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Episode 135: Why Quitting After a Market Crash Isn't the Answer - With Ieasha Larkpor

Join Brian Charlesworth, the founder of Sisu, and Ieasha Larkpor, Managing Broker and owner of Thunder Team Realty, as they explore the resilience of the real estate world. All of us remember the famous crash of 2008. Well, Ieasha entered the scene right after it.

Brian Charlesworth

Brian Charlesworth

Chairman & CEO

Brian is a highly accomplished entrepreneur, business builder, and thought leader in the real estate industry. With a track record of success in software, telecommunications, and franchise businesses, Brian has a talent for identifying and realizing business opportunities. Driven by his passion for technology, Brian is dedicated to using his skills and experience to bring about positive change and improve people's lives through the advancement of technology.

 

 

Instead of backing down, she saw an opportunity, and her story on the GRIT episode is all about bouncing back. With a background in a military family and having moved from Hawaii to Germany, she mastered adaptability, which became the key to her real estate success.

While market crashes can be daunting, and many give up, Ieasha didn’t! She immersed herself in real estate books, quickly grasping the industry's nuances. Despite the challenging market, her proactive efforts, such as hosting open houses, set her apart. She shares how she combined traditional methods like door-knocking with modern digital marketing techniques.

Brian genuinely admires Ieasha's journey and her Oklahoma City Real Estate Agency. Together, they dive into the impact of technology on property appraisals.

Reflecting on her past, she warmly recalls Honolulu and expresses her passion for reading. When asked for advice for struggling agents, she emphasizes discipline and the importance of sticking to a schedule.

 

Top Takeaways:

(7:19) Is now the time to exit the market? 

(9:10)  Surviving in a competitive market at 21 

(10:23) What does it take to last in real estate?

(13:51) From 5 to 91 agents: The role of efficient systems 

(15:54) The future of mortgage and title companies with Sisu

(20:10) Would you trust an agent who can't negotiate? 

(21:43) Working on vs. in your business: Which are you doing? 

(28:10) The real estate success formula

(29:40) When all seems lost, what should agents do?

Join Brian and Ieasha as they navigate the highs and lows of the real estate world. Dive deep into success stories, challenges, and innovations shaping the industry. Don't miss out on this episode filled with insights and revelations. Listen today and get inspired!

 

About Ieasha

Ieasha Larkpor, a Managing Broker and owner of Thunder Team Realty, has spent ten years in the real estate field. In 2017, she was honored with the "Entrepreneur of the Year" award by Mercedes-Benz and Perry Publishing. Additionally, she was highlighted in the Real Producers Real Estate magazine in Aug 2020. 

With a diverse real estate portfolio, Ieasha excels in the residential, commercial, and leasing sectors. Having sold properties valued at over $130 million, her training methods are adopted by many agents. At the heart of her success is her commitment to creating a positive work environment for her team, ensuring both growth and harmony.

Connect with Ieasha Today! 

Website

LinkedIn 

Facebook

Instagram

 

Transcript

Brian Charlesworth  00:35

Hello, everyone, and welcome back to the Grit Podcast. I'm Brian Charlesworth. I'm the founder of Sisu and your host of the show. And you know, we are in this market of challenging times right now, interest rates are higher than they've been at least in the last five years, even though I still remember refunding it 6% Not that long ago. However, we're up in seven, seven and a half percent now. So anyway, super excited to continue to bring team leaders onto this show to share their experience of what's going on in this market. And obviously, I have super strong opinions of what's going on in this market. So anyway, today I have Ieasha Larkpor on with us and she runs thunder team Realty out of Oklahoma City. How's it going? Ieasha? 

Ieasha Larkpor  01:24

it's going great. 

Brian Charlesworth  01:26

Good. Welcome to the show. Thank you grateful to have you here. So for those of you who have called Ieasha, Alicia, her name is Ieasha. So just just know that now so you can make the correction today. So I You should tell us, just let's just get started by a little bit. Your background. It sounds like you come from a military family. Yes. And also with my share with us now you got into real estate. 

Ieasha Larkpor  01:49

Okay, well, yeah. We're in the military, the army branch. So as you can imagine, and also how I resignate, with other military brats, the folding of the mattress and certain rules that you adopt, as a kid that probably do carry on into your adulthood. But yes, we moved around a lot. We lived in Germany and Hawaii as a kid. So I learned early on just you know how to adapt, I guess. So where 

Brian Charlesworth  02:17

does the term military you call yourself a military brat? And I've heard that many times. Where does that term come from? What does that 

Ieasha Larkpor  02:23

I actually don't know. I think the kids have military family like adoptive parents are just called military brass. I actually, I don't know, I don't know, it's a term that only military kids. They have military parents know for sure. 

Brian Charlesworth  02:37

I mean, there has to be a reason for that. If you are listening to this, watching this, Google that, put it in the comments, give us an answer. We want to know what military means. Like, where does it derived? Yes, yes. Where did that derive? And, you know, will cue I Yeesha in on that. And, and me, so please help us out with that one body. So you grew up moving around Germany, Hawaii, what was your favorite place? You lived in Oklahoma? Okay, so that's why you're still in Oklahoma City. 

Ieasha Larkpor  03:10

We are still here. It's my my favorite place. 

Brian Charlesworth  03:13

Cool. How long did you live in Germany. 

Ieasha Larkpor  03:15

I'm solid in Germany for four years as a adolescents. We were there when the Berlin Wall came down. 

Brian Charlesworth  03:23

I was there when the Berlin Wall. Yes, Wurzburg. So do you speak German? No, 

Ieasha Larkpor  03:30

I know a little bit but not a lot. 

Brian Charlesworth  03:31

Okay. I was not too far. I was in Brookfield back then. Okay, which is right on the boat and say, Ah, anyway. I spent time in Germany and Switzerland and loved it over there. So how did you end up there? So I actually served a mission over there. So that's how I got over there. And I tried to go back to Switzerland at least every couple of years if I can help it. So like, missionary. We were over there last year. Yeah. That's awesome. Yeah, so anyway, I absolutely fell in love with it. Switzerland is like my favorite place in the world. Yeah. And so and then you were in Hawaii and Oklahoma City ended up being the place that you came to make your home. So congratulations on that. Yes. So how did you get into real estate? 

Ieasha Larkpor  04:18

So when I was young, my parents were looking for a home. And I mean, the realtor. I mean, she had all gathered, she had a cute Mercedes, she had all the bright red suit. I mean, she looked like she was really enjoying herself. And as a kid, I used to read a lot. I was an avid reader as a kid, and I still do, but I don't know this lady. She just sparked my interest in and I was like, I wonder what they do. And, you know, once I graduated from like the baby sitters club and the Goosebumps books, I just started reading on real estate and it just piqued my interest from there really. My parents did eventually find a house so I was quite sad, but I always you know, I was alone. Oh, local market expert and let you know 12 years old, and I don't know, I just kind of stuck. I like to dress up. I like to be outside, you know, every day is different, you know, just resonated with my personality really? 

Brian Charlesworth  05:11

Okay. So you like to dress up you like drive fancy cars. And so you said I'm gonna be in real estate. Right? Right. It's like perfect. Love it. Yeah. Oh, so how long ago did you get started in real estate. 

Ieasha Larkpor  05:21

So I was licensed in 2009. I was a leasing agent before that for about a year or two and a fairly large apartment complex. But I worked through I did oil and gas prior to that. So when I called to the Oklahoma Real Estate Commission, they told me that I had to be 21 to get a license. And so I just kind of went to college and you know, did a few things that I could that was similar to real estate, but then I found out that you could have done it at 18. So that actually prolonged me from getting my license. But yeah, 

Brian Charlesworth  05:50

no, you got licensed when you were 21. Okay, jumped into the business at 21 in 2009. And my recollection of 2009, which I believe I'm correct. 2008 was the crash? Yes. 2009 was probably a very difficult time to get into real it's very 

Ieasha Larkpor  06:07

difficult. Yes. So there were agents packing up and leaving the day I was coming in, you know, I'm a newly excited, you know, having not went behind the ear realtor, and, you know, just been licensed and ready to sell some houses. And there were 15 and 10 year and five year career long realtors, I'm leaving, like you're coming in, you're the only recruit we've gotten, like, in a long time. Are you sure you know, it was a lot, a lot of doubt about what was going on, you know that real estate wasn't fun anymore. And you know, there weren't any deals around. And I really think that the year that I came here was actually a blessing to my career. Because it I got a chance to really learn the foundation of having a real estate business like okay, well, what do you do to get business, it wasn't like, Oh, I got a business card. And I passed the real estate test on Facebook, and I've got clients, you really had to hustle. And even then really, in 2009, Facebook was a hot thing. So

Brian Charlesworth  07:08

even in today's market, the market shifted. And I think we're back into a similar market today, where you have to put in the  Grit and the effort to drive sales. So I was at an event this last weekend down in Las Vegas and sky gave an amazing presentation just talking about the market and where it's at interest rates and all that kind of stuff. And one of the things he shared was a slide and he opened up his presentation with this slide. There was something about 20 It talked about is now a time I should get out of the market. And when he opened up the presentation, I thought he was talking about today, right? I mean, I'm thinking a lot of people are asking that question is now a time where you get out of the market. You know, there's been a massive exit of agents over the last 12 months. So I think a lot of people are asking that question today is now time I should get on the market. Well, at the end of the presentation, he actually shared the date that that slide was built, and that was in 2014. So he was asking the question, should I get out of the market back in 2014. And one of the things he shared was, the cool thing is a lot of people did get out of the market and oh eight, no nine, and then a lot of people got out in 14 as well, because it was on a little dip again. And so anyway, what he shared was that if you got out of the market, then you got out. But the next eight years after that have been the biggest run in real estate that real estate has ever had. And interestingly enough, he's actually projecting that in the next two years, we're going to be in back in that market of this again, as soon as interest rates start to decline, which he thinks will be in the next six to nine months. Anyway, I thought that was really interesting information that I wanted to share with everybody and with you. Because you came into this market in 2009, which, which I think was a very, very similar time today. So what did you do back then at 21 years old, to actually like survive in a market that people had been in the market for a long time we're leaving. 

Ieasha Larkpor  09:19

Oh, my God, what did I do? I door knocked consistently. I had flyers with me at apartment complexes. I had a list of people that I was calling every day I was texting every day. I was doing things to market myself, like person. I had a thing of candy that I took to the schools and left in the teachers break rule with my business information on it. I had all kinds of promotional items that I did. I mean, I advertised on realtor.com You know we build spiffy websites back then. I did client interviews. I did open house party open houses. I did housewarming parties. I mean, I mean you name it. I was trying Do it, you know, now, after a while you kind of after you try everything as a new age, and then you kind of niche down to the things that you like, you know. So I did everything in the beginning to figure out okay, what's gonna be you know, we're consistent. And then I did that. 

Brian Charlesworth  10:16

I love that. And here you are, I don't know how many years is that 14 years, or 18 years later? Yeah. And still in the industry. And so I want to point this out to all you agents listening to this, because I think most agents in today's world, honestly, I hate to say it, but you've gotten lazy. Yeah. And you're not willing to do the work, you're not willing to follow up, you're not willing to do the open houses, you're not willing to have the Grit, you're not willing to do all these things that Aisha was doing back in oh nine. And so what I challenge each of you to do is find those at least four things that are going to be the four key pillars, or the four legs to your stool, to really drive leads into your business and focus on those and make those work. And you have to go all in today, you can't sit back and be lazy, or you won't be in this business in two years. If you can give it the Grit and go all in and make your calls and do what you need to do today. Make at least 20 conversations a day, do an open house every week, if you can do these things that are just the basic things, but it takes work. It takes Grit, you have to follow up with your customers. If you can do these things, or even your potential customers you have to follow up with and if you don't do those, you won't be here in two years. If you do those, you'll be here in two years, and you'll get to enjoy that wave as the tide starts to rise again. So, okay, so congratulations on still being here today. You are building a team now how many agents do you have? Tell us about your team? 

Ieasha Larkpor  11:49

Okay, so I actually a broker owner. So my brand thunder team realty is a local boutique brokerage here in Oklahoma City, we operate one of two ways. So we have an independent side of our brokerage just like any brokerage agents have a split, and they source and find their own clients, and we're their broker. And then I have a team inside of my brokerage, my team consists of three people that are in the field, they essentially serve as my buyers and seller clients to take, you know, a lot of that work off of me. And then I am still a you know, a sale also as a broker owner, but my agents that are in the field, they are supported by three people in that I have on staff. So we do property management and my firm also, but most of the properties are owned by then the realty. 

Brian Charlesworth  12:39

Okay, and how many agents do you have in the brokerage that are not on the team? Nein, nein. Okay, so, total of 13 agents, including yourself, you do some specialty things, obviously, as you just shared? Are you doing anything different today than you were a year ago? 

Ieasha Larkpor  12:56

Yes, we are fine tuning our systems and processes. We are trying to do more specialized marketing campaigns to really connect with our sphere of influences and our past clients, since most of our business comes from repeat business. And we are I mean, we're saying, okay, whose job is it to do this, you know, every day for every client or you know, whenever it happens, but we're actually adding a lot of the things that we do inside of our Sisu to help set reminders for transaction coordinators and things like that. Okay, 

Brian Charlesworth  13:29

I did see you're on Sisu, you use our transaction management, you use our goal setting, commission management. So you're basically using the whole platform of Sisu. Other than I don't know if you're using the client portal or not are using the client portal as well. So you give it providing a better experience to your clients. So they can see that road to close. So anyway, congratulations on that. Because what I've seen is when I built Sisu, Sisu was built for a team of five agents, which just happened to be my wife's, which are now she's up to 91 agents. And rather than doing 120 transactions a year facing to do over, you know, around 900 transactions this year. So anyway, I'm a firm believer that to survive, especially to thrive. But I believe even to survive in today's market, you absolutely have to have great systems in place. You need to eliminate all your duplicate entry, you need to stop using spreadsheets, you need to make real time business decisions. And so it sounds like you're on that path Asia. And so, like, where do you want to be? I think one of the things people always ask me so what does Sisu do for a team leader and I My opinion is it turns you into a better leader and allows you to manage your sales team, or your sales leader and your ops leader, if you make the change to hire those people and allows you to work on your business instead of in your business. So if you think about where you want to be in five years from now, what are your goals in real estate? Maybe two years, three years, five years? Where is it? You want to be in real estate? 

Ieasha Larkpor  14:58

Okay, so I would mind growing the team Adding more people to the team under managing royalty. That way, we can have a larger team that you know, can bring in more business, we definitely want to continue to grow, continue to grow and transaction count and people, I wouldn't mind also maybe breaking into appraisals. I know that it's a lengthy process here in Oklahoma to get certified. So I'm thinking maybe a five year plan is that we'll have leasing, you know, retail sales and appraisals. So I think that will be there and grow until we sell. 

Brian Charlesworth  15:33

Okay, cool. So one of the things that I've seen, and I don't know, I'm just bringing this out to the market, you talked about appraisals. And one of the things that I'm asking and curious about is will appraisers still actually even be in the market in college two years from now, the reason I say that, so Sisu has started opening. And we haven't really announced this yet. But we have several teams that have started mortgage companies with us. We're doing title companies, we're doing insurance companies, and we will probably have at least a dozen teams up live, where we do JV insurance companies here over the next month or two. So one of the things we've done is we're a mortgage broker, we work with UW LM, and a good friend of mine, shared with me about a year ago that UW M doesn't really, he's owned a mortgage business here in Utah for years and a super successful mortgage business. One of the things he enlighten me on is that UW M has all the information on every home in the country, which means they really teachers, they really don't need an appraiser, they already have more probably more accurate data than most appraisers are going to get. And it 

Ieasha Larkpor  16:48

will be a streamlined process to Yeah, and appraisers can use AI to do it for them. So 

Brian Charlesworth  16:55

anyone in real estate knows that appraisers are usually the hold up to getting your deal closed. It's either the inspector and negotiating those terms, the appraiser who sometimes just takes their time getting out there, how to appraise it. Or maybe sometimes it takes a while to get back. Well, the appraisal is usually what the right. So anyway, I think UWS thought is, number one, if we can eliminate the appraiser, not only will it make this data more accurate, because we have more accurate data, but also it'll shorten the timeframe of able to go from contract to closing. 

Brian Charlesworth  17:45

You develop something called Real Estate cue cards. Yes. Tell us more about these. 

Ieasha Larkpor  17:50

So I'm hoping this will be you know, eventually my out of real estate I've been around I've been selling I love it. My team takes care of most of client facing things. So I came up with this solution for helping new agents kind of fast forward themselves into at least sounding like a professional. So I came up with real estate cue cards. And I'm going to show you a picture. I'm in the development stages still, though. So these are pretty much it's going to be a deck of cards. And they are going to have an objection on one side. So on the objection, it would look something like this. So will you reduce your commission? Right? That's an objection that we get all the time. If you're selling on any level of real estate, somebody's going to ask you to reduce their commission or give them a discount. So why should I pay you 

Brian Charlesworth  18:38

and come February this is going to be even a bigger issue. Yeah, because more than likely buyer's agents are going to have to get the buyer's agent to pay their commission. And so the seller is paying a commission. So yeah, so it's very important that we sharpen our skills, especially as agents most definitely is gonna be a buyer's agent might be a great time to become a listing agent. Right? Right. So anyway, so that that question comes up what's on the other side of the car. So 

Ieasha Larkpor  19:09

in my 1415 years of experience, being a real estate, I've kind of fine tune some of those things to say that are clever, or that there's a standard that really puts the client at ease, or at least will understand where you're coming from, you know, just objection handlers pretty much you know how you had cue cards as a kid those flash cards with math on it, learned your math by doing a memorize slash bar. So this is pretty much along the same line. So this is what we wrote on for the objection handler for that. So you want to say, I understand you're looking for ways to net more money. Am I correct? Right? Because, yeah, someone's asking you for commission. And then it says yes. And then here's the thing that you could say you would say generally the commission earned pays for and I put insert what you pay for. So I would say you know the committee As yarn pays for my signs, my lockbox is my access to MLS. You know the marketing that I do to push your home to a qualified buyer, and negotiating on your behalf. If you hired an agent to negotiate your money, and they couldn't negotiate their own fees, I'd be a bit afraid to use them wouldn't you 

Brian Charlesworth  20:20

Okay, so these are real estate flashcards. Yes, helping people with their scripts, which is great. Every agent needs help with their scripts, every agent, the best of the best of the best agents that I know who some of these guys sell over 100 homes a year at script and roleplay every day, every day, this is just a way to make script and roleplay easier for all those agents out there and to give you flashcards so that you can even do this when you're on your own, in your car between appointments, whatever, whatever it is, you're doing so. So this is something you're planning on rolling out and good for you. Congratulations on that. When do you think the rollout is? 

Ieasha Larkpor  20:58

I'm actually expecting November one to be a rollout. 

Brian Charlesworth  21:01

Okay, so I have a challenge for you. And this is my challenge, okay. A lot of times we think, Okay, I'm gonna get rid of this, and I'm gonna go do this, well, you have a real estate team that you've started growing today, you have, you know, roughly five agents. If you would double down on recruiting agents today, what that would allow you to do is hire a sales leader and an ops leader. And you have Sisu. So you have systems in place that will allow you to spend one hour a day working with and holding yourselves leader and ops leader accountable, which will allow you to continue to build and grow a real estate team. And I can say this, because my wife has put has all these systems in place now that she has Sisu as well. And she has a sales leader and an ops leader. And it's allowed her to step outside of the business, meaning she works on her business instead of in her business. Because she has all the systems to hold these people accountable and to know what's going on within that business. So why not keep your real estate business, have it fund some of this stuff that you have going on here, and have it continue to fund your future because of selling your real estate business is not something that's worth a lot of money. Real estate business can certainly be a cash cow that you can have for decades to come. If you can, you now have the right systems in place. Why not get the right who's in place, you know, who who are the people that you need to bring in, to allow you to work on your business and sort of in your business and to allow you to scale your business to that next level? Which I think is one of the most important things to do so most definitely. That's a challenge I have for you. How do you feel about that challenge? 

Ieasha Larkpor  22:47

I'm gonna take that challenge. Um, I actually have like one place on my LinkedIn that I'm looking for a recruiter that I'm looking to hire a recruiter, that's the only place I've posted it, and actually are my workmen, Coach challenged me already to put something up on a zip recruiter, a wise hire to hire a recruiter because I it's hard for me to sell me I feel like it would be easier for someone else to sell the brand other than me, and then I can train them when they come, you know, so I definitely I'm gonna accept that challenge. 

Brian Charlesworth  23:16

Okay, great. I know a lot of teams that I am close with, use indeed to do their recruiting, whether it be agents or, you know, other people in the business. So, wherever you get this recruiter from, I would definitely recommend you use indeed to have them do their recruiting efforts. Okay, great. That's wonderful. Well, you report back in six months and let me know how this is going. I want to know how your team is doing. And I also want to know how your cue cards are doing. Okay. Okay, cool. So, so what is your plan to take these cue cards to market back to the cue cards or flashcards? Let's call them the real estate flashcards. 

Ieasha Larkpor  23:52

Okay, cool. So I have a mock up, then drafted on my plan is to do drop shipping on them. So I have a link on my all of my social media, and I was gonna drop it there for ordering. And what would happen is they will go through a Shopify store and place the order and then the card company will drop ship the car to the customer. Now I have a virtual assistant is going to help me kind of manage like customer service things. But I'm hoping that maybe I'll just get a few flashcards here on my own to sale maybe outside of my market. And then I plan to maybe run a bunch of Facebook and Facebook Instagram ads to pick up people that aren't already followers posting real estate groups. You know, when things like this come out, maybe people say you know what, where are those flashcards? I wouldn't mind buying a few you know, 

Brian Charlesworth  24:38

yeah, when will people be able to order these first I have several questions for you. So when will people be able to 

Ieasha Larkpor  24:44

actually been working on this for several months now so I'm hoping November one, this is the first draft of the mock up or actually the one of the mock ups that I approved. I have all the cards are going to be different on the face front, but the drop shipper is ready to go and the Shopify store should be completed in like a week or two. So Oh, remember one 

Brian Charlesworth  25:02

November one is three weeks away. So where do people go to order these on November 1? 

Ieasha Larkpor  25:07

Okay, so on November 1, then you will have to go to my link on my social media page to order from there. Our marketing is still going to draw back to the same week so it's a soft Shopify store so you can find me all of my social medias are the same. It is Thunder Realty, underscore CEO. That's it. 

Brian Charlesworth  25:26

Under real D underscore CEO, is that like your Instagram, 

Ieasha Larkpor  25:31

Instagram, Facebook, Snapchat, LinkedIn, everything. 

Brian Charlesworth  25:34

So if I go to any of those thunder Realty underscore CEO, you're going to have a link? Yep. That allow me to go in and order these flashcards. Okay. Cool. So you're going to do two things you're going to report? How did we do on that team in six months? And how are we doing on these flashcards in six months? Right. Okay, 

Ieasha Larkpor  25:56

cool. Yeah. Find a recruiter. 

Brian Charlesworth  25:58

I have another question for you. Like, one of the things I've seen that's helped Si su grow is the fact that it was built for my wife's team and her team has been doubling almost every year since they got on Sisu. So how do you think? How do I think we did? You could take advantage of proving out these flashcards to show results with your team? 

Ieasha Larkpor  26:22

Wait, how can I do what? So 

Brian Charlesworth  26:25

maybe I'll just instead of asking you the question, maybe I'll just give you my idea. Okay. So my thought here is that if you get your team members using these flashcards at an extremely high level, and they have extremely good scripting processes in place, oh, they already do. So they're going to sell more homes on average, than your typical realtor. So if I look at typical real estate, people in real estate, four homes a year, if I look at typical thunder Realty, team, team based agents that are selling anywhere from 10 to 20 homes a year on average, and in some cases more than that, but if you're recruiting at a high level, it's probably not more than that. But if you some, some teams may have fewer agents that are just power agents selling maybe 24 homes a year on average, most teams, I would say are selling between 10 and 20. And it's because the teams that are recruiting the most, it takes time to bring these brand new people into production to bring that average of so. So anyway, but I guess my thought here is one of the best ways to market this product is to show the results and the outcomes of your agents. Okay, 

Ieasha Larkpor  27:37

cool, because I actually most of the scripts are in a book. And when they come on, we train them on all of that. And when we have our morning huddle, we go over stuff we roleplay so yeah, they know. But yeah, I could I could Yeah. 

Brian Charlesworth  27:51

Okay, because what is the one thing everyone is looking for? That gets into real estate? What's your answer?

Ieasha Larkpor  27:57

Is it leads? 

Brian Charlesworth  27:59

Well, the sad thing is, you're probably right, is leads. Okay, but I would hope that it would be results. Oh, yeah. Like, if I get into real estate, I'm here to make money. I would hope a lot of people get into real estate because they think it's fun to go see homes or whatever. And you're in for the wrong reason. You've got to want to make money. Anyway, if you know your scripts, and if you're willing to make the calls, you will make money. Absolutely. We know that. So we know that. So anyway, those days of free leads. Yes, they are still here. But even when she quickly, well, even with free leads, like you need to follow up. It's not like it was two years ago where a lead comes in and the next day they're under contract. Well, no. Yeah, it's not not like that anymore. Right? Okay. Well, I Isha. It's been fun getting to know you tell me on a personal level. Like where's your favorite place that you like to vacation? 

Ieasha Larkpor  28:57

Can you replace I like to vacation? Is my birth state Hawaii. 

Brian Charlesworth  29:03

Okay, you were born in Hawaii. 

Ieasha Larkpor  29:05

I was born in Honolulu. Hawaii. Yep. Okay, very cool. 

Brian Charlesworth  29:09

So how often do you go to Hawaii? 

Ieasha Larkpor  29:10

I've been back probably like three or four times now. So maybe it reads for five years. 

Brian Charlesworth  29:17

All right. And what's your like? What's your favorite thing to do when you're not selling real estate today? 

Ieasha Larkpor  29:21

I like to read. I like to spend time with my family. And you have kids? I don't I have three kids. I have two boys. 17 and 11. Have a one year old daughter. 

Brian Charlesworth  29:33

Okay. Very exciting. Congratulations. Thank you. All right. So having been in the industry, as long as you have like what would be that single piece of advice you would leave for agents in the industry who were doing everything they can to survive today? 

Ieasha Larkpor  29:47

I would say get control of your schedule. Make sure that you time block every day that you plan to work, you know, and I would say when you think that nothing is working well or you are feeling like giving up, you need to remember that that is when your discipline needs to kick in. So you need to just keep going, keep doing what you were doing. And eventually, you know, things will start to turn for you. So be sure to be sharp on your discipline when everything else is weak. 

Brian Charlesworth  30:18

I love it. That's great advice. So thanks, everybody for joining us on this week's show of the Grit podcast. We've been here with Aisha from Thunder team Realty. Remember, if you want to check out and get those flashcards for your agents, she'll have those hopefully, for sell in a week. But if not, in a few weeks, feel free to go follow her make that happen. And then we look forward to joining you. I've got some great episodes of Grit coming up. So make sure and stay tuned. And we've got some some more great guests coming on the show. So we'll catch you all on next week's episode of the Grit podcast. Thanks, everyone for joining us today.

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