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

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

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

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

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

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

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

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

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

Ep. 212: Speak Your Mind

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

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

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

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

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

What is your primary market? If you’re listening to this podcast, there’s a high chance that you are working in the secondary home market, or helping people find the home of their dreams. But what happens when a pandemic like COVID hits, and some resorts are completely stalled, and no one is traveling to these areas and buying homes? This week, I’m talking to one of my fellow real estate agents here in Hawaii, Erin Evans. She works in the Oahu market, and roughly 80% of her business comes from military home buyers. These people may only be in the area for a short time, and they may not be looking to buy the home of their dreams. But they have a powerful tool that makes them a strong buying candidate, and she’s here to tell us all about it! If you’re thinking of ways to connect with a new market and build a strong nation-wide referral network, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Erin and her business. Tom and Erin talk about how they met, and how they use referrals in their business to bring in new leads. Almost 80% of Erin’s clients are military: this means that she ultimately gains connections everywhere, and her clients are always looking for a trusted agent for a referral! Be your own advocate: own the space in other realtor’s minds! When they think of your market, you want them to automatically think of you! Social media is a great place to build relationships - you can find so many networking groups. Always be ready to help other agents that you meet, it will pay off. Erin shares how the VA loan works, and how her clients are using VA loans to purchase homes. Always be on the lookout for opportunities to help people get the best value whenever possible. Understanding the options and limitations can open doors for your clients to buy their dream home. Tom and Erin talk about the state of the market during COVID, and how that’s impacting business. Don’t just build a resort market: build a residential market. Erin talks about tools she uses for distance connections, including Marco Polo. Tom and Erin discuss the DiSC personality tool, and how their tendencies have changed over time. Tools such as the DiSC test help you understand your clients, so you can perfectly market to them and their specific tendencies. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with our panelists: Anne Eliason Dennis Hanlon Angela Zampino Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!   TRANSCRIPT: Unknown Speaker  0:00 Hey everybody, Tom Tezak with Selling the Dream Today we're going to talk about how your buyers can move to your market area in the resort districts using a VA loan. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an info pack interview with an industry rock shop. My mission is to bring you the cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream. Unknown Speaker  0:38 Hey out there to our live audience. Tom Tezak here with Selling the Dream podcast and today I have Erin Evans from Honolulu on the show with us Unknown Speaker  0:49 are Oahu actually her offices in in Honolulu, so it's a little different. But Erin, welcome to the show. Thank you so much. What can you share with us about life in in a Oahu Unknown Speaker  1:00 Well, thanks for having me, Tom. Great to see you. And life in Hawaii. I mean, I don't know you're on now you sent me. I think it looks pretty good over here, isn't it? The weather's always beautiful and can't complain. I love it. So and let's, let's, you know, we both have been in this business a long time. We're both broker owners. So we have some similar kind of experiences. You were on a century 21 office, I run a windemere office. So friendly competition in that regards. And we've gotten to know each other through networking throughout the world, and referrals and just so much opportunity exists in the networking world. Especially for realtors. Yeah. And you know, you know, one of the reasons I spoke to you this morning, I called them just said, Hey, Erin, thanks so much for letting Shawna know on your Facebook group for military real estate agents that I was an agent to us in Maui. And we put her clients under contract today or yesterday, huh? Unknown Speaker  2:02 Thank you. And but what I, you know, I think the value in that is I met Erin through a networking through Tom Ferry coaching, got to know her. And then she was on Facebook and said saw somebody say, Hey, I'm looking for an agent in and Erin said you need to reach out to Tom. And then she reached out to me. And we connected and I got that referral now it was a year ago. And that's the way sometimes that happens. But I just so much appreciate that. And I think, you know, let's talk about that referral opportunities that you create and how you do that, Erin, and the value in that for your business. Unknown Speaker  2:42 Yeah, absolutely. Tom. So I mean, I feel like we Facebook is a great way to really connect with a lot of realtors and people worldwide and we're actually starting to see a lot more popularity with them as well because as you know, different groups and like you mentioned there's a little meat Mark Unknown Speaker  3:00 And mine for example is military so with over 80% of our clients will be military when it pops up you know we have our pocket full of people that are go to in different areas so I specifically if you're looking outside of military bases, which of course they didn't particularly have in Maui however being on this you know, you're my go to in Maui like Tom's the best I've got to give a shout out Tom feedback, you have to go with him. He's amazing, right? Unknown Speaker  3:25 So when you have your people, you're welcome. Of course you can eat no and you keep those people in your database. And afterwards, I always like to do a follow up to say okay, like if we have somebody going out to Virginia, for example, we have our go to in Virginia, and follow up that they have a great experience. You know, there's something you promote, and like you said, being a broker owner, this is something internally within your office as well that you can share with your agents because they may be in the same position. And if you have somebody reputable, ethical, that you know provides a great service. Unknown Speaker  3:58 Keep them close. Unknown Speaker  4:00 And you know, and I think that it's important, it's, you know, sometimes we just think about, I have a buyer or seller and I want to refer them to an agent. And agents only think about that connection, but the fact that you're a third party, third person outside of this relationship, and you connected me to another agent, and you don't really get anything out of this, I mean, there's there's no referral fee, there's nothing like that. You get great appreciation for me. But what you do get that's the underlying thing is is now I know whenever somebody says, Hey, I want a Oahu I'm reaching out to Erin because Erin's Thinking about me and connected me with other agents. And that's the way I think our agents out there in these resort communities actually all over the world. When you're out there networking you need, it's so important. I've said this before you need to own the space in the other realtors mind, for your market area, whatever that is, whether it's a Oahu or a Maui, or Dallas, Texas or Vail and I think that's the important part so that the agents can Unknown Speaker  5:00 Be Your advocates to other agents and and in the last year, Unknown Speaker  5:04 I think there's been seven realtors that referred other realtors to call me because of that networking that we do and all that the time we put into that. So as agents that are listening to this, spend some time I know it's really hard right now to be out networking, we're still in the midst of COVID I think I've been saying that for way too long. Unknown Speaker  5:27 But spend some time figuring out how to be part of that world go on Facebook, especially now join some groups debt that are real estate driven. There's some great groups out there that Unknown Speaker  5:40 connect a lot of agents. Just search on YouTube on Unknown Speaker  5:46 Facebook and you'll find stuff for realtor groups. Unknown Speaker  5:49 Man, it's a great place or and then we we started our major networking through the through the coaching organization. So there's a lot of places that you can do it and the other places through your event. Unknown Speaker  6:00 You're affiliated with a brand new century 21 Windermere, they all have networks as well. So just explore those and be part of the party. Don't Don't just be the Voyager that's looking in. If somebody asks a question, comment if somebody needs help help, if somebody you know, just it's so that's what's so important. I'm sort of soapbox in here. Erin, what are your thoughts? Unknown Speaker  6:21 Well, my thoughts you know, just to piggyback on that, because like you said it came from a third party and there's really nothing in it for me besides you know, I want you to take great care of them because for us, it's very much this is still a relational business. This is not just transactional, next, next I the people that I put my name and my referral attachment to, they have to be quality and they have to be taken care of those those customers. You never want them to feel like another number. You want them to have a really great customer experience so that they remember you and they're referring you and saying tell him the best comes about you know you have to use him because it these are let's be honest, you can Unknown Speaker  7:00 some pretty big purchases that people are making, you know, and you want to make sure that everybody's in the best hand, like I said, you always want to stamp your name to something of value. It doesn't want to be Next, Next Next, I'm all about the transaction, the relation, the relation that's involved with it. I love that. I love what you just said, you don't want to be that next, next next because people I think people read through that in a heartbeat. They know that you're just sort of, you know, putting them through the system and on to the next one and and our clients are pretty sharp, they get that they feel that we just don't want to have them feeling that way. So great point. What exactly and I mean, a lot of the clients you're dealing with this isn't necessarily their primary residence because it is their second home. This isn't their first go around. You're right. They'll read right through that. It's Yeah, it's exactly true. So just freedom freedom, like you care about him because you should. Absolutely. So we were again so you do mostly in military business, which is a completely different animal. You do some of your businesses and resorts secondary market business. Unknown Speaker  8:00 How does how does your military business? How does? How is that different? I'm curious about this because I have never worked in the military market and you're in a military market that's also a resort market. So you've got this dramatically different clientele base correct. So what's the military market? How's that work? And how do you utilize those skills in through your out your whole business? Unknown Speaker  8:24 I mean, ultimately, I'm going to share with you about 80% of our clients are still military and the other 20 is more second home investment properties resort whatnot. So primarily when military coming in it doesn't have to be their their primary residence. So they do have to live in it, at least a minimum for the first year at that point, you know, if they choose to ever have the capability to purchase another and turn that into investment properties, you know, that's a minimum one year timeframe for them to use a VA loan, correct? Correct. Yeah, now they can Unknown Speaker  8:57 do most of your V military buyers Unknown Speaker  9:00 VA loans. Yes, yeah, absolutely. And even right now, the interest rates are even even slightly better than conventional. So if you have the option, even with money down, you have the option to use conventional and put 20% down or use your VA. And you can still, of course, put money down, you may not want put the full 20%. But they don't have to pay a VA funding, or they have to pay VA funding fee, they don't have to pay the PMI, there's no private mortgage insurance with a VA loan. Unknown Speaker  9:28 So that's huge. You don't have to put down the 20%. So even up until January this year, the VA loan limit was $726,000. Actually 726 and $50 is kind of an odd number. But as of January of this year, they finally lifted it so every year that number would shift just a little bit. So just for simplicity sake with the math, let's just say a property costs $826,000. So your loan limits or your VA loan limits 726 you end up purchasing at 826 at 100,000. Unknown Speaker  10:00 Knowledge difference, you come up with 25% of the difference, which is $25,000. So VA buyers had the capability to buy a home for $826,000 with only $25,000 down, which is significant than your 20% over 160,000 plus dollars for a conventional loan. So, you know, really great feature for them. But then just as of this year in January, they lifted that loan limit. So now that we don't have those restrictions, it's going to be based off of your debt to income ratios. And it's going to be based off of your credit scores, and whatnot. So they're in a new playing field where we're actually able to buy higher end homes and even look into that luxury market more as a result. So fantastic news. That's great. So they don't have to qualify, they have to qualify, they just there's no restrictions which that makes a world of difference. And so are you getting a lot of military buyers that can afford a million plus dollar home? Are they higher end Unknown Speaker  11:00 Military or I guess they have to be right. Yeah, yeah. Well, what I'm seeing is, Unknown Speaker  11:06 you know, I would say a little, little bit older, maybe more experienced or have, you know, they've sold their home on the mainland, let's just say they've started when they were in the early, early 20s or mid 20s and started building their wealth that way using their VA loan. And, you know, they come out here and they have a down payment, and they just kind of keep rolling that money into every time they sell it their next duty station, for example. So I'm finding a lot of dual military or higher enlisted or Unknown Speaker  11:35 maybe your spouse has another job if they're not doing military but yeah, the affordability there as long as like I said, their credit scores and their finances are are squared away, they're good. So which is great for people might be listening to this thing home, why are we talking about VA loans and the resort market show but the reality of it is a lot of our buyers, our VA have B VA benefits and if they're coming into our markets, and they're saying hey, Unknown Speaker  12:00 Especially today with the world changing and people COVID freaking out. And they're saying I'm leaving wherever I'm at. And I want to move to my favorite resort district, ask them if they're VA qualified, because there could be an opportunity for them to be buying their primary residence in their in your resort district with a VA loan, and you'll be doing them a solid because they might be 50 or 60. And don't even think about that anymore, that they were in the military for two years or four years when they were young, that that would be an option for him. And so that you really should be exploring those possibilities, because you may, you know, it's the loans or if the rates are cheaper, and the there's no PMI and they can get into something for not a lot of money. I think that's a great opportunity that we may be missing. I know I have met a VA loan officer a couple years ago and helped me to understand it as we started helping more VA buyers over here in Maui. So it definitely is worth looking at. And it's good knowledge to have that now. There's no limits. Unknown Speaker  13:00 So, I love that. And is that across the country? Or is it just in Hawaii? across the country? Yeah, so every state in the past that used to be based off of they had different limitation. So say for example, what was affordable and Unknown Speaker  13:15 Virginia or you know, California or Hawaii, every market was different. It was based off of your your bH, which is your housing allowance. And it would go by rank as well. Got it. So now it's a whole new world, which I love it. Yeah. Cool. So over in a Oahu right now, and in Maui, we're experiencing some weirdness. Let's talk about the resort market a little bit weirdnesses may be an understatement. So we're under quarantine. And I think something that Unknown Speaker  13:45 has been interesting is that our vacation or resort buyers are not showing up. Unknown Speaker  13:52 And Unknown Speaker  13:54 we that was a big part of my business Lester part of Erin's business, but what are you doing or what do you Unknown Speaker  14:00 Realizing and all of this that's you're saying Okay, I need to step back and reevaluate where I was getting my resort business and what I'm doing with that time and energy now with with your, with your Unknown Speaker  14:13 the way you're marketing to clients and the clients that you're working with. Yeah well that's what I'm seeing right now. So even here in a Oahu is very you have two different worlds because if you're out here on the west side, like ever beach khopoli, etc, where it's very much residential single family home Of course there are townhomes and condos but where we are more likely to have or be a buyers it is a seller's market, complete bidding war. A lot like the rest of the us right now in the past month, it has done a complete 180 and it is it shifted so dramatically homes that were sitting on the market for 234 weeks, you know, and let's just say an average price point, perhaps you know, 606 50 all the way up to almost 900 so 850 plus multiple offers. Unknown Speaker  15:00 10 1520 offers over asking price appraisal clauses, escalation clauses and buyers are getting very creative with their financing. So you heavily heavily competing in those areas. Whereas I'm seeing like Waikiki condos, for example, are now taking a lot longer to sell. So that second home market that we were seeing down in Waikiki, where you have this great walking distance down to the beaches and the shops and the resorts, which I'm sure you may be feeling a little bit Maui as well, is different. Our I think our tourism is down, I want to say like, 98% like, it's significant. And it's, you know, it's really, it's tough on the economy, and it's tough. So now we're looking not so much as the investment properties that people want to rent out short term, but they're gonna have to put long term tenants in there because of the vacancy rate. Unknown Speaker  15:52 And you know, and that's the thing too, is and what I was where we were talking Erin and I were chatting earlier is, you know, we have these markets that we build if Unknown Speaker  16:00 We don't have a secondary resource or a secondary part of that market as Second Home Agents. You know, some are I know there's a bunch of second home market areas that are just exploding right now. And they can't, they can't get inventory, they can't find enough. But this kind of stuff happens. You know, there's events in the world that changed the dynamics. So my whole goal and what I, you know, inspired by Erin is, make sure you're building the other side of that market. If you've got a resort second home market, be sure that you're taking care of the bartenders, and the valets and the and the Unknown Speaker  16:31 hotel managers, because there's a market there that continues to move forward. in Maui vets our world right now. We are killing it with the residential, and any agents that were out actively in the market are still really busy right now. If there were agents that were solely in the resort, part of the market, they're dying. So one of the things that I always encourage our agents in my company is don't just build a resort market, build the residential market. We almost Unknown Speaker  17:00 Every resort area has a traditional market within it. And those are the opportunities and those are the moments that keep people alive in the downturns. And this is a perfect example of why you should be working on that and have a farm specifically identified to your traditional residential market that are the service side of the, of the community that you're in. So I think that's so important. Do absolutely for sure. You have to you have to balance it out. And I'm finding that you have to almost your marketing efforts in regard to those second home markets are really going to have to be ramped up and you're gonna have to get creative. And, Unknown Speaker  17:40 you know, the nice thing is we have, you know, companies that we can affiliate with that we can advertise globally where there are some companies that don't necessarily have that so they're going to have to get creative and how do I market these to overseas China, Japan, Korea, and those particular buyers that still may be looking or Unknown Speaker  18:00 I don't know about you, but I've been getting more calls from people in New York lately that are just looking to get out of New York. They're tired of COVID Yeah, it's like, they're just getting beat up over there. And they're like, I want to be so far away from here like, I don't know, we can't get much further than why but, you know, they're, they're looking for their second home. So I've been trying to get a few more of those calls lately as well. You know, hopefully it comes back sooner than we hope. Yeah, and I think we're doing more with the sight unseen and the virtual tours and the virtual showings yesterday I was bouncing from condo to condo and and different houses, showing properties virtually and getting comfortable with that knowing you know, it's, it's also interesting, knowing the different tools that are available and finding out before you walk into a property. Oh, crud, this one's not gonna work. Like FaceTime is great. If you have an iPhone and your client has an iPhone. If you don't, then you know you need to zoom with I've been using zoom and it works out Unknown Speaker  19:00 I think better than FaceTime. Because you have it just, you just have a little bit more flexibility with it. It seemed like for me, and it seems like it needed less bandwidth. So just tools to use we checked another one. And then Marco Polo is another one that it's like a video walkie talkie. So it's another way that I didn't know about Marco Polo. Okay, I recently had a client that on Instagram, their Instagram, their like their they added me on because we weren't friends on Instagram at that point. And we just went live from there. And it seemed to work really well. So that was me. I never thought about that. But yeah, the Marco Polo is like a video walkie talkie. So it really uses way less bandwidth. So if you sign up for Marco Polo, and you're out there listening, find me and just friend me on that. And it's a it's it's like when you're a kid, you had a walkie talkie, it's like, hey, Erin, this is Tom, how you doing? And you'd let go and then and then it's but it's video. So I will I could walk through a property in that and then I'd let go Unknown Speaker  20:00 And they can be watching it. But they can't respond until you stop and then they'll send you a video message back. It's really fun. Oh, very cool. So, Marco. Unknown Speaker  20:12 Polo, you got it. Unknown Speaker  20:16 So, yeah, it's it's so fascinating being on two different islands and having them be such dramatically different places. A lot of times people say, Oh, it's just Hawaii. It's like, No, we've got a lot of different things going on. How long have you been selling real estate in water? 11 years. 11 years Unknown Speaker  20:35 flew by. I don't know how we're getting older Tom. Not Me. Me. Unknown Speaker  20:42 So, Erin, I wanted to talk about something else. This is something I've been trying to bring up into most of my shows because I think it's fascinating and I think a lot of people I always assumed a lot of people knew about it. Unknown Speaker  20:52 And I just did a Tuesday Tip on it. And that's the disc test, understanding disc personality testing and Unknown Speaker  21:00 You were just saying people think I'm this and people think I'm that so what is your disc profile? I just profile So interestingly enough like I shared with you read like oh you're you're a D for sure I'm like I'm actually not I am a high I Unknown Speaker  21:17 with slight S and shades of D and zero c like zero no analytics no data no Unknown Speaker  21:26 more the marketing the big picture I guess because I'm very much the customer centric provide the experience type of mentality you know i'm not i guess because I'm not aggressive enough to really like push, push, push. I'm more of a educator. God no I love it. So share share with me what are you? I am well, so it's interesting 15 years ago or 1012 years ago when I took it and I was just an agent working for a company. I was a Hi, Heidi, and virtually no SRC Unknown Speaker  22:01 And then when I changed over became the owner of a company, I took it again because somebody says you should retest because very often, your working role and your position will change the way you test. And I thought, that's interesting. So I took it again, and I went from a high i, d to a high D. I, and what when I analyzed it, when I talked to people, they said, you now have taken on the role of making more decisions. You're, you're responsible for that. And so, because of that, you've sort of simulated over more to the D side. And I found that that was really true. I didn't there was I make a lot more decisions based on a lot of other things than I used to have that I had to before. So if you if you're a fan of the disc profile, I would recommend take it again because it is fascinating to see the results. Unknown Speaker  22:53 And the other thing I was just mentoring a young gentleman the other day and I said he's 20 Unknown Speaker  23:00 All I said you should take the disc profile so that you know how, where you're at, and it will help you to understand Unknown Speaker  23:08 how to connect with people besides just work and clients, but, you know, spouses, partners, Unknown Speaker  23:17 school teachers, you know, because when you understand where what the disc profile is just in sales and where it helps me to work with a client, and I'll share with you what I did with a client yesterday. Unknown Speaker  23:28 You and it's not that you're trying to be I think covert. You're just trying to be able to talk on their level. Unknown Speaker  23:36 And so yeah, yeah, I didn't have to adapt to them. Unknown Speaker  23:41 And then you create the trust, right? Yes. When they they know that you understand them and hear them. And if if you only hear from your, from your lens or your your, the way you see the world, you're nowhere near as effective as you can understand what they want. Unknown Speaker  23:56 But yesterday I was talking to some clients and they're looking Unknown Speaker  24:00 At a pretty substantial purchase. And they're looking at doing it sight unseen. And they're both really analytical. And so I sent them 50 listings 50 sold listings from the past, because I knew they were analytical. And they asked me for some data, it's like, oh, man, you can never give an analytical enough data. And they came back to me yesterday and said, Well, we've analyzed all these and we threw out these and we did that. And, and it was when I was listening to him, it was like, Nah, I just, I really couldn't hear him because he was just processing through all of this, I let him process and he said, What do you think I said, I think that you can't quantify a view. Unknown Speaker  24:39 You there's no way that you can put a value on a view this is a legacy property and it's so important for for you to go through this process, but I will tell you, the sellers in our market are going to sell when they get the amount of money they want, regardless of what your numbers say. Unknown Speaker  24:56 I said so if you want to buy a piece of resort, luxury drink Unknown Speaker  25:00 property, sometimes you just have to get over the analytics of it. And they both just chuckled and they said, yeah, we both are really analytical. That's the way we see it. totally understand. But if you want this dream property, you've got to give some of that up. And you know that we worked through it. And it was really amazing. But I would have never been able to have the confidence to say that to them, if I didn't understand where they were at. And I also find that when you tell when you say to an analytical, you're really analytical, aren't you? And they'll just say, yeah, Unknown Speaker  25:35 yeah. Unknown Speaker  25:38 And I'll just say, Look, I'm not, but I understand him that is really important to you. So let me give you all you want. Just tell me what you need. And I find that this really helped me a lot to get to the finish line with those analytical buyers. Because if you try to pretend to be that way, again, you can't connect with them. But if you just tell them the truth, if they're super, especially the super analytical ones, I think Unknown Speaker  26:00 That they know it. And when you just confront them and say you're really analytical or Yeah, yeah, it's like okay, to do this this way. So, so what do you do Unknown Speaker  26:11 about this test? Right, that's the great thing about the disc test, especially if you have two that are very different after meeting them. Like let's just say maybe perhaps the husband's analytical one and the wife is more you can tell she's already an INFJ. That's very good. You're going to tailor all your your marketing and how you present things to them. Because one's going to want the graphs and charts the data and analytics where that one is going to be I want the pretty pictures. I want to Wow, I want to feel it, you know. So that's the great thing about the disc test and starting to analyze the people you know, because they always say, whoever you're encountering with you want to speed up to match their pace or you're going to slow down and that's how you're going to connect with them and it's very much the same with the disc testing once you identify what they are. So what are you doing and when you're identiv how are you identifying somebody on the when you're Are you are you consciously saying Unknown Speaker  27:00 Oh, there and I, oh, they're a C or an S? or How are you? Do you have a process for that? Unknown Speaker  27:06 I think once you just start identifying, like when they say like, I feel a certain way, or you know, but but data shows this or the numbers show that you can you can identify with them or, you know, more of the emotion part. That's where you're gonna go for the eyes and the acids. And somebody's like, just tell me what to do. Or just give me the Give me the point the bullet points and that's, that's the D that driver so yeah, well, for example, like even some of like when you're in the listing presentation you're trying to explain Okay, well, we have these electronic lock boxes that we put on, you have somebody that's an ion so we're putting electronic electronic lock boxes on for your, your safety and we're ensuring we know who's in the property at all times and what time they've been there and whatnot. Whereas when you see the DS in the, the C's, this is for speed and efficiency, we put them on not just for your safety, but so that you can they can call we can set up showings and get Unknown Speaker  28:00 In and out, yeah. So it's how you word it to where you can tailor your business to it. I love that you know that you're identifying those things. And I think if you're doing a listing presentation in print, you need to, you know, if you've got multiple top urba a point you're trying to cover with what you just said, you want to speak to the analytical, you want to speak to all four of those personality styles in your presentation so that it's not like all bullet points. And it's not like all touchy feely crap, because you're gonna lose somebody, but if you can connect them occasionally throughout the process, I think it's really important. That's a great tip. Thank you. So Erin, if people are looking to buy some real estate in Oahu or they need help with a luxury property, a resort property or anything on the on the island, you cover the whole island, right? We cover the whole island and I say we because I mean, we have agents all over the island. We have exceptional agents and you know, some really identify with other markets more than others. Unknown Speaker  29:00 And we have our experts wherever you need answers we are you have questions, we have answers. Perfect. How do they get ahold of you? Unknown Speaker  29:09 They can call me on my cell phones 808-292-5722 or I don't know I guess if he knows easier as well. Would you like my email address? Let's give it up. All right, Erin e ri n at sea to one as in century 21 b two, one island. home.com. Perfect. Thank you, Erin. And if anybody's got any referrals going out to Oahu, by all means give Erin a call center several folks and she just does an amazing job with customer service and customer care, which is our number one concern always we want our clients in the care of if anybody is out there listening for the first time if you would just be so kind as to review our show. If you're listening for the 10th time and you haven't reviewed our show, I would appreciate that. It means so much when we get reviews on whatever Unknown Speaker  30:00 Channel you're listening on, iTunes tends to be the most popular, or on YouTube as well. So please, that means it really helps us out with our ratings and our exposure to get those reviews. Also, if you're on Facebook, Unknown Speaker  30:15 go to Facebook search resort and Second Home Agents. We've got a group for a resort Second Home Agents on there, I'd love to have you join us on that group. We are growing rapidly. Also, if you are a resort, Second Home Agents go to our website resort. Second Home Agents calm Again, that's Second Home agents.com, two nd home agents and sign up there, create your district and be part of that group. As we start to build that site out. We sure appreciate it. And thank you so much for joining us today on Selling the Dream. And we hope to see you in Maui someday or in a Oahu Mm hmm. Well, thanks, Tom. I appreciate it. And you know, as soon as I hang up, I'm going to do my disc test again because I haven't done it about four years. Unknown Speaker  31:00 But since we opened the brokerage about two and a half years ago, I know I guarantee some things have changed. So I'm going to text you later with my results and be like Unknown Speaker  31:09 I'm still the same. Unknown Speaker  31:12 Everybody out there who says this is what I am if you had life changing, the other things that will change discussed, we're going back into the show here. having kids Yeah, kids eating you because it changes your perspective. You know, and, and I think they say take your disc test as if you're at work or at home. There's two different kinds of personalities that exist as well in your disc. So knowing the difference in that I just find it to be such a fat fat. Yeah, fantastic tool. The other thing I've been hearing a lot about lately is the enneagram. And I haven't done that yet. Unknown Speaker  31:47 But so that's the next thing. I'm that I'm going to take a look at. So anyway, I have an agent in my office that she's a coach for it either keep up with her because she's been reading every gram yeah for enneagram since she did a session Unknown Speaker  32:00 With our agents in our office, so it's interesting how you can relate it back to your business. So she her contact info. Yeah, that would be great. Unknown Speaker  32:08 So everybody out there again, thanks for keeping insane with us on Selling the Dream. We sure appreciate you joining us and we'll talk to you next week. Take care. Oh Ha, lo hi Erin.

You may have heard this quote from John Maxwell: “Change is inevitable, but growth is optional.” This is such a great quote, and so applicable as we’re all changing and adapting in response to this global pandemic! Growth is absolutely critical through this process! How are you growing? What steps are you taking to make sure that you don’t just change, but that you grow through this? Take advantage of this situation to stretch yourself, and challenge yourself! Learn new skills, master new technologies! Use this time to embrace growth! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to take time to grow in the middle of change! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Change is inevitable, growth is optional! During COVID-19, we’ve all had to change! But are you growing during that change? I’d like to encourage you to take time to grow! We can’t change things, but we can make the choice to grow! We can be better spouses, parents, and even grow in our knowledge and abilities! Take advantage of the time that you have to grow! This is going to be a long journey, and we can equip ourselves to be successful! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!   _______________   Tom Tezak  0:00 Today on Selling the Dream, change is inevitable. Growth is optional. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry rock shop. My mission is to bring the cutting edge market insight into sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream. Everybody, Tom Tezak with Selling the Dream and today's Tuesday Tip inspired by a famous speaker john Maxwell and his quote is, change is inevitable. Growth is optional. And I think it's such a great quote to use today and coming out and coming through COVID-19 and seeing people during the course of their careers and their lives and their business. and their families face changing because we have to we don't have a choice to change right now. It's inevitable, as john Maxwell said long ago, before COVID-19 hit. But growth is so critically important through all of this. It is up to you to take this change, figure out how you can do better things. Take advantage of the situation and the opportunity, the scenario and maximize that to make yourself a better person to make yourself a better realtor, to make yourself even more importantly, a better father, husband, wife, whatever that is through the course of these changes, and embrace it, because we can't change it. But we can work on our growth and learn how to make the best out of a situation if you're challenged with showing real estate because your clients aren't in here, then figure out how to show real estate digitally figure out how to get online and do it. We have All the technology that we need to show properties to do what we need to do as realtors to list properties, take advantage of it. And if you think oh my gosh, it's hard or I'm afraid, you just need to embrace it. Spend some time, do some research, follow some podcasts, follow some tech seminars, and learn how to do this. You've all been working on it, I know. But you just need to realize it's not going to go away. Things are not going to change overnight. It's going to be a long journey. And we need to be prepared to be on that journey. To do the best job we can. Your clients are out there, they want to buy real estate, they want to sell real estate, be the resource that says, I'm here for you in this crazy time. And I'm embracing all new technologies to help you be successful. So, for Selling the Dream, remember we don't just sell real estate we are selling the dream and embrace change and don't be afraid to grow.

What have you learned from this pandemic? All over, we’re redefining our jobs, and what it means to be a real estate agent. Many of us are still working constantly, grinding away to be the number one producer, the number one agent. I’m one of the worst of those: I’m driven, and constantly looking for ways to innovate and succeed! Then COVID hit, and I found myself with some opportunities to take a break, and focus on being number one in some other areas, like being the number one dad to my daughter, and being the best husband to my spouse. Instead of focusing on all the missed opportunities to be the top producer, I’d like to challenge you to take advantage of these missed opportunities! I mean, after all, what does it matter if you’re the number one producer, but you don’t enjoy your life? Or if you don’t enjoy time with your partner and family? This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to learn lessons from this pandemic! You may be driven, and you may be constantly pushing to be number one, but don’t forget that there are some areas where being number one matters so much more! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Do you feel like you’re always grinding, looking for the next sale, taking time to constantly work on your business? One thing I realized during this pandemic is that sometimes, you just need to stop! If you don’t take time to focus on enjoying your life, spending time with your partner, or with your kids, then all the work that you’re constantly doing is a waste of time! I love what I do and am highly-driven to do it! But I need to make the choice to spend time enjoying my life! I want to be the number one agent, and number on producer, but more than that, I want to be the number one dad, and number one husband. Don’t lose sight of that in the midst of the grind! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!   TRANSCRIPT: [00:00:00.680] Everybody today on Tuesday Tip selling the dream? Sometimes you just gotta take advantage of missing an opportunity. [00:00:09.970] Welcome to Selling the Dream, a podcast created for and by second home and resort realtor from Tom Tezak. Each week my goal is to bring you a quick real estate tip, along with an info packed interview with an industry rock star. My mission is to bring this cutting edge market driving through sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate. We're selling. Hey, everybody, today and Tuesday is Chip. [00:00:40.430] Sometimes you just got to miss an opportunity. You know, I just. [00:00:45.950] We are always grinding, grinding grind and trying to get as much business as we can, trying to get everything done that we can, trying to sell, sell, sell. [00:00:53.650] And what I realized through the course of the pandemic is sometimes we just need to stop. We need to re energize. We need to enjoy our family. We need enjoy our partners. We need to enjoy our kids. [00:01:07.460] And if we don't focus on that, everything else is sort of a waste of time and energy. So I just want to share with you that every once in a while. Turn your phone off every once in a while. Say I'm not available. Every once in a while. Say. A honey. Hey, partner. Hey, kids, let's go out and have fun. Let's not be focused on. Oh, I got a Zillo call or oh, I got to take care of this thing. [00:01:33.810] You need to be planful. You may need to schedule it. But don't forget that we do all of this. Enjoy your life. And I get it, I am I'm sort of sadistic about it. I love real estate. I love what I do. But you know what? My kids and my wife are so much more important, and I need to keep that at the forefront. I forget that sometimes because I'm so driven to try to get the next deal. [00:02:00.000] But through the pandemic, what I've realized is it's been so much fun and so enjoyable to hang out with my kids and given an opportunity. [00:02:07.440] And this is where it all comes from. My daughter is 20 years old. I never really thought that I would have the opportunity to spend so much time with her like I have and I have embraced it and cherished it. She is a great, great kid, but she is OK. She went off to college and now said she was forced to come home and I just have had time to reflect on all of that, that that's what we do all of this for. [00:02:30.770] We we. I know no longer do I care about being the number one agent or the top producer. I mean, those things are important. I want to be the number one dad and the best husband. Those are the things that are really important. So, Paul, you guys out there that are busting your butts, you're trying to figure out how to make it work. [00:02:47.370] You're trying to be number one. I get it. Enjoy it. Do it. But you also need to recharge and re energize. You need to be number one. At home, before you can be number one in the real estate community. So remember, everybody, we are not just selling real estate. We are selling the dream. But don't forget about your own dreams and your own firm. Everybody, I'm so happy that you're with us today. [00:03:16.210] And I just want to encourage you to please there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. Whatever platform you listen on, please go in and leave us review. Give us a rate us give us whatever many stars that you think are appropriate. Send me an email. I loved getting e-mails from from you with any questions you might have that I can address or feel free to call me. I'm so available right away to ATO, to 055 and the other things I'd love for you to do is join our network group in Facebook Resort and second home agents. [00:03:55.990] It's only for real estate agents or industry influencers. And I would. We've got a great group going on, lots of activity. And lastly, go to second home agents dot com. Become a member. Join up on that site. We put all of our information on that site and we're creating a network for agents to share and help other agents out, as well as do referrals. [00:04:17.830] So for selling the dream, please help us out. [00:04:20.770] Be part of the party and join with us.

What can you do with a podcast? Last week, Matt McGee and I talked all about what it’s like to have a podcast, what you learn from it, and how it can help shape your business! This week, we’re talking about the process of creating a podcast, and what we do for our podcasts! With the Selling the Dream podcast now at more than 200 episodes, I’ve learned a thing or two about the process, and since this is Matt’s main job, we’ve both learned a few things that we’re ready to share! But it doesn’t have to be complicated: it can be as simple as just recording a voice memo on your phone and uploading that! The key is providing value to your community, and knowing what it is that they want to learn from you! Whether it be stats, or the best hidden food secrets in your area, you’re the expert, and they want to learn from you! Join us this week for part two of my interview with Matt McGee, a content creator with Homelight! I’ve listened to his work on The Walkthrough Podcast for hours, and can’t wait for you to hear from him! Ready to hear Matt McGee’s insights on creating content, and what he would record to promote a specific market? If you’re thinking about ever creating a podcast, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces part two of this interview with fellow podcast creator, Matt McGee! What kind of content can you create? Help people get to know your community! Help them get to understand more about your market, and what they can expect! A podcast is a lot of work! You don’t just have a conversation with a guest, and get a polished hour worth of content! Tom shares about his process, and how he works with his producer to create regular content. Outsource if you can! Get help for the time consuming parts, liked editing audio and creating the written content! Kenny, Tom’s producer, shares how long it takes to edit the audio for the episodes. Tip: use the Headliner App to create video content from the podcast episode for promotion. Matt explains his process, and how he edits the show with his team. If you’re thinking about starting a podcast, don’t get scared! It’s just creating valuable content for your audience! Starting a podcast can literally be as easy as recording voice memos on your phone - it doesn’t have to be complicated! Tom asks Matt how he would structure his show if he was trying to promote a particular real estate market. Do interviews with your potential clients: their perspective on buying a home will be incredibly helpful for the rest of your audience! Tom shares that his episode from the perspective of being a second home buyer was very well-received by his audience! Take time to get to know your audience, and what they want to hear! Not sure what to share about your community? There are so many things to share! Talk with local business owners, go on restaurant tours, go on walking tours - if you enjoy doing it, your audience may enjoy hearing about it! Figure out a “template” for your format! That will help make things easier! Get out there and find resources! There are so many opportunities out there for you to be on podcasts as a guest, or to find guests for your podcast! Find Matt’s podcast, The Walk Through wherever you listen to podcasts! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Matt: LinkedIn The Walk Through podcast Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!   TRANSCRIPT: [00:00:00.180] Everybody today and selling the dream, more about podcasting. What ideas can you use to do podcasts for your own show? [00:00:08.810] Welcome to Selling the Dream, a podcast created four and five second home and resort realtor from Tom Tezak. And each week my goal is to bring you a quick real estate tip, along with an info pack interview with an industry rock star. My mission is to bring these cutting edge marketing, driving through sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate. We're selling. That's the other thing that I think with Cauvin, I was listening to another podcast and he said something, I've been doing this for a year or for two years or three years. [00:00:48.230] This is the podcast. In the real estate sphere. Now, all of a sudden with Koban, all of these agents are out there creating these new spaces and these new platforms. And and he's right. They are. But there's plenty of room right there, especially if you're creating a space for your your neighborhood or if you you want to move to Maui or you want to move to the tri cities. You know, why not do a blog on that? [00:01:14.750] You know, for for the agents out there, create something that people are listen to and want to know or what's happening in the community. There's plenty of things to do. We do videos as well, like little restaurant videos, which you can take that into a blog. [00:01:28.640] So I'm totally, totally it's just time and everybody's the commitment for time, which I think is the next question for for you and I have answered. What is your time commitment to doing your blog? The podcast, I'm sorry, is for you. Yes, you're right. Yes. The. It's like for me, it's pretty much I would say, you know, 90 percent of my 40 hour workweek, there's, you know, all the crap out of everybody. [00:02:00.050] It is. Look. Seriously, Tom. And you can attest to this having done two hundred shows and doing it twice a week. That's remarkable to me. But if you're thinking about doing a podcast. It is a time commitment. Like, it's it's it's not the kind of thing that you're just oh, I think, you know, tomorrow I'm gonna have a conversation for a half hour with somebody and let's publish it and and expect results. It's you know, and then I might not do another one for another month. [00:02:23.950] Like, you know, you need to be consistent. You need to put time into research and prep and record. And, you know, it doesn't have to sound perfect. Nobody expects it to be, you know, 100 percent. All great audio quality. But it needs to be listenable at least. Right. So you have to have put some effort into that. It is it's very much it very it's a time consuming thing, I think, to do well. [00:02:48.640] And when you do it well and when you show that that effort and that time commitment, I think listeners recognize that. And so so I would like I I would love for you. As you know, I'm like on Nepsa 22. You're at 200. I would love for you to sort of talk about your time commitment, because that's like that blows my mind that you've done it that long and twice a week. [00:03:09.520] So, you know, for us and for those agents out there who are right now saying there is no way I'm going to spend thirty five hours a week working on my. I know that that's what Matt does. [00:03:19.270] His show is edited. They're tweek. He's really refined. Our shows are a little bit looser. You know, I have Kenny who works for me. [00:03:26.170] And and Kenny, I want you to jump on that because I have a question because I can't answer it. But, you know, I'll record I'll set it up. I'll find the guests, which takes time. I'll reach out and then we bring them in. And then Kennedy will Kenny will monitor. Kenny is my producer. And then he'll tweak the show. He'll chop the bad parts out and then put the beginning and the ends on it. And I don't know how much time he's spending, but I would recommend get somebody to help you do that. [00:03:56.020] There are services out there that exist. If you want to do a podcast, you can go off short to do it. I've seen I know there's a company that just opened up in my world that's I think it's a Loha pod and they're doing podcasts for local people. I mean, local residents that want to create a podcast. So there is an opportunity for you to get those services. But I'm probably spending. I'm probably spending about if we take an hour to record. [00:04:25.160] We probably did a half an hour prep work between texting and e-mailing conversation, and then I'm done because then I give it to Kenny and then he just knows what to do. So a lot different. I couldn't have done 200 shows if it wasn't making it that simple. [00:04:42.840] You know, I know I've done shows in person where I'll go to events and I'll engage with people and we do it and we set it up. [00:04:48.170] I find doing the zoom so much easier than what. Yeah. Yeah. So that's that's what we're doing. [00:04:55.080] I'm no Kenny. Must be must not be listening to us. [00:04:59.170] I'm here. Oh. Here he is. So Kenny. Well how much should you put into creating the show from the start to the finish because you're uploading you doing all that other crap too. That I don't have a clue. [00:05:13.290] Yeah. So. So anybody listening knows we do that. The Tuesday tape shows on Tuesdays and then the interviews on Fridays. The tips are there really quick. I have at this point almost 200 episodes in. I've got basically a template in my video editing editing software where I just drag and drop. And then my trick is usually I speed it up to like two hundred percent speed and I preserve the audio quality so it doesn't pitch. And then I just listen to it at that speed. [00:05:45.020] So a tip I can get done edited in in a ten minutes X boarded and then converted and then posted. So a tip is probably an hour of work start maybe an hour and a half start to finish. The interviews are a little bit more time than zooming, but I have found that what's really useful and really helpful is I'm always listening during the interviews. So I know there have been one or two where I had an nap when I slipped up. [00:06:17.990] But generally speaking, I'm paying close attention and I'll actually keep a little notepad that says that, you know, around, you know, 40 minutes in. [00:06:28.820] I need to edit whatever, because so-and-so said what they did or something they didn't want on the air. So then I know going back. But if it's one that I sat and I listened to the full interview and it was smooth and it was easy. That's a really easy editing process because I'm like, OK, there's not too much. I'll clean up the star, I'll clean up the end, maybe pull out a little bit of something if it gets draggy. [00:06:52.950] But for the most part, we. I've got to go. And then after we have the show and Matt and both you guys, Matt and Kenny, then you're promoting it. So I know our biggest challenge is getting consistent promotion on the show. But we go we have a service gal in there on the West Coast that she does our translation or transcriptions on our show notes and then writes a blog. [00:07:21.300] And then also someone writes an e-mail so that we can use for marketing. [00:07:25.710] So that's a service that I pay for, Matt. What? And then what do you do? Can you just take the the audio and push it off to her for her to do that with. [00:07:34.560] Yep. So I keep a folder to folders on Google Drive on for the tips, one for the interviews and she has access so she'll check those. And then she will usually the day before of release, send me the show notes and then I get everything uploaded. We use blueberry. Is the service that we use for for hosting. And they they allow a lot they have a lot of tears. So you are allowed a certain amount per month. But then I take everything that she type. [00:08:05.670] I put that into the show notes and then also into the YouTube. And then from there I pull usually Monday the following week. I like to give a little forum for organic growth and better organic listenership. And then that following Monday, I'll send out the email that she has drafted up and I'll pull photos of the guest and I link to the audio and I link to the YouTube. I have like a standing template that again, is really simple at this point for me to just plug in the new info and I'm good to go. [00:08:41.010] And I hit send and that goes out to our our whole database of listeners. Oh, and then the blog. Sorry. Rambling on the blog as well. [00:08:50.640] Yeah. What about you, Matt? What are you doing with all of that. I actually wrote this out in a dock somewhere because over time more of the responsibility has shifted to me as some of our team members have been pulled off to different projects. So I used to have there used to be someone else who was responsible. After each show, I would send the audio to them and they would go and they would pull clips out for sharing on social media. [00:09:16.110] So that's now on. So that's now on me. And which is fine. I think it makes sense for me to do it because I did the interview and I remember the good clips that will probably make for more interesting social media content. [00:09:28.020] So I have. I actually was OK that that tells me all the stuff I'm supposed to do just cause sometimes I get scattered and it's like 20. It's like twenty four. Twenty five steps long. And so. So yeah. So, so. [00:09:39.870] So I use a tool called Headliner Dot app and it's an online tool. There's a free version that sort of limits how many videos you can make per month. And then there's a paid version where it's unlimited. And so you just upload your audio there and you slice and dice it and add your graphic and put the way for money. So there's a lot of that. There's you know, there's a promotional email that goes out that we take the audio and turn it into a YouTube version for our YouTube channel. [00:10:06.450] There's a blog post that gets written with the full transcript. So, yeah, all that stuff for me, Tom. I think what I spend the most time doing with each show is listening back to it's like as soon as I if this was me interviewing you for our show, as soon as we're done today, I would upload the master file to a transcription service, get the rough transcription back. Then I'd start going. All right. This sounds good. [00:10:34.290] Now, this wasn't good. And that's where I start doing the writing and the cutting to get it to get it down, you know. All right. This part here, here's kind of the kind of conversation load. So I'll edit that out and I'll do my own voice over here to cover what we talked about. So that tape like that takes almost, you know, four, five, six hours, depending upon how much writing and editing is required. [00:10:58.500] And then so then send it off to Chris, who is my version of Kimie, and he sends it back to me. Then I have to listen again to make sure he got all of the edits and inserted all the everything all the production elements incorrectly. Then we send it off to get the final transcript done of the actual show. Then I listen back to make sure the transcript is correct. So there is a lot of just I would call it quality control, a lot of stuff that goes on outside of the actual conversation. [00:11:26.370] Right. And that's what I wanted to share, is as we all have a different system, you create the system, first of all, is create that working list so that you know what you're doing. [00:11:35.220] If you're going to create a podcast, if you're thinking about doing a podcast, don't get scared. It is involved, but there's a ton of value in being the voice, the voice of your community, the voice of your neighborhood, the voice of your town, the voice of whatever it is. It has great value. It has been a huge resource for me to be the voice of. The second home market. I have so many people that now rely on me that send me business and it's just another marketing approach, right? [00:12:06.240] I mean, it's just creating content and then getting that content out there is so important. [00:12:11.310] Yeah. And I would say to this, because we probably did scare some people off with all the discussion about the intricacies. There is a service called Anchor, which is super easy. [00:12:22.050] I haven't used it in probably three or four years, but I did use it back then. And it's it's an app on your phone. They have a Web site that you can use as well to create the show. But literally it's as easy if you want it to be this easy. Just get the app on your phone. Start talking into your phone, you know, record and you're done. And it gets published as an episode of your podcast. [00:12:43.170] Like it can literally be that easy. [00:12:44.970] If you want to do it now, then there's all the other stuff we've talked about. Right. You have to know the promotion and all that sort of other thing. But the actual recording process doesn't have to be as involved as what is what. I agree. [00:12:57.450] And we've used the anchor for some other stuff, so I think so. Ken, you mentioned blueberry. That's our host. I'm not sure who you use. And then there's anchor who is also a host at their free blueberry we pay for, but we have control over the creative content anchor. You don't have control over the creative and. You're just doing a local show. It probably doesn't matter. Who are you using that? [00:13:22.110] Our host is Transistor Dot F.M., Transistor Dot F.M.. [00:13:26.310] So I hadn't heard of them. So. So there's plenty of choices out there. It's just finding, you know, do some research, figure out what you like. I would tell you, if you're just thinking about you want to start doing a local podcast anchor, it's free. It's easy. You can transition out of that. [00:13:41.010] And none of your listeners will know because they'll just reposition it into your same title on iTunes or Stitcher or whatever, whatever platform people listen to. Well, Matt, I you know, I was afraid that we would just continue to chat and chat for a week because there's so many things to talk about, anything we didn't cover that you want to cover. Besides how wonderful you are. [00:14:08.550] Definitely more about that. OK. Do you want to talk at all about potential ideas for local agents to do shows? I think that's a great idea. [00:14:19.560] I think we're going to this is gonna be a two part show, by the way, just so you know. But I'm good with that. Let's do it. Because because, you know, obviously your your target on your show and my target of mine is other agents. [00:14:31.440] But let me ask you so if you were trying to sell and reach buyers and sellers in Hawaii, what would your show be like? [00:14:41.420] Oh, man, it would be. I've thought about creating another another show for that, because I think there's a lot of value in that Facebook world and the people that are searching online and Google. [00:14:54.050] So what my show be about, my show would be about living here and what it's like to live in a resort community engaging with people that have moved here and the journey. So people are like, oh, who am I going to interview? Your clients tell you interview your clients. A, what was the experience like when they were living in some urban community and they finally decided, I'm going to quit this and I'm going to move to the ski hill or I'm going to move to the beach or I'm going to move to the golf course and I don't care. [00:15:27.600] I'm going to do this because it's where I want to be. And the journey that they went on from the get go. I think, you know, speaking about that, my one of my favorite show is not to be self-serving. [00:15:38.630] In my podcast was the show where I talked about being the second home buyer. That experience in and of itself was so phenomenal that I was able to do a 35 minute conversation about what I myself and my wife experienced. It was it was so I had so many people reach out and say, wow, what a what a great show, because I saw everything from a different perspective. So bringing that perspective of your consumers, of what they went through when they made that huge leap into a second market or, you know, that you if you're not in a resort community, if you're in a traditional market, what it was like to buy your first home and everybody's different. [00:16:22.170] So you can bring in four different people that had completely different experiences buying their first home. You know? So that would be my path is sort of talk to your clients because it's not unique. Most of our are our experiences. You know, I'm in the midst of working with the clients that are in a divorce. That's not unique. It happens. So maybe have have your what are your clients that's willing to get on the show with you and make sure to let them know, look, I'm not going to embarrass you. [00:16:51.760] This is this is something to help other people. This is not, you know, 60 Minutes. And we're gonna do it, you know, an investigative undercover report. Just tell that. And I think that would be the thing. What would your thoughts on that with your. Yeah. Life is in it. Yeah. [00:17:07.370] It's actually a conversation. I would, you know, a couple of years ago when I started doing marketing, directing for her. That was one of the conversations we had. Like, what do we you know, she hasn't had a blog and still does. And, you know, should we be making videos? Should we do a podcast? And we sort of talked about it. And at the time, you know, we decided not to do it. [00:17:24.080] We actually did a survey so that, like, left. So if I were a local agent, that's probably where I'd start is like, you know, if you have an audience already on Facebook or email us or whatever, like ask them there's no harm and say, hey, if I did a podcast, would you listen? What would you want to hear? We did we did that survey. This was 2017. And, you know, you know, like Keri's. [00:17:45.300] It was like Carrie is going to be creating more content, you know, how do you want to receive this content? It's going to be, you know, about the tri cities. It's gonna be about buying and selling. And, you know, blog articles, social media and videos where the topic, I think podcasts, we're no force. We decided not to do it. [00:18:01.890] We did the same thing with home light. And when we asked agents, they were like, yes, we want to podcast. [00:18:05.730] So that's why we're doing it. But if I would think that that would probably be a little different if we did the same survey now, because as we talked at the beginning, I think podcast listening has really started to take off in the last couple of years. [00:18:18.070] So, so, so. So I would think we live. So, you know, speaking of knowing your audience. Right. Like know your market, too, because we live in an area in eastern Washington where there's a lot of government jobs, there's a lot of engineers, there's a lot of P HD level type people at WSU tri cities. [00:18:36.540] So we know from our audience. Go, there you go. [00:18:40.440] Okay. We know from our audience that they're really into data. So Kari does a really detailed monthly market report. Right. It's boring. As you know what, you're an agent, but her clients love that stuff. They love seeing, you know, what's happening in their town. You know, in terms of inventory and how many homes sold. So I. So so in our area, I would have her probably do one a month, one episode a month, just covering what's going on in the market. [00:19:08.430] Maybe once a week, even if she had the bandwidth for that. I would do shows exactly like you just tried. Tom, write the stories of buying and selling because that's can be really interesting. I would love you mentioned your dick. [00:19:21.540] Did you say you're doing like local restaurants and business type stuff? [00:19:25.770] We do a a show. Totally different. We do a taste of paradise on YouTube and on Facebook. And it's just a five minute just to go in and experience a restaurant. So, yeah, that's another. [00:19:37.110] You could do a whole I mean, we could we could take way longer if we wanted to, but that the format of the show is three to five minutes. [00:19:44.100] So that's what we do. But you could go in an interview and a restaurant tour. You could talked about their journey and their experience. I mean, right now during covet moment, God, there's so many things that you could. Oh, yeah. Down that road. [00:19:56.490] And there's people that are sitting around right now just looking. They have the time, I guess. Yes. Yeah, they do. Yes. I mean, so that I mean, that's an idea that you could do for a local podcast. You know, interviewing business owners and what's their story? Why did they start that restaurant? Why did they start this business over here? [00:20:13.840] And then I think the other thing I would do that that we have an area, the tri cities is somewhat historical in that it was built around the city of Richland, which was a city that the government created in the early 1940s during World War Two. And we have the Hanford plutonium plant, which is, you know, the plutonium was used in the bomb that was dropped on Nagasaki. So it's a. So there's a history there. [00:20:40.270] And Carrie and I have gone on like walking tours. Like a lot of the homes that were built 70 years ago are still up, still being occupied. And you can, you know, his local historical society. We'll take him to tell you the history of that building there. You know, that used to be, you know, used to be a secret nightclub that the you know, the people used. And so, like, I would love a show about the tri cities, like the hidden history of the tri cities. [00:21:07.310] Right. Like, what's the bet? Like what? We're all this stuff. What did it used to be 50, 60 years ago? I would assume that most areas have something like that, like some sort of history, history of your area that would capture people's interest and attention. [00:21:21.550] Yeah, I think there's so many different paths you can go down. I think one of the things that I listened to, I listened off when I said I'm going to do a podcast. I listen to five books, two of them. I always tell people that they should listen to before they start. And one was Amy Schmitt. Tower was vlog like a boss. And it was really conceptually, how do you create a format for a show that your audience then knows what to expect? [00:21:49.510] So we've talked about a lot of different things. [00:21:51.580] It might be overwhelming to go down all those different roads. But it might be perfect if you frame the show with what the consumer is going to expect as as part of the guidelines. And, you know, it's the time. It's the release. And I don't even want to get into that. And then the other one was John Lee Domus. I think it is a podcast launch, Jale D. And again, that was the technical part about it. [00:22:18.250] So you know how many shows you have ready before you ever start and launch. So those are, I think, some good tools. But getting focused on what your shows could just don't. I don't want my listeners or our listeners to say no to your podcast. [00:22:33.250] Amina, record one today and deliver it to figure out your plan. Figure out your format so the consumer knows what to expect. And you can tell them what to expect. And that's on a lot of work is just you know, I think it was 10 hours worth of audio listening for me. So did you use utilize any resources? I know you mentioned, Jay, a console with three clips. Was there anything else that sort of helped you to. [00:22:56.820] Lay out your format. Not not I would say probably not. Our format is not that unique. Right. Like there's a million interview shows out there. The premise is not, you know, there's there's a you know, there's a million shows that are. Let me let me re answer that. Kenny, Kenny. OK. So you ask whether whether other reasons other than J. Kenzo. Gosh, yeah. Oh, I can. OK. [00:23:32.240] So to answer that question. There are probably, I don't know, Tom, four or five different Facebook groups that I'm in that are related to podcasting that are pretty helpful. One is called podcast movement. That is really good. There's some groups of men that are find a guest to be a guest kind of stuff that is not always appropriate for me because, you know, you and I are really dedicated on real estate. There is a Web site. [00:24:03.010] There's a company that produces a lot of brand podcasts. I think they're called Pacific Content. [00:24:09.310] They have a good blog that once a week has a really, really good article that talks about podcasting and has advice and tips and sometimes some landscape type stuff, things that are going on. [00:24:20.470] So there are I mean, I think there are some really good resources out there. [00:24:24.460] If you look for them and if anybody like wants to connect with me or whatever, I'd be happy to like I there's a bunch that I follow on Twitter and Facebook. I'd be happy to just put a list together or something like. Yeah. [00:24:35.170] Could you send it to me? Because, see, that's I'm not there. So there's so many resources and I think that's what it comes down to. There's so many resources for content. You know, I from my path, Matt and I crossed path, I think, because of maybe second home agents and with through your wife and we connected. So there's so many different places. And I think just being out there and letting people know what you're doing and that you want to you any need to really do it from a helpful heart, not how can I make money off of this? [00:25:05.620] Totally. Yep. Totally, totally. Totally. Because that's where when I started my journey, I was like, how do I make money? And this was before even podcasting. This was before I was doing something else. I just said, you know what? I'm going to. I'm going to win because I've become such an expert in stuff. And I've learned so much from my guest that it's just been and it's fun. You know, I love meeting Matt, you know, and talking to people. [00:25:29.560] Yeah. I mean, I look at him as the host of Homeless podcast. I look at my role as a guide for our listeners to learn about this topic, this topic, that topic. I'm sure you look at your role as the host, as a guide for second home agents. And so if I would say if a realtor is thinking about starting a locally focused podcast. Think of yourself as a guide to your town. Tell the stories of your buyers and sellers. [00:25:53.920] Tell the story of your town, of other business owners, that sort of stuff. If you come from it, you're right. You know this the service, not sales, that will make people more attracted to your content. Nobody wants to. I'm going to go listen to somebody pitch themselves for 30 minutes. Like nobody's going to listen to that. [00:26:09.850] Well, and that's it ending. That takes me to one of the Matt Farnam who, as I mentioned, he is on one of my favorite shows. He talked about the book Building a story brand. And that's really you know, this is such an amazing way if you're a fan of that concept. It's creating a podcast is such a way to build that. There you go. Bill, you see it's right there on the desk. I mean, on my desk. [00:26:36.280] Great book. I would love to get him on my show. I just don't know how. Yeah, I buy. I would love to also. And I have started it and it is really good. I highly recommend that. Highly recommend. [00:26:48.350] Man, I so much appreciate it. I think we're gonna be a couple episodes here and it's just so great to chat with you. [00:26:55.290] I can't wait to meet you in person and and hang out now. Have a as I like to say, a coca coffee, a coke or a cocktail of the three the three C's of networking. [00:27:10.620] Top of the minute, the minute that we can get to Maui, you're the first call. [00:27:14.920] I love it so much. So for everybody out there listening. I know we rambled on and I hope it was a helpful, enjoyable show. And if you're thinking about doing a podcast, please, please reach out to me. I am happy to help. I've had several people, several agents called me up and said, how do I do this? Trying to help you out. I am by no means am I an expert. There's so many different paths you can go. [00:27:38.940] Matt has already said if you have questions, reach out to him. He's happy to help. We just you know, that's really where it all comes from. Is that being helpful and being a guide and. Yeah. So, Matt, how do they get hold of you? Well, first of all, once you give us the overview of your your podcasts where they can listen. [00:28:00.250] Sure. So it's called, as you mentioned earlier. Thank you for that. It's called the walk through. And you can find it on Apple, Spotify, all the platforms if you go to homelike dot com slash podcast. [00:28:11.200] That will take you right to where it describes the show and all the episodes and all that stuff. [00:28:15.820] And if anybody wants to connect with me directly. Probably fate. I have. I have a real estate dedicated account on Facebook. Just search for H. L for homelike HL Matt McGee. That should come up. It's one where you and I chat and I would be happy to connect with anybody. And likewise, if anybody has questions about doing a podcast or whatever. Just reach out anytime. I'm glad to help. [00:28:38.830] I love it. And remember everybody, as I end the show with most of the times, almost every time we are not just selling real estate, we are selling the dream. And thank you for joining us on our show or shows today, whatever it might be. We really appreciate it if you have an opportunity to leave us a review. We really appreciate those reviews. See Matt shaking his head. Those reviews on any other platforms you're on. They just do so much in helping our show to get more exposure. [00:29:08.170] If you have friends that are in the resort real estate business in the regular real estate business. Sure. Sure. Our show, our showing that this in this case with them, we would so much appreciate you sharing the wealth. We do this for a lot of people, not just for you. Don't be greedy and piggy share this stuff. It will help you in the long run. I've had just recently met. It's been really cool. I've had several people reach out to me and literally just pick up a phone and call me and say, I just want to tell you thank you. [00:29:36.310] It's like, oh, that's somebody who's listening. Right. That is that is so awesome. That is the that's the best feeling in the world. [00:29:43.510] So we do appreciate that. You know, we because on the podcast where you just know very much of what's happening out there once it's released. [00:29:51.820] So please you that go to second home agents dot com, sign up. It's your free site there. And join us on Facebook Resort, second home agents. It is a closed group. You need to get authorized. And if you're not a realtor, we typically don't allow you unless you're somebody like Matt who brings value and knows that he doesn't get to promote. So that's what we're up about. And it's just thanks so much for joining us. Have an amazing day. [00:30:16.360] And know out there and sell some real estate, as Matt says, and do it safely. Hey, everybody. I'm so happy that you're with us today. And I just want to encourage you to please there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. Whatever platform you listen on, please go in and leave us to review. Give us a rate us give us whatever many stars that you think are appropriate. [00:30:46.900] Send me an email. I loved getting e-mails from from you with any questions you might have that I can address or feel free to comment. I'm so available right away to Aido to 055 and the other things I'd love for you to do is join our network group in Facebook Resort and second home agents. It's only for real estate agents or industry influencers. And I would. We've got a great group going on, lots of activity. And lastly, go to second home agents dot com. [00:31:15.910] Become a member. [00:31:16.810] Join up on that site where you put all of our information on that site. And we're creating a network for agents to share and help other agents out, as well as do referrals. [00:31:28.180] So for selling the dream, please help us out. Be part of the party and join with us.

Back in 2008, I was really struggling. The market had crashed, people were struggling to keep their business, and I was right there with them, trying to figure out how I could stay on top of things! I happened to pick up a book titled, “The Ultimate Sales Machine.” One of the concepts that he taught was the Dream 100. That would be 100 people that he wanted to connect with. Well, you know me, I didn’t stop at 100, and I made my dream 150. I marketed intentionally to those people: I made sure that they knew who I was, and that I was there to serve them! I committed to higher quality marketing, even as high as $10 per print item! It was consistency that got me noticed, and that helped me build a business that I benefit from, even today! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to create your dream 150. Pick out who you want to work with, and focus on doing what it takes to make that happen! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: In 2008, I picked up the book, The Ultimate Sales Machine. He challenged readers to create their Dream 100: people they wanted to connect with, and would be a dream client! I decided to focus on my Dream 150, and focused on marketing to them! I picked addresses that I wanted to target, and made sure to intentionally market to them. Because they were in a the luxury market, I spent money on higher quality marketing materials, including tube mailings - sometimes even spending $10 per item! Don’t be afraid to be creative - people will take note! You will stand out. Look at your marketing as an investment in your presence. You don’t just want to sell one house, you want to build the relationships! When you invest into breaking into the luxury market, the reward can be giant! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!   TRANSCRIPT: [00:00:00.390] Today. Learn how to tap into the ultra luxury market in your backyard. Welcome to Selling the Dream. A podcast created four and five second home and resort realtor from Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge market five through sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate. [00:00:29.160] Selling the dream. Everybody today on Tuesday, top selling the dream. Let's talk about busting into the luxury resort and second home market. So, you know, a couple of years ago, when the market tanked in 2008, I was really struggling and I picked up a book by Chuck Holmes called The Ultimate Sales Machine, and they're in there. It was it was an older book. And he was it was an amazing book, one of my favorite books ever put in there. [00:00:58.420] He talked about one of the techniques that he used, and he was his dream. One hundred. And I found it fascinating that it was such a great idea. So we market regularly. We go out and we try to connect with people in our in our neighborhoods, in our communities and our resort second home communities. But what I took out of that was I want to create my dream one hundred. And for me it was my dream. One hundred and fifty. [00:01:22.180] And that was all of the ocean front and ultra expensive properties. I gathered all of their mailing, all of their addresses, and I created a completely unique and elaborate marketing plan to try to bust into this luxury second home market. And I know in my market that luxury market was very much protected by a handful of very small handful of realtors who dominated and controlled it. And I kept thinking, how am I going to bust into that? And so I created the Dream 100 or Dream 150 for me. [00:01:57.520] And with that, I developed a very intense marketing plan where I would send much more elaborate marketing pieces to each one of those owners in that district. And over the course of time and I found that I kept getting notoriety. People were noticing me. And then I got my first listing, which then allowed me to do more elaborate marketing for that listing in that community. And that elaborate listing and that marketing piece, that was a 16 page for sure with a video and DVD, just a little bit old school today, but it was able to then be put into everybody's mailboxes and they were then able to see, wow, this this agent is doing marketing in a different way, in a more aggressive format. [00:02:45.640] And it was just consistency. How did I do it? Well, what I did was actually went out and found a promotional products company and started to buy bigger items. And I committed to ten dollars per address for every mailing, which you might be thinking, wow, that's a lot of money. [00:03:02.230] But when you look at the value of the homes and the commission checks that are generated in my particular market with six million, 10 million, fifteen million dollar property, it's not that much money. And so I devised and developed a plan and I would do some corny stuff. But it worked because, again, for the for the owners that were marketing savvy, when they would get the pieces in the mail, they laugh, maybe throw it away. Some of them gave it to their realtor that they worked with and said, well, look at what this guy is doing. [00:03:36.720] And so I knew it was making an impact. So just think about how can you be in front of those high net worth owners and pick a small market area and just create a unique marketing campaign. I'll share a couple of things with you. I sent a yo yo and I said no matter if the market goes up or down, I always have my finger on the market, you know, just silly stuff. I sent a what was a leather man type tool with the players and the knives. [00:04:05.530] I said, and I sent it in a mailing tube. And so it is noisy, heavy and big. And in that letter, I said, if you're going to hire an agent, make sure they have more than one tool in their tool box. Because I found that a lot of the. Luxury agents really didn't do a lot of marketing because they figured they didn't have to. So by keying in on those owners that may have not been enamored with their agent, their agents may be gone. [00:04:35.980] It was such an opportunity to connect with them and have them at least give me a look. And one of the things I would say is I know you may have a primary agent that you've worked with, but please put me on your list and get another opinion. That second choice, that third opinion. That was what I was looking for because I knew that once I got in front of them, my style and technique was going to be much more elaborate than what everybody else was doing because I had a plan. [00:05:03.340] So you've got to create that plan to connect with them. And then once you do connect with them, then you really need to amp it up and blow their socks off with all the stuff that you're prepared to do. So just keep that in mind when you're trying to bust into that luxury market. It's tough to get there sometimes, but when you get that one opportunity, it's so important to capitalize on that. My marketing campaigns, when I first started in the luxury marketplace, were I spent a ton of money, not with the you know, I always wanted to sell the home, but it was more than that. [00:05:39.310] It was an investment in to my presence and to my brand to show those owners that while this is a new agent in our industry. One last tip that I want you to think about when you're selecting that top 100. If there's only one hundred or one hundred and fifty homes, you do a mall. But if there's maybe 500 and it's just not cost effective and you want to go through go through your MLS, figure out who sold the house to them, if that agent is no longer in your marketplace, maybe they've passed away. [00:06:07.990] They've moved on. They've retired. Look at that and maybe focus on that list of homes and homeowners, because they don't have an agent anymore. And, you know, they may not be ready to sell. But if you continue to keep in touch in front of them, putting your face and name your chuch keys in their hands when it is time for them to sell, you may have a fighting chance to be the agent that at least they call second or third or hopefully first. [00:06:36.740] So anyway, some ideas on how to bust into the luxury market. It is a tough spot to get into and it is an expensive place to play. You have to have the financial ability to invest in your listings, in your marketing. But the rewards are giant. So keep that in mind if you want to. If you have any questions, please post below or send me a message. You can always reach me at Tom at Tom Tezak dot com. [00:07:02.030] You can feel free to call me at a wait to Aido to 055. I've had several people call me just to chat about their resorts, condo markets, and you can't imagine how happy that makes me feel to be able to share with you guys what I'm thinking, how I can possibly help. And I'm there and available. I do live in Maui, Hawaii, so a little bit of a time zone difference. You can also fruit. Feel free to text me at that number. [00:07:24.660] So remember, everybody, we are not just selling real estate. We are selling the dream. Go out there and do it to your dream. One hundred. Everybody, I'm so happy that you're with us today. And I just want to encourage you to please there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. Whatever platform you listen on, please go in and leave us review. Give us a rate us give us whatever many stars that you think are appropriate. [00:07:58.000] Send me an email. I loved getting e-mails from from you with any questions you might have that I can address or feel free to call me. I'm so available. Eight oh two oh five five. And the other things I'd love for you to do is join our network group in Facebook Resort and second home agents. It's only for real estate agents or industry influencers. And I would. We've got a great group going on, lots of activity. And lastly, go to second home agents, dot com. [00:08:27.010] Become a member. Join up on that site where you put all of our information on that site. And we're creating a network for agents to share and help other agents out, as well as do referrals. [00:08:39.280] So for selling the dream, please help us out. [00:08:42.190] Be part of the party and join with us.

I love podcasts. I mean, after nearly 200 episodes of my own, you know that there has to be something amazing about podcasts! I firmly believe that podcasts are an amazing way to connect with my audience, and build a stronger network. Through nearly 200 episodes, I’ve had to change to interview nearly 100 different agents, and share my tips with my listeners! That why when I started listening to Matt McGee’s podcast, I know that I had to have him on the show! As a fellow podcast creator, it’s always a delight to talk to someone else who is doing similar work! After binge-listening to Matt’s work on the HomeLight podcast, I knew that I wanted to have him on the show to share his experiences with you! We’re talking about creating content, interviewing guests, and keeping focused. Matt McGee is a content creator with Homelight, and has been the main person working on the HomeLight podcast! I’ve listened to him for hours, and can’t wait for you to hear from him! Ready to hear Matt McGee’s insights on creating content? If you’re thinking about ever creating a podcast, you won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Matt, and his career path. Tom and Matt discuss their podcasts, and how they come up with content. One of the fun things about a podcast is that you create a plan, but you really never know how an interview is going to go until you’re recording! Matt shares how they find focus for each episode, and help get the best out of each guest on the show. As the podcast picked up, and more people listened, Matt started getting lots of questions from listeners, and what they wanted to hear! You learn as you go: your style will change as you gain experience, and you will become a better interviewer! Matt shares his process. He starts with a pre-planning call with the guest so he can set expectations and learn more about their unique value. Tom and Matt share how they find quality guests to appear on the show. Learn how to really listen to people while you interview: don’t be so focused on your next question that you miss any gems or major takeaways they have given! Matt shares about his favorite episode of his podcast. Catch part 2 next week! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Matt: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!   TRANSCRIPT: [00:00:01] Everybody today, Tom Tezak with Matt McGee and sharing, how do you get out of a bunny hole when you're recording a podcast? [00:00:09] Welcome to Selling the Dream, a podcast created four and five second whole and resorbed realtor Bontemps teaser. Each week. My goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. [00:00:22] My mission is to bring this cutting edge marketing finding true self. And information about the latest technology. Thanks for tuning in. And remember, we're not telling her what she was telling the truth. [00:00:37] Good morning, everybody. Good afternoon or good evening, wherever you're at, whatever time it is, and you're listening to the show. Welcome to Selling the Dream. [00:00:44] And today, I say this every week, but I'm always excited to have guests. But today I have been listened to our guest for hours on his podcast, and he's just started doing a podcast. Not too long ago. I was guest on a show and I just really connected with with him. Matt McGhee from our home light. And he does the walkthrough. And Matt said, Don't. You don't need to be an advertiser. For me, it's like, well, it's not, but you're just so much fun. [00:01:11] You're a great, great guy to listen to. And you bring so many great guests in the big so far in your show, which is twenty two shows, long or thereabouts. Matt, welcome to Selling the Dream. [00:01:21] Tom, thank you so much for having me on. It's great to I loved having you on our show a couple months ago and it's it's a pleasure to return the favor and be on your show. [00:01:30] Cool. Thank you so much. And you know, I you know, usually we go into these shows with like an idea and a plan. And Matt and I were talking yesterday. It's like, you know, I just want to have a conversation that because you've been doing now 20 some shows and I've been on this will be probably at my two hundred and first two hundred and third episode. And I just wanted to chat with you in so we can share with our audience who are out there listening to podcasts. Obviously, if they're listening, they're podcast fans and their agents. So they're thinking about creating content. And so many of them are saying, oh, I should do a podcast. And, you know, I think I just wanna have a conversation with you about should they? And then also, what have you learned in the first, you know, 20 or so episodes and sort of have that conversation? So what did you share, what your thoughts are with all of that? And welcome to the show. [00:02:21] Thanks again. Thanks for having me on. And it's a pleasure. And I love having you on our show. And yeah, I think it's I do see. I wonder if if you would agree, I, I sense and I you know, I see a lot of the headlines related to podcasts, and it seems to me that there has been an increase in listenership just over the last couple of years. And I would assume 200 are. You're your weekly. So we're talking a couple of years. Couple, three, four years for you. [00:02:46] So now we're we're we're twice a week. So I do a show. Yeah, I do one on Tuesday, which is a very short, like, inspiration, a tip. What pissed me off this week kind of thing. And don't do it or and then on a Friday show is like this is more of an interview style where I bring in a typically it's a real tour, but it's an industry rock star like, you know, a variety of different people coming. Well, last week's show probably was Lawrence Yun from the National Association of Realtors, which was like I was thinking, oh, this is going to really be a tough show to listen to. He was amazing. So because he's a statistician and, you know. They're different than realtors. [00:03:28] So that's what I mean. That's one of the fun things, though, about doing the show. Right, is that we get ideas in our head on, what it's gonna be like and what direction it's gonna go down. And then it's wonderful when it goes down an entirely different direction. And, you know, you explore something together and it just turns into something that you know much better than you ever thought it would be. [00:03:45] So, yeah, I agree. And, you know, and the the shows that I remember most are the shows that I thought. Before I did the show, that was gonna be, oh, this is gonna be a yawn. And it's like, oh my gosh, this was like the best guest ever. I never really knew who he was. And and there's one guy who's become an incredibly good friend out of this process. And Matt Farnam out of Las Vegas, just he's just one of those people. He's in the real estate industry his sophomore year. And, you know, you go back and I think he was in the 50s or 60s in my shows and just, wow, what a great guy. But I would imagine you had shows like that in your 20 some shows that were you were sort of like, OK, what's this going to be like and what's your experience been with that? We'll talk about doing a podcast, but I want to hear what your thoughts are on. [00:04:36] Yeah, it's I mean, you sort of have expectations built in with with what each guest is going to bring to the table and what the topic is gonna be like and where it's going to go. And, you know, sometimes for me, like one of my big concerns with each episode, like we try to we try to keep our episodes to be somewhere between 30 and forty five minutes. And so, like, sometimes there's topics where you're like, how can we cover all this in thirty to forty five minutes. Right. Like it's like we're gonna be doing one soon on Facebook ads for real estate. Like wow that's a really heavy topic. Right. That you could do like four or five distinct episodes on that. And so that's one of the challenges that that that I find with putting our show together is just having this situation where you've got this limited time and there's so many different directions where you could go somebody different things you could ask and talk about. And how do you sort of condense it and boil it down, though? Episodes that we are recording right now was supposed to be just one episode. Tom was going to be about online lead conversion. And we had Jackie Soto and Elmer Mirrorless, who are agents in Southern California, and they're part of the homelike elite program, which is that's what we that's what we call the top one percent of agents on our pilot and also best of the best of Zillow. [00:05:55] Right. So they know what they're doing with online leads. And so I was planning to have them on four thirty five, thirty to forty five minutes. We did the first interview and it went so well and we talked for like the full hour and I was like, I can't edit any of this. I just can't cut this out. It's right. And like if I cut this out then we were missing, like then we're leaving a lot of good stuff on the table. So we did. So we turned it into two episodes. And then as soon as the two episodes went out, people started emailing me. Hey, can you ask them this? They start leaving voice mails. Can you ask you know, I'm an agent in New York City and I have a question about this. And so we just did this week. We just recorded part three of the series just just based on listener, you know, on listener questions and feedback. You've had Tom Faery on your show. I had Tom Fair on my like Tom Ferry did not even get three episodes, so we broke Tom into two. And so, like like you said, sometimes you just you never know where things are going to go. And I think, like, I, I think that's one of the joys and one of the really fun things about doing this kind of show. [00:07:01] And I think you need to you know, it's an art and it's the interview style. And I listen back to my first, second, fifth, tenth show and it's like, wow, did I suck? Right. Yeah. Well, same with me. And and, you know, it evolves. Your process, your style evolves. And I know that you've been doing more editing inbound or Encho editing, which I'm like I sort of like that because you take out some of the ums and Ozz, where our show is sort of as raw as it gets. We don't edit stuff out because we want to be conversational, but then that takes time. So I love listening to it. And I told Kenny, I said I don't know if he ever did. Kenny's my producer said, Kenny, you need to listen to this show a couple of times because Matt is doing some fun stuff with the way he's editing. And I would just listen to one. [00:07:47] I don't even know who it was the other day, but you just stop the show and you started talking in-between. It's like, hey, I just wanted to stop the show right now. Did you guys hear what he just said? And it was like, hey, that's pretty cool. I like the way you're really sort of going back in. [00:08:08] And it's almost like you're in a book club and you're doing this and then you're going in and you're, you know, pinpointing some of the stuff. So I found that really helpful. But it's a lot of work. I mean, that's where I wanted to share with with our agents and our audience. If you're thinking about doing a podcast, we know Kenny and I did a podcast about the dynamics and what books to read. But I want to sort of bring you in and say the the art of this, because it's it's one thing to learn how to. To do the podcast and recorded and upload it and figure out your format, but there's so much of a skill in that interview process and keeping your client engaged. I mean, start keeping your guests engaged and keeping them going down the road to a degree that you want, but at the same time keeping your audience engaged. And I think you're doing a great job with that. And I just you know, and I every time I listen to other podcasts, sorry, I'm rambling. Every time I listen to other podcasts, I get stuff. It's like, oh, I want to start doing that. Hey, Kenny. Yeah, me too. And so being a fan and a student of other podcasts I think is so helpful. So that's why I wanted you on. And so how did you get your your path? How did you come up with your ideas or how was it evolving and what do you do to to do that? [00:09:24] Well, I'll, I'll tell you who I've been really influenced by is a guy named Jay, a Kenzo, and he's fairly well-known in digital marketing content marketing circles. I would encourage anybody that wants to learn about podcasting, be a better podcast, or he has a show called Three Clips and I'm writing it down on my board. So. So, yeah. So. So I should give a little bit about about his background first. So he he runs a company called Marketing Show Runners. And this company that him and I believe a few other people, they help primarily big brands, from what I understand, create shows, primarily podcasts. But it might be video shows or something like that. So, you know, and there's a there's a growing number of big brands that have shows like RCI does podcasts. They've been doing podcasts for years. Trader Joe's. Right. A lot of Red Bull, that sort of stuff. There's a lot there's an old growth, growing trend towards big companies, big brands sort of saying, hey, you know, we're gonna have a show and create content for our audience and hit. So his company exists to sort of serve and enable and improve that content. And so he started this. This podcast is called Three Clips. And it's a really clever idea because what he does is he breaks down a podcast by a brand or a person, whatever might be by just pulling out three interesting clips from one of their episodes. They play the clips and then he talks about this is, you know, listen for this and listen to this other part over here and listen to how, you know, they did this. [00:11:01] And that's been super educational for me, Tom. So, so. So I need to give credit first and foremost to that, because I discovered that I think back in December, November, December, which is right when he started that podcast. And that's right when at home, like we were diving knee deep into let's launch our own podcast. So, like, the timing just couldn't have been perfect. And his thing. I mean, there's his thing. I mean, he's got to like a lot of things that I've learned, but like the main thing that I've learned is the idea of doing a podcast is. You want to get the listener to the end of the show, right? Right. It's a podcast is so unlike everything else. Right. If you're if if, you know, an agent is reading an article that Tom Tesuque wrote. They can scan ahead. They can see certain words are bold. Know you might have some sections or some bullet points. It becomes easier to digest that way with TV or video shows. There's visual cues like, you know, somebody watch now sees that I am talking with my hands or whatever might be. But there's other vision, a podcast. There's nothing. It's just me or you. And the listeners ears. Right. It's your mouth. And it's it's incredibly intimate. Most people are listening in their car at the gym. Out on a walk. Something like that. So they have other things going on. So you have. How do you keep their attention? Right. And like, that's that's sort of been the whole thing, the whole kind of focus that I've learned to concentrate on with our show. [00:12:40] And you've been doing a great job, and that's what I was gonna interject the name. I get all excited. But I listened to you for, like I said, two hours when I was out on my walk. I walk the golf course in my neighborhood and I just like E-Trade picking up golf balls. So I'm listen to the math and I'm doing that. So you're right. People are doing other things when they're listening to their podcast that they can be engaged in. So I think keeping them part of the conversation is important. And it is it's intimate and that's a great word. So you create that space. How do you. Know where you're going in the conversation. This is something that people said to me and I said, well, you just you just drive the train sort of seamless. So how do you find your way doing that? [00:13:27] Are there you know, how would you feel if I ask you this? How would you feel if I ask you what is your you know, I want to get an idea. It's almost like the same questions that we're going to ask. But I want to know from the guest where their responses are going to be so that I can start to say yes. I think that's a good avenue that we should explore in the final version or now that's kind of a dead end. Let's not even worry about that in the actual currency. So that's really important. Is. For me, at least, is doing sort of a preplanning call and figuring out exactly what we're going to talk about. I put together a rundown of questions and topics, do a lot of research on every guest just to sort of figure out. I remember before we did before you came on, I listened to several of your shows, and I remember that one. You did this the short version. You had one where you talked about being the lighthouse. Do you remember that? I do. And I loved that so much from listening to your show. And I remember asking you about that at the end of when you were on ours. And it made for a great moment because it was such a great message at that time. Like that was that was like I think you were like show number nine. And that was like right in the middle of all the chaos of the piano. [00:14:42] I knew it happened. And it may you know, as a as a guest, it made me feel like, wow, I felt so special that you had one listen to my stuff and to ask me about something that I was passionate about. [00:14:53] So it really does it does make a difference. [00:14:56] The other thing that, you know, for man, I just want to just share with you something about your show that I really like it. You know, when there's somebody out there looking for more podcasts because I know I burn out. I mean, I it's like, OK, listen to Matt for three shows I listened to that had been for five shows. And it's like, OK, I'm done listening to that voice. I need something else, but I binge please in. [00:15:21] I lost. I was going mad. That's what happened. It's it's it's your show. [00:15:29] I know there is. Your show. What I like about your show is I would say it's a brand show. It's a home light, which is a lead service company. But you what I love about it is you're not talking about home light on your show, even though you touch on it every once in a while. You have a strong home light person. But it's not about that. It's about. You were bringing so much value to the audience. And that's what I'm what I'm enamored with on your show, which I really love. [00:15:59] So I would change gears now because gave you a little bit. Attaboy there. [00:16:02] But thank you. I appreciate that. How do you find your guests? Oh, that's a you know, that's a good one. And it's a lot of for me, it's a lot of reading, a lot of watching videos, attending conferences. More recently, virtual conferences. Right. Because we're all sort of locked into a degree. A lot of time on Facebook. Real estate agents, a lot of real estate agents are on Facebook. So I'm in, you know, all the big Facebook groups, the lab coat in men, et cetera. And so it becomes a matter of just keeping your eyes open, I think, and seeing who's saying what and who has an interesting opinion that you think can be expanded upon to, you know, an interesting 30 minute show or something like that. I think that's a big that's probably Tom for me. When I when we started this show, that's probably the part of it that I didn't appreciate the most, how much time it would take us to start to sort of figure out who should be on and where those people are. Been your experience as well? Because you I mean, you've been doing 200 episodes, so you had one hundred guests there abouts in the show. [00:17:16] And it's it's interesting and it's scary. We're were touched on this earlier as you invite a guest on. And for me, I'm inviting predominately realtors. And I've had some realtors that have been on the show that it's like I need more than a yes answer. And there is so and once you're in it for for me as a as a host, I don't want to not air a show. [00:17:40] But then the challenges, what do I do with the show that I don't think was as quality as it could have been. And I don't want to tell my guests that they saw it. Yeah. You know, because it's because they took a bunch of their time. And so it's really having. I would recommend to anybody who's listening if you're going to do a show and it's going to be a show for a local community, which I think that's what a lot of people, a lot of agents. There's a great opportunity. There is before you invite somebody on your show, have a conversation with them. Right. Follow what they're saying. And I love what you said. Do they have an opinion that you can work with? Because if they don't, you want to rethink that. But there's you know, your local politicians will love to get on your shows. [00:18:26] Yeah, I think that I think the opinion point there is important, too, because because, you know, I look for opinions and stories, because facts and figures, people can Google that. Right. Right. I want our show to have stuff that you can't get just on. It's simple Google search or by reading some listicle article on, you know, who whoever's Web site. So I think that's really important. And you're right, sometimes sometimes it doesn't go well. And and. Yeah. I mean, I've I've had that I had that same exact experience with with one of our with one of our shows. But I had sort of a built in excuse because we shifted into our sort of our coded mode. And by the time we got out of that, if I recall correctly, by the time we were ready to sort of get back to, quote, normal, like a lot of the information in the podcast was out of date. And we're like, all right, let's just try and connect again at a later date. It wasn't the best. It wasn't the best show anyway. [00:19:25] So then, you know, what I will do is as we try, we go the same thing, 30 minutes ish, 20 to 40 minutes. I'll tell clients and I build in time. And if I have a show that I'm struggling with and I share this again, not to throw anybody under the bus. But for those people out, there's agents out there that are thinking about doing a show. Use your editing. You know, there is a way to clean them up and create dissension points and and and do that. The other thing I wanted to go back to, you said something about the questions and what you talk to people. It's important to know what you're going to talk about, but it's even more important to know the questions you don't ask, because when you ask some questions, you either lose control or you get an answer that makes everybody look like, didn't you have an idea about this? Right. So so laying out the groundwork for those questions of how you. How you go about that path and keeping them and the other thing like I like to ramble sometimes, is Soto clients, I guess being able to gracefully grab them, put a big hug around them and pull them back on topic. Yeah. Yeah. How's your. What do you do to try to wrangle, so to speak, clients? [00:20:38] I think probably the thing that I do most often and that situation is just I think of ways, you know, because you can hear the guests and they're kind of going off down this other path and you're like, oh, that's not where I thought you were gonna go. And this is where we should go for our listeners. Right. And so I, I probably start to to think, all right. I need to reword that same question in a different way to make them understand what I was hoping they would say. That's generally what I do. I think to one thing that we should talk about, Tom, and I'll go first. As a host, it's incredibly important, right, to listen to what they say and pay attention and sort of when they're on point. Let that guide the conversation and I'll give you an example that like the thing that you mentioned about five minutes ago, about the moment where I jumped in and cut the person off and said, did you hear that? That's actually example. Like, I had to do that because I screwed up. Right. That that was that, if I recall correctly, that was an episode where it was Brian Boléro who works at Thousand Watt, which is right. [00:21:43] Thousands there, the Portland based agency that they work with, real estate teams and brokerages and big brands. And he I don't remember the exact quote, but he's a I mean, he's a quote machine. He's really good. He's a great guest. And he made a quote that if I had been paying enough attention during the actual conversation, I would have said, hey, Brian, stop. Can you repeat that for our listeners? That's a really important point they should hear. I don't know what I was doing, Tom. I must a bit in like off. You were thinking about the next question I was thinking about. Right. Yeah, I was thinking about the next question, and I totally missed it. And then when I was listening back to the interview was like, oh, my gosh, that is gold right there. So I thought, I need to. I just need to interrupt at this point in the show. And that's so we record I recorded that that video, that soundbite of me saying, all right, stop. I need to interrupt. So it right. And you have I'm right. You know, you appreciate the value of actually listening to people. [00:22:41] So I want to cut in right here and just say so you guys are all probably dying to know what that quote is. And I can remember it, but I'm not going to tell you. You're going gonna have to go listen to Matt McGees show, walk through and listen to Brian Boiro from 1000. What, because it was gold. So sorry, everybody. [00:22:59] But, you know, we've got to give Madelin most of your your your mean. Yeah, I know. I like to be mean every once in a while. [00:23:08] So you were saying you're going to start something about and then we got those funny holes. That's the other thing. We get into bunny holes as a as a podcast. How is she. Just like it's like oh give me out or get them out. So I think you're right, it's redirecting the question read and hearing where it's going to happen for a podcast that I'd love to listen to. They are not scripted. They eat. They evolve based on where the conversation takes you. And that's what you were saying. So and as as you guys are listening, just know that it's it's an art. And I don't think I'm very good yet at podcast hosting, but know that you've just got to go in and start doing it. And as you do it, you'll figure it out. You'll learn. And if if you don't, then you stop doing it. [00:23:56] And I mean I mean, it sounds I mean, I can tell just from listening to you, like your. Like I I'm self-critical, like I listen back and I say, how can I get better? And I'm sure you do the same thing, right? Absolutely. [00:24:09] Yeah, and that's what you gotta do, because it's like, oh, all right, they're very often like, oh, what an idiot talking about myself all the time. [00:24:17] And you know, but we just love talking about me, not you. Bye. I'm agreeing with you that I call myself that all the time. [00:24:24] Like that. Tom, he's dumb. So we didn't really prep on this, but I want to change it up a little bit. Like, I always use my term as well. But it change gears because I when I want to. [00:24:33] When I want to. When I said, OK, we beat that horse enough. Let's start talking about something else. And having those segue ways. And sometimes you don't get a Segway, you just gonna make it up. [00:24:42] And so in your show, you're twenty two shows. What's your favorite show that you've done so far? If you're willing to share. [00:24:51] Oh wow. That's a great question. I would say I mean, I would I would say probably there's I would say to two different ones for two different reasons. Number one is the most recent one that we did that I already mentioned with the online lead conversion with Jackie and Elmer. And that's a favorite because. They look like they have a really great system, time for online leads, and they were. Like there was nothing off limits, like there was no point in the conversation where they said, no, we're not willing to share this. No, we're not willing to give this information away. And that just makes for just golden information. Right. Because sometimes. And I totally respect like someone just like I you know, I'd rather not, you know, give away this tip or secret. OK. I can respect that. But they they were just like an open book. Like, here's our scripts. Here's exactly what happens when a leak comes in. The automation clicks in the personal call like so they were super, super detailed. And so that I thought was really, really great. And then I think probably the other one was the Brian Gweru episode. That was a fair one, because I agree, like, they have a very definitive viewpoint on marketing and and branding and agent messaging. And I agree with a lot of the way that they that they approach things like how agents need to separate themselves from the crowd and stand out and be different and be unique. So that was that was a favorite because I really identified with the message that that that he was one of the things I heard. [00:26:28] There are several things in that show. But one of the things I will share about that show that I was like, yes, because I respect Brian. He's I mean, their company is they're great. But when he's when you are talking about branding facemasks and I me, that is just the most asinine thing anybody could ever do. [00:26:46] And I know there is a lot of realtors out there doing that. And he said, why would you want to put your name on something that everybody hates to wear? [00:26:54] And I thought. A man. [00:26:57] And it's dense and it's a sensitive subject, too, right? It's like that's a lot less like a life. That's like a piece of lifesaving. It's not like writing your name on somebody is cast when they break their arm or whatever that's, you know, like. But yeah, that's. Yeah, that was. [00:27:12] So, yeah, I'm with you on that. So now what were the what have you. What are your takeaways. I don't. Let me let me give some context because we didn't say that. So Matt, you are a podcast or you are the homelike part of the marketing team. [00:27:25] But and your wife is a realtor in Wisconsin, Ohio and Oregon. Washington, Washington. See that? Anyway, you're I I a real turn in eastern Washington, correct? Yes. And so you sort of come into this area by first helping her with her marketing and her content creation and then got into home light. So just giving context for everybody where you come from. So my question for you. That it's been very hard to get out so far is. What's what were your takeaways from your shows? Those little nuggets that because there's always a bunch. [00:28:07] Yeah, I think so. So one of the one of the early shows that at all, I'll mention that because we actually put it into play with Kerry's business, because I still do help her in my spare time, I think was episode number four. We had Karen Carr on and she's and it was all about YouTube and YouTube, SVO. And she if you do a search for just go on Google and search moving to Savannah, she pretty much owns that search result page. Chances are you're going to see a big YouTube thumbnail with her video. And it's, you know, this this. I think it's it's not a super long video or anything. I think it's like five or six minutes maybe. And she just talks about, you know, ten things that you need to know if you're moving to Savannah, Georgia. She's got a blog post that's underage. She's got some other like she just owns that search word. And she told the story of, like that one video has led to in the three years that's been online has led her to, I think she said, over one hundred thousand dollars in GCI. Right. Like when one video. [00:29:11] That's that's incredible. So she told the story of how she came up with the idea and what she did and how she optimized it. And so so that that I thought was really interesting and something that anyone should be able to learn from. I know, you know, as somebody that deals with a lot of second home and relocation, you know, your audience may be of particular interest to that. So we created a video for Carrie. She did a video about moving to the tri cities. And it's just starting to get, you know, some of that, you know, that kind of thing doesn't happen overnight. Right. But it's so it's just starting. Yes. So she's had, I think, one or two people say, hey, I saw your video. You know, can you I have questions about moving to the tri cities. And so, like, I thought that was really cool that like we had this person on the show and then we tried it ourselves and it started to work like, that's pretty crazy. So that was one of my. That's like one of my favorite ones that I would say I love it. [00:30:05] Yeah. So it is it is it is great for me as an as a host. [00:30:10] I have people on and I'm taking stuff away from this show. All right. [00:30:13] The time, because I'm interviewing agents from all over the country and resort communities and it's just being willing to listen. Sometimes we just got to shut up and listen and learn what's out there. And sometimes it's like, oh, that won't work in my market. And I want my guests and say. Ask yourself that question again. [00:30:32] Are you sure it won't work? Because sometimes we have to reinvent it or redevelop it. [00:30:36] But there's some great concepts out there that we're presenting to the audience that, you know, they're working for people. Sometimes people say, oh, that's old school. It's like, well, well, old school still works. [00:30:49] Yeah, yeah. And let me just add to to to give you credit, because one of my other favorite nuggets from the shows was from your episode when you talked about that idea, I think you called it the hidden referral. Is that right? Where is it? Which is exactly sort of like the opposite of what I just described, because you said it's not about advertising to buyers and sellers in your feeder markets, but it's about connecting with other agents. Right? [00:31:15] Right. Absolutely. Because they I mean, if I can't connect, there's one or two buyers and sellers in the market that I can possibly reach. [00:31:22] But if I can hit, you know, 50 agents and they ask their client or if I had two agents and they ask their client, they've got a you know, between them five hundred or a thousand clients, it exponentially expands the opportunity. [00:31:36] And so referrals have become a huge amount of my business. [00:31:39] Right before I jumped on this call, I got a referral through one of the online portals and it was like, boom, it's there and it's a seven hundred thousand dollar referral. So nice just being connected and being being engaged, doing stuff like this I think is so important. [00:31:53] That's the other thing that I think with. [00:31:58] Hey, everybody. I'm so happy that you're with us today. And I just want to encourage you to please there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. Whatever platform you listen on, please go in and leave us to review. Give us a rate us give us whatever many stars that you think are appropriate. Send me an email. I love getting e-mails from from you with any questions you might have that I can address or feel free to comment. I'm so available anyway to Aido to 055 and the other things I'd love for you to do is join our network group in Facebook Resort and second home agents. It's only for real estate agents or industry influencers. And I would. We've got a great group going on, lots of activity. And lastly, go to second home agents dot com. Become a member. Join up on that site. [00:32:52] We put all of our information on that site, and we're creating a network for agents to share and help other agents out, as well as do referrals. [00:33:02] So for selling the dream, please help us out. Be part of the party and join with us.

Have you ever worked with someone who wasn’t the best at their job? Maybe it’s the other agent you’re working with, or the seller of the house you’re showing to buyers. It’s tempting to throw them under the bus when things aren’t going as planned … but don’t! Instead of throwing people under the bus, be proactive and be kind! Speaking negatively about anyone else never works out for you, even if they are frustrating you! If you’re not saying encouraging words about the others that you are working with, it’s not going to bode well for your business. Make a point to always speak positively about others involved in the transaction, even if they are making it tough! You’re going to find that it pays off in the end! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to not be a jerk! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: As we’re working with clients, there will be some people who make it tough! Maybe the seller isn’t budging on the price, or someone isn’t communicating with you! Don’t throw them under the bus! Always speak positively about all of the parties you’re working with, even when they are frustrating you! It’s easy to throw others under the bus, but you never know what they have going on! They may just be trying to represent their client’s best interests! It will not make you look good to say bad things about others! This is a small world: we all know each other! When you negotiate, do it professionally and don’t take it personally. Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Have you ever looked at an aspect of real estate, and thought, “I’ll never do that!” Maybe it was rentals, or certain locations. Maybe you didn’t want to sell condos, or houses in the suburbs. Whatever it was, you knew that you wanted to do anything but that! For Lyndsey Garza, it was vacation rentals. Or at least, she’d never wanted to do vacation rentals, until one day, she found herself unemployed, with the opportunity right in front of her to dive in and start managing vacation rentals. Lyndsey and her late husband started working the rental market in Galveston, Texas. At their peak, they were managing at least 60 properties! Over the course of several years, Lyndsey put her head down and did the work. She invested in tech to help herself be one of the first people using a website to book vacation rentals in the area. She was so busy that she realized that she wasn’t even able to sell real estate anymore! Eventually, her company was bought out, but I’ll let her tell you the story! You’ll be inspired by her story, from being a leader in managing rentals to selling to second home buyers in Texas! If you’ve ever wondered how to look for opportunity, you’re going to be inspired by her story! Ready to hear from Lyndsey Garza? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Lyndsey, her career path, and some of the hurdles she has overcome. Lyndsey shares how she got into real estate after the market crash, handling vacation rentals for owners who lived out of state. Jumping in and taking chances helped Lyndsay learn so much about the market, and what it would take to be successful. It also gave her incredible connections! The rental market helped boost Lyndsey’s career: she treated rentals just like they were a sale, and built rapport with people! When they wanted to buy a house later, she was the one they trusted and called! Provide white glove levels of service: your clients will see! Because Lyndsey was an innovator in the rental industry, she was able to lead! Investing in tech helped Lyndsey stand out among others doing similar work. Eventually, Lyndsey sound that there were people who liked her business more than she liked her business, and were interested in buying it! When he husband died, Lyndsey had to make tough choices so that she could provide for her family. Tom and Lyndsey talk about the process of selling the business. Lyndsey did not have a lawyer, but she would recommend it if you’re considering selling your business! You may think that you don’t need one, but selling a business is an emotional experience, and having someone to help is invaluable. If you don’t own the URL for your location + vacation real estate.com, you need to go buy it! Getting leads from sites like realestate.com can be like a bouquet toss at a wedding: you never really know who is going to catch it! Lyndsey shares her secrets to connecting with clients. “The number one rule of sales is not to sell, but that people buy from people they know, like, and trust.” Tom and Lyndsey go through rapid fire questions. Don’t forget: there is opportunity out there, no matter your level of experience. If you’re brand new, or been selling real estate for years, there is opportunity for you! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Lyndsey: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!   TRANSCRIPT: [00:00:00.480] Today and selling the dream. Learn a little secret on what you are, El, that you should buy. Before the show is over. Welcome to Selling the Dream. A podcast created four and five second hold and resort realtor on Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge marketing, fighting through sales and information about the latest technology. [00:00:27.540] Thanks for tuning in. And remember, we're not selling real estate. We're selling the. Hey, everybody. Tom Tezak with Selling the Dream, a podcast for second home agents. And today, I'm so excited to have Lindsey Garza with me. And Lindsey has had such a crazy path through her career. She started companies got laid off, her husband untimely, passed away. She's raised kids by herself and she's been doing this all while Solyndra resort real estate, creating businesses. [00:01:01.860] And just what a trooper. And I mean, we just chat a little bit and you will be so inspired by Lindsey. Lindsey, thanks for coming on the show. And my favorite line is I would never sell a traditional real estate. You're my hero. [00:01:16.980] Thanks. I know that I. I love second hand market. I love the resort market. And I would never I mean, I do sell primarily and I need to. But it's not it's not my passion. Right. [00:01:28.710] Is that what you're you're not going out knocking on doors, trying to sell traditional market? No, I'm not getting fired up about it, you know. So. Yeah. [00:01:35.700] So Lindsay does, you know, we sure. We were talking a little bit. You've had a really challenging career. I mean, you're challenging path in your career and you work for a developer. You were selling resort homes and then things just went to hell in a handbasket with two thousand, seven, eight, nine and all of those crazy time. [00:01:54.540] So once you just give us a little brief background of what happened, sir, and. [00:02:00.150] Well, I actually I moved to Galveston. I got a marine biology degree, which I do have, and taught high school chemistry for a couple years and then in 2005, got sucked into the real estate market, integrated many rich community. That was geared toward second homes. And it was Syntex Destination Properties. That was their second home portfolios that they would do in Hawaii and Florida. And they brought one to Texas and then they diversified. When the market started, you know, they got back to what they were good at, building tract homes and doing neighborhoods and sold off to a developer out of Dallas who unfortunately bought in 2008 and which was also the year of Hurricane Ike for us, which was a direct hit that we got. [00:02:40.200] It was the day before the markets fell out, as we had heard. And so I had no idea what kind of impact that was going to cost me. But it wasn't, you know, it was a good impact. You just get really good at what you do and you diversify. You know, you get a foreclosures and short sales and you just adapt. [00:03:00.410] You know, there's always been that separation, I feel, between the realtor and the rental, you know, like it's like almost like a division. And I fell into a great opportunity that I did not see as an opportunity then. But what did they say when another door opens, a window closes or whatever? You know what I mean by that? [00:03:18.860] A door closes and when one door closes, a window or another door opens, something opens. [00:03:24.380] But, you know, my husband, Mark, my late husband would send hate. He was a builder and we were both heavily invested here. And they they resort to the Endi that I specialized in, went into foreclosure and their front desk where they handled their rentals was left empty with about 30, 40 absentee homeowners that did not live in the state, did not know what to do. And that's is 2012. And he the one thing we've got to go into vacation rental management. [00:03:48.470] I said no way. No, not touching that. I'm too good for that. You know, like think like I honestly thought that. And, you know, that's sad. And because I realize that, oh, I was not good. You know, I got it. It was great. It's a very lucrative business. And this just back in the dinosaur age of 2012. And I am so thankful that we did that and took that risk. [00:04:07.790] We didn't know anything about it as it what I had heard about it, you know, when they would return our clients over to be a rental team to talk about that part. It was it was a whirlwind, but one year. [00:04:20.510] So you were in a specific community, but the greater area is basically Galveston, right? [00:04:24.770] Yes. I'm all over Galveston now. And I was known as the Point West girl, but I'm an island wide. Perfect. So. So then what happened? So you're laid off. You're sitting on your living room floor. I think you said and it's like, OK, we got to figure out what to do because we got to work. And so you said, let's go into the vacation rental business. And you're saying, I'm too good for that. [00:04:45.530] I'm like, no, I sell real estate. Yeah, I don't do the rentals, you know? And and it was I loved it. I loved everything about the vacation rental industry. And, you know, I didn't want to clean. And Mark, you and I were cleaning together. We went from like two units and we needed software spring break. And I mean I mean, I ended up when I and I end up with 60 units at the end of the day. [00:05:07.610] That was my max number and about three years. But it was. I'm so glad that I looked him and I said, OK, we'll do it. I trust you. And we would clean together and yell at each other, you know, and hurry up, get that wife I connected. We couldn't. The funniest story was we didn't know how to operate a car lock. So we just took it off and put a regular lock on, you know, for spring break. [00:05:25.880] So you're our guest. Then we learned it all very quickly. And I met some fabulous people in that industry that allow me to transform my real estate capability, to my knowledge. [00:05:35.240] So let's start with let's go to there. So you jump into this resort or the rental market, the vacation rental market. And you said you didn't realize how much you would learn from it and how it helped you to sell traditional Riverside. Let's talk about that before we go into your next transition or the sale and everything. [00:05:54.860] You know, what I realized is that when you have when you start small like this, you know, and you and you build it, it's all about the experience for the guests. And the scenario I as the property management company owner, your you're worried about your guests or about your owners, but those guests that they're treated correctly and given that that right level of customer service. And you give them experience and given that local knowledge, you really talk to and become their you know, their friends and they trust you. [00:06:20.780] People wouldn't book online back then with photos. So we did video back in 2013 and boom, boom, boom. You know, they could really see it. They didn't trust it yet. But I saw that these guests were the buyers. You know, I was like, huh? And, you know, with that life-cycle, it's really a unique proposition, the way that people would go into wine to purchase a vacation rental before it was just to offset ait's away fees. [00:06:44.160] Well, now they're cash flow and it's great. It's a great way now to buy a second home. It's like test driving the car. Runners will come in, they go, Oh, so somebody owns us. And I remember they like how much I pull out a rental history. And I show I mean, they were all kind. A lot of them are condos. So they were like units. And I could show them histories and. And they would if I showed him the numbers they bought. [00:07:08.780] And I realized the relationship between that it was almost a different transaction because things were more important to them. And that's evolved through mass times, gone on with the industry. [00:07:19.250] What things were more important to them, the location or the price or the experience or what was it that was? What did you determine? All of a sudden, as now you're representing. Owners that are renting to now, people that are buying and you said something was more, what was it that's more important? I think well, it depends on it, you know, with the. It depends on if you're looking at from the gas perspective, with the guests perspective or the buyer perspective. [00:07:41.780] Say that, you know, they'll rent three times and they'll be like, well, maybe we should buy one. You know, we just. And it's showing them the actual. Because I was very transparent. I printed out an understatement. You know, profit sensitive information. And they saw everything black and white, the income and the revenue and the expenses and whatnot. And I think with me being transparent with them and explaining how the process worked and what to expect and understanding it from both ends really, really changed the way that that film was made. [00:08:10.470] So you were in involved with each one of these guests that was coming into the. They were re reacting with you and you said you strike. You strive for white glove service and that the concierge level. So you are. There was this ongoing connection with them. And so those conversations, I assume, would just evolve, too. Well, what's it look like to be an owner instead of a renter or would you? [00:08:31.140] Were there questions or reserve script that you had that you would say, OK. [00:08:36.740] Susie and Bill are coming in. It's their third trip here. I probably should have the conversation. I mean, was that something that you consciously thought about? [00:08:45.270] You know, we had a lot of repeats because I loved booking reservations. That was like my favorite thing to do. And you would still catch me trying to grab the fan, even though we had, like, three reservationist in there, you know? And it's really you get a feel from them and they they love it there and they have the experience and they're kind of in for their anniversary. Leslie, some champagne or for Thanksgiving we would offer to bring in, like, you know, a Thanksgiving turkey and get the reservation, things like that. [00:09:09.680] But we but I know this works the most. A lot of my reservations for timid about it. You know, they were younger and they were learning how to sell over the phone and they weren't license, so. Really, what they did was they would put like men under their surveys or if they did a review, I'd say, would you like information on real estate sales? And almost six out of 10 of them said yes. And we all know that these people are they don't have to buy any of these things are discretionary product properties. [00:09:35.740] They don't need it. The sky and blue and change of mind. I don't want it. [00:09:39.910] I mean, I don't need it. I like the big difference between need and want for our for the resort market. That's what brought me to do these shows, because helping agents from across the country to understand we sell to the want, not to the need. And I think just doing it a little bit differently. I was one of the first people to actually take online reservations in 2012 with my software. I had a great website. I invested heavily in that. [00:10:06.620] You know, being tech friendly was good for them and taking a max, you know, that cost me. But they wanted to. And I got our business a little things like that. But really like listening to them and I like the reviews were such a key part of our industry. And they still are real estate and vacation rental, especially vacation rentals. And we had TripAdvisor back then. That was a big deal. And and it was it was really good. [00:10:28.110] People would come down and have an experience. They created memories. They truly were coming down. It sounds cheesy, but they were truly creating memories. And I wanted to give them that best experience. One day they call us again, and they always did. And I think once they realized how much money they were spending on vacation and that somebody owned it, you know, the more that because no one really knew much about there wasn't an error there wasn't there being, you know, as there was Hemingway and Barbeito and or Verbier or whatever they are now. [00:10:54.430] But, um, you know, it was really educating them on what is and why would you stay in a vacation rental over a hotel? And people thought it was strange then. But you find them and they love it and it's at home that they can come to you and they can afford it and they can supplement it, you know, by renting it out. Right. [00:11:10.870] And it's interesting. We've had and I'm in Maui, Hawaii. We've had vacation rental condos for 40 years. I mean, I've been doing it for 20 years. And it was just part of the thing. And then we saw V.R., BAEO or Verbal come out and it was like, wow, this is all new. And then BMB just blew everybody's socks off. So it has been fascinating. So how did so you started with the vacation rental company. [00:11:34.670] You were a licensed agent. Were you by yourself or did you have other real tours that were selling out of your team or did that just morph into the business? How did that all work? [00:11:44.020] What I did, I really had to stop advertising for real estate because I was focused, you know, I had 50 plus units that we were running and I had a small team. And it that's intense work. I had I had at one age and I was a broker or I am a broker still. And I had an agent basically that I gave my referral business to anyone that was in our rental program. If they wanted to sell, you know, and they would typically sell with us because they could sell more value out of it to that particular buyer. [00:12:08.650] So I had an agent I didn't have time to sell and it broke my heart because I was running a hotel, you know, I was running a hospitality business. [00:12:15.560] So a hotel with 60 units scattered across town. Yes. [00:12:20.540] And. Oh, yeah. And the emergency found with a flip phone that we passed around. [00:12:24.070] And I mean, it is a great experience. So so that evolved. And then you somebody approached you and said, hey, we like your business more than you like your business. What was like? [00:12:37.900] Well, I was like, what? What do you mean? You know, I was I was so shocked. I actually had a couple people approached me and the first couple and was there ever. Everybody was great, but I didn't understand, you know, I was like, what? Why did you want to buy my business? Like, I didn't it did not make sense to me. And then I realized what was going on, you know? [00:12:59.440] And I was like, OK, here I am. You know, I was working my tail off. And because, of course, I'm a control freak, I want to be in. But I'm trained and I'm doing it. If I want to make sure we have got three young children that also lost their father and I lost my husband. So it was a tough deal for me. The time I was losing, I was realizing that, hey, I was going to point my business where I needed to grow or I need to cut back quality quality 20 properties and just take it down a notch because my quality of life is not fair. [00:13:28.110] And I just don't understand why people would want to buy my company. And I that's it was it was a great fit for me because I didn't sell real estate again. You know, I missed that. [00:13:39.120] And I want to I want to step back. We skipped over something. And if it's OK with you when you started your company. Because I want to I want people to hear it. [00:13:45.850] You know, right now we're just coming out of this pandemic and everybody's oh, woe is me. Like, that's so hard. But for I just want you to share that story. You started the company with your husband and then what happened with. He passed away. And then. So guys who are people. Ladies gentlemen. Who are listening to this. You can work through all of these things that are in front of you that have just you've come out of. [00:14:09.010] Yeah, you definitely can and, you know, I feel like I consider myself and this may sound awkward or weird, but less in a sense, because I know that I can get through things that I shocked myself. You know, I'm looking back. I did some things I never thought I was a little doing, going through a hurricane, going through a market crash, losing my husband, running a business. I had a marine biology degree. [00:14:29.410] I didn't even know an LLC really was. I mean. He did. But and. You asked me, like I said, you're getting started. We're talking. Yeah, so. So. So you had your marine biology. We're going to Kenny. We'll cut that out. I'll pick it up from here. [00:14:49.170] So you had the marine biology degree and then you went into this business and you started this business on the floor and then. A few months later, her husband passes away. What? What I mean, how did you deal with that? How did you survive? I mean, I know so many people would have just rolled up in a ball and said, I'm done. [00:15:08.080] There were times that I wanted to do that. But you know what? I knew I could. I had a three year old. I had a seven year old and 10 year old. And I was self employed. And it was off season. So there were times that I didn't pick up that emergency phone. But it was January. I had like two guests in the house. So I call him back next. I'm so sorry. And I really would like remote batteries, you know? [00:15:29.500] I was blessed, too. I think it's kind of a. I'm so glad that that opportunity was put in front of me by Marco when he suggested it, because I was able to pour my grief into that, you know. And you can call me a workaholic. Most of us are in this industry. But it was something that I could really. Go through. I agree that company was like my plan, you know, and it became my heart and soul and it was a very I was very emotional to sell it to. [00:15:56.640] You know, it was kind of our baby that we had created. And then the day. I just had it. I had to get up every morning and put on my face and go. And I think to do well in adversity, like when things get harder. That's my thing, to step it up. I don't know why. [00:16:12.410] And I wanted you to share with. I poured my grief into my new passion. And it was hard and it was helped me to refocus. [00:16:19.400] And I think that's what for so many agents right now that, you know, Tom Ferrey uses the term they put themselves on it on a 12 week furlough through Cauvin, and they're unemployed themselves. And you know what? You can't do that. And you just need to take this frustration, this grief, this aggravation. Just put it back in and figure out how to make it work. So let's jump back now to. People want to buy your business. [00:16:42.920] I didn't want to miss that because I think I was so powerful for people to know that shit happens, man. [00:16:47.750] And you just you gotta keep your head on your shoulders. [00:16:51.490] So so somebody comes. Couple of company coming. They want to buy your business. What do you do? [00:16:56.320] So I remember. This is great. We were at a Vermont vacation rental management Mansmann like, nah, basically. And the association and I was an active member of that association and. And one of my I made I networked with a lot like great people in the industry. [00:17:10.460] And there called me and one of them said, Lindsay is here and I want to talk to you. And I said, why call me? And I'm like. And I had heard of the costs of that, you know, because I was within the industry. And I was like, oh, my gosh. And I realized what was going on. And I had to give my employees with me. And they didn't get it. Do you know what I mean? [00:17:28.400] And I'm like, okay, well, we got to get this cabin, go here and sit down and meet. And it was really overwhelming. And it's funny, I was getting phone calls for people that want to sign on to my program, and I haven't excuse myself from the table to go outside and talk to the new owners that want to. They'd be in the program and, you know, it felt good. It felt good that that someone that I, I guess, recognized that that I had something good to go. [00:17:50.960] And I mean, because it was frustrating and it was lonely. It's like they run a business by yourself sometimes. [00:17:56.030] And for everybody out there, I mean, a lot of us knew what Bokassa and who've Acosta is, but they've become one of the biggest vacation rental conglomerates of rental management across the country. [00:18:06.350] So if they're not in your area, they're probably trying to get there. And I just read an article I came in this morning that said, you know, they were quoting the one of the people in Bokassa saying that there's their rentals are going through the roof and they brought nearly everybody they laid off back on because vacation rentals are so active. [00:18:25.790] So you sell the business then? What I mean or is there a story about that? [00:18:31.410] I we didn't really talk about. So you want to share anything about how their experience went in and what the transition was like? And then what did you do. [00:18:38.260] It was it was while they were it was it. I definitely would think about I need to write a book one day or write it down for myself, you know. But I didn't represent myself, which is what which is or I did. I'm sorry. I did represent myself. I didn't have a lawyer because I didn't feel like I needed one. I didn't think I understood it. How that how that transaction would go down with what was on the books and, you know, the things like the properties and how much they were worth and a lot of them didn't. [00:19:03.740] So I represented myself and I don't represent myself. And I buy like real estate. I'm too emotional. So and this is my baby was you know, the the constant team was so great to me. And and they really they the people involved and they were awesome. And I that was probably I never bought and sold the company sense, but that was a very good experience for me. Granted the emotions that were involved with it. And and then I had to kind of figure out who I was again, because, you know, I'm going to step back. [00:19:31.370] If if you were to do it again, would you recommend to somebody who may have a vacation rental company or a real estate team or business, would you recommend that they hire counsel or somebody to represent them? [00:19:43.120] Yes. Because you did it by yourself. Pardon? [00:19:46.370] Just the emotions. You know, it's just like with real estate, you know, when you work with another agent that represents themselves, they act like the buy that seller. You know, that we all that we all revert to that, I think. Or at least I do. So, yes, definitely get representation. [00:19:59.660] So now you've got a pocket pocket full of money, we assume, which you won't talk about that. And now you say, OK, crud, what do I do now? Found the real estate. Well, I wasn't supposed to work with my broker's license for a little while or the vacation rental industry, so I took a stab at new home sales because I was like, what else do I do? I've been in real estate for 14 years, you know? [00:20:22.030] So that was not my. I mean, I worked for a great homebuilder and I was. But it's that primary home stuff. And you're limited to this certain inventory you hired was not me. And I could not go back to a corporate world. I was not a good employee again. I like to think outside the box, you know? And so I decided that I would go at it again. And I had come up with the LLC Galveston Vacation Real Estate in 2014 when I saw that there was definite relationship in that type of transaction that that people still aren't really taking notice of, I think. [00:20:55.150] And I just opened that back up and went for it. And it just so happened my favorite words that I ever base now on realtor dot com. Do you know anything about vacation rentals? You know, and I feel like I do, you know, and I really did. And I get the knowledge and experience I have as a property manager has really allowed me to create trust and expertise with my clients. [00:21:17.290] So, you know, I want to go right back to your name. You do super detailed N-E right into it. So we are Galveston vacation, real estate and not resort. I mean, not second. I mean, not primary residence that Galveston real estate, but vacation, real estate. Because you just wanted to deal with people that want to vacation property so super. And I love that. [00:21:40.380] And when they're looking through realtor dot com, you're saying you like real true.com. [00:21:46.860] Now we're seeing that name and they're saying, hey, this is who I want to talk to. So powerful. [00:21:51.430] I like the SVO word. That's kind of why I picked it out, too. And plus, Galveston real estate was born. So, you know, it's like I'm from the vacation. And that worked and. You know, it's just it became the coolest investments that sliced bread in those two years that I was gonna Galveston really took off. Galveston is an amazing and amazing place for opportunity in terms of investing in the real estate market right now. It always has been. [00:22:17.300] I used to call it Houston, Hamptons back when Houston didn't like Galveston so much, you know. And it's you know, Galveston is really set it up. And just to see the evolution of the city from 2008 when Hurricane Ike blindsided us and and to what it is now. I mean, we've got the biker rally in November, which is a holiday weekend now. It's right. Undersurface slides. Mardi Gras is huge. And then we've got basically, you know, we've got the winter Texans, our snowbirds come in because the airport's 30 minutes up the freeway and that's the international airport. [00:22:51.150] So your art hobby. [00:22:52.990] Houston Hobby. Oh, Houston, OK. And you just come straight down I-40. Forty. [00:22:57.250] We're talking to people all over the world here. We don't know what the hell how do you know what a huge icon is? Why it's just a hobby. Sorry if I became the second international. [00:23:06.360] But Lindsay, I got to tell you something. I don't want everybody to hear this right now. So when I do these shows, I do these for the people that are out there listening. But I do them more than anything for me because I learn more and get more ideas and opportunities from listening to the people that I have on the show. And I want you to know that, Kenny, when we are done recording this, Ken, he's my producer. [00:23:27.450] We are going to go right on to go, daddy. And we are going to buy my Maui vacation real estate dot com. [00:23:33.430] And if you guys are on. I'm just kidding. [00:23:35.940] I turn out there right now thinking yourself, I need to own the you are l for whatever town I'm in vacation real estate dot com. You are missing an enormous opportunity. So I might be gone. [00:23:51.070] Getting out right now. Opportunity buyer to be gone. It might be, but I am not. [00:23:56.980] Pardon. I'm a weird domain person. I own about a hundred and sixty domains. And you know, that's another matter. Maybe not that much. [00:24:04.780] So if if if that mall if your vacation real estate portal or your URL is gone. Call Lindsay. Maybe she'll sell it to. I'm trying her not to butt in here, but a massive vacation real estate dot com is available. [00:24:21.600] Bye bye. Right now. So you guys listen to this. This is for real. Should happen. And right now, just go ahead and buy it. Can you know what to do? Do it. It it done before anybody else on it. [00:24:32.470] Destinations are all islands by all by Hawaii. [00:24:36.580] Hawaii. Vacation, real estate. Dot com as well. I am telling you, this is one of the best takeaways that I've had on my show. So. So like I told you earlier, sometimes we go into Bunny Hills and it's just the way it is. But this is super, super valuable. [00:24:53.410] So you start your company and now you're you're starting to sell real estate. And now you're really connecting with people because you can answer the questions. And that's what I loved about when we filled out your interview. Like, I know what people want to know. I just. Besides how many bedrooms it hasn't. How many square feet? How is it going to rent? What kind of money is it going to generate? So tell us how you now evolve that conversation, script, whatever you would call it, into your sales yourself. [00:25:21.190] I'm really you know, I'm a big person on. You got you know, we buy leads because my sphere of influence is buying a house. So that's just from it is what it is. And it's more of a sales deal. So we invest heavily in it. It's definitely worth it. And it's really about the why. There's a lot of emotion behind these purchases. I think more so than primary residence sometimes and getting to know what they want, why they're buying. [00:25:46.810] What is it that they're trying to fulfill? Is it straight investment? What's their strategy? Half. And they're going to use it. You know, I asked them the questions that they don't even know they have yet, and they mean sister. And I keep it on the phone and I get. I sell them. I tell my agents all the time. I sell them. You sell. I'm Donna. First they got to trust you. They got to remember you because they're three other agents on same time deepen. [00:26:08.410] And you didn't get fast to that. [00:26:09.760] You know, the bouquet toss. I call that the realtor dot com throws it out. So I learned about that. There's flex leads and fast leads. That one. Yeah. [00:26:21.090] But by the flex leads, those are the those are the ones where you don't have the bouquet toss. I call it the bouquet toss because you got three agents diven for a lead. [00:26:29.050] So anyway, it's got to be so annoying that the consumer I play that game too. I'm like I just got annoying. How many people have called you? I just got cussed out the other day by somebody and maybe just a brutally cuss me out. It's like call realtor dot com and tell them what you think of the system. [00:26:43.110] Don't be yelling at me like you gave me your phone number. Yeah. So I'm sorry. Again, I'm bouncing all over the place. You get me all excited. So how are you? So you're you're using realtor dot com. Let's talk a little bit about that. [00:26:56.140] And because you're right, we I live in Maui, Hawaii. You live in Galveston. Our sphere of influence, our people are coming from all over the world. They're researching what? Why do you like real true.com better than Zillah? I had a conversation that can go a different direction with any. You know, I didn't like that. Like the rush into the phone thing. Like you had to rest. I guess I get to see the rest of the film. [00:27:22.220] But it was always like when I was in a not a place to answer the phone, it would rain. And that bothered me, you know. I mean, and I didn't necessarily I just like the real dot com means to me. Were they? I was getting a higher close rate on, you know, just looking at the numbers through our CRM. I mean, those are the ones that were that were bringing in the money and they just seem higher quality. [00:27:43.390] And I and I get it. I mean, and I said both. I mean, I spend about the same amount of money on both Real's recombinant zillo, and they both piss me off and I get frustrated. I yell at my reps. But, you know, right before our call, I was late for four hour recording because I just got a five million dollar lead. And it's like, but you're right. [00:28:01.830] It's like the phone's ringing. It's like Zillo bouquet toss. [00:28:04.110] That's what I have on my phone. I mean, it's like I shit, I got to take this right now. But they work and it's it's that conversation. So what is that. What do you ask those people when they're just randomly calling? You know, my goal is to keep them on the phone as long as possible and not really talk about real estate. You know that much because it's a different sales pitch, right? So when they call us, they're just starting they're not going to buy tomorrow. [00:28:28.390] You know, some people worked with for a day, some people I've worked with for three years. Nurturing process is different. They want you know, we all know them better. Am I really try to get to know them and deliver or and stand out from. I know that there's other realtors that they're calling because they're not really sure what's going on. I make sure to explain them that I'm not the listing agent, you know, that they probably don't want to talk to them unless they want to talk to the seller. [00:28:49.300] You know, that they want their own representation. That is the rapport with people. You know, that's that's a lot of my agents are shocked. Like you talk about that with them, I'm like, well, I mean, you know, I talk to them just like I talk to you. And I'm very honest. And and I'm I would never read them. I'm just very. Do the right thing. And I. I'm honest and I care about my clients and their well-being and, you know, I mean, I do everything I need to do to take care of them. [00:29:18.670] It's really about the service, the clients that somehow I think I think, you know, the number one rule of sales is is not to sell, but to people buy from people they like, know, like us, trust. And that that getting that rapport, building, that relationship, having them remember who you are because they don't know. What I've found out is they call up through Zillow, through real True.com. You introduce yourself within 30 seconds. [00:29:44.140] They have no idea who they're talking to. [00:29:46.820] You know, I know I like the finished conversation with I know you probably don't remember my name, but I'm going to send you a text as soon as we hang up with my name and my phone number and my contact information. I'm going to send you my E card. And then I also and then I also send them a video that says, hey, this is Tom. We just got off the phone. I just want to put a face with the name. [00:30:09.940] And when you combine those three things, you then create that know, like and trust. And I think so. That's some of the stuff that I've been doing. And it's been just incredibly powerful. And it's just. But it's all starts with that report. Right. [00:30:25.450] Are you using Bonbon? No, I'm not. [00:30:28.440] I well, I do have Bambam, but what I've come to find out is that I have gone straight to text text with 15 seconds or less, because what I what I realized bom bom is great and lets you know if they open it and how many times they look at it. I do use bom bom for other things, but for this immediate kind of thing I want them to get it right into their text. I want to not have to jump through hoops to open it up. [00:30:54.280] I wanted to see my face and a little arrow sign and my. And then I'm sending them my contact information so they know it's coming from me immediately. And it's literally if it's more than fifteen seconds, I delete it rerecorded and it it's just been really, really easy to work. [00:31:12.210] I we've got a great I mean I, I believe that the biggest tool, the matzo ball is going to be my CRM, you know, and it's business and that's I mean that's right in the show. That's where I'm going to get the best bang for my back. [00:31:22.600] And I love. Follow it boss. Let it. Let it. Let it. And I find on it then gosh. Four years ago and I just they've just it's such a robust system and I text from there, you know, I think call, text, email. If you can't get it from you know, from like rotate please leave. That's my agent. So. Right. I know that fellow bus is great. [00:31:43.390] I've, I've worked with real Volvo and they they've reinvented their front page of their page so that it includes second home, third home, fourth homeowner. If you've seen that now, I like to think that. [00:31:54.580] Take a look at that. Thank you. [00:31:55.690] That was me. I, I, I made them do that and that made them I encouraged them to do that. So if you're thinking about a CRM real, I'll follow buses. Great. Real love. If you go there, please reach out to me because I got a little relationship with them and I can maybe get a little Speth out of it. And then another one that I just got exposed to. And it's a Canadian company, but they have resources in the US. [00:32:17.950] Pardon. Sorry. And it's kids. [00:32:21.340] And you know what? So I'll talk more about that because there's some cool stuff that I'm going to probably bring them on the show to chat with. [00:32:27.330] Anyway, Boyum, you're just ask me a question. It's you're not doing the podcast, not me. So thanks for that Segway. [00:32:34.810] So let's talk about you. What do you got going. Anything new and exciting that you're involved with? [00:32:39.660] Yeah. You know, I'm always trying to think that tech is important, you know, obviously. And I think being on the up and up on that and and really what I found is that you just give these people the information they want, like the numbers. And Nakhon, you know, I started I met and do some incredible networking. I have a great guy. I actually met in person yet. And we've only seemed like twice that. We've been friends for over a year now. [00:33:04.330] Colin Harvey is an ex V.P. for the Cossa and he gets that the investment vacation real estate concept. And he's more of a numbers guy and he's helped me really with his company. We're looking at, you know, we've been doing he's been consulting with me on helping me learn how to present cap rates and say, well, you know, some great things, some great tools that really it late and it's right there. Why wouldn't you buy it? [00:33:31.630] You know, and my hair, DNA and things like that. Doing projections. And then we also have and I think that's really it. It's finding these people. But there's so much emotion, too. And I think that kind of surprise calling a little bit, you know, you still have to have that local knowledge. [00:33:47.100] And I think, you know, there is a market that's going to love the the data, the the the return rates and all of those things. That's our analytical buyers. But then there's that market. That's the I just want to buy for my kids to have. And then there's the market that says I just I want to buy something, but I don't want anybody sleeping in my bed. And it all goes back to something so important that you said. [00:34:12.870] What's your why? Right. To have that conversation. Do you want to rent it? If they don't want to rent it, that's OK. Just understand. Can you afford it? It's OK. Are you paying cash? I mean, I loved when I was new in the business. I was always afraid to ask the question, are you paying cash? Now it's like my first question. [00:34:29.830] I know you always wanted to say, are you financing, you know. [00:34:34.350] Yeah. Do you have that? So with with Collins gig. [00:34:38.630] So he's basically creating a platform or an app or a program that will help people to create cap rates, right? [00:34:46.290] Yeah. It's a cool tool at the end. And check it out. I mean, still in the making and at it's aesthetic rates of its revenue. Home dot com and ah, you can contact me and I can get you more information on it. [00:34:58.220] OK. Reach out to Lindsay. She'll show can. Actually she's part of this and so it'd be great for her to be able to help you understand a little bit better and and what, how it can work. Lindsey, a couple other quick questions. So you do a little everyone. So Alah do a rapid fire. But I'd love to do it with you. So you're prepared for this? Normally, we might give a heads up or not, but if you don't want to answer them, then don't. [00:35:21.330] What's your disc profile? Mind us profile. [00:35:24.220] Yeah, I'll be honest with you. I don't know. I just bested a amount. Again, I need to re redo. I mean, I have mine from my corporate days, but I want to get anoma agents. [00:35:31.580] We were just talking about facilitate that. Well you know what? [00:35:34.470] Tell your agents to watch my podcast from. Today, it came out this morning, which is while you guys would know what it is, it's a July or June twenty ninth or June 30th. I mean, that podcast, it'll be years will be in a few days. So behind and talks about this. But who do you follow in the industry. [00:35:55.460] Who do I follow for real estate wise. And I really. Really follow any body and really follow. I mean, like if Tom Faery or Mike Faery or any of the Koshin places or in men or I've got I've got a great coach. [00:36:13.170] I worked with them, Angela. She's great. She's in Georgia and she she's been great. But I like men. I love and men. I do a lot of I'm ADHD so I'm real. Kind of like late night surfing the web looking for the newest stuff. What's the newest thing coming out on my test? This. You know, and then it's good for me. I do a lot on bigger pockets dot com. I do a lot of reading on there. [00:36:36.090] MASH. I've seen some good stuff on there and I'm always trying to learn how write. [00:36:40.400] And it's probably useless than any other any podcasts I've got besides this one. [00:36:46.510] You know, I want to I have so many podcasts on my thing. I like self-help. I mean, people are like, wow. [00:36:51.400] But I'm I love I you know, I need to get back to my path. [00:36:54.640] Has a band music mode for a while. So that's what happened. [00:36:58.370] You know, you listen to you sort of binge. Listen, I was been binge listening to Matt McGee. He does this new podcast called the The Walk Through. And I just been it's been fun, but OK, what do you do for fun? I play golf and I fish play golf and fish. What's your why? What's your. My wife. Somebody else's. My wife beater. Two kids or three kids. [00:37:20.570] T

Did you make goals at the beginning of 2020? I sure hope so! But now, it’s time to take those goals out and reevaluate them. See, those goals were made pre-COVID. They were made before the world experienced complete upheaval. For some agents, the real estate market has completely halted, and the aren’t able to make any sales. For others, the market is exploding, and they are ahead of their goals! Take your goals out, and look at them with a critical eye! Can you realistically make them? Knowing what you know now, what would be a good adjustment to them? How can you reshape them to help yourself achieve your goals? Just as any agent from the crash in 2008! They’ve definitely had to adjust their goals in order to make it! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! It’s time to pull out your 2020 goals, and create a vision for the rest of the year! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Every year, we create goals! This year, everything has changed! I’d like to encourage you to stop, take some time, and reevaluate your goals. In some parts of the world, real estate has halted. In other parts of the world, the market is exploding! Take time to ask questions about how you can do well for the rest of the year, and how you should adjust your goals. Based on what you know, what is different? How can you thrive? Ask anyone from the crash in 2008, and they’ll tell you that they had to readjust their goals and expectations! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

What is your dream vacation? Have you ever thought about selling real estate in your dream vacation location? For many of us working in resort and high-end real estate markets, we may be working in our dream location! But what if you dream of visiting the beaches of Mexico, or anywhere in Central America? What can you do to turn that vacation lifestyle into reality? This week on the Selling the Dream podcast, I’m talking to Ed Eakin, a well-known member of our Second Home Agents Facebook community! Ed provides Real estate consulting and construction services throughout Texas, Mexico, Honduras, Costa Rica, Belize, Ecuador, and the Caribbean. If you’ve been part of our Facebook group, you’ve probably seen and heard his input! But more impressive are his credentials! He’s earned so many credentials, and they have helped skyrocket his business! Get ready to be amazed at how he’s grown his business to expand far beyond the great state of Texas, and see how he’s made his business a global success! Ready to hear about his journey, and the steps he took to get there? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Ed Eakin, his business, and the current status of his market. Why so many certifications, and being on so many different boards? Ed explains how and why he’s achieved so much! Every time you join in something, you learn something new, and make connections! It’s just another step in getting to make more connections! When we get “back to normal” after COVID, the agents who will bounce back easiest will be the ones who were able to think creatively and adapt during COVID! Ed shares about his markets, and how he is able to work in so many locations. Not only is he active in Texas, Ed is working Central American real estate! Ed shares more about that market, and how he broke in. How do you break into new markets? Start small, and get to know people! Ed shares how his networks bring him referrals, and his credentials bring in even more! When you’re at events, put yourself out there! Don’t hold back, go around and get to know people. How did Ed start his work in beach markets? He recommends picking a spot you like, and getting to know it! Learning about what his potential customers wanted and would be looking for gave him an edge, and helped him be invaluable to anyone looking in that area. Get to know developers! You can be the bridge between them and their ideal clients. Ed shares how he works with developers to bring clients to them to see properties. How do you deal with conceptions of safety? Ed shares his experiences in Mexico, including the one time he got stopped by the police. Thinking about real estate abroad? Ed shares some of the information you need to think about, such as if the property is purchased through a trust. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Ed: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!  

What are you doing in the face of uncertainty? Are you putting your head down in the sand, hoping for everything to just get figured out? Or are you leaning into hard times, practicing resiliency in the face of everything that is going on? If you’re combining resiliency and uncertainty, you’re going to create this elasticity in your business. It may stretch you, but it’s going to help you bounce back! You get to control the narrative, and create opportunities for yourself! It’s just a matter of you being ready to take those opportunities! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! People are ready to create a new life for themselves after COVID, and are ready to chase their dreams! We’re the ones who are going to be here to help them find their dream home! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: What do you do in the face of uncertainty? If you add resiliency, you’re going to be better equipped to bounce back! Right now, if you’re willing to try new things, there are opportunities out there! People want to buy homes; they want to be able to create a lifestyle of freedom! Embrace your resiliency, and be ready for things to go crazy the second half of this year. People will be ready to buy! Between the pandemic, and the upcoming election, the rest of this year is going to be crazy! Take time now to prepare! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

What did your real estate market look like when you started? Was it just a few homes a year, in a very short window of time? Or did you find that people were buying and selling year round? Dennis Hanlon found that when he started, there was a fairly narrow window of time to sell! The prime season lasted for about 4 months for tourists, and the rest of the time was fairly slow! He saw other areas with coalitions of realtors, and groups that worked together to bring in additional revenue sources for the area, and he decided to start something like that! The Rocky Mountain Resort Alliance was born, and has helped shape real estate all throughout the Rocky Mountains! Even as far as California and Canada, the work that he did impacts agents to this day. He understands what it means to serve second home buyers, and how to sell the dream. This week on the Selling the Dream podcast, I’m talking to a leader among agents working in the second home market! Dennis Hanlon started working in the resort market in the early 90s, and he ultimately helped shape how resort real estate is sold in the Rocky Mountains! He’s been an inspiration to me and many other agents, and I’m so excited to have him share. We talk about the impacts of COVID-19 on resort markets, how he markets, and his keys to success! Ready to hear about his journey, and how he persevered in the industry so long? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Dennis Hanlon, his business, and the current status of his market. Dennis shares about the impacts of COVID-19 on business in a resort market, and how everything shut down in the height of their busy season. After working remotely, there are quite a few people who are realizing that they don’t have to be working in their offices, and are looking for their dream home in resort communities so they can live the life they want! Dennis shares the history of the real estate group (the Rocky Mountain Resort Alliance) that he started in the Park City area. Many companies don’t create tech for realtors like us - so we have to band together and help each other with resources! It’s been fun to start making those connections to help create resources that are helpful for us, and to show them an entirely new audience that they’d totally missed! In the world of resort real estate, many of your leads will self-qualify. My favorite line is not “how much can you afford,” it’s “what is your threshold of pain?” That helps you know what to show people! If you ask that question, you will get some great answers! Dennis shares about his days balancing life as a ski instructor and as an agent. If you spend your time working in two industries, ultimately you will find that you’re not able to do either job well. Tom and Dennis talk about the years in the industry, and a few lessons learned along the way. Dennis shares how he markets to his leads and potential clients. Most of his marketing is now done digitally, with a few mailers here and there. If you do a mailing, it has to have actual information for people, not just telling them that you’re the best. Give them a reason to keep that piece of paper! People don’t have to buy the real estate we’re selling. But we’re selling that lifestyle that they want! That’s why they keep coming back to these resorts and these areas. If you’re in a seasonal market, and trying to find ways to sell year round, don’t be afraid to reach out into the community and help make things happen! Partner with businesses, and start having events! Dennis’ best piece of advice: don’t be in a hurry to sell! People can always tell when you’re trying to sell them something. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Dennis: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!  

What are some of your favorite tools and resources to help you connect with people? If you’ve listened to this podcast for a while, you know that I’m a believer in the DiSC profile! I firmly believe that using tools like this to help understand what makes people tick helps you to be able to serve them even better! When you’re able to dig deeper into what a client thinks, wants, and needs, you’re going to be able to meet their needs! Instead of just pretending to relate to and understand your customers, you actually learn to reach between the lines and understand not just what they are saying when they contact you, but who they really are, and how you can best serve them! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some of my favorite aspects of DiSC, and how it helps me in my business! You’ll be amazed by what people are telling you about themselves….if you know just how to recognize it! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Use the DiSC profile to understand your personality, and how you interact with others! Once you understand the profile and how it works, you will better understand your clients! You won’t have to pretend that you understand: you actually will understand! I recommend taking the DiSC test online! You can find many places with free tests! D = succinct, doesn't want to waste time. They give info in bullet points! I = people who want to have fun, and are focused on how something makes them feel! S = stable and supportive. These clients are going to be the ones with houseplants! C = this clients are going to be conscientious and careful. Use the indicators that people give you to know how to work with them the exact way that will resonate with them at their core! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Do you ever think about the early days of your real estate career? How old were you? How long did it take your first sale? How did you prove yourself to your clients and leads? I remember those days! When I first started working in real estate, I actually gave up, chased something else for a while, and then came back a few years later! It’s always exciting to talk to agents who are just starting out, and hear how they are ready to take over the world! They’re excited, motivated, and ready to win! Avi Becker stands out: he’s only 24, and already making great strides! “I may not be the best,” he says, “but I can outwork anyone.” After going nearly a year with only one sale, he’s finally starting to gain some momentum. His keys to success? Coaching, and always pushing to work harder, be better, and improve himself! His work to make himself the best he can be is an inspiration! Instead of bringing in a veteran agent for this episode of the Selling the Dream podcast, we’re bringing in Avi Becker! He’s brand new to the market in Santa Barbara, and making waves in his first year! Learn more about how he broke into the real estate market, how long it took for him to start finding his stride, and his keys to success! Ready to be inspired? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Avi and his real estate experience. Instead of just bringing in seasoned old agents, Avi is a dynamic young agent, here to talk about his first year! After a full year in the business, he’d essentially made no money! Avi and Tom talk about staying motivated even when not making money. “I may not have the same skills, but I can outwork the others.” Avi and Tom talk about tenacity in the business and being willing to put in the work to be successful. Investing in his education made a huge difference! Avi would spend any extra money that he had on coaching and self-development resources. Working on his mindset was one of the things that helped Avi keep going. Confidence is key! Go in knowing what you have to offer. When you practice, your competence grows. Be out there practicing all the time! COVID hitt right as Avi was ramping up in his career. He shares how that impacted things. Avi shares about the team that he joined, benefits of being in that team, and why he chose to work with them. Looking for ideas on mentorship? Avi shares how their team handles mentorship and relationships, while benefiting both people. Coaching and accountability is an incredible combination. Mastering social media can bring connections for $0. It’s worth it to practice and get comfortable with social media platforms! Don’t be afraid to invest your time into things that don’t always have a dollar sign connected to them. Avi shares how he uses video to connect with people. Video puts a face to a name: don’t be afraid to use it! Keep your video short: more than 15 seconds, and many people won’t watch them. Surround yourself with those who have similar goals and interests - they will support you in your endeavors. Avi shares his best piece of advice for new agents: invest in yourself and act like a CEO! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Avi: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!  

When you look around, what do you see? Do you see a crazy world? I mean, with COVID-19, politics, health care, school scares, everything happening, it’s easy to think the world is nuts! Or are you looking around seeing one thing: opportunity. It’s time to step up and serve, filling the void that is left when other agents put their heads in the sand, waiting for things to pass. If you’re out there pushing the envelope, looking for ways to serve, you’re going to find yourself ahead of the game when everything takes off again! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m echoing again what you’ve heard from me before! You’ve got to adopt, adapt, or you’re going to disappear! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: These past few months have been crazy! Are you sitting back thinking about all that has happened, and what to do next? This is opportunity! We need to be looking around for new ways to serve others around us! Look for the voids that other agents are leaving behind, and serve others around you! Don’t look at this as a terrible time, look at it as a way to step up! If you get out there and push the envelope, you will be miles ahead of agents out there with their heads in the sand waiting for this to pass! Tell your customers that you are there for them, and be the leader that they need! Adapt, adopt, or disappear! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

How are you posturing yourself to pick up business after COVID-19 dies down? Are your buyers actively looking for a deal? Do your sellers call you, wondering if they should list or not? Are you still stuck at home, just waiting for stay at home orders to end? Or are you worried about taking action, and then being known as “that agent” who is taking advantage of the situation, or looks greedy? These are uncertain times! The one thing that is for certain is that your actions today will impact your business tomorrow, and you can posture yourself for success! One of the themes that came up over and over was the concept of controlling the narrative: that doesn’t mean that you’re a control freak! But instead of being controlled by uncertainty, you’re stepping up and making a plan! You’re teaching your clients what to expect, and how everything will go! You’re finding completely new ways to market, and even completing sales virtually! For this month’s mastermind meeting, I brought in Timothy Burch and Susan Talarico to share their perspectives on what they’re seeing. While they are both in dramatically different markets (the Hamptons and Scottsdale), they are seeing some trends in the markets, and posturing themselves for success! Ready to dive in and make a plan for how you can control the narrative? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the June mastermind meeting! The facilitators take time to briefly give a market report, and what they are seeing in their markets, and what makes their market unique. One of the best things that you can do during an unstable market is take time to control the narrative! Learn what’s going on, and how you can help serve others through it! Tim shares how he took time to reach out to people: not for sales, not for transactions, but to simply reach out and check and see how people were doing during COVID! By taking time to serve, he’s ended up with 3 incredibly busy months! How can you make a sale without ever making physical contact? Tim shares how he’s virtually sold multiple houses during COVID, and never even met the buyers face to face! Facebook can be like an online cocktail party - you can’t just post a house there and hope it sells, you have to connect with people! People aren’t just buying the house, they are buying the community, and the surroundings, and the atmosphere! That is what you need to sell! Resort and second home buyers aren’t being practical: they want to buy a lifestyle. The group talks about what drives people to buy a second home. How do you handle the “should I list my property” questions? Don’t be delicate about things: be business oriented! People are talking about buying homes. You’ve got to be ready to help them! The group talks about home pricing after COVID. People who have been going to see houses during COVID had to be vetted before they ever set foot in the house, so they are qualified and ready to make a decision! Tip: many buyers today think they’re going to get a deal after COVID, so expect a low offer and plan accordingly! So what’s your game plan post-COVID? The moderators and Tom discuss. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with our moderators: Susan Talarico Timothy Burch Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream. See you next time!  

How do you market to your feeder market? We’ve all got strategies to be able to help people find their dream homes! But when you’re working in a resort market, it can take a completely different strategy to market effectively to your clients and leads! You want to help them find their perfect home in their version of paradise, and you’ve got to show them that you are the expert they’ve been dreaming of finding to help them! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’ve brought the man himself, Tom Ferry, here to share his top tips on how you can market to that feeder market when you’re working in resort communities! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: How do you market to your feeder markets? You can have a Zoom meeting, walking people through the process of buying a home in your market! Whether it’s their first home, or their fifth home, offer value! When you’ve planned that Zoom meeting, invite your list! Answer the two basic questions: how is the market, and how well do you know the market! Reach out to player agents in those feeder markets, and invite them to be part of your Zoom calls! Bring in the referrals! No marketing budget required, and you can bring in qualified leads! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Can you be found on Google? If you type your name into a Google search, what comes up? There’s a simple (and free) tool to help you build your business on Google and be found anytime someone is looking for a real estate agent in their area! It’s called Google MyBusiness, and you can use it to show proof of your reputation, gather reviews, post listings, and more! If you haven’t claimed your business on Google, what are you waiting for? Terry and Laurie Carlson have had great success using Google MyBusiness to build their business! Here, they are able to help show their leads more about how they are changing things for their clients! They’re also able to bring in organic traffic, and show off their listings to even more viewers! Terry and Laurie were so great when they moderated the May Mastermind meeting for the Selling the Dream podcast, so I had to bring them back for this week’s episode of the Selling the Dream podcast. We talk about Google MyBusiness, their background and how it prepared them to be in real estate, and the best ways to connect with your audience! Want to know how you can use this free tool to help bring in even more qualified leads who want to work with you? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Terry and Laurie Carlson, where they are located, and their background in real estate. The number one key to business success is always learning, and always being willing to test new things. How do they market? They share how they use BombBomb to reach out to their email list. Terry and Laurie talk about some of the ways that they connect with people, including their pie giveaway. Postcards and market reports can be a great way to connect with your warm leads! Build name recognition with repeated contact. Broad connections bring generic results. The more specific and focused your outreach is, the higher the quality of the connection! People want to know that you are good at what you do - not just that you are in real estate, but that you get results! When negotiating, you have to make it a win-win for everybody. Your reputation is important: people don’t forget. Play nice! Customer calls are important - even during COVID when everyone was having Zoom meetings, don’t lose sight of personal connections. We talk about virtual open houses, and how to use them to connect with feeder markets. Use Bombbomb to get in front of your clients! Video helps create those connections. Laurie and Terry talk about how they’ve used Google MyBusiness to establish an online presence and connections. If you google yourself, and don’t find yourself, it’s time to get on Google! Claim your business location online so that people can find you! Use your office address to claim your business location on Google. Request Google reviews from your customers so that people searching for real estate agents in your area can find you, and know that you are the best! Don’t be afraid to reach out to clients from years and years ago, asking them to leave reviews for you! You’ll be amazed at how many will say yes. Get a coach: you can’t afford to not have the accountability! Brand new to real estate? Forget everything you know, and be ready and willing to learn! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book! Connect with Terry and Laurie: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

Title: Have You Set Expectations? Have you set expectations for your business as you are coming out of COVID-19? Let’s be honest, we all have expectations for our business, and what we want to achieve! Now, as we are coming out of a global pandemic, setting these expectations is even more important than ever! Everyone has questions: what’s going to happen now? Buyers, sellers, and even realtors are asking these questions! This will be a new way of doing business, and you’ll have to be prepared for anything! Buyers may be looking for a deal, or they may be ready to drop money on their dream home! Sellers may be desperate to sell, or they may be willing to wait to get their asking price! It’s like fishing: you have to drop your line in the water and see what bites! As we’re helping people find their dream homes after the pandemic, just be flexible, and be willing to adjust your expectations, and more importantly, help your clients adjust their expectations! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to share how adjusting your expectations after a global pandemic will help you serve your clients effectively! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Have you started your game plan for when things open up after COVID-19? Setting expectations with our clients is important at any time, but even more important now! People don’t know what to expect in the market! Should they buy now? Sell now? Hold out for a better price? Will there be deals later? You’ll want to make sure that you’re helping set expectations with your clients so that they are prepared for anything that happens! Be ready to guide them, and be open to anything! Is their offer too low? Send it anyway! You never know what will happen - and tell them that! Just be ready to set expectations for your clients! Anything can happen! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

I made a mistake….and I’m going to run with it anyway! Can you imagine having the confidence to say that? To be standing on a stage, talking to people, and then realizing that you messed up? But here’s the thing: most of the time, no one realizes when we make mistakes! How often do you stop yourself from taking chances and opportunities? How often do you decide not to hit the record button to make a video, or pass on a potential speaking opportunity, all because you’re afraid of making a mistake? Why can’t you? This week’s episode of the Selling the Dream podcast is going to be just a little bit different, as I’ve invited motivational speaker David Bryson to speak about his podcast and speaking career. I met him when we were at the same conference, and connected over his powerful message: why can’t you? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces David Bryson, who isn’t a member of the real estate community, but is part of the inspiration community! David shares about his background, and the origin of the “Why Can’t You?” podcast. “Entrepreneurs are leaders of any industry, and talk about their successes, but the mistakes they have made are an opportunity to help other people to show that learning curve.” David shares how he came to be working with the podcast, and how he joined the ranks of motivational speakers. How would a motivational speaker sell a house? With a story! David shares his top tips for realtors to be able to connect with their ideal clientele. Advertising can take a person 12-18 exposure times for a person to end up choosing you as their realtor, but story can put you on the express lane for trust. Don’t know what story your client needs? Shut up! Listen! If you give them time to talk, they will tell you exactly what they are looking for! Consumers are taking in so much video: look at the statistics! Create content in video form, and they will be listening! People do care about quality - take the time to practice being on video! Get to know what it takes to create a good video! No one likes to be sold to: be honest and helpful, and help meet people’s needs. Interested in becoming a motivational speaker? Start making content! Get videos of yourself doing speeches, and volunteer to speak for free! Get some experience. Research conferences in 2021, find a topic that meets their needs, and make a pitch! David shares his top tips for finding conventions and locations to practice speaking at. Even if you’re experienced, speaking can be nerve-wracking! Build a portfolio! Find something that you want to be known for, and do it! Develop that passion, and a portfolio to go with it. You may find that as you practice, that you take a shift in direction, and that is ok! Don’t forget: people often don’t know when you mess up! You are the one who knows! It’s ok to make mistakes: act like a pro, and people will see you as a pro. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with David: LinkedIn Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

What is your best form of business? If you didn’t say referrals, you’re missing out! Referrals are my best source of business, and that’s because I’ve invested time in building my network. How do I do that? Provide value. It’s not about me; it’s about offering myself as a resource to others! When I share about Maui, and am quick to help others learn about this particular area, my reputation grows! People know a few key things about me: I know this area better than pretty much anybody else I am here and ready to help! Because of that, my reputation and my network has grown, and that has impacted my business! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to encourage you on ways that you can grow your network! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Your referrals can be one of your best sources of business, because people know of you as someone they can trust! But how do you get people to think highly of you? Put out content, share freely with people! Answer their questions! Be available, be a resource, and be an advocate! When you meet someone new, sit down and ask them, “how can I be a resource for you?” Don’t be afraid to tell your clients that you want to be their resource! But be proactive in showing them that you are the best resource they can use! Join our 2nd Home Agents Facebook group and create connections! (link below) Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Technology is amazing, isn’t it? During our May mastermind, Kenny, my assistant in charge of technology was on the East Coast, I was in Hawaii, and our guest moderator and expert, Laurie Carlson, was in Florida! Thanks to technology, even from a distance we were able to connect! That’s one of my biggest takeaways from this pandemic: we can use technology to keep going! Whether it be a mastermind meeting all over the country, showing leads from our feeder markets homes, or even running webinars about your area, teaching people how to buy a home, technology can help you every step of the way! Today, we’re reviewing some absolutely free tools, and the tips and tricks you need to know to master them! Facebook, and Google Business can be the key to engaging hundreds, if not thousands, of qualified leads who are ready to buy! Come listen in to our mastermind through the power of technology, and gain insights on how you can use these free tools to your advantage! Laurie Carlson is a master at Google Business, and you’ll be amazed at how such a simple, free tool can help you be found when people are looking for real estate agents in their area! You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces this month’s mastermind meeting, and the expert of the month, Laurie Carlson! Laurie shares about Google Business Pages, and how you need to be using those to help connect with new leads! If you do a Google search on yourself, what comes up? You want your business to show up so that people can find you! Laurie does a screen share about what you can set up in your Google Business Page! Always test the amount of info you put out there! See what sparks people to connect with you! Laurie explains how she uses social media to share listings, and best practices to make sure that people see what you post! You can put your listings up as posts, and give just enough information so that people click to find out more. Don’t forget to ask for reviews! Those reviews will help others find you, and know that you are trustworthy! Get in the habit of doing it! Get your categories and services all posted on your Facebook page. Make sure that you have key words so that people searching for you can find you! The group discusses settings and what you can and should add to your Google Business Listing, including photos. If you don’t want to share your address, go rent some shared workspace! Laurie walks the group through Google Messenger and how to use it. If you’re not playing in Google’s sandbox, you’re missing out! Use the free tools that you have access to in order to reach people who need you! Get to know all the secrets you can use to get found! Don’t know what alt text is? Make sure you listen, because it could lead to your next sale! Should each member of your team make a Google Business page? The group discusses! The group shares how things have been in their market during COVID-19. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Laurie: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

As we’re all emerging from stay-at-home orders, people are ready and anxious to start their normal lives again! Realtors have a lot of work to do, as our leads and clients have a lot of questions for us! They want to know how the pandemic has impacted the industry! They want to know if there are houses available, if people are buying (or selling), and what’s going to happen next! Take the time to get to know all the statistics, and you’re going to be their #1 resource! Get to know the facts: market trends, how long it’s taking homes to sell, how many days average are houses on the market, how many people are bidding on homes! When you counter fear with information, you’re going to see people comfortable with choosing you to help them with all their housing needs! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to share how knowing your statistics is even more important than ever, as we attempt to return to normalcy after the pandemic! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: People are starting to return to normalcy, but may be reluctant to dabble in real estate! They’ve got questions: is it a good time to buy or sell? Are we about to have a recession? Get to know your statistics, and counter fear with information! When you’re able to share the facts, people will feel comfortable with you, and with moving forward on either buying or selling! Establish yourself as someone who is sharing the facts! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Are you offering value to a lot of people? Are you sharing that value with the people around you? Sharing value was something that Matt Farnham fell in love with. He wanted to give back to others for all the information that had been given to him! Team was a logical step for Matt Farnham. See, Matt was creating value for agents! He wasn’t looking to grow his own team, he was simply churning out content and providing value for other real estate agents! If you gave him your business card, he’d connect with you, and bring you as much value as he could! Through his email list, videos, and social media posts, Matt is able to impact thousands of agents, helping them learn how to be exceptional at their work! It’s only natural then, that Matt would be part of a high performing team! I’m excited to sit down and talk to Matt today about the logistics of running a team, how he creates valuable content, and his advice to new agents considering the real estate business! You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the episode and this week’s guest, Matt Farnham! “I realized how much value I've gotten from so many other folks that it influenced me to want to share.” ~ Matt Matt shares how he and his team deliver content to other agents, so they can learn! They use a combination of emails, videos, and social media to help communicate with other agents. Creating value is a marathon: keep consistently creating content that serves others, and you will grow! Matt talks about the value of the email list, and the personal connections that it represents! Considering Bomb Bomb? You’ll be amazed at the open rates it brings in! While the work that Matt does is not meant to recruit, it does help show people how to recruit! Document, don’t create! Show people real life! In his previous episode, Matt was about to make some huge changes in his business! He shares an update on how that went! Trying to figure out if you should join a team or be on your own? There’s no one way! Find out what drives you, and go with that! Are you a team leader? Create value in the culture of your team. If you’re the team leader, you’re a mentor and guide. These other agents will be relying on your help and leadership skills. Tom shares about his content calendar, and how his team is growing and working on creating and achieving. Matt shares about his team, and how they all work together. Want to text Matt? He has a grasshopper system that will push your contact to three different agents on his team to connect with you! If you’re a brand new agent, look at your team! Check out that model; see how you’re working and spending all of your time! A team will help you find some form of balance if that is what you’re looking for. If you’re an agent considering starting a team, think about all that it entails, and make sure you are ready to lead the team! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Matt: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

Are you missing getting together with other agents, and brainstorming ways to grow your business? Then you won’t want to miss our mastermind meeting replays! You’re going to want to be a “fly on the wall” to hear about what we’re seeing in the market as a result of COVID, how we’re handling buyers who may have cold feet about buying second homes, and how we’re all facing an ever-changing real estate market! Any real estate agent who has been in the business for a while knows what happens during an economic downturn: people decide that this isn’t the industry for them! If sales are drying up, income isn’t coming in! And that’s where people start jumping into more “consistent” careers. When you take time to invest in your business, and keep encouraging each other in best practices, you’ll be able to get that boost that you need! That said, we’d love to invite you to “join” us and listen in! You can hear us talking all about what’s happening in our markets, how we’re responding to the pandemic, and how we’re planning for the future! You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the episode and this week’s topic, the April Mastermind! The group discusses some of the unique factors contributing to how sales are going during COVID-19! It’s time to use virtual tours to help sell these second homes! When you’re selling a second home, it’s not as urgent as some first home buyers are! “Load the cannon” so that when the time comes that people are buying, you are primed and ready. Honor people where they are at: don’t be too pushy, but hear their needs and know how you can meet them! Be aware of how you’re marketing on social media: don’t just pounce on people who may want to sell, but be aware of the state of things! Focus on helping people, not just selling! Be a guide and helper! Pick and choose what you do: your options are like a buffet table, and there are so many to choose from! Tom shares about the Maui Minute - one minute videos to help show people the area! Show people what life is like, exactly where you are at! Different realtors on the call share how they are handling sales and showings during COVID. When you’re in the second home market, you do get used to Zoom and remote showings, and connecting from a distance! Now everyone is working on learning those tools and figuring out new processes! Everyone shares resources that they are using to help them work remotely. How will the housing market be impacted? People share their theories, and how they are working with their clients and leads. If you wait for the market to bottom out, you’re going to miss out! Get ready for your state association to come out with guidelines on how you handle showings. How can video impact your sales? Time to discuss! Afraid that going virtual will work you out of a job? Never! You’re the one connecting all the dots and connecting your people! Be ready to deal with clients who may be watching fluctuations in the market and are freaking out! You’re there to help them. Be creative and explore your options. If you have clients who want to pull their homes off the market, encourage them to keep them up! That way, people can find them in searches! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

How do you market? Do you post on social media, and hope for the best? Are you trying to connect with your audience, wondering exactly where they are, and how you can connect with them? But are likes lagging, and does your content feel like it’s falling short? Or is your social media targeted and effective, with content that turns heads and brings in leads? Marketing is an art and a science, all rolled into one! You can create content for your audience, and I totally recommend that you do that! But combine relatable content with a solid marketing strategy, and you’ll begin to see next-level results as you’re connecting with your audience! This week on the Selling the Dream podcast, I’m talking to Chris Smith, the co-founder of Curaytor and the co-author of Peoplework. He has been paid to speak 100's of times on the topics of lead generation, Facebook Advertising, Lead Conversion, CRM, email marketing and customer service. I met Chris at a networking event, and just absolutely thought the world of him! We’ve stayed in touch since then, and I had to invite him to be on this week’s episode of the Selling the Dream podcast! We talk about marketing, and how you can grow your business and connect with your clients even during a downturn in the economy! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the episode and this week’s guest, Chris Smith. Chris shares about his career, and how he ended up with Curaytor. “I was just a kid that had a passion for his career.” Sometimes you have to take the scripts and what people are saying, and just start flipping things around so that you’re asking the right questions. There’s an art and a science to marketing! You have to massage and manipulate the message. Chris shares about funnels, and how they impact the sales process. If you’re an older agent, it’s not too late for you to learn! Chris shares some basic advertising techniques (like creating an information gap) you can use to get information from users! The fortune is in the followup! Your script has to have a flow! You have to know what you’re going to say before you try to say it. Know exactly where your audience is! If they are on Facebook, don’t try to market on TikTok! If they’re on Instagram, market to them there! If you’re going to market geographically, Facebook has advertising tools to help you target your audience. How much (and what) should you post on Facebook? Chris shares how you can use Facebook ad manager to help understand your audience! If you’re going to dig into Facebook ads, hire an expert! They’ll be able to guide you through the process! Chris shares more about Curaytor, and how they work! In the second home market, you’re used to working with potential clients and buyers remotely! Keep working on planting those seeds to be able to nurture those transactions! Create content and market it for your audience! These challenges can help connect you and your audience. Chris shares his advice for how to come out of the COVID-19 crisis post-pandemic! If you are a brand new agent, find someone who is successful and study what they are doing! Learn from what they are doing! There are tons of proven frameworks for success: you don’t have to start over every single time you try something new! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Chris Smith: LinkedIn Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

If you were asked if you should be an optimist, or a pessimist, which would you choose? The optimist, right? I mean, who likes being around a pessimistic person? I heard a story once, where in a prison camp, the optimists struggled! “We’re going to be freed soon,” they said! They’d look forward to the date when they’d be liberated….and then nothing happened! When their optimistic hopes were not met, they were crushed! This week on the Tip Tuesday episode of the Selling the Dream podcast, here to share the attitude and mindset that you need to have to survive the turbulence of these unknown times! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Should you be an optimist, or a pessimist? I’ve always looked at myself as being the eternal optimist! An optimist looks at a glass as half full, while the pessimist sees it as half empty! The realist sees it as what we’ve got to work with, so gotta make it last! Right now, there is no playbook; there is no precedence for a global pandemic. We don’t know when the next paycheck is coming, so we’ve got to just do the best that we realistically can with what we have! This is where an optimistic viewpoint can come in and help you find opportunity! You’ll have an amazing career if you can weather these times and create opportunities for yourself! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Are you planning your comeback after this global pandemic? You may have seen your business slow down, and had to revisit your strategies for connecting with the communities around you! How are you connecting with your contacts? What are you saying to them to help them face their fears and insecurities? When you know your market, you know their questions and their needs. You know what is going to help answer their questions, and make them feel understood and cared for! So how are you going to do that? There’s one key to success: you have to make a decision and take action and follow through! So what are you going to do? What’s your plan? How are you going to grow your business? This week on the Selling the Dream podcast, I’m talking to Tom Ferry, the #1 ranked Real Estate Educator by Swanepoel Power 200 and founder and CEO of Ferry International, the real estate industry’s leading coaching and training company.  Tom’s ever-growing influence impacts professionals in a wide variety of ways – including rigorous accountability coaching, the popular #TomFerryShow delivering free, fresh and relevant real estate tips weekly, highly engaging training events, two best-selling books, and his legendary keynote speeches. Tom has more than 30,000 hours of coaching experience and works daily to help agents and brokers grow a prosperous business while simultaneously balancing — and loving — their personal lives. Tom has greatly influenced my career, and is an excellent friend, and I’m delighted to welcome him back to this week’s episode of the Selling the Dream podcast! We talk about recovering from COVID, and how you can grow your business and connect with your clients even during a downturn in the economy! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the episode and this week’s guest, Tom Ferry What’s the magical formula to business? Making a decision and follow through! These podcast episodes are so helpful to hear so much good information about the industry! Ferry shares his impressions of what will be happening in the market after COVID-19. People are asking the question: is it a good time to be a buyer? No one has a crystal ball to know how the market is going to bounce back, but there are things that you can do to be prepared! When you’re working in the secondary market, remember that the wealthy will still be wealthy! They will still be looking for new homes! Ferry shares how to ask your clients what it will take to help them seal the deal on a new house! Buyers are looking for confidence and safety: be ready to have intelligent conversations about their status and their needs! You need to be partnered with people in various markets - if you don’t have connections in other markets, you are missing out! Think like a financial planner to help meet your clients needs. They talk about the AirBnb and VRBO market and what that’s going to look like in the future. Safety and fraud are so important when dealing with large financial decisions are at stake. Create value for your customers! Have Zoom calls and webinars that walk them through important things that they need to know about your market! Get their information so you can follow up with them! Try connecting with agents in your feeder markets to create those referral partnerships. Pretend that you have no marketing budget! What would you do then? Keep up with technology! Make sure that your email address is current and professional! Tom answers rapid fire questions to close out the episode! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Tom Ferry: LinkedIn Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

How can you keep showing houses during COVID-19? With so many people under stay at home orders, it’s hard to imagine gathering people together for an open house! That means we have to stay innovative in how we show houses! Whether it be video tours, or figuring out ways to be able to really know what your clients want, you’d be amazed to know that houses are still selling right now! You just have to change the way that you do the work! When you take someone to see a home, and they are pre-approved, and are ready to make an offer, you’re going to find that sellers are willing to work with you to make it happen! They know you’re not going to be bringing in tire kickers and wasting their time: they know you’ve brought the cream of the crop! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m bringing in Matt Farnham to share how he’s still selling houses, even during COVID-19! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Not sure how to show houses during COVID-19? Set expectations with your buyers! Help them know that they aren’t just going to get into any or every house! Get all the pre-approvals done first! Be ready to make a decision when the time comes! Do everything you can to eliminate non-essential showings! Do video tours if available. If your sellers know that you’re doing the work beforehand to keep unnecessary traffic out of their homes, they are going to want to work with you! You can still be actively selling homes right now! It’s just about being smart in how you do things! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Have you ever walked into a house and thought “something HAS to change for this house to sell?” We all collect our treasures! Maybe it’s turtles, or just knick-knacks that you’ve collected over the years! But when it comes to staging your house to sell, that’s gotta go! How can you tell your clients that their house is ugly? Or that their treasures are junk, and keeping them from being able to sell their house? Jocelyn Russo, a master networker, has learned the fine art of kindly telling her clients that their house is ugly. She’s mastered the ability to help sell houses that have sat for months, or even years! She’s not only an expert at helping make houses more beautiful, but she’s a pro at networking, and finding just the right connections!  You’re going to love listening to her as she shares her top secrets to connecting with the perfect agent for the deal! Make sure you listen to this week’s episode of the Selling the Dream podcast! Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces the episode and Jocelyn Russo. Jocelyn shares how her market is changing, with one generation moving out and another one moving in! A lot of her clients come from social media connections and open houses! Jocelyn shares her process for promoting open houses, and how she leverages them to connect with her target market. Facebook events are a big way to bring people into the open houses! Jocelyn will create an event and invite people, and include videos inviting people! Plan ahead! If you post a video five minutes before the open house starts, you won’t have a good turn out! Remember, sometimes it’s not about the open house: it’s about finding the right agent. Networking is key! No matter where you are, you need to be connecting with people! Create success stories from your clients so they can share with others. Focus on creating connections with your network! It’s not just transactional, it’s about understanding the person’s needs! Jocelyn shares about her experience with referrals! When you put in the work to really get to know other agents before you refer business to them, it will show! Jocelyn and Tom talk about the DiSC profile, and how that relates to business. When you understand personalities, and how people think, you’re able to meet their needs and help give them exactly what they want! How do you tell a client what to do to sell their house? They aren’t always ready to hear the truth! Don’t tell people the ugly truth till the paperwork is signed! Share that you can sell their house and get them the prices they are looking for! The best way to start your business is to network your butt off! If you’re a new agent, get networking and connecting! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Jocelyn: LinkedIn Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

Feeling lost during this pandemic without your routines? Is your productivity suffering? It’s our normal day-to-day actions that help us feel purpose and stay productive! With stay-at-home orders active almost everywhere, how can you stay productive? Instead of staying in bed and sleeping in, get up! Make that coffee! Schedule meetings! Set goals! The number one thing that you can do to help yourself? Time blocking! When you create a schedule and goals, you’ll be amazed at how much your productivity skyrockets, even when you’re stuck inside! I’m here to share how time blocking can help you stay productive - and sane - during this pandemic! This week on the Selling the Dream podcast, I’m sharing how time blocking can prevent you from becoming your own worst enemy! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Feeling like you’ve lost your ability to be productive? It’s time to start time blocking! Create a schedule, and block your time! It’s easy to just curl up in a ball and sleep in and be unproductive. Instead, make a calendar! Get your morning coffee, and make goals! I live and die by my calendar every day, and it’s helping me be productive! I know that I have meetings, and have been able to keep going! Doing the stuff that will help keep you productive will help you stay mentally healthy and ready to make great strides in your business! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Are you being coached? If you’re thinking about recruiting, and building a team, you’re going to need to figure out some coaching! You know that it takes time to bring powerful agents over to your brokerage! It doesn’t just happen! If you want to build a powerful team, you have to be a powerful team! That is the result of intentional, focused work, that often comes through the process of coaching. I’ve connected with Adam Roach, who has been coaching real estate agents for a while now. He knows what it takes to attract - and sign - $20 million dollar sellers to your team. It’s going to take time, and some intentional moves, but he’s ready to help you get there! This week on the Selling the Dream podcast, I’m talking to Adam Roach about his coaching process, and what it takes to build a strong team! You won’t want to miss him! Are you thinking about building a real estate team? Make sure you listen to this week’s episode of the Selling the Dream podcast! Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Adam Roach. Adam shares about his vision to recruit and impact 100 million real estate agents, as well as how he started in the business! His goal: become the Zillow of recruiting and bringing in leads! How can a manager recruit new people? Adam shares how! You don’t just hope for the right people to come to you to be part of your team! You strategize and find them! When you’re recruiting, it can take time, and posturing yourself to consistently be there! You never know when you’re going to be there at the “right time, right place.” “The only time you stop following up with someone is when they die.” Be prepared to cut out most of your leads when you’re recruiting - you’re looking for committed people! A smaller subscription model can be a great way to provide a service! Adam shares some of the top questions that they coach recruits on. You gotta train people to become comfortable with being uncomfortable! That is how you will grow! Adam shares about what they exactly coach and train on. Coaching is ongoing! You should never stop being coached. Adam shares the #1 thing he would share with a brand new agent. Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Adam: LinkedIn Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

There is a lot of negativity out in the world right now! People are complaining, and getting upset. When you log into Facebook, or on Instagram, or Twitter, who are you most interested in hearing from? Do you want to see a bunch of people complaining? No! You’re excited about stories about good things happening in the world, and are attracted to people who are seeing life from the high road! That’s why it’s so important that we are talking from the high road! Share that view; that positivity with others! You can vent! Just do it privately, because once you’ve said things, you can’t undo them! This week on the Selling the Dream podcast, I’m sharing how the views are better from the high road! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Once upon a time, someone came up with the saying that the view is better from the high road! It’s so important that when you speak, you are choosing the high road with your words! Once you speak, the words are out there! People may misunderstand them, or may be frustrated with how you’ve communicated! Make sure that no matter what you’re saying, you are taking the high road! You can vent: just make sure that you do it privately! When times are hard, tell positive stories! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

In the last 30 days, how many videos did you make? If the answer is zero, it’s time to change that! I went out on the golf course near my house the other day, and just collected golf balls. See, it’s all shut down and no one is there on the course! While I was there, I took out my phone, and made some videos! I posted them all over the place: Facebook, Instagram, wherever my potential clients hang out! They may not care about golf balls, but they do care about my neighborhood! And I’m taking the time to show them features of the neighborhood! You have the opportunity to create content that’s going to resonate with your potential clients and leads, even if you’re quarantined, and I brought in an expert to talk about what you can do! This week on the Selling the Dream podcast, I’m talking to Dennis Yu, CEO of BlitzMetrics. It took me almost 3 minutes to talk about all of his achievements and what he has to offer! You won’t want to miss him! Want to be inspired to connect with your audience? Make sure you listen to this week’s episode of the Selling the Dream podcast! Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Dennis Yu. Dennis shares that one of the most important things you need to know is where people are, and how you can connect with them where they are! Keep it simple! Don’t over complicate the process of connection. Don’t be afraid to be vulnerable and imperfect! Remember: people don’t get married on the first date! They get married after they’ve built a relationship! We all know what an ad looks like! Be real instead; your audience will resonate with you! When people are full of fear, be the person who is ready to help! Offer solutions and encouragement! Tell stories: give people time to know, like, and trust you! Dennis shares about the X, Y, Z method of sales! Want to beat out other agents in search engines? Get reviews! Get noticed! Create content about your market, so that when people Google it, they learn from YOU! How many videos have you made in the last 30 days? Connect with other local businesses, and create content that highlights them! Do interviews around your community! Your community members that you help will become your fan! Why? Because you helped them! Just get an email? You can send a video response! It might take a moment to upload, but you’re creating a connection! Connect with BlitzMetrics by sending an email to operations@blitzmetrics.com! Make sure to have the subject line be “I love Tom Tezak” and they’ll send you some useful information! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Dennis: LinkedIn Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

Are you innovating in your business? I’m talking about trying new things, and testing new ways to connect with your customers! You’re going to have to think outside the box! We’re in the middle of a quarantine, but I actually wrote down this Tip Tuesday before the COVID-19 pandemic hit! See, no matter what situation you (and the world) are in, if you do things the way that you’ve always done them, you’re not going to be able to keep up! You’ll need to learn how to adapt and change, or you’re going to be left behind! This week on the Selling the Dream podcast, I’m sharing how you leave behind how things have “always been done” and innovate in your business! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Do you do things the same way all the time? With this global pandemic, we will see an impact on our businesses! We can’t do things “the way we’ve always done it.” Change your plans! Adapt your weekly plan, your two week plan! What you do today fills your calendar in six months! Zoom with local businesses, and post the replay on your Facebook page, or your social media! Create resources for your community! People are looking for ideas on what to do when they are out of quarantine, and you want them to find YOUR resources! Technology is more accessible than ever! Use it! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!

Ever compare yourself to a professional athlete? That might feel silly at first. But then, you really dig into what it takes to be a professional athlete. Here’s just a few of the skills they develop, both on and off the field: Determination Consistency Hard work Teamwork Those sound like skills you need to succeed in business, don’t you think? Just like an athlete needs to train to be exceptional on the field, we have to train to be leaders in our industry! It’s never “easy” to do what we do, no matter what anyone says! It takes hard work and hours of discipline and practice, refining our skills and building the best team possible! This week on the Selling the Dream podcast, I’m talking to Jason Whittle, 11 year NFL veteran. When he retired from professional sports, he decided it was time to jump into the world of real estate! Want to be inspired to train like an athlete? Make sure you listen to this week’s episode of the Selling the Dream podcast! Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Jason Whittle. After 11 years in the NFL, Jason was ready for some change! Jason shares how he made the transition from the NFL to real estate, and how sports really helped him be successful in his new career! It’s ok if you start out not knowing what to do! Learn from others, and take advantage of opportunities to learn and grow! Sometimes you think, “how hard could it be?” Well, your eyes get opened in a hurry! How does Jason’s experience as an athlete impact his business today? Consistency is key! Small actions add up, whether it be in sports and fitness, or in your business! Be willing to do the work constantly! Small actions over time make you grow! It’s important that your team be able to work together! Help all of those individuals learn how to work and grow together to accomplish a common goal! Now that Jason runs the group, he’s not directly communicating with clients like before, but he still uses tools like Bomb Bomb for outreach! You can create a whole library of prerecorded Bomb Bomb videos to help connect with people and put a face to a name! Our customers think they want us to be the one helping them, but what they really want is our entire team and the power of those combined efforts! Don’t let inhibitions hold you back from doing what you love! If you’ve found something you love, get out there and be a true professional! Jason shares about his team, and how they market. Make sales an experience, not a transaction! Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Don’t forget, sign up for a trial with Bomb Bomb and get a free eBook from me! Connect with Jason: Website Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today. As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

The economy will impact our businesses! My team has been working on getting ahead of the curve, and getting ready! The second home market is going to be hit, as people are hunkering down and not making big decisions. Our job is to not bury our heads in the sand and hope for the best: we need to continue connecting with people! Get on Zoom calls, send Bomb Bomb videos, and you’ll find that people look to you as their home-buying resource! If you’re out in front when the times are tough, you’re going to be in the front when things pick back up! This week on the Selling the Dream podcast, I’m sharing how you can be a leader in the industry, even when times are tough! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: Are you a leader, or a follower? Our clients are hunkering down! We’ve got to spend time connecting! We’re going to see a delay in how our market reacts! Take advantage of the time now to connect! Get on a Zoom call, send a Bomb Bomb video message, connect on Facebook! Show up as a leader! If you’re in front of your clients as a leader, you’re going to be on the front of the wave when things pick back up! You’ll be their go-to resource when they are ready to buy or sell! I’d like to encourage you to choose to be a leader! Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Resort & 2nd Home Real Estate Agents Facebook Group Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.   See you next time!