[Inside Whissel Realty] Finding The Right Team with Karlee VanDyke

In the previous seven episodes, taking you inside Whissel Realty, you met and learned from two of their sales leaders, two of their operations leaders, their heads of media and of marketing, and of course team leader Kyle Whissel. And it was all for the purpose of you understanding how the organization was built, understanding their culture, their systems and processes. And one of the key themes throughout it all is agent leverage. How do we keep agents in dollar producing activities or in income producing activities more often? And here in the next two episodes, the two final episodes, you'll find out how this plays out from an agent perspective. You're going to meet two of their top agents, starting with Carly Van Dyke.

When she decided to become a real estate agent.

Carly spent six months interviewing nearly every team and brokerage in the market. So not only will you learn in this conversation how and why she chose Whissel Realty Group, how she plugged into the systems, what that looked like, how she leveraged the available resources and became a top agent. And in the team and in the market, you'll also learn red flags to watch out for based on her experience. Whether you're that person doing the recruiting.

On behalf of a team or a.

Brokerage, or whether you're an agent looking for the right fit for you. So red flags to watch out for. Carly also walks us through the process of moving from team generated leads to self generated opportunities. Why the split doesn't matter as much as you think and what really does matter instead? And the number one question to ask is to know whether you're working with a great team or a great brokerage. Here's my conversation with Carly Van Dyke as we go inside Whissel Realty. Only on real estate Team os.

No matter where your business is today or where you want to take it, you'll get there faster and more profitably with an operating system. Welcome to Team os, your guide to starting, growing and optimizing real estate team. Here's your host, Ethan Butte.

Carly, thank you so much for being part of this Inside Whissel Realty series. I'm really excited to have you. I'm excited to learn more about about your success and how you've achieved it. But I just wanna start by welcoming you to the show.

Thank you. I'm happy to be here. Appreciate it.

Our standard opener on the show is what is a must have characteristic of a high performing team.

Must have is you need to, I'd say time block. Absolutely. Systems and time blocking.

Cool. What, what activities cross the threshold into time blocking for you? Like is Your calendar just straight up blocked. And how far out is it blocked?

A good, I'd say two to three weeks. Right. You gotta leave room and it is essential to I look at hours by money producing activities. Right. So there has to be enough hours of those every single day. Not just Tuesdays or Wednesdays or when you feel like it, but every single day. That's important. Cool.

And you prefer to stack those in the front of the day?

Yes, prefer to stack them in the front of the day so that the afternoon is open for actually meeting people, appointments.

Yeah, yeah, really good. And the key of course is to honor the blocks that you put on your calendar.

Yes, that is important. And if you put it on the calendar and don't stick to it, it's just pointless, you know?

Yeah, totally. Obviously not a problem for you, but I feel like it's a problem for.

A lot of people maybe. I think, I think, you know, you had. There's a perception perhaps that if you're on a show or you make a video, you're producing money in real estate. And that's not true. You know, you. The more people you talk to and the more people you serve, that is how you end up being a so called top producer is you're meeting with people and changing their lives either through a purchase or a sale, or a purchase and a sale. Like you just don't know who you're going to meet. And that's the goal, is to serve them.

Yeah, really good. Okay, let's back up a little bit. You've been an entrepreneur and a sales professional for a lot of your career. Talk a little bit about where you were when real estate occurred to you and how you entered the business.

Sure. I was in corporate America for a long time in logistics and supply and I also did a lot of recruiting and then I purchased a pilates studio about 13 years ago and I teach Pilates. I think movement's important. It sets your mind straight for the day. And then the pandemic happened and I have a bricks and mortar. We're still in business, but it definitely.

Congratulations.

Thank you.

That was not easy.

Yeah. In fact today I taught at 6am so it's a passion of mine. It's something that I love. I've been part of the community forever, but I always wanted to pivot into real estate. I think think one of the things that I didn't mention when it comes to calendar is your family is the most important and they come first priority no matter what. And my kids were little and it just I knew that you need to have ability to have nights and weekends if you really want to make it in real estate. Regardless of what people say, it's essential. And I knew the time was right when the pandemic hit and my business was impacted so heavily. Now I have a manager running it, and I went full steam ahead.

Awesome. How so? When you were surveying the situation, like, okay, I want to do this now. Now's the right time. You know, you probably looked at a variety of teams and brokerages and different opportunities. Just talk about what that process was like for you.

Yes, I appreciate bringing that question up. I took a good six months and I, you know, I interviewed with a lot of. Probably every brokerage in San Diego, even small teams, boutique brokerages. I joined one for a short amount of time, but there is no support or systems in place to actually be able to support what I wanted to do with my business. And the team member here at Whissel at the time had reached out to me and invited me to a meeting. And that was what I. That's what did it. It was just coming into a meeting and realizing this group here, collective effort led by Kyle, we have the tools and resources, anything that we need in order to serve those. And that was a game changer. So I knew right away.

Awesome. I think I heard you say what I was looking for or what I needed. I forget exactly the language you used. Talk about that process of even reflection. I think there are a number of agents who would be happier and more successful somewhere else. And I think that turns out one of two ways in a lot of cases. One is they just stick around because we don't like to change and they're not as happy or productive as they could be. The other one is people just bounce around. Right. I'm sure you've seen that, you know, in this market, because it happens in every market. So I think those folks would benefit from hearing you speak to. What's that process like of figuring out what you think you need and want?

When you see somebody who has reached the level that you aspire to attain, then you find out what they're doing and you do the same thing. That's it. And so you don't just, you know, you don't just get to the top by putting things on your calendar and not following through. You have to put in the work. And that's what I did.

Cool. So you've had a very. When exactly did you join the team? Two years ago? Two and a half.

April, March of 2022. So a little over two years ago.

Okay, cool. Talk about. I'm not asking you to brag yourself up, but talk a little bit about your production over those two years.

Over the two years, just shy of 50 homes sold and I would say it's maybe 45 million in production now.

Tell me what it was about. The onboarding, the mentorship, the systems. Like what. What by joining this team allowed you to. How did that support your natural inclination to make that happen?

The daily accountability. So that starts in the morning. I'm an early riser anyway. I think it's important to have all the agents up and Adam early and just being fed. And it comes from a place of growth and support too. So it's. We're constantly being served that way. And it's a more like a morning huddle we have, and then we have a role play. So you're actually getting to implement the sales strategies or the scripting that it takes to be able to talk to somebody. Because communication doesn't come easy to everybody. So you. You. Some people need to practice it more. And I think just. I'm on a mic all the time when I teach at my Pilates studio and I'm used to giving direction and instruction and following without me actually demoing. Demoing. So strong communication, I believe, is something that I already had, but then being able to translate that into the real estate industry and pull on some of my old sales experience. So that's. That's important, having that on a team.

Cool. I. I've heard a bit. I've talked with a number of your team members over the past, you know, day and a half. I've heard a bit about the brown, silver, gold, platinum structure. I feel like it provides a vision for, you know, what I can unlock as I go. How did you receive that structure, that framework, what was interesting or exciting about it to you and how did your progress move through that?

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Yeah, you always start in bronze. And when I looked at it, my goal was to be. It was April. I said I want to be platinum by the end of the year. And the way that I look at that is you're extremely busy when you're trying to get from bronze to platinum. There's a certain amount of meetings you need to attend and appointments you need to make and closings that need to happen. So while you're in a lot of transactions and a lot of escrows, you're still showing up for the process. And I knew that once I got to, you know, a certain level of production, I wouldn't have the time to attend all of those because the meetings and what appointments I had with others, that was the goal in the beginning. And my goal was platinum simply to have time to meet with more people. That's how I looked at it. So I didn't look at the steps in between. I just said this is, you know, this is where I want to be by the end of the year. So I start January 2023 off that way. And now it's all about meeting people.

Cool.

And how, what are the unlocks as you go? Like how, how does that process work?

It's based on transactions, the number of transactions in a rolling 90 day period. Bronze, silver, gold, platinum. And so to hit platinum, it's seven closings in 90 days. And it also is in alignment with our local mls San Diego association of Realtors. They have the same essential quartiles. I don't there isn't a bronze, but it's silver, gold and platinum. And maybe that's the case for a lot of local MLs, but that's how they do their awards every year. So it follows.

Cool for you. What was it like joining the team? Talk a little bit about your experience through kind of the boot camp, through mentorship program. Just kind of walk through that like getting onboarded and plugging into the system and getting off and running so that you could hit platinum by the end of that first year?

It was I guess, six month period. Yeah, you know, I was with a small boutique brokerage for about six months prior to joining Whissel, so I didn't have anybody to talk to. I didn't have a system to lean into. And so I was pretty hungry for that when I joined and I just jumped right in. I said, okay, this is what we do. This is the next step, the next step. And I just anything and everything I could to get past the initial onboarding. Test out. Right. There's a test that you take at the end and then we also have lead funnels and you're on different teams based on that. And so what does this look like? Test that out, listen to what others are doing and get to the point where you have a. Your day is packed. I went with appointment set. So appointments set and met. That's what I did to get through the onboarding. At the beginning it was like, okay, onboarding during training, I can still meet people. That's what I'm going to do, you know, like taking every little nugget and not just going home and taking a nap. It's practicing it. Like we have a lot of really cool SIPs, our SOPs, like set up for buyers, like our VIP buyer, our seven day listing launch which is trademarked. What is it? If you're a new agent, can you even explain the product that you have? And getting in front of a camera, I challenged myself. I wasn't even out of graduation. I just got in front of the camera. I learned the script for it and by doing so and sharing it on film then I knew how to deliver it in person. Cool.

And I mean that's what it's really all about is how do I take all of this information and create an experience in person with these people who are kind enough to show up for the appointment.

Yeah, it is. And it's, I think scripting every day and practicing it is important. No matter what production you're doing, you have to continue to grow that way. Yeah.

It's so interesting too because it feels awkward. Role playing in general feels a little bit awkward. But if we're not practicing in that way, then obviously we're practicing on clients and that's. Yeah, not okay.

And I just say to new agents, jump in. And if you're fearful of sounding, you know, being wrong, it's better here than this is what it's for. It's better here than live in person.

Cool. Have you gone to the mentor side of the mentor mentee relationship at this point?

Yeah, I do. I enjoy it because when you are able to give back and mentor someone else, you're also learning and I love that.

Yeah, yeah, I, I, it's, it sounds really cliche to say, but I think most mentors who are in it. Like sincerely would say that they learned more than their mentee.

Yeah.

But the mentee would say no, that's not true. It's like that's how you know it's good.

Yeah. Because you can hear something over and over again and you can even teach something over and over again but then something new clicks or a new circumstance arises and it's amazing. I'm really thankful that I have the opportunity to mentor.

Cool. Talk about company generated leads. In the beginning was that really valuable to you? Was that important to you? And how has that shifted to more self gen business over time?

Yeah, it was. I mean it was helpful. It's definitely helpful to launch. Right. And you from those what, what is helpful is then they refer you and you might have a listing that isn't ideal and you put a lot of work into it and maybe the return isn't that great monetarily, but from that one listing you should get at least one, if not two others. And that is what I found to be true. If you perform as if everything is equally as important, no matter the dollar amount or the time it takes to get from start to finish, then it will come back to you.

When we look at the structure of what's in place, you know, you get a tech stack, you get plugged into it, you get trained on it, you have a mentor out of the gate, you have leads to start building your own book of business and if you do a really good job, then you, you know, it turns into your own self generated business. You're probably learning some skills to or have learned skills to stay in front of people in the right way, in meaningful ways. You probably have some leverage within the team in terms like media assets or other things to help you do that as well. And so we can list out all these benefits, but I think what prevents so many people from going all in on a team is they just look at the split and they get all in their heads about it. How did you think about the financial side of participating in a team that provides so much leverage?

I did not and I. And here's why. Because 100% of zero is zero, so it doesn't matter. I didn't look at it that way. What I looked for and what I think people miss is the proximity to those who are producing, the proximity to those who are leading others, not just locally but nationally. The connection and the leverage that you have is what I was leaning into. And that will carry you farther the relationships you make than anything else. So if you get to A certain level, your splits are better. So you know what, get to the level. And there you go. You know, that's how I looked at it.

Yeah, that's good. Yeah. And it's really healthy.

Okay.

By side of the situation where as we record this, it's like end of summer, so it's all still very, very early days. I feel like it's gonna take like 18 months for things to kind of normalize a little bit.

But what's your experience been?

I assume that you're probably. I don't know why I assume this, but I assume you're pro doing more listing than buy side work. But you know, on the other side of every listing, if it closes, is a buyer's agent. What's been going on out there for you? How did the team provide you with some information or context or scripting? Like just talk about what's going on. With regard to changes to the buy.

Side of the situation, I think that's important. And the way that the team chose to handle it was wait until we have the facts. And there was a lot of fear building up to what it looks like. And we were all waiting too. We don't know what our RPA looks like. We don't know what an RLA looks like. And we waited until they actually rolled out the forms so that then we knew how to handle it. And our brokerage exp stepped in and helped us and assisted us with a very short version, reducing a buyer agent compensation agreement to five pages versus 13 so that it was very easy to deliver. And. And it, it's. It goes both ways. So I do have more listings. I'm more listing heavy. So that conversation is important to have, you know, with a homeowner as well, someone who's selling their home. And we have a like a one page kind of. It's a visual that describes the options for a buyer, you know, and it's A, B and C. And it's either going to be, you can come in and pay a buyer's agent, right? Or maybe the seller and you will each share some of it, or the seller will pay the buyer agent commission. It's really three options. And it always really has been. I even two years ago, when I was accepting offers on one of my first listings, one of the offers was submitted with a buyer's agent paying the buyer agent commission because that they knew it was a multiple offer. And it's just another term in the contract. It's pretty simple. So I think just simplifying it that way is Is been helpful and keep. Keep it simple.

So for you, it sounds like you've got a good handle on it, but, you know, on the other side of every deal is. Is very often an agent from another team or a brokerage that might be. Operate. Yeah, exactly.

They're panicking.

Yeah, yeah.

What's that about for you?

I mean, like, obviously, you know, X percent of your, you know, relationships with buyers or sellers like that, that process is emotional in some way.

Yes.

Not all of them are, but a lot of them can be, sometimes for better, sometimes for worse. But now in some cases, you have an emotional, you know, or confused or an excited dynamic from the other agent as well. Like, what's that been like for you?

Yeah, they'll call. I've had a lot of calls like this and they're so, you know, do you have offers? Are you offering a concession, you know, a buyer, agent, commission? And I say, you know what, it's another term. Submit your offer with what you deserve or what you agreed because agents deserve to be paid, you know, and I have no idea how long that agent has been working with that buyer. It could be two years. That's what people don't realize is there's all of this work put in, especially in a market like San Diego to find the perfect home. Sometimes it takes a while. So that's what I let them know. Send the offer with what you're looking for, and it's going to be another term and we'll figure it out. At the end of the day, for a seller, it's all about the net. So it doesn't. Sometimes it's not going to matter. Yeah, yeah.

I can hear it.

Yeah. And so it's not something. We had a role play yesterday in our north park office, and some of the agents had said that the listing agents were straight up telling them what the commission is. I'm like, okay, but that's exactly why we have this, you know, settlement. We're not supposed to do that. So it's. It's probably not good practice. I would say send the offer and include it. Just include it. We'll go from there. You know, nobody's looking to. I would hope that you're not prepping a seller, that they're not going to pay it. You know, it's going to land. It could land maybe anywhere from zero to three. We don't know. Like, you have to keep an open mind. And at the end of the day, the net is what matters.

Yeah, I'm pulling back just a little bit. So you mentioned you knew it when you got into the room, that this was a place for you, a place where you could learn, you could grow, you could connect. It'd be a really good spot for you. You also mentioned that you interviewed tons of, at tons of places. Is intuition a really good piece of it?

Yes.

Making the decision just.

I can just, I have a gut feeling about things, and I think more than anything was the, it just felt transparent, very open. It didn't feel like they were trying to sell me on anything. And I've had a lot of people still reach out. You know, we have, we have a better split. We have this, we have that. Okay, well, I know I've already talked to you, and you have no support or systems in place because you need people to catch you when you feel like you're falling and have those resources to kind of get your headspace right. And that's part of our daily, daily meetings in the morning is just sometimes it's just about getting your head right, and that's important. So I, I knew it was an in. It was definitely intuitive, and I just, I just felt it right away. And they were just right and very deliberate about the knowledge that they had about the market. And that's important to me to know what you're talking about and not. It didn't feel. And of course we do compete, but in a friendly way. It didn't feel like so and so isn't going to share his knowledge with me because we're competing and it was collective and that was, that was important to me.

Cool. In your journeys around town.

Let's just position around town.

Any, any like, like red flags. Like, I, I, I've been in this situation before. Not, not interviewing to, to join a brokerage or a team, but in other situations where, like, you're sitting in this meeting, you're like, okay, this could end at any minute. And I would be really glad for that because I've seen enough red flags here. What are. I would love for you to give some advice to either a team leader who is interviewing agents, essentially recruiting them onto the team and, or to an agent who's in this process of, you know, who knows, maybe intuitively that there's a place where they can learn and grow more effectively than the spot that they're in now. What are some of the red flags that you saw that might be of use to other folks?

It's this pitch on marketing. It was, we'll do this marketing and we'll do this marketing, and then the pitch of Say you don't have a office fee. Okay, well I don't have that now. So my question was more about. And then they wanted to know we can give you some leads. And that's not really what I was looking for either, to be honest. It wasn't. I was just happy when we got here that there was a pond of people we could call and flop. Like I thought, oh my gosh, I now I can just call everybody. And that's what I did and grew that way. So it's when they promise you this marketing. Well, maybe it's for a limited time and then you need to get your checkbook out. Now I just aged myself, but you need to get that out and be able to, you know, compensate them for it and or your office space. That was a red flag to me because that's not really what is. The marketing is not going to make you better. The, the skills that, you know, when you talk to people and, and having an open conversation versus they would point out heavy hitters on their team and you know, well, maybe you can make it to meet to this group. And I'm thinking we need to be a collective effort. I don't want to feel that way when I walk in. Like I can't go talk to him because. Or her because, you know, they own this place. I don't want people to feel that way about me and I don't want to feel that way about others. Approachable.

Cool. You just opened up one detail. Adrian talked about it a little bit. I'd love to hear, but I, but I didn't go deeper into it, so I'd love to hear it from you. Like one of the opportunities early on is there's this map because, you know, this is a well established brand in the market, you know, more than a decade of tenure and you know, have done a lot of interesting and you know, creative things, especially in terms of media over the years. So you have, you know, this pool of. Or pond, I should say specifically of like tens of thousands of people. Talk about how that gets opened up to you. What are you looking at? How are you calling into that? I know this is like a little bit. You're probably not doing that today or tomorrow anymore. But what was that like early on? Because. Because I think it is a really unique value of a lot of teams and I know that a lot of teams help people build their skills and build their book of business in this way. I'd love for you to just kind of like talk about your experience at that time.

Yes. And it might be a little different now, but two and a half years ago, you had a pond day. You had a day where there's 24 hours available to you to call people. And what I did and what I think most do is who's the most recent person that visited the site. Right. Like it'll let you know and then you just. Everyone's trying to call them and. And it's important to call them, call them again and then call them again and if you don't get a hold of them to move on to the next one. But it was really for me at the beginning, just the last person that visit I could see the property they looked at and maybe call and ask about that one. So it started that way. And then you can sort and filter it. If you're looking for, you know, a target zip code, you could do that and then filter out the most recent views.

And.

And that's what I would do.

And how do you start that conversation?

Well, back then it was probably, hi, this is Carly from Whissel Royalty. And I saw you were looking at 1, 2, 3, mate, click. But now, right, like that was probably what it sounded like before. And I would say, hey. They would answer the phone. I'd say, hey, Dean. Do I. Is this Dean, you know. Yes. Great. Hey, this is Carly Van Dyke at Whissel Realty. And I wanted. I thought I'd reach out. It sounds like you're interested in one two three Main Street. Is that property that you might want to see. And then, you know. Oh, I'm not looking right now. Hey, what had you looking in the first time or in the first place and just getting to know them. Maybe they're in the bit middle of. Oh, I'm at a doctor's appointment. Oh, we all got to take care of yourself. I'm glad you're doing that. I'm going to get. I'll give you a call back in an hour. How does that sound? There's something important I want to share with you, that type of thing. So. Yeah. Changed. Change a lot. Yeah.

What at this point in your, you know, your level of production and the way that you're running your business now, the way that you're sourcing your opportunities or creating them yourself. What about the team structure and model and systems and some of the leverage that's available to you is the most valuable to you right now.

Agent relationships, that is huge. And leveraging who other agents on our team know? Because if we're writing offers, then we can at least Speak to them and get a little bit more information about where the offer needs to be in order to serve our clients. And maybe our client can't come to the table with that, but it's so beneficial. And then we in turn can share that with them. And so now instead of, you know, 9, 930 hits and I'm on the phone calling or prospecting, just cold leads, I'm reaching out to agents. So we have a Slack channel specifically for who knows this agent. Like it's important. And Kyle obviously knows a lot of people, but then so do we because we've also transacted and we can help them answer that question.

Cool thoughts. On the team model at a high level. You've already taken one swing at it from a by request. You know why looking at splits is the wrong way to think about it. Any other advice or even imagination you have about the future of the team model? Will it be more, even more present in the future? Because it makes so much sense for agents. Like, what do you think about it in general?

I think when you first start, if you are lost, whether you've been in the industry for, you know, 20 years or one month and you need to reset and start, this is the place to go. So a lot of people say, okay, that's for new agents and when are you going to leave the team? Like, I've had many people ask me that question. Well, here's the thing. If you are looking at the splits, then you know what? Hit 20 million and hit your 8020 split and be done with it. And then from there just keep going. Now you have all the systems and you don't have to as an individual go and purchase a CRM. Like follow up boss. You don't have to go purchase an office space or purchase the marketing collateral. It's all here. You have it available to you.

Or an international team.

Yeah, or an international team. A transactions coordinator, the media room, which gives you the ability to, to film your own. You know, they'll edit and film for you. And so that's the way I looked at it. All of these things are in place and I also researched that. I looked at purchasing my own CRM. I looked at purchasing my own Zillow leads. Realtor.com I looked at all of that. And if you just focus, if you're focused on the splits, then get to the top tier and don't worry about it anymore. That's how I look at it. Like hustle the first year or two and get to the point of. Because if you do that, you will have more business of your own. 1000%.

Did you interview teams in that initial journey as you were kind of surveying the market and what, what were some signs of a good team? Obviously, none were as suitable for you as a whistle, but what you know were some signs of good teams and, or some signs of, like, these people don't have it together yet. How, how could you tell a good team from a not so good team in that.

How long have the top 10 been there?

Okay.

Because it to me was important that they're, that they're. When they're talking about, oh, I'm on this team because of the lead and I love the people. Well, if you love the people, how come you've only, like, your person that you love last year isn't here? You know, that was a big sign to me, like, how cohesive is this group? Because if that is telling to me that something's broken on the inside. And I did find a team who had a great group of people and they're still there today, and they've been there years and years and years. And it was because of the leader. It was because of the team lead. And I could tell that was. They didn't have a lot of systems in place, so that was a miss for me. But that was important. It was. The most important thing was being able to retain those that were on the team and seeing some growth over the time.

Cool. As we record this in the back half of 2024, what are you looking forward to in the year ahead?

I am looking forward to selling a lot of listings and that is what is going to happen in quarter four. So that's what I've been working on ever since prior to fourth of July rates kind of, you know, they, they slow the market and then you have holidays. And that's what I've been noticing. So I'm primarily listings and I'm thinking, okay, we have a, you know, the Fed meeting coming up and the jobs report is in and doesn't look that great, which is unfortunate. But for those who want to buy, it will likely swing towards a more favorable interest rate for them. So we will see a pickup in the market going into Q4. That's what I'm looking to finish with. And then, yeah, honestly, this year, taking the holiday off, you know, that's like, get through that and that's a big win. My daughter just went to college. We just took her last weekend, and I'm really excited for her to come home and spend time with us. And just kind of have a weekend.

Start of her first year.

Yep.

That's a thing.

Yeah, that's a thing.

I went through that a couple of years ago.

Yeah. Yeah.

It's a big deal.

Yeah.

Yeah. Did she go far away or is.

She's like four hours away? She's in Santa Barbara.

Okay.

Yeah, that's.

That's. That's one of those where you're not just going to pop in. It's also. I could come home for a weekend if I needed or wanted to.

Exactly.

That's nice. Yeah. Our son went a thousand miles away, so it's like. That's. That's a commitment.

Yeah. Yeah.

Cool. Good for you. Well, I wish you continued success in the year ahead. I thank you so much for making time for this today. Before I let you go, I would love to know, what is your very favorite team to root for or what's the best team you've ever been a member of?

Favorite team to. Well, I mean, we are Padres fans, you know, and the Padre, my. My friend is one of the coaches. Like, we love them. And that's definitely my favorite team to root for and then to be a part of. I'm like, team. My own personal family at home.

Like, we.

We are, like, super. Yeah, we're the Van Dykes. And that's my favorite teams to be a. Yeah.

That's awesome. Chargers. What did we think about that whole situation?

That was a bummer. My husband's still crying. He's a. He's a musician. A software engineer by day and a musician at night. And when that was announced, he played his fingers or guitar till his fingers bled. It's like this funny thing. And he still has the jersey, so that's a bummer. But, yes, when it comes to football, we will always be Chargers fan. Yeah, that's just Chargers fans.

That's cool. Yeah. I didn't know. How long have you been In San Diego?

Since 99.

Okay. Yeah. So you're in?

Yep, I'm in. Good.

I'm glad I had the opportunity to ask a local about that. I should have done it with four people. Just an interest in mine. Anyway, I appreciate you so much. I do wish you continued success in the year ahead and I appreciate you spending time with us on real estate. Team os.

Thank you for having me. It was a pleasure. Appreciate it.

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