Cherie Walters & Nicole Juarez - Twins Doing Real Estate Together
Cherie Walters & Nicole Juarez are two faith-driven moms growing businesses inside of real estate. Cherie has spent 13 years on the lending side. With a goal to outwork everyone, she specializes in VA loans, loves serving people, and stays committed to her daily routine and personal development. Nicole is an agent with 10 years experience. She navigates meeting the needs of her clients while still being able to be available to pick-up her kids at the end of the day. Together, they form the Twins Realty Team. They discuss their growing businesses, being moms, and working together both inside and outside the office.
In this episode, you will be able to:
- Discover how to build a thriving real estate career without sacrificing your family time.
- Unlock insider tips from top real estate professionals that can fast-track your success.
- Navigate common challenges new real estate agents face and learn how to overcome them smoothly.
- Master key strategies for real estate lending success that can boost your deals and income.
- Balance family life and your real estate business effectively to enjoy both without burnout.
The key moments in this episode are:
00:00:00 - Introduction to Real Freedom Show & Guest Overview
00:02:00 - Cherie Walters’ Mortgage Career Journey and Passion for Money Management
00:04:30 - Nicole Juarez’s Transition to Real Estate Agent and Partnership with Cherie
00:06:00 - Keys to Success: Service, Hard Work, and Building Trust in Real Estate
00:09:30 - The Power of Teamwork and Using Resources Effectively in Real Estate
00:12:50 - Balancing Family, Friendship, and Business Dynamics with Your Sister
00:20:04 - Navigating Real Estate Market Challenges Through Adaptability and Mindset
00:27:29 - Overcoming Barriers and Inspiring Success
00:28:16 - Connecting with Twins Realty Team Online
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Full Transcript Here:
Cherie & Nicole
Just pivot, you know, that was, you know, two years ago. The business was, you know, right there where you turned. We say if you could fog a mirror, you're buying a house. You know, like that's what was happening. It's not happening now, but how are you going to make it happen if you didn't make the shot from one angle? Find a different angle.
Mike Swenson
Welcome to the Real Freedom show where we inspire you to pursue your passion to gain time and financial freedom through opportunities in real estate. I'm your host, Mike Swenson. Let's get some real freedom together.
Cherie & Nicole
Foreign.
Mike Swenson
Hello, everybody. Welcome to another episode of Real Freedom Real Estate Leveraged Freedom where we talk about different ways that you can build time and financial freedom through different opportunities in real estate. I'm your host, Mike Swenson. If you want to get started in your journey in real estate, check out our website, free freedom through realestate.com we have our episodes, blogs, you name it, different resources on there, really with the goal to help inspire you, help you find a path in real estate that's going to be a great fit for you, maybe bring up a different idea, something that's going to spur you to take action. Because we know that we can't get where we want to go without taking action. And so underlying all the education is the action taking. And I know a lot of our guests speak to that as well. And so with that being said, excited about a super great episode for today. We have Cherie Walters and Nicole Juarez on the episode. They are identical twins from Twins Realty Team, two faith driven moms who turn their passions into thriving businesses and real estate. Cherie is on the lending side. Nicole is on the agent side and excited to hear kind of your journey of, of entrepreneurship and growth as, as you guys continue to carve out your career in real estate. So welcome to the show. We're so excited to have you.
Cherie & Nicole
Thank you for having us. We're here. Yep. Thank you so much.
Mike Swenson
Awesome. Well, yeah, why don't you just start, just talk about, you know, one, one of you goes share, you know, and then we can pop into the other one, whatever you guys want to do. But yeah, just kind of your, your background a little bit, getting into real estate. Why real estate for you and, and we'll just take the conversations from there.
Cherie & Nicole
Okay. Well, it's typical that I go first in everything because I was the first twin born and so I usually start most conversations and most everything, even this profession she started because I, yeah, I do mortgages like Mike said. And so I kind of started that career because I had gotten my business degree. And funny enough, the business degree really didn't get me to where I wanted to go. I didn't really feel like I was serving people that I wanted to serve and definitely wasn't going to make the money that I had the opportunity to make in real estate. But I didn't know that at first. I just knew that being in a management position and managing people kind of, it just didn't really seem the route that I wanted to go. Even though I got a business degree and odd. But I loved money and I, I always enjoyed money. Even as a kid I thought, you know, I want to save. Every penny I get, I gotta save. And I always had a goal and I always thought I'm gonna help somebody with money. I in. In fact I started working with money as a. A teller. I worked at a CVS store in as a teller and I loved doing that and I always thought about the money behind it. Then I went into a ticketing and manage cash or and things like that. So it was, it was. That's kind of you. Yeah, it was in me I always thought about money. So anyways, my husband is a, a broker and he said you don't, you don't want to do managing people. So what, what can we do? We can put you with a mortgage lender and you can be his assistant. And I thought well okay, I'll. I'll do anything. Just get me out of the industry that I'm in. So went into being an assistant for someone and broker. I'm sorry. Yeah, mortgage lender, branch manager. So was his assistant for two years. Decided hey I can do this by myself. I can go out and sell to real estate agents and tell them to use me as a lender. And so that's kind of how I got started. Thirteen years later here I am now a branch manager at CMG Mortgages. And so love it. Have built a great career in real estate and love the, the behind it is just serving people and doing what I like to do. The money part of, of the transaction I started in real estate. I've been a real estate agent for 12 years. So she started doing lending and we were working at a call center prior to. And you know Those hours are 7 to 7 to 3 or if you got a good shift at 7 to 3 or something like that. Or at one point I was working one and I had a, I had a child and so anyways that the hours were not optimal. Not something that I really enjoyed doing the money was okay, but not great either way. She got into mortgages and we've always worked together and we're better together. And so I saw what she was doing and I thought how could I, how can we work together again? Because she was now in a profession where I, we left each other and we weren't working together anymore. So I thought how could we work together again? I did not want to be her competition, so I. No one really wants to be her competition. She's 4am getting up in the morning and going to the gym and she's just a beast. So I did not want to be her competition there, but I did want to work with her. So I said, okay, well I will be a real estate agent. So I went and got my real estate license and the rest is kind of history. But I worked really hard. We worked together. She helped me do the test and not do the test, but study. We studied together and it was something that was important to me to, to do. And so we just been working together since doing real estate and it's been fun. It's been fun.
Mike Swenson
Now talk a little bit about, you know, as, as we know the business is hard, it's challenging, especially building up client bases, earning trust, earning respect. As you guys get started, what would be some of your thoughts? Maybe as tips or advice for people looking to get into the industry just in terms of kind of your success or you know, just talking about kind of your ways to. As you guys started to business to gain some traction as you were trying to earn, you know, market share and mind share from, from all your friends, family and others.
Cherie & Nicole
I would say that we have different, different lives. I have a 6 year old and a 12 year old, so her life looks a little different than mine, but we're both very successful in what we do. Being a mom with younger kids, you definitely have to have a schedule. It's important to have one office in the morning, making phone calls and making sure that you are available. And it's tough when you're a mom with younger kids. 4 o' clock is pickup time for the kids, you know, so you have to make time, but you have to be at the office. And really money should not be the motivating factor. It should be serving others because that's something that comes later. Money is just, you work, you get paid in any profession. So. But if you're is serving others and how can I make someone else's life better? You'll, you'll make money at anything. You just have to find that, that you have to find that you have to find the service, what, how you're going to service them. And I think as, as far as my part of that, I've always thought outwork them. I'm, I not be the smartest person in the, the group, but I'm going to outwork you. So I'm going to show up when they're not there. I'm going to, I'm going to find, find a time to. When you're in, I'm up. And when you're, you're not working, I'm working. And, and you'll find that there's a lot of people that can't compete in just that aspect because they're too busy going shopping, watching the grass grow. I don't know, you know, they're not putting the effort behind it. So if you can just have that mindset of I'm going to, I'm going to work when they're not working. And that is for me, as a mortgage lender, that just means making the phone calls to, to my real estate agent saying, hey, I'm here. Do you need anything? Let me tell you what's going on in the market. Providing updates, providing value. Why, why would they be calling? Why should they be calling you? And if you can provide the value, they'll call you. But they got to know you're out there. They got to know that you're going to answer the phone when they call. They got to know that you're, you're going to have the resources available, don't have to have all the answers. So for those new people, doesn't, doesn't mean that you have to have the answer. And sometimes the, the most TR thing for people is to say, I don't know. I'll get you the answer. Just get the answer. You know, you don't have to know everything. You just got to be willing to put the work in to get the answer. If you say you're going to do something, do it. If you're going to say, I don't know the answer, call them back fairly quickly. You can't, you know, call them three or four days later. You can't go, go play a round of golf and then say, hey, I'll call you back after my golf tournament. Nobody cares, you know, about your golf tournament. They need the answer to make their real estate transaction work. And as far as my money, I'm the most pretty important part of that piece of the puzzle is the money. So they're calling Me, they need answers and they, and they can rely on me for that. So being answers out outworking your competition is a big part for success on my part.
Mike Swenson
Now talk a little bit about you guys working together. For some people it might work together. For some people it might not work together. Would love to hear kind of your guys story. Obviously you were together then, not working together, now back together, just being able to balance because I know sometimes, you know, maybe, maybe it's not twins, maybe it's a spouse, a different sibling, very close friends, trying to find ways to do life together and be in business together. And sometimes that can be a challenge. So we'd love to just kind of hear your guys's thoughts on, on that working together as sisters and as twins.
Cherie & Nicole
We've always, we're pastors kids and so we've grown up kind of being taught two is better than one. And so we really grabbed onto that early on, especially as being twins, you know, so we, we KN the mindset of if somebody falls, there's some, there's someone there to pick, pick the other person up. But as we, you know, became came into our careers, we really found that it's a big deal. Especially in real estate, there's so many moving parts. If you don't have a team, there's strength in the numbers. So I can only get so many transactions done with myself but if I tag Nicole in, if she tags in her other team member and my team, we're going to man, it's a unstoppable force. But so really learn leaning into strength in numbers and knowing that you can't get everything done by yourself and relying on that, I feel like that just catapulted us to the next step. It's just really, how can I get more people to buy in and help me get more things done? And you don't really realize the resources that you have. Use the resources that you have. Your strength may not be talking, your strength may not be paperwork, but you have other people that just look in your circle or get around people that are in that profession and lean into them. There's so many people that are, there's lots of real estate agents, there's lots of mortgage lenders. But find a good team, talk to them and the ones that are willing to help you use them, not use them in a bad way, but let them help you. That's the one thing that I don't think that people really take in consideration. You have resources at your fingertips and if you just use those, it, it can get you to where you're trying to go a lot quicker. So we have my niece and her daughter. We tell her all the time, use your resources. You have, you have us, we, it took us, you know, maybe so many years to get where, learn from our mistakes. And we're teaching those mistakes to her so she doesn't have to learn them the hard way. So use, use your resources. I think that's important. It saves you time. Saves you so much time. Yeah, countless hours of time. I think if you just use the people that are around you and don't be afraid to ask the question. Don't be afraid. It's funny that people get very intimidated by successful people, but a lot of times those successful people just want to be asked the question, just want to know. I feel like the, they want to pour into somebody else. They've spent so many hours into learning and crafting their, their skill and so they're just waiting for somebody to say, well, how did you do? What do you do? Or what is it? You know, just one piece of nugget of, of knowledge. You know, it could take you to the next step. I mean, usually it's just changing one thing and if you keep changing, making Those changes, just 1% better, try to be 1% better. And it, it's a game changer just having that, you know, in your head of I'm going to get better and I'm going to do it and I'm going to ask and I'm, I'm not going to be afraid. It's hard sometimes, but you can do it.
Mike Swenson
How do you guys balance wearing the sister hat, the friends hat, and the kind of business partner hat together when you guys are working? Because I worked for parents and their son on a real estate team together. And so you would see different dynamics of like, you know, kind of the conflict in the workplace or the, you know, navigating relationships in the workplace, navigating relationships outside the workplace. I don't need to hear all the dirty laundry. I'm just curious, like in terms of working together kind of balancing, because you are business partners, your sisters, and then friends on top of being sisters. So just kind of curious to hear how that, that works on a day to day or week by week basis.
Cherie & Nicole
I have the best. Now I don't know about her, but I have the best time. I enjoy working with her. We, when we're, when we're traveling, we're working, when we're working. I mean, it's just every, everything's incorporated together. So there's not, there's not a dull moment. But we don't really. I think the one thing that she probably gets upset with me is time management. Being on time. I am notorious. She likes to rush. I'm not rushed. You don't rush if you plan and, and so there's not really that, that's not the problem really. I think forgiveness is the thing when you're working with any team. Grace, you have to give people, you have to give people grace. That's the thing, that's really what it boils down to is because you understand, even though I don't like it, I understand Nicole doesn't. Time is a thing for her. You know, like if you tell her to be here at 9 o', clock, I mean she's going to be here at 8:59, you know, and me I'm like, I got to be here 20 minutes early. I mean really an hour early. I feel most comfortable if I'm hour early just in case something happens. But that's not her. So I have to understand that knowing your team member and knowing hey you might, you, that's not her area of expertise, you know, that's not her, that's not where she's at. And if you just know that then you accept it and then you move on. Now I know that she's not going to be here at 8, you know, at 9 or 8 o' clock at the meetings at 9. I know that she's not going to be an hour early but what can I do to prepare her for the meeting that's going to happen at 9 o' clock so that when she gets here we're not upset, we're not arguing and I don't, you know, ruin the whole, the whole energy because it matters, you know, like how you talk to your team, how you communicate with them. And so even though, because there's things that I'm not good at that she's good at and so she has to, you know, have grace on me in certain areas where I'm not very fun flexible. Oh yeah, I'm not. I call her the fun twin and I'm the black and white twin obviously because I do money and, and it's very black and white. It met at the math. Maths or it don't, you know. So I feel like I'm just. She has had grace in other areas for me so. And I have to be flexible. I have to be flexible with a six year old, I'm a single mom but. And with a 6 year old and a 12 year old. So I have to be flexible. There's so many different schedules that I'm, I'm managing schedules for my clients, managing schedules for my children, my schedule. I was just thinking about that earlier today. You know, I try to get anything done by four o'. Clock. You know that's exercising, talking to clients, managing the, the files that I'm working on. There's so many things. It's all. But you have to have a goal and a mindset of I can do it versus this is hard and it sucks. Every, every. You'll have a moment, but you have to work through that moment and know that there's going to be. There's so much better. So much. There's so many good outweighs the bad, the good outweighs the bad. So latch on to the good and not the bad and just overcome those obstacles. You just have to find a way to overcome the obstacles. Because there's tons of obstacles in your way about them. Just get through the drama happens. There is no family drama, the business drama. It doesn't really matter if it's family or not. There will be drama in the workplace. But to manage it to where it's controllable, you know, that's your teammate, you know, whether they're, whether you've been there 10 years or two months, your teammate. So if you're working in an office together, if you're even on, on real estate transaction. For me, I don't win unless we all as. Whether I'm representing a seller or a buyer, I'm not winning unless we all win. So we can all win or we can all lose. And my objective is, is for my client to get the house sold or to buy the house, whichever the case is. That's my goal. So if I'm working with, on, on the other side of the transaction, if I'm working difficult agent, oh well, I gotta work with them. So I do my best to not let that energy not be upset and just keep the end goal in mind. How can I get through this? How can I make this transaction enjoyable for my client and myself? What can I do? So don't think about it. It's her job. Oh, it's this person's job. It's our job and just get it done.
Mike Swenson
If you're like at a non work thing, do you find that the two of you still keep talking about work? Are you able to turn it off when you need to?
Cherie & Nicole
Sadly, no. I say sadly. We're pretty much all income. Like yeah, all the time. It's Worker Church. Yeah, Worker Church, I guess because we said our dad's pastor and so very involved with that. She does a lot of the events. She does a lot of events and we have Mother's day and Mother's Day and all the holidays and so when she signs up to do something that also includes myself. So I check her in, of course the time. But no, we don't have a off button with work but we enjoy it. So it's not really like oh, we have to talk about work or oh, we have to about talk enjoy these things. So when you enjoy what you do, it's not a problem. You know, we, we enjoy it. So it's, it's fun.
Mike Swenson
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Cherie & Nicole
It has been challenging. I would definitely say you have to find a way. And finding the way is, you know, we've been doing, we started doing podcasts. We just talking, getting out there more, talking to other agents and making ourselves available to being open minded. I think that's really been helpful is being open minded and understanding. You have to pivot, basically that, that's what I get. What you're saying is just pivot. You know, that was, you know, two years ago. The business was, you know, right there where you turned. We say if you could fog a mirror, you're buying a house. You know, like that's what was happening. It's not happening now. But how are you going to make it happen if you didn't make the shot from one angle? Find a different angle. And, and that's the angles that, that we're. You find like Nicole mentioned podcast, you know, that's just something, a different outlet, you know, putting, finding a way to make, to make something happen. And you can't just say, well, you know, man, it's real hard. Yeah, okay, but. And it's hard and we pick it, pick ourselves up and we find a way to get the deal done. You get a deal done, find a different way. So I think that because you, about 90% of your competition is saying it's hard. So while they're saying it's hard, you work and you'll close the deal and you'll make the money and you'll continue in the business and the other ones will still be talking about it's hard finding another job. And I, I think the statistics show that 90% of agents quit. Real estate agents quit within their first year. And you don't really maybe. Who was it that we talked to a builder the other day that said they've sold the agent two houses in a year. If you're selling two houses a year, you really shouldn't be in business. Right. How could you be in business? I mean our. And another thing to consider is a real estate agent gets paid the same amount no matter if you've been in the business two months or as myself 12 years. So that's really crazy to think that there's no. The pay scale is the same. So I think again, leaning into people that know the business and you're willing to listen and have an open mind about learning. I think learning from others is a big, a big part of it. You see somebody that's successful in real estate career that you're wanting to be in, you know, you're gonna, you need to use them again as a resource and talking to them. So people look at them as a competition, but I look at it as an opportunity, you know, so learn from those people that are still making it in the business. If they withstand the, the test of time, a decade in the business, I mean they're doing something like if they're still in business after a decade of it's their full time career, not the part time, not, you know, I'm a, I work at 8 and then after I get done with my 8 to 5, then I decide I'm going to be a real estate agent or a mortgage lender or a blah, blah, blah. You, you know, how can you be a profession? How can that be your profession? And how can you guide people through the most important part of their life, maybe five homes has purchased within their lifetime, you know, a forever home or whatever the case may be. But how can you really guide them through that transaction if that's not your full time career?
Mike Swenson
Interesting when you mentioned pivot Sree, because for me, that's kind of what got me into investing myself in real estate more. Because I remember I was, I was working with investor clients, helping them buy small multifamily properties. And as the market started to change and the rates went up, a lot of my clients are like, yeah, these rates are too high. I'm just going to wait. And I remember thinking like, okay, so if my clients are all waiting and this is how I make my money, I need to pivot myself. Right. And so then I was like, how do I find properties that I can say yes to? And that was kind of the seed of pivot. And yeah, for people that have been in the business for 20, 30, 40 years and you've gone through multiple market cycles, you're right, you have to find ways to pivot. What worked two years ago or three years ago might not work today. And so intriguing that you guys are, you know, open up to, you know, new challenges, new ways of marketing yourselves and, and finding yourselves to be able to keep afloat and keep things moving forward in the headwinds. So as you guys think about the future here, what do you guys think about your future in real estate? Is it, you know, I'm going to continue to do what I love. Is it if you love what you do, you never work a day in your life and we'll keep doing that. Or kind of curious to hear what are you guys thinking about as you think about the future for you guys over the next 10, 20, years.
Cherie & Nicole
Oh, we're going to keep doing it and we're going to. And we're going to do it. Well, I feel like we've, to me, we've found our area of expertise. We now have the experience to back up the license that we have now. So we have the experience of helping those customers get through the challenges and getting to their dream home. And so now we can really use that as a testimony to other people and get those people to buy homes. And so I'm just so excited about it because I feel like now we can use that information to have the customers and we have the credibility, the credibility there. So I'm excited about it and I think it's just going to be. We're at the start of the biggest part of the next few years. That's what I think. I agree. I think I'm excited about it too. But I also see us doing a little bit more of education for newer agents and people that have not been in the industry and educating them and letting them know it's possible. You can work at Walmart and decide to change your mind and start a new career. And you can do it. And here are the ways to do it. And here's how we did it. Because we did it, you know, we went from an 8 to 5 work for somebody, and I'll never work for anybody again a day in my life. You know, I will not do it. But I would love to empower other people to be able to say they did that and to say that just because you, you know, I have, I have an associate's degree in business and that's it, really. But you don't need a degree to be a mortgage lender. And so even real estate agent. I don't have a degree, so. And a single mom, there's. I'm excited about letting people know you can do it. You can absolutely can do it. It doesn't matter what's in your way. Single mom, no degree, who cares? If you want to do it, you can do it. Just get out there and do it. Make it happen. So I'm excited about educating people and letting them know all of that is possible.
Mike Swenson
I know for me, talking to our kids about education and stuff like that. My wife has two master's degrees and being able to say, hey, she's got a degree in what she's doing and if you want to do what dad does, you don't. You don't have to have a degree. That doesn't mean you are instantly successful. You still got to learn a lot of things. And I know people can get degrees in different things and my degree was in entrepreneurship. And so I look at that as that's kind of a multi purpose tool that is helpful in real estate, even though it's, it's not real estate. And I had considered minoring in real estate in college and decided not to and then 10 years later got back into real estate. So there's lots of different things you can do. So thank you guys so much for coming on, sharing your story. Love to see both of your unique perspectives on the business and your unique niches. Also being in the business and lending on the real estate side for people that want to reach out to you, learn more about what you guys are doing or connect with you. How can they do something?
Cherie & Nicole
So you can go onto our Facebook page at Twins Realty Team. We also have a YouTube channel, Twins Realty Team. So you can catch us there. We're on Instagram, same Twins Realty Team. So that's where you can find us.
Mike Swenson
You've got the market covered. Twins Realty Team.
Cherie & Nicole
Awesome.
Mike Swenson
I love it. Well, thank you so much and best of luck to you guys as you continue in the future.
