003. Karen Canniffe | Being Honest, Authenticity, Consistency

Sal and Karen discussed Karen's experience as a successful real estate agent and the importance of honesty, authenticity, and consistency in achieving success. They also talked about the significance of education and staying up-to-date with industry trends. During the conversation, Sal and Karen discussed the importance of listening to others and asking for constructive criticism in order to improve. Karen emphasized the need for professionals to guide sellers and buyers, and the importance of maintaining a property's infrastructure to retain its value. Karen emphasized the need to accurately market properties on the correct platforms and to the correct buyers, and to use both online and print marketing to capture a larger network. Karen emphasized the impact of taking the time to write a personal note and also shared the importance of staying informed about current events to connect with clients. 

Connect with Karen:
https://www.instagram.com/karencanniffe
https://www.facebook.com/karencanniffe
https://www.linkedin.com/in/karencanniffe

Connect with Sal:
https://908enterprises.com
http://linkedin.com/in/salliberato
https://tradetoughmarketing.com

Transcript

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Sal  
Welcome to 908ent: The Podcast. I'm your host, Sal Liberato. We're here to help you take another step towards success. Now let's get ready to learn the basics from the best. What's going on everyone, thank you for coming back to tune in. We have a special guest today, Karen Canniffe. She's a real estate agent with Berkshire Hathaway HomeService, New Jersey Properties. She's one of the top producers in the area. She's received various awards in the industry. But you know, this is all stuff, anybody can look up online. So Karen, thank you for coming on. And is there anything you'd like our listeners to know about you?

Karen  
Thank you so much for having me today. Just happy to be here. This is my first podcast ever. So I'm a little nervous, you're gonna have to walk me through it. But I got into real estate about eight years ago and haven't looked back. I love what I do. And I think it shows

Sal  
That's awesome. Yeah. So to get started, we like to ask everybody, you know, what are the three simplest things that leads to success?

Karen  
I think being honest, can never go wrong. Whenever you're honest with your clients and in life, you know, you don't have to remember the lies, you don't have to make things up. And it ties into being true to yourself. And I think that would lead me to my second thing, which would be authenticity, you want to make sure that you know you're true to your values. And I would say consistency, you need to be consistent in your work ethic, in your process. And I really think that that's the formula.

Sal  
No, those are great. I think consistency is definitely one that a lot of people overlook, because they think that they're going to do something then the next day, it'll happen, but you got to stay with it. So I think consistency is definitely a great one. 

Karen  
Absolutely. 

Sal  
Yeah. So you've been in real estate, you said for about, you know, seven, eight years? Can you share a moment or experience that inspired you to want to go into the industry? 

Karen  
Actually, yes. So when my husband and I were just starting to think that we wanted to own a home, we were driving around towns, which many buyers do. And we stumbled upon a house in Summit. And we knew we couldn't afford it. But we were just noticing, we saw an open house sign. So we're like, let's go check it out. And we met an agent, who actually is now my manager, and she gave us a whole tour. And you know, we, I remember stepping foot being like, we can't afford this, it looks really nice. And she walked us through the whole thing told us all about it. And I just thought, wow, that was really great. And she educated us on, you know, the house, the area, I grew up in the area. But still, it was just really, really nice experience. And ultimately, we went on to buy and sell three different properties with her after that, because she said you never know you someday you might be able to afford this. And ironically, at the third transaction, we actually did purchase a home that now is roughly in that price point at the time, we couldn't afford it. But now we can. And that kind of also, I guess, if you think about it, you should always be thinking about the long term and the end game, you know, like relationships start naturally, and you never know where they're gonna go or who they know or their relatives, you know, real estate is a very much of a relationship business. And both on the client side and on the relationship side just with other agents and other brokerages. So that was really our first taste of it. And then it's funny because I had a different job in sales. But then, when it came time to kind of changing gears, I was very much drawn to the experience of when we bought our home and just the process and seeing the properties and learning the different areas. And it just felt like a natural progression for my career in sales and also just something I really enjoyed. I think you have to really love what you do.

Sal  
Yeah, definitely. And then so you had the sales experience before. But real estate, I feel like the whole process is dealing with people and the relationships because some people it's their first time other people, you know, they might have had a bad experience before but now you're here trying to help them not have that again. So it's all really about the relationships.

Karen  
The relationships, and you know, you have to be trusted. You know, we talked earlier about trust, but real estate agents are really trusted advisors, you know, you're helping them through one of the most expensive purchases in their life. You know, and you want to make sure that they feel good about everything. They understand everything. Education is a big piece of it. And really just being there for them supporting them through it.

Sal  
Yeah. So the education part is definitely interesting. Is there anything that you do to stay updated or continue your education, whether that's the real estate industry or just business in general?

Karen  
Absolutely. You have to be in the know as to what's going on not just domestically but internationally. You need to understand, really the markets and interest rates. You have to know so much educate on it per se, but you have to be able to understand how it affects the real estate market so that you can properly educate your buyers on the best time to buy or sell. And then you also need to educate them just on all the steps. I feel like as long as you keep educating them on what's next. It's not overwhelming, and it's not scary. But if you just, you know, keep dropping things in their lap, or just assuming they should know. Basically, I have to say the transaction is probably doomed from the start.

Sal  
Yeah, I'm sure. So I mean, real estate. It's a very tough industry. So do you think that hard work beats talent or talent beats hard work, whether that's the real estate industry or business in general?

Karen  
I definitely think that hard work is almost never wasted, and talent can be wasted. So I definitely think hard work is what really makes the difference.

Sal  
Yeah, I mean, a lot of people have said that, that come on, they think that, you know, hard work beats talent, talent to a certain extent. But I mean, you can teach yourself a lot of different things, whether that's the real estate industry, business in general, or just kind of anything.

Karen  
Yeah. And I think you have to always be open to learn new things, and listening. I think that really is the key to success as well, I think that if you don't keep up with what's going on in the industry, or the inventory, or even the trends, frankly, you really, you'll struggle in properly advising your clients.

Sal  
Yeah. And then going back to the whole relationship type thing, you can give as much or as little info as you want. But you know, how important or influential do you think it is being a member of that community and kind of getting connected to whatever community somebody's in, whether that is real estate, or just business in general?

Karen  
I think your network and your connections actually makes you the most valuable, you know, I sometimes think real estate is kind of like being a lawyer, right? When you go to a new law firm, you bring your clients with you, right? Because your client base is what makes you valuable, right, your network. So whether it's business connections, or personal connections, or you know, connections through your children, or the dance school, or you know, volunteering, I do think that being seen as a pillar in your community is also very important. You never want to, but you also want to be true to who you are. So if you are passionate about giving back or you're passionate about, you know, being involved in your community, I think that people will see you as someone who they can feel good about working with. But I think it has to be authentic, too, right? If that's not really who you are, then you're not going to be you're going to be a phony, and nobody's going to trust you. And it's just, you know, you really need to be your authentic self.

Sal  
Yeah, definitely. And that goes back to one of your points about that leads to success. So being authentic there you go, that just ties right back in. So over the years, can you share maybe a valuable lesson that you've learned from, whether that would be in life, in business, in real estate, kind of anything that might help any of our listeners?

Karen  
Took me a while to learn this, but you really need to listen. You need to listen to what people want, need, what's important to them. Because just because you think you know what's right for them doesn't mean that's what's really truly right for them. Even in your relationships, whether it's be with your husband, your children, you always have to listen. And you know, it's funny, my husband always says, you should listen with you have two ears for a reason and one mouth for a reason, right? You need to listen twice as hard as you speak. You know, listen in that ratio. The other thing is be open to learning from your mistakes. Don't be afraid to ask for constructive criticism, I think the only way you truly improve is by understanding what you could have done better. Or maybe how you are perceived, but you didn't realize it be open to constructive criticism. And don't be afraid to ask for it. I think a lot of people get very uncomfortable with doing that. And then the last thing I would say is outsource what you don't love doing because you only have one life. And if you love what you do, it's not really work. But you know, if you hate cleaning your house, hire a cleaning lady and work a little more, you know, life is short. So outsource what you really don't enjoy doing because then you'll be able to focus more time on the things you really do love.

Sal  
Yeah, definitely. I was just wanted to touch on the asking for feedback. So I'm reading a book, the 10x rule, and it touches on that. So a lot of people ask for feedback with current clients or current customers on the process. They never go and ask somebody that is not a customer, not a client, why they didn't buy, however, you know, many years after or months later. So it's definitely interesting to look at feedback, because that's going to be constructive, because obviously, they're not a customer or client. So that's definitely an interesting point.

Karen  
Yeah, I do make a point of even if they don't buy with me, or sell with me, I will ask and say, you know, can you share maybe it's not so much about me, I might share what made you choose them even right. So, you know, what made them stand out in comparison, you know, not so much that I want them to throw me under the bus, or, you know, I haven't really had anyone do that. But hopefully, it'll never happen. But you know, I have had some people say, well, you know, their marketing was this, you know, or that, you know, just to really understand what I maybe need to put a little more emphasis on in my next presentation, especially, you know, if I'm in a listing presentation, or maybe they didn't feel I educated them enough for, you know, luckily, I haven't had that. But you know, I do make a point of, even if I refer them to other clients, other agents, maybe somewhere else in the country, I might say, you know, I do make a point of always interviewing the people that I refer them to, so I do all that homework for them. But then I also make sure that their experience was really good with that person. And I try and get feedback for that agent as well. Because I do think that we're only as good as our network and the people we work with. And, you know, this business is very much a referral business and growing your sphere, and your network. And so you always want to understand how to continue to keep everyone in the know, and also feeling comfortable enough with you that they can be honest with you. And that all goes right back to the trust from the very beginning. So it really is, you just have to be consistent with you know, who you're presenting, what your expectations are, and making sure that their expectations are being heard and met.

Sal  
Yeah, definitely. No, like I said that that part, there's a whole chapter just in that book right out of it. I'm not sure if you've read it or not. But it's literally what you're what you're talking about. So that's great.

Karen  
Yeah, and don't take it personally, you know, just because they might criticize you. They're doing it to help you be better at what you do. So always, you know, it's, it's easy to be very defensive, but really try and bite your tongue and listen.

Sal  
Yeah, no, that's literally that's literally what it said in that chapter. They're literally giving you the answers that you need to, you know, keep progressing. And then talking about criticism, which could lead to, you know, an obstacle or a setback, what do you think is the best way to overcome that?

Karen  
I think that you want to learn from it, right? So if somebody is going to criticize, you take a step back, you know, digest it, take into account the source, right? So if it's somebody you really respect, you're gonna, it's gonna hit home a little bit, right, and it's gonna make you really rethink. You know, it's just a matter of really being very self aware, and understanding how to grow.

Sal  
So in the real estate industry, or, you know, business in general, what do you think is more important for it can be, you know, something that's been in the game 10 plus years, or somebody's just starting out? Do they need passion or motivation, 

Karen  
A little bit of both. You're an independent contractor, as a real estate agent, so you can make your business, whatever you want it to be, right. So it can be small, it can be big, you can grow it into a huge team. So you do need the motivation, you know, to and you got to be a self motivator. 

Sal  
Yeah, definitely.

Karen  
But you also, I think, if you're going to be selling, you know, and you really want to be successful, I think you have to have some passion, you have to be excited about what you're doing. 

Sal  
Yeah, or else it can get old quick. 

Karen  
Yeah. And I think whenever anything becomes boring, or you know, you're not into it, or you're not loving what you're doing, it's gonna come through, it's going to show, you know, whether you want it to or not, people are gonna sense it.

Sal  
Yeah, definitely. And like you said, this is somebody's biggest transaction of their life. So they definitely want to know that you're in it for the right reasons, and you actually care. You're not just saying, Alright, yeah, whatever, I gotta go to work today.

Karen  
Correct. I mean, you have to understand I do mostly residential real estate. So that is definitely I'm going to call it more of an emotional transaction. Whereas if you were doing commercial real estate, which is not something I specialize in, it's much more of a transactional, it's all about the numbers and about, you know, the deal itself, you know, so you have to also remember emotions are running really high in residential real estate transactions.

Sal  
Yeah I'm sure. So going into, you know, a little bit of real estate without getting into too many specifics. You know, can you give maybe any insight or tips to our listeners that may help them in their real estate process, whether that is they're looking to buy something, or they're looking to, you know, sell their home, I know, it's kind of, you know, still crazy out there. But whatever you can give to help our listeners.

Karen  
Sure. I think that it's really important to work with a professional. A lot of people think they can just sell their house on their own. And it's really easy. And secretly, I wish it was for everyone's sake. But the truth of the matter is, it's really not. And I think that, when you do it yourself, you're more likely to make mistakes and leave a lot of money on the table. And it's very hard to wrap your head around that initially. But once you're in it, I think you will, or speak to anyone who's ever tried to sell a home on their own, you'll realize would have been great to have that expert advice, have someone guiding me making sure everything was gonna go smoothly, or as smoothly as it can go. Not everything is always wonderful. And just remember, you know, especially for sellers, you know, keep up with your house, make sure you know, you notice something's broken, fix it. Because when it comes time to sell your home, you want to be able to show and demonstrate that your home has been well cared for. It is much more difficult and expensive, frankly, to get a house ready to sell if you haven't kept up with it. And you're, it's your most expensive asset for many people and to not care for your most expensive asset is sometimes very difficult. And buyers will notice they do you have inspections and they realize that you know, you haven't taken good care of it, or it's been neglected and then you're going to lose money on it. As for buyers, I think, you know, making sure that you really do your homework interview, you don't have to hire the first agent you meet, right? Meet different ones, interview them, find out how they work, are they really a good fit for you. Also making sure you know the other vendors that you're going to work with whether it's, you know, if you need a loan, it's you know, dealing with different mortgage lenders shopped around for your rate, make sure that you're getting the best, you know, rate that you possibly can, if you need a mortgage. Or perhaps you know, you need a bridge loan or whatever it might be, make sure you're taking the time to understand all of your options so that you make the best financial decision for yourself. And even when it comes to attorneys in this area, we mostly use attorneys to help us with our transactions. They're really there to protect you. But make sure the attorney you hire someone that you can get on the phone that you trust. And that really will do the job that you expect them to do.

Sal  
Yeah, definitely. And then going back to the to the sellers. It's kind of like what we were talking about the other day that not the fun and flashy things are the things you need to you know, invest in and put the money into because when it comes time to sell, it's like, oh, who thought of that? Or it's the stuff you don't see that's not fun and flashy?

Karen  
Correct, correct. Yeah, so a lot of the bills that you incur with your home, unfortunately, are, you know, the furnace, and a little mason works, the roof, the leak, the gutters, not very sexy things, but the truth of the matter is, is that's the infrastructure, you know, and that's what really helps your property retain its value. You know, you can always paint another wall a different color, you can always re stain a floor, you know, you getting mold out of a house is very expensive, and not fun. Termite damage you need, you know, you got to take care of it, you know, you don't let things become a bigger problem than they need to be. One of the reasons why I also love this industry is that no transaction is the same. 

Sal  
Yeah.

Karen  
Not one. No house is the same. You always have different challenges. And, you know, look, some transactions do go smoother than others. But it's also knowing how to negotiate, understanding how to get to the closing table, and making sure you know, in every transaction, any negotiation, both sides have to give a little you want both sides to feel good, but not too good. Both sides feel like they gave a little. And usually those are the deals that go the best. You know, if one side feels like they really took them, you know, then the other side doesn't feel great. And then you know, the whole deal kind of left a bad taste in their mouth. And, you know, things don't always go well. You want both sides to be in it in good faith with both sides goal to get to the closing table.

Sal  
Yeah. And then throughout that process, I guess it goes back to like the three things you said you got to have that authenticity so they can all see that and then the trust, because if they think that you're not getting them, you know, the best option, the best deal, it's like, well, this is not working out for me. 

Karen  
Correct and pointing out, you know, the good and the bad, right on every property as much as we know, you know, I am not an inspector, you're not a lender. But I do try to help put them in touch with the right people who can advise them properly. And make sure that the people that, you know, we suggest whether they hire them or not, they can hire whoever they want, you know, have the years of experience and also, again, also are trustworthy and authentic and honest, so that, you know, they feel good too about the people they're dealing with, you know, you want to deal with people who you also who also hold themselves to the same standards. 

Sal  
Definitely, 

Karen  
But you can't always so then you have to make it work.

Sal  
Yeah, no, I hear you on that. And then the authenticity, it definitely ties into, you know, marketing, and then what somebody sees, and then when they meet you, so you definitely do a good job of, you know, displaying that through all your marketing, and, you know, social media, print, kind of just being in the community, all that type stuff. So, if that doesn't add up to when somebody meets you, it definitely is just like, alright, well, I'm not working with this person now.

Karen  
Yeah, it feels like false advertising, right? It feels like, right from the get go, you're like, this doesn't match this doesn't feel right. And people really do go with their gut, more than I think you'd be surprised. But I think that, you know, your instincts, and we all go with our instincts in life, right, we all I think we hire people based on that, you know, or sometimes it is price, sometimes it is, you know, the cost of a vendor, potentially, but you know, you get what you pay for, in life, you know, so maybe it's a few dollars more, but you feel that you can trust them, and you feel that you're going to get what you expect, you know, maybe it is worth those few dollars more, to not have to redo or start over whatever it might be.

Sal  
And then just touching on marketing, just a little bit. 

Karen  
Sure.

Sal  
We can do real estate specific, because, you know, that's what you know. So how important is marketing kind of in real estate with let's just use a listing in general. Like just to get the, you know, the word out there or just to, you know, display what the house actually is.

Karen  
So marketing is, you know, number one, honestly, and in when selling a house, you your first impression, obviously is online, or I believe it's 85% of the buyers out there. So, you know, your photography, your floor plans, your, you know, descriptions of the property, the accuracy, making sure that what you say the property is is accurate. You know, you want to market the property, on the correct platforms and to the correct buyers. And sometimes, it's not just Zillow, or Trulia, or you know, these realtor.com. Sometimes it's also, you know, finding the groups that makes sense or the I'm going to give an example, if it's a historical home, for example, you don't want to just market it on Zillow and Trulia, you also want to find out oh, are there historical communities that, you know, websites that love historical homes where you can buy and sell them? Well, maybe you want to put the house on that platform as well, because that's a captured audience that loves historical homes, and you have a property for that. So, you know, I think that one of the things that the internet has been great for, but also sometimes you forget, is searching for those places that make sense for the property and making sure you're really getting it in front of the right people. I also think that if the property has a great story, you want to get the story out there, right? Like, oh, this artist used to paint in the back barn. And then, you know, I had a client and she had all these old articles that showed, you know, the painter and you know, the artist painting in the barn in the back and just had like this amazing story, you know, so we did make a point of taking all of that and pulling it together. So that, you know, sending it out there into the universe, whether it's local platforms, like patch or tap or any of those, but also maybe you send it to the New York Times or Wall Street Journal mansion section, see if they pick it up, you know, you never know. Sometimes it won't. But you know, I think that whether it's online readers or newspaper readers, everyone loves a great story. So if you can, whether it's even that high profile marketing, but maybe it's even just a story to have when people come to the open house and have a little something to learn about the property or its history. It just makes it that much more exciting. I do think print marketing.

Sal  
Yeah, I was just going to ask you about, about the print marketing. So that was a nice, nice segue into it.

Karen  
No problem, I think, you know, online seems to be all the rage, right? But the reality is, is, I don't know about you. But you know, I still have family that loves to get the newspaper in the mail. They don't read news or books on their tablets or online, they still love to touch and feel they go to the library, you know. So I do think that, you know, you have to remember to what generations you're marketing to, right? Not everybody is super tech savvy. I'm sure you even doing this podcast, it ran into some people who maybe aren't going to do it on Zoom, but they only do it on the phone. Or you know, vice versa, right? You have different comfort levels with where you find your information, right? You you gravitate to what you know, too. So I do think that doing some print marketing, not only doing digital is important, if you truly want to capture a larger network. I think you shouldn't limit yourself to just one way of marketing yourself.

Sal  
Yeah. And then can you just touch on because it came up in, you know, a few episodes as well. And I did learn it you know, from you as well, though, the handwritten notes and the handwritten cards, stuff like that it did come up in a few episodes. So can you just touch on that real quick? Because I know you're definitely big on that? 

Karen  
Sure. I am. I think there's nothing like just taking the two minutes to send a little handwritten note, or a holiday card or New Year's, you know, whatever it might be, and just, you know, letting them know you're thinking about them that they're top of mind that you appreciate something they did, even if you saw it on social media, right? Like maybe you saw, they just had a new baby, well, take the time to it takes two minutes a grab, you know, can have some, truthfully, sometimes I just go to TJ Maxx and I buy all the like, you know, they're not that expensive, but they're really nice note cards, and I just kind of make them work for what I need them to work for. And I just write a nice little note just saying congratulations, she's beautiful, loved seeing the photos on Facebook, you know, but it's that combination, too. I think that really sticks with people. And also that, yes, you want to be consistent, but you also want to be authentic, like we've talked about before. And I think just doing things kind of the old way a little bit, I'll say, you know, like just taking the two minutes to do something means more these days, right? You can write a quick comment on Facebook in two seconds. How many people read all the comments? And do they really? Are they really that meaningful, but handwriting something out and putting the stamp on. I also like to buy special stamps. I don't like just the plain flags I like I always like going in and I don't know, maybe it's a little cheesy, but there's just something about getting an envelope with a really nice stamp on it, I think, like, makes you kind of smile

Sal  
Well it just adds to the impact. 

Karen  
Correct. Correct. So those are little things. And yeah, I personally think that it's I've done a holiday card or New Year's card every year. And I usually actually a lot of your clients do become your friends actually in this industry more than I think some because you get to know so much about them, which is what makes you a good agent, right? You really find out who they are, what's important to them, how they live their life, what's their activities, what's their passion, you know, not just about work, and the commuting time, those things are important. Of course, everybody asks those questions, but when you really get to know them, you really can understand how they might use a house or how they might move through a property or you know, what, why maybe a first floor bedroom is extra critical or why the office really needs to be farther away from the playroom or the you know, the kitchen or maybe it needs to be really close for a different reason, you know, like, because of how they live their lives. So I do often, you know, send them a personal, like, whatever my holiday card is for my friends. And then maybe the the New Year's one might be a little bit more about business, right might feature a home I sold. And it might share a little note about, you know, just kind of something I'm proud of. So that then they you know, yes, they see the social media this and that but you're taking the time to like really show them. This was you know, kind of my greatest, the thing I'm most proud of this year that most beautiful home I sold or the percent over that, you know, the amount of money I was able to get my client made me feel so good or whatever it might be. It's just also telling a story. I find stories stick more than just, you know, a picture of a house. You know, you a story resonates and it kind of is more memorable.

Sal  
Well a story and then mixed with the handwritten your impact is, you know, there's a big impact right there. 

Karen  
Correct. 

Sal  
Yeah. So as we, you know, come to the end of the episode here. Is there any final piece of advice that you would give our listeners to help them take another step towards success. It doesn't have to be real estate, just business in general, personal kind of just anything.

Karen  
One of the things I think is most important is making sure that you read the newspaper every day, even if it's just the front page and skim it, or listen to Up First, which is the top three stories of the day on NPR, I think it's really important to know what's going on in the world, domestically, internationally. Because you just never know, who's going to walk into your life. And I'll give a good example. So I met this buyer, and the buyer told me that they were from Bangladesh, and the other agent was standing there, and they didn't know where that was. And I remember I read an article about how Bangladesh spends three quarters of its year flooded, because it's at such a low elevation. And I said, you know, I started to share this, and I could see him light up, because I knew something about his country. And he, you know, it resonated, you know, and I said, you know, I can't say no, too much more, but I remember that really stood out to me and learning about your country. And he said, Oh, yes, you know, and he started talking and right away, he opened up and just started sharing right about, you know, his country and where he's from, and, you know, just that him and his wife were the first to come to America and have such a different life. And they said, you know, we never lived in a home, like the buildings that are here. So we have a lot to learn. And, you know, so when it came time to hire an inspector, you know, the person really helped them go through the home and understand everything and how it all works, because they'd only rented an apartment before that and gone to school and lived in dorms. So they really hadn't had much, you know, they can't call their dad up and say, Hey, can you come over and help me fix this, you know, so like, you know, but listening and understanding and just having that background a little bit, to finding a way to connect with someone and just show them that, you know, you might not know everything, and I'm not pretending I knew everything about Bangladesh, which I don't, but just, you know, just a little tidbit that, you know, piqued my interest and immediately started helped a conversation facilitate. So, even in college, I remember, you know, I used to skim the front page. And an almost every day in my class, the teacher would say, who knows about what's going on XYZ. And I usually did, not because I necessarily read every book every night and was like, up to date on all the schoolwork. But I could always participate in the discussions, right. And that I always took away from college, actually it was the one thing I realized that helped me stand apart in my classes, and has now continued to help me stand out in life and my relationships and my work.

Sal  
Wow, that's great. Thank you for that. Thank you very much for being on. I think this was definitely insightful. And you know, this was definitely great. So thank you. 

Karen  
You're welcome. Thanks for having me.

Sal  
You got it. If anybody wants to connect, feel free to reach out. If you have any questions or want to connect with Karen, what's the best way if anybody wanted to, you know, reach out or connect with you?

Karen  
Sure. I'm on every platform. I'm on Instagram, Facebook, Google business, LinkedIn, but you're also welcome to just call me on my cell. 908-625-4891 or send me an email at Karen.c@BHHSnj.com.

Sal  
Okay, awesome. Thank you very much.

Karen  
Thank you.