The Moral Compass: How to Grow Without Compromising Your Values with Tia Lilly

[00:00:00] Tia Lilly: Sit down with someone you know that knows you well figure out what your strengths are. We all have ’em. We all have gifts and talents and what are those? May and identify maybe some of the weaknesses that you have as well. And also more importantly, what are you passionate about? What drives you? What do you like about the business?

[00:00:22] Lindsay Favazza: Welcome back to another episode of the Agents Who Crush It in Real. I’m your host, Lindsay Za, and today I am joined by someone who is not only a leader in the real estate world, but also a master at carving out her niche in one of the most competitive markets around. Joining me today is Tia Lilly, founder, broker, and owner of Property, Cape Cod Real Estate.

[00:00:44] Lindsay Favazza: Tia is a water and luxury property specialist. With years of experience navigating the unique high-end Cape Cod market, her knowledge of waterfront properties and her ability to craft luxurious experiences for clients have earned her a reputation as a top tier realtor and businesswoman. On today’s episode, we’ll dive into Tia’s journey from breaking into real estate to founding her own firm, her strategies for success, and the lessons she’s learned along the way.

[00:01:11] Lindsay Favazza: Whether you’re just starting out or looking to elevate your career, TIA has so much to share that will help you crush it in your own real estate business. So without further ado, welcome to the podcast today, Tia.

[00:01:25] Tia Lilly: Thanks, Lindsay. Thanks for having me on. Excited to be here.

[00:01:29] Lindsay Favazza: So excited. I’m so excited to talk to you because I feel like you have a much more unique, um, you know, niche that you.

[00:01:37] Lindsay Favazza: You know, have carved for yourself. And I wanna learn about that. I want our audience to learn about that. And I think that this is gonna be awesome. So thank you so much for agreeing to do this today. I’m so happy to be here. So thank you. Yay. So why don’t we start, like I always do, at the beginning, what got you into real estate and what was the, you know, what were those first days look like?

[00:02:01] Lindsay Favazza: What were those first months look like? What, what? Take us back in the way back machine. Okay.

Breaking Into Real Estate: The Recruitment Story

[00:02:06] Tia Lilly: Wow. We’re traveling back in time here. I love that. Um, so I was actually recruited. I was in business sales and, and the agency I started with recruited me. It took a year and a half to, for me to finally say, okay, let’s give this a, let’s give this a try.

[00:02:24] Tia Lilly: And, um, it was not. Love it first site, if you will love it,

[00:02:32] Lindsay Favazza: but not, it isn’t usually for anything. Is it?

[00:02:36] Tia Lilly: I loved what I did before, like business to business sales. So I mean, I just say that for anyone listening that’s like, I don’t know, maybe they just started out and they’re like, is this really for me?

[00:02:47] Tia Lilly: Because. You just have to find your own way. And I mean, I cannot tell you every day I get up, I’m so grateful. I am so grateful to the company. I love what I do. It is, it’s the best, but it’s always like, for me it was finding the niche and that’s when I became a. Just absolutely passionate for what I did, which was second home market, if you will.

[00:03:12] Lindsay Favazza: So, so tell me how that came to be. So you were recruited, but were you recruited into this kind of market or no? You know, how did that all No, that’s a

Building a Second Home & Waterfront Property Business

[00:03:22] Tia Lilly: great question. Thanks. I What, uh, so I was recruited from a great company. They are very, have a predominant presence, especially Cape Cod. So grateful to them, family owned, but more of an entry level company.

[00:03:37] Tia Lilly: So I. Was blessed, I’ll say that. I just fell into, I, I partnered up with somebody that had a website. I still have it to this day, property, Cape Cod. And it just drew buyers from all over the world looking to buy second, like second homes. And some of them were third, fourth homes and they tend to be on or near water.

[00:04:00] Tia Lilly: So that’s how I, I fell into that niche. Predominantly on Cape Cod, and it’s just beautiful here. It’s the beaches, the lakes, the ponds, the golfing. There’s, it’s just a resort destination, particularly in the summer. So people wanna own here. Um, and that’s how I, I just started, I built my business on buyer agency actually, and working with them to find the right home.

[00:04:27] Lindsay Favazza: Yeah. The Cape is such a destination for people from New York, people from Massachusetts, people from all over New England. Really? Um, all over New England. Yeah. Place to get to, but it’s so beautiful.

[00:04:39] Tia Lilly: It is. And I mean we have, I work with a lot of clients, even Arizona, I mean just all over the place. So it, it’s just special.

[00:04:46] Tia Lilly: The cape’s very special I think, anyways, and I grew up here, so Yeah, quintessential New England too. It really is. Yeah. I love that. Wonderful place to vacation. So that’s how I kind. Kind of fell into it and just, I just loved it because it get, it took me to places growing up here and still to this day, 20, almost 20 years in the business.

[00:05:08] Tia Lilly: You go to nooks and crannies that you, that you just don’t go unless there’s a reason. There might be only two houses on that street. So it’s so much fun. Love the, love the, and I’m passionate about water. Water sports. So it just, it was a good fit for me.

Overcoming Early Challenges in the Luxury Market

[00:05:25] Lindsay Favazza: That’s awesome. Yeah. So tell me about, um, you know, those early days and getting into the business, what were some of the things that you struggled with?

[00:05:33] Lindsay Favazza: You know, you said that you were more buyers, you were more focused on buyers, so, you know, what were those days like with working with buyers, um, and, you know, what were some of the issues that you can kind of ran into and how did you overcome some of those?

[00:05:46] Tia Lilly: Yeah, great question. Um, lot of, lot of challenges getting started.

[00:05:52] Tia Lilly: Lot of challenges, especially where my niche, ’cause for me, I was passionate about the, the lu, the second home market, luxury market. So it’s a different sale. Than your regular, than your regular house in a neighborhood. So I learned the hard way. I learned from my clients, um, grateful to them, keep in touch with them to this day, all of ’em.

[00:06:14] Tia Lilly: Um, but that’s really, and I’m always credited to them because it’s, it’s a very different sale, so. And I’m sure you already know this, but the locations are different, especially Cape Cod setbacks, what the rules are, even from village to village within a town. Mm-hmm. So it’s really understanding your.

[00:06:34] Tia Lilly: Client who you’re working with, asking the right questions. What do they want to where, what, like, you asked me questions out of the gate, where do you wanna see this? You gotta have the goals in mind and you gotta understand them and know them to guide them properly. Yep. Um, there’s a lot of more rules and regulations around conservation, flood zones, outstanding orders of conditions, orders of.

[00:06:57] Tia Lilly: Conditions that continue on with the property. Mm-hmm. So you just, you get educated and you wanna make your, your client, because I hear a lot, like, I’ve listened to a lot of your podcasts and there’s, you have such amazing people out there, thank you guests that you’re interviewing and in the business and the common theme I hear.

[00:07:17] Tia Lilly: Education, education. Education. And we always have to bring value to our clients. They, they can see what’s on the market Now. They don’t need us anymore to tell us what house is there. Open. Open the door. Yeah, open the door. Yeah. They, they know, I mean, think, I think most of us will say, our clients drive what they’re gonna see for the most part.

[00:07:36] Tia Lilly: Mm-hmm. So it’s just having that value. So they don’t know to look for these things. They don’t do this every day. And even if they do the location’s different. So they don’t know those rules and regulations, so Yeah. Um, and no matter what it is, bringing that value, so yeah.

Transitioning to Broker/Owner: Creative Marketing & Client-First Values

[00:07:52] Lindsay Favazza: I love that. So when did you then transition from doing your business and then transitioning more into the brokerage role, like being a broker owner?

[00:08:04] Lindsay Favazza: How did that all happen and when?

[00:08:06] Tia Lilly: So it kind of ties into to, because you’re a, you’re a marketing specialist, so you can appreciate this. Heck yeah. Um, I think what happened is being, like being, I, I love, I just, the, the brokerage I love having, and I guess it’s the control in the creativity. I have a marketing director myself, and I give her free reins to do how she sees fit, and she comes up with.

[00:08:33] Tia Lilly: Amazing, amazing marketing that we can do for our clients. Forgive me, these are sliding off there. No, you’re fine. Um, so yeah, so, so it’s, it’s all about marketing and being creative so we can provide our clientele with the best po best possible service and to be. And to have that creativity because, um, I found that that was one of the things that drove me was to have to be able to, when I had people starting to sell their homes that I, that I helped them purchase.

[00:09:04] Tia Lilly: Mm-hmm. It, it’s different when you’re on the set sell side of how you market than when you’re buying. So to be able to do a good job and I just wanted that creativity more and, and uh, also to be able to. Really service the client and not, I know it’s, I’m just gonna go out and say this, but for me, my brokerage is really putting that client first and.

[00:09:30] Tia Lilly: Maybe we should be concerned about being sued. Maybe we should be concerned about the rules more. But I mean, all within legality, but just doing right by them, you know, trying to answer their questions and, and not, not coming from a place of being so worried about, oh, I don’t want this to happen ’cause it’s a big purchase or sale.

[00:09:50] Tia Lilly: It should be about them. Yeah,

[00:09:52] Lindsay Favazza: we just have to do it. You hopefully, I mean, at the end of the day, these lawsuits and everything should be about the client. It should and what’s best for them. Unfortunately, there’s definitely some gray area when it comes to all of this, but you know, yeah, it should be about them.

[00:10:06] Lindsay Favazza: So it’s great that you’re, you know, you’re putting them first still. That’s awesome. Thanks. Yeah. So as a business owner, as a broker owner, how do you attract and retain top talent in your brokerage? How are you working to bring in awesome agents to work with you, and are you selective about that process?

[00:10:25] Lindsay Favazza: Are there some people that you’re like, Hmm, this isn’t a great fit.

Hiring for Moral Compass: Building the Right Team

[00:10:30] Tia Lilly: Well, I think that, I think a brokerage is, um, any brokerage. I think it’s very important for anybody out there and, um, and, and my path might have been different had I started with a luxury brand brokerage. So I’m again, grateful to be where I’m at.

[00:10:48] Tia Lilly: For me, it, it, I always think things work out for a reason, so, but I think when you’re out there getting started or if you’re just evaluating where you’re at, ask yourself. What it is you want. I the right brokerage. It’s not, that’s what’s so fun about real estate, right? It, it’s just there’s no right, wrong, there’s no set way.

[00:11:08] Tia Lilly: It, everybody’s different. We’re unique as humans and it’s finding that right brokerage that resonates with you and you feel like you’re, this is my, my, uh, my work family, you know? Yeah. We work close together. So for me, I, um, I have a great team. I, I, I am very selective, but. It’s, it’s not for me so much about the talent.

[00:11:31] Tia Lilly: Uh, it’s about the moral compass, I think, and the ethics and the values. And are we gonna put our client first? And do you wanna, ed, do you wanna learn? Do you wanna just, I don’t care how much we know, we can always educate ourselves more. Yeah. Um, so I look for that and for, um, just. Whatever drives you. Like for me personally, it’s, uh, yes, I wanna make money, but that’s not what drives me.

[00:11:57] Tia Lilly: And that’s okay. We all have our different things, but to, to be driven, to want to be successful, whatever that means to each individual. Yeah. But the moral compass is really what, uh, what I look for. I love that and, uh, and people that wanna grow.

[00:12:12] Lindsay Favazza: Yeah. How do you, how do you figure out in an interview or something like that, if they have that?

[00:12:17] Lindsay Favazza: Like, what is that thing? Because maybe it’s someone that you’ve worked with and you now know them a little bit better, and that’s someone that you wanna recruit. But like, if someone comes off the street and says, I wanna work with you, how do you kind of figure out if they have those strong morals? Or is it just a case of like, get ’em in and then if it doesn’t work out, it doesn’t work out?

[00:12:37] Tia Lilly: And I’ve had that happen. Yeah. I definitely had that happen. We all have, right? Yeah. Um, but I think it’s just like, I just recently, uh, and it wasn’t so much an interview, it was just talking to this gentleman who I’m hiring, and it, it just felt, it felt good. It felt natural. It didn’t, it, you know, it felt like a fit.

[00:12:57] Tia Lilly: And you just give that, give that a try. Sometimes you don’t know. It’s good to, to we, I have check-ins to see how this is going for them and how it’s going on this end. And we work really, really close together as well. So you can kind of get that.

Mastering the Waterfront & Luxury Niche

[00:13:14] Lindsay Favazza: I love that. So let’s switch gears for a second and talk about your niche because I think that, like I said in the very, very beginning, I feel like this is the thing that a lot of people are like probably sitting here waiting to hear you talk about.

[00:13:25] Lindsay Favazza: ’cause it’s something that they would love to get into, whether they’re, you know, near. Water, meaning some of the lakes that are near them or anything like that, these end up being the properties that are usually more into that luxury market. And a lot of agents wanna break into that. So number one, what is your piece of advice on, you know, getting into this type of niche?

[00:13:48] Lindsay Favazza: Um, what are the intricacies, I guess, of working with people within this niche as well?

[00:13:55] Tia Lilly: Um, great question. Again, I, that’s what keeps, that’s probably what I love about the niche is working with the people. They’re great. They’re just. Down to earth, great people. Um, it is definitely challenging to break in. I feel blessed because I had that web website, well, I still have it, a website that drives kind of Dr is driven by that niche, but I think, again, it comes back to what we’re talking about in marketing.

[00:14:25] Tia Lilly: You have to be super detailed. You need to, it’s the, it’s all in the small intricate details, and you couldn’t. You know, you set your mind to it, you can break in. We’re very, um, we are even, we don’t do a lot of advertising, but what we do, it’s like, once you. Say you work with a buyer that you, they help them buy a waterfront home.

[00:14:48] Tia Lilly: You just, you do a great job. Learn what you can go, if I can ever be of help, reach out to me please. Yeah, great. Easy to find, put. Yep. Um, cool. I pointed in the right direction. Yeah. And just the first times and just, and keep in touch with them because that’s where it all starts. It’s, it starts, they, you know, it starts with them and doing right by them.

[00:15:11] Tia Lilly: Just focus on that. That person and then what you, you know, if they have friends that wanna come here, they typically do. Or family. That’s where I really get a lot, most of my business is referrals and friends and family. So I don’t do a ton of advertising, but That’s great.

Marketing Luxury Properties: Capturing Emotion & Personality

[00:15:28] Lindsay Favazza: So tell me, what is a typical marketing package for one of these types of listings for you guys?

[00:15:36] Lindsay Favazza: And then what’s maybe a, a. A home or a property that you went like and did something different, like, ’cause I know that, you know, we all watch some of the crazy television shows, which are not reality. Um, so the reality shows that are not reality at all, but like, you know, I know sometimes a property requires something a little bit different, whether it’s something different in like a video or something, something different.

[00:15:58] Lindsay Favazza: So what is kind of your typical marketing package for your listings, and then what’s some time that you’ve maybe done something a little bit different?

[00:16:05] Tia Lilly: I think each house, that’s what’s so fun. Each house is unique, right? Mm-hmm. So especially what it has to offer, and that’s what it is, is capturing the emotions of that house and the personality.

[00:16:16] Tia Lilly: So it could be done in different, in so many different ways. But if it’s a, like, for example, if it’s a beach front, you wanna, you wanna drive that drone down the beach so they can see, they can get the feeling of being there. Um, sometimes it’s just little touches that you do. It’s so interesting. I I, I’ll give you example.

[00:16:38] Tia Lilly: Um. We spent, you know, you know, you spend money, we all do marketing, any house for that matter with drones and professional photography. We do a lot of like tweaking. On the staging. We have an interior stager on our. On our team that comes in. But so we put all this effort and time and, and into the presentation, and recently I just wrote summer 2024.

[00:17:06] Tia Lilly: This was at the, this was like before, like right before the summer, summer 2024 in the San, our photographer took a picture of that and that got more hits and more people enjoyed that. And it was just not even the, yeah, just, you know, just a.

[00:17:24] Lindsay Favazza: Something so easy, simple,

[00:17:25] Tia Lilly: and easy, but it was eye catching different.

[00:17:27] Lindsay Favazza: Yeah. So I love that. I mean, and that, that was, uh, took all of three minutes. It was just interesting how it’s sometimes in the small details.

[00:17:36] Tia Lilly: It is. It definitely is.

Website Strategy: PropertyCapeCod.com Success

[00:17:36] Lindsay Favazza: So that’s great. How, um, you know, overall how do you market your business? Like how, you know, you mentioned your website, so what is special about this website?

[00:17:47] Lindsay Favazza: What is it that kind of attracts people to it? Um, and then what is it that you do to kind of keep it up to date and like, what are some of that, you know, what, what are some tips that you have there for those people?

[00:17:58] Tia Lilly: So we always, the, so the website is constantly being worked on. We like to have it where it is easy for, easy to use.

[00:18:06] Tia Lilly: And that the pictures are large so that people can scroll through. Everything is, everything has got continuity to it. So you’re not having small pictures, large pictures turned this way, turned that way. So it’s, it’s definitely, um, and, and we try to get information out there that can be useful. So if somebody comes on and wants to take a look at different things and, and tools, but we do spend quite a bit on our site, which is also.

[00:18:35] Tia Lilly: We utilize that for so many things when we’re on a listing appointment, um, buyers even. So we get, we do get a lot of compliments on it and how easy it is to use and, um, yeah, it’s beautiful.

[00:18:45] Lindsay Favazza: It’s property cape cod.com by the way, for everyone, everyone listening and watching property cape cod.com. So thanks.

[00:18:55] Lindsay Favazza: Take a peek. But yeah, it’s a beautiful site and it looks like you have. You know you have properties and then you have your cell and your buy tab. And your search tab, which is all pretty typical, right? Yep. But then you also have this vacation tab. So you all obviously are putting time and effort into like vacation rentals as well.

[00:19:12] Lindsay Favazza: Is that something that your team focuses on? We do. So

Vacation Rentals & Investment Properties: Finding the Right Fit

[00:19:16] Tia Lilly: we, and I think you see now more than, more than ever, more so in the last few years, it’s becoming, growing, investment, right? Real estate is such a great investment. So we, we have a lot of, like, a lot of investors that want to enjoy their home for a week or two, but then they also want to, uh, max, you know, have it make some money on it.

[00:19:37] Tia Lilly: Why not? We protect the home. It’s that. Big part of it. And we also rent it out. We do short term rentals. Yep. So vacation rentals. Yes. So I love that. Yeah. So it’s fun. It covers a wide, wide variety. Um,

[00:19:51] Lindsay Favazza: and uh, yeah. Is there anything different about the sales process when, you know it’s someone who is buying it to use it as a, you know, income?

[00:20:00] Lindsay Favazza: Absolutely. Like what is it that you’re looking for for a property, for someone who is looking for an income producing property?

[00:20:05] Tia Lilly: Absolutely. Um, it, it’s so important, the location. Um. It, it’s, and it’s, they’re not every day they come up, but it, it’s location, location, location. You have to be, it has to be something special about the property more so now we’ve gotten stricter and selective of what will take on.

[00:20:22] Tia Lilly: Mm-hmm. Because it, it just needs to be, it’s a lot more competitive, as you know, right. In the rental arena, especially around short term rentals and especially on the Cape.

[00:20:33] Tia Lilly: Especially on the Cape, we wanna be respectful to the community, so we also don’t wanna be a part of renting something in a neighborhood.

[00:20:41] Tia Lilly: We, we have, we don’t feel that’s right. So, but there is a, there is a forum for it. There is a need for it on the cape so larger families can vacation to together and have a pla. We don’t have hotels or motels that can. Hold up, you know, 15 people in a house. So, yeah. So there is a need for it, but there is a place for it too, and I firmly believe that.

[00:21:04] Tia Lilly: So it has to be something special that brings it into a vacation and, and that I, I caution people, you know, out there working with buyers, trying to find that. We say no more than yes, and sometimes they’re heartbroken, but it’s, if you wanna buy the house because you love it and you wanna be in it, go for it not.

[00:21:25] Tia Lilly: But if you wanna make money on it and have it rent, a lot of times we’re saying, no, this is not the house you wanna.

[00:21:32] Lindsay Favazza: Yeah, you gotta not only appeal so broadly so that you can get as much, you know, rental as possible. It also comes down to the dollars and cents, like how much are they actually gonna be able to rent it for.

[00:21:44] Lindsay Favazza: It comes down to, you know, like you said, location is so important. ’cause they may wanna be walking distance to some of the stores and some of them downtown area, you know, or the beach. So yeah, it, it’s, there’s so much to consider. That’s why I ask. ’cause it’s gotta be. Kind of a challenge to find just the right place for someone who’s looking to do that.

[00:22:02] Tia Lilly: It, it is and it is a challenge. And if you, and if you can stick to it and put your client first, and I know we all wanna make money. We need to make money, but you’ll win so many, much more business in the long run by just telling them, no, don’t buy this house.

[00:22:17] Lindsay Favazza: Yeah. But if they buy the good one and they make it, guess what?

[00:22:21] Lindsay Favazza: There’s probably more income in the future. They’d probably wanna buy something else. So. You know, that is the benefit is get them into the right house so that into the right house.

[00:22:29] Tia Lilly: And I know your audience. Um, there’s probably realtors listening that come over to the Cape to sell. I’m really happy to help out, like get, they’ll call us and say, Hey, is this a good one?

[00:22:41] Tia Lilly: How much would this rent for? What could my client rent? If you don’t have a company that you’re doing rentals with, we’re happy to. You know, res we’ll always respect the relationship and, um, and, uh, give you advice. And that’s up to you how you wanna handle it from there. We think it’s, yeah. So, yeah.

[00:23:00] Lindsay Favazza: That’s awesome.

20 Years of Lessons: Communication & Follow-Up Are Key

[00:23:01] Lindsay Favazza: So we’re getting close to the end here. Yeah. So one of my final questions for you, it might not be my final, but we’ll see. Um, but I wanna know what is, you know, you’ve been in business now, how many years have you been in business? I read 20.

[00:23:14] Tia Lilly: Uh, yeah, I’m al uh, almost 20 years on my own for eight though. Yep.

[00:23:19] Lindsay Favazza: So in your 20 years of experience in this industry, yeah. What is the one thing that you wish you had known sooner? What is the one lesson that you wish you had learned sooner? Or, you know, what is the biggest thing that you’ve learned over those 20 years?

[00:23:33] Tia Lilly: Great question. Um, so much, but I, I think, I think I’ll, I’ll touch on two, two things that I think are top, and if I could go back and do it again, I would.

[00:23:43] Tia Lilly: It’d definitely be better in these two areas. Um, and it took me a while. One is communication. It’s so key to commu. You might think you’re over communicating. You cannot over communicate and just update people. Keep them in the loop even when there’s nothing to say, say something. So they just appreciate it so much.

[00:24:06] Tia Lilly: It goes a long way. Yeah. And the second, and, and it doesn’t matter if it’s a, it’s a. Fellow, associate, realtor, whoever it is, just keep that communication. The other, the other area. There’s so many tools out there right now, and even 20 years ago, there’s more so now, but the follow up, and that’s part of the communication.

[00:24:26] Tia Lilly: The follow up is such a key. I, if I could go back and do it over again, I’d be so much more organized and would’ve, there’s so many great systems that you can use. You talk to somebody, get ’em into your system, just get some kind of communication where you’re not always having to pick up the phone or there’s just so many different ways and I, um, there’s a lot I would’ve that it makes a huge difference.

[00:24:54] Tia Lilly: It can just be another 10, 10 sales in the year by doing that. I think there could be more than that. So yeah, I love that. Just the follow ups key.

[00:25:01] Lindsay Favazza: That’s great. Communication and follow up. I can’t agree with you more about the communication and it, it is so important. I think agents are like nervous because they think, oh, I don’t have anything to tell them.

[00:25:12] Lindsay Favazza: Yeah. But they just want to hear from you even if you don’t have anything. I love that you said that ’cause we talked to our agents all the time about that. It’s just make sure that you’re having a touch. Point, maybe they just wanna like air their concerns or they just wanna talk to you and, and be able to know that you’re still doing what you’re supposed to be doing for them.

[00:25:28] Lindsay Favazza: You know? So that touchpoint is so important. I think that’s a really great lesson. Yeah. Thanks So.

Final Advice: Find Your Strengths, Passion & Niche

[00:25:28] Lindsay Favazza: I guess this is now my last question is what piece of advice would you give to agents that are out there? Obviously you just mentioned communication and follow up, but what would you, what kind of advice would you give to the agent who’s listening right now that really wants to take their business to the next level?

[00:25:51] Lindsay Favazza: Like what, what can they do to really, you know, grow in 2025?

[00:26:00] Tia Lilly: Mo my advice would be is to sit down with somebody that knows you really well, um, that you can list what are you really, what are you great at? This is what I love. Uh, ’cause I’m more of an introvert. I am not out there passing out my card. I have wonderful agents that do that.

[00:26:18] Tia Lilly: I admire them. It’s not me personally. So I sit down with someone, you know. That knows you. Well figure out what your strengths are. We all have ’em. We all have gifts and talents and what are those May, and identify maybe some of the weaknesses that you have as well, so you know those and figure out how you can, and, and also more importantly, what are you passionate about?

[00:26:43] Tia Lilly: What drives you? What do you like about the business? Like I’m always. I always recommend, it’s so great to have a niche. You’re not gonna miss out on anything. It’s just what your specialty is. And I think you can attest to that too, Lindsay, right? Isn’t that so much easier to market an agent when they have a niche so much easier?

[00:27:02] Lindsay Favazza: There’s focus. There’s a focus because you’re not gonna appeal to everybody. So having that focus makes it so that you can really talk to that person and their needs. So yeah, completely agree. And you stand out, right?

[00:27:14] Tia Lilly: It’s, you’ll stand out, but you’re not gonna miss out on anything. This doesn’t mean no one’s gonna call you.

[00:27:20] Tia Lilly: This is what you do. So I would, I would say that, and then to just find out like, how do you, how, what is your communication? How can, what are, what are your strengths to go out there? For me, I’m an introvert. I’m not gonna personally run around to, you know, throwing my card out and talking, but that’s okay.

[00:27:38] Tia Lilly: You can find what works for you. That’s what’s so fun about this business. It’s not. One, right? Not, it’s so many different ways to go about it.

[00:27:46] Lindsay Favazza: There’s so many different ways and so many different personalities. There’s been people that I’ve met that I’m like, you know, they’re brand new to the business, and I thought to myself, oh, I don’t know this person.

[00:27:54] Lindsay Favazza: They seem too shy, or like, they seem too quiet, or, you know, this might be hard for them. And then all of a sudden they’re absolutely crushing because maybe they are shy, but they’re really good at like caring about the customer and putting them f, you know what I mean? Like it, right? You never know what kind of personality is going to do well in this business.

[00:28:12] Lindsay Favazza: All kinds of people that are realtors, so,

[00:28:15] Tia Lilly: right. And that’s what I try to look for in my team, like to identify where their strengths are and kind of guide them toward that so that they can flourish and excel. And I find myself in that role more, which I also love. So, yeah, it’s fun to,

[00:28:30] Lindsay Favazza: well, I love that.

[00:28:31] Lindsay Favazza: Thank you so much, Tia. This was so helpful. I wanna make sure that everyone knows that. If you are a realtor that’s, you know, in and around the Cape area and you wanna talk to Tia and to pick her brain, she, like we mentioned earlier, is more than welcome to do that. So here’s your, your thanks, Lindsay. Yeah, absolutely.

[00:28:50] Lindsay Favazza: Instagram and Facebook link. So feel free to reach out to her. Um, this has been absolutely awesome, Tia. Thank you so much. I feel like we could have talked for another half an hour. I know.

[00:28:58] Tia Lilly: I would love to pick your brain more too, like you have so much to offer, so thank you so much for having me on. It was a pleasure.

[00:29:06] Lindsay Favazza: Thank you. Thank you so much. Maybe I can be on your podcast when you start one and we’ll do that. Okay. I love that. Awesome. Thanks everybody for listening. We really appreciate you coming back week after week and like Tia mentioned in the beginning. Awesome, awesome guests. So if this is the first episode that you’ve listened to, make sure to go back there is, we’re on season four right now, so we have over 60, 70 episodes with all different people from all different parts of the business, all different parts of the country.

[00:29:35] Lindsay Favazza: We even have some people on there, um, in Canada and so on. So definitely go in and listen and, and look at all those other episodes. Thanks for coming back each week. We really appreciate it and we’ll see you guys on the next episode of the Agents who crush it in real estate. Hi everybody.

[00:29:51] Podcast Outro: Thank you for tuning in to the Agents Who Crush It in Real Estate Podcast.

[00:29:55] Podcast Outro: If you enjoyed today’s episode, share it with your friends and colleagues and leave a review on your favorite podcast platform. If you’re interested in being a guest, email us at info at crush it in re.com. Thanks for listening, and don’t forget to crush it in real estate.