WEBVTT
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I always tell my clients at closing, whether it's a senior or not a senior, I always joke with them and I say, you know, you're not getting rid of me this easy.
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And they're like, Well, what do you mean?
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I'm like, well, basically, I stalk you forever because we know each other now.
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Hi, everyone, and welcome to Highlight Her.
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Today's featured guest is Deneen Peeler of Evelyn's Promise Senior Real Estate Services.
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She's out of Trenton, Michigan, in the United States.
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I'm excited to chat with her because I'm really curious about the services that she offers, and I can't wait to hear what she has to say.
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Let's get started and add her to the highlight her circle of season three.
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Hi, Deneen.
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Hi, Jenny.
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Thank you so much for having me on.
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I appreciate it.
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It's good to meet you, and I'm very excited to hear what you have to tell us today.
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I think that you're my guess is that you're providing a very specific niche service that is underserved.
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Yeah, absolutely.
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The senior, um, the senior community is underserved in a lot of ways, but definitely in real estate and making the connections for them to the right resources that they may need to help them.
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You know, for the aging community, moving can be a little bit harder because you don't have the same abilities that you did when you were younger to pack and move your stuff and all of that.
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And, you know, the fact of the matter is a lot of the times they've accumulated 40, 50 years worth of stuff in a house.
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I mean, I'm 52 and I know I've accumulated a lot of things.
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Yeah.
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So yes.
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So I have a couple of questions that I'd like to ask before we get into your story.
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First, what do you think is your superpower as an entrepreneur?
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Well, I've been told that my superpower is that I make people feel very comfortable.
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So when I meet somebody and chat with them, they pretty quickly feel comfortable with me.
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Um, I think they can pick up on me having a good heart and looking out for the best interest of people.
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That's a very important superpower.
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I don't mind it.
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I mean, it's better than being invisible.
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Absolutely.
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Absolutely.
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And my other question that I like to ask guests in the beginning is have you recently had a moment where you thought this is why I do this?
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Um, I have those moments probably every week.
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Um, when you're working with a client, whether it's a senior or a first-time home buyer or anyone in between, when they finally get the keys to their new home or an offer accepted, and you just see them light up and they're so excited that they're gonna finally have the home of their dreams or the home that they need to downsize to that they thought was gonna be really hard to get there.
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It's amazing to see that.
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I love that.
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So let's go back to the beginning.
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What prompted you to create real estate services for seniors?
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So I was very close with my grandma Evelyn.
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She had dementia and she passed away in 2012.
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Um, at that time, I wasn't in real estate yet, but it was on my mind.
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I saw what my family had to go through with emptying her home and putting it for sale.
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And there was just a lot, a lot to it.
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And it's hard when you're also grieving and you have to go through all those steps.
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So, as much as I serve seniors, I do also serve their families and I do um estates often because it's it's a lot to navigate when you're also grieving, you know, and back to the 50 years worth of stuff, now these these kids and grandkids are like, but we can't throw this away, it's grandma's, you know, or we we can't mom love this goose that sat on the porch, you know, kind of thing.
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So being there to help them is important to me also because I watched my family go through it.
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So once I did get into real estate in 2018, I first wanted to build my knowledge.
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And then when I was more secure in that, is when I started venturing into the senior arena, kind of deep diving into it.
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So to be clear, I didn't just take real estate courses.
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I'm a certified dementia practitioner.
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I took that course.
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I've taken a couple of senior real estate courses.
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One is a very intensive one that I'm still working on.
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I've been to a senior conference going again this year, and then I meet with senior care people.
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So I do tours of communities and things like that.
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So when I meet with a client and they're afraid and they're like, well, I don't know where my next move is, I'll have a conversation with them to see like, does a condo fit them?
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Maybe not.
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Maybe they need to go to an independent um living community.
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So then I can say, hey, I've been to these few communities and this is what I've found.
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Or, you know, maybe it's mom took a fall, she's in the hospital now, and she can't go home and needs to go to assisted living.
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Well, I can talk to mom and daughter and son and say, hey, these are the communities I've been to.
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Let me give you the right contacts for those so you can see what the better fit is.
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So I'm really arming myself with a ton of senior knowledge, just about the senior world in general, to be able to provide that info.
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I think that's another superpower.
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Well, hopefully, right?
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As long as I can help people.
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The fact that you take time to go to communities and facilities, I think gives you a clear advantage over other people in the space because, like you said, you can say I've been there.
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And from a person that once had to help with a temporary rehab situation, that is a big help.
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It's overwhelming to go to all of those facilities.
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And once I walked into facility and no one was in the front area, and I actually like walked onto hallway floor hallways and could have gone into any room I wanted.
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And I'm like, uh, no, this is not a good place to be.
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So yeah.
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So the the knowledge, the first hand experience and knowledge that you have, I'm sure makes you stand out on others.
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You found that to be true.
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Yeah, I'm hoping so.
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And and even um further than that, uh, than just the facilities, like I'm familiar with several hospice companies.
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So if I, for example, meet a client that speaks Arabic, I know which hospice has Arabic translators on hand.
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Um, so it's it's so many layers.
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It actually, um, when I really started diving into it, I called my mom and I said, Mom, you wouldn't believe what a rabbit hole this is.
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There's so many layers to things for seniors that I didn't even think about or know about before because we didn't experience back then with grandma.
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So, or home health care or knowing what a Medicaid waiver is or that there's a program available through PACE and senior alliance, like it just goes on and on and on.
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That does sound like it could be very overwhelming.
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So, do you have ways that you can calm that overwhelm for people?
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Yes, because it doesn't all apply, right?
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So if somebody if a senior calls me to their home, I'm not going in with my listing papers and my this is how I sell your house.
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I'm going over there and talking to them, like, okay, where are you at?
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What are you hoping to do?
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What you know, where can I provide a resource?
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So I kind of am getting their story so I know where and what direction they should go in.
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So at least that way you're not laying it all on them, right?
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Exactly.
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And you're taking time to build a connection with them.
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Absolutely.
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And that's what they need.
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They don't need a salesperson in there breathing down their neck to sell their house.
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Do you have certain things that you do to build that initial rapport with people?
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Favorite questions that you ask, stories that you tell, or is it different per person?
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I think it's different for every person because sometimes you get the people who just want to tell you.
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They just want to talk.
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You know, they may have lost their husband just a few months before and they really want to talk about what happened with that.
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Um, then they want to tell you, you know, how much they love their grandkids and they want to live closer to a more.
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Um, so it just really depends on their personality and what their needs are.
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Daneen, what I'm hearing from you is that you have two specialties and your superpower definitely comes in this relationship building.
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And you said people that tell you that you make them feel comfortable or that you make other people feel comfortable.
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I think that comes down to your relationship and rapport building and your seeking out knowledge.
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And I think that that's a really powerful combination in your area of business.
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Absolutely.
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Somebody told me a long time ago, and I I use this line a lot.
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You have two ears and one mouth.
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So you should listen twice as much as you talk.
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Um, and that definitely is, I think, what people need.
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Excellent advice for all of us.
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That's something that I'm trying to practice myself.
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With your powerful skills here in acquiring knowledge and rapport building, are you training other people how to provide service in the manner that you do?
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So actually, I am the team trainer for the Welch team.
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So I do train people, not specifically on seniors, because that's not a fit for everybody.
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Um, but two ears and one mouth is a big, a big part of that training.
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Um, but my training is very much relationship training, not uh not hardcore sales training, but building relationships and helping people because that's I believe that's what gets you further in life.
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That's that's the good part of life.
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Absolutely.
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Do you find that because of your style of service, you get a lot of referrals?
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Yes, I'm totally referral-based at this point.
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I love that.
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Congratulations.
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Thank you.
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I could see why just talking to you, because you clearly have a love for your clients and the areas in which you're helping them.
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Yes.
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I always tell my clients at closing, whether it's a senior or not a senior, um, I always joke with them and I say, you know, you're not getting rid of me this easy.
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And they're like, Well, what do you mean?
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I'm like, well, basically I stalk you forever because we know each other now.
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And I love to send out little gifts to my clients.
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I've had, you know, clients for years now that I the other couple weeks ago, I just sent them jars of peach salsa to a bunch of clients just because I like to stay in touch with them.
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I like to know that they're doing well and that they mean a lot to me.
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That personal touch goes a long way.
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Yeah, absolutely.
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I think that that makes a difference.
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Have there been any challenges that you've had to overcome as you build this niche for yourself?
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I think personally, because of that rabbit hole, um, there's so much to learn, right?
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There's just so many layers of it.
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So I start like running, right?
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And I'm just running and running, like, yeah, I want to learn this, and I want to, I gotta meet with this person, I gotta meet with that person, you know, and then I'm like, slow down, you're wearing yourself out.
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Let's pace it a little bit better.
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But I get so excited to learn about it and so excited to have these connections and these people in my, I call it like my mental Rolodex, that um I have to like throttle myself back a little bit because you know you can only do so much, right?
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Absolutely, absolutely.
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Do you have a recent story of someone that you were able to help that was really impactful to you?
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You don't need to share names, of course, just in general.
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Oh goodness.
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What story?
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Well, I had um I had a client come to me, it's an old friend, and the father-in-law passed away, and it was a porter style home.
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They, when they walked in the front door, they had to start throwing away from there.
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Now, mind you, I could have provided services for that.
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I could have had somebody come in and empty it, but you know, with the older generation, you don't know what's hidden in there a lot.
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Sometimes there's some some things hidden in there that you don't want somebody just coming in and throwing out.
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So they chose to go through everything themselves.
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And you know, it took a while.
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And then by the time they got done with that, they have this empty home that's in not cosmetically not great condition, right?
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And they're wore out, they're tired because they just spent, I mean, dumpster after dumpster, you know, loading and loading.
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So they called me over and I said, okay, we have a couple of options.
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We can put it on the market as is.
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I can have somebody come in and do updates for you, and you might get more money.
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You know, that's going to take a few weeks, you know, kind of thing.
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Or I have an investor I can bring over.
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So they got all three options laid out to them, and they decided that they wanted to go the investor route because they just wanted it done quickly.
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You know, it was worth it to them just to be done quickly.
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So we went that route.
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The investor actually turned it around pretty quickly.
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And I think that they, when I sent them the link to the listing with it redone, I think it really like made their heart happy to see the, you know, father, father-in-law's home like brought back to life and in like a beautiful condition.
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And then they kept saying to me, like, you took the weight of the world off our shoulders.
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You gave us three options.
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We chose the one we wanted and we got it done quick, and it just lifted such a weight off.
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So that made me happy that you know they had options and it it really helped them and they were finally able to just move past that.
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I love that.
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And imagine how many people you've done that.
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Yeah, the the estate one happens um pretty often that it's that one.
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I love helping seniors absolutely.
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But when the families are grieving and you can just take something off their plate, that feels really good too.
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Absolutely.
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So I know that you do other real estate as well.
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How much of your business approximately would you say is your senior services niche and then the rest of it?
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Uh, probably about 50-50.
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But I started my senior services really about a year ago in June.
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And I had a little hiccup with the surgery over the winter that put me back a few months.
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So this spring is when I kind of started really deep diving into it more.
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Um, so I expect those numbers to increase substantially over the next year or two.
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Yeah, so you've really only been focused for six months.
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Probably, yes, really, probably ultimately based on how my last 14 months or so have gone.
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That's great.
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Do you want to move to only senior services or do you like having both?
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So I like having both only because if I have somebody, family, friend, past client that refers me, I will never say no to that because if they trust me enough to send me their loved one, I will never say no to that.
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Daneen, you sound like a really I I'm thinking of the word amazing.
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I feel like there should be another word for it, but someone that just has so much care for the people that you're reaching out to to help with their homes just makes me smile really big.
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Yeah, I I love I love people.
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Like I just do.
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I love people, I love their stories, I love helping people.
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It's just who I've always been.
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Fantastic.
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So, do you have goals for expansion of your senior services, something you're dreaming about that's coming down the road for this specific area of your business?
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Yeah, so I service Southeast Michigan, but specialize in Downriver and Monroe County.
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And I'm hoping to uh very soon have a seminar series for seniors um to help them with, you know, learning points that are important for them.
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And then, you know, hopefully to expand that seminar series even further out if I have, you know, the right team in place to do that.
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And that would really be a if I have the right team in place to do that, because I will absolutely always want anybody that's representing Evelyn's promise to have the same heart and um dedication and plan that I do.
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Love that.
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And I think a seminar idea is great for getting the information out.
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Would you have the idea of going out to places like independent living, or would you would it be more like a library or a restaurant or something like that where people that are currently in homes?
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Yeah, so it would probably be more like a um a place that could hold, you know, roughly a hundred people.
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And I don't, I'm not gonna name locations right now.
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Yeah, but places that would hold roughly a hundred people, and again, every month would be a different topic that would be appropriate for a senior.
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I think that's a great idea.
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So make sure you keep me in the loop so I can share that for you.
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Definitely.
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I appreciate it.
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All right, are you ready for our lightning round?
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Oh, I didn't know there was a lightning round.
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This sounds fun.
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Coffee or tea?
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Tea.
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Early bird or night owl?
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Early bird.
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Do you have a tool or app that helps you run your business?
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I really love ChatGPT and her name is Rosie.
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Oh, I like that you gave her a name.
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Do you have a favorite way to unwind after a busy day?
00:17:02.639 --> 00:17:06.319
Maybe um trash TV, like Married at First Sight.
00:17:06.319 --> 00:17:06.880
Okay.
00:17:06.880 --> 00:17:11.680
And then do you have another female entrepreneur that you'd like to highlight, give a shout out to?
00:17:11.920 --> 00:17:16.720
Yeah, I would love for Sarah Morris at Priority One to uh come on your show.
00:17:16.720 --> 00:17:17.279
Okay.
00:17:17.599 --> 00:17:20.799
What I feel like I should know what priority one is, but I don't remember.
00:17:21.039 --> 00:17:28.559
Uh I believe it's in Canton and they do uh stuff for uh law enforcement.
00:17:28.559 --> 00:17:37.200
Like they do, they um put the lights on the cars and they have the uniforms and all the stuff they need, and it's a female-owned business.
00:17:37.200 --> 00:17:38.559
Sarah Morris owns it.
00:17:38.559 --> 00:17:39.359
She's amazing.
00:17:39.759 --> 00:17:40.640
Sounds fascinating.
00:17:40.640 --> 00:17:41.359
Yes.
00:17:41.359 --> 00:17:41.920
All right.
00:17:41.920 --> 00:17:49.200
So, Daneen, if someone else wanted to start a niche in the real estate world, what is one piece of advice you'd give them?
00:17:49.440 --> 00:17:54.079
People tend to have analysis paralysis and they overthink it before they do it.
00:17:54.079 --> 00:17:55.839
Sometimes you just gotta jump in.
00:17:55.839 --> 00:18:00.559
I kind of have a famous saying, and I tell my agents this on our team all the time.
00:18:00.559 --> 00:18:03.359
I've even told my kids this when they were little.
00:18:03.359 --> 00:18:06.160
Um, I'm gonna switch it from a swear word, okay?
00:18:06.160 --> 00:18:14.000
So when you're going to try something new or you're going to a new place, you gotta walk in like you own that witch and then own it.
00:18:14.000 --> 00:18:17.119
Take it till you make it on a power on a power move.
00:18:17.119 --> 00:18:18.799
Yeah, you gotta believe in yourself.
00:18:18.799 --> 00:18:19.680
Absolutely.
00:18:19.680 --> 00:18:20.319
I love it.
00:18:20.480 --> 00:18:26.960
Well, audience, remember you can follow Daneen on Facebook at her personal page, Deneen Healer.
00:18:26.960 --> 00:18:31.359
And I will make sure I put that in the show notes so you can click the links and go give her a follow.
00:18:31.359 --> 00:18:33.039
Tell her that Highlight Her sent you.
00:18:33.039 --> 00:18:40.720
Speaking of show notes, you can also find the link or subscribe to the podcast newsletter so you can get each episode delivered.
00:18:40.720 --> 00:18:43.200
Deneen, thank you so much for joining us today.
00:18:43.200 --> 00:18:46.640
I really appreciate your time and the heart and your conversation.
00:18:46.640 --> 00:18:47.519
Oh, thank you.
00:18:47.519 --> 00:18:48.640
I appreciate you.
00:18:48.640 --> 00:18:49.440
My pleasure.
00:18:49.440 --> 00:18:51.359
Audience, thank you for listening today.
00:18:51.359 --> 00:18:59.039
And if you'd like to know what Deneen and I discussed after the episode ended, you can head on over to After the Highlight Collection on Patreon and check it out.
00:00:00.000 --> 00:00:07.759
I always tell my clients at closing, whether it's a senior or not a senior, I always joke with them and I say, you know, you're not getting rid of me this easy.
00:00:07.759 --> 00:00:08.880
And they're like, Well, what do you mean?
00:00:08.880 --> 00:00:13.199
I'm like, well, basically, I stalk you forever because we know each other now.
00:00:13.439 --> 00:00:15.679
Hi, everyone, and welcome to Highlight Her.
00:00:15.679 --> 00:00:19.600
Before we get into the episode, I invite you to hit that follow button.
00:00:19.600 --> 00:00:25.199
It helps the show get delivered into your feed and it's a free way to support the podcast.
00:00:25.199 --> 00:00:31.440
Today's featured guest is Deneen Peeler of Evelyn's Promise Senior Real Estate Services.
00:00:31.440 --> 00:00:34.320
She's out of Trenton, Michigan, in the United States.
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I'm excited to chat with her because I'm really curious about the services that she offers, and I can't wait to hear what she has to say.
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Let's get started and add her to the highlight her circle of season three.
00:00:45.439 --> 00:00:46.240
Hi, Deneen.
00:00:46.240 --> 00:00:46.960
Hi, Jenny.
00:00:46.960 --> 00:00:48.479
Thank you so much for having me on.
00:00:48.479 --> 00:00:49.359
I appreciate it.
00:00:49.359 --> 00:00:54.479
It's good to meet you, and I'm very excited to hear what you have to tell us today.
00:00:54.479 --> 00:01:00.880
I think that you're my guess is that you're providing a very specific niche service that is underserved.
00:01:01.119 --> 00:01:02.240
Yeah, absolutely.
00:01:02.240 --> 00:01:14.319
The senior, um, the senior community is underserved in a lot of ways, but definitely in real estate and making the connections for them to the right resources that they may need to help them.
00:01:14.319 --> 00:01:24.400
You know, for the aging community, moving can be a little bit harder because you don't have the same abilities that you did when you were younger to pack and move your stuff and all of that.
00:01:24.400 --> 00:01:30.719
And, you know, the fact of the matter is a lot of the times they've accumulated 40, 50 years worth of stuff in a house.
00:01:30.719 --> 00:01:34.400
I mean, I'm 52 and I know I've accumulated a lot of things.
00:01:34.400 --> 00:01:35.120
Yeah.
00:01:35.280 --> 00:01:35.920
So yes.
00:01:35.920 --> 00:01:40.159
So I have a couple of questions that I'd like to ask before we get into your story.
00:01:40.159 --> 00:01:43.760
First, what do you think is your superpower as an entrepreneur?
00:01:44.000 --> 00:01:50.000
Well, I've been told that my superpower is that I make people feel very comfortable.
00:01:50.000 --> 00:01:55.920
So when I meet somebody and chat with them, they pretty quickly feel comfortable with me.
00:01:55.920 --> 00:02:00.560
Um, I think they can pick up on me having a good heart and looking out for the best interest of people.
00:02:00.560 --> 00:02:02.480
That's a very important superpower.
00:02:02.480 --> 00:02:03.439
I don't mind it.
00:02:03.439 --> 00:02:05.840
I mean, it's better than being invisible.
00:02:06.159 --> 00:02:06.959
Absolutely.
00:02:06.959 --> 00:02:07.760
Absolutely.
00:02:07.760 --> 00:02:15.360
And my other question that I like to ask guests in the beginning is have you recently had a moment where you thought this is why I do this?
00:02:15.599 --> 00:02:18.400
Um, I have those moments probably every week.
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Um, when you're working with a client, whether it's a senior or a first-time home buyer or anyone in between, when they finally get the keys to their new home or an offer accepted, and you just see them light up and they're so excited that they're gonna finally have the home of their dreams or the home that they need to downsize to that they thought was gonna be really hard to get there.
00:02:40.400 --> 00:02:42.080
It's amazing to see that.
00:02:42.080 --> 00:02:42.879
I love that.
00:02:43.039 --> 00:02:44.719
So let's go back to the beginning.
00:02:44.719 --> 00:02:50.000
What prompted you to create real estate services for seniors?
00:02:50.240 --> 00:02:52.560
So I was very close with my grandma Evelyn.
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She had dementia and she passed away in 2012.
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Um, at that time, I wasn't in real estate yet, but it was on my mind.
00:03:00.800 --> 00:03:07.039
I saw what my family had to go through with emptying her home and putting it for sale.
00:03:07.039 --> 00:03:10.319
And there was just a lot, a lot to it.
00:03:10.319 --> 00:03:16.159
And it's hard when you're also grieving and you have to go through all those steps.
00:03:16.159 --> 00:03:42.400
So, as much as I serve seniors, I do also serve their families and I do um estates often because it's it's a lot to navigate when you're also grieving, you know, and back to the 50 years worth of stuff, now these these kids and grandkids are like, but we can't throw this away, it's grandma's, you know, or we we can't mom love this goose that sat on the porch, you know, kind of thing.
00:03:42.400 --> 00:03:48.639
So being there to help them is important to me also because I watched my family go through it.
00:03:48.639 --> 00:03:55.759
So once I did get into real estate in 2018, I first wanted to build my knowledge.
00:03:55.759 --> 00:04:02.800
And then when I was more secure in that, is when I started venturing into the senior arena, kind of deep diving into it.
00:04:02.800 --> 00:04:06.240
So to be clear, I didn't just take real estate courses.
00:04:06.240 --> 00:04:08.560
I'm a certified dementia practitioner.
00:04:08.560 --> 00:04:09.759
I took that course.
00:04:09.759 --> 00:04:12.560
I've taken a couple of senior real estate courses.
00:04:12.560 --> 00:04:15.520
One is a very intensive one that I'm still working on.
00:04:15.520 --> 00:04:21.600
I've been to a senior conference going again this year, and then I meet with senior care people.
00:04:21.600 --> 00:04:24.399
So I do tours of communities and things like that.
00:04:24.399 --> 00:04:34.000
So when I meet with a client and they're afraid and they're like, well, I don't know where my next move is, I'll have a conversation with them to see like, does a condo fit them?
00:04:34.000 --> 00:04:34.720
Maybe not.
00:04:34.720 --> 00:04:39.040
Maybe they need to go to an independent um living community.
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So then I can say, hey, I've been to these few communities and this is what I've found.
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Or, you know, maybe it's mom took a fall, she's in the hospital now, and she can't go home and needs to go to assisted living.
00:04:53.439 --> 00:04:58.560
Well, I can talk to mom and daughter and son and say, hey, these are the communities I've been to.
00:04:58.560 --> 00:05:02.959
Let me give you the right contacts for those so you can see what the better fit is.
00:05:02.959 --> 00:05:12.160
So I'm really arming myself with a ton of senior knowledge, just about the senior world in general, to be able to provide that info.
00:05:12.399 --> 00:05:14.000
I think that's another superpower.
00:05:14.160 --> 00:05:15.199
Well, hopefully, right?
00:05:15.360 --> 00:05:16.720
As long as I can help people.
00:05:16.720 --> 00:05:29.199
The fact that you take time to go to communities and facilities, I think gives you a clear advantage over other people in the space because, like you said, you can say I've been there.
00:05:29.199 --> 00:05:36.079
And from a person that once had to help with a temporary rehab situation, that is a big help.
00:05:36.079 --> 00:05:38.560
It's overwhelming to go to all of those facilities.
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And once I walked into facility and no one was in the front area, and I actually like walked onto hallway floor hallways and could have gone into any room I wanted.
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And I'm like, uh, no, this is not a good place to be.
00:05:52.879 --> 00:05:54.079
So yeah.
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So the the knowledge, the first hand experience and knowledge that you have, I'm sure makes you stand out on others.
00:06:02.000 --> 00:06:03.279
You found that to be true.
00:06:03.519 --> 00:06:04.560
Yeah, I'm hoping so.
00:06:04.560 --> 00:06:11.920
And and even um further than that, uh, than just the facilities, like I'm familiar with several hospice companies.
00:06:11.920 --> 00:06:20.639
So if I, for example, meet a client that speaks Arabic, I know which hospice has Arabic translators on hand.
00:06:20.639 --> 00:06:24.240
Um, so it's it's so many layers.
00:06:24.240 --> 00:06:31.519
It actually, um, when I really started diving into it, I called my mom and I said, Mom, you wouldn't believe what a rabbit hole this is.
00:06:31.519 --> 00:06:39.920
There's so many layers to things for seniors that I didn't even think about or know about before because we didn't experience back then with grandma.
00:06:39.920 --> 00:06:49.360
So, or home health care or knowing what a Medicaid waiver is or that there's a program available through PACE and senior alliance, like it just goes on and on and on.
00:06:49.680 --> 00:06:52.879
That does sound like it could be very overwhelming.
00:06:52.879 --> 00:06:57.279
So, do you have ways that you can calm that overwhelm for people?
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Yes, because it doesn't all apply, right?
00:06:59.759 --> 00:07:09.120
So if somebody if a senior calls me to their home, I'm not going in with my listing papers and my this is how I sell your house.
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I'm going over there and talking to them, like, okay, where are you at?
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What are you hoping to do?
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What you know, where can I provide a resource?
00:07:18.639 --> 00:07:24.399
So I kind of am getting their story so I know where and what direction they should go in.
00:07:24.399 --> 00:07:27.040
So at least that way you're not laying it all on them, right?
00:07:27.279 --> 00:07:27.759
Exactly.
00:07:27.759 --> 00:07:30.639
And you're taking time to build a connection with them.
00:07:30.879 --> 00:07:31.439
Absolutely.
00:07:31.439 --> 00:07:32.560
And that's what they need.
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They don't need a salesperson in there breathing down their neck to sell their house.
00:07:37.040 --> 00:07:41.439
Do you have certain things that you do to build that initial rapport with people?
00:07:41.439 --> 00:07:46.480
Favorite questions that you ask, stories that you tell, or is it different per person?
00:07:46.720 --> 00:07:53.199
I think it's different for every person because sometimes you get the people who just want to tell you.
00:07:53.199 --> 00:07:54.319
They just want to talk.
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You know, they may have lost their husband just a few months before and they really want to talk about what happened with that.
00:08:00.399 --> 00:08:06.079
Um, then they want to tell you, you know, how much they love their grandkids and they want to live closer to a more.
00:08:06.079 --> 00:08:10.959
Um, so it just really depends on their personality and what their needs are.
00:08:11.199 --> 00:08:20.079
Daneen, what I'm hearing from you is that you have two specialties and your superpower definitely comes in this relationship building.
00:08:20.079 --> 00:08:26.079
And you said people that tell you that you make them feel comfortable or that you make other people feel comfortable.
00:08:26.079 --> 00:08:32.080
I think that comes down to your relationship and rapport building and your seeking out knowledge.
00:08:32.080 --> 00:08:37.279
And I think that that's a really powerful combination in your area of business.
00:08:37.519 --> 00:08:38.000
Absolutely.
00:08:38.000 --> 00:08:42.080
Somebody told me a long time ago, and I I use this line a lot.
00:08:42.080 --> 00:08:43.759
You have two ears and one mouth.
00:08:43.759 --> 00:08:46.000
So you should listen twice as much as you talk.
00:08:46.000 --> 00:08:49.200
Um, and that definitely is, I think, what people need.
00:08:49.440 --> 00:08:50.879
Excellent advice for all of us.
00:08:50.879 --> 00:08:53.279
That's something that I'm trying to practice myself.
00:08:53.279 --> 00:09:04.639
With your powerful skills here in acquiring knowledge and rapport building, are you training other people how to provide service in the manner that you do?
00:09:04.960 --> 00:09:08.320
So actually, I am the team trainer for the Welch team.
00:09:08.320 --> 00:09:14.240
So I do train people, not specifically on seniors, because that's not a fit for everybody.
00:09:14.240 --> 00:09:18.799
Um, but two ears and one mouth is a big, a big part of that training.
00:09:18.799 --> 00:09:34.399
Um, but my training is very much relationship training, not uh not hardcore sales training, but building relationships and helping people because that's I believe that's what gets you further in life.
00:09:34.399 --> 00:09:36.559
That's that's the good part of life.
00:09:36.879 --> 00:09:37.360
Absolutely.
00:09:37.360 --> 00:09:41.120
Do you find that because of your style of service, you get a lot of referrals?
00:09:41.279 --> 00:09:43.840
Yes, I'm totally referral-based at this point.
00:09:44.000 --> 00:09:44.720
I love that.
00:09:44.720 --> 00:09:46.080
Congratulations.
00:09:46.080 --> 00:09:47.200
Thank you.
00:09:47.200 --> 00:09:54.720
I could see why just talking to you, because you clearly have a love for your clients and the areas in which you're helping them.
00:09:54.960 --> 00:09:55.360
Yes.
00:09:55.360 --> 00:10:03.840
I always tell my clients at closing, whether it's a senior or not a senior, um, I always joke with them and I say, you know, you're not getting rid of me this easy.
00:10:03.840 --> 00:10:05.039
And they're like, Well, what do you mean?
00:10:05.039 --> 00:10:10.000
I'm like, well, basically I stalk you forever because we know each other now.
00:10:10.000 --> 00:10:12.399
And I love to send out little gifts to my clients.
00:10:12.399 --> 00:10:21.120
I've had, you know, clients for years now that I the other couple weeks ago, I just sent them jars of peach salsa to a bunch of clients just because I like to stay in touch with them.
00:10:21.120 --> 00:10:25.120
I like to know that they're doing well and that they mean a lot to me.
00:10:25.360 --> 00:10:27.120
That personal touch goes a long way.
00:10:27.279 --> 00:10:28.399
Yeah, absolutely.
00:10:28.399 --> 00:10:30.240
I think that that makes a difference.
00:10:30.480 --> 00:10:35.200
Have there been any challenges that you've had to overcome as you build this niche for yourself?
00:10:35.440 --> 00:10:41.360
I think personally, because of that rabbit hole, um, there's so much to learn, right?
00:10:41.360 --> 00:10:43.440
There's just so many layers of it.
00:10:43.440 --> 00:10:46.240
So I start like running, right?
00:10:46.240 --> 00:10:55.039
And I'm just running and running, like, yeah, I want to learn this, and I want to, I gotta meet with this person, I gotta meet with that person, you know, and then I'm like, slow down, you're wearing yourself out.
00:10:55.039 --> 00:10:56.720
Let's pace it a little bit better.
00:10:56.720 --> 00:11:10.960
But I get so excited to learn about it and so excited to have these connections and these people in my, I call it like my mental Rolodex, that um I have to like throttle myself back a little bit because you know you can only do so much, right?
00:11:10.960 --> 00:11:12.480
Absolutely, absolutely.
00:11:12.720 --> 00:11:17.440
Do you have a recent story of someone that you were able to help that was really impactful to you?
00:11:17.440 --> 00:11:20.080
You don't need to share names, of course, just in general.
00:11:20.320 --> 00:11:21.360
Oh goodness.
00:11:21.360 --> 00:11:22.399
What story?
00:11:22.399 --> 00:11:33.679
Well, I had um I had a client come to me, it's an old friend, and the father-in-law passed away, and it was a porter style home.
00:11:33.679 --> 00:11:38.000
They, when they walked in the front door, they had to start throwing away from there.
00:11:38.000 --> 00:11:40.559
Now, mind you, I could have provided services for that.
00:11:40.559 --> 00:11:46.799
I could have had somebody come in and empty it, but you know, with the older generation, you don't know what's hidden in there a lot.
00:11:46.799 --> 00:11:52.960
Sometimes there's some some things hidden in there that you don't want somebody just coming in and throwing out.
00:11:52.960 --> 00:11:55.440
So they chose to go through everything themselves.
00:11:55.440 --> 00:11:56.960
And you know, it took a while.
00:11:56.960 --> 00:12:04.480
And then by the time they got done with that, they have this empty home that's in not cosmetically not great condition, right?
00:12:04.480 --> 00:12:11.279
And they're wore out, they're tired because they just spent, I mean, dumpster after dumpster, you know, loading and loading.
00:12:11.279 --> 00:12:15.679
So they called me over and I said, okay, we have a couple of options.
00:12:15.679 --> 00:12:18.320
We can put it on the market as is.
00:12:18.320 --> 00:12:22.240
I can have somebody come in and do updates for you, and you might get more money.
00:12:22.240 --> 00:12:24.960
You know, that's going to take a few weeks, you know, kind of thing.
00:12:24.960 --> 00:12:27.360
Or I have an investor I can bring over.
00:12:27.360 --> 00:12:36.399
So they got all three options laid out to them, and they decided that they wanted to go the investor route because they just wanted it done quickly.
00:12:36.399 --> 00:12:39.759
You know, it was worth it to them just to be done quickly.
00:12:39.759 --> 00:12:41.440
So we went that route.
00:12:41.440 --> 00:12:44.639
The investor actually turned it around pretty quickly.
00:12:44.639 --> 00:13:00.000
And I think that they, when I sent them the link to the listing with it redone, I think it really like made their heart happy to see the, you know, father, father-in-law's home like brought back to life and in like a beautiful condition.
00:13:00.000 --> 00:13:04.639
And then they kept saying to me, like, you took the weight of the world off our shoulders.
00:13:04.639 --> 00:13:06.639
You gave us three options.
00:13:06.639 --> 00:13:11.840
We chose the one we wanted and we got it done quick, and it just lifted such a weight off.
00:13:11.840 --> 00:13:21.759
So that made me happy that you know they had options and it it really helped them and they were finally able to just move past that.
00:13:21.759 --> 00:13:22.799
I love that.
00:13:22.799 --> 00:13:25.120
And imagine how many people you've done that.
00:13:25.120 --> 00:13:31.440
Yeah, the the estate one happens um pretty often that it's that one.
00:13:31.440 --> 00:13:33.919
I love helping seniors absolutely.
00:13:33.919 --> 00:13:40.399
But when the families are grieving and you can just take something off their plate, that feels really good too.
00:13:40.399 --> 00:13:41.120
Absolutely.
00:13:41.360 --> 00:13:43.759
So I know that you do other real estate as well.
00:13:43.759 --> 00:13:50.399
How much of your business approximately would you say is your senior services niche and then the rest of it?
00:13:50.559 --> 00:13:52.559
Uh, probably about 50-50.
00:13:52.559 --> 00:13:57.519
But I started my senior services really about a year ago in June.
00:13:57.519 --> 00:14:02.720
And I had a little hiccup with the surgery over the winter that put me back a few months.
00:14:02.720 --> 00:14:07.279
So this spring is when I kind of started really deep diving into it more.
00:14:07.279 --> 00:14:12.960
Um, so I expect those numbers to increase substantially over the next year or two.
00:14:12.960 --> 00:14:15.759
Yeah, so you've really only been focused for six months.
00:14:15.759 --> 00:14:21.679
Probably, yes, really, probably ultimately based on how my last 14 months or so have gone.
00:14:21.919 --> 00:14:22.639
That's great.
00:14:22.639 --> 00:14:27.440
Do you want to move to only senior services or do you like having both?
00:14:27.679 --> 00:14:42.399
So I like having both only because if I have somebody, family, friend, past client that refers me, I will never say no to that because if they trust me enough to send me their loved one, I will never say no to that.
00:14:42.720 --> 00:14:47.679
Daneen, you sound like a really I I'm thinking of the word amazing.
00:14:47.679 --> 00:14:57.840
I feel like there should be another word for it, but someone that just has so much care for the people that you're reaching out to to help with their homes just makes me smile really big.
00:14:58.159 --> 00:15:00.480
Yeah, I I love I love people.
00:15:00.480 --> 00:15:01.360
Like I just do.
00:15:01.360 --> 00:15:04.720
I love people, I love their stories, I love helping people.
00:15:04.720 --> 00:15:06.240
It's just who I've always been.
00:15:06.240 --> 00:15:07.440
Fantastic.
00:15:07.679 --> 00:15:18.000
So, do you have goals for expansion of your senior services, something you're dreaming about that's coming down the road for this specific area of your business?
00:15:18.320 --> 00:15:24.080
Yeah, so I service Southeast Michigan, but specialize in Downriver and Monroe County.
00:15:24.080 --> 00:15:35.120
And I'm hoping to uh very soon have a seminar series for seniors um to help them with, you know, learning points that are important for them.
00:15:35.120 --> 00:15:44.480
And then, you know, hopefully to expand that seminar series even further out if I have, you know, the right team in place to do that.
00:15:44.480 --> 00:16:00.559
And that would really be a if I have the right team in place to do that, because I will absolutely always want anybody that's representing Evelyn's promise to have the same heart and um dedication and plan that I do.
00:16:00.559 --> 00:16:01.279
Love that.
00:16:01.440 --> 00:16:05.120
And I think a seminar idea is great for getting the information out.
00:16:05.120 --> 00:16:17.120
Would you have the idea of going out to places like independent living, or would you would it be more like a library or a restaurant or something like that where people that are currently in homes?
00:16:17.440 --> 00:16:24.080
Yeah, so it would probably be more like a um a place that could hold, you know, roughly a hundred people.
00:16:24.080 --> 00:16:27.360
And I don't, I'm not gonna name locations right now.
00:16:27.360 --> 00:16:35.519
Yeah, but places that would hold roughly a hundred people, and again, every month would be a different topic that would be appropriate for a senior.
00:16:35.919 --> 00:16:37.039
I think that's a great idea.
00:16:37.039 --> 00:16:40.080
So make sure you keep me in the loop so I can share that for you.
00:16:40.080 --> 00:16:40.799
Definitely.
00:16:40.799 --> 00:16:41.600
I appreciate it.
00:16:41.600 --> 00:16:43.600
All right, are you ready for our lightning round?
00:16:43.759 --> 00:16:45.919
Oh, I didn't know there was a lightning round.
00:16:45.919 --> 00:16:46.879
This sounds fun.
00:16:47.120 --> 00:16:48.000
Coffee or tea?
00:16:48.000 --> 00:16:48.559
Tea.
00:16:48.559 --> 00:16:50.080
Early bird or night owl?
00:16:50.080 --> 00:16:50.960
Early bird.
00:16:50.960 --> 00:16:53.840
Do you have a tool or app that helps you run your business?
00:16:54.080 --> 00:16:56.879
I really love ChatGPT and her name is Rosie.
00:16:56.879 --> 00:16:59.039
Oh, I like that you gave her a name.
00:16:59.360 --> 00:17:02.639
Do you have a favorite way to unwind after a busy day?
00:17:02.639 --> 00:17:06.319
Maybe um trash TV, like Married at First Sight.
00:17:06.319 --> 00:17:06.880
Okay.
00:17:06.880 --> 00:17:11.680
And then do you have another female entrepreneur that you'd like to highlight, give a shout out to?
00:17:11.920 --> 00:17:16.720
Yeah, I would love for Sarah Morris at Priority One to uh come on your show.
00:17:16.720 --> 00:17:17.279
Okay.
00:17:17.599 --> 00:17:20.799
What I feel like I should know what priority one is, but I don't remember.
00:17:21.039 --> 00:17:28.559
Uh I believe it's in Canton and they do uh stuff for uh law enforcement.
00:17:28.559 --> 00:17:37.200
Like they do, they um put the lights on the cars and they have the uniforms and all the stuff they need, and it's a female-owned business.
00:17:37.200 --> 00:17:38.559
Sarah Morris owns it.
00:17:38.559 --> 00:17:39.359
She's amazing.
00:17:39.759 --> 00:17:40.640
Sounds fascinating.
00:17:40.640 --> 00:17:41.359
Yes.
00:17:41.359 --> 00:17:41.920
All right.
00:17:41.920 --> 00:17:49.200
So, Daneen, if someone else wanted to start a niche in the real estate world, what is one piece of advice you'd give them?
00:17:49.440 --> 00:17:54.079
People tend to have analysis paralysis and they overthink it before they do it.
00:17:54.079 --> 00:17:55.839
Sometimes you just gotta jump in.
00:17:55.839 --> 00:18:00.559
I kind of have a famous saying, and I tell my agents this on our team all the time.
00:18:00.559 --> 00:18:03.359
I've even told my kids this when they were little.
00:18:03.359 --> 00:18:06.160
Um, I'm gonna switch it from a swear word, okay?
00:18:06.160 --> 00:18:14.000
So when you're going to try something new or you're going to a new place, you gotta walk in like you own that witch and then own it.
00:18:14.000 --> 00:18:17.119
Take it till you make it on a power on a power move.
00:18:17.119 --> 00:18:18.799
Yeah, you gotta believe in yourself.
00:18:18.799 --> 00:18:19.680
Absolutely.
00:18:19.680 --> 00:18:20.319
I love it.
00:18:20.480 --> 00:18:26.960
Well, audience, remember you can follow Daneen on Facebook at her personal page, Deneen Healer.
00:18:26.960 --> 00:18:31.359
And I will make sure I put that in the show notes so you can click the links and go give her a follow.
00:18:31.359 --> 00:18:33.039
Tell her that Highlight Her sent you.
00:18:33.039 --> 00:18:40.720
Speaking of show notes, you can also find the link or subscribe to the podcast newsletter so you can get each episode delivered.
00:18:40.720 --> 00:18:43.200
Deneen, thank you so much for joining us today.
00:18:43.200 --> 00:18:46.640
I really appreciate your time and the heart and your conversation.
00:18:46.640 --> 00:18:47.519
Oh, thank you.
00:18:47.519 --> 00:18:48.640
I appreciate you.
00:18:48.640 --> 00:18:49.440
My pleasure.
00:18:49.440 --> 00:18:51.359
Audience, thank you for listening today.
00:18:51.359 --> 00:18:59.039
And if you'd like to know what Deneen and I discussed after the episode ended, you can head on over to After the Highlight Collection on Patreon and check it out.
