and why does the world need more of it?
00:35:01.119 --> 00:35:05.199
I would define it as like any type of leadership, really.
00:35:05.280 --> 00:35:15.039
It's someone who's inspiring others to to do good, and someone who other people feel drawn to enough to follow.
00:35:15.599 --> 00:35:19.039
And that's gonna look very different for different people.
00:35:19.280 --> 00:35:23.760
I'm not gonna be the right leader for a good chunk of the population.
00:35:24.000 --> 00:35:24.639
I'm just not.
00:35:24.719 --> 00:35:27.039
I'm too um, what's the word I want?
00:35:27.119 --> 00:35:31.679
I'm too calm, but for this chunk of people, that's what they want, that's what they need.
00:35:31.840 --> 00:35:34.960
So a good example, and I I share this story.
00:35:35.199 --> 00:35:38.320
Actually, my partner shares this story in my book.
00:35:38.400 --> 00:35:39.840
I had him write the foreword.
00:35:40.239 --> 00:35:40.559
Okay.
00:35:41.119 --> 00:35:46.800
From his perspective, being an extrovert, okay, and him learning about all of this through me.
00:35:46.960 --> 00:35:55.920
And he shares the story of seeing me speak at a conference and giving me loving feedback, saying I need to be more.
00:35:56.159 --> 00:35:57.760
He was like, big, that was great.
00:35:57.920 --> 00:36:04.320
Maybe you should be more high energy and more loud and like move around more during your talk.
00:36:04.480 --> 00:36:06.079
And I said, Thank you.
00:36:06.239 --> 00:36:07.679
I appreciate the feedback.
00:36:07.920 --> 00:36:14.079
The people in in that room though, they don't need that because they're getting that in every other room at this conference.
00:36:14.239 --> 00:36:18.480
They're getting the person jumping around on the stage and has the music blaring.
00:36:18.559 --> 00:36:20.639
That's every other session here.
00:36:20.800 --> 00:36:23.599
So they don't need more of that, they're getting enough.
00:36:23.760 --> 00:36:28.719
And what they need is something that's different and fills their needs in a different way.
00:36:28.960 --> 00:36:29.440
I love that.
00:36:29.519 --> 00:36:30.400
That's all it's life.
00:36:30.559 --> 00:36:32.639
That is really being true.
00:36:32.719 --> 00:36:36.880
That's really being authentic to you and knowing what your audience.
00:36:37.199 --> 00:36:45.440
I would say that's really being able to connect and know exactly what your exact client persona audience needs.
00:36:45.760 --> 00:36:46.400
I agree.
00:36:46.480 --> 00:36:53.920
And and I feel like it's an example of quiet leadership too, because it is sticking up for those people and saying, no, this is what they need.
00:36:54.159 --> 00:36:54.480
Right.
00:36:54.719 --> 00:36:55.760
And he didn't know any better.
00:36:55.840 --> 00:37:00.000
He was just like because he's an extrovert.
00:37:00.079 --> 00:37:02.000
And so my husband that's what his people need.
00:37:02.239 --> 00:37:06.000
Yeah, and you know what's actually really interesting is my husband is more on the introverted side.
00:37:06.239 --> 00:37:12.000
And so when I first started doing video, that was kind of the he gave me feedback on video.
00:37:12.480 --> 00:37:21.760
And a lot of the feedback he gave me was all was less move less motion, less movement, less, you know, just be a little bit less.
00:37:21.920 --> 00:37:23.920
Not not less than you are, but you know what I mean.
00:37:24.000 --> 00:37:26.320
Like I'm not not trying to say anything bad, honey.
00:37:26.480 --> 00:37:26.960
I love you.
00:37:27.119 --> 00:37:37.039
Uh but it was very, it was also kind of the interesting sort of thing where it's just like that didn't really feel like me to me for me to just sit there and be like calm and low energy.
00:37:37.119 --> 00:37:41.119
And like, yes, I even need that sometimes as a as a viewer, right?
00:37:41.199 --> 00:37:42.800
As an audience, I need that.
00:37:43.119 --> 00:37:46.800
But for me to give that is didn't really feel very natural for me.
00:37:46.960 --> 00:37:48.719
So yeah, I can understand that.
00:37:48.880 --> 00:37:51.920
That's that's cool, and also love that he gave you that feedback too.
00:37:52.320 --> 00:37:52.960
Me too.
00:37:53.119 --> 00:37:57.519
I was so I was so happy that he did, and we have great communication anyway.
00:37:57.599 --> 00:38:01.119
And and that was that was actually at the very beginning of our relationship.
00:38:01.199 --> 00:38:02.400
So oh, lovely.
00:38:02.559 --> 00:38:02.960
I love that.
00:38:03.119 --> 00:38:03.840
It was really nice.
00:38:03.920 --> 00:38:07.599
It was a nice kind of introduction to how we're gonna communicate.
00:38:07.840 --> 00:38:08.480
Yeah, yeah.
00:38:08.639 --> 00:38:24.400
I think it's important like our partners give us that feedback because that's the one that has to we have to come home to every day, or we don't have to, we choose, we choose to come home every day to that person, and so it I think it's really important when we can be comfortable enough to receive feedback from them and then when they're comfortable enough to give that feedback.
00:38:24.719 --> 00:38:30.320
Yeah, and it's nice because he's also in the industry, he's a leader, he's an author, he's an agent.
00:38:30.480 --> 00:38:32.320
So I trust his opinion.
00:38:32.480 --> 00:38:35.039
He does a lot of speaking and training as well.
00:38:35.360 --> 00:38:43.440
But we're polar opposites in our style, and it's really funny because a lot of times we teach classes in the same office to the same people.
00:38:44.800 --> 00:38:45.360
Are you guys business?
00:38:45.599 --> 00:38:47.519
Are you business partners at all in the real estate business?
00:38:47.760 --> 00:38:48.880
Not officially, no.
00:38:49.119 --> 00:38:50.239
I'm a solo agent.
00:38:50.320 --> 00:38:52.880
He has his team that he's had for years.
00:38:53.360 --> 00:38:53.920
Got it.
00:38:54.159 --> 00:38:54.480
Got it.
00:38:54.719 --> 00:38:55.679
Well, maybe one day.
00:38:55.840 --> 00:38:56.320
You never know.
00:38:56.559 --> 00:38:56.960
We'll see.
00:38:57.119 --> 00:38:57.440
I don't know.
00:38:57.599 --> 00:39:00.079
It works well for now, but never say never.
00:39:00.239 --> 00:39:01.360
Yeah, never just never know.
00:39:01.599 --> 00:39:04.239
You've been this is your year of yes, so it might come up.
00:39:04.320 --> 00:39:05.280
You never know.
00:39:06.880 --> 00:39:14.559
Um, so find uh so tell me where people can find you, like, or join move your community of move over of introverts.
00:39:14.880 --> 00:39:16.239
Introverts, yeah.
00:39:16.400 --> 00:39:19.679
Um, so my website is moveoverextroverts.com.
00:39:19.760 --> 00:39:23.440
Everything's on there, coaching stuff, the book, the book club's on there.
00:39:23.599 --> 00:39:30.559
And then I do have a Facebook group that is just for agents, and it's called Introverts in Real Estate.
00:39:30.880 --> 00:39:31.599
Oh, easy.
00:39:31.760 --> 00:39:32.960
Introverts in real estate.
00:39:33.679 --> 00:39:35.039
I love it, it's very searchable.
00:39:35.199 --> 00:39:35.599
Love that.
00:39:36.079 --> 00:39:43.840
Okay, is there anything else, any final word or like piece of advice you'd want to leave for anybody who might be watching this?
00:39:44.159 --> 00:39:45.199
Yes, there is.
00:39:45.360 --> 00:39:52.320
Um, most people are somewhere on like somewhere in the center of the introvert-extrovert spectrum.
00:39:53.119 --> 00:39:56.559
And it's okay and normal to be a combination.
00:39:57.039 --> 00:40:00.159
And don't get too hung up on the label.
00:40:00.719 --> 00:40:04.639
I when I talk about this, sometimes people go off the rails, they're like, I don't know what I am.
00:40:04.800 --> 00:40:06.719
It doesn't entirely matter.
00:40:06.960 --> 00:40:13.679
What matters is that you're paying attention to your own energy, your own needs, and how you like to conduct business.
00:40:13.840 --> 00:40:16.639
So focus on those things more than the label.
00:40:16.800 --> 00:40:18.719
That's great advice.
00:40:18.880 --> 00:40:24.960
And actually, it's also very interesting because as we're sitting here, I'm like, yeah, I know all of my personality profiles.
00:40:25.119 --> 00:40:27.679
My Enneagram actually says I'm an introvert.
00:40:28.000 --> 00:40:28.320
Okay.
00:40:28.480 --> 00:40:31.360
Uh my Myers-Briggs and everything else says I'm an extrovert.
00:40:31.519 --> 00:40:34.000
So, and they're all very accurate.
00:40:34.079 --> 00:40:40.559
And then when I put them all together to come up with a full comprehensive personality analysis, it's the most accurate thing I've ever found out.
00:40:40.719 --> 00:40:44.559
But it was just interesting when I my Enneagram told me that I'm an introvert.
00:40:44.880 --> 00:40:45.440
Interesting.
00:40:45.679 --> 00:40:45.920
Yeah.
00:40:46.320 --> 00:40:46.480
Yeah.
00:40:46.639 --> 00:40:56.000
And I think it's because the Enneagram goes based off of what drives you, like the the the driving, the driving force, um, which is very self, very inside versus external.
00:40:56.159 --> 00:40:57.519
So I think that's probably fair.
00:40:57.679 --> 00:40:57.840
Yeah.
00:40:57.920 --> 00:40:58.079
Yeah.
00:40:58.159 --> 00:40:59.599
And it's all it's very complicated.
00:40:59.920 --> 00:41:02.079
That's why I don't want people to get too stuck on the label.
00:41:02.159 --> 00:41:04.159
The label just makes it easier to talk about.
00:41:04.400 --> 00:41:04.719
Yeah.
00:41:04.880 --> 00:41:05.280
I love it.
00:41:05.440 --> 00:41:06.159
And it it's true.
00:41:06.239 --> 00:41:08.719
And it also, it also does help people see you, right?
00:41:08.800 --> 00:41:14.159
You the label helps people see you, but it's like, like you said, you don't only work with introverts.
00:41:14.400 --> 00:41:14.800
Of course.
00:41:14.880 --> 00:41:17.039
No, I work with lots of people.
00:41:17.280 --> 00:41:17.840
Right, right.
00:41:18.000 --> 00:41:18.480
Love that.
00:41:18.719 --> 00:41:19.519
Uh awesome.
00:41:19.679 --> 00:41:22.719
Ashley, thank you so much for being here on this call.
00:41:22.960 --> 00:41:25.519
Anyone who wants to reach out, please reach out to Ashley.
00:41:25.599 --> 00:41:26.159
She's awesome.
00:41:26.239 --> 00:41:30.079
I've had a few conversations with her now, and every single one, I'm like, I want to talk to you more.
00:41:30.159 --> 00:41:32.079
So I promise you, you will want the same thing.
00:41:32.239 --> 00:41:37.360
Ashley, I know your time is super valuable, and I appreciate you so much for being here with me.
00:41:37.679 --> 00:41:38.320
Thank you so much.
00:41:38.559 --> 00:41:43.840
Hey Ashley, thank you so much for reminding us that power doesn't always announce itself loudly.
00:41:44.000 --> 00:41:48.480
Sometimes it whispers, and that whisper can change everything.
00:41:48.639 --> 00:41:54.559
If you're watching this and you've ever felt like you had to change who you are to succeed, don't.
00:41:54.719 --> 00:41:57.199
The only thing you need to change is your strategy.
00:41:57.360 --> 00:41:58.719
So here's your question for today.
00:41:58.960 --> 00:42:05.599
What part of your business would feel radically different if it was built around your energy instead of your expectations?
00:42:05.840 --> 00:42:08.639
Remember, you don't have to burn out to be successful.
00:42:08.800 --> 00:42:12.880
You deserve to live a burnout proof life with a business that supports it.
00:42:12.960 --> 00:42:14.400
I'll see you on the next episode.