Full Transcript for Betsy Thompson: Running a $100M Coastal Virginia Team on 65% Profit and Zero Past Clients

00:04:36.480 I got seven deals from one open house, and I, you know, I really, really worked that. 00:04:36.720 --> 00:04:38.720 So that's really where it came from. 00:04:38.800 --> 00:04:45.839 And I just, you know, that first year, I think a lot of mine was from, you know, open houses and stuff like that. 00:04:45.920 --> 00:04:52.879 It ness, not necessarily from your sphere, but I tell people I go, you can make that one deal look like seven on that social media, you know. 00:04:52.959 --> 00:04:59.199 You shoot up a house, I'm out showing houses today, I'm out at the home inspection, I'm doing this, I'm doing that. 00:04:59.360 --> 00:05:00.639 You make it look really good. 00:05:00.720 --> 00:05:08.959 Yeah, um, but I had my husband to learn from, and he had, you know, he had been in the business back then, I think 25 years. 00:05:09.199 --> 00:05:15.360 Um, he's been 30, 36 or 36 or 37 years now, and it's been 11 years for me. 00:05:15.680 --> 00:05:20.079 So um, whatever that is in subtraction math, I mean yeah, 25 years. 00:05:20.240 --> 00:05:21.920 So yeah. 00:05:22.160 --> 00:05:24.480 I mean, that's how we really started. 00:05:24.800 --> 00:05:25.120 Yeah. 00:05:25.279 --> 00:05:30.160 And so if you don't mind me asking, so that was 11 years ago-ish. 00:05:30.720 --> 00:05:33.680 Uh, where can we talk about what we're doing now? 00:05:33.759 --> 00:05:37.759 Uh, as far as production, uh, I know we're growing a team. 00:05:38.000 --> 00:05:42.160 I'd love to hear kind of the details of where it looks like in late 2026. 00:05:42.480 --> 00:05:44.560 So this year I'll hit 100 million. 00:05:44.720 --> 00:05:46.240 Um, cross your fingers. 00:05:46.319 --> 00:05:51.600 Um, I'm on target to definitely hit 100 million, um, most of which will come from me. 00:05:51.759 --> 00:05:55.439 Um, and I have three agents. 00:05:55.920 --> 00:06:01.040 Um, and you know, we are we have six six to seven staff. 00:06:01.199 --> 00:06:08.639 I say six to seven, I'm definitely hiring another one right now, but we are very focused on customer service. 00:06:08.800 --> 00:06:12.720 And with that being our focus, you have to be very staff heavy. 00:06:12.879 --> 00:06:19.920 So everybody is always like, Betsy, I've always had more staff, probably than I needed, because I always hire before you need. 00:06:20.240 --> 00:06:24.079 And you know, my staff, when they get hired, they're like, Betsy, I'm bored. 00:06:24.160 --> 00:06:24.879 I have nothing to do. 00:06:25.040 --> 00:06:25.839 I don't care. 00:06:26.079 --> 00:06:29.120 I'm you know, I'll figure out something for you to do. 00:06:29.600 --> 00:06:48.319 And the reason is is because you should never hire when you need it, because then you're you're swamped and you don't have time to train them, and or somebody else doesn't have time to train them, and then you you're in the weeds and you're like, oh my gosh, you know, and then you're getting poor customer service. 00:06:48.720 --> 00:06:52.079 And so

for us, when we're sphere, it's all about customer service. 00:06:52.160 --> 00:06:54.079 And people are like, you could hire a VA for that. 00:06:54.319 --> 00:07:12.639 I am not hiring a VA to work with these people who number one, you've either known me for forever or trusting their mother with me, or their best friend with me, or you know, I do deal with a lot of Navy SEALs or NCIS or stuff like that. 00:07:12.879 --> 00:07:25.360 These people, they're very high trust people, you know, and you can't with when it comes to that, you cannot just say, here, let me hand you over to so-and-so. 00:07:25.839 --> 00:07:37.519 And when I get done with somebody and people look at my social media or whatever, I have people say, Betsy, you know, we love you and we love your team. 00:07:37.680 --> 00:07:40.560 It's never just Betsy, you were amazing. 00:07:40.639 --> 00:07:45.839 It's Betsy, your team was amazing because there's nobody that they don't know on my team. 00:07:46.079 --> 00:07:58.639 The trust is there, but they know my ops manager, they know my project manager, they know my transaction coordinator, they know everybody, and they know them personally. 00:07:58.720 --> 00:08:01.759 And so it's it's that that is amazing. 00:08:02.000 --> 00:08:09.040 And when they're getting calls from my business manager or they're getting everybody here, they know. 00:08:09.199 --> 00:08:13.439 I mean, I have a courier, they they've met my courier, you know. 00:08:13.519 --> 00:08:16.000 I mean, there's nobody that these people aren't knowing. 00:08:16.079 --> 00:08:23.519 My daughter's coming into the business too, um, you know, which is is great, but you know, uh, I mean, there's nobody. 00:08:23.600 --> 00:08:24.800 There's nobody more people don't have. 00:08:25.120 --> 00:08:25.920 Yeah, I love it. 00:08:26.000 --> 00:08:27.120 No, this is fantastic. 00:08:27.279 --> 00:08:33.519 And you made some great distinctions there, by the way, as far as you know, uh hiring before you need it. 00:08:33.679 --> 00:08:35.440 I uh could not agree more. 00:08:35.600 --> 00:08:53.919 Uh, and secondly, that idea that you know these these folks, this is a high trust environment we're dealing with, and a virtual assistant, you know, could do some maybe stuff in the background, but not necessarily customer-facing, client-facing type of activities that needs to be with you and the team. 00:08:54.080 --> 00:09:01.440 Yeah, so you you mentioned, I don't remember if this is off-camera or not, uh, but you mentioned that you haven't like you don't do home inspections, you know. 00:09:01.679 --> 00:09:08.559 So because I'm thinking to myself, all right, Betsy does a lot of production, she's very high touch. 00:09:08.879 --> 00:09:11.759 You know, I assume that you have a life outside of real estate. 00:09:11.840 --> 00:09:12.559 You know, I do. 00:09:12.799 --> 00:09:15.279 Children, uh I travel 120 days a year. 00:09:15.519 --> 00:09:17.600 Okay, now I'm I'm fascinated by this. 00:09:17.679 --> 00:09:22.480 Okay, so I'm I'm I'm a systems guy, so I'm thinking, okay, how is she pulling this off? 00:09:22.720 --> 00:09:26.399 So what what does your day-to-day look like then? 00:09:26.480 --> 00:09:31.440 Because I'm guessing that your team does a lot of the work, if you will. 00:09:31.759 --> 00:09:39.759 A lot of the work, a lot of the work, and you are focused on a few very high-leveraged important tasks on a daily basis. 00:09:39.840 --> 00:09:40.240 That's my guess. 00:09:40.399 --> 00:09:45.440 So I'd love to say that when you go to the doctor. 00:09:46.639 --> 00:09:49.440 Does the doctor answer the phone when you book an appointment? 00:09:49.600 --> 00:09:51.039 Do they take your temperature? 00:09:51.200 --> 00:09:52.480 Do they take your weight? 00:09:52.720 --> 00:09:55.039 Do they file your insurance claim? 00:09:55.440 --> 00:09:56.639 It's a great analogy, actually. 00:09:56.879 --> 00:09:57.759 Do they do anything? 00:09:58.000 --> 00:10:04.000 So here's my thing: they come in and they do the high-intensity work or they do the surgery. 00:10:04.320 --> 00:10:11.279 So I had, I don't, most of the time, people call me and they just say, Betsy, we're ready to list our house. 00:10:11.360 --> 00:10:11.840 I'm done. 00:10:12.080 --> 00:10:13.600 I know I've got listing. 00:10:13.840 --> 00:10:20.320 Or they come in and they know I don't have it's no work to my buyers know they're working with me. 00:10:20.559 --> 00:10:28.000 However, there have been times when I've been up against six agents, and I'm like, oh, that's that's interesting. 00:10:28.240 --> 00:10:42.399 One in particular just recently, and they were selling it, it was their mother's house, and I happen to have known the mother, but the I got this long email and it says, You've been selected to interview for the sale of my mom's house. 00:10:42.480 --> 00:10:43.519 And I was like, Okay. 00:10:44.159 --> 00:10:53.440 Um, and it said, Um, you know, we've got strong recommendations about you, but we have five other agents, pick a time slot, these are the questions I need to know. 00:10:53.519 --> 00:10:55.200 And I'm like, this is so funny. 00:10:55.279 --> 00:10:56.000 This is my market. 00:10:56.080 --> 00:10:58.399 I sell four times as many houses as anybody else. 00:10:58.559 --> 00:10:59.200 This is it. 00:10:59.360 --> 00:11:00.159 Are you serious? 00:11:00.399 --> 00:11:01.679 In this zip code. 00:11:01.919 --> 00:11:10.080 Um well, he was an attorney, and I always use an analogy of I'm kind of like a lawyer. 00:11:11.120 --> 00:11:16.000 And when you need me, I always answer this. 00:11:16.879 --> 00:11:18.559 And I almost always can. 00:11:18.720 --> 00:11:20.960 So right now, this is on do not disturb. 00:11:21.600 --> 00:11:28.799 But here's the thing: the second I come out of this, I am and I will return that phone call. 00:11:28.879 --> 00:11:38.000 And I tell those people that at my buyer consult or my listing appointment, and they know,

and they know that they can always get me. 00:11:38.159 --> 00:11:38.559 Why? 00:11:38.799 --> 00:11:42.000 Because all of these people are doing the work that I don't need to do. 00:11:42.159 --> 00:11:46.240 Because here's number one complaint with a real estate agent is what? 00:11:46.879 --> 00:11:48.000 It's communication. 00:11:48.240 --> 00:11:48.879 Yep. 00:11:49.279 --> 00:11:52.080 So, and they don't communicate, they suck. 00:11:52.320 --> 00:12:00.320 I always say 99% of real estate agents don't earn their pay, and it is they they suck, they don't do what they say they're going to do. 00:12:00.480 --> 00:12:09.279 But however, when I when I sat down with him, he looked at me and he goes, You run your real estate company the way I run my law firm. 00:12:09.840 --> 00:12:11.759 And he's correct, I do. 00:12:11.919 --> 00:12:18.000 But agents are afraid, they're scared, they're scared to pay any money out, and that's why they don't grow. 00:12:18.240 --> 00:12:29.519 And the reason we continue to grow every single solitary year, and the reason that my business continues to grow every year, year over year, isn't just because of referral, because that's the huge reason. 00:12:29.679 --> 00:12:34.159 It's because when you give great service, people continue to refer you. 00:12:34.240 --> 00:12:38.320 And when they know how much you put into a community, they continue to refer you. 00:12:38.480 --> 00:12:44.159 And when they know how much you care and you care about them, not your paycheck, they continue to refer you. 00:12:44.320 --> 00:12:52.960 They also don't ask for a discount on commission, which is hilarious because they know A, that you deserve it, and B, that you're working for them. 00:12:53.279 --> 00:12:56.480 You know, I always say I'm the no agent, not the yes agent, because I am. 00:12:56.639 --> 00:12:59.200 This week I've told three people not to buy a house. 00:12:59.519 --> 00:13:01.519 I mean, who can say that? 00:13:01.679 --> 00:13:04.639 Well, never number one, you can say that when you're doing a hundred million dollars in production. 00:13:04.799 --> 00:13:07.360 Well, I was gonna say that, yep, that there's an advantage to that for sure. 00:13:07.519 --> 00:13:08.480 You don't need the deal. 00:13:08.799 --> 00:13:09.200 Right. 00:13:09.360 --> 00:13:17.440 You know, I had um an almost 80-year-old woman, and she said, Betsy, uh, you know, this house, and I said, We're not buying that house. 00:13:17.919 --> 00:13:26.480 And she said, Well, my kids, and I said, Okay, well, to I and I asked her three questions and she said no to all of them. 00:13:26.639 --> 00:13:30.720 And her husband passed away three years ago, and she said, My husband is telling me no. 00:13:32.000 --> 00:13:34.799 And I said, and Betsy's telling you no. 00:13:35.679 --> 00:13:51.679 You know, so here's the thing you know, you have to this has to come first, and the people have to come first, the agents put this first above everything else, and that's where the problem becomes. 00:13:52.639 --> 00:14:02.559 And if you can put this first and the client first, then the money naturally comes. 00:14:02.960 --> 00:14:03.120 Yes. 00:14:03.600 --> 00:14:11.120 And I've said that so many times because, and that's why the referral-based business number one grows so much. 00:14:11.279 --> 00:14:16.000 And if you look at our top top agents in the market, they're all referral-based. 00:14:16.960 --> 00:14:42.080 Um all of them that are making money are referral-based, but also you've got to do this, you've got to answer the phone, and you've always, I mean, if you add those people prior to, and you're not afraid to give up this, and you pay these people out here what they deserve, and you take care of your people. 00:14:42.159 --> 00:14:44.879 My people aren't going anywhere, they you they can't be bought. 00:14:45.519 --> 00:14:55.200 Um, some of them have been with my husband since the day he started at 21 years old, you're not 21, but I mean 37 years in real estate, a long time. 00:14:55.279 --> 00:14:58.000 I say he's been in the business since Jesus was born. 00:14:58.240 --> 00:15:05.360 Um you know, but they have, you know, left because their mother was sick and and come back, you know. 00:15:05.519 --> 00:15:12.159 Um, that's my program and uh the project manager, you know, my ops manager, she's not going anywhere. 00:15:12.320 --> 00:15:14.639 But here's the thing, you've got to care about them too. 00:15:14.799 --> 00:15:22.000 And you gotta some of these people care about my business just as much as I well, they all care about my business just as much as I do or almost as much. 00:15:22.159 --> 00:15:27.919 But that's why I'm also able to leave and go on vacation and spend two weeks in Europe and the business just keeps running. 00:15:28.080 --> 00:15:35.600 I do when we figured out the numbers, I did more business when I was gone on vacation than I did when I was sitting here in the office. 00:15:37.120 --> 00:15:39.679 By the way, Betsy, this I'm loving this. 00:15:39.840 --> 00:15:49.679 Uh, and I I said my goal was to get you some quotable clips, and you uh we were we're we're only 15 minutes into this thing, and and you've got some great ones that I think are just absolute gold. 00:15:49.840 --> 00:15:55.360 And you know, the I've heard the saying that says, you know, you you take care of your people and they'll take care of your clients. 00:15:55.600 --> 00:16:05.519 Like that sounds like you have that mentality that you you go all in for your team and and and therefore they're invested in in your clients. 00:16:05.679 --> 00:16:06.879 Uh I love that. 00:16:07.039 --> 00:16:12.799 So you you know, you your business talks a lot about relationships and referrals rather than relying on internet leads. 00:16:12.960 --> 00:16:19.679 What actually made that approach repeatable instead of just hoping happy clients set their friends, right? 00:16:20.080 --> 00:16:20.320 Yes. 00:16:20.480

--> 00:16:22.320 So we do huge client events. 00:16:22.399 --> 00:16:24.000 We actually have one on Sunday. 00:16:24.159 --> 00:16:31.759 Um, and we have um typically anywhere from 400 to 700-ish people come. 00:16:32.159 --> 00:16:33.600 Um, it's big. 00:16:33.840 --> 00:16:38.159 Um, so we that's we support the community big time with that. 00:16:38.240 --> 00:16:40.000 Um, we do one at the zoo. 00:16:40.399 --> 00:16:45.440 Um, we have another one that at the the Norfolk Zoo here. 00:16:45.679 --> 00:16:51.519 We do another one at Greenbrier Farms where that is the pumpkin event where they come out. 00:16:51.759 --> 00:16:55.519 I mean, we always have food trucks, so we also support those vendors. 00:16:55.919 --> 00:16:59.759 Um we have um they come out and they do their pumpkins. 00:16:59.840 --> 00:17:02.240 We have face painting, so we support those vendors. 00:17:02.399 --> 00:17:04.240 We bring our vendors in. 00:17:04.559 --> 00:17:11.440 They do, I mean, we pay a lot of the event, but we also have some of our vendors who will chip in and help us some. 00:17:11.599 --> 00:17:23.920 Um, but they come out and you know, it's just a great day on us where it's just a family day with bounce houses and hay rides and you know, they get their pumpkin and it's it's just fun. 00:17:24.079 --> 00:17:41.519 And then we do we've done strawberry, strawberry patches where they come pick their strawberries, and we do a reverse pop uh pie event because obviously we can't give out 325 pies, they come and pick them up, and what we don't give out because people get tied up at work and forget. 00:17:41.759 --> 00:17:44.880 We give to um four different fire stations here. 00:17:45.039 --> 00:17:50.799 They are waiting for them because they know we're going to deliver our leftover pies for that day. 00:17:51.119 --> 00:17:56.799 And we do a I'm missing one big, huge one in there. 00:17:57.119 --> 00:18:00.160 Um oh, oh, my favorite one. 00:18:00.400 --> 00:18:01.759 We do one at the brewery. 00:18:02.000 --> 00:18:06.160 That's our adults only, and at the end of the night we give away a mortgage payment. 00:18:06.480 --> 00:18:07.119 Oh, wow. 00:18:07.759 --> 00:18:08.480 That's exciting. 00:18:08.640 --> 00:18:14.240 Yes, so that is a win drawing, which is um, that's our VIP event event. 00:18:14.319 --> 00:18:21.119 It's anybody who's bought, sold, or referred a house to uh referred, excuse me, not a house, referred a person to us that year. 00:18:21.279 --> 00:18:26.559 Um, so those are our VIP clients, and that event is huge. 00:18:27.039 --> 00:18:29.039 And I mean, it's just so much fun. 00:18:29.119 --> 00:18:34.480 We have about 400 people that show up to that event a year, and it's a lot of fun. 00:18:34.640 --> 00:18:36.960 And nothing, I mean, that feels so great. 00:18:37.039 --> 00:18:40.079 It has brought a lot of tears at the end of the night. 00:18:40.319 --> 00:18:43.920 So we've had some people who are really in need who have won that mortgage payment. 00:18:44.079 --> 00:18:47.200 We didn't know they were going to be really in need, but happen to have been. 00:18:47.440 --> 00:18:49.680 Um, and then we do flags. 00:18:49.920 --> 00:19:03.039 So for the four, um, so for September 11th, for um Veterans Day, for um 4th of July, and for um Memorial Day. 00:19:04.160 --> 00:19:05.039 Memorial Day. 00:19:06.400 --> 00:19:09.759 Memorial Day, not Memorial Day, yes, yes, Memorial Day. 00:19:09.839 --> 00:19:10.240 My gosh. 00:19:10.720 --> 00:19:18.799 We do um we do flags in in right at 2,000 yards. 00:19:20.480 --> 00:19:28.400 And that one actually is probably our biggest because it goes social crazy because of our marketplace. 00:19:29.359 --> 00:19:34.880 We are in the biggest market for military that there probably is. 00:19:35.279 --> 00:19:42.720 Um so because we have the largest naval base, but we also have every other base that there is here. 00:19:43.039 --> 00:19:46.000 So we're huge military here, so it's huge. 00:19:46.240 --> 00:20:03.359 And um, then we do a lot of like reverse pop, like not reverse, but we do a lot of pop buys, and we do I do a birthday card for everybody and I handwrite it, and it is I actually hand write them and it fills up like this entire sheet, and I also drop a gift off. 00:20:03.599 --> 00:20:08.160 I do not have a courier that does it um on their doorstep. 00:20:08.319 --> 00:20:11.680 We used to do donuts, but now I don't want to do food. 00:20:11.759 --> 00:20:19.119 So we hand we did this really cool gift, and the men get a cooler and the women. 00:20:19.279 --> 00:20:34.559 I know I told my husband I said it's a little sexist, and he with the idea, but a women uh the get a um it's like a um it's a bag that keeps your um casserole dish, and it's it's really cool. 00:20:34.720 --> 00:20:47.200 And so every year we change the gift because obviously these people are getting them every year, and it's super cool, and so we drop them off, and inside of this, I put a lottery ticket. 00:20:47.839 --> 00:20:51.920 But you know, so I do that, but these take me a lot of time. 00:20:52.880 --> 00:20:53.839 A lot of time, yeah. 00:20:54.079 --> 00:21:17.680 Well, I was gonna say that was you know, I have interviewed some uh team leaders agents who say they're very client-centric, and and they are, but I've gotta say that was probably the longest list of what we do for our clients every year, um, and don't ask for anything in return um that I've heard. 00:21:17.839 --> 00:21:18.720 So congratulations. 00:21:21.440 --> 00:21:23.759 Yeah, you got that, you got that that trophy. 00:21:23.920 --> 00:21:27.519 So are you doing are we talking about maybe quarterly events? 00:21:27.599 --> 00:21:29.519 Is that kind of what the the the bigger events? 00:21:29.920 --> 00:21:31.680 So yes, and we're adding in events. 00:21:31.839 --> 00:21:34.240 I used to, and I'm putting them back. 00:21:34.400 --> 00:21:47.839 I used to do a much small, a lot of smaller

events in between two, because I like to get so when people move here from out of the area and they don't know people, it's always nice to get people together so that they can meet um people they don't know. 00:21:48.079 --> 00:21:59.440 So I used to do like a 20 group, like 20 people of like 10 that are local and 10 that are have just closed that are newer coming in, so that they would meet women in the area. 00:22:00.000 --> 00:22:03.200 And I hate to say women, yeah, but the women's event. 00:22:03.440 --> 00:22:07.759 Um and I did that, and I have a lot of people going, Betsy, can you bring that back? 00:22:07.920 --> 00:22:08.559 And I will. 00:22:08.720 --> 00:22:10.880 So I am working on bringing that back now. 00:22:11.039 --> 00:22:24.160 And then I used to do a table for 12, and that was um couples, and I would do it really unique in the backyard, and we would have a dinner for 12, and I bring a chef in, a local chef to cook. 00:22:24.319 --> 00:22:26.720 So we are bringing, we're still gonna start bringing that back. 00:22:26.799 --> 00:22:30.319 So I have my new marketing person is really awesome. 00:22:30.559 --> 00:22:33.920 So she is I had another marketing person we just switched out. 00:22:34.079 --> 00:22:40.799 She is going to start doing those things just to mix them in, and um, you know, so we do that. 00:22:41.279 --> 00:22:43.119 So this is awesome. 00:22:43.279 --> 00:23:01.839 I am curious though, because I'm I'm a numbers guy, and so and it's hard, you know, this type of strategy, you know, I'm very much like, you know, we go out and we spend X amount on advertising, and this is the and I but I but uh by the way, I love I love you run a 65% profit. 00:23:02.079 --> 00:23:02.640 Oh, yeah, okay. 00:23:02.799 --> 00:23:03.519 That was my question. 00:23:03.680 --> 00:23:07.839 It's like, okay, you're doing all these things, uh like that, and wow. 00:23:07.920 --> 00:23:08.640 So there you go. 00:23:08.720 --> 00:23:11.279 There's good margins in uh in the world. 00:23:11.440 --> 00:23:20.799 So yes, where everybody else talks, and that's after paying for the building, the staff, the so I have agents on the uh on commission, everything. 00:23:20.880 --> 00:23:24.559 So we run a 65% profit after split everything. 00:23:24.880 --> 00:23:28.960 So everybody always says um they're blown away. 00:23:29.039 --> 00:23:31.119 I'm Tom Ferry is my coach. 00:23:31.279 --> 00:23:36.960 Um, I am in his top, top, top, top level uh of coaching, which is inner circle. 00:23:37.119 --> 00:23:42.000 Um, and um Aaron Chua is my YouTube coach, which I do do YouTube. 00:23:42.480 --> 00:23:49.440 Um, and it's super funny that people are just like 65% profit. 00:23:49.519 --> 00:23:51.519 I'm like, yeah, y'all in your 25% profit. 00:23:51.599 --> 00:23:53.920 You can keep that mess, no way, no how, no nothing. 00:23:54.000 --> 00:23:55.359 I ain't doing that mess. 00:23:55.599 --> 00:24:00.400 Um, 65% profit after every dime is is paid out. 00:24:00.960 --> 00:24:03.920 And that's even paying the agency and all of that. 00:24:04.880 --> 00:24:05.200 Okay. 00:24:06.160 --> 00:24:06.799 Fascinated. 00:24:06.880 --> 00:24:07.759 I'm completely fascinated. 00:24:07.920 --> 00:24:16.960 We talked about what it's like to be a client and all the things you're doing for clients, but let's talk about like I'm someone that just enters Betsy's ecosystem. 00:24:17.039 --> 00:24:19.440 I don't know Betsy, I'm a potential client. 00:24:19.599 --> 00:24:29.119 I would love to know what that white glove sort of experience is uh and how you deliver it without you know every detail depending on you. 00:24:31.279 --> 00:24:32.559 Buyer or seller. 00:24:33.440 --> 00:24:35.279 Well, let's do let's do buyer first. 00:24:35.359 --> 00:24:38.240 Let's say I'm a I'm a buyer and I hear about Betsy and I reached out. 00:24:38.400 --> 00:24:41.440 Okay, so obviously they come in, they get a buyer consult. 00:24:41.680 --> 00:24:44.799 Um, you know, we I mean I set them up. 00:24:44.880 --> 00:24:55.519 I mean, sellers probably uh a seller is way, I feel like a that they get a lot more, and I hate to say that white glove because there's too much more that goes into a seller. 00:24:55.920 --> 00:25:00.960 So every single solitary person on my team actually touches a seller on a buy side. 00:25:01.039 --> 00:25:05.759 Um, you know, clearly, well, they get touched by tons of people on my team too. 00:25:05.920 --> 00:25:09.839 Um, but here's the thing with us, we don't have past clients. 00:25:10.000 --> 00:25:11.599 We have clients for life. 00:25:11.920 --> 00:25:18.160 And we never, you're not allowed to use the word past client in my office ever, um, because nobody is. 00:25:18.319 --> 00:25:25.759 And when I say that, I really truly mean it because they have access, our vendors are extremely, we use our vendors all the time. 00:25:25.920 --> 00:25:34.480 We have a VIP, um, we especially with our sellers, where we will completely redo their house and we front the money for it. 00:25:34.720 --> 00:25:40.720 Um, where they don't front, like right now, we have$300,000 of our own capital out fronting their money. 00:25:40.880 --> 00:25:46.720 Now we do a 1% upcharge um in commissions to redo that. 00:25:46.880 --> 00:25:54.880 But you know, I I mean 1% and one of my clients is getting$150,000 return on that right now. 00:25:55.359 --> 00:25:58.319 So it's it's totally worth it to them. 00:25:58.559 --> 00:26:03.039 So when you look at stuff like that, we're I have a project manager who runs that. 00:26:03.200 --> 00:26:06.319 They don't touch it at all, they don't even know like what's going on. 00:26:06.559 --> 00:26:10.160 They see this is the sheet, this is everything that's going on. 00:26:10.640 --> 00:26:11.839 We're in there doing it. 00:26:12.079 --> 00:26:15.119 I have all of my vendors who have been with me for forever. 00:26:15.440 --> 00:26:19.279 Um, some of them for seven, eight years, some of them

even longer. 00:26:19.440 --> 00:26:23.440 But my flooring guy, I don't take cuts off of any of those people at all. 00:26:23.680 --> 00:26:25.359 It'd be nice if I did, but I don't. 00:26:25.440 --> 00:26:29.519 Um all of those people give the best pricing. 00:26:29.599 --> 00:26:37.440 I mean, I've I've redone an entire house from roof to, I mean, even foundation work for$67,000, new windows, new floor, new everything. 00:26:37.599 --> 00:26:40.720 So we go in and I look at a house and I say, what does this need? 00:26:40.880 --> 00:26:42.319 But it's the same thing for a buyer. 00:26:42.480 --> 00:26:46.160 If I look into a house and I look at them and I go, oh my gosh, all it needs is new floors. 00:26:46.240 --> 00:26:48.000 I mean, shoot, LVP, eight grand. 00:26:48.160 --> 00:26:50.400 Come on, you know, 50 cents a square foot. 00:26:50.480 --> 00:26:53.200 I can price out anything when I walk into it because I'm so used to it. 00:26:53.279 --> 00:26:58.079 But when it talks about white glove, we, you know, they sit down with buyer consult for me with me. 00:26:58.240 --> 00:26:59.680 They understand everything. 00:26:59.839 --> 00:27:02.319 I always crack up because people have bad experiences. 00:27:02.400 --> 00:27:05.119 I'm like, you have a bad experience because you didn't understand. 00:27:05.359 --> 00:27:06.799 You didn't understand the process. 00:27:06.960 --> 00:27:09.279 You didn't know what closing cost was, you didn't know this. 00:27:09.440 --> 00:27:13.839 So they're gonna get with me, they're gonna get connected with the lender, they're gonna go through everything. 00:27:14.000 --> 00:27:16.160 We're gonna know this is where you want to stay. 00:27:16.319 --> 00:27:17.839 What do you want to be budget-wise? 00:27:17.920 --> 00:27:19.359 What do you want to be for a monthly payment? 00:27:19.440 --> 00:27:20.079 Where do you want to be? 00:27:20.160 --> 00:27:21.119 Do you need closing costs? 00:27:21.200 --> 00:27:22.319 Do you not need closing costs? 00:27:22.400 --> 00:27:26.240 Because this cuts out these houses if you need closing costs in our market, you know? 00:27:26.480 --> 00:27:28.160 So, where do you want to be? 00:27:28.480 --> 00:27:38.400 Then, you know, if I can't show the house that day, I have three very qualified people who can, and they know that they've met them, they've seen them, you know, or I'm gonna show it. 00:27:38.720 --> 00:27:47.519 Then we're going to sit down, you know, we're always gonna discuss, I'm gonna negotiate the offer no matter what, because of my reputation in the marketplace. 00:27:47.920 --> 00:27:49.119 Negotiate the offer. 00:27:49.279 --> 00:27:54.720 Then when it comes to um the home inspection, they already know I am not gonna be there. 00:27:54.960 --> 00:28:02.000 But Brandy is who is my project manager, who handles all of my vendors, and there you they know that. 00:28:02.240 --> 00:28:08.000 And so she sits there with them through a boring home inspection that no agent needs to be at. 00:28:08.160 --> 00:28:19.279 And at the end of the home inspection, my home inspectors go through the home inspection with them, turns around, then I'm gonna look at the home inspection, see what we need to ask for, go through the home inspection with them, yada, yada, yada. 00:28:19.519 --> 00:28:21.440 You know, we're gonna go through the whole thing. 00:28:21.680 --> 00:28:27.519 But they're going to have me through the entire thing to know what they're doing and everything. 00:28:27.759 --> 00:28:38.000 And at the end, when they need me for whatever it is, I'm going to be there, whether it's because they needed me to fix something, do something, whatever. 00:28:38.240 --> 00:28:42.240 But, you know, we also, of course, we have the client gifts and all that kind of stuff. 00:28:42.319 --> 00:28:45.920 But we also do really cool things at the home inspection. 00:28:46.160 --> 00:28:53.119 We give them the measuring tape and we give them, you know, a really cool notepad to write down all of their questions and everything on. 00:28:53.519 --> 00:28:55.279 We're very high touch, you know. 00:28:55.359 --> 00:28:59.680 So we're going to give them little gifts along the way that keep in touch with them. 00:28:59.839 --> 00:29:08.000 We do little videos along the way to let them know what stages they are so that the questions are always answered before they have them. 00:29:08.160 --> 00:29:14.640 I tell people, if my clients have questions, then we failed at our job. 00:29:15.440 --> 00:29:19.519 Because you should always answer the questions before they are asked. 00:29:19.920 --> 00:29:21.119 That's the thing. 00:29:21.440 --> 00:29:24.400 My attorney that we work with, we're a non-attorney state. 00:29:24.480 --> 00:29:26.319 I do believe you should have an attorney. 00:29:26.640 --> 00:29:28.559 Brett Thompson, he's amazing. 00:29:28.799 --> 00:29:32.720 Um, he will be there for us no matter what, no matter what questions we have. 00:29:32.880 --> 00:29:34.160 I mean, he answers everything. 00:29:34.319 --> 00:29:36.960 He'll answer my phone at nine o'clock on a Saturday night. 00:29:37.279 --> 00:29:38.640 He's unbelievable. 00:29:38.799 --> 00:29:43.519 Most people don't have that, but because of the business I do, it helps too. 00:29:43.680 --> 00:29:50.319 Um but you know, that relationship goes hand in hand with that, and my people know that. 00:29:50.559 --> 00:29:57.119 Um, the older generation especially loves that, I think, um, because that's a real security for them. 00:29:57.359 --> 00:30:01.519 So, you know, all of those little touches and stuff really go great. 00:30:01.680 --> 00:30:15.680 And also because of the relationship I have with everybody we're working with, with the inspectors, with all of that, they feel really great because if they have a question about the inspection, even after it, they know they just pick up the phone. 00:30:16.000 --> 00:30:21.839 My um termite moisture people, I have I'll call them

and be I have a question. 00:30:22.000 --> 00:30:28.000 They go out in the middle of the day on a Saturday or a Sunday, even for me, and they'll just jump underneath of that house again. 00:30:28.240 --> 00:30:33.519 Those are things that I feel like not everybody has, that that my buyers get. 00:30:33.839 --> 00:30:35.680 You know, even my sellers. 00:30:35.839 --> 00:30:39.119 You know, I had one, somebody, some a client called me the other day. 00:30:39.359 --> 00:30:44.400 She goes, Oh my gosh, Betsy, my husband's out of town and something just happened with my electric and I'm not sure about it. 00:30:44.559 --> 00:30:46.079 I said, Hold on one second. 00:30:46.240 --> 00:30:49.039 I can actually Josh was out there in 45 minutes. 00:30:49.200 --> 00:30:51.359 Those are things that people just don't get. 00:30:52.559 --> 00:30:54.799 Yeah, no, that's that's fantastic. 00:30:54.960 --> 00:31:01.279 Now, let me ask you this when you look at growing the business from where it is today, where do you think the biggest opportunity is? 00:31:01.440 --> 00:31:03.119 Is it bringing in more new business? 00:31:03.200 --> 00:31:07.440 Is it getting more out of the opportunities you already have, or something entirely different? 00:31:07.680 --> 00:31:09.359 So I think there's three things there. 00:31:09.599 --> 00:31:09.920 Okay. 00:31:10.240 --> 00:31:11.920 Um, when you asked that. 00:31:12.079 --> 00:31:17.119 Um, I was just actually on a call with Tom um yesterday, and we were actually discussing that. 00:31:17.279 --> 00:31:23.039 And so, so number one, I think I need to grow to about eight agents. 00:31:23.680 --> 00:31:33.039 And I think those agents need to be um agents that are doing anywhere from uh five to fifteen million. 00:31:33.359 --> 00:31:42.559 And I think that the value that agents are missing with thinking, oh, I'm doing eight to fifteen million, I don't need to be on a team. 00:31:42.799 --> 00:31:48.559 Well, what would it look like if you did uh even 30 million? 00:31:48.880 --> 00:31:55.680 But you didn't have to do all this stuff yourself, you didn't have to pay for or figure out how to do events. 00:31:56.319 --> 00:32:02.559 You didn't have to do your contract, you didn't have to do all the minutiae. 00:32:03.839 --> 00:32:11.200 What would it look like if you didn't have to be so glued to this and you could have a life? 00:32:11.759 --> 00:32:14.160 Agents tell me I can't go on vacation. 00:32:14.559 --> 00:32:16.559 I go for 120 days a year. 00:32:17.279 --> 00:32:22.799 Well, you can't go because you don't have what I have and you can't afford to do it. 00:32:23.519 --> 00:32:45.599 But I have that, so I think that's one thing that agents are missing that my agents can do, and they don't blink because they have me to pick it up while they're gone, and they have this six-person staff to handle everything while they're gone, and they don't blink at losing business because they can call and they know they have me. 00:32:46.160 --> 00:32:59.680 I think that's why people are so they're afraid of going on a team because they think they lose money, they don't look at what they gain, because they don't look at what they actually spend out, and they don't realize that actually they spend out more than they think. 00:32:59.839 --> 00:33:00.720 That's number one. 00:33:01.039 --> 00:33:07.200 Number two, I think ancillary, as much ancillary as people can get. 00:33:08.160 --> 00:33:12.079 And number three, I might have just lost in my head. 00:33:12.799 --> 00:33:13.039 Okay. 00:33:13.599 --> 00:33:19.119 Um thinking about it, but um um oh, absolutely. 00:33:19.279 --> 00:33:20.720 Um, I do think I can grow. 00:33:20.880 --> 00:33:26.640 I actually think that we can handle 400 transactions a year here, and I think we will naturally grow to that. 00:33:26.720 --> 00:33:36.000 Um, where I think that all these other people, because I think agents are going to minimize big time here, I'm getting the calls this year that I never got. 00:33:36.079 --> 00:33:39.519 And that's why I'm so much ahead of anybody else in my MLS this year. 00:33:39.680 --> 00:33:44.319 If you look at the numbers, I am hugely ahead of anybody else. 00:33:44.559 --> 00:33:46.559 And when people look at it, it's hilarious. 00:33:46.720 --> 00:33:48.319 People are like, she's got a big team. 00:33:48.480 --> 00:33:51.039 I'm like, I do not have a big team, but that's hilarious. 00:33:51.200 --> 00:33:55.039 Or people are like, oh, she's all of her, all the business is going in her name. 00:33:55.359 --> 00:33:55.680 Okay. 00:33:57.279 --> 00:33:59.440 But I don't have a big team. 00:33:59.759 --> 00:34:07.200 Um well, what people don't realize is is my growth is because other agents aren't selling the houses. 00:34:07.279 --> 00:34:08.239 Everybody's calling me now. 00:34:08.400 --> 00:34:11.360 People are calling me going, Betsy, we I never got these phone calls. 00:34:11.440 --> 00:34:13.920 I only worked by referral before, but now I'm getting these calls. 00:34:14.079 --> 00:34:16.960 Betsy, you are the agent that's selling all of these houses. 00:34:17.199 --> 00:34:18.000 We need you. 00:34:18.320 --> 00:34:20.079 Or I never got these calls. 00:34:20.320 --> 00:34:25.039 Betsy, our house isn't selling, it's been on the market for 65, 75, 80 days. 00:34:25.199 --> 00:34:29.360 And we were at the baseball field, and our friend said you should have used Betsy in the first place. 00:34:29.599 --> 00:34:34.000 Well, I take those houses and I actually mark them up in price. 00:34:34.480 --> 00:34:36.079 And they're selling in three days. 00:34:37.599 --> 00:34:39.599 Well, a lot of it's my marketing. 00:34:39.679 --> 00:34:41.039 I'm not doing anything different. 00:34:41.280 --> 00:34:42.719 It's staging the house. 00:34:42.880 --> 00:34:46.400 These people have just put a sign in the yard and they're hoping to cut it it sells. 00:34:47.440 --> 00:34:56.400 They've they've used drone footage and

they're showing that it's on a main road, or they're showing that it I'm I'm I'm I'm I'm some of these drones kill me. 00:34:56.480 --> 00:34:58.159 I'm like, why did they even put a drone? 00:34:58.320 --> 00:35:00.960 Like, I looked at them, I'm like, there should not have been drone footage. 00:35:01.039 --> 00:35:03.360 I'm sure you were super excited when they said we're doing a drone. 00:35:03.519 --> 00:35:05.440 I'm like, it's no no drones here. 00:35:05.599 --> 00:35:16.960 Um, but there's so many different things, and you know, I do have a lot of following, so it's it's it's interesting where I get with that. 00:35:17.119 --> 00:35:21.280 Um, you know, 80-year-old people call me and go, Well, I saw you on social media. 00:35:21.360 --> 00:35:22.639 And I'm like, too cute. 00:35:22.800 --> 00:35:23.840 That's so cute. 00:35:24.400 --> 00:35:32.480 But you know, so I do think that our market, my market's going to grow naturally from that. 00:35:32.800 --> 00:35:39.039 Um and where people are going to realize how much they need a better agent, maybe not even their sister. 00:35:39.280 --> 00:35:48.960 Now, Betsy, when you talk with like other successful agents and team leaders, what what problem keeps coming up that you think people should be you know sharing better solutions to? 00:35:49.039 --> 00:35:55.119 Is there a recurring uh challenge that you hear from other successful agents and team leaders? 00:35:55.519 --> 00:35:56.400 Oh my gosh. 00:35:56.559 --> 00:36:03.760 So I I'm in the room with that all day long, and I'm about to be in Naples with it again on the um on the first of November. 00:36:04.000 --> 00:36:10.880 So the highest team leaders in the country is who I surround myself with, with Tom and our group. 00:36:11.039 --> 00:36:18.159 Um, and I think probably their their highest is recruiting, um, always going to be recruiting. 00:36:18.480 --> 00:36:31.519 And, you know, I think what agents really don't understand is the value in the the the the value in a great team leader and what they're truly getting. 00:36:31.599 --> 00:36:40.159 Because I think especially a lot of the newer agents don't understand the value that comes from what they're not spending out. 00:36:40.559 --> 00:36:52.800 Um the value that comes from really being on a team, especially a team that has true values and ethics and what it means for that culture. 00:36:53.519 --> 00:36:58.639 And we, I'm going to, I'm going, I always, I always I'm very truthful. 00:36:58.800 --> 00:37:00.480 It's obvious I'm very truthful. 00:37:00.639 --> 00:37:00.960 Yep. 00:37:01.840 --> 00:37:06.239 What we do poorly is we don't recruit at all. 00:37:07.119 --> 00:37:07.920 Number one. 00:37:08.159 --> 00:37:10.559 So that's a very big negative for us. 00:37:10.719 --> 00:37:23.440 But number two, we do a very bad job at ever explaining or ever trying to get out there what um we're looking for as far as an agent. 00:37:23.679 --> 00:37:26.880 Every agent that we've ever hired is brand new except for two. 00:37:27.440 --> 00:37:34.320 Um and um, you know, we've let some people go because I look at them and I'm like, you're just not gonna fit with us. 00:37:35.119 --> 00:37:40.639 And like one of them was producing great, but I'm like, yeah, you're just you're just not for us. 00:37:40.960 --> 00:37:50.000 Um and I think that you know, I think a lot of people are scared. 00:37:50.320 --> 00:37:58.159 A lot of agents are scared to go to people who are high producing and stuff and say, hey, look, I think I'd be a great fit for your team. 00:37:58.400 --> 00:38:02.880 Um because they just don't know that you're looking because you're not out there telling people. 00:38:03.199 --> 00:38:04.400 Sure, sure. 00:38:05.119 --> 00:38:09.760 Uh and it the fact that you've mainly had newer agents, was that per purposeful? 00:38:09.920 --> 00:38:12.000 Was that more like uh I could mold this person? 00:38:12.480 --> 00:38:13.039 It was. 00:38:13.760 --> 00:38:14.559 So it was. 00:38:14.719 --> 00:38:18.239 And now I'm I'm definitely not saying that, but it definitely was. 00:38:18.400 --> 00:38:22.480 I do not want, I don't want people with super bad habits. 00:38:22.719 --> 00:38:26.480 I don't want people with I mean, I just don't. 00:38:26.639 --> 00:38:29.119 Um I don't want people with super bad habits. 00:38:29.280 --> 00:38:34.480 They come from these like places that are just I just don't want them. 00:38:34.639 --> 00:38:42.000 And I now I'm at the point where I'm like, okay, um, it's not necessarily that I want I don't want any bad habits. 00:38:43.760 --> 00:38:45.599 And because you don't. 00:38:45.760 --> 00:38:50.000 I I'm scared to death that they're gonna do something that gets me in trouble. 00:38:50.239 --> 00:38:50.559 Yeah. 00:38:50.800 --> 00:39:05.119 You know, and everything in life is a trade-off, as you know, and so it's like the newer, you know, you get what comes with newer, and then the proven producer, like you said, there's a whole ball of challenges there that you could run into. 00:39:05.280 --> 00:39:11.039 Now I want to make sure that I ask about something that you just can't avoid these days, which is AI. 00:39:11.199 --> 00:39:12.480 So I love AI. 00:39:12.800 --> 00:39:15.199 How are you thinking about AI inside Great Living right now? 00:39:15.280 --> 00:39:16.800 Is it already helping with anything meaningful? 00:39:17.119 --> 00:39:18.000 It helps with everything. 00:39:18.159 --> 00:39:21.599 So we've used AI since before people probably were talking about it. 00:39:21.760 --> 00:39:24.480 Um, my husband is super, super techy. 00:39:24.639 --> 00:39:26.480 Um thank God. 00:39:26.639 --> 00:39:29.199 Um, yeah, Betsy is not as techie. 00:39:29.519 --> 00:39:30.960 I use it for everything though. 00:39:31.039 --> 00:39:36.639 We create um most anything that we're duplicating, we create inside. 00:39:36.880 --> 00:39:53.840 So we use, I guess, four different, four or five different AI

platforms, um, depending on what we're using and looking for and all of that kind of different stuff, whether it be chat, whether it be clawed, whether it be perplexity, whether it be Gemini, whether it be um uh there's one other one, grok. 00:39:54.159 --> 00:39:56.960 Um, depends on what we're what we're doing. 00:39:57.119 --> 00:39:58.159 My husband used to use it. 00:39:58.239 --> 00:40:00.960 I joked his therapist was Donna Chat. 00:40:01.199 --> 00:40:04.559 Um, he talked to her the whole way home from the Virginia Beach office. 00:40:05.039 --> 00:40:08.559 But we use it for absolutely everything. 00:40:08.800 --> 00:40:15.199 I use it from, you know, I mean, my marketing person uses it, but we do, we use it for everything. 00:40:15.519 --> 00:40:29.920 And from building our today, I mean, I feel like a lot of these um systems are going out because you can take what they were doing and you were paying$100 a month for and you can rebuild it inside of inside of Claude cohort. 00:40:30.719 --> 00:40:40.079 Um, but we also have somebody who's amazing at Tom Ferry, who I I stare and I love him to death, but uh he geeks me out and I'm like, I can't follow you, Alan. 00:40:40.480 --> 00:40:41.679 You you can follow him, right? 00:40:41.840 --> 00:40:42.880 Because I can't follow him. 00:40:43.039 --> 00:40:51.360 Um, and we have the AI Academy through Tom, and yeah, you know, so we've really, really been high, high into AI for for a really long time. 00:40:51.519 --> 00:40:52.079 I love it. 00:40:52.239 --> 00:40:54.639 I mean, there's some of it, obviously, that's scary. 00:40:54.800 --> 00:40:56.320 Um, but I think it's great. 00:40:56.480 --> 00:41:01.119 I think if you're an agent in real estate not using AI, you're gonna die. 00:41:02.480 --> 00:41:11.840 Um, I don't think it'll ever take away agents, but I think you're going to have to use it in order to successfully succeed. 00:41:12.719 --> 00:41:19.599 Yeah, I was I was I was specifically curious about asking you about AI because you're so client-centric. 00:41:19.920 --> 00:41:29.679 Um, and you know, I've I've interviewed about 80 people at this point, and you you get a variance of answers like, no, I don't really want to touch AI, or very aggressive with AI. 00:41:30.559 --> 00:41:31.519 Yeah, exactly. 00:41:31.760 --> 00:41:38.480 Uh or or very aggressive with actually using AI with a lot of client-facing type stuff. 00:41:38.559 --> 00:41:46.320 But then I find most of the high performers I'm talking to have built a lot of systems around uh using AI that automate a lot of things. 00:41:46.480 --> 00:41:50.880 But when it comes to the client type of I don't do any client-facing, exactly. 00:41:50.960 --> 00:42:05.360 Yeah, I figured that's what you were gonna tell me, but I wanted to verify that because that seems like I have a really good friend um who is a super good friend of mine, but he is major, major um lead, and he uses it for client. 00:42:05.599 --> 00:42:07.519 I am totally opposite than that. 00:42:07.599 --> 00:42:11.599 I can I mean he's got AI bot that calls everybody. 00:42:12.079 --> 00:42:14.239 I'm like, yeah, would never work with me. 00:42:14.400 --> 00:42:14.880 I would die. 00:42:15.760 --> 00:42:17.920 I would die if AI was calling my database. 00:42:18.079 --> 00:42:19.280 My people would freak out. 00:42:19.440 --> 00:42:21.360 They'd be like, Betsy, what is this? 00:42:21.599 --> 00:42:26.880 I actually had somebody text me today and they said, Betsy, who is this? 00:42:27.039 --> 00:42:33.840 They said, I I just um Betsy just hired me onto her team, and I'm like, girl, it's your good friend. 00:42:34.000 --> 00:42:37.840 And they went, I said, she got a new phone number, and she went, Oh. 00:42:38.719 --> 00:42:40.719 So that's how bad it would kill me. 00:42:40.960 --> 00:42:42.000 Yeah, I love it. 00:42:42.239 --> 00:42:47.519 Just because the phone, her phone number was different, but she's been her good friend for like 30 years. 00:42:48.559 --> 00:43:01.360 So all right, Betsy, I want to start wrapping this up and I want to ask you a question that could have a tactical answer that agents that are listening to this could take away, uh immediately start taking action on. 00:43:01.519 --> 00:43:12.000 So if like a good agent came to you today, let's say somebody selling five million a year at this point, uh, and said, you know, Betsy, I want to double my business over the next 12 months. 00:43:12.239 --> 00:43:24.639 Um, obviously you don't know all the details of their situation, but is there any specific things that you would tell them that they should start doing differently or or start doing to go from five to ten? 00:43:25.119 --> 00:43:25.599 Yep. 00:43:26.079 --> 00:43:30.559 I'd tell them as of today, you need to call every single single solitary person in your database. 00:43:30.639 --> 00:43:32.880 You need to start mailing out birthday cards. 00:43:33.039 --> 00:43:37.840 Uh, I would go into your Facebook, start um commenting on everybody's post. 00:43:38.000 --> 00:43:41.679 I would start um mailing regular cards to everybody. 00:43:41.920 --> 00:43:46.320 I would um I would do I would add one event because they haven't been doing events. 00:43:46.400 --> 00:43:48.559 I would add one event to yours. 00:43:48.719 --> 00:43:56.159 Um, I would start doing, I would send an email blast right now to all of your people saying who wants a CRM on your house. 00:43:56.239 --> 00:43:57.519 Um, and I would do it differently. 00:43:57.599 --> 00:43:58.639 I wouldn't say it like that. 00:43:58.719 --> 00:44:06.079 I would say, hey, Know looking at what's going on in the market today, um, who would like to know what the home value is on your house? 00:44:06.159 --> 00:44:09.920 And then I would ask them, you know, a couple of different questions in order to do surveys. 00:44:10.000 --> 00:44:15.840 Hey, I'm doing a survey, and you know, if you were going to sell your house, would you sell

over the next year, five years, 10 years? 00:44:15.920 --> 00:44:19.039 What you know, and then I would do another one based on the forecast of today. 00:44:19.199 --> 00:44:21.920 Do you think homes are gonna go up, go down, stay the same? 00:44:22.079 --> 00:44:29.039 You know, and then I would do a real quick, you know, social media post on it, you know, in the next, you know, 10 days when you get everybody's thing back. 00:44:29.119 --> 00:44:38.320 And hey, I did a quick survey, and based on my survey, this is what came back, you know, but that also you're gonna get people who are gonna say, you know, I'm selling my house. 00:44:38.480 --> 00:44:39.760 That's what you're gonna get back. 00:44:39.920 --> 00:44:43.280 But you know, people are going to transact. 00:44:43.519 --> 00:44:50.480 And, you know, it's funny to me, people, you know, in our market are like, oh my god, the market's terrible. 00:44:50.559 --> 00:44:52.320 I'm like, I'm having the best year of my life. 00:44:52.480 --> 00:44:53.440 The market is not terrible. 00:44:53.519 --> 00:44:55.119 What do you what is wrong with you people? 00:44:55.360 --> 00:44:59.039 The market is fabulous to me. 00:44:59.280 --> 00:45:05.840 And everybody, even in in Tom Fairyland, everybody's like, the market is just bad this year. 00:45:06.000 --> 00:45:10.559 And I'm like, and Tom's like, the market's gonna stay the same for the next two years. 00:45:10.639 --> 00:45:12.159 And I'm like, I hope so. 00:45:13.440 --> 00:45:16.800 You know, and and and I I know the market's tough. 00:45:17.039 --> 00:45:18.239 I mean, don't please don't get me wrong. 00:45:18.320 --> 00:45:23.119 I have houses that are sitting on the market, but God, you know, bring me another hundred million dollar a year. 00:45:23.599 --> 00:45:29.920 I mean, please bring me another hundred million dollar a year, you know, and I realize I do realize it's a tougher market. 00:45:30.239 --> 00:45:34.559 And we're in, I call it the three D's death, divorce, and debt is what's coming. 00:45:34.800 --> 00:45:36.719 You know, that's what's buying and selling. 00:45:36.880 --> 00:45:41.760 And this year I'm working with more people that are over the age of 65 than ever. 00:45:41.920 --> 00:45:44.320 But those are my favorite people to work with. 00:45:46.079 --> 00:45:47.280 Like I love them. 00:45:47.519 --> 00:45:48.639 I mean, I love them. 00:45:48.800 --> 00:45:53.519 Um, I mean, every meet the I I love my 80, 80 year old people. 00:45:53.599 --> 00:45:56.639 I mean, they're I love they're they're so appreciative, so thankful. 00:45:56.719 --> 00:45:57.280 I love them. 00:45:57.440 --> 00:46:00.320 Um, so you know that I love it. 00:46:00.480 --> 00:46:02.239 You know, I I love it. 00:46:03.360 --> 00:46:08.079 Betsy, this has been amazing, chocked full of gold, uh, mission accomplished. 00:46:08.159 --> 00:46:12.880 We got lots of great clips that we're gonna be able to uh release out into the socials. 00:46:13.039 --> 00:46:16.079 Uh, where can people find you and and connect with you? 00:46:16.719 --> 00:46:20.559 Um well on Insta, look at me. 00:46:20.639 --> 00:46:21.840 I don't do any of my social. 00:46:22.159 --> 00:46:23.119 Is that not horrible? 00:46:23.360 --> 00:46:24.639 That that well, that makes sense. 00:46:24.719 --> 00:46:27.519 That that tracks everything you've talked about on this episode. 00:46:27.679 --> 00:46:34.559 So uh so on Facebook I'm Betsy Thompson, and I'm like on Instagram, look at me, I'm so bad. 00:46:34.639 --> 00:46:36.159 It's it's like, who am I? 00:46:36.320 --> 00:46:38.960 Um I'm Betsy Thompson757. 00:46:39.360 --> 00:46:49.039 And then if anybody ever wants to email me, I am Betsy at greatliving.com, and then great living is my um website. 00:46:49.840 --> 00:46:51.599 I love it, Betsy. 00:46:51.760 --> 00:46:52.320 Thanks for the time. 00:46:52.960 --> 00:46:55.280 I don't do the social, I have a marketing person. 00:46:55.760 --> 00:46:57.280 Okay, well, we'll okay. 00:46:57.360 --> 00:47:00.320 So if we they reach out to you on social, will it be you or will it be somebody? 00:47:00.559 --> 00:47:01.440 No, no, no, no, no. 00:47:01.519 --> 00:47:04.639 I always do respond on social, and on Facebook it is me. 00:47:04.800 --> 00:47:07.199 I'm old, I'm not, I'm not old, I'm 50. 00:47:07.360 --> 00:47:12.719 Um so but you know, I'm I'm the Facebook generation, not the Instagram generation. 00:47:12.880 --> 00:47:14.719 I am learning Instagram though. 00:47:14.960 --> 00:47:17.199 I am on TikTok too, but I have no clue. 00:47:17.440 --> 00:47:18.719 Yeah, I've never been on a TikTok. 00:47:20.559 --> 00:47:25.039 So yeah, they just made me get a TikTok, but I don't know how to I don't even know how to use TikTok. 00:47:25.199 --> 00:47:25.679 That's okay. 00:47:25.760 --> 00:47:28.960 As long as somebody knows how to do it around there to do TikTok, then you're good to go. 00:47:29.199 --> 00:47:30.000 No clue. 00:47:30.239 --> 00:47:31.599 I bet you this was fun. 00:47:31.760 --> 00:47:32.559 Thank you so much. 00:47:32.880 --> 00:47:33.360 Thank you. 00:47:33.519 --> 00:47:34.559 It's a pleasure, Tim. 00:47:34.719 --> 00:47:36.320 Thanks for listening to Under Contract. 00:47:36.480 --> 00:47:41.039 If you don't have time to catch every episode, we'll do the listening and the note taking for you. 00:47:41.199 --> 00:47:49.920 We pull out the best ideas and strategies we're hearing from top producing agents and regularly send you the ones we're putting to work in your business. 00:47:50.159 --> 00:47:54.320 Get the notes completely free at undercontract notes.com. 00:47:54.480 --> 00:47:56.639 That's undercontract notes.com. 00:47:56.719 --> 00:47:58.559 And I'll see you on the next episode.