Pełna transkrypcja odcinka What If Your Best Client Never Buys | Richard Berman

department. 00:04:40.800 --> 00:04:47.839 I was telling her, I'm gonna go sell cars, and she's like, You better not quit because JC Pennies will never hire you back. 00:04:47.839 --> 00:04:53.040 Said, Danette, I hope I never work here again. 00:04:55.519 --> 00:05:03.759 Well, uh, Sean used to work in the car business, and so maybe you were gonna ask this, but I'm curious, as someone who's worked in both. 00:05:03.759 --> 00:05:07.680 We often get compared as realtors, we get compared as to car salesmen all the time. 00:05:07.839 --> 00:05:08.079 Yeah. 00:05:08.319 --> 00:05:12.160 Uh what's the difference in being a salesman, selling cars, selling houses? 00:05:12.160 --> 00:05:13.120 Where do they overlap? 00:05:13.120 --> 00:05:13.600 What's the difference? 00:05:13.600 --> 00:05:14.480 What do people not see? 00:05:14.800 --> 00:05:18.879 So with car sales, it's more of a retail sales, like, and that's what I didn't like about it. 00:05:18.879 --> 00:05:22.480 Is like you're standing out there waiting for them to come to your storefront, right? 00:05:22.480 --> 00:05:31.600 And then the second thing is like I kind of have to befriend you, and then when we sit down at the table, I'm actually technically negotiating against you, right? 00:05:31.600 --> 00:05:36.399 You want to be at 300 a month on this car, 400 or whatever. 00:05:36.399 --> 00:05:42.160 Like, sure, let's go ride it up, and then I go in there and then I'm like bumping you up and you walk out at 600 bucks a month. 00:05:42.160 --> 00:05:45.680 Yeah, so you kind of feel like you're against your client. 00:05:45.680 --> 00:05:48.800 Whereas real estate, I work 100% for my client, right? 00:05:48.959 --> 00:05:49.279 Yep. 00:05:49.439 --> 00:05:51.279 Like, I'm not negotiating against them. 00:05:51.279 --> 00:05:58.079 I get to, you know, use those same skills against other sales, uh, well, other realtors in the market. 00:05:58.319 --> 00:05:59.199 Yeah, that's awesome. 00:05:59.199 --> 00:06:01.199 Uh, so fast forward into real estate. 00:06:01.199 --> 00:06:05.600 So then what year did you start when did you enter the real estate uh business then? 00:06:05.920 --> 00:06:07.680 I started in 2018. 00:06:07.680 --> 00:06:12.720 Um, Alan, my first mentor, he was like, you have to get into this full time. 00:06:12.720 --> 00:06:17.920 And at BG, my last company, I was making like $140,000 a year. 00:06:17.920 --> 00:06:20.319 So like fantastic money, you know? 00:06:20.319 --> 00:06:24.240 And all my friends at that time, they were still college students. 00:06:24.240 --> 00:06:28.560 They're like, You're the biggest idiot on the planet to leave a job, right? 00:06:28.560 --> 00:06:34.319 Because I was I had been there nine years and I was number eight in the whole company for them. 00:06:34.319 --> 00:06:39.199 Um, and so they're like, dude, you're you're you're you're stupid to leave this job. 00:06:39.199 --> 00:06:42.000 Like, you've been here, you got insurance benefits, the whole thing. 00:06:42.000 --> 00:06:51.759 And then I basically jumped full-time into real estate because Alan, uh Katie's old boss, my wife, was like, You you're not gonna be successful as a part-time agent. 00:06:51.759 --> 00:07:02.560 And he goes, You have to be doing this as like a real real professional, like a and he always viewed our profession as like a doctor or a lawyer or somebody of that stature. 00:07:02.560 --> 00:07:08.319 And he's like, if you want to be paid as a professional, you have to be a professional, and that means working at it full-time. 00:07:08.319 --> 00:07:15.600 So I quit BG and I jumped into real estate, and that first year was like the worst year of my life. 00:07:15.600 --> 00:07:23.759 I thought all my friends were right because I made 58,000 bucks, but I hired a coach, and that coach cost me $12,000. 00:07:23.759 --> 00:07:27.839 Plus, I had like a mortgage of like two grand a month, you know, like the whole thing. 00:07:27.839 --> 00:07:32.399 So at the end of the year, I made like $12,000, and I was looking at my wife. 00:07:32.399 --> 00:07:35.759 I'm like, we gotta figure out how to sell some houses. 00:07:36.240 --> 00:07:37.600 Uh what coach did you hire? 00:07:37.759 --> 00:07:39.040 I get coached by Mike Ferry. 00:07:39.199 --> 00:07:40.319 Mike Ferry, nice. 00:07:40.319 --> 00:07:41.759 Uh are you still with him? 00:07:41.759 --> 00:07:42.800 What's your you know? 00:07:42.800 --> 00:07:44.000 I've never been a part of that. 00:07:44.399 --> 00:07:52.399 Basically, Alan, when I first started, Alan was really the whole brain behind my success and like my first mentor, my real mentor in life, actually. 00:07:52.399 --> 00:07:56.560 But he said, You're gonna do two things if you're gonna be successful in real estate. 00:07:56.560 --> 00:08:02.160 One, you have to hire Mike Ferry, who's your coach, and then two, do everything I do. 00:08:02.160 --> 00:08:09.279 And so, literally, my first year in real estate, all I did was like follow Alan around and just take notes. 00:08:09.279 --> 00:08:16.000 And then I I actually started coaching with Mike Ferry prior to me getting my real estate license. 00:08:16.000 --> 00:08:19.600 Like the first, I forget how long it takes to get your license, 90 days or so. 00:08:19.759 --> 00:08:20.079 Sure. 00:08:20.319 --> 00:08:24.720 I started with a coach the minute I decided to make the decision to get into real estate. 00:08:24.959 --> 00:08:25.279 Smart. 00:08:25.279 --> 00:08:29.920 Okay, so you you were getting coached up before you even technically had your license to kind of build that runway. 00:08:29.920 --> 00:08:30.720 Yep. 00:08:30.720 --> 00:08:31.439 Yeah. 00:08:31.439 --> 00:08:37.840 Uh I am not familiar with Mike's uh with Mike and Tom Ferry's coaching program. 00:08:37.840 --> 00:08:41.519 Could you could you sum it up for me in a nutshell? 00:08:41.519 --> 00:08:42.480 What are the what are they coaching you? 00:08:42.480 --> 00:08:43.600 Is it more

accountability? 00:08:43.600 --> 00:08:45.519 Is it tactics, or what is it? 00:08:45.840 --> 00:08:50.799 So uh Mike Ferry is like the first real estate coach in the whole industry. 00:08:50.799 --> 00:08:52.720 He got started like in 1977. 00:08:52.720 --> 00:08:57.279 Tom, his son, has his own coaching company, so they're not combined. 00:08:57.279 --> 00:09:02.639 But Mike basically has what he calls his 21 points to successful real estate. 00:09:02.639 --> 00:09:14.879 It's like the sales system, and it's everything from like how to talk to clients all the way down to like how to follow up with them, how to manage your time, how to develop system and processes in the back end. 00:09:14.879 --> 00:09:21.120 So we're constantly like my coach and I are constantly working on how to fine-tune the business. 00:09:21.360 --> 00:09:21.679 Yeah. 00:09:22.080 --> 00:09:24.720 Now I'm being coached more on leadership, right? 00:09:24.720 --> 00:09:32.080 Because like I have three full-time assistants and the agents, and that's a whole different set of skills than just being a great salesperson. 00:09:32.480 --> 00:09:32.960 Right, yeah. 00:09:32.960 --> 00:09:41.519 Well, so leaning into that, what couple of skills do you think you had to learn and adapt to when you started to have to be more of a leader and and lead your your beerman group? 00:09:41.759 --> 00:09:49.039 Yeah, the the biggest thing that I had to learn was like to what to get them to focus on. 00:09:49.039 --> 00:09:53.600 You know, because a lot of times like you just assume that they know how to do their job. 00:09:53.600 --> 00:10:06.960 And so you gotta kind of remind them constantly like what customer service looks like, and have actually step out of being like a salesperson selling clients back to like a person selling them on the vision of the company. 00:10:06.960 --> 00:10:12.480 And I think that was the hardest part is like learning my cadence with them on that. 00:10:12.879 --> 00:10:16.000 So you said you have three full-time assistants. 00:10:16.399 --> 00:10:17.039 Yeah, yeah. 00:10:17.360 --> 00:10:18.639 That blows my brain. 00:10:18.639 --> 00:10:22.240 But what does three assistants do for you? 00:10:22.240 --> 00:10:25.120 Like I mean, I I get having one, but what what is it? 00:10:25.120 --> 00:10:26.000 What do the other two do? 00:10:26.240 --> 00:10:37.519 One is just like a general assistant, so they like maintain all the office stuff and handle our marketing and like stuff of that nature, stuff like any tasks that the agents need or I need. 00:10:37.519 --> 00:10:41.200 She also manages like uh a lot of personal stuff for me. 00:10:41.440 --> 00:10:41.519 Yep. 00:10:41.840 --> 00:10:44.000 And then the other one's a listing manager. 00:10:44.000 --> 00:10:51.360 So when I uh get a listing appointment, we're about 60% listings only and 40% buyers. 00:10:51.360 --> 00:10:57.840 So the minute I set an appointment, it's her job to do prepare the listing paperwork, to

confirm the appointment. 00:10:57.840 --> 00:10:59.360 I have a whole listing package. 00:10:59.360 --> 00:11:06.240 And then when I go out and meet with the client and get the listing secured, it's her job to bring it onto the market. 00:11:06.240 --> 00:11:08.639 And then the other one's just a transaction coordinator. 00:11:08.639 --> 00:11:10.720 So they facilitate all the paperwork. 00:11:11.279 --> 00:11:11.600 Nice. 00:11:11.600 --> 00:11:16.000 Okay, so that I I mean, I'm just thinking out loud here. 00:11:16.000 --> 00:11:20.240 I mean, that really allows you, your job is really just people. 00:11:20.240 --> 00:11:34.320 I mean, just communicating with the client and being relational probably takes a lot of the stress or or the headache out of handling 120 transactions when you know all the details are being covered already. 00:11:34.320 --> 00:11:35.120 That's awesome. 00:11:35.360 --> 00:11:37.600 Yeah, and that's that's really our vision, right? 00:11:37.600 --> 00:11:47.840 Is like uh it's nice to be busier and do more volume, but if your client just becomes a number, like you're kind of you're really tearing your business apart. 00:11:47.840 --> 00:11:53.279 So we really want every client, because we know like your house is your most intimate uh possession you have. 00:11:53.279 --> 00:11:56.480 I mean, they have laws, like if you come in my house, I can shoot you, right? 00:11:56.480 --> 00:12:04.399 Like your house is important to each person, and so we don't ever want somebody to feel like just like a transaction or deal. 00:12:04.399 --> 00:12:08.639 Like our we really want them and me focused on client concierge. 00:12:08.879 --> 00:12:11.679 So the you said the first year in the business was was a little rough, right? 00:12:11.679 --> 00:12:12.639 Yeah, like 12 grand. 00:12:12.639 --> 00:12:17.200 So when did when was it that next year that you you started to see the the fruits of the labor? 00:12:17.200 --> 00:12:18.799 Did it kept take a couple more years? 00:12:18.799 --> 00:12:20.559 When did you feel like you started to hit your stride? 00:12:21.039 --> 00:12:24.559 First year I wound up so with Alan, we were on a 50-50 split. 00:12:24.559 --> 00:12:27.840 So I did 18 transactions, which would be a lot for a lot of people. 00:12:28.000 --> 00:12:28.320 Yeah. 00:12:28.480 --> 00:12:30.399 Um, their first year in the business. 00:12:30.399 --> 00:12:35.679 But because 50% of my income went to Alan, you know, uh, I only made $58,000. 00:12:35.679 --> 00:12:43.279 Second year, uh, I did 30, 25 transactions, and it was a little bit more income. 00:12:43.279 --> 00:12:47.360 He reduced the split between him and I because he was spending a lot of time training me. 00:12:47.360 --> 00:12:53.679 I mean, I everything I do in my business is is either an extension of something I learned from him or Mike Ferry. 00:12:53.679 --> 00:12:59.279 And then my third year, um, I was making more money than I was making at BG. 00:12:59.519 --> 00:12:59.919 Yeah. 00:12:59.919 --> 00:13:00.720 Love it. 00:13:00.720 --> 00:13:01.360 Yeah. 00:13:01.360 --> 00:13:06.559 Uh yeah, I I always joke that I I don't have any original ideas. 00:13:06.559 --> 00:13:08.159 I'm just a master of RD. 00:13:08.159 --> 00:13:09.440 Rip off and duplicate. 00:13:09.440 --> 00:13:16.480 You know, we're all we're all standing on the shoulders of giants of uh so you know, I appreciate that you said that, and I can relate to that a lot. 00:13:16.480 --> 00:13:20.159 It's like, you know, I don't have any good ideas myself, but I know a good of them when I see it, I'm gonna do it. 00:13:20.399 --> 00:13:22.159 That and that's exactly right. 00:13:22.159 --> 00:13:27.200 Like most everything I do is something that somebody else is doing, or I learn from somebody else. 00:13:27.200 --> 00:13:29.120 So I'm super grateful for that. 00:13:29.519 --> 00:13:34.159 So if you had to did you grow up in northern Nevada, is that your hometown? 00:13:34.320 --> 00:13:35.360 So I grew up, yeah. 00:13:35.679 --> 00:13:35.840 Okay. 00:13:35.840 --> 00:13:39.039 So you have some relationships and some connections that you grew up with. 00:13:39.039 --> 00:13:50.960 If you had to move to a different city and start over your real estate business, what's a piece of advice that you would give to someone who's starting fresh, or what would you do to get going to where you are today? 00:13:51.200 --> 00:13:56.480 The biggest thing I think about is like how can you build a database, right? 00:13:56.480 --> 00:14:15.519 So it would be to really from day one, and that's what made me be able to sell 18 homes and you know continue to grow, because I've I've grown pretty fast, um, is just really keeping track of everybody I know, and then really being tactical about who do they know that I should know. 00:14:15.519 --> 00:14:24.399 Um, and then the second thing is like it's always like there's two groups of people, the people you know and the people you don't know, and the people you don't know is a bigger group always. 00:14:24.399 --> 00:14:28.000 So it's like, how can I grow that piece faster? 00:14:28.000 --> 00:14:32.399 There's only a couple of ways you can do it, is like you can buy the business, right? 00:14:32.399 --> 00:14:38.879 Um, which in the beginning I didn't have a lot of income to advertise and do all the Zillow leads or anything like that. 00:14:38.879 --> 00:14:40.879 Um we still don't do that, actually. 00:14:40.879 --> 00:14:42.399 It's not even part of our business. 00:14:42.399 --> 00:14:54.320 Um, but what I did is call expired for sale by owners, door knock listings, like around our listings, our souls or actives, or even other agents where I just wanted to sell homes in those areas. 00:14:54.320 --> 00:15:00.080 So it really is tough in the beginning and it takes all your time, but that's exactly how I would do it. 00:15:00.320 --> 00:15:00.559 Yeah. 00:15:00.559 --> 00:15:03.600 I can relate to your first year

being rough. 00:15:03.600 --> 00:15:12.480 My first year in real estate didn't sell a whole lot of houses, and I think there's a misconception on how quickly it takes to make it. 00:15:12.480 --> 00:15:16.879 And I I've even experienced this uh this last couple years. 00:15:16.879 --> 00:15:28.879 I hired a full-time admin, and uh you know, I had the money to do it, I had enough home sales, but the first year I hired an admin, my initial thought was, okay, I need to sell more homes than I did last year because now I have help. 00:15:28.879 --> 00:15:32.240 And it's like that's not necessarily how it works. 00:15:32.240 --> 00:15:39.600 You know, if scaling was you know, you hire someone and you do more business the next year, scaling would be easy and everybody would do it. 00:15:39.600 --> 00:15:50.720 You know, there's a little bit of delayed gratification, and you know, you you put the work in in year one and you're gonna reap the benefits in year two and three, not necessarily the day you start trying to grind it out. 00:15:50.720 --> 00:15:57.440 And I think more people need to hear that because it's often, you know, they quit before they actually can reap the rewards of the work they put in. 00:15:57.759 --> 00:16:00.399 Yeah, my wife, she was in real estate before me. 00:16:00.399 --> 00:16:09.840 I bought a house while she was in college, and she she basically got her real estate license because the agent we had was terrible who sold us the house. 00:16:09.840 --> 00:16:11.840 And she's like, I can do that, you know. 00:16:11.840 --> 00:16:15.440 And then she got her license and she thought like people would just show up. 00:16:15.440 --> 00:16:18.960 You know, I was like, the doors are open for business, come in. 00:16:18.960 --> 00:16:23.360 Like yeah, and then she was like, Uh, I need to get an assistant job. 00:16:23.759 --> 00:16:24.399 Yeah. 00:16:24.399 --> 00:16:24.960 Yeah. 00:16:24.960 --> 00:16:32.960 I've even uh my biggest misconception when I got in the business was that people needed to know I was a realtor and then they would hire me. 00:16:32.960 --> 00:16:35.600 And it's like not exactly how that works. 00:16:35.600 --> 00:16:38.080 Everyone knows like four realtors, yeah. 00:16:38.080 --> 00:16:45.039 So, you know, you need to be the first choice because just because they know you're in the business does not mean you're gonna get their business. 00:16:45.279 --> 00:16:55.120 Yeah, and that's really like the hardest part in the beginning, too, is because like a lot of people you know who you think would do business with you don't because they like don't trust you, right? 00:16:55.120 --> 00:17:03.360 Like you haven't proven to them that you can do it, and then you're mad at them, so then you like in the beginning, I had to make a decision, right? 00:17:03.360 --> 00:17:17.440 Like a lot of my friends or family members would buy from somebody else, and I still kept them in my database because I always saw it as like sometimes somebody will go eat at another restaurant, even though you're your the favorite restaurant, right? 00:17:17.440 --> 00:17:21.599 Yep, and so I kept them in my database in the beginning. 00:17:21.599 --> 00:17:26.960 Um, and those people now have transacted with me because in the beginning I didn't have enough reps. 00:17:26.960 --> 00:17:28.000 Of course they wouldn't use me. 00:17:28.160 --> 00:17:28.559 Yep. 00:17:28.720 --> 00:17:29.759 But now they do. 00:17:29.759 --> 00:17:33.839 So I do think most agents kind of get short-sighted and throw those people out. 00:17:34.079 --> 00:17:34.319 Yep. 00:17:34.319 --> 00:17:39.440 That's pretty crazy how you some you've said that same thing to me in conversations or how you similarly think like that. 00:17:39.680 --> 00:17:49.839 Uh I've I've joked with other realtors and my wife that I've made a career out of being a lot of people's second or third choice realtor. 00:17:49.839 --> 00:17:58.319 And so, you know, I might not get their business, but I'll get their referrals, I'll get their, you know, uh their transaction five years from today, maybe. 00:17:58.319 --> 00:18:06.960 And, you know, it's short-sighted to think if I don't get their business today, I won't ever transact with them in the future and or reap from that relationship. 00:18:07.359 --> 00:18:12.960 One of my best referring clients, I call him a client, but he's technically just a database. 00:18:12.960 --> 00:18:17.680 He's never transacted with me ever, and he never will. 00:18:17.839 --> 00:18:18.319 Yep. 00:18:18.559 --> 00:18:23.119 He he's older, retired, lives in his house, his house is paid off. 00:18:23.119 --> 00:18:24.640 It's his forever home. 00:18:24.640 --> 00:18:26.799 He told me when I called him the very first time. 00:18:26.799 --> 00:18:31.440 He's like, Richard, I'm never buying a house from you, I'm never moving, I'm dying in a house, right? 00:18:31.440 --> 00:18:32.960 And I still like fall up. 00:18:32.960 --> 00:18:41.920 A lot of people would be like, Well, that's rejection, but really that guy has probably sent me at least two transactions a year in here. 00:18:42.640 --> 00:18:43.359 Absolutely. 00:18:43.519 --> 00:18:43.920 Yeah. 00:18:43.920 --> 00:18:56.960 So going back to your database that you said you just wanted to stay in front of, what are some of those like touch points, or what are you what are you doing for your database um that kind of helps keep you in front of them or um kind of client appreciate before we dive into that? 00:18:56.960 --> 00:19:00.559 The Outside the Box podcast is all about serving clients well. 00:19:00.559 --> 00:19:04.000 And great realtors know the move is when that service matters most. 00:19:04.240 --> 00:19:06.000 At Bizbox, we believe the same. 00:19:06.000 --> 00:19:11.680 Bizbox is how realtors support their clients through the move, delivered directly to your client when they need it most. 00:19:11.920 --> 00:19:17.200 Printed on two sides, packed

with everything they need to pack and organize, and delivered straight to their door. 00:19:17.200 --> 00:19:21.039 Your client is taken care of, and your brand stays present long after the move. 00:19:21.200 --> 00:19:26.720 With packages starting at just five boxes and free design setup, there's a solution for every budget. 00:19:26.720 --> 00:19:31.759 Visit BizboxInc.com, click free setup, and own the move in minutes. 00:19:32.000 --> 00:19:32.640 Bizbox. 00:19:32.640 --> 00:19:34.480 Service when it matters most. 00:19:34.480 --> 00:19:35.839 And now, back to the show. 00:19:36.079 --> 00:19:39.839 Yeah, so like that's uh been our number one focus from day one. 00:19:39.839 --> 00:19:46.319 And uh we really focus on building the right way, so we always want to have the most accurate information. 00:19:46.319 --> 00:19:51.680 Uh the second thing is everybody in our database, we have their birthdays, right? 00:19:51.680 --> 00:19:56.559 So if I didn't have your birthday, Sean, I'm gonna call you and be like, hey, Sean, uh, I was just looking. 00:19:56.559 --> 00:19:57.519 I don't have your birthday. 00:19:57.519 --> 00:19:58.400 When is that? 00:19:58.400 --> 00:19:58.960 Right? 00:19:58.960 --> 00:20:02.400 And then when I'm talking to you too, I'm gonna get your kids' birthdays. 00:20:02.400 --> 00:20:06.240 Because in our database, everybody gets a birthday card. 00:20:06.240 --> 00:20:11.839 And then if you're one of our better clients, you get also a Starbucks like gift card for your birthday. 00:20:11.839 --> 00:20:17.519 And then all the kids get Yogurt Beach, which is like a uh Baskin Robbins out here. 00:20:17.599 --> 00:20:17.839 Yeah. 00:20:18.480 --> 00:20:20.160 All the kids get something from us. 00:20:20.160 --> 00:20:31.519 We call everybody once a quarter, but we've actually in our database we have like our our top clients, those guys get a call or text or something from us once a month. 00:20:31.759 --> 00:20:32.079 Yeah. 00:20:32.559 --> 00:20:35.359 And then every client gets an email once a month. 00:20:35.359 --> 00:20:37.039 We do like a market update. 00:20:37.039 --> 00:20:44.000 And then we have uh client party, which actually we're doing one this Saturday, uh, once a year for all of our clients. 00:20:44.000 --> 00:20:50.720 And then um our system automatically texts them a couple times a year. 00:20:50.720 --> 00:21:00.240 Like just uh here we get really cold in the winter, so we remind people to turn off their sprinklers, and then in the summer we text them a list of all of our vendors. 00:21:00.640 --> 00:21:00.960 Yeah. 00:21:00.960 --> 00:21:05.200 Um I'm assuming you have a CRM that you're using that does a lot of this. 00:21:05.200 --> 00:21:06.720 Do you mind sharing what you use? 00:21:07.119 --> 00:21:08.319 Yeah, we use Lofty. 00:21:08.720 --> 00:21:09.839 Yeah, yeah, oh yeah. 00:21:10.000 --> 00:21:10.160 Yeah. 00:21:10.400 --> 00:21:12.160 Uh are they a website provider as well? 00:21:12.319 --> 00:21:21.119 Yeah, Lofty uh used to be Chime, their full IDX website, and then a CRM, and then we also built out our transaction management in there. 00:21:21.279 --> 00:21:21.759 Nice. 00:21:21.759 --> 00:21:24.559 Uh, you said you have a client event party coming up this weekend. 00:21:24.559 --> 00:21:25.359 What are you doing? 00:21:25.680 --> 00:21:29.279 So uh this is our first time doing this style of event. 00:21:29.279 --> 00:21:34.640 We used to rent out uh we have like a minor league baseball team, so we'd rent out what they call our fun zone. 00:21:34.640 --> 00:21:47.440 But it kind of sucked because like you give everybody tickets that said they were going, and then a lot of those people don't always show up, and then other people find out that their schedule got freed up and they want to come, but you've already given out the tickets. 00:21:47.440 --> 00:21:50.319 So um we're doing it at a park. 00:21:50.319 --> 00:21:50.720 Okay. 00:21:50.720 --> 00:21:54.960 We have like a big cornhole tournament, bounce houses, face painters. 00:21:54.960 --> 00:21:57.279 Um it's all catered. 00:21:57.279 --> 00:21:57.599 Yeah. 00:21:57.599 --> 00:21:58.400 It's a fun event. 00:21:58.720 --> 00:21:59.839 Is that uh your team experience? 00:21:59.839 --> 00:22:00.640 Exclusively? 00:22:00.640 --> 00:22:03.039 Is that a brokerage thing or uh who does that? 00:22:03.440 --> 00:22:14.720 Our team only, and then we have some of our vendors, like lenders, um, our financial advisors, uh, insurance reps, and some of our home inspectors that sponsor it. 00:22:14.880 --> 00:22:15.680 Yeah, heck yeah. 00:22:15.680 --> 00:22:18.799 We just got doing Go ahead, sorry. 00:22:19.359 --> 00:22:26.480 Oh, we just like thank them for the event there, and then they set up little tables or whatever, and they get to see our clients too, because they meet a lot of them. 00:22:26.720 --> 00:22:27.039 Yeah. 00:22:27.039 --> 00:22:30.079 We just got done doing our uh we do a pool party. 00:22:30.079 --> 00:22:34.480 We rent out a uh public pool and we do it's almost identical except for it's at a pool. 00:22:34.480 --> 00:22:40.240 We have face painters, snow cones, uh balloon artists, and just bring all the kids out and have a good time. 00:22:40.240 --> 00:22:41.200 Beach balls. 00:22:42.079 --> 00:22:43.279 Oh, we went home with the beach ball. 00:22:43.279 --> 00:22:44.240 That was that was exciting. 00:22:44.559 --> 00:22:45.200 Oh, that's cool. 00:22:45.200 --> 00:22:47.920 It's it's a ton of work. 00:22:47.920 --> 00:22:56.559 We we do it as a uh a brokerage level, which um we operate as a essentially a small team, but it is a brokerage. 00:22:56.559 --> 00:23:02.160 Um and so we do it at the brokerage level, everyone can invite their clients, and it is a huge hit. 00:23:02.160 --> 00:23:10.160 Uh every year, we've been doing it for five years, and this is maybe a testament to someone who's never done a client event party that they should. 00:23:10.160 -->

00:23:14.799 Every year when we're planning it, it feels like, why do we do this every year? 00:23:14.799 --> 00:23:15.440 This sucks. 00:23:15.440 --> 00:23:16.960 You know, this is so much work. 00:23:16.960 --> 00:23:23.519 And then when the night comes around and we do it and we're relaxing at the end, it's like, how could we never how could we not do this? 00:23:23.519 --> 00:23:25.599 You know, our clients love it. 00:23:25.839 --> 00:23:30.799 Yeah, my wife had even like, I think it was about a a week or so before you uh messaged me the invite. 00:23:30.799 --> 00:23:32.559 She's like, hey, are are we gonna get invited? 00:23:32.559 --> 00:23:35.039 Is Genesis doing that that realtor pool party thing? 00:23:35.039 --> 00:23:36.319 Artica was asking about it, you know? 00:23:36.319 --> 00:23:37.920 It's like, I don't know yet kind of deal with that. 00:23:38.400 --> 00:23:39.440 Sean, you were asking about it. 00:23:39.440 --> 00:23:40.240 You wanted to come. 00:23:40.240 --> 00:23:44.079 I mean, hot dogs, cotton candy, ice cream. 00:23:44.079 --> 00:23:53.200 So uh what, Richard, what is one mistake that you see realtors, maybe young or newer realtors trying to grow their business? 00:23:53.200 --> 00:23:58.319 What is one mistake you see them make over and over again that if you could talk to all of them at once, how would you help? 00:23:58.640 --> 00:24:05.680 Yeah, so really the biggest mistake, because I get a lot of agents now in my office that shadow me, I go out and shadow other agents. 00:24:05.680 --> 00:24:12.720 I've been to like the Mike Ferry events for years now, and I spoke actually at one of the last events in front of 4,000 realtors. 00:24:12.799 --> 00:24:13.119 Wow. 00:24:13.359 --> 00:24:19.039 But the biggest event, like the mistake I think people make is they don't treat real estate like a real business. 00:24:19.039 --> 00:24:22.079 And what I mean by that is they don't have a schedule. 00:24:22.079 --> 00:24:36.799 Like if I were to go back to working at the car lot or my last company, like we had a start time and an in time, and you were required to do specific activities all day, and if you didn't, you were written up or you were fired, right? 00:24:36.799 --> 00:24:43.599 And I don't think real estate agents, because we don't have anybody like watching over us, ever actually do that. 00:24:43.599 --> 00:24:50.640 So I make it a point, even in our whole office, is to say, like, work as if the client was standing next to us. 00:24:50.640 --> 00:24:53.200 Like, would they be proud of what they're seeing right now? 00:24:53.200 --> 00:24:55.920 And if the answer to that is no, then don't do it. 00:24:56.240 --> 00:24:57.279 Yeah, that's great. 00:24:57.279 --> 00:24:58.799 Making me feel guilty, Richard. 00:24:58.799 --> 00:25:00.160 I was scrolling on Instagram real. 00:25:02.319 --> 00:25:10.880 Yeah, but I mean, it's serious, like you know, if you treat it like a real business, it it like you have no opportunity

not to uh, right? 00:25:10.880 --> 00:25:18.079 Like you're prospecting, you're going, you're doing the lead follow-up, you're contacting the agents, you're doing all the admin stuff. 00:25:18.079 --> 00:25:29.440 Most agents put like the admin stuff in front of everything else, which is like it's it's servicing a transaction, and then they wind up not getting any other transactions because they're not talking to their people. 00:25:29.759 --> 00:25:31.519 Yeah, it's uh it's crazy. 00:25:31.519 --> 00:25:39.680 Everybody wants to be their own boss until they have to endure the consequences of uh having themselves as a boss where there's no accountability. 00:25:39.680 --> 00:25:44.480 You know, you're the only boss you'll ever have that can't keep yourself accountable because it's you. 00:25:44.480 --> 00:25:50.079 And then when, you know, you don't have transactions because you weren't putting in the work, it's like I suck at this. 00:25:50.079 --> 00:25:50.960 It's like, well, maybe not. 00:25:50.960 --> 00:25:53.279 Maybe you just need to be more disciplined when you're working. 00:25:53.519 --> 00:25:58.799 Well, and that's kind of where I think one of my strengths was because when I came from BG, I was the outside sales rep. 00:25:58.799 --> 00:26:00.880 So I didn't have a manager over me. 00:26:00.880 --> 00:26:05.519 And I don't know if you've ever read the book, but it's like uh I I can't remember the title. 00:26:05.519 --> 00:26:09.279 It's one of Brian Tracy's, like he's the old school sales trainer. 00:26:09.279 --> 00:26:14.880 Um, and he said, like, work all day as if your boss was standing over your shoulder. 00:26:14.880 --> 00:26:18.000 And so we work all day as if our clients were watching us. 00:26:18.000 --> 00:26:23.759 And I do think like that is the really the separator for for what we do and any agent out there. 00:26:24.000 --> 00:26:24.880 Yeah, that's great. 00:26:24.880 --> 00:26:34.240 You had mentioned about how you've got some agents there and the office that shadow you around, and and clearly you at the beginning of your career, that's what helped you, right? 00:26:34.240 --> 00:26:35.440 Shadowing around Alan. 00:26:35.440 --> 00:26:38.160 You're like, all right, let me give back, let me help the these people grow. 00:26:38.160 --> 00:26:38.720 Yeah. 00:26:38.720 --> 00:26:44.240 So my question is then now you've got, I think you said two full-time agents with on. 00:26:44.240 --> 00:26:44.799 Yeah. 00:26:44.799 --> 00:26:48.720 So when when did that switch in your career happen mentally? 00:26:48.720 --> 00:26:51.119 We're like, okay, I've got something growing here. 00:26:51.119 --> 00:26:52.480 Let's create a group. 00:26:52.480 --> 00:26:54.559 Let's let me kind of create this. 00:26:54.799 --> 00:26:57.359 So I never wanted a group or a team. 00:26:57.359 --> 00:27:02.160 Um, I've always been like kind of like the guy that just likes to go out and do my own thing. 00:27:02.160 --> 00:27:05.440 When I got started, my wife was working for Alan. 00:27:05.440 --> 00:27:16.240 And in my first year, Alan actually wound up firing my wife, and he's like, She's gonna work for you now, because um I'm not gonna pay her to train you, right? 00:27:16.240 --> 00:27:18.480 So then it was just Katie and I. 00:27:18.480 --> 00:27:35.119 And then in 2019, I had we had our son, and so Katie no longer could be like my assistant and buyer's agent, and um, because I was always listening focus in the beginning, and so she couldn't do some of those things now because we had a baby. 00:27:35.119 --> 00:28:00.480 And so I actually brought on one of my close friends as uh my first agent, and he basically would show houses all the times and everything, and then he made it like three months, and he's like, I don't know how you do this, like this is just my part, and so he quit, and then I needed somebody, so we just uh basically fulfilled the role, and I have a gal here, and she's an absolute savage. 00:28:00.480 --> 00:28:02.799 She has a single mom, seven kids. 00:28:02.799 --> 00:28:05.680 Last year she did like 50 buyer sides for us. 00:28:05.680 --> 00:28:08.480 Yeah, that is savage. 00:28:08.480 --> 00:28:12.960 I last weekend she showed 19 homes with six different clients. 00:28:13.279 --> 00:28:13.680 Whoa. 00:28:13.680 --> 00:28:16.400 I'm gonna ask a follow-up. 00:28:16.400 --> 00:28:19.200 Does she like showing houses? 00:28:19.839 --> 00:28:20.799 Oh, she loves it. 00:28:21.039 --> 00:28:21.279 Okay. 00:28:21.759 --> 00:28:26.319 Because it's the hardest part though is like she's also super family oriented. 00:28:26.319 --> 00:28:28.400 We are all family oriented on the top. 00:28:28.400 --> 00:28:31.200 Yeah, um, because we I mean she has seven kids. 00:28:31.200 --> 00:28:33.279 Like, you have to like kids to have that many. 00:28:33.279 --> 00:28:41.440 I don't know if I can say that on her, but you know. 00:28:41.440 --> 00:28:54.640 Um, anyway, she the only thing that like drives her crazy is she wishes she could spend more time with them, but then she's like torn between like, do I work with more clients or like you know, spend more time with the kids? 00:28:54.640 --> 00:28:57.359 So a lot of times the kids are in the denali driving around. 00:28:57.519 --> 00:28:58.880 Yeah, that's that's crazy. 00:28:58.880 --> 00:29:02.640 And this might be a hot take, but I'm gonna say it on here. 00:29:02.640 --> 00:29:05.839 As a realtor, you know, I sell 50 homes a year. 00:29:05.839 --> 00:29:09.440 Showing houses is my least favorite part about this job. 00:29:09.440 --> 00:29:14.480 And I I tell some of my close friends that, and they're just blown away because they feel like that's all we do. 00:29:14.480 --> 00:29:16.160 Is you know, you just show houses all day. 00:29:16.160 --> 00:29:20.319 It's like, no, actually, it's a relatively small part of the job, and it's my least favorite. 00:29:20.319 --> 00:29:30.400 And uh I always joke that before a showing, you

know, and maybe you feel the same way, there's like an 80% chance I know how this showing is gonna go before we get there. 00:29:30.400 --> 00:29:33.759 You know, maybe it's hey, I this is gonna be too small, I know it. 00:29:33.759 --> 00:29:36.640 They just don't know it yet, but I'm gonna show it and they're gonna figure it out. 00:29:36.640 --> 00:29:40.960 Or maybe they don't know that street as well as I do, they're not gonna care for that neighborhood. 00:29:40.960 --> 00:29:49.759 And so I always feel like showings are can feel like a waste of time because I have a good idea on how it's gonna go, but I have to show it anyways, because they have to figure that out for themselves. 00:29:50.000 --> 00:30:01.680 Yeah, we do a really good job, and this is maybe a different strategy that we use is we we really do a good job of vetting all of the homes, and I will not take a client out there if it's not gonna be a fit. 00:30:01.920 --> 00:30:02.240 Okay. 00:30:02.559 --> 00:30:16.079 So, like back when I worked buyers, I don't do it anymore, and it's been a long time, but our we would only we would bring the client in, we actually go through like a consultation, and then I spend time really getting to know what they like. 00:30:16.079 --> 00:30:20.960 And if it if it's like a neighborhood they're not gonna like, I'll I'll tell them like, hey, you're not gonna like it. 00:30:20.960 --> 00:30:26.559 Sometimes I still have to take them out there, but I would send them out there as I hey just drive by that one first. 00:30:26.880 --> 00:30:27.359 Bingo. 00:30:27.839 --> 00:30:40.480 I because like you know, showing houses is probably I don't like it either, but it is the most amount of time that we're gonna spend with a client that we're showing versus like a listing appointment. 00:30:40.480 --> 00:30:46.000 I'm like, prepare, takes me 20 minutes to prepare, I'm there for an hour, I'm back in the office. 00:30:46.000 --> 00:30:49.680 Like it's two hours of actual time away from doing the other stuff. 00:30:49.680 --> 00:30:52.880 Like showing houses, I'll be there four four hours, right? 00:30:52.880 --> 00:30:58.799 So um we're only gonna show like five houses at a time, and I only take them out typically twice. 00:30:59.440 --> 00:30:59.759 Okay. 00:31:00.240 --> 00:31:02.160 That's my rule for the agents, too. 00:31:02.160 --> 00:31:08.240 Not because it's like we don't want to show houses, but really our time is our most valuable asset. 00:31:08.240 --> 00:31:17.039 And if I can't identify what the client wants, then we typically probably need to come back in the office, sit down again, and go over what they're looking for. 00:31:17.279 --> 00:31:22.480 Yeah, you so you do a little more legwork up front than maybe I do to figure out what they're looking for. 00:31:22.480 --> 00:31:31.359 You maybe earn the trust ahead of time to say, Hey, I'm gonna veto options if I don't feel like they're good fits and you've earned the trust that yeah, they'll listen to you. 00:31:31.359 --> 00:31:31.759 That's awesome. 00:31:31.920 --> 00:31:35.440 Yeah, I asked them at the appointment, I was like, Hey, is it okay if I talk you out of buying a house? 00:31:37.119 --> 00:31:37.599 Yep. 00:31:38.559 --> 00:31:43.519 Yeah, if it doesn't meet your goals or I think it's gonna be a complete waste of your time, is it okay if I tell you that? 00:31:43.839 --> 00:31:44.240 Yeah. 00:31:44.400 --> 00:31:47.920 Like you do you appreciate my honesty, or do you just want me, you know? 00:31:47.920 --> 00:31:50.960 And that was like when Katie and I first bought our first house. 00:31:50.960 --> 00:31:56.640 The agent that wasn't very good, she let me see a house that was 55 and older. 00:31:56.640 --> 00:32:00.000 You know, and I walked into this house and I loved it. 00:32:00.000 --> 00:32:02.160 I loved the community, it was gated. 00:32:02.160 --> 00:32:08.640 You know, I I came from like you know, a little duplex, like uh we I didn't have money going up. 00:32:08.640 --> 00:32:11.519 So I always thought like the gated community I had made it. 00:32:11.519 --> 00:32:13.519 I was like, dude, this is what we're buying. 00:32:13.519 --> 00:32:15.279 And the lady goes, Well, you can't. 00:32:15.279 --> 00:32:16.079 And I was like, What? 00:32:16.079 --> 00:32:17.359 They already got an offer? 00:32:17.359 --> 00:32:20.319 She goes, No, it's 55 and older, and I'll never forget. 00:32:20.319 --> 00:32:23.920 I looked at it, I said, Why did you waste my time? 00:32:23.920 --> 00:32:27.039 And she's like, I'm really sorry. 00:32:27.039 --> 00:32:28.400 I was like, Yeah, me too. 00:32:28.400 --> 00:32:29.680 Like, it sucks. 00:32:29.680 --> 00:32:32.400 But it's I would have bought it right now. 00:32:32.720 --> 00:32:33.759 That's so funny. 00:32:33.759 --> 00:32:34.960 Uh I'm gonna use that. 00:32:34.960 --> 00:32:37.039 Uh is it okay if I talk you out of houses? 00:32:37.039 --> 00:32:41.920 Uh I I always tell clients that I'm gonna talk you out of way more houses than I'll ever try and talk you into. 00:32:41.920 --> 00:32:43.200 That's the line that I use. 00:32:43.200 --> 00:32:44.319 But I like that. 00:32:44.319 --> 00:32:46.079 Uh asking that up front. 00:32:46.079 --> 00:32:50.720 Of course, they're gonna say yes, they're gonna feel great about you after you ask that question. 00:32:50.720 --> 00:33:00.480 And then they've basically given you the permission to, when they send over a Zillow link and say, Hey, I want to see this, they've given you the permission to veto it if you don't think it's a good fit. 00:33:00.480 --> 00:33:01.519 Because that's my fear. 00:33:01.519 --> 00:33:04.079 I'm always, and I'm sure there's others that are in the same boat as me. 00:33:04.079 --> 00:33:05.839 I'm always afraid of coming off as lazy. 00:33:05.839 --> 00:33:06.000 Yeah. 00:33:06.000 --> 00:33:08.640 Like, hey, you know, I don't want to show you that house because you're not gonna like it. 00:33:08.640 -->

00:33:16.319 I'm afraid, you know, of them thinking I'm just trying to get out of working on a Saturday or something, when most of the time it's no, that's not the case. 00:33:16.319 --> 00:33:18.160 I just know you're not gonna like this house. 00:33:18.400 --> 00:33:24.319 Yeah, and that's the biggest thing is like changing it to mean like, you know, um, what do you think about this? 00:33:24.319 --> 00:33:26.480 Or did you see that it backed up to this, right? 00:33:26.480 --> 00:33:29.039 And kind of getting them to answer that question. 00:33:29.200 --> 00:33:29.519 Yep. 00:33:29.599 --> 00:33:32.559 It's like, you know, it's it's only 1200 square feet. 00:33:32.559 --> 00:33:34.400 What do you think about that square footage? 00:33:34.400 --> 00:33:37.680 Is I know in our talk, like you wanted something bigger. 00:33:37.680 --> 00:33:41.519 Is this are you guys thinking of a smaller home now or it feels a little tighter? 00:33:41.759 --> 00:33:42.319 Yeah. 00:33:42.559 --> 00:33:42.799 Yeah. 00:33:42.960 --> 00:33:44.960 I I've that's not what we want. 00:33:44.960 --> 00:33:48.400 Well, should we still see it, or would you think we should just rule this out? 00:33:48.720 --> 00:33:49.039 Yeah. 00:33:49.039 --> 00:33:51.440 And then the worst is when they say we should still see it. 00:33:51.440 --> 00:33:53.759 We get there, then it's like, this is you're right, this is small. 00:33:53.759 --> 00:33:54.799 It's like, yeah, I know. 00:33:55.039 --> 00:34:00.400 Well, and that and that's why it's like, hey, in the future, when we see things like this, is it okay if I just remind you of this moment? 00:34:00.720 --> 00:34:01.680 Yeah, that's great. 00:34:01.680 --> 00:34:02.960 That's a good that is great. 00:34:03.519 --> 00:34:08.480 Like you guys came all the way out here on Saturday, you were excited to see it, and and ultimately you didn't get the house you wanted. 00:34:08.480 --> 00:34:09.840 And I feel bad about that. 00:34:10.079 --> 00:34:11.199 Yeah, that's great. 00:34:11.199 --> 00:34:23.519 Okay, hit us with uh what is a one of your top uh referral success stories that you've had, or maybe a client that referred you that sticks out in your mind of something that was impactful for for you. 00:34:24.239 --> 00:34:26.880 You want to hear the craziest real estate story that just happened? 00:34:27.039 --> 00:34:27.840 Yep, bring it. 00:34:28.159 --> 00:34:30.159 Listen to blow your mind, okay? 00:34:30.159 --> 00:34:33.519 So um I focus on listings, right? 00:34:33.519 --> 00:34:36.559 And so we we only we list properties. 00:34:36.559 --> 00:34:39.119 Every time I list a property, we adopt the buyer. 00:34:39.119 --> 00:34:41.599 So I have what we call an adopt the buyer program. 00:34:41.599 --> 00:34:49.119 I go out there after the house is sold, I get the sign and lockbox, walk up to the door, introduce myself to the buyer, right? 00:34:49.119 --> 00:34:53.119 Um, if I can't get a hold of them, we just leave like a nice handwritten thank you card. 00:34:53.119 --> 00:34:56.000 It's like, hey, uh, thank you so much for buying this house. 00:34:56.000 --> 00:34:57.440 I was the listing agent. 00:34:57.440 --> 00:34:59.119 I'm still in touch with the seller. 00:34:59.119 --> 00:35:01.440 If you have any questions, please let me know. 00:35:01.440 --> 00:35:03.840 And then we skip trace their phone numbers. 00:35:03.840 --> 00:35:07.840 So literally, this just happened like this week, and I'm I'm blown away by it. 00:35:07.840 --> 00:35:14.000 But I adopt this buyer four years ago and I call him quarterly. 00:35:14.000 --> 00:35:17.440 We're doing all the um database stuff we do. 00:35:17.440 --> 00:35:19.599 We invite them to our client party. 00:35:19.599 --> 00:35:24.159 Um, we send them, they don't get a holiday gift, but they get our Christmas card. 00:35:24.159 --> 00:35:26.800 If you buy from us, you get a holiday gift every year. 00:35:26.800 --> 00:35:31.920 But if you're just like a regular client, you get a Christmas card and it's like thoughtful. 00:35:31.920 --> 00:35:34.400 Um, I follow up with him once a quarter. 00:35:34.400 --> 00:35:38.000 He's year two, he calls and he's like, hey, the roof's leaking. 00:35:38.000 --> 00:35:40.239 And I was like, let me get a roofer out there, right? 00:35:40.239 --> 00:35:44.960 He's like, I can't get a hold of my last agent, and you're you seem to always answer the phone. 00:35:44.960 --> 00:35:45.840 You've been in touch with me. 00:35:45.840 --> 00:35:47.119 Can you get a roofer out here? 00:35:47.119 --> 00:35:48.079 We fix the roof. 00:35:48.079 --> 00:35:59.119 Fast forward six months ago, he calls me and he goes, Um Richard, I got diagnosed with cancer, and I need my I want to get my girlfriend on the title. 00:35:59.119 --> 00:36:02.159 And so I was like, Well, the best way to do it is set up a trust. 00:36:02.159 --> 00:36:03.440 So we set up a trust. 00:36:03.440 --> 00:36:06.719 And so he gets the trust, and then I'm like checking in on him. 00:36:06.719 --> 00:36:08.800 Like, how's the doctor appointments going? 00:36:08.800 --> 00:36:11.519 Now, keep in mind this guy I've never actually met in person. 00:36:11.519 --> 00:36:13.199 It's just a phone call. 00:36:13.199 --> 00:36:23.599 Um, Monday night he calls me, and uh, well, actually, so I set him up with a trust, and he goes, Is it okay if I put you in the trust as my real estate agent? 00:36:23.599 --> 00:36:27.440 And I go, Yeah, that would be that would be honored to do that, right? 00:36:27.440 --> 00:36:34.159 He goes, Well, you've you've set this whole thing up, and then I also had like the notary set up because he's bed rating at this point with the hands on. 00:36:34.159 --> 00:36:40.079 So we got and I sent my two assistants out as witnesses for the trust. 00:36:40.079 --> 00:36:44.400 So like they sign, they do the whole notarizing and and help him out. 00:36:44.400 --> 00:36:46.800 We get the trust, we get the property in the trust.

00:36:46.800 --> 00:36:51.599 Monday night, he calls me and I could barely make out what he's saying. 00:36:51.599 --> 00:36:54.559 It's like 6 30 at night, and I'm like, What? 00:36:54.559 --> 00:36:55.679 What is going on? 00:36:55.679 --> 00:36:58.639 And I'm like, Amb uh, his name's Larry. 00:36:58.639 --> 00:36:59.840 I was like, I gotta hang up. 00:36:59.840 --> 00:37:01.119 I'm gonna call an ambulance. 00:37:01.119 --> 00:37:03.199 And the ambulance got there, he passed away. 00:37:03.199 --> 00:37:06.480 But I'm selling that house. 00:37:06.480 --> 00:37:08.960 Like the girl, the wife called me the next day. 00:37:08.960 --> 00:37:13.440 He was actually a uh uh citizen of the Philippines. 00:37:13.440 --> 00:37:22.800 Well, she's a US citizen but lives out there, and so she called me, she's like, Hey, they want Larry wanted me to move to the Philippines once he passed away, because they knew they they expected him to pass. 00:37:22.960 --> 00:37:23.360 Yeah. 00:37:23.920 --> 00:37:26.800 So, like, literally, I went out there and an hour list in the house. 00:37:26.800 --> 00:37:28.000 So that's like the craziest. 00:37:28.480 --> 00:37:29.119 That is crazy. 00:37:29.119 --> 00:37:31.920 That is cra that is crazy. 00:37:31.920 --> 00:37:36.079 And so if I understand that story right, he was an adopted buyer. 00:37:36.079 --> 00:37:43.679 So you actually all this work that you put in and you know getting the trust set up, the roof works and your assistance, you actually hadn't made any money on him. 00:37:45.039 --> 00:37:45.679 I remember that. 00:37:46.079 --> 00:37:48.000 And that's I think that's really cool. 00:37:48.000 --> 00:38:01.840 And it's awesome you see that picture come full story of just treating people for people as people and not as transactions, and how if you treat people right and you serve them well, the money's gonna follow. 00:38:01.840 --> 00:38:08.320 You don't know when, you don't know where, you don't know who, but if you treat people well and you serve them good serve them well, you know, you're gonna get paid. 00:38:08.559 --> 00:38:13.760 Yeah, and that's really our philosophy is like this uh our mission here is just leave people better when we found them. 00:38:13.760 --> 00:38:15.760 So if you need help, we're gonna help you. 00:38:15.760 --> 00:38:28.000 Obviously, we have to have some boundaries, like we can't just waste all of our time and and not do anything, but yeah, like this guy, cancer, he obviously needed it, and like the last thing I would want to do is like say, Oh, sorry, I can't do nothing for you. 00:38:28.000 --> 00:38:28.800 Yeah. 00:38:29.199 --> 00:38:29.840 Absolutely. 00:38:29.840 --> 00:38:30.320 Yeah. 00:38:30.320 --> 00:38:34.960 Um, well, I was kind of thinking, have you ever thought about doing an adopt the buyer um kind of deal? 00:38:34.960 --> 00:38:36.320 I thought that was a heck of an idea. 00:38:36.559 --> 00:38:37.440 I think it's a good idea. 00:38:37.440 --> 00:38:40.639 I'm trying to think of, and maybe you can answer this for me. 00:38:40.639 --> 00:38:46.400 I'm trying to think of like there's I always joke, there's no such thing as a past client. 00:38:46.400 --> 00:38:51.519 You know, there's a client that you're working with, and then, you know, they're all fair game after that. 00:38:51.519 --> 00:38:54.239 Once they transact with that agent once, you know, they're fair game. 00:38:54.239 --> 00:39:00.719 I'm trying to think of how I would do it without I don't want to say stepping on their past realtor's toes. 00:39:01.280 --> 00:39:17.519 Yeah, well, what we do, and this is um when I go out on listening appointments, I can't tell you how many times I go there and they bought the house from another agent, or I'm meeting them for the first time, and even the fridge the like the they have the the realtor's magnet on there, right? 00:39:17.519 --> 00:39:19.920 They never have my moving boxes. 00:39:19.920 --> 00:39:25.119 No, I'm just but uh or anybody else's moving boxes in there. 00:39:25.119 --> 00:39:32.320 Um, but they um so I just know like agents just don't follow up with their clients. 00:39:32.320 --> 00:39:44.239 So basically our adopt the buyer program is like we call them and we just and you'll know right away because it's like hey, um, you know, hey Justin, is it okay if I stay in contact with you? 00:39:44.239 --> 00:39:49.760 And if you say no, you know, I I have a realtor for that, then then we just don't call you again. 00:39:49.920 --> 00:39:50.159 Yeah. 00:39:50.320 --> 00:39:55.119 But if you don't say that and you're like, yeah, that's fine, and then I go, What's a good email for you? 00:39:55.119 --> 00:40:05.360 Because we send out, you know, like a monthly marker report and these other things, and you feel like you want to plug into my system, now I know for sure, like down the road, you're mine. 00:40:05.519 --> 00:40:05.920 Yep. 00:40:06.159 --> 00:40:07.199 Yeah, absolutely. 00:40:07.360 --> 00:40:07.679 Yeah. 00:40:07.679 --> 00:40:19.039 Um, if someone was relocating to that northern Nevada um kind of market and they there's something they should know about it that they're not gonna find on Zillow or or whatever the case may be, what's what's something you would tell them? 00:40:19.360 --> 00:40:22.800 So uh, well, we probably have the best city in the whole country. 00:40:22.800 --> 00:40:27.199 And really the reason is is I'm right next to Lake Tahoe. 00:40:27.199 --> 00:40:33.119 So if you like being outdoors, you like skiing, you like the four seasons, you would love this area. 00:40:33.119 --> 00:40:39.280 Like we have all of the best um outdoor activities mountain biking, hiking, running. 00:40:39.280 --> 00:40:51.679 Um, it's also like it is we we have in the nickname the biggest little city, but it really is that like it has a small time feel, like everybody kind of knows everybody in town, which is incredible. 00:40:51.679 --> 00:41:03.519 And then, of course, we're just

minutes away or like a couple hours away from everything else, like the Bay Area, um, you know, all the places in California like people like to go, the beach, etc. 00:41:03.760 --> 00:41:04.400 Yeah, sweet. 00:41:04.400 --> 00:41:05.679 Lake Taha sounds nice. 00:41:05.840 --> 00:41:07.360 Well, do we want to switch to some rapid fire? 00:41:07.599 --> 00:41:09.119 Yeah, we should probably get them out of here, right? 00:41:09.119 --> 00:41:09.519 Cool. 00:41:09.760 --> 00:41:13.920 We like to end our time on outside the box with some rapid fire questions. 00:41:13.920 --> 00:41:17.199 Some this or that, either or questions that we're gonna hit you with. 00:41:17.199 --> 00:41:19.119 Let us know when you're ready and we're gonna read them off. 00:41:19.119 --> 00:41:19.920 Okay, go. 00:41:19.920 --> 00:41:20.400 Okay. 00:41:20.400 --> 00:41:22.960 Hoff office or home office? 00:41:22.960 --> 00:41:24.400 Office. 00:41:24.400 --> 00:41:25.280 Office. 00:41:25.280 --> 00:41:26.960 Instagram or Facebook? 00:41:26.960 --> 00:41:27.840 Instagram. 00:41:27.840 --> 00:41:29.840 Podcast or book? 00:41:30.079 --> 00:41:30.880 Uh book. 00:41:31.440 --> 00:41:33.599 What's a book you're reading right now that people should know about? 00:41:33.920 --> 00:41:38.480 Psycho Cybernetics by um Maxwell Maltz Malt? 00:41:38.880 --> 00:41:39.199 Yeah. 00:41:39.199 --> 00:41:41.760 Um, audiobook or book? 00:41:42.000 --> 00:41:43.119 Well, I do both. 00:41:43.280 --> 00:41:43.519 Okay. 00:41:43.679 --> 00:41:47.119 But I think audiobooks are a good way to do it while you're doing something else. 00:41:47.360 --> 00:41:47.519 Yeah. 00:41:47.519 --> 00:41:48.719 Are you an audible guy? 00:41:49.039 --> 00:41:53.199 Audible, but I I try to actually read because like you take notes and highlight stuff. 00:41:53.519 --> 00:41:53.920 For sure. 00:41:53.920 --> 00:41:57.440 What's an underrated app that you have on your phone? 00:41:57.440 --> 00:41:58.800 Business or personal? 00:41:59.039 --> 00:42:02.320 It's I don't know if you would call it an app, but it's called Block. 00:42:02.320 --> 00:42:02.719 Okay. 00:42:02.719 --> 00:42:04.800 And it literally locks you out of your phone. 00:42:05.599 --> 00:42:05.920 Oh, yeah. 00:42:06.320 --> 00:42:07.679 I've seen ads for that. 00:42:07.679 --> 00:42:10.800 And doesn't it have a or maybe the one I have is called Brick. 00:42:10.800 --> 00:42:11.119 Yeah. 00:42:11.119 --> 00:42:12.559 Brick, Brick. 00:42:12.559 --> 00:42:12.960 That's it. 00:42:12.960 --> 00:42:13.440 Brick. 00:42:13.440 --> 00:42:14.000 Brick. 00:42:14.000 --> 00:42:14.320 Yes. 00:42:15.039 --> 00:42:29.039 And it comes with a little thing that I put it on my assistant's desk, and then I have one at home, and then I set a schedule, and basically, like um when I get home, it shuts the whole phone down. 00:42:29.360 --> 00:42:29.599 Dude. 00:42:30.480 --> 00:42:33.760 I can take calls or text, but I can't get anything else. 00:42:34.079 --> 00:42:35.280 That's crazy. 00:42:35.280 --> 00:42:41.599 I've seen ads for that for years, and I've always thought as a realtor, I'm like, that'd be really nice to have at home. 00:42:41.599 --> 00:42:46.079 That way I'm not getting I'm not having to read unimportant texts that distract me, but okay. 00:42:46.079 --> 00:42:46.880 You vouched for it. 00:42:46.880 --> 00:42:48.239 I might have to look into it. 00:42:48.239 --> 00:42:57.199 If uh last question, if a listener wanted to refer a client to you, what's the best way to get a hold of you and get in touch with you and uh get that set up? 00:42:57.440 --> 00:43:00.000 I think you got my number right there in those boxes. 00:43:00.000 --> 00:43:02.000 77545. 00:43:02.000 --> 00:43:04.400 That's actually my personal cell phone number. 00:43:04.400 --> 00:43:06.079 So I'd say call me on that. 00:43:06.559 --> 00:43:09.360 But not outside of business hours because Brick will block it. 00:43:09.360 --> 00:43:09.920 Yeah. 00:43:10.800 --> 00:43:12.880 Yeah, no, basically after 7 p.m. 00:43:12.880 --> 00:43:14.800 my phone goes goes dark. 00:43:14.800 --> 00:43:18.400 And it's funny because all my friends they think I go to sleep at 7, you know? 00:43:18.559 --> 00:43:18.800 Yep. 00:43:18.800 --> 00:43:19.440 That's awesome. 00:43:19.440 --> 00:43:34.320 Yeah, I have settings on uh uh the iPhone where I set it up to where uh I think it's eight o'clock, it starts like a nighttime routine where my it goes dark and then texts don't come through, and then 10 o'clock it goes dead dead, and so yeah, that's cool. 00:43:34.320 --> 00:43:34.880 Well, Richard. 00:43:35.199 --> 00:43:40.159 Well, that's like the worst thing, just not to cut you off, but like that's the worst thing in all this industry. 00:43:40.159 --> 00:43:43.519 Everybody thinks we're like 24 hours, like we're giving people an ER. 00:43:43.760 --> 00:43:44.239 Yes. 00:43:44.239 --> 00:43:45.199 Absolutely. 00:43:45.199 --> 00:43:46.800 Well, Richard, thanks so much for joining us. 00:43:46.800 --> 00:43:47.760 This has been really great. 00:43:47.760 --> 00:43:48.719 Appreciate your time. 00:43:48.719 --> 00:43:50.320 Uh and thanks for joining us. 00:43:50.480 --> 00:43:51.360 Yeah, thanks for having me.