Across Oceans and Industries with Tanya Bugbee

by | Apr 16, 2024

Episode description
Tanya Bugbee is here to share her extraordinary journey from setting sail on a transcontinental odyssey to pioneering the high seas of the corporate world. Discover how Tanya’s early adventures on the ocean’s expanse inspired her fearless approach in navigating the turbulent waters of real estate and coaching, transforming challenges into opportunities. Her story is not just about the shifts from sailboats to strategy but a deeper revelation of what it means to take control of your destiny and steer with conviction towards your goals. Tune in to hear the essence of entrepreneurial spirit, resilience, and the transformative power of embracing change in life and business.
Timestamps

00:00:00 - Welcome Aboard: Dive into the 7-Figure Leap
00:01:37 - Charting the Course: Tanya’s Entrepreneurial Odyssey
00:03:33 - Sailing the Story Seas: Adventures of Entrepreneurship
00:06:04 - Sky High Ambitions: From Aviation to Real Estate Victories
00:07:15 - Gaining Altitude: Tanya’s Transition from Pilot to Property Pro
00:08:30 - Real Estate Runway: Navigating New Professional Landscapes
00:09:45 - Building Businesses: Lessons Learned from Aviation to Sales
00:12:10 - From Wings to Walls: Adapting Pilot Precision to Property
00:14:44 - Mastering the Market: Coaching to Top Realtor Status
00:18:01 - New Horizons: Transitioning to Full-Time Coaching
00:20:57 - Freedom to Coach: Breaking Corporate Chains
00:23:01 - Blueprints for Success: Expanding Influence with Broker Brilliance
00:26:22 - Steering Through Storms: Adaptive Strategies for Real Estate Pros
00:29:54 - Fortifying Foundations: Cultivating Resilience in Business
00:32:47 - Cementing Success: Utilizing Community Support in Tough Times
00:35:43 - Connect and Conquer: Finding Tanya and Flourishing Together

Episode transcript

Tanya: [00:00:00] I wake up every morning excited to do what I do and can do it from anywhere. So that's a big bonus. Plus yes, I was in the corporate world. think I made 80 per client per month. So it's just I'm making a lot of money for somebody else is private jet and stuff like that. So, yeah, and I love watching my clients.

Grow confidence. I love watching them switch from treating their business as if they're an employee, And we talked about it now they're the mindset of, no, I'm a CEO of my business. And watching that transformation is really cool.

Dustin: Welcome back to the seven figure leap. very excited to share another one of my entrepreneurial friends here. Tanya and I actually met on LinkedIn. So unlike a lot of my stories, this wasn't a. Person to person relationship or referral. I was probably consuming her content or she was consuming mine and we started commenting just grew to appreciate each other and ultimately she [00:01:00] joined, our flagship program, the podcast profits accelerator, and then we've stayed in contact ever since that she's been an alumni.

So, Tanya, I'm really honored that you're spending your time here with us and you have an amazing story. And the funny thing is I didn't actually know Tanya's story. Much of it, until after she was out of the program and then she posted something. I'm like, what, this is crazy. So we're going to get into her journey, which is really unique and fun but tiny, do you want to just briefly introduce yourself for the audience? And then we'll start unpacking your story.

Tanya: Awesome. Thank you, Dustin. I really appreciate being here and excited. And yes, I loved your program. I am a business coach strategist. I love helping my clients get to their finish lines and then a new one and then a new finish line, and we just keep on going.

Dustin: love it. And, while you work with a variety of people currently, you primarily focus on the real estate industry. Is that right?

Tanya: I do. my primary clients is because I've been a real estate coach, a realtor and a real estate coach for so many years. I don't even like to say how many years because it ages me so quickly. [00:02:00] Uh, so yes, anybody in the real estate profession, anybody that touches a home are my primary clients. And then of course, a lot of my realtors will give me referrals for other business owners. And so I have my others that I coach as well. Yes.

Dustin: as we record this, there's been some major changes in the industry. So kind of later we'll talk about. How do you deal with rapid changes and unexpected changes, which all of us deal with at some point in our entrepreneurial career? Like happening right now for a lot of your clients.

So I'm really excited to hear your advice when we kind of turned over to the strategy part, but for now, I would just like to unpack your journey a little bit more. I'm, personally very curious and hearing what, but also I think it's really important to reflect back and let our audience reflect back with you because it definitely informs the current why You've listened to some of these episodes. I love to just really understand why.

And sometimes people don't stop to think about that or look at their values and some of the vacuums and some of the things they've dealt with and what brought them to where they are in their current entrepreneurial journey and then really start to understand [00:03:00] why they do what they do and why they're driven to get up every day you know, Do what they do.

So I'm going to kind of give it over to you for a little bit, Tanya, and you can go back as far as you want. I don't know if it's childhood or high school or college or wherever you want to pick up and just talk about some of the adventures you've had in your life and some of the different careers that you've pursued.

Tanya: Okay. So I am going to go back to high school because of my top values is, being out of the box, creative. know one of my superpowers is my drive and I learned a lot of that and I look back at to what I. Yeah. Did. And of course I gave a lot of people gray hair with my choices.

My mom in particular, wanted to be president of the United States when I was in high school. So I applied to Georgetown university, got a full ride and I was going to go that path, become a lawyer. I was going to be back East. And then I met a guy, so it's like, blame it on the guy, right, and he was a bit older than me, about eight years older than me, and he had a sailboat in Australia, and so I hopped on a plane and went the boat on Australia with the thought that I was going to take a leap year.

And [00:04:00] that leap year ended eight years, that it was an eight year leap, so we're sailing and, was actually his brother's sailboat. He had a 74 foot sailboat in Australia. We hopped on, and then about six months later, we came back to the States, bought our first sailboat together, fixed it up, sold it.
Bought a bigger one, fixed it up, sold it, bought a bigger one. So that was my entrepreneurial first business was buying and selling sailboats at 17, 18,

Dustin: flipping sailboats, who would

Tanya: being sailboats. Yes.

Dustin: That's awesome.

Tanya: And then we'd go off, to sea. We'd go to the Caribbean and like, what are we going to do to earn money? And he was phenomenal at fixing things. So we'd stop at a Marina and he'd fix other people's boats. I was varnishing other people's boats I was really good at it, but being in the heat and, doing somebody else's sailboat wasn't really my thing. So I started writing for cruising world magazine.

I got rejected I got a full ride to Georgetown and my writing is getting rejected and like, well, you write really well, but you're not magazine writing. So I learned how to do it. And [00:05:00] back then, Forty, fifty years ago, forty years ago, magazine writing, we didn't have online courses, it was all correspondence.

So I had to time different marinas to mail things out, then get it back. So it took a while, but I was determined, right, to get this done. And so I did, I took a writing course for magazines, correspondence, and then my first writing got accepted, and then I just wrote for cruising world magazine and back then 500 an article was a lot of money.

So, that's my sailboat journey is I learned a lot in that eight years and my mom is obviously extremely devastated that I didn't choose to go to college and I'm, bumming it with some bum on a boat, but I don't look at it that way anymore. When I think about the things I learned.

Yes, it was kind of bumming it. I lived in a bikini back then. That was okay. and then he was a pilot, so he had taken some time off from being a pilot and we landed in Maine. again, I don't need to go through all the details, but we did land in Maine and we were going to an airport so that he [00:06:00] could go practice one and I get to fly often to stay current.

So it's like, okay, here's an airport in Oxford, Maine. Let's go. I'm going to go fly for a couple of hours. I don't think I chose to go that time. So it's kind of
hanging out. And come to find out, I heard that their manager of the airport was quitting and quit rapidly, like no notice. And I'm like, Oh, this would be great.
This would be so cool. So when my now ex landed, we just said, okay, let us take over the airport. Cause we knew we needed to get jobs, right? So we did. We literally landed into being, manager of this airport. So I learned to fly, I learned to fly. I got my pilot's license. I got my commercial license.

And of course I took over the flight school portion of the airport and he took over the maintenance department was, you know, painting planes, fixing planes. That was his division. And mine was the flight school and I loved it. It was amazing to watch people get their license. I mean, it was amazing that I got my license.
that was never a dream of mine to get my pilot's license took a lot. lot of [00:07:00] men in Maine weren't happy that a 26 year old was learning how to fly female, so they did everything they could to sabotage me.

And so I just fired him and found a new flight instructor, fired him and found a new flight instructor. And I took three. Before it stopped, before they stopped caring that I was a, young female learning how to fly an airplane. The Me Too movement wasn't there back then, but it should have been.

Dustin: were dealing with a woman who intended to be president, know, the first female I'm already picking up a theme as, you see opportunities and you just like jump. It's like, well, I could do that. I could go to Australia. I could, renovate sailboats. I can get a gig as a magazine writer and have to time when I send the submissions in to know when I'm going to get them back before we move on to the next Caribbean port and then go to, Maine and be like, Oh, I can manage an airport and like, then I can, be a pilot.

Pretty remarkable. So I think people are starting to pick up on like, I didn't know any of this when tiny was in my program. So like, she posted something on LinkedIn or in our alumni community or something, it was just like bullet points. Like I did sailboat and pilot. And [00:08:00] then some of the things she's going to get to, and it's like, what, this is crazy. so that awesome. All right. Well, yeah, keep going. I'm, I'm digging the entrepreneurial journey here.

Tanya: so there's a yin and a yang, a protocon to this. Yes, I'm a leaper, and I figure it out on my way down, And that can be a little scary. However, that is me. Fortuity, you hit the nail on the head. So, unfortunately, you the relationship didn't last. me being so young, it wasn't the right match, but at 17 you don't know that, at least I did it, I leaped right? It wasn't the right match.

So we did separate ways and he kept the airport and I moved on and became a corporate trainer for trendy Craig and I la I don't even remember how I landed that gig, but I became a corporate trainer for Jenny Craig. so then I learned about the corporate world and that wasn't for me so I learned through having that.

Position that being in a nine to five I love managing people. I love teaching people that part of the job I, thoroughly enjoyed, but having those rules that I've said just spent the last, I was now 30. [00:09:00] So, so from 17 to 30, I had no hours. Right. So now all of a sudden I'm in this structure that is my kryptonite Having that structure did not make me happy. So that didn't last long. I also became, Purchasing agent for a boat building company, which they happily hired me because I knew my stuff around boats.

But again, it was, nine to five job was there five years it was good. And then I got remarried and our relationship lasted 22 years and I have two amazing daughters from it. He is very entrepreneurial. He was a corporate trainer for Burger King and decided he wanted his own restaurant. So we opened up a restaurant, super successful. then I became a real estate agent because my mom is a realtor. My sister's a realtor and you get to set your own hours. and I was told it was a great mommy schedule. Not so much.

Dustin: so much. All evenings and weekends are gone.

Tanya: Right. Exactly. So I did. I just kind of followed suit and said, Okay, I'm going to become a real estate agent. And there's no glass ceiling to this. And somewhere in [00:10:00] there I could go to college and I did. I'm missing some steps in there. I became a real estate agent while he was a corporate trainer for Burger King, we moved a lot. I think in our 22 marriage until he stopped and opened his own restaurant. We probably moved, I want to say eight to nine times during that time. so I became licensed in Florida first, then I got licensed in California, and then we relocated to Houston, Texas. So I got licensed in Houston, Texas.

So I had to keep starting my business over again. And I know a lot of my clients love that part of the story because it's not easy to start a business, especially as a realtor in a town that you don't know anybody. And Tanya just keeps doing it,

Dustin: Yeah. That sounds like a nightmare, honestly. It's like, from a professional standpoint, I mean, the travel sounds I'm sure a lot of like military families can, understand that part of it, but of all the businesses, I think of one that's probably harder to restart than realtor, because you have to not only be knowledgeable of the community, the community has to know you and of course, referrals and all the [00:11:00] local relationships are where it's all at.

So having to uproot yourself every year or two and restart as a realtor that. but I think that's getting us a lot closer into like why you're driven. Do what you do, right? Because if you can do that you kind of have those, feathers in your cap, you're like, look, yeah, the economy changed interest rates change, whatever. Like I moved to a whole different state and I had to get relicensed

Tanya: start over.

Dustin: multiple times. Great. See, I just wanted to kind of pause and, and acknowledge that, like. That's a big deal. I saw my aunt was a realtor and I'm pretty into the industry. And like, I feel like I know some things about it. I've got a lot of friends that are mortgage people or insurance people, but I don't think a lot of people recognize from the outside that being a realtor is being an entrepreneur, right? Like people think, Oh, they work for a brokerage and like, they give them, Work and they give them, houses to sell.

And it's like, no, it's pretty much you kill what you kill and you drag it into your cave and that that's how you eat. Right. pretty fascinating to think of like a realtor is kind of the ultimate entrepreneur and others, obviously different ways to do it. Independent, go with a bigger company, all that sort of stuff.
But, I'll let you [00:12:00] continue on.

Tanya: no, and it was perfect. What you said, because when my realtors, not all of them, but many of them when they come to me. They're treating their business like a job. They're not true. They don't have the mindset that they're an entrepreneur and this is their business. So I love what you just said. And that's one of our biggest transitions is how are you feeling today as a CEO on a scale of one to 10? And I normally hear two.

Dustin: that's

Tanya: I want to get them to the eight or the nine. Right. So that's a big part of our journey. Yeah.

Dustin: that's worth pausing on because I think if anyone's listening, I've actually been going through this myself personally, this idea that what is your identity and what's your future identity that you're aspire to? Right? And like, how do you step into the future identity now? So it's, it's pretty much like what you're just saying, like, you need to become a CEO. You're running a business. but if you identify as, Okay. A realtor a local resource or a community advocate or whatever, like, no, also have to be a CEO and like, for me, some of the identities had sort of taken on and they're necessary parts of the journey is just like, I'm a coach or like, I'm a podcaster or I'm a [00:13:00] podcast.

Yes, and those are roles, but like, wouldn't first lead with I'm the owner or I'm the CEO because the CEO thinks differently than a coach. Right. Um, but. So, yeah, love that identity piece. And I'm glad that came up there as we're talking about your journey. So, bring us from becoming a realtor and being married and
having kids and going to college and moving around all the time. fast forward a little bit into where that took you. and then from there, how you got to what you're doing now.

Tanya: Okay. So living in Houston, Texas is where, we put my husband and I parted ways and he moved back to Maine. And so I'm in Houston with my two kids and they were at the time. I don't know. 13, 14, 12, 13. They were, you know, very young teenagers when that happened and I was a real estate agent and I treated it as a very much as a part time job.

My income was discretionary at that time. I'm raising two daughters. We're moving a lot. So they're not happy about that with them. They're not happy about it. So I'm trying to help them adjust to moving often. I promised them, I committed to [00:14:00] them that this was the last move that they were going to go through high school and we weren't moving again.

And that was a solid commitment on my end and I kept it. It was not easy, but I kept it and they wanted to stay. They wanted to like my home is California. My family's in California. If they wanted to go back to California to be near aunts, cousins, and grandma, I would have gone happily gone. It would have been easier.
But no, I've got a daughter who's captain of the swim team. You know, my other daughter's got a solo in the nutcracker and a boyfriend. They don't want to move. Right. So one of the few times I listened to my mom, I joke about that is my mom says, then you need to hire a coach.

If you want to make it in real estate and you need to make it fast, because renting at the time, you need to hire a coach. So I listened to her and so she gave me a recommendation, her coach, and the rest is history. I went from the bottom of the ladder to that first year, making maybe 80, 000, which was great.
That first year, but then I doubled it the second year and then I almost doubled it the third year [00:15:00] and I'm making more money than my ex and I ever made together combined. It was awesome, right? And it is a phenomenal industry. It's just not easy. You have to really be focused and know what your business model Because there's so many shiny objects out there trying to draw you into something else.

So having a coach who was real and I'm not easy to coach. I'm pretty strong, right? So my coach has to manage that and then some, and she did, she's my hero, Kelly, Kelly got me through my divorce and through raising kids and being number two in my brokerage from being zero to number two in less than two years.

Dustin: it's becoming obvious to the, why, right? what I'm reflecting on is just like, I don't know, like your ability to roll with the punches and like, Pivot, which we've talked about, but now it's not just you. And right now you have husband that's moved to a different state or, you know, an ex husband.

Now you've got two girls, they're teenagers. And as a parent of teenagers, I get how difficult and stressful that can be. and you're like the only one [00:16:00] there, your family's in a different state, your husband's in a different store, their dad's in a different state. Right. because I'm like feeling this pressure myself.

And then. To make this decision through the advice and mentorship of your mom, okay, like I'm pretty much broke. I'm here alone. I don't have enough time to go to the swim meets and show houses. Oh, I know what I should do. I should pay money to someone else as a coach, right? Like, to me, that almost sounds and how long was this like 10 years ago or something like that? 15.

Tanya: Uh, no longer. My kids are now 26 and 20, 28. So

Dustin: yeah. like

Tanya: Yeah. 15 years ago. Yes.

Dustin: of course I was not in this industry, so maybe I just didn't have the awareness, but I don't feel like 15 years ago either. go hire a coach was nearly as
prevalent as it is today. Is that, is

Tanya: Right. Exactly. Nobody knew what a coach was. They think it was a soccer coach or, you know, a golf coach or something. Right? So no hiring a business coach was not the thing. so now my kids are going to college. So my oldest went to university, San Diego. So obviously, you California is, calling her name. And then, two years with my youngest and it was such a phenomenal two [00:17:00] years, Learning how fast time flies. So my first one went to college.

I remember taking her to college and flying out there and, she drove me to the airport and said, you know, left her with a car and she drove me to the airport and I remember standing there and I get emotional every time I think of it, literally, I know, you know, because you just said goodbye to your son.

Right. So I, stood at the airport. Parking lot thing, you know, where you drop people off. And I held her for, I felt like 20 minutes and just cried. Like, how did it get to the point that you're now out of the nest? Right. so I got home and I just said, I'm not going to waste a single minute. my oldest daughter had to teach me that I needed to slow down and focus more on family.

And I did. So I did that for the next two years. And then Anya went to Pepperdine in Malibu, California. So now I'm sitting in Houston by myself going, what the heck? So I'm sitting here and I'm sharing this with my coach because she's like, you don't sound happy or what's your goals.

And I want to say it was around September, October, when we start talking in real estate, we talk about goal. And I do with my clients, we start goal setting in [00:18:00] October for the next year. So I know it must've been September, October when she's saying, what do you want to do next year? And I just. I think I started crying.

Like, I don't know. Right. I just feel lonely here. And she says, well, I have a solution. And normally she doesn't spoon feed me solutions. Right. But she said, we'll hire you in a heartbeat. I've been coaching you for seven years. It's a real estate coaching company.

You're a realtor. I had to go through the interview process, submit a resume. They didn't just hire me like that. I did have to go fly out and get interviewed. And they did hire me, they offered me a job and they gave me two weeks to move. And I'm like, how do I say goodbye to my clients and my business in Houston?
And then just all of a sudden pick up, I figured it out. I flew back a lot, want to get referrals from my clients. So I did, it took a couple months, but I was flying back and forth a lot, saying goodbye to people and stuff like that. so I started working for a company in Carlsbad and it's a real estate coaching company and I worked for them for seven years and you know, I, now I'm driven.

So I wanted to be one of the top [00:19:00] 10 coaches out of 72 coaches. And I was, when I left, I was fourth and, I wanted to start my own company. I, again, it was the corporate rules

Dustin: your girls moved to California for school. You're, Feeling stuck and alone in Houston. And then your coach is like, why don't you just come move to California and be a coach? Like, how cool is that? And it was a seven year relationship that allowed that to be a possibility.

Right. And so you did that. It sounds like you really thrived, but you ultimately felt constrained by the structure and the fact that you were ultimately working for someone else and you're getting paid effectively by the hour. So, how long ago was it that you made the leap from a. I'll call it a corporate coach or a coach that works for a company into a completely independent and doing your own thing.

Tanya: March 1st, two years, celebrated two years, March 1st. So just a few, right, just a few weeks ago. Yeah.

Dustin: In the context of this long entrepreneurial journey, this is pretty, pretty new for you.

Tanya: pretty new for me. Yes. Yes. And I don't regret it. It's been scary. I have those voices in my head. Tanya, you're too old. What are you [00:20:00] thinking? You know, they, right. And that wasn't quite the leap anymore. So I think, being, you single living in Southern California, I did take a little bit more time.
But that decision, it wasn't quite the leap. And then we had a COVID hit.

So that probably slowed down that decision because of COVID and something, and I don't need to go through the gory details, but something did happen that really didn't set well with me, with the corporation. And that was what the universe saying, okay, now it's time to go. And so I, gave them a couple months notice and they said, no, two weeks. And I said, okay. And so March 1st was two years ago was my freedom. Look at that freedom. Congratulations.

Dustin: Yeah. all right. let's do a snapshot of what's going on for you today. We'll talk a little bit about your vision for where this is headed, and then we'll transition the last 10 minutes or so here for you to teach us some things about resilience. So tell us just, how many clients types of clients, things you really enjoy about. Owning your own coaching company now.

Tanya: I was loaning my [00:21:00] own coaching company because it gives me the freedom to. I can't believe I'm saying this word, but one of the biggest things in my life that, you know, is being grandma. oldest now lives in Bend, Oregon, so I can't go back and forth and stay for a month and then go back. And
so that's one of the biggest reasons is that I have the freedom.

To be in places and still coach. it is my purpose and passion right now. I know that's a catchphrase that everybody says it really is. I wake up every morning excited to do what I do and can do it from anywhere. So that's a big bonus. Plus yes, I was in the corporate world. think I made 80 per client per month, So it's just I'm making a lot of money for somebody else is private jet and stuff like that. So, yeah, and I love watching my clients.

Grow confidence. I love watching them switch from treating their business as if they're an employee, And we talked about it now they're the mindset of, no, I'm a CEO of my business. And watching that [00:22:00] transformation is really cool. So yes, because of my history with coaching for a real estate company, you know, some of my clients followed most of my clients now are referrals from those clients and they're brokers, realtors, lenders. And then they've also given me referrals for other business owners. So financial planner, coach, a phenomenal, very successful roofer in Dallas. the rest is history. Now it's just onward and upward. I, want to do this until I retire. If that even as maybe not, we'll have as large of a business when I retire, but I'll, you know, could pick and choose. Right.

Dustin: Yeah, I love that. So, and you do a mix of one on one and groups, that's awesome. So you kind of alluded to it, but you think maybe three years ahead, five years ahead, I your time is probably measured through like grandchildren's ages.

That's how I would be thinking. I think when I'm in, when I'm in your shoes, but like, where do you see your business going? I mean, you want to really grow this thing or you're like, I'm good. Or I'm actually looking to downshift because of family. You know, I'm just kind of curious that three to five year timeframe, vision for where you want to [00:23:00] go.

Tanya: I want to grow the business. I want to grow the business. I'm focusing on a new program called Broker Brilliance, where I will have more brokers. I do coach a couple brokers right now, phenomenal brokers. What I want is more brokers so that they have more sense of community together within my coaching program, because that's huge in my coaching program.

So, Broker Brilliance is a complimentary workshop, I actually had my first one this Friday. And, some great people signed up for that. my vision is seeing the broker portion grow, because within that, then I can coach one on one with some of their agents. So, I'm really focused on coaching brokers. I coach phenomenal real estate agents, one to one or in group.

Group is kind of the core of it. stepping stone for some people, either they're not really sure about coaching or financially, they're not quite able to go into the one to one program. So a group is a great stepping stone for them. And then, yeah, within six months, some of them upgrade, some of them love the group setting and they stay.

So I do have some that have been in group now for two years and they great with that. So yes, I want [00:24:00] to grow. Some people say, well, Tanya, grow a company where you have more coaches and then you're, managing coaches. And if I was 30 yet, yes, I would leap and do that, right? i'm going to say my age at 16.

No, that's not a priority anymore. So do I want to grow? Yes, but to the point where if I need to start hiring more coaches, I would prefer clients out. But that's not a goal of mine at this point. I want to go pick up Stella school.

Dustin: I love as someone who's extremely driven, as we've heard throughout your story, and it's a bit fearless. It sounds like, I mean, I'm sure you have some fears, but you've, you've done a lot of really bold things. I think that's probably hard to say, right?

Like, look, I could, grow even bigger. I could do a search coaching certification and like, but you know what, I don't want to. also we get to choose what we want. And that's really a key question that many people don't stop and reflect on. It's like, You could do a lot of things, and I'm sure you get into this with your coaching clients.

But what do you actually want? Like, what do you want your lifestyle to look like? Where do you want to live? How many hours do you want to work? how many people do you want to be beholden to as your clients? So that's awesome. well, thank you so much [00:25:00] for unpacking this wild journey with us. And, stating your age. love that, too, that, like, that's really important is, we go through different phases of life and, you're really cool. Phase of life that look forward to hopefully being God willing, being a grandpa someday and, and what that will look like.

Tanya: Oh, your life will change. You don't believe it. I never believed. I'm like, yeah, I'll be great. I mean, just saying the word grandma was hard for me. It's like, how did this happen? Okay. I know how it happened, but how did it happen so fast? Right. And now that's just like, there's nothing better. you will experience one day and then you're like, yeah, this is

Dustin: And hopefully not too soon with my teenage kids, but, uh, yeah, Tanya: are still too

Dustin: hopefully, hopefully. hopefully, a few years down the road. awesome, Tanya. Well, thank you for that. I think it's really clear how you've reached this part of your career and it's clear you have the passion for it and so much different expertise and experience to draw from to help realtors and brokers.

And I love the broker brilliance application of your skills. And as we were going to transition now into more of a strategy and talking about, Some of your key things that you [00:26:00] help your clients with, you were talking about the brokers, I'm like, yeah, they're going to need a lot of help because there's some major changes coming to the, or they are here.

Tanya. You can tell us a little bit about this major change that's just happened here in March, 2024, um, in the real estate industry. And then through that lens, we'll talk about how not only realtors, but how do entrepreneurs. Deal with rapid change and unexpected circumstances, which, again, have a lot in your well to draw from there.

So, yeah, I'll let you give us context for the realtor specific issues. And then we can kind of broaden it out to How you would advise entrepreneurs to deal with rapid change.

Tanya: Right. and anyone listening knows we've had a lot of changes, We've had upheavals with, presidential elections. We've had COVID right in a real estate industry. We've had interest rates at 2 percent go up as high as 8%. And now, just recently, just the last couple of days, the National Association of Realtors, NAR, been talking about this lawsuit they've been going through for months and months, but they finally settled a few days [00:27:00] ago, they settled the lawsuit, which is a huge change for realtors.

And I've gotten, I give to my clients SOS calls. So if something's going on in their life, anything personal, business, financial, and they need me, they SOS me via text. And as soon as I can call them back, I do. So I've had more SOS calls this last week than I've had in my two years of being a business

Dustin: my gosh. Wow.

Tanya: because of this change.
And it's not just real estate agents. Oh, or yes, it directly affects the real estate agent, but brokers, lenders, even roofers who rely on. Buyer's agents for referrals. It's going to affect them and it's huge. So the commission structure has changed and the selling agent, the seller no longer has to pay for the buyer's agent side.
So if it's 6 percent of the seller, it's no longer 6 percent of the seller. Cause seller kept three, the buyer's agent got the other three.

And of course it still gets split many ways from there with their broker and taxes. So. That's a big change for buyers agents. [00:28:00] Anybody who has a lot of buyers or focuses on buyers, their whole world just got turned upside down. having them sign a buyer agreement. it's always been something that we want our buyers agents to do, but it's kind of been optional. No one's ever held their feet to the fire to go get a buyer rep agreement.

As of a few days ago, everybody starting July, has. To get a buyer rep agreement sign and they need to now tell their clients, you might have to pay my fee.

Dustin: that before, like if you were a buyer, you're looking for a house, like I might as well get a buyer's agent. I'm not even paying for it. Now you have to pay for it. So now there's going to be a lot less people that are probably incentivized to use a buyer's agent at all because of the way it gets paid.

And then obviously overall, it seems there's going to be a real pressure just for commissions in general to get lower and lower because there's no longer sort of a standard 6 percent or 5 percent how it has been for. Um,

Tanya: And there are ways, I mean, it's negotiable. You can still write a contract and ask the seller to pay maybe 1 percent and, 1 percent from the [00:29:00] buyer to the, There's lots of options. I don't want to think it's just black and white. It's not. There are other options, but we're all negotiating now where we never need to negotiate that so much, This is now on the table to negotiate. so talking about resilience, some realtors, business owners, that don't have a strong resiliency muscle, they tend to want to ostrich or hide under the bed, right? Like can't do this. And R actually has a statistic on their website that 80 percent of the realtors might get out of the business now.

And I refuse to have any of my clients be that statistic. They're going to be the 20 percent that stay in. And that's where resiliency comes in. You've got to be resilient. Be able to pivot, And so it starts with first your mindset. It does. you've got to know that you can survive this. And I help them and I tell them on the phone, you are going to survive this. We're going to get through this together. I actually just set up, emailed all my clients, that we're going to have a special edition. We have a once a month mastermind session. So all my clients get together. So we're having a [00:30:00] special edition one just for the realtors next week around this topic.

And I'll have, you know, a broker come in and talk about it. So I've got their back. I don't want them hiding. And so their mindset that they can do this. And then the second piece around this mindset, I call it heart set. They have to know their value and they have to feel it from their heart. This is why you want to hire me.
I'm driven. I have your back. I'm going to negotiate the heck out of the deal and get the best possible deal for you.

They need to be able from their heart know what their value is because if they don't know, they're not going to. They're not going to pay their fee. The buyer won't pay their fee. They'll find an agent who can articulate their value from the heart, know it, and go, yes, I need you to help me buy a home. So that's the first step around

Dustin: kind of first step, so again, this, and we're talking about realtors, but this really applies to everyone. So if you're, if something changes in your business, something you didn't want or expect the first thing to do is settle, like, maybe get a coach or, or, yeah, or get in or you have a peer, but yeah, be able to.

[00:31:00] process it, have a clear mind, know your own worth and maybe for the first time ever have to be able to articulate that clearly because. That's going to be necessary. Okay. So that's kind of part one. keep going.

Tanya: So then part two is coming up with a plan, We've got to have a roadmap. We're going to travel from San Diego to New York. There's many options. There's many ways. There's many roadmaps to get there. We've got to find the one That suits you. And that's one of my superpowers is creating a customized road map for each one of my clients because my, 29 year old female that has two kids that is single is going to have a different road map to New York, you know, a lot of pit stops, right with kids and right versus my single 50 year old guy who lives alone.

His roadmap is going to be totally different, but they have the same goal, get to New York and they will. So we're going to have to pivot, come up with a new plan. Know your value. How are we going to articulate how we're going to get that out on social media? What kind of flyers are you going to have?

We're just coming up with a roadmap and we're gonna then follow it. That's where some of my wonkiness comes, not my wonkiness, it's like, I wish I could just fly [00:32:00] to their home and have them do it. That's my next business, is fly me out and let me do your steps for you.

Dustin: You're gonna be like, Jillian or whatever from the biggest loser that is just like, I'm flying to you and I'm going to stand over you until you get this done. So cool. So they've got a mindset, heartset, and then that transitions now got the ability to, have a clear perspective.

And then again, usually probably working with a coach, you have to just establish a clear game plan, Knowing that you may pivot off of that again. But if you don't have a clear plan to start with, You'll just literally not move. you'll just be stuck. Okay. So yeah,
part two is the plan.

Tanya: yeah. And I love how you said pivot because maybe that roadmap that we designed isn't quite working and we're not going to do it just after a week, but maybe after 90 days, we're really not moving very far. They're great. Let's readjust. So keeping an eye on that.

That's what I do. I keep an eye on their. Movements, see what kind of transactions they have, or, you know, how many appointments they have, and if we're not getting them, and they actually are doing the steps, if they're not doing the steps, it [00:33:00] doesn't matter what roadmap we have, right? If you're going to stay in the parking lot, we're not going to get to New York.

Dustin: And I think the third. it makes the first two possible and, continue continually improving and then easier. So yeah. Unveil the third and final step for us.

Tanya: The one that you and I both love is community. Being in the right community. If you're in a community with people who are going to hide under the bed and ostrich, that's where you're going to be. Be in community with people who are going to encourage you. Encourage your road map. Encourage your value and help you.

Articulate it. That's why I love having my mastermind groups with my clients. We have a private Facebook group, and, and I know you have your own
platform and they can communicate, talk with each other. They pass referrals to each other. my North Carolina girl just totally sent a referral to my gal in Long Beach. Right. So it's a community and it is so important to be in the right community right now

Dustin: Yeah.

Tanya: at any time. But

Dustin: yeah, And of course I'm biased because, lot of the work I do is, Pretty much all the work [00:34:00] I do isn't is done through a community, right? Like a mastermind or the accelerator groups and what I witnessed there. like Tanya's experiences, but this is really, really simple, but like having a place to check in once a week and say, here's a win, and it can be a personal professional, but like being in an environment of positivity, optimism, and gratitude.

It's infectious, like in the best way possible, right? Because I think in our personal lives, we tend to dismiss our wins. And then if anything, we'll complain about the negativity and that attracts more negativity. So we're just really intentional and community to be like, no, what are the wins? And we have, circle and a place for people to communicate between meetings so that they can.

Immediately celebrate wins too. even if they're like seemingly micro wins, one of my favorite things. And some people are like, why would you quote unquote waste time in a mastermind meeting, letting everyone talk about their wins? Like you could be teaching and doing referrals. there's time for all that. But it changes the tone of the environment when you lead with gratitude and wins. And I can only imagine Tanya, the power of this experience, you're going to wow. [00:35:00] Provide doing the special mastermind session in a time where there's a lot of SOS calls happening, a lot of uncertainty, people questioning their future.

I imagine some people are going to come there very concerned and leave much more optimistic and ready to invest in their mindset, invest in a new plan and commit to a new plan. so that's beautiful. Well, thank you for sharing all that you shared. I think that resilience plan is definitely universally Applicable to entrepreneurs.

We're all going to deal with this crazy stuff. hopefully not as swift as, some of the stuff has happened in the real estate industry, but, I leave it back to you, Tonya on if people, are in the real estate industry or they know people in the real estate industry who are freaking out and they need a coach. tell us, next best steps for people to engage with you. And

Tanya: I'm on LinkedIn. I'm on Facebook. tanya bugby. com is my website. So it's easy to find me to put in Tanya bugby coach in the search engine. And I will pop up my coach, cause I do have a coach that has, made sure that I'm easy to find and we'll have a complimentary coach call. I [00:36:00] do promise that my complimentary coach calls are not salesy.

I'm not there to get you to join my program. I really will coach you out for an hour, and if you feel we're a good match and you wanna ask me the next steps, I will obviously go into the next steps. And if it's for some reason you don't feel we're a great match, I promise I'm not gonna be sending you a bunch of emails saying, join me, pick me, that kind of stuff so

Dustin: have your LinkedIn up. actually love calling you on LinkedIn. It's some of the best LinkedIn content. It's really good what you do. So I'll just kind of spell your name. So Tanya is T A N Y A and then Bugby is like two insects, right? B U G B E E. So, pretty easy to remember. So if you just put in, yeah, Tanya Bugby or coach Bugby, I'm sure people can find you easily.

I definitely recommend following you on LinkedIn and, shooting you a DM. this has been amazing. I learned it's so funny. Like I spent 90 days in like a fairly intensive environment, a lot of calls with Tanya, and I learned so much today that's useful to me, but also just like really personally, endearing and, Curiosity inducing. I'm like, wow, this is probably one of the more interesting entrepreneurial stories I've ever heard. [00:37:00] So I really appreciate you taking the time, tiny.

I know visiting family and, taking the time here record a podcast to serve our audience. really grateful for you glad that we're connected and continue to stay connected and can't wait to hear. when the other shoe drops how well you're able to serve your clients during a time of major uncertainty with the gifts that you've developed through dealing with uncertainty throughout your career.

It's really, really fun to connect those dots of your past and how you're helping people in the present moment to have a better future. So thanks again for being here. thank you all that you've shared, go check out Tanya, tanyabugby. com or hit her on LinkedIn. Same name. be glad you did. So thanks again, Tanya.

Tanya: Thank you.

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