The Neighborhood Realtor
The Neighborhood Realtor
Clients Need Patience, Agents Need Grind — Nevin Raghuveer, MN
In today’s episode Matt is joined by not one but 2 powerhouse agents who shared strategies for operating differently in a different market. Both agents were around for 2007-2010’s market and came out thriving because of the seeds they put down when others buried their heads in the sand. We discuss a different approach to team compensation that Nevin has always used, and discussed how he treats his clients like gold bars that he isn’t willing to part with. Josh and Nevin expounded on the idea that clients don’t “need” you to sell their house but they do NEED you to sell their house for top dollar, keep them out of hot water, and counsel them throughout the process. This episode was chock full of tangible take aways.
Connect with Nevin: https://nevinrealestate.com/
Connect with Josh: https://marketgrandrapids.com/
The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans: https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!
🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/ For licensing information, go to www.nmlsconsumeraccess.org”
<b>(upbeat music)</b><b>- But</b><b>stats and</b><b>data are</b><b>only</b><b>important</b><b>and</b><b>relevant</b><b>really</b><b>in a</b><b>static</b><b>marketplace.</b><b>As soon as</b><b>you are in</b><b>an incline</b><b>or a</b><b>decline,</b><b>you have</b><b>to make an</b><b>inference</b><b>on the</b><b>data.</b><b>And I</b><b>think a</b><b>lot of</b><b>people are</b><b>making</b><b>that</b><b>mistake.</b><b>Hey,</b><b>everybody.</b><b>Thank you</b><b>so much</b><b>for tuning</b><b>into the</b><b>show</b><b>today.</b><b>A couple</b><b>months</b><b>ago, we</b><b>had Josh</b><b>May with</b><b>remix of</b><b>Grand</b><b>Rapids on</b><b>the show.</b><b>You guys</b><b>told me</b><b>how many</b><b>tangible</b><b>takeaways</b><b>you got</b><b>when he</b><b>was on.</b><b>So bring</b><b>Josh back</b><b>for like a</b><b>celebrity</b><b>co-host.</b><b>He's going</b><b>to help us</b><b>with a</b><b>couple</b><b>episodes</b><b>here.</b><b>And he's</b><b>also</b><b>connecting</b><b>us to some</b><b>powerhouse</b><b>agents</b><b>that he's</b><b>met along</b><b>his</b><b>journey.</b><b>So today</b><b>from</b><b>Minnesota,</b><b>where the</b><b>weather is</b><b>just as</b><b>cold and</b><b>beautiful</b><b>as Grand</b><b>Rapids,</b><b>where Josh</b><b>and I are,</b><b>we have</b><b>Nevin</b><b>Raghavir,</b><b>remix</b><b>agent, top</b><b>producer.</b><b>He has an</b><b>incredible</b><b>story.</b><b>So let's</b><b>just get</b><b>started</b><b>because we</b><b>have a lot</b><b>to cover</b><b>today.</b><b>How did</b><b>you get</b><b>started?</b><b>What was</b><b>your</b><b>origin</b><b>superhero</b><b>kind of</b><b>story?</b><b>Well, I've</b><b>got a few</b><b>different</b><b>pieces to</b><b>that, but</b><b>I'm</b><b>actually</b><b>from</b><b>Canada.</b><b>I was born</b><b>in</b><b>Montreal</b><b>and grew</b><b>up in</b><b>Winnipeg.</b><b>I backed</b><b>into real</b><b>estate.</b><b>And in my</b><b>last year</b><b>of</b><b>business</b><b>school,</b><b>getting a</b><b>finance</b><b>degree, I</b><b>was</b><b>actually</b><b>selling</b><b>suits.</b><b>That</b><b>explains</b><b>for the</b><b>people</b><b>that will</b><b>watch this</b><b>later,</b><b>your</b><b>dapper</b><b>appearance</b><b>today.</b><b>Oh, wow.</b><b>Thank you</b><b>very much.</b><b>And while</b><b>I was</b><b>doing</b><b>that, I</b><b>was in my</b><b>second to</b><b>last year</b><b>and there</b><b>was a</b><b>development</b><b>family</b><b>that lived</b><b>across the</b><b>street</b><b>from us.</b><b>And they</b><b>were like,</b><b>"Nevin, why don't</b><b>you just</b><b>come and</b><b>do some</b><b>work for</b><b>us?"</b><b>And I</b><b>ended up</b><b>sitting in</b><b>a model</b><b>home from</b><b>Thursday</b><b>to Friday</b><b>and</b><b>studying</b><b>and then</b><b>selling.</b><b>And I sold</b><b>10, 12</b><b>homes part</b><b>time in my</b><b>last year.</b><b>So I</b><b>embraced</b><b>that, but</b><b>I was</b><b>really</b><b>driven to</b><b>be an</b><b>entrepreneur.</b><b>And long</b><b>story</b><b>short, I</b><b>ended up</b><b>starting a</b><b>coffee</b><b>company</b><b>when I</b><b>graduated,</b><b>and that</b><b>actually</b><b>brought me</b><b>to</b><b>Minneapolis.</b><b>So I left</b><b>Winnipeg</b><b>by myself.</b><b>I moved to</b><b>Minneapolis,</b><b>started a</b><b>coffee</b><b>company,</b><b>got that</b><b>rolling.</b><b>Kind of</b><b>missed the</b><b>big hit on</b><b>that by</b><b>six months</b><b>and then</b><b>sold off</b><b>the pieces</b><b>and then</b><b>recalibrated.</b><b>At that</b><b>time, I</b><b>was dating</b><b>a gal, which</b><b>became my</b><b>wife.</b><b>And I</b><b>moved back</b><b>to</b><b>Winnipeg</b><b>and I</b><b>didn't</b><b>know what</b><b>I wanted</b><b>to do.</b><b>And I</b><b>said, "I</b><b>want to be</b><b>a, I want</b><b>to embrace</b><b>entrepreneurship."</b><b>But I</b><b>wasn't</b><b>sure what</b><b>I wanted</b><b>to do.</b><b>So I went</b><b>back and I</b><b>sold real</b><b>estate and</b><b>I had some</b><b>connections</b><b>up there.</b><b>So I got</b><b>right back</b><b>into it.</b><b>And I sold</b><b>real</b><b>estate in</b><b>Winnipeg</b><b>for about</b><b>two years</b><b>and did</b><b>really, really</b><b>well.</b><b>And so</b><b>everybody</b><b>said, when</b><b>we got</b><b>married, I</b><b>should</b><b>just go</b><b>back to</b><b>the US in</b><b>Minneapolis</b><b>and start</b><b>doing it.</b><b>And that</b><b>will be</b><b>the</b><b>platform</b><b>for me to</b><b>embrace</b><b>entrepreneurship</b><b>at a much</b><b>higher</b><b>level.</b><b>And after</b><b>much</b><b>thought</b><b>over it, I</b><b>said,</b><b>"Let's do</b><b>it."</b><b>And so</b><b>then I</b><b>moved down</b><b>here and</b><b>my number</b><b>one</b><b>objective,</b><b>this is</b><b>2002.</b><b>My number</b><b>one</b><b>objective</b><b>was to get</b><b>my</b><b>practice</b><b>going down</b><b>in the</b><b>Twin</b><b>Cities.</b><b>And I had</b><b>like zero</b><b>sphere.</b><b>I knew</b><b>nobody, like</b><b>absolutely</b><b>nobody.</b><b>The only</b><b>people I</b><b>knew were</b><b>people I</b><b>had done</b><b>business</b><b>with with</b><b>coffee.</b><b>But I</b><b>wasn't</b><b>about to</b><b>solicit</b><b>them for</b><b>referrals</b><b>in real</b><b>estate</b><b>because</b><b>they're</b><b>like,</b><b>"What do</b><b>you know</b><b>about the</b><b>Twin</b><b>Cities?</b><b>You've</b><b>only lived</b><b>here for,</b><b>you know,</b><b>really on</b><b>and off</b><b>for two</b><b>years."</b><b>So I</b><b>started</b><b>cold</b><b>calling</b><b>builders</b><b>because I</b><b>had some</b><b>experience</b><b>in new</b><b>construction</b><b>and landed</b><b>a builder</b><b>on the</b><b>outskirts</b><b>of the</b><b>Twin</b><b>Cities and</b><b>sold homes</b><b>for them,</b><b>got some</b><b>backups.</b><b>And then I</b><b>really</b><b>started to</b><b>try to</b><b>focus that</b><b>into a</b><b>geographic</b><b>area in</b><b>the</b><b>western</b><b>suburbs.</b><b>And year</b><b>after year</b><b>started,</b><b>you know,</b><b>building</b><b>slowly but</b><b>surely.</b><b>Then, of</b><b>course,</b><b>five years</b><b>later, as</b><b>the</b><b>business</b><b>was</b><b>starting</b><b>to pick</b><b>up, we</b><b>started</b><b>to hit</b><b>some</b><b>pretty</b><b>significant</b><b>turbulence</b><b>in the</b><b>real</b><b>estate</b><b>market.</b><b>At that</b><b>time, my</b><b>wife was</b><b>working</b><b>for Best</b><b>Buy and we</b><b>had made a</b><b>family</b><b>decision</b><b>that,</b><b>you know,</b><b>she would</b><b>stay home</b><b>when we</b><b>decided to</b><b>have kids,</b><b>which we</b><b>had a</b><b>child in</b><b>2007.</b><b>So as the</b><b>real</b><b>estate</b><b>market</b><b>started to</b><b>go</b><b>sideways</b><b>and even</b><b>south</b><b>considerably,</b><b>I was</b><b>standing</b><b>there by</b><b>myself,</b><b>going,</b><b>"Geez,</b><b>this might</b><b>have been</b><b>a pretty</b><b>tough</b><b>decision."</b><b>And long</b><b>story</b><b>short, I</b><b>just kind</b><b>of</b><b>probably</b><b>through a</b><b>combination</b><b>of hard</b><b>work and</b><b>ignorance,</b><b>I just</b><b>grinded,</b><b>grinded</b><b>real hard</b><b>and built</b><b>my</b><b>practice</b><b>over the</b><b>market</b><b>downturn</b><b>and it</b><b>just</b><b>started to</b><b>grow very,</b><b>very</b><b>rapidly.</b><b>And then</b><b>when the</b><b>market</b><b>started to</b><b>even out</b><b>and grow</b><b>even ever</b><b>so</b><b>slightly,</b><b>we just</b><b>took off.</b><b>And ever</b><b>since</b><b>then, the</b><b>rest has</b><b>been</b><b>history.</b><b>Well,</b><b>that's</b><b>such an</b><b>awesome</b><b>story to</b><b>tell right</b><b>now.</b><b>Like we're</b><b>recording</b><b>this in</b><b>end of</b><b>2023.</b><b>And although</b><b>there's a</b><b>lot of</b><b>opportunities</b><b>in the</b><b>market, I</b><b>think for</b><b>a lot of</b><b>agents and</b><b>real</b><b>estate</b><b>professionals</b><b>out there,</b><b>there's</b><b>some</b><b>uncertainty.</b><b>They're</b><b>feeling</b><b>like it's</b><b>different</b><b>from last</b><b>year.</b><b>So you</b><b>mentioned</b><b>like</b><b>laying</b><b>those</b><b>seeds down</b><b>and</b><b>grinding</b><b>hard when</b><b>things</b><b>were tough</b><b>and how</b><b>then the</b><b>minute</b><b>things</b><b>changed,</b><b>you</b><b>exploded.</b><b>What was</b><b>your</b><b>business</b><b>like right</b><b>before 07</b><b>and then</b><b>what are</b><b>some of</b><b>those</b><b>things</b><b>that</b><b>you did</b><b>or systems</b><b>that you</b><b>put in</b><b>place</b><b>during or</b><b>after?</b><b>Well, I</b><b>don't know</b><b>how I got</b><b>this</b><b>mindset,</b><b>but I</b><b>consider</b><b>myself</b><b>very lucky</b><b>to have</b><b>adopted</b><b>that</b><b>right at</b><b>the</b><b>beginning.</b><b>But I</b><b>literally</b><b>said every</b><b>client or</b><b>person</b><b>that I</b><b>interact</b><b>with, I</b><b>treated</b><b>them like</b><b>they</b><b>were a</b><b>gold bar</b><b>from the</b><b>Federal</b><b>Reserve</b><b>because</b><b>the sale</b><b>of</b><b>whatever</b><b>they did</b><b>with me,</b><b>the future</b><b>value</b><b>of that</b><b>relationship</b><b>was worth</b><b>exponentially</b><b>greater</b><b>than the</b><b>one</b><b>transaction.</b><b>And so</b><b>everything</b><b>that I did</b><b>in the</b><b>first</b><b>really</b><b>five to</b><b>eight</b><b>years was</b><b>predicated</b><b>on making</b><b>sure</b><b>that every</b><b>relationship</b><b>that I</b><b>have, I</b><b>knock it</b><b>out of the</b><b>park in</b><b>terms of</b><b>customer</b><b>service, in</b><b>terms of</b><b>delivery,</b><b>post-sale.</b><b>I made</b><b>sure that</b><b>I was in</b><b>their face</b><b>for</b><b>anything</b><b>they</b><b>possibly</b><b>needed.</b><b>And I</b><b>didn't</b><b>even care</b><b>many times</b><b>about the</b><b>cost of</b><b>delivering</b><b>that</b><b>service.</b><b>If I look</b><b>at it from</b><b>a revenue</b><b>per hour</b><b>perspective,</b><b>I was</b><b>probably</b><b>working</b><b>relatively</b><b>cheap, but</b><b>there</b><b>was a lot</b><b>of</b><b>investment</b><b>being</b><b>made.</b><b>And I</b><b>really,</b><b>really</b><b>think that</b><b>was the</b><b>key.</b><b>And let me</b><b>jump in</b><b>here real</b><b>quick</b><b>because,</b><b>so I know</b><b>who</b><b>Nevin is.</b><b>The</b><b>listeners</b><b>need to</b><b>know who</b><b>Nevin is.</b><b>And the</b><b>reason why</b><b>I say this</b><b>is because</b><b>people</b><b>need to</b><b>know this</b><b>is a guy</b><b>that's</b><b>considered</b><b>in the top</b><b>50 in the</b><b>entire</b><b>country</b><b>with all</b><b>of RE-MAX,</b><b>right?</b><b>Here's a</b><b>guy that's</b><b>been in</b><b>the</b><b>business</b><b>for over</b><b>20 years</b><b>and he's</b><b>doing</b><b>things at</b><b>a real</b><b>high</b><b>level.</b><b>But what I</b><b>know about</b><b>Nevin is</b><b>he's also</b><b>not out</b><b>there</b><b>trying to</b><b>figure out</b><b>the next</b><b>greatest</b><b>and</b><b>best way</b><b>of how to</b><b>spend more</b><b>money.</b><b>He just</b><b>told you</b><b>about how</b><b>he treats</b><b>his</b><b>clients.</b><b>And I want</b><b>to get</b><b>into a</b><b>little bit</b><b>more about</b><b>how you</b><b>treat your</b><b>team and</b><b>what your</b><b>team</b><b>structure</b><b>looks</b><b>like,</b><b>because</b><b>I've</b><b>always</b><b>been</b><b>fascinated</b><b>by how you</b><b>run your</b><b>team up</b><b>there in</b><b>Minneapolis.</b><b>And I</b><b>think the</b><b>listeners</b><b>can learn</b><b>a lot from</b><b>this as</b><b>they're</b><b>maybe</b><b>thinking</b><b>about how</b><b>to grow a</b><b>team.</b><b>Sure.</b><b>I guess</b><b>I'll start</b><b>with what</b><b>we have</b><b>right now</b><b>and then</b><b>I'll work</b><b>it</b><b>backwards</b><b>and then</b><b>I'll let</b><b>you kind</b><b>of expound</b><b>on that.</b><b>So right</b><b>now we</b><b>have what</b><b>we would</b><b>call an</b><b>office</b><b>manager</b><b>and</b><b>there's a</b><b>lot of</b><b>stuff</b><b>moving at</b><b>our</b><b>practice</b><b>right now.</b><b>We've got</b><b>a lot of</b><b>things</b><b>going on.</b><b>Then we</b><b>have an</b><b>agent and</b><b>we have a</b><b>marketing</b><b>person.</b><b>So right</b><b>now we're</b><b>reorganizing</b><b>because</b><b>essentially</b><b>my office</b><b>manager</b><b>has just</b><b>ascended</b><b>so</b><b>rapidly.</b><b>And so she</b><b>is</b><b>essentially</b><b>moving</b><b>into a</b><b>different</b><b>area in</b><b>assisting</b><b>me.</b><b>And we</b><b>have to</b><b>fill in</b><b>the void</b><b>of this</b><b>marketing</b><b>slash</b><b>administrative</b><b>person.</b><b>So that's</b><b>what we're</b><b>doing</b><b>right now.</b><b>Now how I</b><b>got there.</b><b>So obviously</b><b>when I do</b><b>you want</b><b>me to kind</b><b>of go</b><b>through</b><b>the</b><b>journey.</b><b>Well I</b><b>don't want</b><b>to hear so</b><b>much.</b><b>Well you</b><b>can talk</b><b>about</b><b>whatever</b><b>you want</b><b>to talk</b><b>about.</b><b>I think</b><b>the</b><b>listeners</b><b>are going</b><b>to be</b><b>fascinated</b><b>by is to</b><b>hear how</b><b>you're set</b><b>up more in</b><b>all your</b><b>all your</b><b>team</b><b>members</b><b>are more</b><b>on a</b><b>salary</b><b>position.</b><b>Yes.</b><b>Which I've</b><b>been</b><b>fascinated</b><b>to hear</b><b>about</b><b>this.</b><b>Yeah.</b><b>So you</b><b>know when</b><b>I in 2015</b><b>and I</b><b>brought on</b><b>a quote</b><b>unquote</b><b>buyer</b><b>agent</b><b>there were</b><b>everybody</b><b>told me I</b><b>was doing</b><b>the wrong</b><b>thing.</b><b>And what</b><b>what I</b><b>said is</b><b>I'm not</b><b>prepared</b><b>to bring</b><b>someone on</b><b>and give</b><b>them a</b><b>split</b><b>fundamentally</b><b>that just</b><b>didn't</b><b>make sense</b><b>to me.</b><b>It made</b><b>zero</b><b>sense.</b><b>So I</b><b>brought a</b><b>buyer</b><b>agent on</b><b>and I paid</b><b>him a</b><b>salary and</b><b>a pretty</b><b>good one</b><b>at that.</b><b>And then I</b><b>had</b><b>bonuses in</b><b>there.</b><b>And</b><b>obviously</b><b>this agent</b><b>was</b><b>completely</b><b>licensed</b><b>but</b><b>everything</b><b>was</b><b>written</b><b>under my</b><b>name.</b><b>They were</b><b>an</b><b>employee.</b><b>If they</b><b>brought</b><b>deals to</b><b>the table</b><b>they would</b><b>essentially</b><b>be my</b><b>clients</b><b>unless he</b><b>decided to</b><b>leave at</b><b>some</b><b>point.</b><b>Now the</b><b>notion</b><b>that drove</b><b>that was</b><b>protection</b><b>of my</b><b>business.</b><b>And I to</b><b>this day</b><b>that is</b><b>the number</b><b>one thing</b><b>that kind</b><b>of governs</b><b>everything.</b><b>And I</b><b>believe</b><b>when we</b><b>all</b><b>started we</b><b>were just</b><b>lonely</b><b>individuals</b><b>right when</b><b>we first</b><b>started</b><b>selling</b><b>real</b><b>estate.</b><b>And so at</b><b>the end of</b><b>the day as</b><b>we built</b><b>that up we</b><b>were</b><b>building a</b><b>brand and</b><b>our brand</b><b>make no</b><b>mistake.</b><b>You call</b><b>it how</b><b>whatever</b><b>level you</b><b>are you're</b><b>a team</b><b>you're</b><b>this</b><b>you're</b><b>that but</b><b>you are</b><b>the brand</b><b>and the</b><b>moment you</b><b>don't</b><b>understand</b><b>that or</b><b>you lose</b><b>sight of</b><b>it is the</b><b>moment</b><b>that I</b><b>think you</b><b>start to</b><b>decline.</b><b>And so I</b><b>did not</b><b>want to</b><b>bring</b><b>someone in</b><b>that was</b><b>purely</b><b>compensated</b><b>on a</b><b>commission</b><b>in charge</b><b>of a gold</b><b>bar of</b><b>mine which</b><b>was a</b><b>client</b><b>because at</b><b>the end of</b><b>the day</b><b>they want</b><b>to sell</b><b>and I get</b><b>that.</b><b>So the</b><b>salary</b><b>gave them</b><b>enough</b><b>headway to</b><b>get things</b><b>done and I</b><b>obviously</b><b>was really</b><b>really big</b><b>on how to</b><b>take care</b><b>of the</b><b>client</b><b>telling</b><b>him no</b><b>don't buy</b><b>this home.</b><b>This is</b><b>not the</b><b>right</b><b>deal.</b><b>This is</b><b>not the</b><b>right time</b><b>to sell so</b><b>on and so</b><b>forth.</b><b>And that</b><b>worked</b><b>really</b><b>well for</b><b>me because</b><b>the</b><b>clients</b><b>ended up</b><b>loving</b><b>this guy</b><b>and he</b><b>just</b><b>dazzled</b><b>them in</b><b>terms of</b><b>service</b><b>and</b><b>charisma</b><b>and</b><b>getting</b><b>along with</b><b>them.</b><b>And then</b><b>when we</b><b>had to do</b><b>the deal</b><b>we would</b><b>work it</b><b>together</b><b>and it</b><b>allowed my</b><b>business</b><b>to grow</b><b>and grow</b><b>and grow.</b><b>And so</b><b>that is a</b><b>feature</b><b>that I</b><b>have</b><b>adopted to</b><b>this day.</b><b>One of the</b><b>things I</b><b>love about</b><b>that is</b><b>you think</b><b>of like</b><b>the</b><b>typical</b><b>team model</b><b>out there</b><b>and not</b><b>ragging on</b><b>anyone</b><b>because so</b><b>many</b><b>people</b><b>across the</b><b>country</b><b>have a</b><b>normal</b><b>team model</b><b>with a</b><b>normal fee</b><b>structure</b><b>and they</b><b>do they do</b><b>a great</b><b>job.</b><b>But you</b><b>know a lot</b><b>of teams</b><b>in essence</b><b>like when</b><b>you give</b><b>away</b><b>business</b><b>to your</b><b>buyers</b><b>agents and</b><b>they're in a</b><b>commission</b><b>you're in</b><b>essence</b><b>taking</b><b>that gold</b><b>bar</b><b>splitting</b><b>it in half</b><b>and saying</b><b>like I</b><b>never want</b><b>this back</b><b>because</b><b>that</b><b>relationship</b><b>becomes</b><b>their</b><b>person in</b><b>essence</b><b>and</b><b>perpetuity.</b><b>I think</b><b>back to</b><b>the first</b><b>house that</b><b>I bought</b><b>right like</b><b>I called</b><b>the agent</b><b>that I</b><b>truly</b><b>wanted to</b><b>work with</b><b>and he</b><b>handed me</b><b>off to</b><b>someone</b><b>else five</b><b>years</b><b>later I</b><b>used that</b><b>agent the</b><b>second</b><b>time and I</b><b>think so</b><b>many</b><b>consumers</b><b>were like</b><b>that</b><b>because</b><b>this is a</b><b>relationship</b><b>business</b><b>at the end</b><b>of the</b><b>day.</b><b>So I'm</b><b>assuming</b><b>your</b><b>business</b><b>is very</b><b>very</b><b>client</b><b>centric</b><b>and I</b><b>don't even</b><b>want to</b><b>use the</b><b>word past</b><b>client</b><b>because</b><b>they are</b><b>your</b><b>active</b><b>current</b><b>clients</b><b>forever is</b><b>that I'm</b><b>assuming</b><b>that's the</b><b>case.</b><b>No that's</b><b>that's</b><b>precisely</b><b>correct.</b><b>I mean we</b><b>want and</b><b>we aspire</b><b>to be</b><b>counselors</b><b>you know</b><b>and</b><b>advisors</b><b>long term</b><b>and we</b><b>want to be</b><b>able to</b><b>deliver</b><b>high end</b><b>luxury</b><b>services</b><b>to these</b><b>clients</b><b>and you</b><b>know a lot</b><b>of people</b><b>when I say</b><b>that</b><b>they're</b><b>like whoa</b><b>you must</b><b>be a</b><b>luxury</b><b>agent.</b><b>I mean we</b><b>do sell</b><b>some</b><b>expensive</b><b>homes but</b><b>this</b><b>applies to</b><b>somebody</b><b>who wants</b><b>to buy a</b><b>sixty</b><b>thousand</b><b>dollar</b><b>piece of</b><b>land.</b><b>We don't discriminate</b><b>at all</b><b>between</b><b>somebody</b><b>who's</b><b>buying a</b><b>piece of</b><b>land for</b><b>sixty</b><b>grand or</b><b>buying a</b><b>home for</b><b>three</b><b>million</b><b>dollars.</b><b>We treat</b><b>them the</b><b>same and</b><b>that's</b><b>been the</b><b>bedrock of</b><b>how we've</b><b>built</b><b>this.</b><b>Real</b><b>estate has</b><b>a lot of</b><b>contracts.</b><b>I want</b><b>this</b><b>podcast to</b><b>have a</b><b>social</b><b>contract</b><b>as well.</b><b>Here's</b><b>what I</b><b>need from</b><b>you.</b><b>If you're</b><b>listening</b><b>to the</b><b>show and</b><b>you get</b><b>something</b><b>valuable</b><b>out of it</b><b>or you</b><b>hear</b><b>something</b><b>that you</b><b>think</b><b>that's</b><b>awesome.</b><b>I want you</b><b>to send me</b><b>a DM on</b><b>Instagram</b><b>or if you</b><b>find my</b><b>email send</b><b>it that</b><b>way.</b><b>The more</b><b>feedback</b><b>that I get</b><b>helps me</b><b>to put</b><b>together</b><b>better</b><b>shows and</b><b>attract</b><b>better</b><b>guests.</b><b>This is</b><b>such an</b><b>important</b><b>conversation</b><b>just</b><b>because</b><b>again</b><b>there's a</b><b>lot of</b><b>noise out</b><b>there</b><b>about how</b><b>to</b><b>structure</b><b>your</b><b>business</b><b>and</b><b>there's</b><b>plenty.</b><b>I wouldn't</b><b>say</b><b>there's a</b><b>wrong way</b><b>but this</b><b>is just</b><b>opening</b><b>people's</b><b>perspective</b><b>to making</b><b>sure they</b><b>are</b><b>controlling</b><b>their</b><b>business</b><b>for the</b><b>future and</b><b>really</b><b>getting to</b><b>think</b><b>about</b><b>that.</b><b>And you</b><b>guys are</b><b>rock solid</b><b>at this</b><b>this gold</b><b>bar theme</b><b>that you</b><b>mentioned</b><b>which I</b><b>absolutely</b><b>love</b><b>because I</b><b>think</b><b>there's a</b><b>stat</b><b>rolling</b><b>out there</b><b>for every</b><b>relationship</b><b>if you</b><b>treat it</b><b>the way</b><b>right way</b><b>that one</b><b>relationship</b><b>is</b><b>potentially</b><b>worth one</b><b>hundred</b><b>thousand</b><b>dollars</b><b>over the court.</b><b>Go ahead</b><b>Matt you need</b><b>you're</b><b>going to</b><b>jump in.</b><b>No you</b><b>can't.</b><b>That one</b><b>relationship</b><b>is</b><b>potentially</b><b>worth one</b><b>hundred</b><b>thousand</b><b>if you do</b><b>treat that</b><b>the right</b><b>way.</b><b>So with</b><b>those</b><b>relationships</b><b>and</b><b>gaining</b><b>new</b><b>relationships</b><b>how are</b><b>you out</b><b>there</b><b>competing</b><b>against</b><b>your peers</b><b>right now</b><b>in this</b><b>market</b><b>especially</b><b>in this</b><b>market</b><b>when there</b><b>is a lot</b><b>of noise</b><b>like how</b><b>are you</b><b>structured</b><b>to clear</b><b>the noise</b><b>and</b><b>dominate</b><b>your</b><b>market and</b><b>take more</b><b>market</b><b>share</b><b>right now.</b><b>So I love</b><b>that</b><b>question</b><b>and you</b><b>know I</b><b>guess I</b><b>have to</b><b>answer it</b><b>with this</b><b>depth</b><b>provided.</b><b>So one of</b><b>the things</b><b>that drove</b><b>me nuts</b><b>between</b><b>2017 and</b><b>you know I</b><b>guess the</b><b>middle of</b><b>22 was you</b><b>know we</b><b>had so</b><b>many</b><b>people</b><b>enter the</b><b>real</b><b>estate</b><b>market</b><b>thinking</b><b>they could</b><b>sell homes</b><b>blah blah</b><b>blah.</b><b>And this</b><b>goes back</b><b>to</b><b>something</b><b>that I</b><b>believe</b><b>you have</b><b>to</b><b>understand</b><b>but you</b><b>have to</b><b>deliver a</b><b>value</b><b>proposition</b><b>to the</b><b>client in</b><b>every</b><b>different</b><b>type of</b><b>marketplace</b><b>and you</b><b>have to be</b><b>able to</b><b>adapt to</b><b>that.</b><b>So to</b><b>answer</b><b>your</b><b>question</b><b>head on I</b><b>love this</b><b>market</b><b>because</b><b>it's so</b><b>easy to</b><b>differentiate</b><b>between 99</b><b>percent of</b><b>the agents</b><b>because</b><b>they're</b><b>really not</b><b>bringing</b><b>anything</b><b>to the</b><b>table.</b><b>The key is</b><b>what are</b><b>you trying</b><b>to deliver</b><b>to the</b><b>consumer.</b><b>Now in</b><b>2020 when</b><b>I would go</b><b>on listing</b><b>presentations</b><b>or 21 for</b><b>that</b><b>matter I</b><b>would tell</b><b>my listing</b><b>client</b><b>straight</b><b>to their</b><b>face you</b><b>do not</b><b>need me to</b><b>sell your</b><b>home.</b><b>You are</b><b>not hiring</b><b>me to sell</b><b>your home</b><b>and I</b><b>would tell</b><b>them that</b><b>right up</b><b>front</b><b>maybe some</b><b>people be</b><b>like whoa</b><b>that</b><b>doesn't</b><b>make</b><b>sense.</b><b>I said</b><b>what you</b><b>need me</b><b>for is to</b><b>make sure</b><b>that</b><b>you've</b><b>sold the</b><b>home for</b><b>the most</b><b>amount of</b><b>money</b><b>because</b><b>you could</b><b>put a</b><b>cardboard</b><b>sign at</b><b>the front</b><b>of your</b><b>driveway</b><b>and you</b><b>can sell</b><b>your home</b><b>by 5 p.m.</b><b>tonight.</b><b>And obviously</b><b>you don't</b><b>need me</b><b>for that.</b><b>But if you</b><b>want to</b><b>make sure</b><b>that a you</b><b>have a</b><b>seamless</b><b>experience</b><b>be you're</b><b>getting</b><b>the most</b><b>amount of</b><b>money for</b><b>your home</b><b>and see</b><b>you're</b><b>going to</b><b>get</b><b>customer</b><b>service at</b><b>an</b><b>unprecedented</b><b>level.</b><b>That's why</b><b>you're</b><b>going to</b><b>hire me</b><b>now fast</b><b>forward to</b><b>today.</b><b>Why are</b><b>you</b><b>hiring me.</b><b>Well</b><b>interest</b><b>rates of</b><b>30 year</b><b>fixed as</b><b>far as I</b><b>know as of</b><b>today I</b><b>think it's</b><b>at least</b><b>seven</b><b>point</b><b>eight</b><b>seven five</b><b>perhaps</b><b>eight</b><b>percent</b><b>sales are</b><b>slowing</b><b>down.</b><b>They're</b><b>still</b><b>happening.</b><b>So you</b><b>have to</b><b>have a</b><b>strategy</b><b>to sell</b><b>the home.</b><b>So now</b><b>when you</b><b>call me</b><b>you're</b><b>actually</b><b>you say</b><b>never know</b><b>I need you</b><b>to I need</b><b>you to</b><b>sell my</b><b>home.</b><b>I don't</b><b>know how</b><b>to do this</b><b>and I</b><b>don't</b><b>think most</b><b>other</b><b>realtors</b><b>do.</b><b>And so</b><b>when I</b><b>what I</b><b>have</b><b>noticed is</b><b>for</b><b>instance</b><b>the last</b><b>two homes</b><b>that we've</b><b>sold I</b><b>mean do</b><b>you mind</b><b>if I give</b><b>you</b><b>specific</b><b>examples.</b><b>OK so the</b><b>last two</b><b>examples</b><b>where</b><b>we've sold</b><b>listings</b><b>in the</b><b>last</b><b>couple of</b><b>weeks I</b><b>have told</b><b>my clients</b><b>you need</b><b>to be</b><b>enormously</b><b>patient</b><b>because</b><b>the</b><b>liquidity</b><b>of the</b><b>buyer's</b><b>supply is</b><b>just it's</b><b>been</b><b>diminished</b><b>considerably.</b><b>So you</b><b>cannot</b><b>hyperreact</b><b>to time</b><b>and</b><b>metrics</b><b>that you</b><b>would have</b><b>considered</b><b>six months</b><b>or even a</b><b>year ago</b><b>and that</b><b>patience</b><b>will pay</b><b>when the</b><b>buyer</b><b>arrives</b><b>then we</b><b>have to be</b><b>aggressive</b><b>and we</b><b>have to</b><b>sell.</b><b>And we've</b><b>been able</b><b>to do that</b><b>and I look</b><b>at some of</b><b>my</b><b>competitors</b><b>and some</b><b>of these</b><b>people</b><b>entered</b><b>the market</b><b>in the mid</b><b>two</b><b>thousand</b><b>teens.</b><b>And they</b><b>are just</b><b>price</b><b>reduction</b><b>price</b><b>reduction</b><b>price</b><b>reduction</b><b>price</b><b>reduction.</b><b>I'm thinking</b><b>OK I</b><b>understand</b><b>you know</b><b>you got a</b><b>price</b><b>reduced</b><b>sometimes</b><b>but if the</b><b>market is</b><b>dormant</b><b>and you're</b><b>reducing</b><b>the price</b><b>of the</b><b>home do</b><b>you even</b><b>know what</b><b>you're</b><b>doing.</b><b>Like it</b><b>doesn't</b><b>make</b><b>sense.</b><b>So you know</b><b>adopting a</b><b>strategy</b><b>being able</b><b>to explain</b><b>what's</b><b>going on</b><b>in the</b><b>marketplace</b><b>providing</b><b>that value</b><b>to the</b><b>seller.</b><b>If you are</b><b>skilled at</b><b>your craft</b><b>if you</b><b>take care</b><b>of your</b><b>craft if</b><b>you invest</b><b>in</b><b>understanding</b><b>and</b><b>learning</b><b>you can</b><b>really</b><b>really</b><b>separate</b><b>yourself</b><b>right now</b><b>and to me</b><b>that's an</b><b>enormous</b><b>opportunity.</b><b>No something</b><b>you</b><b>mentioned</b><b>that I</b><b>want to I</b><b>want to go</b><b>back to</b><b>really</b><b>quick you</b><b>mentioned</b><b>how you</b><b>used to</b><b>start</b><b>those</b><b>conversations</b><b>with your</b><b>seller by</b><b>saying you</b><b>don't need</b><b>me to</b><b>write like</b><b>whether</b><b>it's sell</b><b>your house</b><b>you don't</b><b>need me to</b><b>find a</b><b>house</b><b>whatever</b><b>that be.</b><b>I think</b><b>psychologically</b><b>it's</b><b>really</b><b>disarming</b><b>right like</b><b>for even</b><b>like you</b><b>know right</b><b>right now</b><b>you don't</b><b>need.</b><b>Like if</b><b>it's</b><b>interest</b><b>rate</b><b>whatever</b><b>the</b><b>objection</b><b>is you</b><b>don't need</b><b>to worry</b><b>about X</b><b>you don't</b><b>need me to</b><b>get you</b><b>the lowest</b><b>rate.</b><b>Because</b><b>then they</b><b>won't</b><b>bring that</b><b>up as a</b><b>concern</b><b>five</b><b>seconds</b><b>later that</b><b>disarming</b><b>effective</b><b>whatever</b><b>you think</b><b>is going</b><b>to be</b><b>their</b><b>biggest</b><b>hesitation</b><b>their</b><b>biggest</b><b>fear to</b><b>disarm</b><b>that fear</b><b>right up</b><b>front with</b><b>a</b><b>powerful.</b><b>Leadership</b><b>driven</b><b>statement</b><b>is huge</b><b>and I</b><b>think</b><b>people</b><b>need to</b><b>always</b><b>think</b><b>about that</b><b>in their</b><b>pitch to</b><b>their</b><b>clients</b><b>right like</b><b>in this</b><b>market</b><b>above all</b><b>the other</b><b>things</b><b>that you</b><b>said we</b><b>need to</b><b>lead our</b><b>clients</b><b>to.</b><b>Make the</b><b>right</b><b>rules</b><b>decisions</b><b>they want</b><b>a leader</b><b>that's why</b><b>they're</b><b>picking</b><b>these top</b><b>producing</b><b>agents</b><b>like you</b><b>guys and I</b><b>think that</b><b>that is</b><b>getting</b><b>lost a lot</b><b>with some</b><b>of the</b><b>with some</b><b>agents</b><b>that let</b><b>their</b><b>clients</b><b>lead them.</b><b>I 100%</b><b>agree and</b><b>I think as</b><b>far as the</b><b>marketing</b><b>dollars go</b><b>now</b><b>granted I</b><b>will be</b><b>the first</b><b>to admit</b><b>I'm not</b><b>the most.</b><b>polished</b><b>on social</b><b>media I</b><b>struggle</b><b>with with</b><b>many</b><b>things on</b><b>social</b><b>media</b><b>perhaps</b><b>it's a</b><b>attributed</b><b>to my age</b><b>right now</b><b>I'm not</b><b>super old</b><b>but I'm</b><b>not young.</b><b>But you</b><b>know at</b><b>the end of</b><b>the day</b><b>you've got</b><b>to be</b><b>strong on</b><b>your</b><b>bricks and</b><b>mortar you</b><b>have to</b><b>and I</b><b>think</b><b>there's</b><b>been so</b><b>many</b><b>agents</b><b>that came</b><b>in and</b><b>they're</b><b>like you</b><b>know I'm going to</b><b>buy some</b><b>leads here</b><b>and play</b><b>pay pay</b><b>some money</b><b>on Zillow</b><b>and.</b><b>I'm going</b><b>to put a</b><b>bunch of</b><b>signs out</b><b>in the</b><b>corner and</b><b>do some</b><b>open</b><b>houses and</b><b>they sold</b><b>a bunch of</b><b>homes and</b><b>they</b><b>thought oh</b><b>this is</b><b>easy this</b><b>is easy</b><b>I'm just</b><b>going to</b><b>use this</b><b>vanilla</b><b>script and</b><b>sell a</b><b>bunch of</b><b>homes but</b><b>as soon as</b><b>that</b><b>changed.</b><b>They</b><b>started to</b><b>struggle</b><b>now I</b><b>would also</b><b>argue that</b><b>they also</b><b>underperformed</b><b>relative</b><b>to the</b><b>market</b><b>when their</b><b>clients</b><b>used them</b><b>but they</b><b>were very</b><b>very</b><b>good at.</b><b>You know I</b><b>would call</b><b>it the</b><b>smoke and</b><b>mirror</b><b>effect you</b><b>know now</b><b>the smoke</b><b>and</b><b>mirrors</b><b>gone and</b><b>the</b><b>clients</b><b>whether</b><b>that's a</b><b>buyer so</b><b>they got</b><b>to see</b><b>substance</b><b>and that's</b><b>incumbent</b><b>upon the</b><b>individual</b><b>agent to</b><b>make sure</b><b>they can</b><b>deliver</b><b>that</b><b>because if</b><b>you do.</b><b>I promise</b><b>you this</b><b>is very</b><b>similar I</b><b>feel to</b><b>2000 you</b><b>know 10 11</b><b>12 very</b><b>different</b><b>situation</b><b>but very</b><b>similar</b><b>you can</b><b>build</b><b>market</b><b>share</b><b>here, this</b><b>is a</b><b>tremendous</b><b>opportunity.</b><b>Right well</b><b>and listen</b><b>I don't</b><b>think</b><b>there's</b><b>any wrong</b><b>with being</b><b>wrong with</b><b>you not</b><b>being a</b><b>social</b><b>media guru</b><b>I love</b><b>that you</b><b>brought</b><b>that up</b><b>because I</b><b>started</b><b>off by</b><b>saying</b><b>here's a</b><b>top 50</b><b>agent in</b><b>the entire</b><b>country.</b><b>It is self</b><b>admittedly</b><b>not</b><b>focused</b><b>too much</b><b>on social</b><b>media but</b><b>you got</b><b>there one</b><b>way by</b><b>being</b><b>consistent</b><b>in taking</b><b>care of</b><b>your</b><b>clients at</b><b>the</b><b>highest</b><b>level.</b><b>Which is an</b><b>important</b><b>point here</b><b>because</b><b>many</b><b>realtors</b><b>are always</b><b>looking</b><b>for the</b><b>next</b><b>greatest</b><b>thing and</b><b>then we</b><b>forget</b><b>what is</b><b>right in</b><b>front</b><b>of us.</b><b>We all</b><b>forget</b><b>that 70 to</b><b>80% of our</b><b>business</b><b>is coming</b><b>from our</b><b>past</b><b>clients is</b><b>coming</b><b>from our</b><b>sphere so</b><b>why are we</b><b>putting</b><b>100% of</b><b>our energy</b><b>on maybe</b><b>20% of our</b><b>business</b><b>why aren't</b><b>we putting</b><b>100% of</b><b>our energy</b><b>into 80%</b><b>of our</b><b>business</b><b>income.</b><b>So I think</b><b>this is a</b><b>really</b><b>good thing</b><b>for you</b><b>know</b><b>agents to</b><b>remind</b><b>themselves</b><b>of.</b><b>Let me ask</b><b>you a</b><b>question</b><b>now but if</b><b>you're a</b><b>consumer</b><b>right now</b><b>in this</b><b>market and</b><b>I feel</b><b>like most</b><b>consumers</b><b>are</b><b>starting</b><b>to realize</b><b>that I do.</b><b>Want to be</b><b>aligned</b><b>with a</b><b>professional</b><b>what type</b><b>of advice</b><b>would you</b><b>give to</b><b>agents</b><b>about</b><b>really</b><b>working on</b><b>their</b><b>craft</b><b>right now</b><b>what type</b><b>of advice</b><b>would you</b><b>get so</b><b>what I</b><b>would say</b><b>is</b><b>knowledge.</b><b>Not</b><b>knowledge</b><b>of</b><b>everything</b><b>you could</b><b>think of</b><b>so you</b><b>know what</b><b>what is</b><b>sold in</b><b>the last</b><b>six months</b><b>what sold</b><b>a year ago</b><b>what sold</b><b>two years</b><b>ago you</b><b>have to</b><b>understand</b><b>that with</b><b>great</b><b>detail.</b><b>You have</b><b>to</b><b>understand</b><b>who is</b><b>selling</b><b>the</b><b>properties</b><b>who are</b><b>buying the</b><b>properties</b><b>what it</b><b>where is</b><b>that</b><b>target</b><b>audience</b><b>but, for</b><b>instance,</b><b>right now</b><b>we're</b><b>seeing.</b><b>Very very</b><b>low levels</b><b>of what I</b><b>would call</b><b>move up</b><b>buyers</b><b>right now</b><b>I would</b><b>you know</b><b>the the</b><b>majority</b><b>of the</b><b>transactions</b><b>I'm doing</b><b>are one</b><b>way people</b><b>into the</b><b>twin</b><b>cities or</b><b>people</b><b>that are</b><b>relocating</b><b>out.</b><b>Right so</b><b>you have</b><b>to know</b><b>that the</b><b>second</b><b>thing is</b><b>and I</b><b>think this</b><b>is really</b><b>really</b><b>important</b><b>but.</b><b>People</b><b>love stats</b><b>and data</b><b>and I get</b><b>that but</b><b>stats and</b><b>data are</b><b>only</b><b>important</b><b>and</b><b>relevant</b><b>really in</b><b>a static</b><b>marketplace</b><b>as soon as</b><b>you are in</b><b>an incline</b><b>in an</b><b>incline or</b><b>a decline.</b><b>You have</b><b>to make an</b><b>inference</b><b>on the</b><b>data you</b><b>can't just</b><b>extrapolate</b><b>that data</b><b>and I</b><b>think a</b><b>lot of</b><b>people are</b><b>making</b><b>that</b><b>mistake so</b><b>right now,</b><b>if I go</b><b>and I'm</b><b>comping</b><b>out a</b><b>home.</b><b>You know</b><b>and I</b><b>don't have</b><b>enough</b><b>data from</b><b>you know</b><b>really</b><b>September</b><b>or even</b><b>October</b><b>for that</b><b>matter so</b><b>I go into</b><b>the first</b><b>part of</b><b>the</b><b>summer.</b><b>That's not</b><b>going to</b><b>do my</b><b>seller any</b><b>justice</b><b>I've got</b><b>to be able</b><b>to say</b><b>okay the</b><b>market is</b><b>moved</b><b>here's why</b><b>here's the</b><b>correct</b><b>position</b><b>here's why</b><b>I believe</b><b>that's the</b><b>correct position.</b><b>And make</b><b>that case</b><b>now you</b><b>know, for</b><b>instance,</b><b>we sold a</b><b>home.</b><b>A couple</b><b>weeks ago,</b><b>and I</b><b>guess that</b><b>i'll use</b><b>these</b><b>examples</b><b>because</b><b>they're</b><b>probably a</b><b>little bit</b><b>more</b><b>helpful,</b><b>but I told</b><b>my client</b><b>I said I</b><b>want to</b><b>sell you</b><b>this home</b><b>as though</b><b>you are</b><b>buying</b><b>this home</b><b>in January</b><b>of 2021.</b><b>And so I</b><b>said</b><b>that's</b><b>going to</b><b>be our</b><b>target and</b><b>I said if</b><b>you get</b><b>that price</b><b>I don't</b><b>care what</b><b>the</b><b>interest</b><b>rate is</b><b>you're</b><b>insulated</b><b>from a lot</b><b>of risk.</b><b>And we</b><b>nailed it</b><b>and he</b><b>basically</b><b>bought the</b><b>home at a</b><b>January</b><b>2021 price</b><b>now</b><b>obviously</b><b>the</b><b>interest</b><b>rates</b><b>higher the</b><b>payments</b><b>higher.</b><b>But from a</b><b>value</b><b>proposition</b><b>he's going</b><b>to do</b><b>pretty</b><b>well, you</b><b>know, long</b><b>term, and</b><b>so I think</b><b>being able</b><b>to have</b><b>those</b><b>conversations</b><b>and it all</b><b>stems from knowledge and.</b><b>comes from</b><b>knowledge,</b><b>you have</b><b>to invest</b><b>in</b><b>knowledge.</b><b>Neighborhood Realtor</b><b>podcast is</b><b>proudly</b><b>made</b><b>possible</b><b>by the</b><b>support of</b><b>our</b><b>sponsors</b><b>Treadstone</b><b>funding</b><b>and</b><b>neighborhood</b><b>ones two</b><b>amazing</b><b>Midwest</b><b>mortgage</b><b>companies</b><b>that now</b><b>have</b><b>offices</b><b>all around</b><b>the</b><b>country.</b><b>If you're</b><b>a real</b><b>estate</b><b>agent</b><b>looking to</b><b>partner</b><b>with an</b><b>amazing</b><b>lender DM</b><b>me at Matt</b><b>Muskey 88</b><b>and I'll</b><b>connect</b><b>you with</b><b>someone in your</b><b>market if</b><b>you're a</b><b>lender and</b><b>you want</b><b>to join</b><b>the right</b><b>mortgage</b><b>company DM</b><b>me and</b><b>I'll</b><b>connect</b><b>you as</b><b>well.</b><b>Any market</b><b>regardless</b><b>if it's a</b><b>buyer's</b><b>market,</b><b>seller's</b><b>market,</b><b>it's a</b><b>high rate</b><b>market,</b><b>low rate</b><b>market.</b><b>There's</b><b>always a</b><b>way to</b><b>find value</b><b>play and</b><b>so for you</b><b>as the</b><b>Realtor to</b><b>come to</b><b>your</b><b>clients</b><b>with.</b><b>The value</b><b>that they</b><b>should be</b><b>looking</b><b>for rather</b><b>than the</b><b>fear that</b><b>they</b><b>definitely</b><b>have</b><b>rather</b><b>than the</b><b>value they</b><b>think they</b><b>want.</b><b>That's</b><b>what</b><b>that's</b><b>what a</b><b>truly</b><b>great</b><b>agent is</b><b>able to do</b><b>right now,</b><b>especially</b><b>when you</b><b>have that</b><b>market</b><b>perspective.</b><b>Well, and</b><b>it's the</b><b>and Evan,</b><b>I'll let</b><b>you speak</b><b>on this,</b><b>but it's</b><b>the</b><b>intangible</b><b>of.</b><b>How are</b><b>you</b><b>relaying</b><b>this in a</b><b>confident</b><b>manner</b><b>right so</b><b>it's it's</b><b>one thing</b><b>to know</b><b>the stats,</b><b>but if you</b><b>show up in</b><b>somebody's.</b><b>Living</b><b>room in</b><b>your</b><b>presenting</b><b>stats in a nonconfident confident.</b><b>Confident</b><b>fumbled</b><b>matter</b><b>versus</b><b>leading</b><b>people</b><b>directing</b><b>people</b><b>speaking</b><b>with</b><b>confidence</b><b>that that</b><b>little</b><b>piece</b><b>right</b><b>there.</b><b>I believe</b><b>makes all</b><b>the</b><b>difference</b><b>would you</b><b>agree with</b><b>that 100%</b><b>I would</b><b>say that's</b><b>spot on so</b><b>when you</b><b>know it</b><b>you got to</b><b>know it in</b><b>a</b><b>conversational</b><b>method</b><b>number one</b><b>number</b><b>two is.</b><b>Identification</b><b>of the</b><b>personality</b><b>you're</b><b>talking to</b><b>right, so</b><b>this is</b><b>this is</b><b>what I</b><b>call the</b><b>ultimate</b><b>challenge.</b><b>Whether</b><b>you have a</b><b>touchy</b><b>feely</b><b>client or</b><b>you have</b><b>somebody</b><b>that is</b><b>like me,</b><b>which is</b><b>probably</b><b>the</b><b>complete</b><b>opposite</b><b>I'm just</b><b>direct to</b><b>the point</b><b>let's go.</b><b>The objective</b><b>remains</b><b>the same</b><b>right, but</b><b>both of</b><b>them will</b><b>subscribe</b><b>to</b><b>different</b><b>verbiage.</b><b>And so,</b><b>and both</b><b>of them</b><b>will buy</b><b>what you</b><b>tell them</b><b>when you</b><b>explain it</b><b>in a</b><b>coherent</b><b>manner,</b><b>but you</b><b>have to</b><b>understand</b><b>how to</b><b>articulate</b><b>that based</b><b>on if</b><b>you're</b><b>talking to</b><b>me or if</b><b>you're</b><b>talking to</b><b>someone</b><b>truly</b><b>touchy</b><b>feely.</b><b>And that's</b><b>a skill</b><b>that you</b><b>also need</b><b>to be able</b><b>to learn</b><b>and I'm</b><b>still try</b><b>to try to</b><b>perfect</b><b>that as</b><b>much as</b><b>possible</b><b>even now.</b><b>Because if</b><b>you do not</b><b>communicate</b><b>that in a</b><b>proper</b><b>manner,</b><b>they're</b><b>not going</b><b>to buy</b><b>what</b><b>you're</b><b>selling</b><b>you might</b><b>know the</b><b>most</b><b>amount of</b><b>things</b><b>possible,</b><b>but if you</b><b>don't</b><b>communicate</b><b>it</b><b>properly,</b><b>you won't</b><b>get the</b><b>job done.</b><b>Correct</b><b>well, and</b><b>you know</b><b>it goes</b><b>back to</b><b>potentially</b><b>for your</b><b>personality</b><b>style</b><b>having</b><b>empathy.</b><b>For</b><b>somebody</b><b>that's</b><b>maybe</b><b>scared</b><b>right now</b><b>right now</b><b>right you</b><b>got to</b><b>recognize</b><b>that i'm a</b><b>very</b><b>direct</b><b>person i'm</b><b>ready to</b><b>get the</b><b>job done,</b><b>but I</b><b>actually</b><b>need to</b><b>realize</b><b>that i've</b><b>got to</b><b>take a</b><b>step back</b><b>right now.</b><b>And</b><b>deliver</b><b>this in a</b><b>way that</b><b>is</b><b>carrying</b><b>compassionate</b><b>empathetic</b><b>but</b><b>confidence</b><b>right so</b><b>it's truly</b><b>like</b><b>playing a</b><b>game of</b><b>poker</b><b>right I</b><b>mean.</b><b>Absolutely</b><b>and you know</b><b>you've got</b><b>to make</b><b>that read</b><b>and then</b><b>you've got</b><b>to really</b><b>you know</b><b>you have</b><b>to have</b><b>self</b><b>control</b><b>because</b><b>you know</b><b>you</b><b>everyone</b><b>wants to</b><b>behave in</b><b>the knee</b><b>jerk</b><b>reaction</b><b>of how</b><b>their</b><b>default is</b><b>right and</b><b>if you</b><b>just allow</b><b>that to</b><b>occur.</b><b>You know</b><b>50% of</b><b>people are</b><b>probably</b><b>going to</b><b>be</b><b>different</b><b>significantly</b><b>different</b><b>than you</b><b>so you've</b><b>just</b><b>eliminated</b><b>50% of the</b><b>marketplace.</b><b>Right so I</b><b>know we're</b><b>kind of</b><b>getting</b><b>towards</b><b>the end</b><b>here, but</b><b>I want to</b><b>hear from</b><b>both of</b><b>you guys</b><b>what are</b><b>you each</b><b>super</b><b>excited</b><b>for in the</b><b>current</b><b>market</b><b>that we're</b><b>in or.</b><b>We're in</b><b>your</b><b>business</b><b>and they</b><b>knew that</b><b>you're</b><b>trying I</b><b>want to</b><b>hear of</b><b>like what</b><b>what's</b><b>really</b><b>getting</b><b>you pumped</b><b>to get to</b><b>the office</b><b>in the</b><b>morning.</b><b>You want</b><b>to go</b><b>first yeah</b><b>I can</b><b>start you</b><b>know i'm</b><b>excited I</b><b>learned a</b><b>lot about</b><b>you know I</b><b>learned a</b><b>lot about</b><b>this last</b><b>year when</b><b>everybody</b><b>was.</b><b>confused</b><b>on market</b><b>conditions</b><b>we just</b><b>doubled</b><b>down like</b><b>we</b><b>absolutely</b><b>doubled</b><b>down on</b><b>wrapping</b><b>our arms</b><b>around our</b><b>clients</b><b>when</b><b>people</b><b>were</b><b>pulling</b><b>back we</b><b>were</b><b>pushing</b><b>forward.</b><b>We were</b><b>having</b><b>tons of</b><b>client</b><b>events so</b><b>i'm really</b><b>excited to</b><b>lead the</b><b>charge in</b><b>that arena</b><b>with.</b><b>Continuing</b><b>to have</b><b>consistent</b><b>communication</b><b>with all</b><b>of our</b><b>clients</b><b>because</b><b>we're</b><b>seeing the</b><b>same thing</b><b>like.</b><b>Not a huge</b><b>Internet</b><b>lead fan</b><b>right now</b><b>I think</b><b>it's a ton</b><b>of work, I</b><b>think it's</b><b>a very</b><b>saturated</b><b>market and</b><b>I think</b><b>that our</b><b>clients</b><b>are going</b><b>to</b><b>continuously</b><b>feed us if</b><b>we if we</b><b>take care</b><b>of them</b><b>and stay</b><b>top of</b><b>mind.</b><b>One of one</b><b>other</b><b>thing i'm</b><b>excited</b><b>about is</b><b>is we are</b><b>producing</b><b>a ton of</b><b>local</b><b>video</b><b>content</b><b>right now</b><b>showcasing</b><b>our</b><b>community.</b><b>We're</b><b>pushing</b><b>this</b><b>content</b><b>through</b><b>YouTube</b><b>it's our</b><b>living in</b><b>grand</b><b>rapids</b><b>series</b><b>really</b><b>focused on</b><b>YouTube</b><b>and SEO at</b><b>a high</b><b>level</b><b>gaining a</b><b>lot of</b><b>traction</b><b>through</b><b>that</b><b>because</b><b>i'm</b><b>trying to.</b><b>Create my</b><b>own Zillow</b><b>per se</b><b>right, but</b><b>I want</b><b>these</b><b>leads to</b><b>come to me</b><b>I want</b><b>these</b><b>people to</b><b>know us, I</b><b>want them</b><b>to have</b><b>seen our</b><b>video and</b><b>I want</b><b>these</b><b>leads to</b><b>be a</b><b>little bit</b><b>more of a</b><b>slam dunk</b><b>for our</b><b>future so</b><b>i'm very</b><b>heavily</b><b>focused</b><b>on.</b><b>The video</b><b>Community</b><b>content</b><b>and then</b><b>just</b><b>doubling</b><b>down on</b><b>our</b><b>database</b><b>in 2024.</b><b>Josh want to</b><b>elaborate</b><b>on that</b><b>for a</b><b>second</b><b>because I</b><b>was</b><b>playing</b><b>pickleball</b><b>the other</b><b>day with a</b><b>complete</b><b>stranger</b><b>and we</b><b>were</b><b>trying to</b><b>figure out</b><b>who we</b><b>knew in</b><b>the same</b><b>circle and</b><b>he knew</b><b>you abby</b><b>and Ross</b><b>on your</b><b>team.</b><b>Because</b><b>you guys</b><b>went to</b><b>his gym</b><b>and filmed</b><b>a</b><b>Community</b><b>video at</b><b>his gym,</b><b>which made</b><b>him feel</b><b>super</b><b>great.</b><b>And you</b><b>weren't</b><b>his</b><b>original</b><b>realtor</b><b>but you</b><b>were the</b><b>realtor</b><b>that he</b><b>could name</b><b>because I</b><b>was like I</b><b>work in</b><b>real</b><b>estate</b><b>he's like</b><b>Oh, do you</b><b>know the</b><b>major and</b><b>I was like</b><b>Oh, did</b><b>you work</b><b>with them</b><b>he's like</b><b>no they</b><b>came to my</b><b>gym to shoot a video.</b><b>It was</b><b>great they</b><b>like did</b><b>free</b><b>publicity</b><b>for us.</b><b>He was</b><b>acting he</b><b>loves you</b><b>guys and</b><b>will</b><b>absolutely</b><b>be a</b><b>client of</b><b>yours at</b><b>some point</b><b>when him</b><b>and his</b><b>wife</b><b>decide to</b><b>move.</b><b>And so,</b><b>like I</b><b>think</b><b>people</b><b>need to</b><b>realize</b><b>like we</b><b>talked</b><b>about</b><b>video</b><b>video</b><b>video it's</b><b>not just</b><b>all for</b><b>like</b><b>internet</b><b>leads and</b><b>SEO that</b><b>isn't a</b><b>fringe</b><b>benefit.</b><b>But it's</b><b>for those</b><b>relationships</b><b>you get to</b><b>make in</b><b>the</b><b>Community</b><b>it's a</b><b>reason to</b><b>reach out,</b><b>so I love</b><b>that might</b><b>be more</b><b>people</b><b>should do</b><b>it too</b><b>alright,</b><b>how about you, Kevin.</b><b>There's</b><b>three</b><b>things</b><b>that</b><b>excite me</b><b>and I'm</b><b>just going</b><b>to be raw</b><b>if that's</b><b>okay so</b><b>the first</b><b>is is I'm</b><b>rebuilding</b><b>my</b><b>business</b><b>so I'm</b><b>basically</b><b>ripping it</b><b>down to</b><b>the studs</b><b>and I'm</b><b>going to</b><b>make sure</b><b>we're</b><b>pointed in</b><b>an</b><b>accurate</b><b>direction</b><b>from a</b><b>marketing</b><b>standpoint</b><b>from where</b><b>we're</b><b>going to</b><b>get our</b><b>next</b><b>transaction.</b><b>It's very</b><b>important</b><b>because we</b><b>can't</b><b>operate</b><b>like we</b><b>did the</b><b>last two years that just won't work.</b><b>The second</b><b>is I feel</b><b>like we're</b><b>in a much</b><b>more</b><b>controlled</b><b>market so</b><b>we have a</b><b>lot more</b><b>time,</b><b>which is</b><b>great.</b><b>So I'm</b><b>trying to</b><b>learn a</b><b>lot more</b><b>things</b><b>that I</b><b>have never</b><b>done like</b><b>video and</b><b>you know</b><b>I'm doing</b><b>some</b><b>podcasts,</b><b>which is</b><b>really</b><b>exciting</b><b>and so I</b><b>want to</b><b>delve into</b><b>that and get caught up to speed on that.</b><b>And then</b><b>the third</b><b>thing is</b><b>I'm just</b><b>excited</b><b>for agents</b><b>that</b><b>really</b><b>don't</b><b>deserve to</b><b>be in our</b><b>industry</b><b>because</b><b>they are</b><b>not</b><b>professional</b><b>get</b><b>basically</b><b>whacked.</b><b>I mean,</b><b>I'm just</b><b>being</b><b>honest I'm</b><b>I'm they</b><b>don't know</b><b>what</b><b>they're</b><b>doing I</b><b>don't I</b><b>don't like</b><b>the fact</b><b>that they</b><b>enter into</b><b>a space</b><b>they</b><b>diminish the brand and the.</b><b>The</b><b>feeling</b><b>out there</b><b>of what we</b><b>call a</b><b>professional</b><b>agent I</b><b>mean it's</b><b>the same</b><b>thing in</b><b>every</b><b>industry,</b><b>you know</b><b>attorneys</b><b>whatever</b><b>but that</b><b>to me is</b><b>opportunity</b><b>and the</b><b>more</b><b>transactions</b><b>that I can</b><b>do with</b><b>other</b><b>professionals.</b><b>You know,</b><b>the better</b><b>it is for</b><b>our</b><b>community,</b><b>quite</b><b>frankly,</b><b>so I think</b><b>that's</b><b>that's</b><b>something</b><b>that</b><b>excites</b><b>me.</b><b>Well, we're</b><b>going to</b><b>certainly</b><b>see that I</b><b>think I</b><b>know on my</b><b>end I</b><b>study the</b><b>numbers we've lost 100,000 mortgage-aligned companies.</b><b>We've lost</b><b>100,000</b><b>mortgage</b><b>lenders</b><b>since last</b><b>year. So</b><b>in a</b><b>one-year</b><b>period,</b><b>180,000</b><b>started</b><b>now we're</b><b>at 80.</b><b>I would</b><b>predict</b><b>that as we</b><b>get closer</b><b>to January</b><b>1st, we're</b><b>going to</b><b>lose</b><b>another</b><b>30,000. So</b><b>professionalism</b><b>on that</b><b>side is</b><b>going to</b><b>change a</b><b>lot more</b><b>for the</b><b>better.</b><b>On the</b><b>real</b><b>estate</b><b>side, I</b><b>think a</b><b>lot of</b><b>realtors</b><b>eventually</b><b>just like</b><b>escrow</b><b>their</b><b>license</b><b>and they</b><b>go that</b><b>direction.</b><b>But again,</b><b>that takes</b><b>them away</b><b>from being</b><b>the person</b><b>that you</b><b>have to</b><b>deal with.</b><b>They might</b><b>get some</b><b>small</b><b>referral</b><b>fee here</b><b>or there.</b><b>And</b><b>eventually</b><b>they're</b><b>out. So</b><b>we're</b><b>definitely</b><b>going to</b><b>see that.</b><b>I'm super</b><b>excited to</b><b>see how</b><b>that</b><b>further</b><b>amplifies</b><b>the</b><b>business</b><b>and</b><b>professionalism</b><b>that good</b><b>quality</b><b>agents are</b><b>doing.</b><b>So we</b><b>always in</b><b>the show,</b><b>Nevin, if</b><b>someone</b><b>wants to</b><b>get in</b><b>touch with</b><b>you, if</b><b>they have</b><b>a buyer or</b><b>seller in</b><b>the Twin</b><b>Cities in the</b><b>Minnesota</b><b>area, how</b><b>would they</b><b>get a hold</b><b>of you?</b><b>Well, my</b><b>website,</b><b>www.nevinrealestate.com.</b><b>Nevin is</b><b>just like</b><b>Kevin with</b><b>an N.</b><b>So you can</b><b>go to my</b><b>website.</b><b>There's a</b><b>contact</b><b>form</b><b>there. My</b><b>email,</b><b>nevin at</b><b>nevinrealestate.com.</b><b>And you</b><b>can</b><b>certainly</b><b>call me,</b><b>which I</b><b>guess I</b><b>can give</b><b>you the</b><b>number</b><b>right</b><b>here. It's</b><b>9524848231.</b><b>Very happy</b><b>to take</b><b>care of</b><b>anybody in</b><b>the Twin</b><b>Cities</b><b>market.</b><b>Awesome. Well,</b><b>thank you</b><b>guys so</b><b>much for</b><b>being on</b><b>the show</b><b>today.</b><b>Looking</b><b>forward to</b><b>the next</b><b>one.</b><b>Anyone</b><b>listening,</b><b>if you</b><b>have not</b><b>left a</b><b>review,</b><b>this is</b><b>how we get</b><b>more</b><b>amazing</b><b>people to</b><b>become</b><b>guests on</b><b>the show.</b><b>Please</b><b>take a</b><b>second, go</b><b>to</b><b>Spotify,</b><b>go to</b><b>Apple, go</b><b>to your</b><b>favorite</b><b>place,</b><b>leave</b><b>review,</b><b>help us</b><b>out a ton.</b><b>And see</b><b>you guys</b><b>next time.</b>