Staying Without Selling Out

0:12 Okay, so we're here at Ski and Sell Out Again, and we're continuing our theme with Christie's brass. And today we get the luxury of interviewing Molly Crosswhite, who is my sister, and she's been in real estate for the majority of her professional life. And she built the team selling the slopes with Rachel Retzer, who was on before, and because I know way too much about Molly, and this podcast kind of leans into the who, not as much the how. You know, a lot of real estate podcasts kind of lean into how do you make the most money? And that's not really where Lauren and I come from. We tend to lean into who are the people behind the business, how did they end up here? You know, just kind of trying to get to know people more than the practice.

1:04 So I'm going to let Lauren ask a lot of questions today because not everybody wants to hear the nuanced, you know, relationship between you and I. We might get into that later if you want. You might want to hear that. But you're going to introduce yourself. Oh, yeah. No. Yeah. Yep. Yeah. So it's Max Doylene and Lauren Androsa with Ski and Sellout. There you go. A little too late, I guess, but I figure by 11, episode 11, they should know us better. Late than never. Better Late than never. And yeah, we're going to try and keep it to an hour because Molly has to go do some more work today because she's busy, and Lauren and I'll sit around and try and be busy. Yep. Okay, my turn.

1:46 Your turn. Come on, Randy. Okay, well, you probably know this, but I always say how we got to this podcast was because I'm coming from such a different world that I connect this way. This way is more important to me. I want to know why people show up the way that they do. What has gone on to make you be in the place that you are, make feel the way you do all those things. And so I want to go back and talk about. So obviously you grew up here. Yep. In a very different town than it is now, that's for sure. And do you think. I mean, where did you. Maybe we start with, like, college age? Sure. Did you leave Utah? Yeah, I did.

2:32 So I went to school in Southern California, Chapman University. And so I. I ended up graduating in three years, and I came back to Park City and Matt's. And Matt's my dad. He was very strategic on that front. So he had. It's kind of funny. So I think about it now, I'm like, God, I could do that to my kids. He deliberately, he'll tell you, he's like, yeah, I made sure you guys had homes here because I wanted you guys to live where I live. And it became a really, I mean, a natural place to return. So one of the developments he had built, Blackhawk Station. At the time, Mats and I were college age. And so he was able to gift us a house each.

3:14 And then that was kind of set the foundation for my. My whole world in real estate. So I rented that house out to the developer, what was one of their, you know, Max. And I had this steady income from the developer was their model homes. And then I would use that money to pay for my own rent, to pay my utilities and pay for my groceries and all the things. And, uh, it was awesome because I do, you know, feel like I learned a lot of those things that people don't learn until they're forced to, which is usually much later. Sadly, right now I've learned that the first time home buyer age has increased to somewhere in like the early 40s today. Yeah. Yeah. So if you can imagine. I mean. Yeah. So anyways, I feel, you know, of course, blessed in many ways. But so because I had that property here and I had met Chris, my first husband, right when I got to school, I was 18. We got married that summer when I was 21. And babies. Babies. We were babies. We had a house here that we could live in. We both had jobs. My first job was with a commercial real estate firm. And then I also was hosting Parksby Television. You were? Yeah, which was. I studied broadcast journalism. So, you know. And then Chris was also working with that. I think it's called Nutraceutical. I don't know if it's still around, but, you know, like one of the LV corporations in town. And. And so we kind of started our life here. And it was. I mean, Park City is an incredible place to. To live, but I definitely think having that house is what brought me back here. Yeah. No, you're. I mean, your dad is so smart.

4:47 I. My husband and I talk about it all the time. We're like, what can we do so that if our kids want to come back, they can, because it's complicated. Well, there's. There's the interesting note there. Just so that we have some familial. Yeah. Insight is dad didn't really want to write any checks to us for bills. He just didn't want to know. He's like, go deal with your own crap. But he knew that neither of Us were probably going to go out and wash enough dishes to really cut it and live here. And so at cost, right? At builder grade cost, he was able to build the first couple homes in that development, deed them to us, rent them from us for the life of the development, which, you know, I mean, that's what everybody call.

5:37 They call us all the time, both of us, or all of us, eventually, and say, I had a call from Deer Valley yesterday. They said, can you find us some affordable housing? And then we also have this group that wants to, you know, they want to buy a project that's, you know, already leased up. It's in the black, and it's cash flowing. And I said, yeah, you and every other person with money in the world wants that project in Park City. But it is unique to have a father who was in development and set us up in a way where he actually got to kind of shed some responsibility by giving it to us, but then set that security in motion. And we both. I mean, we're sitting in my house right now that I traded that other house for this one. Right. And so there is no doubt that that is an element to how you and I and our family and Jake, you know, had another version of that that set us up in that way. And that is a luxury, and we don't want to discount how. How much that helped us. Right. Yeah.

6:39 And how unique of an opportunity that is. Yeah. Did you. I mean, I think some people don't necessarily think about this at a young age, but did you appreciate Park City. When you were young? Did you envision that you'd always come back, or did you think you'd land somewhere else? I don't think that I thought that much about where I would be in the big picture. You know, I don't think that I look at. My kids are that age now, and I don't, you know, like, I don't think they're thinking that far ahead. Yeah, quite frankly, you know, they're. I mean, they're thinking about, well, what kind of job do I want to have and do I want to live in a city or not? And I think right now, yeah, they're just thinking, I want to have some different experiences. And so I definitely don't think I thought that I would come back to Park City and be here forever.

7:22 I don't think that was something that I anticipated. But I will say, when I moved to Orange county for school, I do remember every time I'd fly home and I would, like, be coming into the Salt Lake Valley, and you're looking at these incredible mountain ranges. And I did like, wow, this place is beautiful. And I'm really lucky to live here. I really learned to appreciate the seasons because, you know, we didn't have that in Orange County. Yep. And so I think that my appreciation, like, for most things in life grew the less that I was here. And then when I came back, you know, it. It was something I really valued. And then I had my kids super young. And again, it quickly became clear to me that there's almost no other place in the country that you can provide that kind of an upbringing for your children. I mean, there's just endless things that we can do that are connected to nature. The school system is incredible.

8:21 The trail systems are incredible. All of the sports programs are great. It's safe. People are friendly. So, yeah, I think, like, as my life changed and the, you know, chapters turned, every new phase, it became something that I learned to appreciate even more and value. What has it been like? You have three kids. Yeah. What are their ages? Charlie is 22, Henry is 20, and Caroline's 18. Oh, my goodness. Yeah. Yeah. So I had a. I know yesterday, I mean, I had some young guys that were at that view thing, and they, like, thought I had a little, like, little babies. I was like, no, no, no. Actually, I was a baby when I had babies. And then they were. And then they were like, that's your daughter. Oh, my God.

9:09 They were not disappointed. I could see it in their eyes. I was like, back off, homie. Yeah. It'S pretty funny. Anyway. Yeah. Okay, so what has it been like? I have two kids that are 12 and 14, and this is. Tends to be a question I ask more, you know, selfishly. Yeah. Yeah. But what has it been like for you to grow up in this town and then have a, you know, a significant shift in growth and raise your kids in the town where you grew up? But it maybe. Did it feel like a different town for them? Yes. Like, I think that I would say, especially in the last seven years, you know, there's just been a big change. I feel like when I think of when Charlie was little, my oldest, you know, it still very much felt like everywhere I went, I knew people. It would be like, the same moms and the, you know, story time at the library, that I'd then go see a basin rec and that we would be on the same soccer team. And, I mean, it's changed a lot, you know, since then. So since, like, I just think since there's been a huge influx of wealth into the town.

10:19 Everything's changed. And so including kind of the expectations and lifestyle of the people that are raising their kids here. So I never thought twice about, like, the brand of shoes that I was wearing or even the. I don't know, we just didn't even. Max. I went to Roland hall and there was a lot of wealth there too. But it felt very different. Like I just. We just didn't think about those things when we were growing up here. And it's definitely a common thing now in a bad way. I mean, you see this all over the. All over the country and all over the world and. But yeah, like they're. I feel like we're much more assimilating with like bigger cities and bigger brands and bigger expectations.

11:03 Yeah. So it's. It's different. Yeah. Do you think that. I mean, you have a lot of high net worth clients that are coming from other places that maybe have similar behaviors to that stuff that you're recognizing now with younger kids. You know, it's interesting at. At the bar, I used to have people sit in front of me. And over the years you'd get groups of people coming in. And I remember sitting there one day and these two people were sitting in front of me and they were talking about how Park City is just not the same. It's just not the same. And I remember five years before, they were the people. Right. Their whole crew was in the corner store all the time. They were out on Main street and they said, oh, we went out to Main street. And just like, it's just not the same. And at the other end of the bar was the new crew.

11:52 Yeah. They were doing exactly what these other people were doing five years before. Do you think you grew through a period of time in Park City, or do you actually think Park City has had a marked change, or is it your change? Because I recognize that I see a lot of families around. My kids can go ride the bus. They bump into everybody. They have the experience that you used to have. I'm curious, selling real estate, having new and different clients come through town. Do you think the town has marked change or is it you? I think the town has changed and I've changed with it. Sure. You know, but I always say to people I know a lot of the time, people who've been in the same place for a very long time, similarly opposed to change. Change is scary. I don't care what you're talking about in life, People don't really like change. Yeah. And. But like, for me, back to No, I don't think I ever thought I'd be in Perk City forever. And if it hadn't changed and evolved the way that it has, I don't know that I would still be here. Cause I think I'd probably get bored. Might not be enough. Yeah, yeah. So.

12:56 And I, I really feel this way. Like the people that we work with, it's a really incredible people. And I feel like, you know, I have learned, I learned so much. I mean, these are people that have started huge publicly traded companies that manage huge VC funds. They're so well educated and well traveled. They're kind. You know, I've learned, like, in my experience, the most successful people I work with, they value my time the most too. And they're busy and they're experts at what they do. And they're like, I'm not going to try to tell you what to do. You tell me what to do. I mean, it's pretty, it's a pretty remarkable dynamic that I don't think everybody would expect or anticipate.

13:39 So I feel like there's a good evolution that has occurred, even for me, like the influence of these new people over me and the introduction to different ideas and different standards and different expectations. I think, you know, I, I, I think I benefited from it. Yeah. Okay. Something that comes to my brain in the world, of course, work. So I've always, I've always worked with having kids and it's been something that's important to me. And also really hard. Yeah. Yeah, hard. It's hard to do it all. You know, I think I have this, I've had this conversation with both my parents, but especially my mom in the last probably 10 years where I'll call her in that moment of like, oh, shit, like, how are we going to do all this? You know, I'm like, mom, how did you do this? And she's like, we didn't do it like you guys doing, you know, like, my, my mom went to law school when I was four. I'm the youngest of three. She got her law degree when I was four. It's amazing. She's, she's incredible.

14:40 And she's still like, we didn't do it that way. We, like you all are way more emotionally aware, invested. You are engaged in different ways, you care about different things. You have to, I mean, just having to drive your kids everywhere. Like when I was a kid, you stayed after school, you went to sports, you're at home, you figured it out. Yeah, yeah. That has changed. That's changed for sure. Yeah. And. But I want to, I want to hear more about. You have had this incredible career while raising three kids. Yeah. And being in a long term committed relationship. And you know, there's all these layers to your story.

15:22 How have you felt about being A, a woman, B, a mother and a partner and all these things. And I'd say a relatively fast pace. There's a lot of pressure at moments in the career that you've chosen. What has it been like from the female perspective to live in that? Okay. No, I would say that I don't think I ever. This could be like a naive thing from when I was younger or again, like being raised in such a great place where I didn't realize, you know, that there were lots, lots of discrimination that was occurring. I feel like I, you know, so I. So when it comes to like being a woman and working, I would say that that's been, I feel like a really, it's been really powerful. Oh, good.

16:17 Specific to real estate or. Yeah. I just feel like we've like, you know, historically kind of been in a male run world and we're very much oriented right now to like this isn't that everybody. Everything that we're talking about in community is about acceptance and equality and, and so I think it's like for me as a woman, I've been treated really, really well and been given a ton of respect and consideration. I've never fallen. My gender has been a reason why I haven't had an opportunity. And actually this is kind of a strange thing. And I, I could be wrong about this, but I had a handful of like, very, very wealthy Mormon businessmen that I represent.

17:08 And it's interesting because I talked to other men in our business and they're like, no, no, like the, you know, a lot of the time these people, they stay within like their social circle and they're working with their friends and neighbors that go to church with them. And again, I'm not trying to like say anything that's like politically incorrect here, but I feel like historically that culture, the women did not work. And so there was something non threatening about working with me as a woman versus a man that wasn't in the church. And so it's just been interest. Like I feel like they, there's just been that. That has happened a handful of times and. Yeah. Not something I would predict.

17:49 Yeah. If you were to write it down. Yeah. And again, like, I can't say they didn't say, hey, we're working with you, totally woman and you're not man. But then I'll talk with, like, other men. That would be, like, my competitor. Like, maybe they'd be up against me in a listing or something. They're like, oh, I'll never get. I'll never get that. Because he always lists. They're going to go with so and so who he goes to trips with on Sunday. And then, lo and behold, they could meet. And I think there is something about the fact that I'm not a man, that they're not breaking, like, that maybe unspoken rule. I don't know. There's also, like. And this will be the brotherly piece that comes in not. Not because of being a brother, but just from knowing you for so long. There also is an element of, like, your. Your magic. We call Christine Granny's. Her pixie dust, right? You have a certain thing about you where you're like, I'm not going to accept no as an answer before I even start. Like, you're going to roll in and say, make them say no. Like, you're going to take that swing. And I think a lot of times that garners a certain level of respect and you make people actually answer the question rather than just telling yourself the same story that everybody else has told themselves.

18:59 And I think you and Rachel have a unique capability of doing that that a lot of people don't have. I think maybe our family has a little bit of that, right? Like, we just don't roll in and go, this is a no. Because it likely is a no. We're still willing to ask. And so there's a nugget of that in there. And also, you don't roll in and go, I'm a woman. Give me this opportunity. You roll in and go, listen, this is how we're going to do it. And I've seen your presentations. They're better than most, if not all. They are better. They are. And a smart person is going to recognize that difference. And then the other piece that you talked about earlier, you told us a little story about your perspective in the area.

19:44 You grew up here, you rode horses. You. You can read people and identify the elements of them that are important. And whether you like it or not, that's a superpower that you have. Cool. Maxwell. Yeah, I think. I also think, honestly, just. I don't think about gender. I don't think about it when I'm hiring somebody. Or I may. I mean, when it comes to intellect and ability. I mean, sure, maybe if it's like a physical skill set that I need, then maybe I need a man or somebody that's stronger. But like, other than that, it's just who's going to be best at the best at the job and who am I going to connect with the best. And you know, I love working with all of them. I really do. I love, I. The best thing about this business is you do have an opportunity to make really close connections with people that you would never otherwise. Yeah. You know, and again, that's like back to the growth. Like it helps you grow as a person too. You know, you do, you learn. You know, you might have some preconceived notions about the way people from a certain area with a certain lifestyle, with a certain political perspective, whatever, behave. And then, you know, these people are incredible. And sure, we don't have to align on any of those other fronts, but I can still really value and appreciate them as human beings. And then like there's a lot I can take away and I can share stories with my kids and I think it helps them be a bit more like well rounded when they're heading out.

21:10 Into the world too. Yeah. Okay. How long have you been in real estate? Well, right after I graduated college when I was 21, so that would have been in 2001. So when I first got my real estate license and I did work for a commercial real estate brokerage, hauliers. And so I did that. It was very rough, it was very boring. It did not light a fire whatsoever. I wanted to do real estate. Like I remember this guy who I worked for, he has since passed away, but he gave me like a thousand page manual for like a printer, copy, scanner, fax machine. He's like, here, study this. And I'm just like, what? Oh my God. Like this is just miserable. So thank you. So I did that and like I said, Park City Television.

21:58 I ended up getting pregnant with Charlie one year after I graduated and got married. And then so, you know, for the first time fight. When my kids were little, until Caroline was two, yes, I had my real estate license, but I was really focused on, on the kiddos and, and then I went into property management. And that was again an idea that my dad. I started working with Paul Benson actually before the property management. And he's a good longtime friend of mine and he had a really, you know, his, his career was really growing quickly. And this was like in 2007. Well, no, 2009. So this is when like things that slowed but then worked.

22:38 And so I started working with him. But the kids were still so little and I felt kind of Like, I didn't have the flexibility that I wanted with them. And so I remember after a while with Paul, I was talking with my dad and he's like, you should focus on this property management. The family owns so many different rental properties around here. When I say family, it would even be like my cousin Jake's wife's sister. Okay. Like, I would manage her property and like, whatever. And it allowed for so much flexibility. So what I would do is just help find tenants for these long term rentals. And I would charge half of one month's run up front. I would get a hundred bucks a month for each property that I managed. And if there was any, like, issues, I would be the one picked up the phone and I had the rent go directly to the owner. And it was pretty. But it was, it was great. Like. But what happened is as that business started to grow, you learn pretty fast there is a conflict with property management and real estate sales because you can't be stealing, like, if you're a property manager. I, as a salesperson don't want to send you, Mr.

23:46 Property Manager, my client, and then have you take my client. Right, right. And I started understanding that there was going to be a conflict and I wanted to do sales. There's so much more money to be made in sales than in residential proper property management. And my kids were getting older, so I just made the choice of, I'm, I'm gonna leave the property management part. I had already established a pretty good clientele from those rentals and then that's what kind of shot my sale. Yeah, the sales were. Yeah, that's great. Yeah. Okay. So it's still, I mean, it's a long time that you've been. Yeah, a long time. I mean, I would say though, okay, so it goes full circle. So after.

24:27 So Jonathan and I got married. So Chris and I divor in like 2000 and like early 2000, end of 2010, I think. And. And then of course, you never really want to get into business with somebody when they're going through a divorce. I'll tell you that. Rachel and I did. Why? Why? I just like, look back, I'm like, man, you're both a mess because. Was she divorcing at the same time? Yeah, that's how Rachel and I liked it. Going through. Yes. And like, so we bonded over these, like, life changes. We were both super young moms. We ran together all the time anyway. That's amazing. Yeah. And so we were doing the property management.

25:08 She. We were doing that together. And then you Know, there was a few years that I actually got my life and health insurance license, and that's the business that Jonathan was in. And I'm still doing some real estate, but not a ton. And we moved over to Midway and the kids weighed six kids between us. It was insane. Yeah. And they were in school, Roland hall and a judge. It was just a ton of. Yeah, it was insane. And. But at the same time, I was, like, motivated to. To be making money. And I did decide I didn't want to. I didn't want to, like, do the life insurance, health insurance thing that Jonathan had going on. And actually the table shifted pretty quickly where he was like, I think I'd way rather do real estate with you.

25:48 There's all sorts of variables behind that. But he's like, hey, let's help people live rather than die. Okay, so good narrative. Yeah. So we moved. So back to Paul Bedson. I called Paul and I was like, hey, we're moving back to park city. This was 2016, and I want to jump back in, like, hardcore. And I'd been working with Jake at Glen Wild, and it's great. And I would do a here and there, and, you know, I had my, like, clients that were also close friends, but I was definitely not, like, going hardcore. And so Paul's like, perfect, because I need you to come and run my office for me. Because he was looking at expanding. I go in Volkers, and so I'm like, I'll do it. So he paid me a salary, I had benefits, and I could do all my sales. And I mean, it was the most exhausted I've been in my professional life, I would say, because of the age of my kids and the amount of work I was doing. But. But I learned so much too.

26:42 Like, I learned so much about everything that's happening just behind the scenes and on a brokerage front. And I learned things that I had never spend any time really getting to know, even everything from, like, the marketing platforms and how to best connect through all these other global networks that you have and all the things. Right. So I did that for a couple of years. And so honestly, like, I was super burned out. My sales were just blowing up. Mm. And so then I was like, I can't. Like, I can't do it. I can't do the management thing anymore. And so then that's when I went full blown sales. So I. I mean, but yeah, I would say 2016, 17 is when I really went. And that's only 10 years ago. So, sure, I can say I'VE been doing this for 20, but really it's 10 years that, like, I have been able to go from maybe making. I think that I. I remember sitting with Jin Lee. He's a good friend of my dad's and Max, and. And I think at the time I was like, jim, I'm making, like, so I can make like $150,000 that year, so whatever that means in sales.

27:45 And I was like, but I want to do, like, I want to do more. And that was like, maybe that was that year, you know, and so, you know, from then to now, it's been like a huge. I mean, it's just been. It's been really incredible journey. Yeah. And you're. So when did. When did selling the slopes start? So that was you and Rachel? She was teaching. She told us her story. She needed to get some st. She went and taught for a little while. She came over. She had a marketing background. She had been in real estate a little bit. What year was it that she came over? And I remember this because you were like, well, I'm not just gonna. I've been busting my ass. I'm not just gonna give up half my business. And then she came over and quickly earned her way into unequal partner. Tell us that story a little bit.

28:29 So, okay, so what happened is, I think it was 2019. We'd have to. We'd have to look. But. Right. And so Rachel and I had always worked together, even while she was teaching. And in the summer she would work with me. So we'd always had this long standing relationship, but of course she was teaching. And so Chris and Rachel had me sell their house for them off of old Ranch Road. And it was during that transaction that Rachel was like, I want to do this with you again. Like, this is so much more fun than what other. She was just really getting burnt out on the other front. Yeah. You know, and she. I was like, okay. I'm like, but you have, like, you have to do it. Like, you can't. You're not doing this with me as a teacher. Like, I'm working 50 hours a week at least.

29:09 And so, like. Yeah. And I remember her saying to me, she's like, do you think that I can make $100,000 next year if I quit teaching? And I was like, non issue. Like, you will for sure be able to make $100,000 if you. I mean, I'm not giving it to you, but yes, you will be able to. So. And then she's like, how can I help? And I said, what I need help with, because I was. I was realizing I was at this point in my career, I was super busy. I had a lot of repeat business and I think I had earned a good reputation, like, amongst the realtor community. But I had not put any effort into marketing, not beyond just like, what's kind of available at your fingertips within the brokerage. And so I told her I was like, I need help marketing. Like, you can just tell me. I didn't make any promises of what I paired. I just was like. And I think she and I have that kind of relationship where she knows I'm not going to, like, take advantage of anybody. But I also knew that I would be resentful if I made promises and it didn't feel good in the end.

30:06 And so I was like, just help me market. So she just went balls to the wall and was like, we are doing social media and we're going to do this. She is so talented on that front. And we got her whole teacher database of all those kids she's taught. And then we started blasting the den. And it was nice because she was able to use all of my sales and, like, this is what we've represented in the last, you know, year. And this is da, da, da. And we sold this in your neighborhood. And, you know, and then these people had a really trusting relationship and adored her. And so it was. It was awesome. And it was really quick to where I'm like, okay, like, we got to a place probably within a year or so where she was bringing in enough business or her relationships combined with my experience broaden enough business, you know, that I'm like, okay, let's split it off. Yeah. And she mentioned that, you know, she had a lot of fun with that first part.

30:57 And you know, that you guys Hammond egg everything you do because you leverage each other's skill sets. And that that transition was really, you know, it was challenging for her because she had an identity. She had done really well in her other career. But that stability has meant a lot to her. And I know it has to you, and it's pretty cool to watch. Yeah. Yeah. I mean, I will say in the tiny little snapshot that I have right now, I was thinking about this actually yesterday. I didn't say it out loud, but I am coming from. I got to work with, like, people I. Women that are like, my dear, close friends that I love and respect. And I'm challenged by and am supported by all the things. And the hardest part about me leaving my job was leaving that And I've seen.

31:50 I've watched little snapshots, and I've seen you and Rachel together, and we had a lovely conversation with her. And I see that in both of you for each other. And I think that is something that people don't necessarily understand until they have it, how powerful and important that is. Even just in the relationship you have, people will go a whole lifetime without that connection with somebody that they care so deeply about. And for you all to be able to do this lifetime and work together and have that love for each other is very special. Yeah. And Rachel was like, yeah, we've never signed a contract with each other. She's like, we don't know. And. And honestly, that's. That's something that played into how Lauren and I came together, is just knowing that that's sort of a similar kind of energy that we have with each other where there's just like, look, if I'm feeling it, I'm gonna tell you that's it, and it's fine. And, like, having that level of trust and that tight and also, like, a similar type of communication.

32:50 Right. That really matters. You know, when you. Everybody has a little different version of that. But when you find your people where it's like, you're not going to misread a text message, you're not going to read into something. It's just, this is what it is. And you have a trust that's like, there's no BS in the background. This is how it is. You know each other well enough, and that's critical for a team to work in any environment. But in this environment in particular, because you're representing each other when you're in front of people. It's super important. And I will say, like, I think, you know, one of the questions you asked are, like, as a mom and as a woman and as a wife and all those things, like, how do you. It is tough. Like, it can be a very, very difficult balance. And having a partner is so key. You'll have times, like, you know, there are times when both Rachel and I are, like, so exhausted. We are both just working, and we're working too much. Like, it turned on how. You know, there will be times where it's just like, holy shit. But we just got to get through it.

33:53 But. But now we're working on, like, creating a better. Like, even if it means a little less business, like, we are okay with that because we want that work life balance. And I don't think it will be less business, quite frankly. I think that we have plenty coming in, and we have, you know, the right support. But also where we're like, hey, Saturday's a perfect example. There's buyers coming into town. And she's like, I'll do all day Saturday. But, like, Jack, it's her son's last. And I was like, listen, I'll do the first half. You meet me at lunch, then you take them. And then, like, we're trying to kind of. We do that stuff, but, like, be even more intentional about it and, like, saying, hey, you take. Just don't pick up your phone for this entire trip. Like, don't pick it up. Go for a weekend. And it does allow for that mental reset, because when you're here, you're on. Oh, yeah, you're on. And, you know, you should be on. I mean, I think people have. I had, like, an experience recently that was kind of funny. We were considering.

34:49 Chris and I were considering buying a. We're still considering buying a place in Dallas, and it would be for Caroline to live in, because events that are really expensive. And she's in this Highland park neighborhood, which is kind of like the Park Meadows, Dallas. It's like, she gets a spot. Yeah, that's in you. And so Highland Park. Anyway, it's just. I've gotten familiar with the real estate market there, and I'm like, okay, this seems like a pretty solid place to park some money. And. But through that, I have to be a little careful. I, Like, I didn't have the best. Well, there's really bad communication. I will actually say on the list, agents front. Because at first, I had just been like, hey, I wanted to reach out to this guy to get some answers, and it took days and days to get back. And then. Then, like, I found somebody that I know, and she happened to be out of town the entire time, like, on which she deserved to be a town. She's a mom. She's busy, whatever. So she kind of handed us off to, like, a subordinate that is definitely not as capable. And it was just, like, this experience of going, oh, my gosh. I went from being, like, really excited and motivated, and I started a Pinterest board for this place. And now I'm like, forget it.

35:52 Like, and, you know, and it was good. It's good to shift, like, put myself in that. I'm like, man, momentum matters. And so, again, having a partner, having someone there so that when you do lose your momentum or you do need that break and they can jump right in and still be excited for you and keep things moving like, it matters because I. They literally lost me on a million dollar deal. Like, I was ready to do it. I mean, Chris and I were ready to do it. And then it just took so much time to get the information that we needed. And it wasn't comp. It's stuff that, quite frankly, our listings come with you. Get a Dropbox link. The minute that you hang up with me, boom, here you go. You want all of the CCRs, HOA information. You want to know what the assessments are. You want to know any improvements that have been made?

36:36 Here's the lease agreement. That's stuff that, like, sure, it sounds like a lot, but we have that before we ever go live. Right. I still haven't gotten it. You guys. I asked for this stuff December 20th. It's great. Everybody teaches us something, right? It's fun to be on the other side in a way. Yes. I own. Yeah, well, okay. You touched on something that I think is important too, which is, I think about my dad and I talk about, you know, he's like, I'm good with doing something for five to 10 years, and then I get itchy. Like, time to do something different. And I mean, my perspective is hard right now because I'm like, swimming and the change and the transition. And some days, like yesterday I looked at my ex when we were driving around open houses and I was like, I have real weird energy. Don't think it's about you or about any choice that you're making. Just let me have this, you know?

37:25 And I do think that the company you keep. Yeah. Is really important in that because I think you. It is natural and normal and kind of expected for you. Do something. You've been doing this really hard for 10 years. Within those 10 years, I have to imagine that at some point one day you woke up and you're like, what the fuck am I doing? Right. But when you have somebody, is there goodness to that for you? Like. Like, you get the pie. Well, it's. It's fun. We have so much fun. Like, we are laughing all the time and like, I don't even know what we're talking about. I do really have so much fun. We're constantly giggling and, And. And that's the other thing. Like, it isn't the same as, like, other jobs. Like, there.

38:10 It's not like you're doing the same thing for five or ten years. Like, sure, you might be filling out the same kind of contract, but, like, everybody that you're dealing with is so different. The properties are different. The circumstances Are different, the location. I mean, everything changes. And so it does actually kind of. It's more exciting. Like each new buyer that comes in, I'm like, ooh, what's this one going to be? You know, and it's gonna be. Got people come in with a new baby on the 28th, and they were referred from somebody in Las Vegas and he sold his company. And it'll be really cool to get to know these people. Yeah. But have fun. Like, this is fun. You have. I think everything in life is better when you're having a good time and have a good attitude. I say that to my husband all the time. I'm like, if we didn't laugh as much as we laugh, I'm not sure we could do this. Everything can be. You gotta laugh. And they surround yourself by good people. And that's something that we've been super deliberate about with Christie's. And I actually talked about that today at the. The Keller Williams Heber. We did a presentation there and they had had some negative experiences with another brokerage. I won't name names, but hold on. I thought you said naked at first.

39:17 Wow, I didn't expect that. Bag. Keller Williams naked. Naked experiences. Negative. They talked about. Anyway. And so like what we have done. And I mean this like it's been. It's so impressive. Like it just. Everybody we are really serious about. We don't want people if you're. If you're an. If you have bad energy and a bad attitude. Like, we really. I don't care if you sell 100 million a year. We're not interested. We have turned down in the last six to eight weeks less. I think probably six weeks. Turned down a big, big producing team. And it's because none of us knew. But we had some weird energy, did some calls, got some feedback, and we're like, nope, it's not gonna happen.

39:59 Not gonna work. Would have been really great for our bottom line. Not gonna work. We do not want, you know, so keeping like, you know, not making about the money, but make it about the people in this business is keeping key in all thoughts. Well, that's been fun about this podcast actually because we've had primarily Christie's people so far. Is that is my takeaway. That is what I've experienced of every person that we've talked to is that is the through line for Christie's. Is the focus is what's important to me. That has felt good and yeah especially in this transition. But just in general, you know, like, I am in a stage in Life where I'm like, I don't have time for that. You don't. It's not like it does no good. It does no good to see. I mean, as a, you know, for.

40:50 I would assume that's been important to you for a long time. And to. To see what you all have built on that foundation. Like, it's been cool, good work. Because that is, I think, a foundation that will carry on to make sure that you. 15 years from now, 20 years from now, it's. Everyone's still feeling good. Yeah. Well, I think that that's also. It's really interesting to see that you guys recognized that there was sort of a need, a missing piece in the market, in the brokerage market. Right. We're interviewing individuals and kind of leaning into the who, not the how. Right. We're leaning into who are the people behind this business.

41:33 Part of our name is kind of leans into that a little. It begs the question, right? Ski and sellout. The sellout part really frustrated Jake right out of the gate, but then he came around. And it's something you've experienced here. I've experienced it. I've actually embodied it. Right. The idea of becoming a real estate agent in Park City, to me for a period of time in my life, felt like selling out. And then you start learning a little bit more about it, and then you start doing it a little bit. And the whole concept of walking a mile in the shoes and then looking in the mirror of your own judgment, which I've had to do undeniably, and now I'm doing it wide open. Right. I'm putting it out there like, yeah, I have been as judgmental about this industry as anybody. And then I start walking a mile, and then I start, you know, thinking about it through your lens or through Jake's lens or whoever.

42:26 And I recognize that it's just people just like any other business. And it's. It's super fun. Who's here? Rachel. Good thing is listen. Yeah, come in and listen. So that whole element of what does sellout mean to people in the industry? What does it mean when we talk individuals? But you have changed. You have clearly changed the narrative from what brokerage can mean and to your most recent story you just told us is if it's just about the bottom line, that's not something anybody's going to know. That this brokerage might turn down a huge top selling team in the market because they want to maintain a certain quality of experience for their agents that is.

43:20 That's really unique and that's necessary. But what I want to hear, because we're at like 45 minutes, so we'll be done really soon here. But what I want to hear is, do you have that experience and have you ever, like, looked at it other than the. We had a. We had a rough moment a couple years ago where I expressed my judgment and then I've had to walk that back over the last couple of years. Were you being an asshole? Of course. Of course. I live in that world of the devil. On one shoulder is always, can you be, well, the devil and the angel or whatever you want to do? Can you be authentic and not be an asshole? It used to mean being an asshole was like my calling card. And I've tried to shed that and look at this world through the who, not the how. And your. Your team at selling the slopes, our team at Christie's is clearly who you're leaning into it. It's really awesome. How.

44:21 How does that jive with you now? Like, do you even see it? Is it. It's all right. This thing cleans it up. But do you see that does that you off? How does that make you feel? Not really. Like, it doesn't. Okay. The only time then I would say we. I've experienced experience that, like, is when it's kind of interesting. And I don't want to stereotype, but there is generation that for a while there, like people that are maybe like 10 years younger than me that like, really tech oriented and seem to not value, like they kind of like they could do it better. It's kind of like when a homie had this big, you know, opportunity, they're trying to take this big role.

45:03 In the end, they're not doing it better. And it's just. It's like there. There's no service, there is no human connection. What you're talking about, like, the relationships matter so much. And so fortunately, you know, our market here, we are not really that. There's the people that we're working with here, they have been really successful on their own front. And they really value what we do. Like, they really do. It doesn't matter. He's started, you know, they're billionaires, you know, and they built that themselves. They still look to us for everything. What should I offer? How should we counter it? What do you think? And they look to you, you know, and so, no, I mean, I think the people that have chosen to work with us, they're choosing us because they respect us and they value what we bring to the table. And there are some instances where Rachel and I will be interviewed by somebody for a listing. It's usually a listing, never a buyer. I would almost say never a buyer. But where we go in there and we leave and we're like, you know what? Like, that didn't feel good because we kind of get the. Well, we're not going to pay you. I'm so you know that we're going to pay you if you bring the buyer here, I'm like, we're going to get paid with that buyer, whether you're the seller or somebody else.

46:22 So do you want us to bring them through here, or do you want to disincentivize people to bring their buyers through your. Because you don't want to. You know, you can start getting. So sometimes we have to have those hard conversations, but it's somebody that's respectful and they're willing to listen to why we think we're valuable and how we believe in our hearts that we're going to get them more at the end of the day in their bank account than if they were to use somebody else, a discount or nobody at all. So there's some instances where we actually just choose not to work with somebody, but it's pretty rare because I think at this level, it's all very intentional. It's very deliberate. We're never just happenstancing into a listing. You know, they researched us, they interviewed us on the phone, They've gone to our website.

47:03 Their. Their friend just sold with us and then become in and they're excited to meet us and. Or they refer to us. So I. I know that there is, I think, the stigma, honestly, like, you are the company you keep. Right. So I'm sure that when you were in that, like, bad. When I say bad or negative headspace about the business, then you're having those conversations with people who agree with you and. Or maybe didn't have too much of an opinion about it, but the nerves was really strong. And so it was a loud voice and they're like, yeah, yeah, yeah. I mean, we can all do that in any kind of topic with certain people. And it's. But my experience is that, like, everything, the people that are happiest and that are the most fulfilled with whatever they have going on in their life, they're also the most supportive and happy to see you succeed.

47:50 Absolutely. And so I feel like we're in a place where people are here because they can be anywhere they want to be and they choose here and they're happy. They're happy that they get to be here. They're happy that their kids get to be here. They're happy that they're in our car and that we're familiarizing them with these neighborhoods and that we're the ones selling their home and that we've got this video. We're doing. Funny social media. That they're happy. And so it feels. Yeah. And the negative is so easy. Right. It's a. It's the easiest path. It's the easiest thing to glom onto. It's everywhere. But what I hear you saying, and I think we both experienced through our life, is it's interesting to live in the town you grew up in and continually be proven right about staying.

48:30 That's been. That's been a really cool element to this. Like, I didn't want to be the person who lived in my hometown my whole life. You hear that about other places, and you're like, oh, bummer, you never got out. Right. But this place continues to sell us on it. And Lauren always talks about, yeah, try and leave. Like, when you leave, you recognize it. She left. And it's really hard to come back to because of the price points. And so it's a weird thing. We both have this. We live in our hometown, and I think we've both contemplated and tried to leave. And it's real sticky. This place is real sticky. Okay, we have to let you go. But I have one more. Yeah, yeah, that one. More fun. What do you want in your life in 10 years? In 10 years, I.

49:18 I would like to work a lot less than I am right now, because my kid. It's funny. It's one of those things when you have your kids young, they're like, oh, I'll still be so young when they're done with. When they've been raised. But then at the same time, well, you know, maybe other people that have kids that are, like, in college, they're 55 instead of 45, and they're at the very telling of their career, which means they're available. You know, it's easy to go watch the game and fly here and fly there and do whatever, and then there'll be grandkids and all those things. Like, so I kind of fast forwarded everything in my life by having my kids young because I still want to be able to go and go to the parents weekend and go do all those things. So in the next 10 years, I think, like, an ideal scenario would be that Rachel and I have established selling the slopes to a.

50:05 A place where we are Able to have more people working underneath our brand and really benefiting from that. I'm not looking to just, you know, pyramid scheme it and you're in and, like, no, but, you know, like, really, people that could represent us and fill our shoes and allow us the freedom to. To travel more and to spend more time with family that doesn't live in town. It's not all money motivated at all. Like, I. I think about that a lot. That's one thing in this business that's tough for people. It's tough to get out because there's always one more deal. There's always that guy that's like, hey, I'm gonna sell in six months. It's $5 million, and you are pushing 70. And you're like, well, that's one deal, and that's gonna bite. Right. And so that's something I think about a lot, and I want to have a. I kind of want to.

50:51 I want to be really disciplined on that side with. With not doing that exit strategy. Yeah. Because I. I just. I. It's very. I see it all the time. Those are really good goals, by the way. Molly. We have. I have the same kind of goals written down. I wonder if we have a similar upbringing. I do have. I do have sort of. Oh, gosh. Yeah, time. That's what I heard. Time and travel. Oh, time and travel. Oh, I can't travel. Oh, yeah. She's like, timeout. Max, shut up. Shush. We have the relationship where I can be shushed easily. Actually, every woman in this room can just shush me. I do have one question I haven't asked others, and I want to start asking, which is. And you guys are out there a lot, but is there something about you that. Let's say we send this podcast out to the whole Park City board of Realtors, and that's the first big, like, wave.

51:44 Is there something about you that you want those people to know that they don't learn by doing business or, you know, some of this. You're on social media a lot. Is there something that you'd like people to know that you're like, hey, guess what? I ride horses? Or is it. Or is it I actually love all of you? Or are you like, Christine, Granny, and you only have four people in the entire pcbor who she doesn't want to pick up their call? This is like the. You're in the circle, and it's like, okay, now you have to say a fun fact. Oh, God. And if there's nothing because you're wide Open. That's fine. But I am curious. Sometimes people just are like, yeah, you know what? I'm not actually that big of a, you know, I'm not that money motivated or I'm not that whatever.

52:31 I could tell. I mean, I don't know if this is something I really want everybody to know, but there's two things that come to mind. The first is that I'm totally overseeing, and that's the thing that, like, I don't really want everybody to know. Welcome to the family, Molly. That's somewhere. I'm like, I hear you. Oh, yeah, I'm with you. Okay. But that's, you know, and. But another thing that I do think that when you know, Rachel and me, when you know us well, you know, miss. But you don't know this if you are just an, you know, a person on the, in the board of realtors. I think that people think Rachel and I are much more alike than we are. We have very different skill sets, actually. I mean, we really do. And that, and that is what, like, creates such a special synergy.

53:15 And I, like, I'm like, social and I'm a friendly person, but I'm not overly friendly. I don't like, I'm kind of the person that's like, had to talk myself into going out. Like, I be just fine not going out. I don't really. And I'm, you know, so I feel like where Rachel is, like, so social and she draws people in and she really, like, values all that connection. And so. But I'm like a very, like, I'm very strategic and very analytical and like, that's just kind of my special sauce. Like, I. I constantly have, like, ideas running through my head of how we could problem solve something or structure something differently that will end up creating like a solution to a problem that we have. And then Rachel is like, kind of like the warmth and the sunshine that's drawing in all the kind of. She'll bring in all the people and then I'll figure out how to. How to solve all of it.

54:11 I love it, you know. Well, that's great. I like that. I like that too. But also, maybe I'm not. I'm not a bitch. That would be something I'd maybe say. Hey, think you are. I don't know. No, they don't think that. I don't think that. Sometimes, like, wonder if people, like, I'll hear. They're like, oh, I was, like, intimidated by you. Or, you know, and I'm like, I'm like, I'm super friendly. I'm not judgmental at all. Like, I really. I. Like, I. We might need to. That's a different podcast. That's therapy. Because I tend to think people think I'm an asshole, and you think people think you're a. And that we were raised by the same people. So I would say neither of those things. Things are true. And I'll bring Cammie and Jamie on, my two therapist friends. Yeah, we could have a whole.

54:56 We could have a whole thing. Molly, thanks for coming on ski and sell out. I think my session feels, like, maybe a little heavier than what you have in the other. No, no, it's pretty accurate. We're on point. We thought these things would all be really funny, and they've all been a little bit like this. And the feedback we're getting is that they're pretty good to listen to, and that's blowing smoke up our own ass, but we're trying to get. Yeah. So. All right. I will say thank you, too, Molly. It was really nice to learn more about you. It was good. Good strategy. How to ask the questions about me. Yeah. Molly Cross, white skiing. Selling the slopes. Ski and sell out. Selling the slopes.

55:36 All right, we'll talk to you again in the future. Oh, yeah, there's going to be music. Are you ready? That's it. Rachel's dancing. Same song. It's still here.