Selling The Dream: A Podcast For Resort & 2nd Home Real Estate Agents podcast

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Dodano seven lat temu

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Exile

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Episode 21: The Heiress Who Helped End School Segregation 35:10

17 dni temu35:10

Na później

Listy

Polub

Polubione

35:10

Hilde Mosse comes from one of the wealthiest families in Berlin and stands to inherit an enormous fortune. But she longs for something more meaningful than the luxurious lifestyle her family provides. So Hilde decides to pursue her dream of becoming a doctor. As the Nazis take power in Germany and the Mosse family is forced to flee, Dr. Hilde Mosse lands in New York having nearly lost everything.. She finds her calling treating the mental health of Black youth – and the symptoms of a racist system. In addition to photographs, school records, and correspondence spanning Hilde Mosse’s entire lifetime, the Mosse Family Collection in the LBI Archives includes the diaries she kept between 1928 and 1934, from the ages of 16-22. Hilde’s papers are just part of the extensive holdings related to the Mosse Family at LBI. Learn more at lbi.org/hilde . Exile is a production of the Leo Baeck Institute, New York and Antica Productions. It’s narrated by Mandy Patinkin. This episode was written by Lauren Armstrong-Carter. Our executive producers are Laura Regehr, Rami Tzabar, Stuart Coxe, and Bernie Blum. Our producer is Emily Morantz. Research and translation by Isabella Kempf. Voice acting by Hannah Gelman. Sound design and audio mix by Philip Wilson. Theme music by Oliver Wickham. Please consider supporting the work of the Leo Baeck Institute with a tax-deductible contribution by visiting lbi.org/exile2025 . The entire team at Antica Productions and Leo Baeck Institute is deeply saddened by the passing of our Executive Producer, Bernie Blum. We would not have been able to tell these stories without Bernie's generous support. Bernie was also President Emeritus of LBI and Exile would not exist without his energetic and visionary leadership. We extend our condolences to his entire family. May his memory be a blessing. This episode of Exile is made possible in part by a grant from the Conference on Jewish Material Claims Against Germany, which is supported by the German Federal Ministry of Finance and the Foundation Remembrance, Responsibility and Future.…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Selling the Dream is a podcast made by and for Second Home and Resort Realtors. Every Friday, you'll hear an in-depth interview with an industry rockstar, and a short real estate tip from Tom Tezak every Tuesday!

220 odcinków

#Trading #Business #Real Estate #2nd Home Agents #MBA #Careers

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

updated 4 lata temu

Udostępnij

Źródło serii•Feed

220 odcinków

#Trading #Business #Real Estate #2nd Home Agents #MBA #Careers

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Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 223: Alan Thompson on Building a Sustainable Real Estate Business 34:27

4 years temu34:27

34:27

What if you never got another lead again? What would that do to your business? How would your business change without cold prospecting? Would your warm market be able to sustain you? More than that, can you imagine experiencing an upward trajectory in your business, when only working with your warm market? Most of us spend time capturing leads, building systems to manage the prospects that come to us. We don’t know how serious they are about buying (yet), so we’ve got our work cut out for us. What if there was a different way, in which leads came to us, ready to buy? That already know, like, and trust us, and are ready to buy a home? Alan and Betsy Thompson took a break from real estate, and when they decided to come back, they revamped their approach and strategy. Instead of chasing leads, they decided to focus their efforts on developing relationships. That strategy has paid off, as their business has grown exponentially. This week on the podcast, I’m talking to Alan. I’ve asked him to share his story, and the strategies that he used to build a thriving business working with their warm market. Instead of chasing leads and cold-calling people, they’re able to build relationships that have created not just a sustainable business, but one that continues to grow year after year. Highlights of this episode: Tom introduces Alan and how he got into the real estate business. After 6 years in the business, Alan decided that he wanted a break, and took several years off. When he came back to Chesapeake, he and Betsy decided to get back into real estate, and have been working it for 20+ years! Alan and Betsy operate with a very small staff. Ad spend goes down a LOT when focusing on relationships, and you still get results! In the first half of 2019, they closed on more deals than they did in all 2018. Key: build your database, and KNOW it! Know birthdays, favorite sports teams, pets! When you have this data, you can make sure that you are memorable. Did a person’s favorite sports team win? Send them an email and say “hey, I bet you’re really happy today!” Take treats for their pets when you visit! “We don’t call them clients, we call them relationships.” Alan and Betsy have approximately 1100 relationships in their database. Every person in their database is sorted by relationship: some people are more likely to give referrals than others. Use social media, but with a personal touch. Did Facebook tell you it was someone’s birthday? Send them a card in the mail! They can track more than $250,000 in commissions just from Facebook - and they’ve never spent a dime on ads! Know your community - are you in a military community? Take people flags for Memorial Day, the 4th of July, and Veteran’s Day. Do local events: have a barbeque, give away pies on Thanksgiving. Do activities that connect you with your community, and be visible! Greet people and get to know them. Socialize the whole time. Give away door prizes at your events, and use it to get their contact info. You can ask people if they would like an estimation on the value of their house, or if they know someone who would be interested in buying or selling real estate. We work with people who know, like, and trust us. They see us around town living life, not dressed in a fancy suit and tie. The more you invest in relationships, the more your true social network grows. Alan and Betsy clean through their database at least twice a year, ensure that people are classified correctly, and update any information. Don’t take it personally when people you have relationship don’t buy or sell with you. You don’t know what other people they are connected to, and if there was social pressure to use another realtor, like maybe their sibling, or the wife of their boss. If Alan could start over now, he would START his business, focused on building relationships, instead of focusing on just completing transactions. Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Connect with Alan and Betsy: Lucky Homes website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 221: Nohelia & Francesco Crisafulli's Advice to New Agents and Team

4 years temu

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Today, Tom talks with Nohelia & Francesco Crisafulli about working as a team, breaking into the real estate industry, finding balance between work and home life, and more.

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 219: Chelsea Pietz Shares How Stories Create Quick, Real Connections 47:03

4 years temu47:03

47:03

Do you love using social media to connect with people? Are you trying all the new things that you’ve learned, and done successfully in the past? But now, you’re watching your views and engagement drop? Social media is dynamic and constantly changing: just when you start to think you’ve mastered it, it changes and evolves AGAIN. When we record episodes of the Selling the Dream podcast, we go live on Facebook, and share the episode. I find such value in the content that all of our guests are sharing, and want to make sure it’s out there for everyone to find! I’ve invited Chelsea Peitz, a Snapchat and social media guru, onto the show so we can talk about social media, and how you can maximize your presence using these free networks and resources that are available for all of us to use! Chelsea is an expert in using Instagram stories, and shares so many helpful hints and tips that you can implement today in your social media. She shares all kinds of valuable, super helpful information, including connecting your Instagram and Facebook stories (and what kind of accounts you can connect), how much to post per day, what kind of hashtags to use (and how many to use). This week on the Selling the Dream podcast, get ready to see how you can use social media to build those real, authentic connections. You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Chelsea and her business. Chelsea says that the biggest thing on social media is anything with “CRM - camera first, real time, message enabled.” Remember: Facebook prioritizes personal content rather than promotional content. On Facebook, live video will perform better than pre-recorded, and one good photo will perform better than multiple photos (or an album). Don’t share YouTube videos on Facebook: upload the video directly to Facebook. They want to keep you on their platform, so won’t share your link as well if it’s a YouTube link. Instagram stories are like reality TV; you can start conversations with real people all over! If you have a personal Instagram account, you can post the same stories to Facebook and Instagram at the same time! If it’s business, you can only post to a business page vs a personal profile. You don’t have to spend a lot of time on these stories: if they are 5 seconds, and you post 10 a day, you’ve only really used a minute of your time! The easiest way to build engagement is to engage on others’ posts. When you’re on stories, you can say “if you’re thinking about buying or selling a second home, send me a DM!” that helps bring the connection to your messages so you can privately help the person. No one else needs to know! Only 60% of stories are watched with sound on. Have good photos, but focus on the captions to encourage people to engage with your content. When it comes to hashtags, think about what people are searching for! No one is searching #realestate or #mortgage. They are looking for practical things, like #phoenixrealestate or #mauirealestate. Make your instagram almost like a blog. Interested in trying LinkedIn? It’s an amplifier of your message, and a great way to connect with new people. If you’re brand new in the business , find an expert in the field, and learn. Learn who your audience is, and how you want to serve them. Identify your unique value proposition. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Chelsea Facebook Instagram Twitter YouTube LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 217: Julia Ray Shares How to Move Beyond the Alphabet Soup of Credentials 43:50

4 years temu43:50

43:50

What kind of credentials do you have? You may have alphabet soup behind your name...but what do you do with those letters? And how to turn those letters behind your name into something practical and meaningful in your business? When you focus on your business, and what you can do to make yourself better, you can use those letters behind your name to help you provide the most excellent service to your clients and leads. See, real estate isn’t just about gaining education: it’s about using that education to help your clients make the best decisions. Your job is to help educate your clients: not make decisions for them! The more educated you are, the more equipped you’ll be to help educate your clients! Julia Ray has turned that alphabet soup into connections, and has built a thriving boutique business. You’re going to be inspired by how she uses that education to connect with her clients and leads! This week on the Selling the Dream podcast, get ready to see how you can use those credentials to build connections. You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Julia Ray and her real estate business. Julia chose to keep her business small, so she could give the customer service experience of her choice. “It’s not up to us to decide yes or no, it’s our job to educate and let the consumer decide.” Julia shares what to consider when working in the condo industry. Taking care of an expensive asset like a condo costs money - be prepared to spend money to protect and care for your assets! Julia shares what the team does when they help perform maintenance on condos, and how they keep clients up to date. Referrals bring in a lot of Julia’s business - provide excellent service, and people will contact you! Connect with everyone - you never know who is going to bring in referrals. Julia shares about her credentials, and how each and every one of them has helped her grow her business: from negotiation to investing, she has credentials. “I don’t treat real estate as competition….it’s collaboration.” Julia shares what tools she uses to grow her business, including her CRM. Connect with people, and the business comes! Julia shares her top advice for new agents. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Julia: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

1
Ep. 216: Turning Pain Points Into Closings 3:13

4 years temu3:13

3:13

Today on Selling the Dream, we're talking about creating a series of frequently asked questions and turning your pain points into closings

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 215: Sharran Srivatsaa Shares How to Create Valuable Connections 48:29

4 years temu48:29

48:29

What is it like when you create connections? How are you connecting with your feeder markets, and those who may be interested in real estate in your area? We all know that if you immediately start selling to your leads, that’s not going to work! But if you give them the inside scoop, and help them feel like a true VIP, you’ll find that you build a strong community, full of connections. In fact, you may not even need to market ever again! Taking the time to build those connections and help people feel like they are a true insider, and part of a community, will help you serve your clients on a higher level! That’s the mantra of Sharran Srivatsaa, whose mission is to defend and advocate for real estate agents. His goal is to help agents create raving fans, not just “sell.” You’ll be inspired by his story, and how he went from driven to bed-ridden, and what amazing habits and activities helped him recover and build a successful business! Hint: it has to do with creating connections! This week on the Selling the Dream podcast, we’re digging into the archives and bring up some favorite episodes of the podcast! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Sharran Srivatsaa and his business. Sharran shares about Kingston Lane, his mission to defend and advocate for real estate agents, and how he originally connected with Tom. How do you stay in touch with others, without making them feel like you’re reaching out too much? Sharran gives some tips! Connect with people, and make them feel like VIPs! They don’t want to be sold to, they want the inside scoop on things! Become a curator and moderator of a community, and create connections. Build true fans, and you’ll never have to do any marketing! Keep the tools that you use simple so you can focus on building the connections and community instead. Don’t put people in an uncomfortable position, having to make a decision and respond to a question. Bring up the “big” questions organically! Creating the connections is simple - just bring people together, in a place where they feel a sense of community. Sharran shares about his health crisis, and how he started his five am club! Cadence is everything: that will help you be consistent in creating your connections. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Sharran: LinkedIn 5am club Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 214: Commitment is Key 2:06

4 years temu2:06

2:06

Today is a very important day for me on a personal level, and I want to give a special shoutout to my lovely wife, Lori. Together, we are celebrating 30 years of commitment and plenty of lessons in commitment.

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 213: Selling Property Site Unseen (with Kenny) 20:44

4 years temu20:44

20:44

Can you imagine selling houses without your clients ever actually setting foot in them? We’re experiencing that during COVID, and finding that when we market well and effectively, we can sell houses, “site unseen.” But what does it take to get there? We’re used to this stereotype of the scummy salesman, and how they’re always pushing a sale. They’re always looking for that next deal; that next lead. When you feel like a number to an agent, you’re not going to respond well to their efforts, and you’re definitely not going to want to buy a house from them without checking it out in person! But now, things are starting to change, and this is something that us second home agents know well. People are willing to buy homes without ever setting foot in them. It just takes the right agent to accomplish that - someone who has put forth the effort to build trust, and build those relationships. They’ll tell their clients everything that they need to know about the property: the good, the bad, and the ugly. They’ve built that trust so that when it comes time to sign the papers, clients will sign them with confidence. It’s all about that trust. After all, the core of real estate isn’t really selling houses: it’s a relationship business. This week on the Selling the Dream podcast, I’m talking to my producer Kenny, to get some outside perspective on what we do as real estate agents! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Kenny, and this week’s episode of the show. How do you connect a client with their dream home when they can’t physically be there? After COVID, it’s become more normal for people to not be able to go places and see things! So how can real estate agents, especially second home agents, connect people with the perfect home? How in depth can you go with a client, especially through Zoom? Creating the relationship with the client is far more important than knowing what kind of doorknobs they want. The most important thing that a client needs is trust: if they trust you, they’ll be willing to take your advice and listen to you! When I’ve sold properties site unseen to clients, we’ve spent at least two hours on the phone before I ever even showed them any virtual tours! Think of the realtor/client relationship as being similar to a dating relationship - you have to earn their trust! Point out the good and the bad - that way, people know you’re going to be realistic with them and not just say that everything is good. Pro tip: when you’re showing houses on Zoom, keep a bottle of water close, cause you’re going to have to do a lot of talking. You are their eyes, ears, and legs - you have to show them everything! When you get new leads, send them a video, not just a call or text! Get your face in front of them fast. Real estate is not the business of selling houses, it’s a relationship business. Trust and inventory are what you need to be successful setting homes site unseen. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

1
Ep. 212: Speak Your Mind 3:20

4 years temu3:20

3:20

Ep. 212: Speak Your Mind

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 211: Leo Chen Shares the Wisdom of Relationships

4 years temu

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How much time do you spend developing your relationships and common interests? If you’re only posting pictures of houses for sale, or talking about open houses and business, you’re not going to attract the kind of people who are going to do long-term business with you! What if instead, you connected with people over mutual interests and shared passions? Here’s just a few ideas: Pets Old cars Your neighborhood Hobbies And the list goes on! When you connect with people over the things that they love, that connection turns into trust. That trust means that when you do have a “sales” message, or you reach out about how you can help them, the connection is natural and just makes sense! It’s easy to get caught up in technology, and think that you have to have everything all perfect, but at the end of the day, it’s always all about the relationships. Technology is just a tool to bridge the gap between those relationships and serving your clients. This week on the Selling the Dream podcast, I’m talking to Leo Chen, who worked in the startups and tech world for 15 years, and made the transition to real estate. His secret to success? Relationships! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Leo Chen, and his business. Leo worked in tech for years, and then joined the real estate industry: there are no ceilings, you can join now and make money! Use the relationship first, and then use technology as a tool to bridge any gaps. Real estate isn’t a technology business, it’s a people business. Tap into the emotions of finding people what they want - it’s not just about finding the features that they are looking for! Leo shares about how he’s used a Facebook group to develop relationships. Your important relationships aren’t just clients and leads: always be developing relationships with anyone, so you can connect anyone to exactly who they need! Leo shares why his Facebook group is named the Wisdom Club. These connections aren’t to talk about real estate: they are to connect over things that people are passionate about! Love and connections are a gateway to trust. Find ways to connect people with information that is important to them. Leo shares how he uses social media, and what platforms he is focusing on. Get to know where a person is in the process, and provide value to them. Leo shares how you can connect with him. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Leo: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time! TRANSCRIPT: Tom Tezak 0:00 Everybody, Tom Tezak Today on Selling the Dream we're gonna discuss the wisdom of relationships. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry Rockstar. My mission is to bring you cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream. Everybody Tom t Zack today with Selling the Dream. And today I'm so excited that we've got Leo Chen with us from Newport Beach, and Leo is with Coldwell Banker, global luxury Newport Beach. And we're going to have a great conversation today. Leo, welcome to the show. Unknown Speaker 0:51 Thank you, Tom. I'm so excited to be on here. I've seen your show off and on for so long now and I know you're doing such a great job. When I, when I think about like the perfect host voice and perfect personality like that, that is like, Tom Tezak 1:07 Oh gosh, cut the crap. Oh man, Hey, thank you for that. I appreciate it. So, Leah, let's, um, let's talk a little bit about where you come from what your market is. You do mostly luxury market in the beach cities south of LA, or Orange County. And so tell us a little bit about that market and you know how you've evolved in that in that world? Unknown Speaker 1:33 Yeah, great question. Um, I have been born. I was not born here in California. But I was raised here in California in the suburbs of La in the Torrance Redondo Beach area. And growing up that's all I knew was the beach when people asked me I just tell people like you know, literally sprouted from the sand you know, so those that the beach so much and with my complexion, literally within a week into the summer, I'm like Completely panned out and blacked out. And so I've just always been around the beach my whole life. When I graduated high school we moved down to Orange County, and more specifically South Orange County, which were initially just about 10 minutes from the beach from Laguna Beach from Newport Beach, from Dana Point and all those cities that Orange County's very, very famous and well known for. Laguna Beach is an art town that's known all over the world internationally. So we get a ton of tourists there. And I just, you know, I've always been around I worked in tech for 15 years but then transitioned into real estate because I wanted to you know, have no ceilings and do the things my do my own business and build my own business and so that I love Tom Tezak 2:46 that I'm gonna cut you off for a second there are no ceilings and that's the beautiful part about real estate for you agents that are coming into this market, the resort second market, any real estate agent or any real estate market. It's so important to realize there are no ceilings, you can make So much more money in real estate if you work hard, work smart work efficiently. So I love that that concept because it's so easy. It's not so easy to do. But it's so possible to do it. So I'm sorry to cut you off Leo, but I just wanted I didn't want to miss that. Oh, no, it was a great mental position to be in. Unknown Speaker 3:20 Yeah, absolutely. And just a tiny bit about that, as I worked for corporate and I in it and technology for over 15 years. And I hit the ceiling for so many years. Within those 15 years. I was just trying to find something else to do. And I'm very, very fortunate and happy that I'm in real estate, I'm doing exactly what I want to do. I couldn't be happier. And so just going back on the markets I've so I've lived here in Orange County for just about 35 years now. And so I've known all the ins and outs of the entire county in Southern California in general. And so I'm very happy to be here. I would not choose to be anywhere else in the world. No, I would love to have a second home in Hawaii. Tom Tezak 4:05 That sounds like a great idea. I happen to have a second home in Southern California. So I understand. Yeah. So Leo, let's use you were in 15 years in tech would you do in tech, I love to understand what people did before they got into real estate, what part of tech? I mean, it's a huge become a huge broad space. So what were you doing in tech? Unknown Speaker 4:24 Yeah, thank you for that question that. So I started out working for a startup, and they were interactive agency. And for those who don't know what an interactive agency is, is basically a modern day full blown full service ad agency, as you think about is traditionally so traditional ad agencies do branding, do campaigns to print to TV to radio, and kind of layout that whole thing to cater to the clients of what their need. And we usually only work with companies our fortune 500 and above companies and so They always have large campaigns that are laid out three to five years ahead. So interactive agency would be same as that except we do everything digital. So while all the new stuff online, in the latter years of me being there, we had a full blown film production team that was doing video. Nowadays, it's become more and more prevalent, but we were doing it from from day one for those companies. And what I did was I worked in the trenches behind the scene, basically running the entire operation. And that includes in house support, client, technology, support, network and connectivity, communications, storage, like you name it, everything that Tom Tezak 5:47 you have. So he so we brought with you into your real estate career, so much of the technology background that really is helpful for marketing and creating that digital pathway into consumers. And what what's the number one tool that you've taken away from that, that's helped you in your real estate business? Unknown Speaker 6:07 Well, I just been in technology so long, and it's almost second nature to me now. And you know, technology continues to move, new software's come up all the time. But I am pretty, pretty adaptable, adaptable to any technology that comes up that I need to do as a tool to really do what I need to do to communicate. But then, is my business. I'm always focused on relationship first, and then use the use the technology as a tool to bridge any kind of Unknown Speaker 6:43 gap and what needs to be done. Tom Tezak 6:46 And the relationship, the technology is secondary, it all comes back down to relationship and that's what you took away is that technology is just a tool and I love that it says people say oh, I don't know how to do this. I don't know the technology. It's like eight It's a hammer, you take the hammer upon the nail, it's the same difference with Facebook, or Twitter or whatever it is. You just need to learn how to use it. And it's a tool. It's the relationship. While how powerful I mean so simple, but people get hung up on it, or don't know how to do technology. Not a big deal. Unknown Speaker 7:18 Yeah, I love to share a quick story, if you will. I used to hire staff into work under me, and that they usually come in with in their early 20s or mid 20s or, you know, kind of a younger age and they are just like, technology whizzes. They can do anything. They can take apart computers, they can do this, they can do that. All the stuff was software, they can install the uninstaller. They can fix, they can do all this stuff. But the very first week, what I tell them first is that I know that you can do anything you want in technology. Okay, but I'll tell you, this is not a technology job. This is a people job because You can fix anything you want perfectly. Okay? If you don't manage people and if you can't satisfy that person, then to them nothing worked. Right? So I always say like, this is the people job, not a technology job. I know you can fix anything you want but unless you fix people, you can't get any anywhere with it. Tom Tezak 8:25 So did you see that that the people that would progress through your company would be the people that had the the employees that had the people skills more than the technology? The if they're all in a technology they they had a struggle getting through the the ceilings, I guess you would say? Unknown Speaker 8:41 Yeah, and and really that that is a lifelong lesson is is working with people on you know, being able to fulfill their needs, solve their problems, but then they have to walk away satisfied. You can't just fix everything if they're not satisfied like you did. You know, you have Somebody who, who asked you for for an apple and you hand them an orange, right? And they're like, Hey, what's the problem? How come you didn't fix my thing? How come you didn't give me what I wanted? Right? And I can give you more apples. And though I want an orange, right, Tom Tezak 9:16 so it's true, but it's not the right through. Right. Unknown Speaker 9:19 Right. Right. And that's the same with in, you know, relationship wise with real estate. You know, somebody want a certain thing you got to really hone down on what they're looking for. And if we can get down to the nitty gritties of what they want, you know, the basics of course, you need how many bedrooms in size and location, but there is a feeling there's an emotion attached to what they're looking for. We got to tap into that emotion and be able to feel it, feel it through with them along the way. And when we can hit that emotion, like there's just fireworks like everything. Oh, you know what, Tom Tezak 9:53 Leo? That's so I mean, I didn't I what I'm really hearing is that we can have all The tools in real estate that shouldn't want, you can have CRMs. And you can have the Facebook pages, you can have all that stuff, which is all important. But it still comes down to being able to pick up the phone and call your client or see him in the street and ask the right question and give them the answer they want. That's what they want. They don't care if you're got a CRM, they don't care if you're savvy and in 3d tours, they just really want what they want. So I love that. So but let's talk about how are you connecting with those clients that are out there? What has been you? I know you we were talking earlier about Facebook groups. And before the show, we might have talked touched on a little bit earlier. So you've developed or evolved our Facebook group. Can you tell us a little bit about your group that you have and how you're making that work? to really connect the dots and create that trust with your clients? Unknown Speaker 10:54 Yeah, so I had started out in the group, giving value Giving inspiration which I automatically wanted for myself. So one of the rule of thumb I have is that I, if I want something for myself, other people must want it too. So I wanted to be inspired when I get up in the morning. So I had inspirational, positive, thoughtful quotes that I want that I want in my life. And so I decided to share that with other people. And that's how the group was kind of born out of that. And so the fundamentals of that is really just give people inspiration. And then as we continue on, I wanted to add another piece, which is a community aspect of it. People want it to know what's going on in their community. They wanted to know what's being developed in the area, what our city council members are doing, and especially now in COVID, what's happening in COVID, what rules are coming down on a local level, not necessarily in the statewide level or a national level. Because it can be translation and things can get really lost. So we're really, really hyper focused on what's happening in our beach cities in Irvine in Newport Beach, in Laguna Beach, and how everything, everybody's handling everything. And then we take that community we go one level deeper, more personal with people. And whenever there's an opportunity to connect with them, say, Hey, how are you doing? I was just thinking of you, anything I can do for you. How's how's your home? Have you been thinking about refinancing because this is what's happening. So we kind of lead that conversation through from the bottom up, meaning from the people up and then real estate always comes up as a afterthought because everybody has to live somewhere. And so all that stuff, you know, eventually comes out so we don't really have to do any kind of selling, which is kind of looking for need, what kind of need you have, and I pride myself on building A large network of people, not just in real estate or in mortgages and lending, but also vendors of all kinds just so that I can, you know, refer them to my clients and be able to take care of them. Because when they know they care, they will, the business will always come back to you. Tom Tezak 13:18 I love it when they know that when when they know you care that they're always going to come back. So I want to step back a little bit because you we talked about something earlier and you just grazed over it. The name of your group is the wisdom, the wisdom club, and it's on Facebook. And it started you were just talked a little bit about the inspiration but you said something a while back, and you how you started it and that was you will love photography, and you took your the inspirational quotes that you loved and you were putting them together and posting them and that's and you and you had a what tell us a little bit more in depth about that because I think it's when people say oh, how do I start a group or how do I find people and I think you did something so cool here that brought people to your space because It was appealing. So just share with us what you did. Unknown Speaker 14:03 Yeah, I just want to encourage people to to identify something that they love in their personal life. Anything. So I had a agent that I that I'm with an our master of art, our small mastermind group, and her passion was gardening. And so I said, that's great, you should start a group about gardening. And so she did, she followed some some tips and instructions for me to help her start the group. And then her group is called a garden and good vibes. And so she invited all her friends and her friends invited their friends, because they all love gardening. So that's a really, really great way to start a group because then you have a commonality around the subject gardening and very easily you can see now very easily that gardening transitions in the real estate because without real estate, you have no God right? So it goes hand in hand. And so many people have so many so much passion that they do that somehow are related to real estate that they don't know about. And that really is a gateway to people's hearts and community and you can build a virtual community that way. And from that community, you can serve them, not only with their passion, but you can also serve them in real estate. Tom Tezak 15:25 Leo, man, you have just inspired me. So I'm excited today I'm picking up in a little while I'm picking up my brand new old car, and I'm an old car fan. So I think I'm gonna start an old car club. I mean, there's plenty of them out there. But you know, I just love what you said, because most people who have an old car have a garage to put it in. So it's all about real estate. It all comes back doesn't it? Right. What a great idea. You know, you it's that let's not talk about real estate. Let's talk about things that you're passionate about. Because that will bring people in because they're passionate about it, not because you're trying to sell them and the selling and the real The state happens naturally out of that, because there's this commonality. What a great, great idea. Unknown Speaker 16:05 Yeah, for most people, for most people, buying and selling real estate, unfortunately, is kind of a pain in the butt. You know, and it's not something that they wake up in the morning, say, like, I'm going to go out and write an offer. Like it's not, it's not a, it's not a thing that goes in their minds. And I've just been reminded lately because I am in the process of getting a new puppy. And I've been posting some pictures about the puppies on Instagram and Facebook, and I'm looking at all the amount of views and everything on on on it that that I am getting twice as many engagements, twice as many views or more on my puppies than I am on all the real estate and granted those real estate, photos and videos. Like I put high quality videos and stuff in there, and they get, you know, pretty good views but you know, damn, you needed a puppy. That's what that that's just that just highlights what I'm saying is like, that's what people want, like people want. And because of that you have a common thread to build rapport off of, and then you really don't have to do much selling real estate is Hey, I know you're a real estate agent. You know, we, we, our puppies are friends, you know, like, Hey, what's going on in real estate and they actually asked you, they reach out to you, they want to know what's going on, as a part of, you know, their lives because they're thinking about the future. They're thinking about upsizing downsizing, buying a second home as a after effect, but they have to know you to that to some degree, so you have to give him a gateway. Tom Tezak 17:37 I love is the gateway to trust, right? It really is because they're gonna they're in especially today during COVID and everything else. It's so hard to connect with people, you know, in person and all those things. So that first step is that gateway to trust and it's now becoming digital and I love I mean, I have to tell you, when I was getting ready for the show, I was you know, scrolling through your page The one picture that I remember most was the picture of the dog and it was something like he's mischievious or something like that. So it's really powerful way as you connect with people on a level that is not I'm trying to sell you But hey, I love gardening or Hey, I love photography or I love old cars, and creates that that's that smooth, easy gateway in and I don't I'm not trying to say that you should be deceitful or you know, get excited about something that you're not truly excited about. But everybody has passions outside of real estate as realtors and you know if you live in a ski community it might be that your you love to ski or you ski a certain part of a mountain or whatever that is. There's so many opportunities out there for that. Unknown Speaker 18:43 And I just want to say you know that when you when you lead with that in mind, you know, you attract those people that are similar to you that they love puppies and they love cars, they love gardening so you automatically build a lot of rapport and trust, because they're basically your tribe, that prior to you guys having, having that connection, they had no, they have no prior experience with you, you know, and so once they do, then you can build that relationship. And then as you continue on, you just continue to build this relationship. And of course, they're gonna, you know, use you as a real estate agent because they know you so well. Tom Tezak 19:25 I love it, you know, and I think I want to touch on something and we're gonna switch gears a teeny bit here. But one of the other things you said was you're providing information about what's happening on a, on a local level, through your club, through your Facebook page through your group. And I have to say I started doing it a bot a month ago during COVID. And just telling people what's happening right here in Maui. And we have so many owners that live all over the country that I'm now getting this amazing input and I sort of throw the politicians under the bus a little bit so which is a little dangerous, so be careful. With that, but I do it with love and grace. And it's been so powerful that people are now reaching out and saying, well, I Thanks for letting me know what's happening in Maui. I'm not there. And I want to know. And so that's the same thing for all of our resort communities. You're there's a lot of owners that are somewhere else. And if you can connect with those owners, and share with them what's happening in where they own their second home, or where they want to buy their second home, there's a lot of value in that because you become their resource. And then you become their trusted resource, which is even more important. So sorry, I wanted to interject that, Leo, because you inspired me so much with that, that I think it's important for us to share how we take these opportunities, that the technology that tool and translate it into personality and to what it's what our business is really about. It's always been about and that's personality. So, if somebody wanted to jump on to the wisdom club, they would just search the wisdom club with Leo Chen on Facebook Unknown Speaker 21:02 yeah with the if you search the wisdom club and you'll see the group it's called the wisdom club with Leo Chen so that that would be easier to find with my name on it, you know, okay, realize that because there's other I think there's other wisdom clubs too but there you can sound a little bit different so want to put the put the name out there Tom Tezak 21:23 perfect. And for all of us, this is a great time for a sell but talk about it normally I put at the end but if you're also looking for if you're listening to this podcast and you're not in the resort, Second Home Agents group go there to become part of that community and that's resort and Second Home Agents from all around the world. Used to be from all around the country but we have such an international base in this in our resort club or community. It's really been growing and it's really cool. So definitely go on there join if it says Where did you hear about it say put on heard from the podcast. So Leo, I'm going to again, change gears. We've been talking a lot about Facebook. Are you doing anything else besides Facebook in the technology world like Twitter or LinkedIn or Instagram? Unknown Speaker 22:09 Well, I have this philosophy of growing out of so I started with Facebook, and then started getting heavily into Instagram. And regarding the growing a lot of followers there, I think over the last four months, we went from about 2000 followers to, I think we're right about 7400 right now. So we really, really, I'm really focused on trying to reach out to as many people as possible on Instagram. And that's continued to grow with we're starting to put that a little bit more on autopilot in a way that we can continue to know what what to provide for them on Instagram. And then after that, we I am working more and more on LinkedIn and to some degree Tech Talk. So those are really the four main platforms that I am going after as far as social media is concerned, Facebook for groups Instagram for, for for more engagement and followers and then we can go more into the business side of things which your show here is more geared toward you know, with agents and things on LinkedIn. So I'm trying to connect to as many agents, people in the industry as much as possible and on LinkedIn on a professional level. And, and then Tick tock, you know, I think my puppies afraid, just by puppies probably going to be the star of that show there. Tom Tezak 23:35 You know, and I have not, it's, my daughter said, Daddy, she said don't go to tik tok unless you're really good and you got a plan and said, Okay, I won't go. Unknown Speaker 23:45 Yeah, Tom Tezak 23:46 and my daughter is 20 years old. She still calls me actually she calls me papa. But anyway, so I want to go back to Instagram because I heard you say something you went from 2000 followers to 7000 And followers, which is a great jump, what do you do to get there? Unknown Speaker 24:03 Well, it's really about networking with other people who are influencers and getting connected with them and kind of cross pollinate followers with them. They may not be in the same profession, they may not be in the same space, per se. But I view everybody as a potential client, just because I know that I have a lot of value to give them. And at some point, they need to list they need to live somewhere all the time. And one thing that I always think of when I'm going about that for everybody who enters kind of my network of space, is that if you are everybody starts out, everybody starts out living with their parents, right? Right, everybody, right? And then when they kind of move out on their own, they have to rent so they become renters. So they go from their parents home to being renters, from renters, they become potential buyers. And then from potential buyers, they become potential sellers. So there is this progression that all of us go through, right? from, from living with our parents to be on our own in a renter, we get a good job, we can marry, we purchase our first home, and then maybe we want to upsize as our home kit as our family gets bigger. And so then they're become they become sellers and buyers. And so Tom Tezak 25:32 they also become buyers of second homes in the process somewhere. Unknown Speaker 25:35 Exactly. And then they want to invest as well, you know, second homes as well as investments to build their real estate portfolio at the same time. So I always look at that whole progression. And I when I meet somebody, I want to know where they are in that progression and how can I serve them in the position that they're in at that time. So I have a client she just bought her first home. We've been working together for about a year, and she finally pulled the trigger and bought the home, we got them closed and everything and she's a single mom of one daughter and the daughter just graduated and just got her master's degree and is looking for a job and right away as soon as they purchased their first home right away, she was telling her daughter like, Hey, now we have to work on you next. And so he's really carrying on that legacy of being a home owner and building wealth and building equity through through real estate and have a safe and, and stable a secure place within to live in. And as her daughter grows up, she's carrying that torch forward. And so I love that story because I was able to take them from literally nearly knowing nothing knowing that I don't want to pay rent anymore. I need to purchase a home to purchasing the home and then to cute to pass that on to their daughter and I am sending them books on you know how to manage money to save money and also to To know how to really plan out when she can buy a home next. Tom Tezak 27:04 And I love that I love what you said just at the beginning of that story is is I try to understand where they're at in the process so that I can provide the proper value or the right amount of the right information for them to help them through. It's not like, if somebody's never bought a house, you really can't talk to them about buying a second home. They're not there. It's like, how could you talk to me about buying a second home when I haven't even bought my first house yet? But So I love that understanding where they're at speak to them at that space. That's a great, that's a great tip. Leo, I just want to tell you that you've been so much it's so much great wisdom that you brought to our show. Sorry for a few technical difficulties there but I think we worked through it and just want to tell everyone how did they find Leo what markets you serve? If so, somebody's got a referral for you. How did they track you down? Unknown Speaker 27:52 So I primarily work all of South Orange County here in the Southern California area, but I always Tell people I will I will go wherever my client needs to be, needs me to go. And so I've been recently I've been driving up to Beverly Hills to help one of my buyer, luxury buyer clients, they want to buy about a two, two and a half million dollar condo up there. And so it's an hour drive, and I'm happy to do it. They're lovely people and they don't live here in Southern California, they're out of the country. And so we're doing a lot of virtual things. So I'm helping those people as well. And my other client that was a first time homebuyer they bought in San Diego, which I'm happy to provide as well. So really where the needs are is where I will fulfill but the luxury market is kind of my jam, because, you know, people who have their dream home by the beach, and also people have second and third homes by the beach that they come, you know, during the summer during the spring and whatnot to their families. Those are those just, you know, make money. Hearts sing because I love delivering, you know, those gorgeous homes to people because it really is a dream come true. Tom Tezak 29:08 Yes. And so how did they find you though? What's your phone number your email? How would you like to get connected with you? Unknown Speaker 29:13 So first the easiest way you can you can find me on my website Leo Chen re calm. You can always find me on Facebook if you want to keep up with all the things that I'm doing@facebook.com slash Leo Chen r e. My email address very easy Leo at Leo Chen ri.com. My number is 94933848 to seven. Text me anytime I'm happy to help Tom Tezak 29:42 and where do they see pictures of the puppy yet? Because that's what everybody really wants. If you Unknown Speaker 29:47 really love pictures, I usually come on you scan the Instagram instagram.com slash Leo Chenery. Tom Tezak 29:54 I love it. Everything is easy Leo chin, Leo chin Ari. All right. Lia, thank you so much. And I just want to say we sure appreciate everybody listening. And remember, we are not just selling real estate, we are Selling the Dream, please join us on our website. Second Home agents.com. Join us on our Facebook page, resort Second Home Agents. And if you have any, any, if you like what we're doing here, please leave us reviews on whatever platform you're following us on whether it's YouTube. iTunes, wherever that is whatever podcast platform we sure would love your input. And let us know what what you think. So we appreciate that everybody have an amazing day. Leo, thank you so much for being part of our show. Unknown Speaker 30:37 Thank you so much, Tom. My pleasure. Tom Tezak 30:45 Hey, everybody, I'm so happy that you're with us today. And I just want to encourage you to please, there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. whatever platform you listen on, please go In and leave us review, give us a rate us, give us whatever many stars that you think are appropriate. Send me an email. I love getting emails from from you with any questions you might have that I can address or feel free to call me. I'm so available 882802055. And the other things I'd love for you to do is join our network group in Facebook resort and Second Home Agents. It's only for real estate agents or industry influencers and I would we've got a great group going on lots of activity. And lastly, go to Second Home agents.com become a member join us on that site. We put all of our information on that site, and we're creating a network for agents to share and help other agents out as well as do referrals. So for Selling the Dream. Please help us out, be part of the party and join with us…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 210: Risk vs. Reward 3:31

4 years temu3:31

3:31

Do you ever find yourself taking the easy way? Sometimes, it’s just easier to do things the “easy” way: not spending money on a particular marketing campaign, or taking the time to try something that may not work . Well, I’m here to tell you that it’s time to take some risks! Try something new! Do something different! Take advantage of this time to do things differently! Coming out of COVID, there are quite a few agents who have learned some new tricks and are incorporating new techniques and technologies into their business. It’s ok to try something new, and find out that it doesn’t work - if that’s the case, leave it behind! But don’t be the person who never took a chance, and never tried something new! You never know when you’ll be missing out on rewards. This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to calculate risk vs reward: don’t be afraid to take chances and try something new! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Do you ever take the easy way? Say no to things that are risky, or maybe would cost more money than you’re looking to spend? Don’t be afraid to take risks! In fact, you have to take risks in life! Try new things, and don’t be afraid to fail. You may find that you take a risk and fail. But you may also find that you take a risk and succeed. Don’t be left behind by those who are out there taking risks and taking chances: they will receive the rewards of those risks! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

1
Ep. 209: John Ruhlin Shares How to Give Good Gifts

4 years temu

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Are you interested in surprising and delighting your clients? You may want to look into giving better gifts! And we’re not just talking about getting some cheap swag, and putting your logo on it! Everyone gives swag or logoed items for anniversaries, birthdays, and Christmas (we call those ABC gifts). But if you want to be like Seth Godin’s purple cow, and stand out, you’re going to want to be completely different! Gifts surprise and delight your clients, and make them feel special and noticed. It’s not about the transaction, or even the item itself (although you need to be strategic about what you choose!), but it’s all about making the recipient feel special and valued. The relationship is the key: make your clients feel like their relationship is worth investing in, and they’re going to remember you! If you can get your clients selling for you, and bringing in those quality leads, you’ll be amazed at how the money invested into good gifts pays off: and fast! So stop giving crappy gifts, and tune in this week to hear about how you can give better gifts, even if you’re just starting out, and don’t have a big budget! This week on the Selling the Dream podcast, I’m talking to John Ruhlin, author of the book Giftology, about how you can strategically give gifts! If you’re ready to explode your market and surprise and delight your clients and leads, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces John Ruhlin and his business, Giftology. Most businesses rise and fall based upon relationships with their employees, clients, or centers of influence referrals. John shares his experiences with people giving gifts when he grew up. It was never transactional, it was relational! Gifts aren’t just about the gifts: it’s a delivery of emotion! There’s a huge difference between some cheap swag and something that’s going to be treasured for years. You can’t just slap your logo on cheap items and call that a gift! John tells the story about how his wife worked in gifts, and encouraged him to give better items that people will actually like. “I don't care if you're a billionaire. We all crave to feel like our life matters. We all crave to be treated like a human being, not a number.” Swag is fine, but don’t confused it with a gift. Treat your employees just as good as you treat your billionaire clients! Get to know the gatekeeper for the person you want to target, and treat them like gold! Take a look at the impact of your gifts, and then it only makes sense to invest in giving good gifts! John talks about what to do if you don’t yet have the budget for really high level gifts, if you’re just starting out in the industry. Be a purple cow: stand out! Pick a category, and go best in class! Your goal is to be the first person that others think about in your industry. “ If you can turn your clients into sales reps for you, it's game over.” Sometimes we’re very generous as humans, but lose that in business. Look for ways to give and invest in those relationships! John talks about when not to give gifts. Avoid giving ABC gifts: anniversaries, birthdays, and Christmas. Give at unexpected times! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with John: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

1
Ep. 208: What Are We Doing?

4 years temu

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If you’ve been listening to this podcast, you may know what’s going on! But today, I’m taking a moment to step back and just tell you everything that we have going on, and how you can access these resources that we’ve put together, and how you can use them for your business! From our inspirational tip Tuesday episodes to our monthly Mastermind meetings, we’ve got something to help inspire you on your real estate journey! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to dive in and use the resources we have created here for you, and network with like-minded agents! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: What are we doing? I’m here to tell you! Tip Tuesday episodes - short, inspirational episodes Friday interviews - from Tom Ferry to industry leaders all over the country, there are many things to learn! Listen to the Friday interviews to learn different perspectives and ways of doing things! We have a Mastermind community that meets monthly - if you’d like to join, reach out to me at tom@tomtezak.com . Join our Facebook community (link below) and connect with like-minded agents all over the world. Our Second Home Agents website is a great place to get listed and connect with agents in other markets! And if you think you’d like to be a guest on the show, reach out! I’d love to hear from you! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream. See you next time!…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

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Ep. 207: Ben Belack Shares How Become the Known Entity

5 years temu

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Have you ever looked at other real estate agents and wondered how they were getting the sales numbers that they have? Sometimes, you see that you’re doing the exact same things: Open houses Direct marketing Advertising But there’s just something about them that is skyrocketing their sales! Every wonder what that key difference is? They are known. When you are known in your market, you’re going to be the person that people call. You’re going to be the one that they want to work with. You’re the one that they have connected with - sometimes without ever even meeting you! How can you do that? It’s all about how you network with people, and build your reputation. Take time to create relatable content that wins people over and makes them feel like they know you, like you, and trust you. You don’t have to be the smartest real estate agent ever: you have to be known! This week on the Selling the Dream podcast, I’m talking to Ben Belack about his key to success: being known! If you’re ready to explode your market and be the top choice in your area, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your f ree profile on the Second Home Agents website ? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Ben and his business. Ben was pursuing an acting career, and ended up in the world of real estate. One of the best things you can do when starting out is find a mentor, and make yourself indispensable to them! Ben shares his affirmations, and how he uses them to help himself be better. Tom shares his perspective on scoffing at what successful people are doing: if a top seller is using affirmations, there just may be something to it! If you don’t emotionally capture your clients, it will impact the bottom line. Tom and Ben discuss some of the implications of new selling rules. Ben shares how he got into video marketing for his sales, and how he uses video. You have to be known in your market to get results! You may be around agents who may not seem “as good” as you, but what sets them apart? They are known! Ben shares that he uses his iPhone 11 for all of his recording, and makes day in the life videos. People expect and want to see transparency, not a perfectly produced video! They want to know that you’re real! Not all content is pushed out at once. Ben shares how they slowly release content. Know your numbers and what is bringing in your income! You may find that your most profitable leads come from free sources (hint: referrals)! Video walking tours of your listings can bring in quite a few views and leads! Ben shares his DiSC profile, and how to connect with him. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Ben: LinkedIn YouTube Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website ? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time! TRANSCRIPT: Unknown Speaker 0:00 Today on Selling the Dream find out if you're the known entity. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry. Unknown Speaker 0:19 My mission is to bring the cutting edge market insight into sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream. Unknown Speaker 0:35 Everybody, Tom Tezak with Selling the Dream and today I'm with Ben bellick. With the agency and he works from the city to the water in LA he does a bunch of business in Beverly Hills, Unknown Speaker 0:48 Hollywood Hills and off to Malibu. Ben, thanks for joining us on Selling the Dream. Thanks for having me. I'm excited to be here. Thank you. So Ben, how long you been in business? I've had Unknown Speaker 1:00 Had my license, uh, almost 10 years, 10 years. What do you do before selling real estate? I was pursuing a professional acting career in Los Angeles for nearly actually over a decade very seriously and enthusiastically I was an actor as a kid. And, but, you know, kind of really, the core of what I was doing at the time was hospitality. I worked in hospitality, ultimately for Wolfgang Puck at spargo in Beverly Hills. Wine was my interest. I became a sommelier and was blind tasting wine five days a week for five years. Wow. Yeah. So you know your stuff when it comes to that and you know, I think that speaks to, well, what a great background so it's we as realtors, so many realtors come from different places, and they take and they draw off of what they used to do to be successful at what they currently do. You know, my back my backstory was I was a deputy coroner. So you know, you talk about customer service. Unknown Speaker 2:00 It's a little different for that. But sir, being an actor and also being able to understand how to speak and how to be clear, that's one of the things we're going to talk about today is what you've really evolved into as far as your marketing strategy. Unknown Speaker 2:15 But with with your business 10 years, how long? How recently, have you seen success that's been beyond your imagination? Unknown Speaker 2:25 Um, that's, that's a great question. Um, you know, I was working with my mentor who I, you know, I was given advice in the beginning to find a mentor. It doesn't matter what company you hang your license with, for the first three years or so. And then I made myself indispensable to him and then he kind of brought me into his business, I got a piece of everything just to kind of run launches and run escrows and then when I grew out of that role, I ended up selling 12 million my first year on my own, and I was pretty excited about Unknown Speaker 3:00 buy that. Unknown Speaker 3:01 And then the next year, I sold 24 million. And I was acknowledged by my company at our holiday party while I was still small. And literally, I was like, I'm never How am I going to ever do this again? And then I sold 36 The next year, and then I sold over 50, the next year and then 65. And when I actually sold about that last year, and I thought to myself, like, man, had I been running my business the way I do now, at the beginning of the year, I would have sold over 100 Wow, amazing. That's that's quite always been on my imagination. Actually, I will say like, in the mornings when I say my affirmations, I have to like convince myself this is all supposed to be happening because in my market. So it's some of it's so crazy to even understand you know that you are, you know you if you're going to ask for that kind of business, you have to believe it. You have to believe you're worthy of it first and qualify. Unknown Speaker 4:00 Right. And I think that's so important. And you hit it right on the head. First of all, you said, when you say your affirmations, can you share an affirmation with us? Um, yeah, I mean, one of the ones that I, that I think about all the time is like, I say to myself, like, I am a Jedi. Unknown Speaker 4:16 I am a Jedi. And I, well, and I want to point that out is because, you know, affirmations or if you I say affirmations every morning as well. And so, if, if you, you know, you gotta believe in yourself, and that's where it all starts, you've got to believe that you can do these things. And I know people look, they like, oh, affirmations, it's, that's bullshit. It's like, now it's, it really frames your your space in your brain. And everyday when you get up and you say these things. It's amazing how that stuff just comes together. And you become that person. Right? You know, so one of my aspiration one of my affirmations every morning is I want to help secondary market agents be the best agents they can possibly be. So it makes me focus on Hey, who can I get? Unknown Speaker 5:00 Get on the show to help. Hey, Ben's a great guy, let me you know, so I'm always trying to figure out how I can do a better job. And by helping him by having you on the show, you know, all the people that are out there listening, it helps me more than the rest of them. Because I'm learning stuff every time I do a show. And so I just love that you're, you're big on affirmations. So $65 million. What does that mean, in units in in your marketplace? I would say that previously. Or, you know, my sweet spot is generally around 2.2 to $3 million per transaction about big, so that's big money for most people that a lot of people that are listening. So um, yeah, I mean, the thing is, is that because I do so much CO listing because people bring me into things because, you know, they want me to help them close the listing appointment, or they kind of want to peek behind the curtain the way I deploy a listing. Unknown Speaker 5:59 I think Unknown Speaker 6:00 Two years ago, I sold nearly 40 homes but so you know that that my average is, you know, probably was closer to 2 million or but I'm but I'm not making the equivalent of that because I did so much sharing and colas, collaboration which is, which is a core principle of our company. It's only eight years old now and we team up on things all the time, literally with all the time. You're with Mauricio, and is that with the agency, right? So yeah, Kelly? Yeah, he and I, we've co listed several things. We have something right now for 20 million that we just brought on. He and I were talking actually 10 minutes before you and i, you and I connected here. Unknown Speaker 6:39 Now one thing I'll say really quick, since even then the one thing I'll say is since you mentioned affirmations, I would caution anyone Unknown Speaker 6:48 to criticize or judge things that other successful people are doing. One of my closest friends Unknown Speaker 6:56 who I met through real estate was last year on the Unknown Speaker 7:00 1000 he was number four. Wow. And he says affirmations every morning. And he doesn't have like some massive team, where they're doing like, all these transactions, his average transactions like north of $10 million. So I love it. You know, and I'm a fan. And that's but you know, there's people out there that mean I run a company, I've got 55 agents, and you know, I go to the company and I say, hey, you should do this. And you can just see him roll their eyes. It's like, you know, guys, there's something to be said. And I love what you said, if it shouldn't knock what successful agents are doing because it makes a lot of sense. Yeah. So you said a peek behind the curtain. Give us a little peek behind the curtain when you deploy a listing. What are you doing? Well, my goal, you know, and I want someone that you know, well, um, you know, he said that most agents have a three point plan. They take some photos, put it on the internet. Wait for everyone. Unknown Speaker 8:00 show up, right? Because nowadays and this is kind of a script that I use in my own listing appointments. You know, I literally will pull up my phone and I say, you know, people are now swiping through homes with attention deficit disorder on consumer base sites like Zillow, Redfin Trulia. Unknown Speaker 8:18 The same way they're swiping through life partners on Tinder and restaurants on Yelp, and their own photos, think about how you swipe through your own photos very fast. We're looking for that dopamine release of what is new. So if we don't emotionally captivate buyers, and I don't care what it is, what you're selling, because there's a buyer for everything. Unknown Speaker 8:44 We don't emotionally captivate them at first contact, particularly on something that has an emotional or status attachment to it like a home or a car or a boat, then we're going to lose them and that's going to negatively affect our clients bottom line, their time on the market, and potentially Unknown Speaker 9:00 any future referrals that we get from them so my launch is meant to create a ton of momentum, excitement and enthusiasm prior to the days on market clock ticking, but specifically to truly diagnose who the buyer archetype or archetypes are and emotionally captivate them Unknown Speaker 9:20 to the house to engage it and then of course, to stay engaged through inspections when they find out the house is falling down the hill. Unknown Speaker 9:29 Allah mela boo Hmm. So are the wood hills, I built my business selling hillside and you know, most people just have a general inspector lockbox on day one of our inspections we have a general Inspector, right everyone has that sewer line mold chimney, a structural engineer someone to come look at the Foundation and the drainage and make sure water is flowing away from the property. Someone look at the roof. So, I mean, I just received the request for repair in the form of a credit of Unknown Speaker 10:00 $60,000 yesterday. So we're negotiating that. Well, you know, and I think some agents say, well, geez, that might kill the deal. It's like, Great kill the deal because the last thing you want to do is end up in court because you didn't disclose or you didn't do your job is due diligence. That's, that I think is so key and important to what what we do is doing the best right job for the best job for our clients when we're doing that. Unknown Speaker 10:25 So with the new rules of the National Association of Realtors and the clear MLS policy, did that affect the way you you bring your listings to market? Believe it or not, I'm at the heart of that. Unknown Speaker 10:41 Because in my marketplace, there are many people who want to sell their homes off market because of privacy because of the press. Unknown Speaker 10:51 Sometimes people just want to historically test the price. They're like, Ben, I'll let you sell my house if you can get me x but Unknown Speaker 11:00 have an opinion on this, we could do a separate podcast on this. But in short, I think that the consumer in this case, the seller should be able to sell their house any way they want. And if someone feels that they can get a premium by being off market and the seller decides to take that advice, so be it. If the seller decides that exposing to the marketplace and letting the market value the property is is the best and they decided to take that advice. So VA but I think for Unknown Speaker 11:33 the National Association of Realtors to step in and say all markets have you know, this one rule applies everywhere is pretty short sighted and I think they're doing their membership as well as our clients a great disservice. Believe it or not, some of the guys in my office who I travel with who are well established agents, they own the pls, the private Listing Service, okay, and it was obviously you know, putting their business model Unknown Speaker 12:00 out of business. And Unknown Speaker 12:03 it's for us, you know where I would let's say I had a seller who said, look, I think my house is worth four and a half million dollars. And I'm like, this needs to be a 3995. Right? Unknown Speaker 12:17 I could go test it at four or five without days on market. And I go, No, I, Unknown Speaker 12:23 I get it. I get it. And we deal with that in our high end markets here in Maui. And I understand the other side of the coin. I understand the reason why is Unknown Speaker 12:33 what he's calling me right now. Oh, Mario, Rifai. rusi. I mean, yeah, just funny that we you brought him up and he's calling but yeah, I'm so sorry. As you were saying. Yeah. So so I think though, I do understand the other side of the coin in these small markets where these were agents are just not exposing the products that should be exposed but there is the other side of the coin where the we have high visibility high profile clients that have 10 Unknown Speaker 13:00 In 15, and $20 million houses that are celebrities and it's like, I don't want my house publicize, I don't want people to know about it. I'm going to a small network of agents, because they have the buyers. And yet will I miss a buyer? Maybe, but will I protect my privacy? Absolutely. And I saw I get that I understand that. So it is a nine to walk. I think you're you really hit it something that I didn't mention, which is people people sometimes have a value, a psychological value of privacy, which basically doesn't exist anymore. Unknown Speaker 13:35 Not the truth, you know, instead of a potential for it and some people, some people are like, if I get this, I'm okay. It's not going to destroy my net worth. It's not my only thing I was in a house today. Were with the architect and he said that this that the owner has like seven houses in the US only Unknown Speaker 14:00 So if that house trades for like a little bit, it doesn't mean much. Right? So anywho and I think it's, there's, there's a lot of debate between that I know that when they brought it into our MLS, and they had a meeting about it, there was some there was a lot of people that work in the high end markets like this is gonna really make it challenging. So I'm with you on that. But I think we beat that dead horse. Unknown Speaker 14:27 Let me talk to you about your video marketing sales. So we were together at an event it was a Tom Ferry private, very elite coaching group. And we were actually sitting next to each other and it was when sort of this this this epiphany went off and he said, I'm gonna take my acting skills and my career and my knowledge and I'm going to become the video master of creating new kinds of video. Is that about accurate? men? Yeah, I frankly, to this day, I can't believe I was allowed into that. Unknown Speaker 15:00 The one thing he didn't add was that we had to apply and open up our books and all that, like, all you guys were serious you 50 some. There's guys there that have like four offices in Atlanta total of 100 agents. And I'm like, I just sell in LA I. So anyway, I was so grateful to be in there. And who knows if Tom actually ever does that again. I mean, and it wasn't cheap, but it was incredible. What I look back on that event, and we're talking about it was a it was a Tom Ferry private event that he had been it's a you had to apply for you have to be part of the coaching group. Unknown Speaker 15:34 And it was it was what I found the event and the the Tom and j were great. But it was the experience and the people in the network that I made. Yeah. Oh my gosh, that that was invaluable. I reach out to all of this crew that we got together with on a regular weekly basis. So that speaks to networking and mentoring. But anyway, back to the story. So you decide you're going to reinvent Unknown Speaker 16:00 Your video stabbed me with my epiphany was because Jay had at we Google j on the screen. Jay made us Jay Abraham by the way guys, it's like, you know it kind of like built Tony Robbins. He's a master is a marketing guru if there ever was one. He's, he's an incredible thinker. He's a master of language and communication when it comes to advertising and marketing and looking at it objectively. I don't know that you'll find a smarter mind and more interesting person to listen to. And he'll admit he can rant and go on forever. And it's hard to not be transfixed. He's He's a brilliant human being. That said, we Google j, and not because of any egotistical thing around j, but we googled him to make an example and he had like, you know, millions of results or something. And then he googled one of the agents in the room who's still very successful in our marketplace, there were like 35 results. Unknown Speaker 16:55 And what he and Tom were really talking about was being known being Unknown Speaker 17:00 No being known, it doesn't none of the other stuff matters. It just matters that you're known. And then of course, it matters that you're light. But when I started to think about was, I have built my business on grind. I'm not from LA I was door knocking, I've sent out letters and cold calling expired to still do it today. And, you know, I didn't have the kind of nepotistic benefit of growing up here. So with that, I started to think about how good of a job I do, you know, multiple offers selling over asking homes on the market for two years, not selling with agents that are on TV, I get it and sell it in a weekend. Right? I'm sending out 10s of thousands of dollars worth of postcards to my farms per year and no one cared. And when I tell you, we have a 25 person creative team at the agency in Beverly Hills. The collateral was very sexy and very captivating. It was great, but no one cared. And when I started to realize the Epiphany, I had there Unknown Speaker 18:00 Because I was thinking Wait a billion Mauricio, they make they're great agents. They have incoming calls. You know, they're but are they that much better than me? Yeah, maybe they are through experience. There's some gradations, but are like they that much better that they're getting the lion's share of these mega listings? And I was like, No, but they're known. And then I started thinking about all the agents that are been in the business for a short time that are on TV. I know they're not better, but they're known. So what I really took away from that mastermind was, how can I make myself known? Unknown Speaker 18:36 Once I really, really understood that because I was reluctant to doing video, I didn't want to do it. Unknown Speaker 18:44 But once once, the way those guys explained it, I realized that I did not have a choice. If I wanted to get to where I wanted to go. There was no other way there. I had to be known. So that's why I started my videos. So why did you Unknown Speaker 18:59 so what's Unknown Speaker 19:00 concept in your videos, I've seen a bunch of different things. It's just as simple as you're just going on tour. And you're, you know, but all different things. So what's your inspiration for creating your videos? And let me let me stop right now and say, we are not talking about, Hi, this is a bedroom and this is a bathroom. These are not house tours. This is everything. But house tours. Now we still do house tours, both Ben and I, and don't get me wrong. But what I want to focus on is all of the other kinds of things. And it's you're all over the board. I've seen stuff that you've done, it's like, you got to be freaking kidding me. You made that into a video and I and I watched it so awesome. So tell us a little bit about your your concept of how you're creating that. That How are you owning the minds of the people that are watching how are you being known that entity? Well, I just dumped a ton of money into YouTube advertising and then they just I'm just kidding. Um, so basically the goal is Unknown Speaker 20:00 And I will admit, transparently that I don't have a ton of time to produce these right to sit in think of them. I often wonder if I did, how insane it could become. But generally speaking, yes, we do some house tours, because those get a lot of placement in the search, right in the search algorithm, right. So we do some of those, especially in my market, right? So we do some of those, then I try to also do things that are motivational because I really do enjoy being a mentor and teaching newer agents. And that's a platform for me to do that. And as if everyone hasn't already realized, like, I'll keep talking if you don't stop me so that it works for me. Unknown Speaker 20:46 But I do again, I did build my business completely from scratch. I knew zero about real estate, my parents, you know, had single family residences growing up, but they weren't. They never shared anything about that a passion for like, you know, when we move we move that was Unknown Speaker 21:00 it. Unknown Speaker 21:01 So I really enjoyed that. And then Unknown Speaker 21:04 I also like giving people Day in the Life stuff. So we'll do videos beginning to end where we're like, this is how you create a multiple offer scenario. This is how you counter. This is how you segregate each of the groups based on their terms and price. This is how we finish this is what it became. So we try to get people like true Day in the Life stuff to love it. peek behind the curtain, right? And then are you Unknown Speaker 21:32 are you filming this stuff when it's actually happening? And they're talking about it or you recreating it? We've only done one recreation because we thought that the conversation was so good that it was would be such a good video that we should recreate it. The thing is, my team was so like conscious of it when we were recreating it that it didn't have that thing. So the goal now is just to Unknown Speaker 22:00 Shoot as much authentic as we can. So do you have somebody that's following you around doing it? Or is it just say your your teammate or your assistant? It's like, hey, grab, grab the phone and start recording, or are you using a phone or what are you using? Okay, so I actually pay a videographer to film me once a week. And we usually he and I will talk. We often brainstorm and when we're when we're with each other, we make good sense of our time. We have a great working shorthand. He's a great partner, what we're trying to do, he's invested in it because he wants to have other clients like me where he can build their brands. He personally has an incredible following online on tik tok, Instagram, YouTube. His niche is camera stuff, or camera tech, but he follows me around. He attaches a lot, which is the mic right here, everyone. And we film usually on like, a Wednesday or Thursday he shows me an edit Friday. Unknown Speaker 23:00 I give them notes and then it's up Saturday morning and then we space out the marketing of it. Sometimes if we have to pepper things in, we'll shoot with my iPhone 11 the front facing mic is an incredible tool for sound as long as the environment isn't like a jackhammer construction site. Right? And the camera on it is is fantastic. Right we use we use our iPhones for me right now we're recording the podcast, I use my iPhone because we get the best quality with a with a mic ported in. So what I guess the point is, for those people that are watching, good, don't need a photographer, you don't need somebody following you around. You just need to think about what you're doing and how to create something that's good. And then once you start to create it, you can progress in that if you want a photographer you can get a video wedding videographer, they're not very busy right now. I mean, those are great, great ideas to put it in place. So when you're when he's following you around, it's so it's every Wednesday. It's sort of whatever happens that Wednesday and that's what you're putting out Unknown Speaker 24:00 For so long what we were doing was we were like, putting stuff in the can meaning like shooting a bunch of episodes in advance. So we had some some, like leeway, or runway I should say, but I've been doing this now for well over a year and we just, we we ran, we ran out of footage, you know. So we just kind of all all think of wood, basically we'll talk about like, Okay, this month, let's make sure we do at least these themes I wanted to to home tours, because I just got these great new listings, and I want to do like a motivational thing we can do in the office. And then um, I feel like I work best, you know, the night before. I'm like, Alright, what am I going to cover today? And then generally what we do is for YouTube format, I'll be like, Alright, here's the quick intro. Unknown Speaker 24:49 Right, the first like five seconds. I'm like Ben Belloc from the agency. Today I'm going to take you through a $25 million house where they use a dinosaur Unknown Speaker 25:00 fossile stage it. That's it, then we'll cut to a longer intro, you know, so there's a beginner, there's a quick hook. Yep, hook beginning middle end. And we try not to have them go on for too long, but I'm sorry, back to the process. Unknown Speaker 25:18 I wish I could say that I had more time to, you know, plan these things out and stuff. But the truth of the matter is, is that the shooting video costs me money. I have to pay my guy, I have to pay him to edit it right. And then I have to spend time doing it, which takes away from prospecting, calling my soI. So sadly, I don't spend as much time as maybe I should producing it. I just want to get the video up and out. I think though, Ben, I think that's really the key is you know, I don't think people expect realtors to put out cinematic production pieces. I think they want to sort of see that fumble that flub a little bit. Unknown Speaker 26:00 That real transparency that's what makes you know Ben bellick a realtor and not a movie star. You know what I mean? And that they don't want to work with. I don't think a movie star they want to work with a realtor who is really good at what he does and hey, yeah, I say the wrong thing sometimes and I stumble on my words sometimes but I'm just your average guy that is helping you to be successful. That's your goal. You know when someone like drops a line in a play when you're watching and then all of a sudden everyone leans in. Yep, that moment they're not acting watching them authentically find the line or gather it right. So it's okay to not be perfect on there we do we have all sorts of funny stuff happen and we just roll with it. And that's it and that's what I think people love to see that stuff you know, if you if you do any research on videos and what what gets the most views. I've heard it more. So many times. Our blooper reel gets the highest amount of views Unknown Speaker 27:00 That when anybody who's doing a lot of video, that's the number one. Because people want to see that reality people people, not that they want to see you flub or make a mistake. But it helps them to realize you're just as much of a person as they are. And it's this comfort level that we just need to, to be in that space with people. So I love that. What's your favorite video that you've done? Unknown Speaker 27:24 Actually, I've done two videos with my friend Zack, who's actually an agent and our biggest competitor. He and I golf together, and we shot one where he thinks he's coming to like preview a property and I'm actually teaching him how to blind taste wine, and he's naturally very, very funny. He's like, is this a date? Like, what are you doing? And then, um, we went to our golf club, and we shot one where we literally brought our videographer and we shot something gorilla late in the day. We're like, none of them. Unknown Speaker 28:00 Marshalls were out or anything. And Unknown Speaker 28:03 we talked about how we grew our business and how golf kind of has many parallels to real estate. And, you know, I asked him about, like, how he feels about delegation and all that and I really had a lot of fun with my close friend shooting those episodes, but they're all fun honestly, they're all fun. And now and I've seen him and i and i think that's what it is when you're out there having fun and you're just doing what you do that shows through how do people find your Unknown Speaker 28:35 your YouTube channel it's I assume that your YouTube channel or your Facebook or both are everywhere? Well, my it's just youtube.com slash Ben Benllech because once you get to a certain subscriber base, they let you choose your URL. Right so it's not just so you guys know it's Ben bn VL A ck Yeah, so definitely go subscribe and get edge get get the experience. Unknown Speaker 29:00 And get inspired because I think it's he does such a great job. And then I assume you're pushing it out on Facebook as well. Yeah, I mean, we we push it out all week long. I'm Unknown Speaker 29:13 like we that it's kind of like when McDonald's comes out with the McRib. They don't just advertise it all in one place at one time. And I even have a seller right now who's like, Well, where's this? Where's that? I'm like, Well, no, no, we just pushed it out on Instagram. Let's let that resonate a little, then we'll hit them on Thursday with Facebook, then we'll push into YouTube ads, then we'll push into Google, then we'll follow people around while they browse, just to keep that brand recognition going. So yeah, I mean, you definitely want to space it out just to keep reminding people over and over because at the end of the day, it's not about views. It's about being known. Right. It's about being known. I agree with you 100% Unknown Speaker 30:00 And do you have people that reference it to you all the time when you're on listing appointments or going for showing appointments? and What to do? What's the conversation like with that? And how does it help your business? More importantly, okay, yeah, so let me tell you, Unknown Speaker 30:16 let me tell you, what became of it that I didn't realize was going to happen. I've always felt that the people that I have sold homes to or for are just going to call me because I do a good job. I mean, for granted, it's not rocket science. It's not rocket science. But I'm thoughtful and delivered in such a way and that I audit my process so much that we're we're performing at a high level and we we defer risk really well. Unknown Speaker 30:46 But so with that philosophy and confidence, I was never really engaging my network that much. And one year, I was going through my numbers, and my assistant turns to me and she's really great with tracking Unknown Speaker 31:00 and stuff and she's like, you know, you made something like a quarter million dollars last year from Zilla and I was like, okay, cool, but how much did I spend? And she was like, Unknown Speaker 31:14 I don't know, like $60,000 something like, but then she was like, she was like, that wasn't your number one source of income. And I was like, Oh, she was like, I was like, What was she was like, actually referrals was number one. You know it, like, whatever it was 300 or something like that. And I was like, cool. And she's like, I was like, what I spend she's like, it's your sphere zero. He spent nothing. So wait a second, guys. Did you just hear that I just, I just I want I don't want to blow through that. I want I want everybody who's listening to this to hear that. I use Zillow. I mean, I get it. But Unknown Speaker 31:53 the number one resource you had was your sphere and it didn't cost you anything. Wake up everybody. Thank you. Unknown Speaker 32:00 It didn't cost anything. So what I started what's so crazy is is right around the time I started really getting kind of my sea legs with video and kind of the identity of the channel. Unknown Speaker 32:14 I had, we were crossing over New Year's and I was making new business resolutions for that year. And I was, I was thinking to myself this year, I'm going to commit recommit myself to engaging those that know me already. Yep. And so aside from all that, and all the cool things that we that we initiated, what I realized was, is that the video was serving as a passive brand reminder and rapport builder. So I have people texting me saying, like, hey, this guy Zack is hilarious, or I am loving the videos and then all of a sudden Unknown Speaker 33:00 I get a referral call and they're like so and so who said they were loving the videos had referred me, because every week they're getting this reminder. They're clicking play. Sometimes they watch it, or sometimes they don't. Unknown Speaker 33:13 But it was a great brand reminder. The other thing is because I do a lot of cold solicitation, if someone would give me their email, they'd be like, yeah, let's meet Tuesday. And then life happens. We don't meet for a month, but because they gave me their email to do the initial follow up. They've gotten four episodes from me by the time I show up. They already know me so well, because of the way I speak about the market. The way they've seen me show homes because of the way I tour them. It's like a showing right there already if ahead. So you use the term cold solicitation as an cold call, or you're just dialing or Yeah, I just wanted to be clear. I had heard cold solicitation, I assume that's what it was. Yeah, go out. So how powerful is Unknown Speaker 34:00 That is just being out there and and being in front of people and you just keep doing it and I know I were like you I'm on video we do Facebook Live, we do videos, we do all this stuff. And some days you just wake up and like, Man is anybody even watching you know, because you know you see that there's been so many views but did they view through but I just have come to realize by doing this show that it creates this space you become the expert, you become known people think of you and it's so valuable to create that that referral network I mean, from doing this, I've can say that I blast your did 18 inbound realtor referrals as incredible work, which is no they didn't close them all. But still people are thinking to me all over the country because they are saying oh, this guy knows what he's doing. He works on Maui. Just like you bet. It's your this is your world. You're doing the videos in your space. And it is I mean, is it hard to do it Unknown Speaker 34:58 um I think Unknown Speaker 35:00 It's much easier than people think. I think people are very busy judging themselves, my own team and like this is LA. And like, the people, my team that they happen to be pretty attractive. I just I made because it's LA. Yes. And they're, they're highly intelligent. And they're really good at their job. And they're pretty good looking. And they are so judgy of themselves on camera. And I forced them one week because of this challenge, and we did to be shooting things. And one of them who kind of ran with it. I was like, hey, so can you share with us on our team meeting? How it was it was like, oh, after I just literally the first four seconds, I was fine. It was just hitting record and being okay with not being the best at something, whatever your measure of it is, I mean, you could do something and it could be awful in your eyes and someone else could be like that was incredible. You just have to give your give yourself permission to not be like the best thing. Unknown Speaker 36:00 Video person ever? You know, while you're making, okay? Unknown Speaker 36:06 And you know and I think to for the folks that are out there watching and if there isn't anybody in your market area right now doing video. Unknown Speaker 36:14 Boy, is it an opportunity for you because the first person in what my experience was years ago, when you're the first person, it scares the crap out of everybody else. It's like, Oh, I could never do that. It's like good, don't you start to own that space, which just catapults you even faster? I mean, a lot of people. Everybody talks about video for the last two, three years. So I'm assuming that most markets have people but not necessarily. And I think that what I really wanted to talk about, it wasn't necessarily talking about the house, but it's about the process. It's about the experience. It's about what you do. It's about the restaurants you go to, it's about going golfing, and you know, whatever those things are is so there's so much that you can put on video and create and wrap it around your personality and just create that space because people hire people they Unknown Speaker 37:00 know like and trust. And that's Yeah, that bottom line. I did one video where I walked people through this tour. And as I was walking them through it, I was and there was this like $5 million. Unknown Speaker 37:14 And it was a very important client of like a billionaire. And I wanted to continue working with him. And as I was walking people through the house, I was telling them how I was being fired. And how I had brought the the seller three offers, two of which were sight unseen based on my collateral. And, Unknown Speaker 37:34 you know, it's been a busy street, which makes it tough. And then one someone bought, they bought it and then once they inspected it, the house wasn't as ready as we had thought, because there was a contractor changeover and I was getting fired after I'd spent a ton of money a ton of time and I'd actually done a good job I was being fired. And I just that episode was really just about like, how to take a loss Unknown Speaker 38:00 On the chin, you know how to take that loss. And that video got a tremendous amount of feedback, even just from agents in my firm, saying like, this is really special and really cool for you to share, especially in a market full of egos. Unknown Speaker 38:15 So, you know, I just, I think, the authentic part, people are so concerned about looking a certain way when they just need to be concerned with just being themselves. That's because, Unknown Speaker 38:28 yeah, because when when if people get in your car with you, so to speak, or if they're showing up at a listing appointment, or you're going to be that person, so just, you know, be who you are, and just be real. And that's the biggest, most important thing that what I think you're saying then is and it shows who you are, so they know what to expect. And it shows like the depth of your character how you approach it. Unknown Speaker 38:51 You know, I feel so late to the game with video, actually, you know, I actually feel so late. I wish I had had that mastermind so much sooner because I think it's Unknown Speaker 39:00 It's such a critical piece Unknown Speaker 39:03 of, of growing my practice. The one other thing that's cool about it is, we promote it right? We place it and other similar channels. And as the views go up, let's say I cold call someone and they are in Venice Beach, for example. And they just had an expired listing. And if they become warm, like they're willing to talk to me, they're not telling me to die as so many in my market. Unknown Speaker 39:27 Right. And then I text them me doing a walking tour of a listing I have, which, by the way, was an expired at one point for $10 million on Abbot Kinney, which is one of the most famous streets in all of California, you know, let alone Los Angeles. And I just text that over to them and they see that it's got 6000 views, and I tell them I say like look, agents are in the interview business. They're going to mesmerize you and the higher the price goes, the better we aren't mesmerizing. You but the numbers don't lie. Can you can someone show you Unknown Speaker 40:00 These, this, this audience in a verifiable way, not just my company's number one and because every company is number one, right? Unknown Speaker 40:10 Yeah. So the videos become not like, let's say I have rapport with them kind of on the phone, we start to lose touch, then I send them a link to a video. They can watch it on their own time without the intrusiveness of another call, or the pressure of me being on the phone asking for a meeting, they can watch it. And then that can be a rapport builder. I mean, the videos are so they're so useful in so many ways. I love it, then, man. We could talk for a week because I'm so passionate about creating video and all different kinds of video. And you've brought so much to the table to make, hopefully our viewers think about for me to think about because I'm going to I'm going to be beating up on our producer Kenny to say we kind of start doing some of that stuff too. And, and you know, we create the very simple frequently asked questions, but I love the fact that you put more personality into it and that Unknown Speaker 41:00 Really what is so cool about what you're doing? Thank you want to change the topic? Just a little bit? You are a fan of the disc profile. Yes, I am anyone that I interview or bring on my team has to take it. Just real quick. I like to put this in my shows If so, what's your disc profile? Just curious. I'm a high D, high, high D Go figure. All right. And how do you use that for when you're doing your business? I mean, look, the truth of the matter is I care more about attitude than I do personality type. I'll hire someone with no experience as long as they have the right attitude and they have a good command of the English language. So many people today, there, they don't know how to communicate intelligently. Unknown Speaker 41:46 They say the wrong words as descriptors and all that and I just I can't have that representing my brand. Keep in mind I get direct messages every single day of the week, people saying Please be my mentor. Let me work with you. I want to learn from you. We should connect all this Unknown Speaker 42:00 And the thing is only one person ever in a decade got through that he works with me still to this day. But for me it's more a combination of attitude I do before I set out interviewing based on the position what may want a certain type of personality. But honestly, for me, the thing that I use the disc profile for the most is to inform my management style and mentoring style. Some people need me to be tougher on them and hold them more accountable. Others need me to be more coaching and fatherly, you know others need understanding that. Unknown Speaker 42:35 Yep. I love it. Ben, thank you so much for your time. This has just been such a great journey. I really appreciate it. How does somebody has a referral for you in Unknown Speaker 42:45 Beverly Hills, LA area, Malibu, any of those markets, Hollywood Hills. How do they How do they track you down? I mean, all you do is type Ben back into Google and many results will come back. You can find me anywhere. I'm literally everywhere. Unknown Speaker 43:00 I love it. That's, that's the power of being known. So for Selling the Dream, Tom Tezak with Ben bellick. Thanks so much for joining us on the show. If you if you haven't done a review, we sure would appreciate it. If you do a review on YouTube or on iTunes, wherever you, whatever platform you listen to, we would love your reviews and your input. Go out to our Facebook page. resort Second Home Agents join that become a member. We've got a lot of stuff going on there and also sign up on our website Second Home agents.com and be part of that network as well. Ben, thanks so much for being on the show today. And I just love what you had to say. And I'm great. I'm great one and remember everybody we are not just selling real estate. We are Selling the Dream. Yeah, Selling the Dream.…

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

1
Ep. 206: Who’s Controlling You? 3:46

5 years temu3:46

3:46

Does the world ever feel out of control? It’s easy to see all the things that are outside of your control, and learn how to adapt. But there are a lot of things that you can control! You can control what you do as a response to fear. You control your actions, and your choices. The more that you take action in the things that you do have control over, the more you will emerge as a leader during these times where the world sometimes feels out of control! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to take control of what you can and be a leader! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Today, we’re going to talk about control! Are you a control freak? Or are you controlled by others! There are a lot of things that are outside of our control! You have to learn and adapt to those things that are outside of your control. However, there are many things that are under our control, and that we can do something about! We don’t have to be controlled by fear, or my others - we can make a decision! When you take control and make choices, you become a leader! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream. See you next time!…

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