No Secrets, Just Action (ft. Ricky Nadeau)

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You're listening to Katie B.
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Mean's Beyond the Sale podcast.
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Well, welcome everybody to the next episode of Behind the Sale, and we've got a great guest for you today.
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We're sitting here with the great Ricky Nadell.
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How are you doing?
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Great, wonderful.
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Great to see you.
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Strap in because you want to talk about a bundle of energy.
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This is the guy, and what a great story.
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So I'd love to dive right into.
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Talk to me about your professional background because one of the things I love about you is there's so much rich history that you've brought to real estate, and it's really helped create this amazing start of a career.
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So what did you do first getting out of high school, getting out of college?
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What did you first do for a career?
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Graduated high school up in Madawaska.
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Matawasca.
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For those who don't know, that's just south of Canada.
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Just south.
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And north of Canada all at the same time.
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Fair enough.
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That's right.
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End of the state of Maine.
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Yeah, it's a tippy top.
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Graduated up there, came down to college at the University of Southern Maine.
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Yeah, great.
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Graduated college.
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What'd you graduate with?
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What did you study in there?
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Political science.
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Oh, okay.
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Yeah.
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Yeah.
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Yep.
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Always hoped to go to law school.
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Ended up not going to law school.
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Went into actual real estate when I graduated college for a brief period of time.
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When is this?
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What time frame?
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2002.
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2002?
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2002.
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I graduated college and uh had decided, you know, biggest biggest purchase you're gonna make in life.
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Yeah.
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So I wanted to learn the ins and outs while I had some time in initially graduating from college and uh gave it a shot.
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It wasn't at my age and the the lack of structure, yeah guaranteed structure, I guess, of the business at that age wasn't ideal.
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So I ended up in the car business.
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Um before we move into the cars, so the fact that you can kind of choose your own adventure with real estate, the the income is commission only.
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So at the time, you're probably 21, 22, 23.
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Correct.
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Not a good fit at the time.
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It wasn't a good fit, but I wanted to learn the process.
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Um I ended up buying my first set of apartment buildings at 23 when I graduated college.
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Um that was definitely a value to it, no matter what.
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Um it just wasn't the right time.
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I think my age, my inexperience, and and just need of structure, yeah, coming out of college with Bill's doo was kind of important.
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So I ended up transitioning out into the car business.
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Um did that for years, worked for Berlin City for years.
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Berlin City, still a great brand in the area.
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Great big time.
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For sure.
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They taught me so much about sales, about life.
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Uh at 28, I took over their Nissan store as a general sales manager.
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So, how long were you like a front guy on the floor waiting for people to walk in?
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Six to seven years.
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Yeah, yeah, yeah.
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Yeah, I enjoyed every minute of it.
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Yeah.
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Uh every every interaction was different, every day was different.
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So it was uh it was definitely probably the best learning experience I could ever recommend for somebody who wanted to get in sales.
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Yeah.
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Try car sales.
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Car sales.
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And be successful at it.
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You will know that you'll be successful at any other sale.
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What is it about car sales specifically for you that you think is such a great proving ground, training ground for sales, period?
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It's a today sale.
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Today sale.
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It's a today sale.
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Real estate is a definitely a longer process and a little more in depth, but it's a today sale.
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And I mean, I say it to people to this day.
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Take a 50-mile radius of Berlin City and South Portland.
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There's probably 250, 300 dealerships a client can choose to purchase from.
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That's a lot of competition.
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It definitely is.
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So if you don't stand out or do your job, you're gonna lose that client, probably never see him again.
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Yeah.
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Um, so you learn a lot about people and how to actually build rapport instantly, how to take down defenses.
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I mean, people, let's be honest, car salesman, it's got a stigma.
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They're gonna have their car down, it's gonna have a stigma.
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It has a stigma associated, so you had to let that down or get it down in order to even proceed forward.
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Yeah, but you know, it's it taught me a lot about sales and people in general that I use in real estate every day.
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I mean, different process, different product, but it is still about people and your customer and putting them first.
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So I learned a lot in that business.
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Uh and then you became a manager in there?
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Yeah, I was a general sales manager and uh I think I was 28 years old.
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So one of the youngest in the country for sure.
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Um went in and had a ton of success where it was able to double sales almost instantly with the company.
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Um and learned a lot about, I guess, myself at that point.
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Never thought I was gonna end up back in Madawaska.
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Um, built a bar restaurant as a tax write-off.
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Yeah.
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I thought I was staying down here, it was just gonna be a tax write-off.
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Uh moved north, met my wife.
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Oh, great.
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Now wife wasn't wife at the time.
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Uh, she had no interest in moving to southern Maine.
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So if I wanted to make it work, I stayed in northern Maine.
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I guess ten years later, I can say it's the best decision I made for her to be with her, but not not necessarily the restaurant business.
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Um well, I'll tell you, I had to move across the country to hunt down my wife, so there you go.
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You were closer.
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The one you come home to at the end of the night is gonna dictate your life.
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Makes everything, right?
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Makes it worth it or not.
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So make that right decision for sure.
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What did you learn on the management side?
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I mean, you you you walked into a already a good business and then were able to double the sales in that business very, very quickly.
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What were some of the things that you guys did specifically that helped make that happen?
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I was fortunate.
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Berlin City is a uh a client-based or a customer-based dealership.
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They put the customer first, certain policies, certain processes, um, 40 no questions asked, return policies, price.
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Well, they had a tagline for a long time, which was just easy.
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Easy, and it really is the goal.
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Yeah, um by alleviating unnecessary steps, unnecessary kickback that you get, and they they studied it.
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They treated it not like a dealership, but as a business, putting the client first.
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Yeah, their time being most important, their concerns, their the things that come up consistently that make a car salesman have the stigma it does, right?
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They wanted to alleviate them.
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Um and their process and and the way they did things was allow me to sleep at night with those types of price guarantees and and customer-first policies.
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Coming from Northern Maine, that stigma didn't really you don't see it firsthand.
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Right.
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So it was new to me.
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So I had to, you know, people walk in pretty abrasive, you know, sure they they don't want to be bothered most of the time.
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Correct.
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Someone's gotta help, might as well be the kid from Aristide County.
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That's right.
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Nice guy, guys.
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I promise.
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Yeah, yeah.
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You don't want to buy something, we'll we'll move on.
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No, so I learned a lot.
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Um they it's a pro they treat it as a real business.
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Yeah, multiple dealerships all and throughout, multiple states, and learned a lot, so much.
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I mean, I I always say any sales you're gonna do, try the car business for a year.
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If you can be successful at that, you can be successful at any of them.
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Yeah.
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Do you find that's a business that people do get good at and then move into other lines of sales?
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Is that pretty common from having been in it for so long?
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I mean, there's a huge turnover, and I'm you know, same with real estate.
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The successful ones can either move into different lines of sales or they move up in companies.
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Right.
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Um, it was a great career to be had there, and it's it's it's all about your preferences.
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Yeah.
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You know, if you want to work for yourself, real estate's a great profession.
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You want to work for the man, have guarantees and health insurances and things like that, then you know it was it was a good choice.
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Yep.
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For me, I I ended up building the restaurant and moving north.
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Yeah.
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So what brought you into the restaurant business?
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Oh my god.
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Tax write-off turned bad.
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Tax write-off turns.
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Tax write-off.
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My account said I needed to lose some money, so I said, Oh, let's let's build a restaurant in my hometown.
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Or it was a bar only in my hometown, and uh, you know, lose a little bit of money there, but yeah, support my local economy when I was going home, yeah.
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There would be a place to go.
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Yeah, uh, met my wife and ended up staying out in the restaurant.
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Yeah.
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Definitely not my dream business.
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So you started obviously with it where you weren't working in it every day.
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Correct?
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Correct.
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So, what did that look like when you stepped in and started working in it every day?
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Hard work.
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Uh every day was a new battle.
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You were we have a real small demographic up north.
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Um, marketing is your biggest key.
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I'd say about 80% of my clients weren't local, so I had to go find them, whether it was tailoring to snowmobiles or ETV business or whatever the local economy brought for us, uh, bringing quality and a distinct menu that was different.
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Yeah.
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Um, not the common same fare you'd see at most restaurants.
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But utilizing, I guess, not what the 2800 people in Madawaska had.
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We had to go find their business.
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And I you gotta you gotta get everybody who's driving through that town.
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Correct, and you gotta capture all of them.
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And we're one of four corners of the United States, right?
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So we marketed to the four corners, we marketed to the snowmobile uh yeah community, the ATV community, the local community, uh, and we're very successful.
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I mean, COVID and other factors came to affect it, but we got our 10 years.
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I mean, yeah, 10 years was my goal when I opened them.
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We pulled off the 10 years.
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So it's interesting to me because I find most people that if they got into a business early on and it didn't work out, that I would say it's a pretty low percentage of people that would then go back at that thing 20 years later and go, hey, maybe now's the time.
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Let's give this a shot now.
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So what was it as you're wrapping up the restaurant?
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Like, what was it about real estate that was like, you know what, maybe now's the right time?
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I mean, I heard a quote back, like I said, before I got my real estate license the first time, and it was 90% of new millionaires in the world come from real estate, not necessarily working in it, but from the process of buying and selling and appreciating asset.
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Yeah.
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Um I sit back, see some of the local agents and their numbers and their experience levels, which in my opinion weren't at anywhere close to what I had.
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Um social media spread, uh connections I had with locals and and such, and it just seemed like the right move to go back into something I was very knowledgeable about, but also had the I guess connections to to move forward with it.
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I mean, you've been running the restaurant the restaurant bar in town for 10 years, right?
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So I gotta figure pretty much everybody knew you.
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Yeah, definitely.
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And they've trusted me with transactions, but also I treat any sales job, any job I've ever had as a profession.
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So it's a constant learning and strive for perfection, which there is no perfection in real estate.
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You're gonna learn every day, every deal's different, something's coming in at the last minute.
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But I feel that treating it as a constant progression of you know intellect and growing that this was a great business, and it's something where I could get some freedom back.
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Yeah, don't get me wrong, still 60 hours a week, still half of what I was working at the restaurant.
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So um, and it's nice to help people with the biggest purchase of their life or you know, help them you know accomplish goals they didn't think they could, and yeah, it's it's a rewarding profession for sure.
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Well, and I can tell you you you analyzed the market and the competitive space in real estate for your area before you even got into it.
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Like you could you were reading, like, where are my opportunities here?
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How can I market this different than other people are marketing it?
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And I also hear that easy slogan in what you just said like you saw an opportunity to make the transaction for people an easier process.
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100%.
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Yeah, most people are unaware of how to buy a home.
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Yeah, they call you, they think you're the mortgage company, they think you're the insurance company, right?
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Um, you have to guide them through the process, but you have to have the right connections to do so.
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You have to know people in the mortgage business, you have to know people in the insurance business, you have to be able to guide them down the process and trust those you're sending them off to and explain to them how to buy and sell a home.
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Most people don't know um the ins and outs of this process, and once you become a professional and can translate that to their experience, they're gonna trust you.
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I kind of figure that's one of those big differences between your experience in in the auto world versus the real estate side, is on the auto side, how often are people buying cars?
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Typically three to five years.
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Every three to five years, right?
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And a lot of people in the state of Maine are only gonna buy property five times ever.
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Sometimes sometimes less yeah, sometimes just a couple.
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So that's a real even if they bought something before, it might have been 15-20 years ago, they don't remember.
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I mean, I don't remember nothing from 15-20 years ago.
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Correct, and it's not ever changing business, market's gonna change.
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Right.
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Um, so yeah, you have to be the professional, you have to study it.
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Numbers don't lie.
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Um, you have to show them the way I know my first purchase at 23 was a four-unit apartment building.
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Yeah, why?
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Because I knew that FHA funded a four-unit at single family rates, right?
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The same three and a half percent down at that time.
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Uh huh.
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People don't know that.
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I've helped multiple buyers buy their first property, not as a single-family home in Northern Marine.
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Right, they're buying a two-unit, living in one, renting the other to cover the cost, yeah, building equity, yeah, um, things they wouldn't have known how to do.
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So you show them that path.
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You you know, paint the picture, as I would say.
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Yeah, yeah.
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Half of and and make them knowledgeable in the process.
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It might not work for them, but at least now they're thinking in a way where rents are high.
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Yeah.
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So you can own something for less or or similar payment.
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Let's look at that avenue for you.
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Yeah.
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And it's not a today business like the car business, but I mean, whether we have to help guide them down the credit path on how to you know what things they'll need to do to get to be able to purchase a home, it's it's it's it's rewarding.
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It's rewarding at the end of the day.
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I want to get I'll get I want to get back to that, but I also want to hear kind of what were some specific things you did to launch your business.
00:13:54.960 --> 00:13:58.960
I mean, here you are, you've got a great network in the area.
00:13:59.120 --> 00:14:00.559
You've been gone for a long time, though.
00:14:00.639 --> 00:14:02.480
You were gone for what 15, 20 years?
00:14:03.200 --> 00:14:16.080
So you came back to your hometown, you built a different business there, and now as you're shutting that down, which probably wasn't easy, you know, to go like, okay, this is my baby for 10 years, and now we'll just go ahead and put a lock on the front of it.
00:14:16.159 --> 00:14:24.240
And um, so how did you think about what were some things that you specifically did to launch your real estate business?
00:14:24.320 --> 00:14:30.000
How did you let the that database and the world know that hey, I'm here to help you with this thing?
00:14:30.320 --> 00:14:31.600
Social media marketing.
00:14:31.679 --> 00:14:31.919
Yeah.
00:14:32.080 --> 00:14:36.159
Um, you have to you can't be an undercover agent.
00:14:36.240 --> 00:14:36.559
Yeah.
00:14:36.720 --> 00:14:38.240
And I feel I see that every day.
00:14:38.320 --> 00:14:44.159
I walk to the grave, I I couldn't guess half of the realtors in Arista County who they were, what they did for a living.
00:14:44.639 --> 00:14:48.240
Uh I mean, I've had agents reach out and ask me what I'm doing differently.
00:14:48.559 --> 00:14:51.440
I take a look at their Facebook page, I take a look at mine.
00:14:51.519 --> 00:14:51.759
Yeah.
00:14:51.919 --> 00:14:53.600
And who's the undercover agent?
00:14:53.759 --> 00:14:54.799
No one would know what you do.
00:14:54.879 --> 00:14:57.200
So people have to know what you do for a living, number one.
00:14:58.080 --> 00:15:04.080
You have to be knowledgeable in what you're doing and uh show them something that they don't know about.
00:15:04.159 --> 00:15:04.399
Yeah.
00:15:04.559 --> 00:15:06.080
And provide some value in what you do.
00:15:06.159 --> 00:15:06.399
Yeah.
00:15:06.879 --> 00:15:09.360
Something people don't get to see, but I get to see all the time.
00:15:09.679 --> 00:15:12.879
You are so consistent showing up for training.
00:15:13.039 --> 00:15:18.000
Like, I mean, just from day one, and you've got all this experience under your belt, and guess what?
00:15:18.080 --> 00:15:19.120
You're still showing up.
00:15:19.200 --> 00:15:20.320
You're still showing up, right?
00:15:20.399 --> 00:15:21.279
School's never out.
00:15:21.519 --> 00:15:27.039
This company has so much to learn, so many years of experience, so many agents that have done it, seen it.
00:15:27.279 --> 00:15:30.080
Um, every, like I said, every transaction is different.
00:15:30.240 --> 00:15:36.559
Yeah, but you have to take each one individually and grow and learn from it.
00:15:36.639 --> 00:15:36.799
Yeah.
00:15:37.039 --> 00:15:40.320
So I've been able to, you know, every training, you're gonna learn something.
00:15:40.399 --> 00:15:40.480
Yeah.
00:15:40.799 --> 00:15:43.519
Back in the car business in this business, take one thing away.
00:15:43.759 --> 00:15:45.200
It might not be your ideal training.
00:15:45.279 --> 00:15:48.720
You might have been to the same training six times over a decade period.
00:15:48.879 --> 00:15:49.039
Right.
00:15:49.279 --> 00:15:54.000
But what can the one thing you can get gain from that training every Wednesday meeting?
00:15:54.080 --> 00:15:54.879
I'll sit through it.
00:15:55.120 --> 00:16:06.000
There's something I gained, whether it's a bit of knowledge on the market down here or a trend that I'm not seeing nationwide, or uh I mean it it's different every week, but it's important.
00:16:06.080 --> 00:16:08.639
And then to interact with those you're in your company.
00:16:08.799 --> 00:16:09.039
Right.
00:16:09.440 --> 00:16:12.799
These are people that are proven successful in this business.
00:16:13.120 --> 00:16:14.080
You can learn from them.
00:16:14.159 --> 00:16:14.480
Oh, yeah.
00:16:14.720 --> 00:16:15.840
Make yourself known.
00:16:16.080 --> 00:16:20.320
Um, it's important for you guys to see my face in the Rochine County every Wednesday.
00:16:20.399 --> 00:16:20.559
Yeah.
00:16:20.879 --> 00:16:24.559
Knowing that if you have a client up there that you can send them my way.
00:16:24.799 --> 00:16:31.519
If I'm if I'm an absent agent, or uh, I guess, like I say, uh, you know, no one knows what I do, yeah.
00:16:31.919 --> 00:16:33.360
Then how can I expect that from them?
00:16:33.519 --> 00:16:34.320
So make an effort.
00:16:34.559 --> 00:16:37.759
Um, if this is what you're gonna choose to do for a living, I feel the effort's needed.
00:16:37.840 --> 00:16:44.720
And um so you were really intentional about letting the world know that you were open for real estate, that that's what you did.
00:16:44.879 --> 00:16:47.759
Um, it sounds like you were sharing your knowledge, da-da-da.
00:16:48.799 --> 00:16:59.440
Give me a little glimpse into those first handful of transactions, because for a lot of people in real estate, that can feel like Mount Everest, just getting those first few deals under your belt.
00:16:59.679 --> 00:17:02.480
So, what were the what what were some of the first transactions?
00:17:02.639 --> 00:17:04.319
What would you learn through them?
00:17:04.640 --> 00:17:08.799
So, I guess there's there's obviously real estate, you have buyers and sellers.
00:17:08.880 --> 00:17:13.279
Yeah, and it seems like the general consensus, I want to be a listing agent.
00:17:13.359 --> 00:17:17.279
Yeah, that's not how this works when you're a new agent.
00:17:17.599 --> 00:17:27.759
It is very difficult to do so uh and just jump in and have somebody trust you with the sale of their$200,000,$400,000,$500,000 home, let alone millions of dollars down here.
00:17:27.920 --> 00:17:28.160
Right.
00:17:28.400 --> 00:17:29.599
You have to prove yourself.
00:17:30.319 --> 00:17:32.079
So I I took a different approach.
00:17:32.240 --> 00:17:37.920
I went and attacked the the leads no one wanted from regulator.com, from Zillow, from homes.com.
00:17:38.000 --> 00:17:40.720
Those buyers from out of state that closed at one to three percent.
00:17:40.960 --> 00:17:42.160
Nothing simple about them.
00:17:42.720 --> 00:17:56.799
Um but will the the benefits of what you learn from that client, you know, and we were fortunate, like I said, years of sales experience, but yeah, a buyer will become a seller in 10 years, but you need to show them your experience.
00:17:57.359 --> 00:18:02.720
Uh I've had conversations, you know, a younger family member of mine who's considering real estate.
00:18:03.200 --> 00:18:06.079
And you know, best personality, great person.
00:18:06.160 --> 00:18:12.000
Yeah, it's still hard to convince somebody at 20, 21 years old that you're the right person to sell their home.
00:18:12.160 --> 00:18:12.480
Yeah.
00:18:12.640 --> 00:18:16.960
Um you know, so I I always I I worked with leads that no one really wanted.
00:18:17.039 --> 00:18:24.400
Yeah, they're the least, you know, and I I worked them to the bone and then found some success in that, but then that grows to other success.
00:18:24.480 --> 00:18:24.640
Right.
00:18:24.880 --> 00:18:27.119
Letting people know under a contractor, we helped you buy this.
00:18:27.279 --> 00:18:28.640
Right, now you've got to set up the market.
00:18:28.799 --> 00:18:29.440
Correct, right?
00:18:29.680 --> 00:18:32.160
Like, hey, look at this look at these things that I'm doing.
00:18:32.480 --> 00:18:35.519
And not necessarily what I'm doing, but how I help them in that part of the process.
00:18:35.839 --> 00:18:38.480
So we can all advertise, oh, just closed.
00:18:38.640 --> 00:18:39.039
Right, right.
00:18:39.200 --> 00:18:40.640
What in that transaction stood out?
00:18:40.720 --> 00:18:43.920
What did you do differently, or what did you learn from it that you were able to share?
00:18:44.000 --> 00:18:47.039
You know, in this transaction, we were able to navigate through tricky inspections.
00:18:47.119 --> 00:18:47.440
Right, right.
00:18:47.599 --> 00:18:48.160
You know what I mean?
00:18:48.319 --> 00:18:53.839
Something that the for sale by the person considering selling your home on their own doesn't want to deal with or just dealt with.
00:18:53.920 --> 00:18:54.079
Yeah.
00:18:54.240 --> 00:19:04.880
Um, I've had a lot of success, and it's funny, usually you'd be proactively reaching out to a for sale by owner, but over the last two months, I've had eight for sale by owners approach me to sell their home.
00:19:04.960 --> 00:19:06.160
They don't want to do my job.
00:19:06.319 --> 00:19:08.160
They tried, their deal fell apart.
00:19:08.400 --> 00:19:09.920
They don't want to actively market it.
00:19:10.000 --> 00:19:16.240
They they so they're they're their home trying to get buyers to show up for their house.
00:19:16.400 --> 00:19:21.759
They're, you know, they're they're trying to market at open house, they got their own signs they're putting out, all that kind of stuff.
00:19:21.920 --> 00:19:25.680
But then they're watching your social media and you're just sharing.
00:19:25.759 --> 00:19:31.200
You're just sharing, like, hey, this is what we're doing, this is how we're helping people, and so that's causing them to call you.
00:19:31.440 --> 00:19:32.000
Which is great.
00:19:32.240 --> 00:19:32.640
That's awesome.
00:19:32.960 --> 00:19:36.640
It's unheard of usually, but it's it's comes a point where this isn't what they do.
00:19:36.720 --> 00:19:39.200
And of course, put deals together at full price like that.
00:19:39.359 --> 00:19:40.720
Yeah, I don't do root canals either.
00:19:40.960 --> 00:19:46.240
No, contingent on the sale of another home, and they don't realize the other home's overpriced by 50,000.
00:19:46.319 --> 00:19:47.200
It's not gonna sell.
00:19:47.279 --> 00:20:00.000
Uh you know, so all those factors come in, or inspections come through, and there's a list, and there's the typical you know, Zoom call request from an out-of-state client that's just trying to get you to click on their Zoom link.
00:20:00.079 --> 00:20:01.359
Yeah, they fall for that once.
00:20:01.440 --> 00:20:02.400
Now they've been scammed.
00:20:02.480 --> 00:20:02.880
Yeah, yeah.
00:20:03.119 --> 00:20:05.119
Unrealistic buyers, unqualified.
00:20:05.200 --> 00:20:09.119
There's so much to our job and profession that sounds easy.
00:20:09.279 --> 00:20:09.920
It's not.
00:20:10.000 --> 00:20:11.759
Uh, or everyone would do it and be successful.
00:20:12.079 --> 00:20:12.240
All right.
00:20:12.480 --> 00:20:15.759
There's a reason what 90% or 80% of agents don't sell a home in a year.
00:20:15.920 --> 00:20:16.240
Yeah, yeah.
00:20:16.480 --> 00:20:20.079
Um, we can all take the test and become a realtor, but can you sell homes?
00:20:20.240 --> 00:20:20.480
Correct.
00:20:20.799 --> 00:20:21.839
Can you actually do the thing?
00:20:22.160 --> 00:20:23.839
And and provide value to what you do.
00:20:24.079 --> 00:20:34.640
I mean, I've these for sale by owners aren't, you know, they're not easy clients sometimes to proactively go out and say, hey, listen, I want to sell your home and let's you're gonna be paying a percentage on top of it.
00:20:34.880 --> 00:20:35.279
Right.
00:20:35.599 --> 00:20:38.559
I think you should reduce your price, not go up to payment.
00:20:39.519 --> 00:20:45.359
But if they're willing and understand the value you bring and you bring the right market knowledge, numbers don't lie.
00:20:45.519 --> 00:20:46.880
Yeah, study it every day.
00:20:47.519 --> 00:20:53.599
So, yeah, so let's dive into that because for those who don't know, where you live is a pretty rural area.
00:20:53.839 --> 00:20:57.359
The big hub town of your area has a population of what?
00:20:57.759 --> 00:20:58.319
Prisca.
00:20:59.039 --> 00:21:00.240
My town is 2,800.
00:21:00.640 --> 00:21:01.920
2,800 people.
00:21:02.240 --> 00:21:08.240
2,800 people, not 28,000, not 280,000, 2,800 people, right?
00:21:08.480 --> 00:21:14.480
So my head immediately jumps to you have to cover a pretty sizable geographic area, right?
00:21:14.720 --> 00:21:16.799
You can't just sell houses in that town.
00:21:16.960 --> 00:21:20.160
You've got to cover Houston County's a very big county, very big.
00:21:20.720 --> 00:21:28.559
You have to be able to decide can you put 100% effort if you are taking a listing in Preston or Holton, which is two hours away.
00:21:28.640 --> 00:21:28.960
Yeah.
00:21:29.039 --> 00:21:30.640
Uh two hours away.
00:21:30.720 --> 00:21:32.559
He skipped over that quickly.
00:21:32.880 --> 00:21:35.759
Two-hour drive to get to some of the bigger hubs in the area.
00:21:36.160 --> 00:21:37.279
Correct, hour to two.
00:21:37.440 --> 00:21:43.759
Um in southern Maine, you drive a 20 mile distance and it'll take you an hour and a half.
00:21:44.079 --> 00:21:44.799
Yeah, you can.
00:21:44.880 --> 00:21:45.440
Yeah, certainly.
00:21:45.599 --> 00:21:47.359
So you have to be willing to work.
00:21:47.519 --> 00:21:52.720
This isn't a job for those that are lazy or intend to make a million dollars your first year, and it's gonna be easy.
00:21:52.799 --> 00:21:54.079
There's nothing easy about it.
00:21:54.160 --> 00:21:59.759
Yeah, you have to put in the time, work the weekends, work the nights, and be at your client's disposal.
00:22:00.480 --> 00:22:01.039
At least initially.
00:22:01.359 --> 00:22:02.000
At least initially.
00:22:02.640 --> 00:22:04.160
You know, you can set your parameters.
00:22:04.240 --> 00:22:06.079
I work till certain times, or I don't know.
00:22:07.119 --> 00:22:08.160
You know, these are my hours.
00:22:08.480 --> 00:22:12.000
But when a client wants to sell their home or wants an answer, what's my house worth?
00:22:12.160 --> 00:22:13.759
And I'm willing to call you.
00:22:14.000 --> 00:22:14.160
Right.
00:22:15.279 --> 00:22:22.720
What else are you doing that can bring you$12,000 to$15,000 in income over the next day that you can't make time to go see them?
00:22:23.279 --> 00:22:26.240
And I see it so often, three days out, five days out.
00:22:26.880 --> 00:22:29.680
I mean, a house shouldn't take three weeks to get listed in northern Maine.
00:22:29.839 --> 00:22:32.720
Southern Maine, and if you have cash we're in a distinct market.
00:22:32.799 --> 00:22:32.880
Right.
00:22:33.200 --> 00:22:34.319
But we're on their time frame.
00:22:34.480 --> 00:22:34.640
Yeah.
00:22:34.880 --> 00:22:35.759
It's their sale.
00:22:35.920 --> 00:22:37.440
They have a reason they're calling you.
00:22:37.519 --> 00:22:37.680
Yeah.
00:22:37.920 --> 00:22:42.240
So I feel that's you have to make the time and make it a priority.
00:22:42.319 --> 00:22:42.880
And I do.
00:22:42.960 --> 00:22:46.960
And I've always I mean I'm fortunate in an aspect I don't have children.
00:22:47.359 --> 00:22:48.319
My wife's very flexible.
00:22:48.559 --> 00:22:49.359
I can sell you a couple.
00:22:49.440 --> 00:22:50.240
Well, you want a couple of mine?
00:22:50.480 --> 00:22:50.799
No, try to do it.
00:22:50.960 --> 00:22:51.599
No, no, you're good.
00:22:51.920 --> 00:22:52.079
Okay.
00:22:52.240 --> 00:22:56.000
No, I've got some great nieces and nephews, and uh, I'm good, I'll take care of them.
00:22:56.160 --> 00:22:57.839
I've got a great puppy at home.
00:22:58.640 --> 00:23:04.079
You know, I'm past that point where uh it's on the two list, but where we enjoy it.
00:23:04.160 --> 00:23:05.920
But no, I uh same with the car.
00:23:06.000 --> 00:23:07.680
I mean, you've got to put your client first.
00:23:07.759 --> 00:23:08.000
Yeah.
00:23:08.160 --> 00:23:10.720
Um, yeah, yeah.
00:23:10.960 --> 00:23:26.400
Let me dive into the buyer thing because obviously I would never discourage somebody from going after listings, but if you play the odds, a newer agent is likely to have more success working with buyers right out of the gate than they are on the listing side.
00:23:26.559 --> 00:23:32.720
And for me, one of the things I viewed that as is because as a homeowner, you have equity in that home.
00:23:32.960 --> 00:23:39.839
So you feel like there's something real here that I could lose if I don't work with a professional, right?
00:23:40.240 --> 00:23:43.839
And on the buy side, that that doesn't tend to be the mindset.
00:23:43.920 --> 00:23:50.880
Even though, in my experience, if somebody buys the wrong house and gets into it the wrong way, I mean that could be a five to seven year mistake for most people.
00:23:50.960 --> 00:23:52.960
So there's still a lot on the line there.
00:23:53.119 --> 00:24:00.400
I'm not diminishing that, but people tend to be more willing to work with somebody newer in the industry when they go to buy something.
00:24:00.640 --> 00:24:00.960
Correct.
00:24:01.200 --> 00:24:02.000
That's certainly true.
00:24:02.319 --> 00:24:04.079
And uh mistakes can be avoided.
00:24:04.160 --> 00:24:06.240
Yeah, there's inspectors out there for a reason.
00:24:06.319 --> 00:24:08.079
Yeah, appraisers back the values.
00:24:08.400 --> 00:24:10.880
Inspectors make sure there's no major issues with the home.
00:24:11.039 --> 00:24:11.359
Yeah.
00:24:11.599 --> 00:24:19.440
I'll be honest, a new agent's probably got the time and efforts to give a client, especially a first-time buyer who wants to see 1015 home.
00:24:19.519 --> 00:24:20.000
Yeah.
00:24:20.240 --> 00:24:23.279
Um, you're not to sell the house.
00:24:23.839 --> 00:24:25.599
You're not the house, it's gonna sell itself.
00:24:25.680 --> 00:24:29.279
Your job is to present it, show them the facts, show them comparables.
00:24:29.440 --> 00:24:33.119
I mean, do your diligence, but yeah, it's their home, it's not mine.
00:24:33.519 --> 00:24:34.240
It's not like a car.
00:24:34.319 --> 00:24:38.160
You can leave it 90% of buyers walk in and leave in something different than they thought.
00:24:38.240 --> 00:24:40.559
Yeah, a homeowner is gonna make that decision.
00:24:40.640 --> 00:24:43.440
So you can't force a home purchase onto somebody.
00:24:43.519 --> 00:24:43.599
Right.
00:24:44.000 --> 00:24:46.480
They've got six weeks into it, correct.
00:24:46.720 --> 00:24:53.200
There's certain things that are non-negotiable, you know, tangibles that can't be changed, and then that's gonna be onto the onto the client.
00:24:53.599 --> 00:25:01.119
But if you want somebody that's gonna work for you, be willing to show you that extra house that the other might not want or is too busy to the new agent's a great start.
00:25:01.200 --> 00:25:03.680
Yeah, um, at least one that's willing to work and be knowledgeable.
00:25:03.920 --> 00:25:04.079
Correct.
00:25:04.319 --> 00:25:05.359
Don't get to the homework.
00:25:05.599 --> 00:25:05.839
Correct.
00:25:05.920 --> 00:25:13.039
Before you walk into your your first showing, you have all the info on comps in the area and what houses have sold for the comparable square footage.
00:25:13.119 --> 00:25:13.839
Every house is different.
00:25:13.920 --> 00:25:14.079
Right.
00:25:14.240 --> 00:25:15.599
Zillow's never been in your home.
00:25:15.759 --> 00:25:15.839
Right.
00:25:17.759 --> 00:25:18.559
Write that down, people.
00:25:18.799 --> 00:25:20.240
Zillow has never been in your home.
00:25:20.480 --> 00:25:21.279
They don't know what it looks like.
00:25:21.519 --> 00:25:22.640
They don't know you can guess.
00:25:23.279 --> 00:25:23.440
Yeah.
00:25:23.759 --> 00:25:25.359
They've probably never been to Northern Maine.
00:25:25.759 --> 00:25:26.559
Well, that's the kicker.
00:25:26.640 --> 00:25:34.000
And now I I honestly, and I say this all the time, and maybe I've even said it on one of our podcasts, I would argue it's one of the gifts we have here in Maine.
00:25:34.160 --> 00:25:39.119
We're not building 10,000 homes that all look the same, all in the same two or three year period.
00:25:39.279 --> 00:25:49.200
I mean, the house, you drive down Main Street in Madawaska, you're gonna see a wide variety of types of home, quality of home, all that kind of stuff in a very short stretch.
00:25:49.359 --> 00:25:52.799
Some stuff's 150 years old, some's been built in the last five years, right?
00:25:55.920 --> 00:25:56.720
No, you're right.
00:25:57.279 --> 00:25:58.640
They haven't seen your foundation.
00:25:58.720 --> 00:26:00.480
They don't know if you want to have a homestead.
00:26:00.559 --> 00:26:03.519
They don't know if you need 10 acres for what your reason is.
00:26:03.839 --> 00:26:04.079
Correct.
00:26:04.240 --> 00:26:07.839
Um, they don't mind it's it's why are they moving to the area?
00:26:08.000 --> 00:26:08.079
Right.
00:26:08.319 --> 00:26:09.680
Are they just trying to draw red?
00:26:10.079 --> 00:26:12.319
I mean, so you have to, that's your job.
00:26:12.400 --> 00:26:17.599
Yeah, it's important to do it, but it's all just it's all custom to your area.
00:26:17.920 --> 00:26:22.480
That's a side question, a little bit less on the on the business of real estate, but just curious.
00:26:22.640 --> 00:26:28.799
Are you finding that you have increased interest in the area because of remote work?
00:26:29.039 --> 00:26:43.440
Are you finding that some of your clients are people, maybe maybe half of that couple, one of them's working a fair amount remotely, and so being further away from kind of the bigger hubs of New England works for them?
00:26:43.920 --> 00:26:45.119
I I do.
00:26:45.440 --> 00:26:48.400
Um Northern Maine is a very cold climate.
00:26:48.480 --> 00:26:48.720
Yeah.
00:26:48.960 --> 00:27:01.200
No matter how much you explain to your client the extent of the weather we have in northern Maine of February without cracking zero for 30 days straight somewhere, 16 feet of snow.
00:27:01.599 --> 00:27:04.319
Um they're interested.
00:27:04.480 --> 00:27:07.519
Our house prices are low enough to make it worth their time.
00:27:07.680 --> 00:27:08.000
Correct.
00:27:08.079 --> 00:27:10.319
Um, and work from home is definitely an appeal.
00:27:10.400 --> 00:27:13.279
We I mean we live on the border of Canada, a small city right across.
00:27:13.359 --> 00:27:20.160
Um, there's a lot of appeal to Northern Maine and Aroustic for the quietness and uh getting away from the big city lifestyle and such.
00:27:20.240 --> 00:27:22.319
And still, like you said, being able to afford a home.
00:27:22.400 --> 00:27:31.359
Yeah, if that's your goal in life, um raise your kids in a fairly low crime, low area, that's definitely gonna be a plus.
00:27:31.519 --> 00:27:35.359
So a lot about estate buyers, I'd say about half of them leave in the first three years.
00:27:35.440 --> 00:27:35.759
Yeah.
00:27:35.839 --> 00:27:39.279
Um, but they might make a couple bucks on their way out the door by selling their home.
00:27:39.680 --> 00:27:41.680
Um it was a good spot for them.
00:27:41.759 --> 00:27:44.640
I mean, we have four seasons, we have a lot of outdoor activities.
00:27:44.799 --> 00:27:52.240
So, I mean, there's a lot to enjoy, especially if you are used to that type of lifestyle that's changed on you in the last 20 years where you currently live.
00:27:52.400 --> 00:27:52.640
Right.
00:27:52.799 --> 00:28:02.400
Yeah, a lot of people relocating back home, yeah, or spending it just a summer residence, yeah, living in Florida or you know, somewhere else for the winter months where it is tough to live.
00:28:02.559 --> 00:28:05.920
Um, and and being able to do that, sell their primary residence and buy two.
00:28:06.160 --> 00:28:06.640
Yeah, yeah, yeah.
00:28:06.720 --> 00:28:06.799
Right.
00:28:07.359 --> 00:28:07.839
One in Florida.
00:28:07.920 --> 00:28:08.240
Yeah.
00:28:08.400 --> 00:28:10.720
Coming out of southern Maine is a very big possibility.
00:28:10.960 --> 00:28:11.440
Heck yeah.
00:28:11.599 --> 00:28:14.480
Um, without having to deal with the hustle and bustle or hours of traffic.
00:28:14.559 --> 00:28:16.880
So yeah, best of both worlds, and yeah.
00:28:16.960 --> 00:28:22.000
I like a lot of people, you know, in in local um want to own a home.
00:28:22.079 --> 00:28:22.240
Yeah.
00:28:22.400 --> 00:28:26.799
It's of course it was it's ingrained in my head to be a homeowner or want to be one, you know.
00:28:26.880 --> 00:28:31.039
Or I I would argue it's one of those key pieces to the American dream.
00:28:31.119 --> 00:28:31.359
Correct.
00:28:31.519 --> 00:28:32.000
You know what I mean?
00:28:32.079 --> 00:28:36.559
It's like, you know, a there's a handful of things, and one of them is being able to have your own home.
00:28:36.640 --> 00:28:39.839
Have this little chunk of dirt that's yours and make of it what you will.
00:28:39.920 --> 00:28:46.400
And so hey, if you're finding value in these conversations and they're resonating with you, be sure to like, follow, and share.
00:28:46.559 --> 00:28:53.519
Our goal is to provide a roadmap to success through the stories of others, and your support helps us reach those who need these stories the most.
00:28:53.680 --> 00:28:57.519
And if you know somebody who could use the inspiration, consider sending it their way.
00:28:57.680 --> 00:28:59.759
Let's go beyond together.
00:29:02.000 --> 00:29:23.359
So I think you I think you had great again, you can just hear the business acumen that you brought to this business early on, and serves a seeing the market opportunity, you know, compared to what other agents were doing on social media, um, targeting those buyers that were harder to work, but all but yet there's gold in there.
00:29:23.440 --> 00:29:26.640
And so, you know, really, really putting in the effort there.
00:29:27.119 --> 00:29:33.680
And and you you had shared with me once before, too, that you know, you weren't excited about necessarily taking listings.
00:29:33.759 --> 00:29:36.960
That seemed like a lot of extra paperwork and a lot of correct.
00:29:37.039 --> 00:29:39.759
And don't get me wrong, there's a ton of greedy units and there's the county.
00:29:40.079 --> 00:29:45.599
Of course, to work with it's uh, but yeah, no, and it's it's anything I've ever learned through all my years of life.
00:29:45.680 --> 00:29:49.440
If if I don't like doing it, it's because I'm not good at it.
00:29:50.079 --> 00:29:51.599
So there's a reason.
00:29:51.680 --> 00:29:53.759
I wasn't enjoying it because I but with practice.
00:29:54.079 --> 00:29:55.359
Because you hadn't you hadn't mastered it.
00:29:55.519 --> 00:29:55.839
Correct.
00:29:56.000 --> 00:30:02.160
And you want to make sure if you're selling someone's home, I want confidence in myself that I put the best listing together for them.
00:30:02.319 --> 00:30:06.079
Yeah, priced it the best way I possibly could to attract the most amount of buyers.
00:30:06.160 --> 00:30:10.240
And sometimes the property can be priced right in Northern Maine and still sit 365 days.
00:30:10.319 --> 00:30:11.839
Yeah, you have to find the right buyer.
00:30:11.920 --> 00:30:13.839
It is not a southern main market, yeah.
00:30:14.000 --> 00:30:19.200
Um, but yeah, it's it's one of those where so talk to me about those first few listings, you know.
00:30:19.279 --> 00:30:27.759
You you're you're coming into it, kind of having this awareness of like, man, there's there's a lot here I know I don't know, and you're you're stepping into that.
00:30:27.839 --> 00:30:28.960
So, what'd that look like for you?
00:30:29.039 --> 00:30:34.640
I mean, that sounds like a lot of extra footwork and extra to make sure that you can really deliver with confidence.
00:30:34.720 --> 00:30:35.599
What did it look like for you?
00:30:35.839 --> 00:30:36.480
I was concerned.
00:30:36.559 --> 00:30:41.519
I mean, joining a company six hours away where the home office is, where 95% of their agents are.
00:30:41.680 --> 00:30:46.480
I was worried that a delay in answers or for questions I have.
00:30:46.559 --> 00:30:51.519
I mean, I learned years ago in sales the to answer a question wrong is the worst thing you can ever do.
00:30:51.839 --> 00:30:52.240
Correct.
00:30:52.480 --> 00:30:55.359
Yeah, I'm not sure how to find out for you.
00:30:55.599 --> 00:30:56.000
Yeah, yeah, yeah.
00:30:56.160 --> 00:31:01.279
Is the most problem, but within a quick prompt time frame, get their answers when they need them.
00:31:01.440 --> 00:31:06.720
Um, you obviously don't want to have that answer multiple times in a conversation or become not the professional anymore.
00:31:07.279 --> 00:31:09.440
Uh but Keller Williams, I'll I'll give them that.
00:31:09.519 --> 00:31:17.279
Every time I've had a concern or question on an area that I couldn't get an answer for directly, I've been able to reach out and probably have an answer.
00:31:17.519 --> 00:31:17.759
Nice.
00:31:18.960 --> 00:31:21.440
So important, especially as a new agent.
00:31:21.599 --> 00:31:28.000
Yeah, you can work for a small company and they have three or four agents, five, six, ten.
00:31:28.480 --> 00:31:31.759
But do they have the time to help you or are willing to?
00:31:32.400 --> 00:31:41.519
Well, that's what we find is most smaller agencies that the person who owns the agency and is your main resource is also usually the person who's selling the most houses.
00:31:41.680 --> 00:31:41.920
Correct.
00:31:42.079 --> 00:31:44.000
So they're out working with their own clients.
00:31:44.160 --> 00:31:50.240
Of course, they're trying to deliver at the highest level for their clients and try to be a resource for you, and that can be really hard.
00:31:50.400 --> 00:31:51.200
That can be really hard.
00:31:51.440 --> 00:31:51.839
For sure.
00:31:52.000 --> 00:31:52.160
Yeah.
00:31:52.240 --> 00:31:57.759
Uh you know, training material, all those things that they as same with a small dealership to a big one.
00:31:57.920 --> 00:32:00.000
Um there's someone's done it before.
00:32:00.160 --> 00:32:00.319
Right.
00:32:00.480 --> 00:32:03.200
There's a list of resources I can access online.
00:32:03.440 --> 00:32:04.640
Every training possible.
00:32:04.720 --> 00:32:04.880
Right.
00:32:05.039 --> 00:32:09.359
Any question I've seen has been done by somebody probably multiple times, and I'll get an answer for it.
00:32:09.759 --> 00:32:10.799
It's a great asset.
00:32:11.119 --> 00:32:12.960
People have lived before us.
00:32:13.279 --> 00:32:13.519
Correct.
00:32:13.680 --> 00:32:14.799
And I'm a numbers guy.
00:32:14.880 --> 00:32:15.440
That's the thing.
00:32:15.519 --> 00:32:19.279
Whether it was the dealerships or anything else, numbers don't lie.
00:32:19.599 --> 00:32:27.440
So being able to take your client and explain to them numbers in a right way, I think has been very, very powerful.
00:32:27.759 --> 00:32:34.319
That to me is where the repetition in the auto, because how many cars would you sell in a month?
00:32:34.559 --> 00:32:38.079
We were doing about 150, but I was appraising probably 300.
00:32:38.319 --> 00:32:40.720
And everyone wants 50% more than you're giving them.
00:32:40.960 --> 00:32:41.359
Of course.
00:32:41.680 --> 00:32:42.240
But why?
00:32:42.480 --> 00:32:43.200
You know, yeah.
00:32:43.359 --> 00:32:44.400
Oh, because I owe 10 grand.
00:32:44.640 --> 00:32:45.039
Well, thank you.
00:32:45.279 --> 00:32:47.359
You don't owe a dollar because you wouldn't want a dollar for your car.
00:32:47.680 --> 00:32:48.079
Right, right, right.
00:32:48.559 --> 00:32:49.599
So it's definitely.
00:32:49.920 --> 00:32:51.200
But think about that repetition.
00:32:51.279 --> 00:33:00.240
I mean, if you're touching three, four hundred things in a month, and in real estate, a good agent might be touching two or three.
00:33:00.480 --> 00:33:12.559
So the volume of repetition of having those number conversations over and over and over and over and over again, you get into real estate and having a hard number conversation is something that is just old hat for you, like you've been doing that forever.
00:33:12.799 --> 00:33:14.720
And it's probably the most uncomfortable conversation for you.
00:33:14.960 --> 00:33:15.119
Correct.
00:33:15.200 --> 00:33:17.119
It's the hardest one, and you've done 10,000 times.
00:33:17.359 --> 00:33:17.519
Correct.
00:33:17.599 --> 00:33:20.480
So yeah, it's beneficial, but I mean, knowing your number.
00:33:20.559 --> 00:33:31.279
And I I mean, when I speak with a client in their market, I am coming in with I will know ahead of time, I'll spend a day on what's on the market currently, what's sold in the last 12 months.
00:33:31.440 --> 00:33:36.079
And most we have a small area, so I can point them to houses, probably the owners' names.
00:33:36.480 --> 00:33:37.279
Um, you know what I mean?
00:33:37.359 --> 00:33:43.519
And and actually give them hard numbers to work with in their head, yeah, and and show them what I'm explaining.
00:33:43.680 --> 00:33:45.279
You can't just tell them, you have to show them.
00:33:45.359 --> 00:33:50.640
Yeah, and a person being shown will come to a realization that that's probably the number they should be at.
00:33:50.799 --> 00:33:51.119
Yeah.
00:33:51.440 --> 00:33:51.759
Yeah.
00:33:52.079 --> 00:33:54.240
Or now's not the time.
00:33:54.480 --> 00:33:54.640
Yeah.
00:33:55.119 --> 00:33:55.200
Yeah.
00:33:55.359 --> 00:33:58.079
Or, you know, hey, I I thought I was hoping we could get this.
00:33:58.160 --> 00:34:00.160
If that's all I can get, maybe I shouldn't be telling.
00:34:00.480 --> 00:34:00.720
Correct.
00:34:00.799 --> 00:34:00.960
Right?
00:34:01.359 --> 00:34:01.519
Yeah.
00:34:01.680 --> 00:34:02.960
And it's all specific to the client.
00:34:03.119 --> 00:34:05.519
You have to ask a hundred questions to get the one answered.
00:34:05.759 --> 00:34:08.559
So when did you get re-licensed in real estate?
00:34:09.199 --> 00:34:11.119
February 2025.
00:34:11.440 --> 00:34:11.599
Okay.
00:34:12.159 --> 00:34:13.360
So it's been about 18 months.
00:34:13.599 --> 00:34:14.159
18 months.
00:34:14.320 --> 00:34:15.760
Well, yeah, yeah, a little less than that.
00:34:16.000 --> 00:34:16.800
A little less than that, yeah.
00:34:17.679 --> 00:34:22.239
Um you got licensed exactly 20 years after I did.
00:34:22.559 --> 00:34:24.480
I got licensed 20 years after I did.
00:34:24.960 --> 00:34:25.199
Exactly.
00:34:25.360 --> 00:34:25.760
There you go.
00:34:26.079 --> 00:34:27.119
20 exactly years.
00:34:27.599 --> 00:34:28.239
Almost to the month.
00:34:28.400 --> 00:34:29.280
Yeah, isn't that funny?
00:34:29.679 --> 00:34:33.199
I saw my first license approval and my second one, and they were within a week of each other.
00:34:33.440 --> 00:34:34.159
20 years difference.
00:34:34.320 --> 00:34:34.880
That is so funny.
00:34:34.960 --> 00:34:35.519
That's so funny.
00:34:37.599 --> 00:34:38.400
Oh, yeah, big time.
00:34:38.559 --> 00:34:39.199
Big time.
00:34:39.360 --> 00:34:41.760
Um what are you on pace to do this year?
00:34:41.920 --> 00:34:42.960
How many transactions?
00:34:43.280 --> 00:34:44.559
70 to 75.
00:34:44.880 --> 00:34:48.320
70 to 75 in less than two years in real estate.
00:34:48.960 --> 00:34:58.239
Those are I would argue those are kind of national kind of numbers in terms of first year in real estate success.
00:34:58.559 --> 00:34:58.800
Right?
00:34:59.039 --> 00:34:59.360
For sure.
00:34:59.519 --> 00:35:01.199
I mean, that's that's what we're talking about.
00:35:01.440 --> 00:35:05.360
Um now it is rural Maine, so what's our average sale price up there?
00:35:05.920 --> 00:35:07.039
150 to 200.
00:35:07.280 --> 00:35:07.440
Yeah.
00:35:07.599 --> 00:35:10.880
So we gotta we gotta do a lot of units to make a good living, for sure.
00:35:11.199 --> 00:35:16.639
But the same effort putting in a hundred thousand dollar listing is what's needed for a six hundred thousand dollar listing down here.
00:35:16.880 --> 00:35:18.320
So the workload hasn't changed.
00:35:18.559 --> 00:35:18.960
Correct.
00:35:19.119 --> 00:35:23.039
Um in doing those types of so the hours are, I mean, I put in hours.
00:35:23.119 --> 00:35:23.280
Yeah.
00:35:23.440 --> 00:35:25.280
I put in weekends, I put in nights.
00:35:25.360 --> 00:35:28.320
Um I'm there to answer calls that probably shouldn't.
00:35:28.559 --> 00:35:29.519
But that clouds.
00:35:29.679 --> 00:35:35.440
But you're also launch, I mean, you're in the launch phase of a career, right?
00:35:35.599 --> 00:35:46.880
And that's one of the things that I always coach to is there are seasons in your career where you are going to have to put in a disproportionate amount of effort, and if I didn't share that with you, I'd be lying to you.
00:35:47.199 --> 00:35:51.440
Anytime you launch something, anytime, you're gonna have to put in more effort.
00:35:51.599 --> 00:35:56.800
Anytime you have a major, I mean, you owned a restaurant during COVID.
00:35:57.039 --> 00:35:57.360
Correct.
00:35:57.519 --> 00:35:59.920
Tell me you didn't have to put in more freaking effort then.
00:36:00.079 --> 00:36:01.599
I put in 100 hours a week every week.
00:36:02.000 --> 00:36:04.159
So this is this is a this is a vacation for me.
00:36:04.639 --> 00:36:05.760
60, 70 hours.
00:36:05.920 --> 00:36:06.159
That's right.
00:36:06.400 --> 00:36:10.480
No, and I think that's an unrealistic expectation in society in general right now.
00:36:10.559 --> 00:36:13.679
Yeah, they're coming out of college, they want to make a hundred grand to be the boss.
00:36:13.760 --> 00:36:17.039
They don't want to work for somebody, they don't want to listen, they don't want to learn.
00:36:17.199 --> 00:36:19.679
They expect it to be an instant gratification.
00:36:19.760 --> 00:36:20.880
Yeah, not it not the case.
00:36:21.119 --> 00:36:26.000
Well, the challenge is I can go on social media and I can show you 10 guys and gals who have done it.
00:36:26.159 --> 00:36:28.400
So that tells me, oh, everybody can do it.
00:36:28.639 --> 00:36:28.960
Correct.
00:36:29.199 --> 00:36:32.719
And the reality is that's that's an extreme, extreme outlier.
00:36:32.800 --> 00:36:34.480
That's not what we're talking about here.
00:36:34.719 --> 00:36:41.840
Um, what I'm trying to look glean is what are the things that anybody could bring to the table that you bring to the table?
00:36:42.000 --> 00:36:44.000
Like, what's the repeatable thing?
00:36:44.239 --> 00:36:55.920
And I'm hearing you've really learned how to leverage the relationships that you have and transition that into the world of real estate.
00:36:56.000 --> 00:36:56.239
Correct.
00:36:56.480 --> 00:36:56.639
Right?
00:36:56.880 --> 00:37:02.719
What was the role that I mean, if I walked into the the bar restaurant on a Friday night, what were you doing?
00:37:03.039 --> 00:37:03.440
Working.
00:37:03.679 --> 00:37:05.199
Yeah, but I know, but what did it look like?
00:37:06.400 --> 00:37:08.239
How would I interact with you as a consumer?
00:37:08.719 --> 00:37:15.039
I would my goal would be to at least touch the every table I walked in the, you know, thank you for their business, see how things were going.
00:37:15.199 --> 00:37:22.320
Whether I was the delivery guy for the night, whether I was downstairs helping cook, um, I had amazing staff, you know, but it wasn't that factory.
00:37:22.480 --> 00:37:23.599
They wanted to know who the owner was.
00:37:23.760 --> 00:37:23.920
Right.
00:37:24.079 --> 00:37:27.199
So you could be bringing me my baked potato, you could be just checking in.
00:37:27.280 --> 00:37:30.159
You might have been the guy at the front helping see because somebody was out sick.
00:37:30.480 --> 00:37:32.480
You were a babysitter and a threat furniture.
00:37:32.800 --> 00:37:35.360
Those were the two jobs that you perfected most.
00:37:35.519 --> 00:37:37.679
Um that that's what you do.
00:37:37.760 --> 00:37:39.679
It's your name on the business.
00:37:40.000 --> 00:37:40.960
Um, same as this.
00:37:41.039 --> 00:37:45.039
This is my you know, I work for a company, but it's my name on every transaction.
00:37:45.199 --> 00:37:45.599
Correct.
00:37:45.760 --> 00:38:01.920
So I but I again I think as a as something that a listener can take to heart from that is you have to act like this is your puppy, this is your baby, you're a hundred percent responsible for it.
00:38:02.159 --> 00:38:03.039
Nothing is easy in life.
00:38:03.360 --> 00:38:03.679
Correct.
00:38:04.000 --> 00:38:04.320
Nothing.
00:38:04.480 --> 00:38:10.719
Yeah, you know, you might get one deal because of who you are, or or a family friend, but that's not long-term.
00:38:11.119 --> 00:38:11.599
That's not a career.
00:38:11.920 --> 00:38:13.280
That's not gonna build your business.
00:38:13.440 --> 00:38:13.679
Yeah.
00:38:13.840 --> 00:38:17.280
Um, and anyone says that you can do it, it's easy and it's not hard work.
00:38:17.440 --> 00:38:19.280
I mean they're blowing smoke.
00:38:19.519 --> 00:38:21.440
Let's be honest, it's just not the way it is.
00:38:21.519 --> 00:38:23.599
If you're not willing to put the time in, this is not the career for you.
00:38:23.920 --> 00:38:35.440
Well, and quite honestly, I'd rather I'd rather have people have the expectation like, hey, this is gonna be a mountain of work, and then if they get into it and they go, Well, shoot, I used to lobster on the back of a boat in February, you know.
00:38:35.920 --> 00:38:36.079
Correct.
00:38:36.320 --> 00:38:39.440
You know, sure this is challenging, but it's it's it's doable.
00:38:39.679 --> 00:38:40.320
It's a doable thing.
00:38:40.559 --> 00:38:41.519
And there's a long-term goal.
00:38:41.679 --> 00:38:44.079
I mean, five years from now, I hope my hours are cut in half.
00:38:44.239 --> 00:38:45.840
And I hope the phone doesn't.
00:38:45.920 --> 00:38:51.119
I mean, I'm fortunate to have the phone non-stop at this point, but in five years, that will be repeat business, referral business.
00:38:51.199 --> 00:38:51.280
Right.
00:38:51.440 --> 00:38:53.119
And that's what your long-term goals are.
00:38:53.199 --> 00:38:54.880
But that first five years isn't it?
00:38:55.199 --> 00:38:56.000
Building momentum.
00:38:56.159 --> 00:39:01.440
I mean, that looks easy to the guy that's out there, you know, and done it 20 years, super successful.
00:39:01.599 --> 00:39:03.039
He didn't get there overnight.
00:39:03.199 --> 00:39:03.440
Right.
00:39:03.599 --> 00:39:04.880
There is no job in the world.
00:39:04.960 --> 00:39:07.119
I can I can see doing that would be easy.
00:39:07.360 --> 00:39:08.880
I haven't had one yet.
00:39:09.440 --> 00:39:10.239
You're gonna work.
00:39:10.480 --> 00:39:10.639
Exactly.
00:39:11.039 --> 00:39:13.360
Give it your all, and you're gonna treat it as your profession.
00:39:13.519 --> 00:39:15.840
But another thing, you have to be a professional.
00:39:16.000 --> 00:39:37.039
Yeah, and and you know, to me, I think the there's a the beautiful aspect of real estate is if you are willing to come in and be learning based, and that's what I keep hearing in your story, is you came in here, you knew you didn't know a bunch of stuff, and so you're you know, just ravenously doing the homework before you go on a listing appointment.
00:39:37.199 --> 00:39:45.440
You're ravenously doing the homework for your clients, you're willing to have a conversation with them if they're not ready to buy, knowing, hey, this could be three, six months down the road, that's okay.
00:39:45.519 --> 00:39:48.800
I'm still gonna have that conversation a day, plant those seeds.
00:39:49.039 --> 00:40:01.360
So that that willingness to learn, that that hunger to learn, as well as a willingness to work hard, like the combination of those two, you deploy that in real estate, you're gonna do well eventually.
00:40:01.599 --> 00:40:03.280
You are gonna do well eventually.
00:40:03.360 --> 00:40:10.079
Not everybody's gonna come out of the gate like you did, because you also, I mean, how many how many Facebook friends did you have when you got into real estate?
00:40:10.320 --> 00:40:10.960
13,000.
00:40:11.280 --> 00:40:12.320
13,000, yeah.
00:40:12.400 --> 00:40:13.599
So I might have 13.
00:40:13.920 --> 00:40:14.079
Yeah.
00:40:14.239 --> 00:40:20.079
So, you know, again, that's a head start that you had from your previous career, but you can build the 13,000 farms.
00:40:20.400 --> 00:40:20.559
Correct.
00:40:20.639 --> 00:40:22.320
And they don't question what I do for a living, though.
00:40:22.480 --> 00:40:22.719
Right?
00:40:22.960 --> 00:40:24.719
They know this is what I do, right?
00:40:25.039 --> 00:40:32.480
Yeah, and that's a and that's a great point because we were talking about that earlier of you know, you just see that a lot of people just kind of being secret agents, right?
00:40:32.639 --> 00:40:40.800
Yeah, and what benefits, you know, if this is what you choose to do, yeah, um, you know, you have to make that your profession.
00:40:41.039 --> 00:40:46.719
And yeah and I don't know, I I feel it's it's super important for people to know what you do, but also feel confident in what you do.
00:40:47.119 --> 00:40:47.360
Right.
00:40:47.599 --> 00:40:53.199
Um, I think that's a I think that's actually a good hold the mirror up maybe for some of our listeners.
00:40:53.360 --> 00:41:01.840
If you are hesitant to tell the people you love what it is that you do, I have to question, are you doing what you should be doing?
00:41:02.320 --> 00:41:02.559
Correct.
00:41:02.880 --> 00:41:03.039
Right?
00:41:03.280 --> 00:41:07.199
Like because maybe you're man, maybe maybe this isn't the best thing for you, and that's okay.
00:41:07.440 --> 00:41:07.920
That's okay.
00:41:08.079 --> 00:41:10.079
Real estate wasn't the best thing for you 20 years ago.
00:41:10.480 --> 00:41:10.639
Yep.
00:41:10.960 --> 00:41:11.280
That's okay.
00:41:11.519 --> 00:41:11.920
That was right.
00:41:12.559 --> 00:41:14.159
That didn't mean your life was over, right?
00:41:14.480 --> 00:41:15.039
Not at all.
00:41:15.280 --> 00:41:15.760
Yeah.
00:41:16.079 --> 00:41:16.559
Yeah, yeah, yeah.
00:41:17.199 --> 00:41:19.280
Everyone has a different goal in life, too, you know.
00:41:19.519 --> 00:41:22.719
So whether success or family or what what is your goal?
00:41:23.039 --> 00:41:24.239
Does it fit into your goals?
00:41:24.559 --> 00:41:24.719
Right.
00:41:25.039 --> 00:41:26.960
If it doesn't, yeah, understood as well.
00:41:27.119 --> 00:41:35.840
Yeah, some people need a consistent income, they need health insurance, they need certain things that come with different, you know, like paid vacation time or guaranteed hours.
00:41:36.000 --> 00:41:37.440
Oh this might not be the case.
00:41:37.679 --> 00:41:45.280
Yeah, it's funny because when my wife and I got into real estate, we were husband and wife when we got going, and um of course that was a time we didn't have children.
00:41:45.360 --> 00:41:52.719
You know, you're you know, there were there are times in your life where you're able to roll the dice a little bit more than other times in your life, and so you're you're sharing that in there too.
00:41:52.880 --> 00:41:58.960
So um fast forward for us, because I mean, I mean, this is a rocket ship that's just taken off.
00:41:59.039 --> 00:42:02.000
I mean, you haven't even shed the boosters yet.
00:42:02.480 --> 00:42:05.280
Where do you see your business three or five years from now?
00:42:05.440 --> 00:42:07.119
What do you see that looking like?
00:42:07.679 --> 00:42:09.599
How do you see it as it matures?
00:42:09.760 --> 00:42:15.519
You you definitely feel like you're you're still very early in this, and you certainly are, even with the success.
00:42:15.760 --> 00:42:17.199
What does this look like three years from now?
00:42:17.280 --> 00:42:17.840
What does it look like?
00:42:18.079 --> 00:42:20.480
You know, paint the paint the picture for us a little bit.
00:42:21.199 --> 00:42:22.880
I mean, it will all depend, I guess.
00:42:23.039 --> 00:42:26.239
Every, you know, the market can change and shift dramatically.
00:42:26.719 --> 00:42:31.440
Um there's so many factors to to real estate that could change things.
00:42:31.519 --> 00:42:34.559
Tomorrow the rates could drop under six, and we're busy, we can't keep up.
00:42:35.039 --> 00:42:37.679
And there is no goal in the future because you don't have time to think about it.
00:42:38.480 --> 00:42:51.519
Um I mean, obviously it's to build every day, learn something new every week, every month, uh, add to my tool belt, as I call it, of things I know and what I'm aware of, and just go to work every day.
00:42:51.840 --> 00:42:52.159
Yeah, yeah, yeah.
00:42:52.320 --> 00:42:53.039
I guess I don't know.
00:42:56.079 --> 00:43:05.840
I had mentioned that to you when we were talking off mic before that I I think it takes a level of humility to have that mindset to go, not everything's in my control.
00:43:06.079 --> 00:43:06.239
Right.
00:43:06.639 --> 00:43:10.320
But these are things that are in my control, and so I'm gonna keep focusing on those.
00:43:10.480 --> 00:43:12.000
I'm gonna keep doubling down on them.
00:43:12.239 --> 00:43:17.920
I mean, something you had shared was you know, you owned a restaurant during COVID.
00:43:18.320 --> 00:43:23.119
Now, most of us go, well, yeah, but there was PPP money, a lot of the restaurants made it through that.
00:43:23.199 --> 00:43:24.400
Like, what's the big deal?
00:43:24.639 --> 00:43:29.199
Well, what percentage of your customer base was people coming over the border from Canada?
00:43:29.440 --> 00:43:32.639
Probably 50 per 40 to 50 percent, and that was shut down.
00:43:33.280 --> 00:43:33.599
Shut down.
00:43:33.840 --> 00:43:34.960
No exception, no exceptions.
00:43:35.199 --> 00:43:35.840
No exceptions.
00:43:36.079 --> 00:43:40.320
There's a city of 17,000 people across the border, and we have 20 in my hometown.
00:43:40.559 --> 00:43:42.719
Overnight, not one could cross the border.
00:43:42.960 --> 00:43:44.960
Yeah, and it's not that they didn't want to come.
00:43:45.199 --> 00:43:50.159
They couldn't you did everything right as a restaurant, and the government said, Nope, sorry, can't do it.
00:43:50.400 --> 00:43:50.719
Correct.
00:43:50.800 --> 00:43:58.960
So So I I just want to give that perspective because sometimes people can hear it's like, Well, you know, I don't you know, you never know what's gonna happen, government this, government.
00:43:59.280 --> 00:44:00.559
Well, you've lived Through it.
00:44:00.719 --> 00:44:07.920
I mean, this is real experience for you running a business and having something completely outside of your control change your world.
00:44:08.239 --> 00:44:08.480
Right?
00:44:08.719 --> 00:44:18.639
And so, so I like the the reality of that I don't control everything, so I'm gonna focus on what I can't control and I'm gonna be willing to put in the hard work.
00:44:18.880 --> 00:44:22.159
Nobody wants to hear your excuse on why it didn't work.
00:44:22.400 --> 00:44:22.719
They don't.
00:44:23.280 --> 00:44:24.559
It's just not part of their day.
00:44:24.800 --> 00:44:25.119
Correct.
00:44:25.280 --> 00:44:26.079
They have no interest in it.
00:44:26.239 --> 00:44:26.639
Yeah, yeah, yeah.
00:44:26.960 --> 00:44:30.320
You know, and you can't you can make them all you want.
00:44:30.400 --> 00:44:30.719
Yeah.
00:44:30.880 --> 00:44:37.280
You know, you can look at yourself in the mirror and say, This is these are the things I can control and make better or worse.
00:44:37.760 --> 00:44:39.920
Um and I mean there was tough times.
00:44:40.079 --> 00:44:44.480
There was tough times at home where you're just like you're bringing the negativity from work home.
00:44:44.559 --> 00:44:44.719
Yeah.
00:44:44.880 --> 00:44:46.960
And you have to, is that the person I want to be?
00:44:47.119 --> 00:44:47.920
Can I control it?
00:44:48.079 --> 00:44:48.320
No.
00:44:48.400 --> 00:44:50.320
You know, my wife called me into check many times.
00:44:50.400 --> 00:44:51.360
Hey, Ricky, listen.
00:44:51.519 --> 00:44:51.840
Yeah.
00:44:52.800 --> 00:44:56.639
When you start your day, that negative, it's not gonna you, and you have to change it.
00:44:56.880 --> 00:45:00.239
And it's tough when you have mitigating factors that are out of your control.
00:45:00.400 --> 00:45:06.559
Yeah, but I guess I've never not had success in an area where I spent the time and gave the effort.
00:45:06.719 --> 00:45:07.280
Yeah.
00:45:07.599 --> 00:45:12.159
So if you're willing to do that, anything's possible, you have to trust the process.
00:45:12.239 --> 00:45:21.599
So you have to trust that you're gonna have you put in the time, the effort to work, yeah, you do the right things, and you're willing to learn from someone else who succeeded or failed in what you're doing.
00:45:22.000 --> 00:45:26.320
Failure, learning from failures is just as important as learning from success for me.
00:45:26.559 --> 00:45:28.480
Someone else's best lessons, man.
00:45:28.639 --> 00:45:29.840
I'm not the first one to sell the house.
00:45:29.920 --> 00:45:31.039
I'm not gonna be the last one.
00:45:31.280 --> 00:45:31.760
What did you do?
00:45:32.000 --> 00:45:33.119
You know, what worked, what didn't?
00:45:33.599 --> 00:45:34.480
And it's ever changing.
00:45:34.559 --> 00:45:36.880
So sometimes way out of my comfort zone.
00:45:37.039 --> 00:45:41.920
Technology, all of this here, you know, this isn't my comfort zone, but it's the future of where we're going.
00:45:42.079 --> 00:45:42.239
Right.
00:45:42.480 --> 00:45:43.280
Yeah, I gotta learn.
00:45:43.599 --> 00:45:44.559
So many new factors.
00:45:45.119 --> 00:45:47.119
What extent can it affect you positively?
00:45:47.280 --> 00:45:48.800
Where can it hurt you negatively?
00:45:48.880 --> 00:45:50.639
And mitigate that line and try to.
00:45:50.880 --> 00:46:00.159
And I love the awareness about it too, the that hesitation on the listing side and having the self-awareness to go, I'm hesitant there because I don't really know it.
00:46:00.239 --> 00:46:01.679
I'm not confident in it yet.
00:46:01.840 --> 00:46:07.039
And so now I've got to lean in and learn so that I can be confident in it.
00:46:07.199 --> 00:46:07.440
Correct.
00:46:07.840 --> 00:46:09.039
Like what a great focus that.
00:46:09.679 --> 00:46:10.400
You have to look in the mirror.
00:46:10.639 --> 00:46:10.880
Yes.
00:46:11.760 --> 00:46:13.760
I don't like listings, I would say to my wife.
00:46:13.920 --> 00:46:15.039
It's not that I didn't like them.
00:46:15.280 --> 00:46:15.519
Of course.
00:46:15.760 --> 00:46:17.679
Let's be real, it's because I wasn't good at them.
00:46:17.840 --> 00:46:21.519
I wasn't proficient, I didn't, you know, know the ins and outs.
00:46:21.599 --> 00:46:26.400
There's so many what-ifs that, you know, FEMA flood laps, or disclosure questions.
00:46:26.639 --> 00:46:28.000
You know, but you have to get through them.
00:46:28.079 --> 00:46:28.239
Yeah.
00:46:28.400 --> 00:46:30.239
And what many listings you got right now?
00:46:30.400 --> 00:46:30.880
29.
00:46:32.079 --> 00:46:34.400
Four or five more when I get home in a couple days.
00:46:34.639 --> 00:46:36.960
So um so you got comfortable with listing.
00:46:37.280 --> 00:46:37.760
Fair enough.
00:46:37.840 --> 00:46:38.079
Yeah.
00:46:38.239 --> 00:46:39.039
But it's tough.
00:46:39.119 --> 00:46:44.480
It's it's you have to be able to humble yourself and say, I'm not, you know, there's a reason you don't like them.
00:46:44.559 --> 00:46:45.760
It's yeah, it's not easy.
00:46:45.920 --> 00:46:46.320
Yeah, yeah, yeah.
00:46:46.559 --> 00:46:48.000
Well, we gotta get to a point where it is.
00:46:48.239 --> 00:46:49.440
So I'm a realist.
00:46:49.599 --> 00:46:49.920
I love it.
00:46:50.000 --> 00:46:50.320
I love it.
00:46:51.280 --> 00:46:55.119
Certain things I'm not great at, you're gonna get great at them, but yeah, you're gonna hate them till then.
00:46:55.360 --> 00:46:59.679
Yeah, don't pretend I don't care how good things are, you're still gonna bitch about it in the morning.
00:46:59.920 --> 00:47:03.199
So, a few little questions here to wrap us up, kind of rapid fire.
00:47:03.440 --> 00:47:16.000
Um, what was maybe in the thing that you didn't expect about in a career in real estate that now that you're in it as long as you are, you go, wow, I wish maybe I'd known that about real estate.
00:47:16.239 --> 00:47:19.119
You know, what was kind of uh unexpected aspect?
00:47:19.599 --> 00:47:22.400
I guess real estate itself, but the company I chose.
00:47:22.800 --> 00:47:43.760
So I would have never expected to receive phone calls from California, Florida, South Carolina, Michigan, Tennessee, from agents, Keller Williams agents, yeah, looking to help a client of theirs that's buying locally or whatever it is, and trying to sell in Northern Main, or sell a property from a family estate or a buyer they're sending our way that's moving to the area.
00:47:44.159 --> 00:47:45.920
And I think that's super important.
00:47:46.079 --> 00:47:50.960
I it's such a nice out of nowhere, a phone call comes through from an agent in California.
00:47:51.039 --> 00:47:54.079
Hey, I see you're up in Arusta County, can you help me out?
00:47:54.239 --> 00:48:01.199
Yeah, um, that's that's the power of that network and that's the most and that and the training, yeah, the access to training.
00:48:01.280 --> 00:48:04.320
Yeah, not all of them are effective, none of them are gonna work for you.
00:48:04.480 --> 00:48:10.000
Don't I don't recommend going into the command and watching 500 trainings, they might have zero value to you, right?
00:48:10.159 --> 00:48:13.360
But when you do hit a wall or a problem, I've had those answers.
00:48:13.440 --> 00:48:15.760
So I feel that's it was the right decision.
00:48:15.840 --> 00:48:16.239
Oh, great.
00:48:16.400 --> 00:48:20.079
It was definitely the right decision to lean that way for me in real estate.
00:48:20.239 --> 00:48:22.400
Where I mean I'm on an island in Northern Maine.
00:48:22.480 --> 00:48:25.840
Yeah, there's three or four of us, Keller Williams in a three-hour radius.
00:48:26.000 --> 00:48:27.280
Yeah, there's not a ton of us.
00:48:27.440 --> 00:48:31.280
Yeah, the ones up there do a great job and such, but it was a concern.
00:48:31.519 --> 00:48:33.519
Was that the right company to work for?
00:48:33.840 --> 00:48:38.880
But I've had the one-on-one, and and I'd say that the the network nationwide is amazing.
00:48:39.119 --> 00:48:39.760
Oh, that's great.
00:48:39.840 --> 00:48:40.480
That's great.
00:48:40.719 --> 00:48:47.519
Um, what's something that you've found that you really enjoy in real estate that maybe you didn't expect to when you were getting going?
00:48:48.559 --> 00:48:50.559
Definitely not listing land, right?
00:48:50.800 --> 00:48:51.599
It's not my favorite.
00:48:51.679 --> 00:48:51.840
Yeah.
00:48:52.079 --> 00:48:56.000
Um helping people, it's always been every sales job I've ever done.
00:48:56.079 --> 00:48:59.519
And this is a real reward at the end of your clothes.
00:48:59.599 --> 00:48:59.840
Yeah.
00:49:00.000 --> 00:49:06.480
Whether you're on the buy or sell side, you have if you've done your job, you've someone will remember you for helping them.
00:49:06.639 --> 00:49:06.960
Yeah.
00:49:07.199 --> 00:49:08.880
And that's that's rewarding.
00:49:09.039 --> 00:49:09.280
Yeah.
00:49:09.440 --> 00:49:24.559
I I find it just magnifies, you know, the the comparison I make for somebody who maybe came from the restaurant business or something like that, of like, listen, you're dealing with the American public, only you're dealing with a$100 price tag.
00:49:24.800 --> 00:49:30.079
So take those same people, add a bunch of zeros to it, and it's just gonna magnify.
00:49:30.239 --> 00:49:33.199
If they're awesome, man, they're beyond amazing.
00:49:33.360 --> 00:49:37.039
You know, if they're somebody who's a real challenging personality, well, guess what?
00:49:37.119 --> 00:49:40.880
When we're talking about$300,000, that's gonna get magnified.
00:49:41.280 --> 00:49:41.599
You know?
00:49:41.920 --> 00:49:50.239
So, you know, being able to navigate those relationships and stuff like that in this pressure cooker that a lot of people experience emotionally in real estate.
00:49:50.480 --> 00:49:53.920
So um, let's wrap it up with this.
00:49:54.480 --> 00:50:08.639
If you could talk to somebody who's thinking about a career in real estate, or maybe they had got their license in the last couple of years, but haven't taken off like you've taken off, um what's something you would leave them as a piece of advice?
00:50:09.199 --> 00:50:10.239
Be willing to learn.
00:50:10.960 --> 00:50:13.840
Ask the tough questions and ask the people around you.
00:50:15.840 --> 00:50:18.239
Success is not given.
00:50:18.480 --> 00:50:18.639
Right.
00:50:18.880 --> 00:50:20.159
Nothing is gonna be easy.
00:50:20.239 --> 00:50:21.519
You're gonna have to work for it.
00:50:21.599 --> 00:50:22.239
Are you working?
00:50:22.639 --> 00:50:24.400
Ask them, are they giving their effort?
00:50:24.559 --> 00:50:26.000
I mean what effort are they making?
00:50:26.159 --> 00:50:29.199
Yeah, there's a million assets, open houses for other agents.
00:50:29.280 --> 00:50:32.960
Um, just sharing their post of their list, asking them to get it out there.
00:50:33.039 --> 00:50:35.280
Like it's your listing, it's your company listing.
00:50:35.599 --> 00:50:37.440
Can I share that with my friends and family?
00:50:37.599 --> 00:50:37.840
Right.
00:50:38.000 --> 00:50:40.639
Maybe attract a buyer, maybe get shared through someone else.
00:50:40.800 --> 00:50:41.679
Whose eyes are on it?
00:50:41.760 --> 00:50:42.239
It doesn't matter.
00:50:42.320 --> 00:50:44.159
Well, again, that's such an easy way.
00:50:44.320 --> 00:50:46.960
If I'm an agent, I don't have any listings, I don't have anything going yet.
00:50:47.039 --> 00:50:52.400
Like, what an easy way for me to just remind all of my people, this is what I do, this is my profession.
00:50:52.639 --> 00:50:55.119
I was thinking Yarmouth, yeah, one of my co-workers.
00:50:55.199 --> 00:50:57.280
You know, it's a Keller Williams listing, right?
00:50:57.599 --> 00:50:59.039
But you have to be willing to work, I guess.
00:50:59.119 --> 00:51:00.559
And that's that's the one thing.
00:51:00.960 --> 00:51:01.280
Work.
00:51:01.760 --> 00:51:02.320
Work.
00:51:02.880 --> 00:51:05.280
Don't nothing's nothing's gonna be given to you.
00:51:05.360 --> 00:51:06.320
Yeah, nothing.
00:51:06.400 --> 00:51:08.960
I see it all the time, and it's any job you're doing.
00:51:09.119 --> 00:51:12.079
If it's sales, especially sales, there's nothing easy about sales.
00:51:12.159 --> 00:51:17.119
Yeah, there's a very distinct person, but you can be different personalities and have the same results.
00:51:17.199 --> 00:51:19.119
Yeah, just doing it your way.
00:51:19.280 --> 00:51:20.639
Yeah, yeah, I love it.
00:51:20.800 --> 00:51:25.199
Well, man, I hope everybody who listened to this, I hope you had as much fun as I did.
00:51:25.360 --> 00:51:26.400
Thank you so much for coming in.
00:51:26.719 --> 00:51:28.000
Thanks for sharing your story, man.
00:51:28.159 --> 00:51:30.719
I freaking write the whole trip off to Southern Main.
00:51:30.800 --> 00:51:31.280
Hey, there we go.
00:51:33.360 --> 00:51:34.000
So thank you very much.
00:51:35.760 --> 00:51:36.079
We like it.
00:51:36.159 --> 00:51:37.280
We'll catch you next time, everybody.
00:51:37.360 --> 00:51:37.760
Bye bye.