Kim Knapp: Do it Right - Keep it Real

Kim Knapp: Do it Right - Keep it Real - YouTube

https://www.youtube.com/watch?v=BToQY6xiIyE

Transcript:

(00:00) foreign welcome to real estate Excellence making lasting connections to the best of the best in today's industry Elite we'll help you expand your circle of influence by introducing you to the leaders in the real estate industry whether it's top agents who execute at a high level every day or the many Support Services working behind the scenes we'll share their stories ideologies and the inner workings of how they run a truly successful business and show you how to add their tools to your belt now please

(00:43) welcome the host with the most Tracy Hayes hey welcome back to the real estate Excellence podcast with your host Tracy Hayes this top agent top leader and founder of the real Dynamic agents has over 23 years experience in the real estate industry she is a sought after keynote speaker she's highly respected by her peers in the state of Florida and and elsewhere because I've heard her name being thrown around by others outside the state organizes the annual rebar Camp one Coast event here in Northeast Florida and this is what I cut

(01:14) out of her LinkedIn she combines her extensive experience tried and true business principles real life stories and a comprehensive program designed to reach agents at all levels she is more than just a successful realtor she is a professional speaker she's a gifted teacher who will Challenge and Inspire to expand your capacity to grow your business and take it to the next level let's welcome the lady with the motto do it right keep it real kimnap to the show no pressure wow you you put all that out there let's

(01:46) see what is this let's see if we can fulfill it pack it back it up oh Kim I'm so glad you you could make it to the show and I was actually on Lee Brown's and aired actually a few days ago we spoke like a month ago and I was talking to Lee her and she was rattling off names of all the leadership of people that she knows on a national level and you're bringing in and bringing a speaker to rebar one camp this week from Chicago and I've chatted with her as well she we're going to try to get I

(02:13) wanted to try to get her on the show before there so we can promote her a little bit so everyone kind of knows who she is when she comes in so so what I I actually the first thing usually I start off with where you're from but I figured let's Jump Right In because I want those who actually are on and don't fall off during the show just tell us a little bit about rebar one camp and how how did it evolve so I'd say about 12 years ago Carrie and I were in Orlando and they were having a bar Camp there and we were

(02:40) just really kind of impressed with the idea of Agents coming together and collaborating and deciding the discussion topics being able to actually talk and share ideas sometimes you go to a conference and you've got a title of a class and you go into it and it wasn't really what you saw and you didn't get what you were looking for out of it we're here at bar Camp you're kind of responsible for getting what you want out of it you know what the topic is now you're asking questions and you're

(03:05) sharing ideas it was started about 15 years ago by a group of people and really was in a bar so they were it was after a conference they're hanging out together and they're sharing ideas different companies different brands whatever and they said you know why don't we do this and so I called on my education buddy Kim Sandberg and sunny and Carrie and a few others Mario and said hey guys you know how do you feel about doing this and we started at nifar this should be our 10th year dough is 11 years because of covid but but actually

(03:36) our 10th event and the first one we had at neefar and we had about 200 people there and we literally put chairs on top of tables and put brown paper over them to create division for spaces that's great that's true that's great always always great to have good sir so I I just I want a couple clarifying questions so people have an expectation because last year was the first one I went to okay and my wife's an agent as well and we we went there and started in a bar gives it gave me more context to

(04:07) why it's set up a certain way you have the breakout rooms but really you have facilitators to lead discussion you're not going in there into the breakout room and someone's going to stand up and speak for 20 minutes or whatever is that how is that how they all the events are run well that's how they should be run sometimes they're not sometimes they will run it where they're teaching but that's kind of a disappointment because that's not agents really they like to share they really

(04:33) really do they like to talk it's a very collaborative and so the idea is it's not a class and now in our smaller days when we even up to when we had six or seven hundred people we're still living in the land of sticky notes so people would come in and they write on a sticky note what they wanted to learn and we'd have this big board and then we'd have people working the board trying to organize the thoughts of the sticky notes now what we do is we send it out to electronically suggest a session so

(05:00) we look at what people suggest and then organize those thoughts and come up with what are the spaces that people are looking for the facilitator's job is to pull out some questions and say why are you here you came to this room for this session right now for what right and then right write some of those key things down don't allow people to hijack the conversation because because everybody wants to collaborate and kind of moving the it forward and we try to put people in the room though that do have expertise so they can share some

(05:28) gold at least keep it moving and afford forward Direction yeah I I would imagine what are some of the like say top two or three topic that you are seeing almost year in and year out with some of you've been doing it 10 years so are you seeing some similar topics are things changing with the times so here's something that you point out that's a little bit different about our bar camp and we didn't mean for it to be different it's our Market but bar camp for a lot of it was was traditionally a lot about tech

(05:55) and our very first far Camp there was not like it was there like but maybe like in a 20 25 mode and it was a lot of meat and potatoes and so the entire time you know people have been interested in how do I run my business how do I get you know more more listings has always been on the scene how do I convert more leads ways to successfully Prospect those things are consistent threads you know last year we were talking about how do you win multiple offers you know this year we're going to be talking about how do you

(06:24) service listing inventory you're holding on to right right kind of a different conversation how do you price the home properly right you know especially in the shifting Market yeah because I mean because you have I mean this year when we obviously sold out within an hour and I heard it was 1200 tickets sold some of them are vendors so really literally over 1100 agents actually 1241 sold tickets okay so we haven't even put the vendors in we haven't done that once so every vendor gets four tickets we have

(06:54) 70 vendors right so then a huge representation for the active agents in Northeast Florida when it comes down to a huge group and then you have it different grade you obviously get someone very experienced like yourself in there but you also got some people who just started three or four months ago or I guarantee there'll be people this will be like the first realtor event they've ever been to so it's funny you say that because we're actually this year going to be having Stars like on the classes like one star okay

(07:24) this is like you're newer in the business you know trying to guide people or two stars you know five years or less or you know three stars so so people can kind of really determine those spaces and and if it's at a much higher level it gets to stay there and if it's a more you know beginner level it also use the word beginner because that doesn't that I don't mean to that to sound derogatory in any way but you know you got to learn stuff before you can run yeah right yeah so that's definitely going to be a facet

(07:50) of it this year oh I like that I like that idea I was actually why you're saying that I thought you were going a different way but then you the way you took it was excellent when I went to I went to a podcast convention actually I didn't go this year I was a year before that was one of the things they put on there was everyone like how many years they've been coming right this is my third fourth did you read my playbook yeah well you started to say that I thought that's where you were going to

(08:14) go with that statement but excellent no yeah we've got ribbons for the badges like really fun crazy ribbons but also like my first timer or you know five years or only we only got 50 for 10 years because there's going to be a small group of people that that might apply to right right but we have people that come from at this time I looked we have six different states oh wow maybe and a great vacation in St Albans they're coming down for the weekend but yeah and warm-up that that's excellent and and just the energy in that room

(08:45) when I was there last year so let's I'm going to move on here a little bit but I wanted to get that out front for everyone how rebar is the theme of it why it's constructed and that facilitating type atmosphere versus an instruction type atmosphere but Kim listen where are you from so I was actually born in the midwest in Illinois actually my actually born in the the town of normal foreign there but I was raised in Danville Illinois small farming coal boundary you know town and I left there when I was

(09:24) 18. I started helping to raise my siblings when I was 11. I had my first job when I was 11 delivering newspapers I worked my whole life I moved out when I was still in high school oh wow because I could and I was 18 and finished school and my grandparents were like we need to get you out of here so they took me where my aunt lived which seemed like to them a good idea but it was Key West I was I'm a little don't know anything 18 year old girl going to Key West in the 80s which they just should have written shark my forehead

(09:55) it's like one woman to every 20 men back then is that right oh wow everyone's just at five o'clock everyone's drinking that's the only thing happened I could imagine well until five the next day yeah it starts over so really I mean at that where do when do you start thinking of a career I mean you're 18 years old you just got to Key West so I imagine you're doing Hospitality type work there I got a fake ID and I was a bartender at Dirty Harry's wow when do you start thinking of a career when do things start moving

(10:24) I guess into an adult life yeah you know so I'll I'll skip part of the story so I went from there and ended up in Upstate New York and that's where I met my husband and we both worked at General Motors okay and you know I was never thinking about a career I was just thinking about living a life I you know I love my husband I like being a wife and like being a family you know doing that kind of stuff and we both got kind of early retirement out of there they were downsizing and base my husband he had been there longer

(10:55) than me they said look at if you leave now we'll punch the clot for the next five years just don't come and produces pay a little but you know so we said you know if we're ever going to leave we should leave now and when our kids our oldest was 13. so that was like I just felt like once she got into High School it was going to be more of a battle and so when we got to Fleming Island I will say that you know I probably was my realtor's worst nightmare when we moved here because I called all the schools I

(11:26) called all the builders I had them send me all their stuff I had done so much research myself you know I didn't understand it like I thought I did but I did a lot and I actually enjoyed the relocation experience when I got here I was going to finish a degree in Christian Counseling and I told my husband I said I I think I want to do real estate and of course I'm the like you know person in my my husband's like steady stay the course right so he said well let's pray about it and we'll see

(11:52) and after about a month I'm like what do you think and he's like go for it so that's kind of you know how that happens this is around 2000. you come down so I mean shortly thereafter I mean the the market here is on fire well values of homes are going going up so you're you're riding a wave well not in day one though I mean that didn't really start to happen until like two or three years later when I first started I interviewed a bunch of Agents right and and general agents and then interview brokerages

(12:25) before I even had tested for the state because I wanted to know where I was going some Brokers didn't want to talk to me because I didn't have my license yet and when I went to work for Pete Dalton at that time and I sold six million that first year I sold one 300 000 house and my hair was on fire and I didn't really know what I was doing you know I mean I worked hard and I wanted to do well right but I mean my hair was on fire and then you know and I worked really really hard for all that and then

(12:48) as as you got into like 2003 it was like pedal to the metal right it just started flying and I'll be honest I worked really hard I always wanted to do a good job but I I I went from 6 million to 12 million to 18 now this is 20 years ago you know or 19 years ago really really fast and there wasn't a lot of training back then on how to run a team and how to do any of that stuff I mean I was baptism by fire and learned everything by mistake let's let's dig into that a little bit because one of the things I I really like

(13:22) talking about and of course tis the season we're seeing a lot of movement amongst agents between brokerages and so forth what what led you to your first brokerage did you actually even talk to other brokerages or did you just walk in the Caldwell you know what happened there no I said I interviewed site agents and then I interviewed regular you know eight you know General agents and then I interviewed brokerages and I mean to answer honestly I talked to all these different Brokers and Carol paid at the time was was the broker of the

(13:52) office that I went to and we're having a really great conversation and her sister came and kind of Knocked at the door yeah I was peeked in and she goes hey are we still going to meet for lunch and she said yeah and she's like I love you and she's like I love you too she laughed and the sappy inside pardon me was like well she loves her sister I like her but just being honest it was there was she was just so like human in that moment and you know and she wasn't pitching me she was answering my questions honestly right you know

(14:23) it's like in real estate we say people want to buy but they don't want to be sold when someone starts selling me like I just get exhausted I'm like please just give me the information I'll make a decision so but you've been there now 23 years has there you know I was obviously thinking of this 23 years the same brokerage I know I've obviously you know we were just talking about Christina Welch pre-show she's been you know since she started about 16 years now roughly and so forth I mean has it was there

(14:50) times that you I mean I'm because I'm sure you're getting calls like all of us get called trying to be recruited from different brokerages but what was it at Caldwell that really has kept you there and I imagine there was some sin moments but then you look back and say is the grass greener on the other side so first let me say I you know I always was paying attention to what was going on and I talked to people right so somebody called me you know I might say I want to know what you're doing in case I want to change what I'm

(15:20) doing so I did like knowing that you know not just building those relationships but knowing what else was out there so I don't I don't hold that against anybody I I think it's smart I think it makes you more well-rounded to know what's going on out there and understand the playing field and and there were times you know when the market crashed yeah tell agencies I had 70 locks boxes I had 65 listings when the market crashed I mean y'all just wrap your brain around like you know I mean I have a I have 100 agents you know

(15:49) in my office right now and and they wish they all they had 30 or four I mean 65 and it was crickets and then all of a sudden I I went around to all the all of them that were you know really overpriced and said you know either we have to make this kind of reduction right I need to give your listing back because I just couldn't manage all that right then you know all of a sudden I'm like this is not fun anymore I I like I got into real estate because I love helping people and we do get to be a part of their lives in a way that is

(16:18) really intimate you know when someone's buying or selling real estate they're getting married they're getting divorced they're having kids the last one left the nest maybe you lost a spouse maybe you caught the best job of your life right like there's these highs and lows but when that market turned you know the wife's in the bedroom cry and the husband's at the table you know we shouldn't have moved here you shouldn't take in that job I know oh yeah people were happy right yeah I mean how many of

(16:43) the I mean of those 65 that you had them the market cups and I I kind of did a little reel the other day talking about how we are in the same rate range mortgage rate range that we were in October of 2008 as things obviously it's a return and then the rate started to drop but a lot of these people were yeah caught holding the bag so to speak upside down in their homes almost literally overnight I mean how you're what's the word triage you're running around and you got all these listings now it's like you know

(17:14) and then how far will the market drop right so you're trying to I would imagine I'm just thinking you're trying to reprice the home and now or couldn't and then were there a job there where these people were leaving or did they have the job offer anymore that they had and what was the whole reason why they were moving right and having to deal with all the situations I think for me that's when I really learned I need to know more it's not enough to be to be good with people and you know know your contract you need to

(17:43) really pay attention to the market and that's a macro and micro you know what's going on your local market what's going on nationally how does one area affect you know another area right you know and that's when I really entertain like how maybe I need to leave maybe I need to go to a different company right and you know my mother's words kind of rang in my head that you know if I went somewhere else I would be with me when I got there what would actually be different and I realized I needed more

(18:08) education is is a crap ton of real estate by then but I needed more education I need to do my business on purpose I needed to run it like a business I needed to take listings sellable listings on purpose and that's when I started to get involved in CRS other education and National masterminds and I just got really really better at what I was doing but it was it was learning that you know the whole CMA thing I'm gonna I'm gonna take three houses and take some numbers on them and out comes the magic you know what

(18:41) everybody realized when the market went down a student if you priced a house based on the most recent Souls the pendings were already here below that so like that's not a thing so you have to really learn how do you price you need to look at how much competition is there you know what's under contract you know what did the market reject expired Market rejected properties you know agents who've been doing real estate for the last three years they don't even you know expired listings what are those

(19:07) right right so you know it's just a looking at it more holistically and and now working with sellers to strategically position their homes on the market you know which is a little different well I've just noticed you know in our neighborhood I think I use this example the other day my wife had a listing it just had to be in our neighborhood in St John's Golf which is a popular neighborhood in St John's County she went in priced it priced it right had it decluttered staged to a point she got actually really the escalation

(19:38) Clause were thirty thousand dollars more than asking she had four offers listing it on Friday by Sunday she had four different offers and back and forth and this was recently this is just right before Thanksgiving we literally went on that we were boarding the cruise ship on Saturday she had just listed it on Friday the calls are coming in so she's juggling trying to as we're failing out right you know Murphy's Law right you got to go out of town the phone's gonna ring yeah but obviously she did the

(20:04) right things there were other houses and they were still sitting there at 16.90 because they're just Priced Right what you meant you mentioned you you reached that point where you got that kind of we want to say an aha moment where you're like you know what I need to take myself to another level what was it what was it you think that that triggered that actually it was just attending she became my Yota a Jackie Leavenworth as a CRS instructor at the time National speaker and I went to see her and there

(20:34) were so many things that she said that were so simply true that I didn't do and I was like this is so simple why didn't I know this and when I realized that there were these these things that were just so simple to implement I didn't know it immediately was like well what else don't I know right clearly there's a lot of the sphere of all things you could know like I I know this little dot right here and it really changed it you know investment property you know how to buy how to buy investment property like

(21:00) really learning like really learning right buying or selling it to knowing how knowing the other side how to how to sell it to an investor I mean I I own two million dollars worth of the wrong property when the market turned right because I did not invest myself in literally knowing how to figure out those return rates right and and my cash flow like really understanding that you know you can get that information so it was really kind of life-changing to and and that's why I think I get so passionate about education because the

(21:33) more you know the more valuable you are the less mistakes you'll make the more people that you can help and it can change your life AI well from from a marketing standpoint they talk about you know be that be that person in your area right whether it might be your neighborhood I know in some of your bio stuff I was reading about how you you know you became very focused on your neighborhood and I had Austin prep on the other day he is very focused on on his neighborhoods starting right there but did you even have a vision of the

(22:05) collateral benefits of you be you have become a I'm going to use the word icon in a way if there's if someone was to Rattle off several people who are go-to I would say know it all so knowledgeable people who you want to you know kind of have on your Rolodex and you know you run into something you want to run I know a lot of Agents have told me you know they've come to you for different things running business ideas or whatever by you but that collateral benefit of you digging in at that time to now fast forward to 2022 almost 23

(22:36) and you are you know in that leadership role just naturally have become that go-to person in the region well I don't think I ever that was ever an idea I haven't thought of that one time but but I'm a giver by Nature I've never been you know held things close to the best I feel like there's enough a kind of an abundance mentality there's enough for everybody and maybe that you know maybe that's part of it just just being willing to share you know there's no room for arrogance like you know this

(23:06) you know that's how my granddaughter's telling me you know well do you think I'm prettier than her was this somebody who's prettier contest can we all can you all be pretty is that okay yes and so I think in real estate you know a success is measured different by different people some people I sell three million a year this is perfect if I sell five if I sell ten somebody who sells 10 a year shouldn't feel bad with the next to the person that sells 25 unless they want to sell 25 then don't

(23:30) feel bad find out how to do it right but there's room for everybody in this industry and so I think just being open is better for all of us right you know right kind of a thing yeah no 100 and I you know like anything that any whether it's it's Athletics it's business there's only a certain percentage of people who are going to take it to a certain level you know week question how does Melissa Rick's you know do 70 million dollars just herself you know and you you try to wrap around that but

(24:03) the realization is you have to she's at a different state age in her progression of being a real estate agent some people get on a fast track maybe they hook up with the right person or maybe they're just things just come naturally to them there's some things you know in life people are just attracted to them and not to not to measure yourself to someone else but to reach out collaboration is in 100 and you're 111th episode it's been mentioned in probably 90 plus is how do top agents will

(24:33) collaborate with you you've got a question and I know they go to you all that I've heard of numerous times they called Kim and told her hey this is my idea and you've sat down or whether it's on the phone or had coffee with them whatever so you guys can do that with anybody you could do that with anybody there's somebody that's like killing it in your in your Market call them up and say can I take you to Coffee you'd be surprised they're gonna say okay very rarely will you come across somebody

(24:57) that's like yeah I'm not doing that so you look at the market and you're like like what somebody's doing reach out I'm I promise you they're not looking to come find you you know especially when you're a mentor a mentor is never looking for the mentee because when you're that kind of person you poor poor poor poor and like it just like falls through a hole that's not very satisfying yeah but when somebody's coming at you and they're like oh what and then you watch and then they go do

(25:22) it and that's satisfying she's like oh check them out you know they're doing it there's I don't think there's nothing more flattering if you respect someone to actually call them up and say you know what I really respect what you're doing can we can we sit down now there's the two sides of that that person if you're really into that you know person I'm sure you've had many of these people come and sit down with you like Kim what do I need to do Kim what I need to do and you say well I would

(25:49) suggest you do start with one two and three and then that conversation leaves that's where your heart kind of drops right because you're you're flattered and just like you want to reach out and give but you're like okay I told you what to do but you now didn't do it you know so those kind of you kind of take some hits on those I think where you got to control it is because you care about people's is that you don't have the same conversation three more times right you know I love I learned this

(26:18) from my pastor in New York matter of fact my son and Kerry now my niece are there visiting just visit him now so this is you know he married my husband and I 30 some odd years ago but he said you know he would be a couple come in for marriage counseling and they would say whatever and he'll go okay here's what you got to do before next week and they come in next week and they go how did you do and you go well we didn't do it and he'd say well we don't have anything to talk about so why don't you come back

(26:40) next week because he wasn't going just to talk just to talk right right no it's not osmosis doesn't happen you you have to actually do something so I think you know I'm I'm probably you know wasted a lot of one conversations but I don't want to waste a two you know what I mean I think that's where you kind of try to hold people accountable that they need to do something with it I'm not just changing because I do actually have some questions here so delete us on here well this is we

(27:08) just kind of touched on this a little bit so this will carry it on I took this quote right from your one of you I don't know if it was in LinkedIn or I think it was probably a link to you that's where I got most years up early on in the game I decided that I wanted to be successful I should find out what successful people in the industry do what were some of the things you know if you're you're if you're you're talking training at class or you have that agent in front of you that's obviously looking

(27:36) for people that are smarter than they are or successful I mean what what are some of the things that how they should approach them I don't know if people are nervous to approach them I guess it's kind of It kind of like that scenario or you know guys are in a room and there's a pretty girl and everybody was like oh you know that successful person oh he's too successful you won't talk to me what's the best way to approach someone like that first of all that's just your own their own self-talk yep you know

(28:00) that that's the same thing you know customer agents do when they haven't kept up with their database and they're like I can't call a person from five years ago and I'm like well what do you think's gonna happen you're gonna call them and they're gonna go Joe I can't believe you haven't called me in five years you know yeah they're gonna go you know I mean they're not they're not talking to dinner about you for not calling so it's that same self-talk it

(28:22) keeps you from doing that that prevents you from just walking like what's the worst thing that's going to happen to you like what's the worst thing if I can encourage anybody get your mindset right just get your mindset right if you want to be really good at this get out get over being butthurt about stuff just you knock on the door or you call the person and if if it's not if it's not your tribe then next same thing with reaching out to people and you know I wouldn't have never I would have never started

(28:50) farming when I did I wouldn't have understanding follow-up after the sale when I did those are all things like I really understood early on it was the business part of it that I that I that I hadn't learned but I'm very thankful I had a lot of mentors and I'm very thankful for that right it was on the marketing you know because that's that's really obviously you know prospecting marketing whatever term you want to put with it how important is it and and over the 23 years you've you know you've

(29:17) coached a lot of people and a lot of people following you how important is it for them to find what they do best and it might be cold calling it might be knocking on doors it might be just be involved in all the things at the church to get themselves out there but how important is it for for them to find what their personality what they like doing what they're good at and obviously produce as quickly as possible to really accelerate their career as far as prospecting well it's necessary for survival you know it takes long enough

(29:49) when you're newer in this business to get this Wagon Train rolling and so for you have to have an open mind you know don't be that kid that you're like here try this you know whatever and they're like oh I hate it have you ever tried it no I haven't but but you just said you didn't like it right but you don't know but you just said that right but real estate agents do that and it's like you and not only do you need to try something you can't try it once you know my my best friend we've been friends

(30:14) since we were 11 years old you know she got into playing pickleball and she has a sister-in-law that's extraordinary at it her and her husband both got involved and I mean she she never played me I played a lot of sports she didn't play sports she she was she played the viola so she did climb mountains really accounts for something I wouldn't do that but anyway she lost like 90 games that she participated in before it turned right now I'm not telling you guys to do 90 open houses but what I'm

(30:40) saying is she's an avid pickleball player now and she's extraordinarily good and but she didn't quit and I think agents will do two open houses and go open houses don't work they'll call two expireds they don't work you know I I farmed for four months it doesn't work you you gotta give it a chance to figure out what works but you do have to line up with what your personality style as well you know and figure out what what resonates with you and then do it with all your heart just commit right but I

(31:09) think everybody should Farm that's just my opinion I mean you've got your sphere your farm and then pick another Lane but but farming is like it takes it takes a hot minute right for it to you if you pick a field you know you got to clear it and till it and plant it and water it and fertilize it and then the first year it's kind of I mean you know but each year it gets better and I'll tell you when the market turns I went from 48 million the year before to 15 million the next year and you know

(31:35) because we said well you sold 15 million now when you when you got people that work for you and 15 million was not going to cover cover the expenses right but if I wouldn't have had my farm I wouldn't have made it through that Define that for us and for the audience too Farm meaning your your sphere and you yeah I think you were talking about working your neighbor it was the first thing you did yeah so yeah I started out we delivered I did a newsletter I did I I my family delivered it in Fleming Island Plantation for you know eight

(32:05) years ourselves everything thank you one newsletter went out and dropped it on everyone's yeah I had a little hanger actually a little hanger put it up on the on the doors I had everybody helping actually Carrie and I'll just say this because a lot of you and I know our shoes the last time she delivered new newsletters she was doing on Rollerblades she rolls up to the door and she goes to stick it on the knob and the door flies open fired this guy's walking by with his car and she's like I got your newsletter

(32:31) so she took her rollerblades off but yeah so we did that and then we did events and father daughter date night mother son date night and door hangers that said you know we're accepting trick-or-treaters or I mean we just I actually have a whole brochure that's like 40 pages long of just Farm ideas right and what ends up happening is the people feel like they know you I mean Mona Gardella told me when she moved to flemingham Plantation she goes I thought you were like the real their realtor like they didn't have a realtor well

(33:00) there wasn't one but that's when you do really good farming you know and people see you as you know the expert in that area I mean I was thinking of all the people Patty Ketchum has that story about her mom with the card oh sure yeah yeah my mom good card I was going through some of the past shows with a Cole slates group over here she was talking about farming she said it took about nine or ten months before she got her first listing but it's it's it's started the snowball from that standpoint you become the you know like

(33:32) you said the person of the neighborhood now here's I'm going to give you the uh I'm going to let you give the overcome this slight objection because I can see this happening I know in my neighborhood my wife's an agent I got Christina Welch I mean there's a lot of great agents that have actually lived in St John's Golf at one time or another there's probably at least a minimum of a dozen agents living in in that neighborhood anyone farming that neighbor not that I see I'm not getting the

(34:01) postcard I'm not getting a newsletter I'm not you know unless they're on a community page that I don't see but obviously most are well there's a lot of other realtors in the neighborhood my reasoning is I know that neighborhoods turned over quite a bit just since I've been there but we're transient area people come in and out they move to other neighborhoods and type of things that the same people aren't there from the beginning they just because that other agent's been there as long as you have doesn't mean

(34:27) everybody knows them either well no I mean you want to pull up you want to get in the MLS you want to create you learn how to use the MLS learn how to use it I mean I know you know how to find stuff but learn how to actually like really make it do what you want but so I have a view created Called Agent View and I use it for the listing agent I pull up a community sort it by agent and now I can my listings okay one one one sold two one two twelve okay new neighborhood so first of all it doesn't have to be your neighborhood but

(34:56) if nobody's dominating your neighborhood then why not it be you like you can't assume you can't even assume that somebody's gonna use you again that was happy with you unless you've kept up with them in a meaningful way so how can you assume people that may or not may have any idea who these people are right you know if I I used to I I you could still they're out there at home I think it's called at home.

(35:19) net they do homeowners association websites and I was willing to pay them and I created one for Fleming Island Plantation not an HOA but it wasn't trying to look like an ajoy but the functionality of it collecting all their email addresses I put all the floor plans on there they had babysitter you know and Lawn people and all this kind of stuff that they can share and get those email addresses now you can put them in your drip pancakes you can send them you know data reports on what's going on in the community I'm

(35:44) telling you you get in front of them and you do it consistently you'll be the person they call yeah yeah I don't I don't I do not not see it happening enough and you're not the only one as I said Austin prepkey like he's doing his video he was he was on here the other day if you go back and look at the last episode he he tells you he's doing his YouTube video once a month on you know what's sold and everything in the community and he's walking around the community and there's people that know

(36:09) him and he doesn't even know but because getting into social media creating relationships he's out there every month and everybody thinks he's Mr Beacon Lakes we'll get get into the neighborhood group participate in the conversation one of my agents is a world golf village and he got two listings off of participating in the conversation and took took that conversation actually there are two people different time frames that were disgruntled just like I can help you if you want you know in a nice way but I can help you if not

(36:37) being here is what's going to make you happy but participate in in those groups show up to Neighborhood events you know be a real person you know know me like me trust me hey folks this episode was produced by streamline media the number one media company for helping Brands generate great content that converts I knew I wanted to start a podcast to reach more people and bring value to the world but I did not have the time or the knowledge streamline media became my secret weapon to building my show they handle all my back end work production

(37:06) and strategies to keep my show going strong if you're in the real estate business and looking to make content that generates more leads and brings in more Revenue check out the Streamline Media Link in the show notes and discover how partnering up can supercharge your path to real estate excellence how you know 23 years you've seen the evolution of social media how it's easier you don't have to necessarily do the newsletter you can do a a video if you want to in your own room with nobody around but obviously putting the right

(37:42) Search terms that everybody in your neighborhood is getting that YouTube video or Facebook video whatever my gosh you know I remember Eden Jordan you know slumping herself over my desk going Kim you've got to get on Facebook I'm like I don't need any more emails and notifications and then that you know what you know and I I just laugh about and I don't know thank you thank you Eden for bringing me around but you know there weren't influencers before that right and and now you can have such a

(38:09) broader reach you don't want to get caught in you know I I get so many people to look at my stuff if nobody's responding right you need to be on purpose with what you're doing and certainly now I mean we can't talk can't figure it out right the second but I mean when you learn how to cross-reference your video from where you're doing in your reals or Instagram or how you're using it on on Facebook or how you're leveraging it on YouTube and where where you're sharing you can do a

(38:34) lot with content and so to find out who you're trying determine who your tribe is and then speak to that tribe but it's a lot easier to get in front of people and there's some people that like on your personal page I still run into this personal Instagram personal whatever like they like I don't I don't want to be friends with a customer on there and I'm like because what are you doing on there like what's the reason like on your personal I mean I don't know a lot of people that are flocking

(38:59) to you know of course you know no new people are joining Facebook right now so we all need to get a hold of that concept right now like nobody knew the young people left the building but people aren't chasing down to follow a realtor's business page like who's got 10 000 people Brian Copeland has five thousand right and Brian's off the chain so it's your personal people want to know you and Gordon Rainey said a couple years ago now I would always have like I'll friend him after the closing he

(39:26) goes to suit first Contact I friend him he goes I deal with a lot of military I deal with people coming and going from all these places and the second we connect I friend them they're getting to know me I'm getting to know them we're building a relationship and connecting and I'm like damn right it's just so and the second thing I just want to say about that is it from from a decade ago I've told people on social media is a gift to us and our business because we can go in and people tell us all the

(39:51) stuff they're excited about all the stuff that makes them proud all the things they want to celebrate or or if they're going through something difficult and it gives us a way to meaningfully you know I'm so sorry you lost your dog it's genuine you mean it and I'm sorry and you connected or sell it to send a card to their kid who just won nationals and you know their sport right and they're like the kids like that's cool like I actually got mail I didn't know what that was but the

(40:16) parents are like they knew my kid was awesome right so connect in ways that are that are authentic and meaningful and social media gives us that and social media yeah you brought the word that I was going to you know say next is the the one that phrase is again going back into a lot of my old videos and going through them and talking with many agents the word authentic is coming up I think if I searched it through all the videos I'd probably find it I didn't notice it was there as much as it is but being authentic you know when I have a

(40:48) guest on the show depending on where I can find their information some of them some people don't have any LinkedIn so I'm like okay because that usually gives me a nice little timeline I can create questions off you know that and start a conversation sometimes I got to go on their Facebook and I start going back and I can look at their pictures and you can look at you know it's it's become their photo album for a lot of people showing their kids 10 years ago and now pictures of you you're seeing them today

(41:15) and you know and people start to get an idea like you said you start you know people like to do business with people obviously who they like and who they trust well they trust people who and I have some a lot of similarities that they have you know maybe if they do have kids maybe you're a similar age I don't know maybe there's a single mom there's a huge single mom family in the in the real estate that there's a lot of women doing really well with that but they're bonding through something in in that

(41:41) social media opens that opens your your book for the for those people through your possible future customers to relate to you and well that people are always looking for commonality and that's where even on on first contact with somebody you know in person or on the phone you know you're asking a lot of questions some agents spend we'll Dive Right into talking about themselves and it's like you got to just restrain that and spend as much time as you can learning about the other person and they

(42:09) want to ask questions back and that's fine but it's really Discovery and and finding that that commonality is really funny it could you know you meet somebody and they're like you know oh I'm from I'm from Illinois oh me too we must be distant cousins you know it's just like somehow it's just the only commonality is like a whole state you know but somehow that resonates she does right so it's it's really seeking that out uh that that is so funny I I've introduced some minnesotans to

(42:36) themselves and they're like bonded they're I invited us to Christmas parties and go boating and everything it's like I interviewed that it's like you know how that even even then it's it's brought into the Midwest right now you just but yeah people have treaded over the same Turf I I think I had uh had someone on the other day uh what we were talking about yo why the some of the military not all they're really all the military you may not have served at the same time but if you're a marine

(43:03) you're you know and you went to Paris Island like my dad did in 58 or you just went through their you know five years ago yeah yeah there's McDonald's there and it wasn't there in 1958 yeah and things were done a little differently but you have treaded the same Turf and sweated on same you know dirt and there's a commonality there and there's a bond and a conversation that because you have been there you go I do it a lot with my pseudo alumni we've all bet we went through the whole thing different

(43:31) time periods but you know this morning actually before you came I was talking to a class of 66 guy I mean he he was through this little before I was even born but we're we're talking in in conversation like you know hey we're we've been hanging out for years because we have that commonality I have an agent Kim Cameron she's going to be at bar Camp Bart Kim's awesome she's also a CRS instructor team leader in St Louis and I don't know how many years ago and it's one thing I love about CRS we have a

(43:57) kind of a slogan of like rip off and duplicate so we all just sort of share stuff and she has this like great now intake electronic intake form she also has a paper version but just really as she's you know learning about her people it's like if you were gonna go to a party would you have a glass of wine would you have a Coke would you have a you know whiskey or whatever just really drilling down into building your database on you know what what sports team do they like she has her clients fill this out or she fills it out she

(44:27) she doesn't she has them fill it out and it's just really fascinating for them you know because now they really they really know how to connect with them right and and it's she's got an incredible database and how she does that I mean she's like the queen but it's something that we can all aspire to be better at I'm sure whether it's their sports team or you know what bottle of wine to send them what kind of music what kind of concerts yeah you know and it could even be like you know I'll see something actually I

(44:55) just Sean Carpenter who's one of our speakers coming I got him so that I don't buy Sean Carpenter Christmas presents okay but he's really into breweries and everywhere he travels he always visits a brewery wants to look at their local ipas all this stuff right and I was at World Market getting Christmas presents and I saw a box that was like beer trivia I'm like I'm going to send this to him so that's what ends up happening when you have a customer there's a concert coming you email it to

(45:17) them like they come top of mind right but you got to know it first and it's those little little touches I've got another quote here being in real estate has nothing to do with selling houses or just opening boxes she says people are looking for a home a place a refuge at the end of a long day or to celebrate the most important moments of their lives that's a big decision I'm here to help and make them that Vision a reality how have you taken that culture are you kind of describing a culture and how do

(45:47) you how do you maintain that with your age I mean you you've got you said 100 agents a year you're influencing them it's got it it gets difficult when you start getting them to have them you know stay focused on the culture how what's something you do in the office to that guy well first I just want to compliment them I mean I have the best most compassionate professional giant group of grown-ups ever I mean they're really phenomenal and I mean that really is our our culture you have to get you know

(46:19) buyers buy houses and sellers sell houses and we navigate people through the process we gotta we gotta not be attached to the outcome right and and know that this is too big of a decision that you're in you're not going to make somebody buy a house you know you're not going to do that but you can give them that right information I mean this is the place they need to go this this is it and sometimes this is it's completely irrational I mean I you know I when I learned how to manage showings which was okay here's what's gonna

(46:51) happen we're going to make appointments we want to try to keep them sellers you know really work hard to prepare their home let's not take any notes or anything on the property let's do one lap and decide if you would buy this house and if you would then let's spend some time if not let's move on I I had a FBI statistician who had a dossier on every house you would print up the Google overview and the deed and the mortgage and everything at MLS and and he had Furniture taped together like a

(47:13) newspaper they could unfold so I could see if his furniture would fit you know cardboard the size of his plates and and this started and then the toothpaste was out of the tube and I'm like I can't reel this back in and so we did this for a year they would come down and then they walked into the house that they bought she she went in first the house was vacant she stood and looked through started crying but this is it he didn't even really make it in no newspaper Furniture no cardboard plates no dossier

(47:40) so it's not always a rational decision but you know it's it's navigating that that this is such an important decision for people do you see yourself here how would you you use this would you feel good coming home here at the end of the day so someone of the I mean I don't say it's not only males I'm not sure females but the male side of things were probably not or even the engineer we can label it as you know the engineer is more analytical or is this house gonna you know appreciate in value or you know

(48:11) they're they're trying to figure out everything out but what's really important is how they feel when they pull in the driveway every night um and uh and get up in the morning where they're at and so forth how do you you know that new that agent that comes in how do you what are some initial steps that you put them through that when they're they're interacting with that buyer or seller you know that initial interview what are some things that you encourage them what are some questions that that they should ask that

(48:37) maybe not a lot of people so that's not really important but it is important when you're about trying to build that relationship I think you need to know people's why and you need to sometimes go deeper you know say they say something like you know well I just really want privacy tell me more about that does privacy for them mean two acres does privacy mean there's trees behind the house you know what like you you they they want a four bedroom house tell me more about that how would you use that space

(49:06) well actually I need three bedrooms and an office I'm just saying like when you when you you you learning about their why why are you moving at this time well you know we really want to get back up by our family we'd really like to go for the snowflies our our grandkids or have a big winter production we want to go see when you learn people's why you can take them back to it when they're being irrational right you got a thousand dollars worth of repairs they they're happy with the price they're happy with the closing

(49:34) date now there's a thousand dollars in repairs and this is now we get into the principle of the thing right and being able to say look it let me ask you so you guys you're happy with the price and you feel really good about the closing date because that's going to get you to where you go and when you want to be there if you get everything else you want would that thousand dollars in repairs be worth it don't answer me right now I want you guys to think about it whatever you want to do I'm for I'm

(49:59) I'm four I just want you guys to think about it get back with me tomorrow let people you know think I mean agents are so quick to negotiate I'll have you know like they're negotiating like in like in one second I don't know how you're doing that if you're actually talking to your buyer seller right but I've had I've had sellers and buyers call me back five minutes ten minutes later and go wait we changed our mind let's do this let's like slow down but when you know there

(50:21) why you say more the buyer it's a thousand dollars worth of repairs well if they're not doing it you say well okay hold on you really wanted to be in the school district you this is the price range you want to be in the house checks all the boxes and you're going to get in by the time frame if it meant getting everything you want but you're getting 99 of the hundred things right but you got to frame it right but if you don't know what's important to them and why you can't bring them back to and

(50:44) then you know so a lot of deals fall apart because the agent gets in the way if I can just tell you it's not your house not your money stop just stop don't answer for other grown-up people I have agents say they'll never pay twenty thousand dollars over the list this is like seven years ago and I go would you just ask down without your spin on it you know their ages act like they're all like and I can't let them do they're grown about to spend a half a million dollars I think they can decide whether

(51:12) that's in their best interest right right but agents get get in the way and and then help just help navigating people through how do we get here in the first place because people get irrational when they feel Under Pressure really learning negotiations on doing a win-win so I I think of a situation I had and I really felt and I this is the way I felt so I don't know if it's how the agent who referred me but that never referred me again after it because it was a house that had the roof was basically gone uh air conditioning is

(51:46) was on its last thing so there was 30 000 plus dollars of these people really wanted the house they had the sellers but it was back to that situational I mean either ex this is the this is the deal so you either take it or you go back to the seller and say Hey you know this is the situation they're not the roof has got less than two years so we've got to do something and they went back and ended up we've ended up doing uh roof escrow and and they ate the air conditioning uh buyers going in they they accepted it but I was like do

(52:23) you realize if you don't go back to the seller and say hey this is the only way we're going to make this deal work that next person walks in the house that air conditioning you go and be gone and then they aren't replacing the air conditioning because no one's going to buy the house or unless they're going to take you know dollars off so to take that next step I think a lot of them get transactional or or for that standpoint and not like you said take that next step you know we don't know what the buyer you

(52:52) know the person on the other side what wall they're against you know we don't know where they're at I know a lot of people like to say oh well they bought the house for this and now they're selling it for that well you you don't know what happened they could have actually used up all the equity paying for medical bills you don't know you know that's not your they bought it at market value you're buying it at market value yeah and you don't know and and you have to yeah like you said to walk

(53:15) away from that there was a term of what made me think what you're talking here it's not like buying a car where I can go buy the same Dodge pickup truck I have now at a thousand other dealerships all around the country I I can I can do that so yeah it is just a physical piece of metal that other people are selling but that house on that lot at that address there's nothing is more unique than you personally as a human being well I think that a lot of agents this isn't a bad thing a lot of Agents when

(53:47) when you learn how to identify it and and control it but a lot of agents are people Pleasers right and in in in in doing so sometimes they do a disservice they think that they're doing a good job as always winning something sometimes that's telling people the truth that they need to hear right right so and for sharing Alters is the one that taught me this years ago and she said on a scale of one to ten how honest would you like me to be with you and really having that conversation you know early on whether that's a seller or

(54:20) a buyer and you know so that could be whether you're negotiating repairs difficult information part of that is is is being knowledgeable get educated with a seller you you would have should have already had that conversation right about the roof all of that what the potential is being uninsurable all those kind of things understanding you know maybe if the AC is really old get a pre-inspection I I have something for the sellers I created years ago it tells them all the benefits of a pre-inspection and then they have to

(54:48) check a box that they choose or decline and sign that makes them more responsible see we you know we we don't treat grown-ups like they're grown and then everything runs downhill this way right so making them responsible and I've had agents go well what if you well then you have to disclose that stuff and I'm like yeah it would be worse to just close it than like have the whole deal blow up because the buyer is going to have it inspected and find it anyway like I right and so would you feel even if they

(55:17) didn't find it you custody knew there was something significantly wrong because you knew you know whatever it is and they did and someone didn't could you hold your conscience with that well well you have to disclose I'm just saying like they're good it's going to get discovered I mean will their inspector find other stuff yeah but they likely won't find any other big rocks right and so now the seller's not surprised I tell the seller like this puts you it's entirely up to you but by

(55:43) doing so this puts you in the driver's seat you know what's what's ahead and maybe you can pre-plan on how you want to handle that so I mean that's that's just just an example you are pro free listing inspection yeah 100 and I got to tell you you know I I spent way too much time organizing 500 800 worth of repairs just ridiculous copious amounts of time and and so I just didn't want to do that anymore and and then you'd have deals blow up over probably things that weren't that big but you have a buyer

(56:16) who's very Fantastical about everything who's like if this is a sign from Heaven you know and it's like no this is kind of normal and you know it's a house that's 11 years old you know but just giving people the truth agents that won't tell a seller that you know the house smells like smoke or you know that the the carpets and rep whatever it is it's like so that So the plan is to let the market reject like that's the plan you know or do you tell people you know look it is is the goal to get the best

(56:44) price now maybe it's not sometimes it's not sometimes people have other other urgency or but if they say yes we absolutely want to get the best price well if that's the goal would you be willing to x i Am pro pre-listing agreement because I've seen it on my side because we you know the thing comes back well hold off on the appraisal yet we're not okay with the inspection and you you work so hard you agree with me you disagree with it you work so hard as an agent to get that buyer put them in

(57:12) there and it's okay this is our home they sign the contract you would love that you could close like within the hour right but you have some you're gonna have typically three weeks to 30 days or more before you're going to close so now they're gonna go home and have standard procedures did we do the right thing did we buy are we buying the right house all this is going on they go and do the inspection and then find the thousand dollars in repairs that could be so minor and like done the next day but that's that is their ticket

(57:46) out of the deal and if you leave that out on the table because you didn't do the pre-listing inspection nothing that you did all that work matched them up got him to sign a contract got the contract accepted and now you're giving them an opportunity to get out and I never really thought about what you what you just said the time spent to get the smallest stuff just done because you want to get it done right away so you know everything you know they you know sometimes before the appraiser gets there you know if it's

(58:15) something that like that that needs to be fixed and you the stress and your time so there's a ticket out in your time that you're saving but promoting the pre-listing inspection that's brilliant yeah well it's worked out really well it worked out really good for for us and like I said puts a seller in the the driver's seat and also you you realize like you know these 500 800 repairs agents look at part of your role is like managing this whole thing and when you're on the other side of it you

(58:46) have a buyer and it could be more than that could be a roof everything agents who just say tell their sellers here's the here's the inspection report if you want to go get some estimates like don't do that don't don't do that like you need to have people that you know you work with that you can take control of that situation and help guide them through through that process but when you realize it's all this little stuff it just in well we don't understand sometimes as agents is people are looking for a

(59:12) reason not to buy not to buy and you can see that when you're when you're showing houses what are they they they're they walk in and they're instantly pointing out don't like that don't like that don't like that don't you know whatever and and when they start having positive buying signals where they're going oh that's beautiful okay this is good yeah because they're they're really you know it's a big decision so they're often trying to talk themselves out of it and

(59:36) the average negotiation is 21 days and Asia was like I only negotiate contracts for a day or two it's like oh there's far more than that right you know you've got the inspection then that you're waiting on the appraisal which you're getting hung up on and you know is that going to come back and you know we're that's probably going to be a little wonky in the coming six months yep yep I'm gonna wind down because we're a little over an hour here because some of the standard things and I know you're a

(59:59) promoter but I want to hear your your pitch on this how important is it for agents to con continuing to educate whether whether it's going down the knee far or whatever local board there may be getting the structured classes or there's a some lenders putting on a VA loan seminar or the home home inspectors doing all the different things that they can go and get a free lunch at or or breakfast or whatever how important is it for them to schedule that regularly whether it's you know weekly or monthly

(1:00:35) that they're continuing to grab nuggets on a on a regular consistent basis well I mean it's mandatory so anybody do it different if you're a reader then and or you're watching YouTube videos and you're and you're reading and you attend you know one or two classes a year then that's fine if you're not you you need to get places because first of all there's Solutions there's there's Lending Solutions right you might not be able to do it this way but I can do homes for Heroes I can do a USDA where

(1:01:01) this house is you you need to understand how all of that that works promote John Adams renovation renovation loans or VA renovation loans maybe the veteran can't buy the house it is but if we do a VA renovation level right they're they're lending has built within it several a variety of solutions right but it's the same with a lot of things and the more the more an agent knows the bigger their Arsenal is the more they win you know it's your unique point of difference so you know I was talking to my agents

(1:01:27) about portability and how many agents don't understand that you know in this market in the last year I had friends that were in real estate who were selling their houses who realized their just market value was really low went to the property appraiser got it raised 100 120 000.

(1:01:42) all of that and they're just market value and their assessed value that difference is the portability you take with you to the next house and so now they do that and they take an additional 120 000 on the 70 000 they already had to the next house now if that's that's information that you understand does that give you a unique point of difference when you go to a listing appointment one things I make sure is that you're going to get your you know a maximum portability when you go to the next house that's one little kernel I gave in like 27 seconds right

(1:02:06) but there's thousands of those kernels you can't get caught up where that's all you're doing but once you stop learning I asked my agents who would you ever work with an agent who's been in the business 20 years who tapped out 10 years ago or a brand new agent with a chip on their shoulder you know what they say every time the brand new agent because it's so hard to take somebody who tapped out a long time ago and try to tell them they don't know what they think they know it's just that the new

(1:02:30) agent knows it and they're just they're just they're just fronting so you can work through that right yeah the one who tapped out you can't yeah the Market I love this statement Union I know you hear this all the time you're working with Buyers or calling on fsbos right or whatever but the buyers will say oh well I've sold many of homes I know what I'm I'm doing and when you let them kind of take control especially over pricing I guarantee any agent has a any more than two or three listings right now they

(1:03:00) have somebody in there that's not priced the way they suggested the price to home that they're telling them they're smarter than the agent when in reality they're not because they haven't sold homes in the last six months or let alone the last three months in what's changing you know what was happening last year you know to compare this year and how you're listing and structuring the deals and so forth and you staying abreast and staying and I think the the bottom line word and as you agree with

(1:03:25) is having that confidence to express that to them well then you need to know how to get the data and you need to have you need to know the data so whether you're you're using if you have an in our in our MLS demos analytics you can check that every day and say okay we've got three and a half months worth of inventory the days on Market has gone to you know 39 days from you know up from you know whatever days what percent that's up when you know that specific data and you can go by month but I'll

(1:03:49) tell you when you go to a specific house the days on MAR the the inventory that we have it may not be three and a half months and the four to 550 range in this community D for three bedroom houses might be five months so you need to be able to know how to do that research do absorption rates so you can explain that data and you need to be doing it from the beginning not trying to back clean up with it later right right you know and setting those expectations but again that's that's you know being being

(1:04:14) honest with people they're still going to make a decision they're going to set the price but I I was helping one of my agents we resolved a binder dispute with a fsbo and the daughter was handling it and I was talking to her a couple weeks ago and she goes and we knew each other from my farm she knew me she was well Kim it's not like the market turned on a dime or anything I said well no disrespect but it actually kind of half a day right and and I sent her the data and said I'm sending this to be helpful I

(1:04:41) want you to understand what's going on because you're going to be putting this house back on the market right what would you say is one thing that you are doing now or maybe have done for the last 23 years but you do consistently that moves the needle in your personal business I would say like I keep talking about learning but reading and expanding your mindset the more that you can understand other people whether it's your family your co-workers your customers the people that you interact with and understand yourself your

(1:05:11) relationships your projects your goals your whatever that is can be extraordinarily more successful like I wish I knew 20 years ago what I understand now and that just comes from I mean that alone I just quick example you know carry anybody who knows carry my Chinese she's I'm more the D you know she's more the eye with a with a you know kind of the ass kind of softer she uses lots more words than I do I use Lots less words you know I type an email to somebody right and I'm like but I don't know and I'm like oh I should say

(1:05:48) hi first but you say thanks I'm gonna do that in the beginning and um but you know for her you know she's like you're a d and of course we she goes with those deep personalities a couple years ago she was like I'm working on this because they just they feel like they're yelling at her that's how she feels but they're not right but when when she feels that way then she responds that way right so that when she can learn the D person is not yelling at me when I can learn that I want the eye

(1:06:16) to land the plane when they're telling me a story that I gotta let them tell some of it because I just want to go land the plane I just want you to sit down I'll interrogate you that would be faster right but you know but but it's important so I need to let that happen well that works with your customers right where you've got the D in the eye when you put things in proper perspective then you receive and respond differently and I just think that can make a big difference in your whole life I love that angle and we in like you

(1:06:42) said it that's a journey that's not like reading one or two books or going to one seminar that's going to them consistently over time reading numerous books on on the subject until finally your brain reaches that Tipping Point or you actually come to a point where yeah you could walk in a room and start talking to them in 15 minutes and say yeah they're a high D you know this you know and analyze them so that you know how to come back and approach them or like you know I think I was I always

(1:07:11) remember one of the years I was at Quicken Loans I had because my manager was from Michigan and he would love to listen to me talk to other New Yorkers because that's where I'm from and how New Yorkers you know talk and I try to explain to my wife like Clint Eastwood and Gran Torino and how that age at generation and how they talk Clint Eastwood does that a lot in his movies he gets really you know pinpoints a generation of how those people talk to each other and it's they weren't were if they talk like that today people you

(1:07:43) know we know our millennial generation would get offended that's the word offended but that's the way people talk and we laughed about it and then when I went out and you know had a beer or whatever right that's just the you know that's just the way you're talking about understanding people and I think you know obviously when you bring in the disc assessment and understanding also yeah where people are from are actually huge and we have a huge influx of people you know obviously Europeans in here we

(1:08:08) are Spanish population that have come and settled in Jacksonville so you have this whole different you have cultural that's not the whole level another level yeah I think it was Gonzalo Mejia he's uh Peruvian and he was telling me culturally they're late always late like if you say the party's at six they start coming at seven and he did that when he got here and he was like at seven it's like uh you guys already ate yeah oh six mean six he's like oh I didn't know that I thought it meant seven you know but

(1:08:33) yeah I mean that's a that's a thing to to know I mean you know my husband always asks a million questions and I was like what is this the Spanish Inquisition like why do you ask me some so many questions as I learned about him that's his his way of not only understanding but making sure that what I'm saying is what he thinks I'm saying and but when you learn that a customer's doing that you really they're not it's not that they don't trust you they need to learn and understand and know they

(1:08:57) know so those kind of things just go a long way and the fact they're asking you is is great I mean when they don't ask you and they're asking other people that's a problem you you want them asking you what would you say in in 23 years you know and you probably have a a book on this but what would you say it was I wrote I write my note's biggest mistake but I mean just something that you did that you're like you know when you're in front of your agents like you don't don't waste your time with that this

(1:09:24) probably won't be the direction you might think I might respond to this I love you read one of those quotes in there when I first got in the game I love the negotiation and you know doing all this and then making something work and you know it's like you know swish nothing but Netflix you know I I like doing that and and when the market turned and you know we were like in the eye of a storm we weren't really sure you know it's like it's a correction it's this you know we just didn't know

(1:09:49) and it was before it really went over over the ledge and I was you know working with these people and and they're like well you know what should we do should we should we go counter again and I'm all about like let's take another swing you know I mean I'm encouraging them very immaturely instead of saying you know what you guys you know real estate's like going to Vegas this would be my that's what I'd say now not what I said then real estate's like going to Vegas you have 375 000 in front of you

(1:10:17) you can cash out and walk away or you can go all in and spin the wheel you need to be okay with whatever those results are right instead I'm like yeah I'll swing again and we swung again and they walked away and there was no more buyers like nobody else came and I really care about the people I mean I really care like you know like most of my peers do and that's devastating to feel like you are any part of doing something like that so that was so bold to me that this is not my house this is not my money and I need

(1:10:51) to help other people get their goals met the way they want to do it well that that's a great story great learning I mean real real me and my wife flipped the house when we first got married and we luckily we got it took us like six more months before we got someone to make the same offer as we did on that first one and we passed on it and that's that same that's that same thing we're telling that story maybe we think of that uh last formal question what do you love about real estate so much well first of all I actually love real

(1:11:23) estate people because you know they're fun they're fun they're they're friendly they're collaborative they they're just I hate the rap that that we get as as a culture because I just and my real estate friends like I love my real estate friends so that's that's a bit and it could be anywhere right they're just wonderful I mean my son got in a bind in in in Hilton Head and I went on the CRS website and found a CRS agent there to help him oh cool a stranger yeah I'm not like hey I need

(1:11:53) your help so I mean I feel like you know we can do that but the other thing is I sort of mentioned it earlier is that you know people are making this big financial decision and we get invited in I mean again these are life moments and we got to remember that when people act crazy because they're gonna act crazy I mean real estate agents that crazy they turn into buyers and sellers when they're buying and selling sometimes right that you get invited into like they just got married or you know got divorced or having more kids or there's

(1:12:20) this other life event going on and you know not that you're celebrating anything negative but when someone invites you into that you have an opportunity to develop a friendship for life you know what I mean because you've really been a part of part of the journey it's part of that that stress and it experience that yeah 100 all right these are my last two informal questions I ask everybody on the show what is it that you and the Naps love to do in Northeast Florida as our Florida lifestyle question

(1:12:49) when you're not selling real estate oh my gosh well at this point in my life because our lives are a little I raise my kids and and now I have my granddaughter so it's Life's a little different but I honestly when it's quiet I just like to be at home on my back porch with the fire and my husband and watch a movie I love Amelia Island John John knows that a matter of fact I'm hoping to see him and his wife at the end of the month we had a place up there for years we go up there regularly to

(1:13:17) visit I just there's something about going up there that's like you know I don't know what it is I just love it up there I mean the opposite feeling instead of going to Orlando you feel this great opposite yeah yeah you're like ah yes you've never gone and stayed there you need to you just go stay a weekend it's just fabulous there is no doubt that whole even going into South Georgia there's a sector there that is uh a Hidden Gem so to speak last question overall is it more important who you

(1:13:55) know or what you know and why so you said something right early on in the conversation or talking about success and success you know you can work really hard and we all should and I'm I mean I'm a I'm a Workhorse but you know combined with opportunity is where the magic happens you can have opportunity but maybe you don't take advantage of it maybe you don't have the knowledge to take advantage of the opportunity you can have lots of knowledge and no opportunity there there is that you know when I when my

(1:14:22) opportunity was you know I want to work hard I wanted to know things and I happened to start farming flemen on Plantation when 50 people live there not 2 000. right and and that was an opportunity I took advantage of I took advantage of buying the URL for the for the community because the HOA didn't buy it I mean I was like a head-on I mean just a lot of those things happened so so I I think you can have a I can't have one without the other but opportunity you need to be paying attention for opportunity you may

(1:14:50) look for opportunity and we have not because we asked not right so you can be knowledgeable but if you don't seek out opportunity you're gonna miss it nobody's gonna walk up to you and say hey hi I've got opportunity for you it's never going to happen you have to go wait a minute I need to go check that out I'm gonna look into that I'm gonna go talk to that person so you know I'm gonna say it's kind of both you need to invest yourself in being knowledgeable and you need to be aware

(1:15:16) for opportunity excellent excellent answer Kim I appreciate you coming on thank you for having me looking forward to the rebar event we're it's just another great Synergy of northeast Florida and then many others coming from other states it's going to be hopefully another great event which I expect it to be well I have to tell you one thing because if I don't my friends are going to let me all right you gotta go r e bar Camp you got to do that re bar Camp gotta do that all right why does everyone call it rebar then because and

(1:15:45) I told this great joke and it went well I'm gonna put that out there I'm gonna do a reel on that would you would you please I would really appreciate it I guess I did this joke at the opening last year and I said you know what's up what's the pirate's favorite letter and I go you you no they I'm sorry they all go ER and I go you think it'd be the r but it'd be deceit and I'm like okay it's r e r g r k okay well that's sound like this re bar Camp Ari bar Camp yeah

(1:16:18) we will need I'm gonna I'm gonna cut a clip on that don't got a clip just for this show right there re bar camp but I'm looking forward to that and I appreciate you coming on hopefully our our audience here uh got some good stuff from that thank you I appreciate it this may be it for today's episode of real estate Excellence but we both know your pursuit of Excellence doesn't stop here to connect with the best of the best and really take your skills to the next level join our community by

(1:16:45) visiting Tracy hayespodcast.com where you'll meet more like-minded individuals looking to expand their Inner Circle and their personal experience that's available at tracyhayspodcast.com