Keeping It Real Podcast • Secrets Of Top 1% REALTORS ® • Interviews With Real Estate Brokers & Agents

D.J. Paris

Secrets of top 1% realtors and real estate agents!

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Feb 7, 2024 • 48min

How A Broker Owner Tripled Her Agents’ Production • Lisa Troyano Ascolese

Jan 24, 2024 • 56min

Future Top Producer & Current Rookie Superstar • Erica Campos

Erica Campos with Coldwell Banker in Chicago talks about how she ended up with a brand new career in real estate. Erica discusses what she did to be this successful in her first 6 months in the business. Next Erica talks about open houses – how she organizes them and her follow up procedures. Erica also discusses social media and her goal for 2024 in that regard. Last, Erica talks about cooperation with vendors and creating good relationships. If you’d prefer to watch this interview, click here to view on YouTube! Erica Campos can be reached at (630) 291-5971 and erica.campos@cbrealty.com. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Today we’re going to be talking to a brand new agent. She’s in her seventh month, and she is crushing it. She’s going to tell you exactly how she’s doing it. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads and interested buyers? Are you spending money on leads that aren’t converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. There agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod. And now on to our show. Hello, and welcome to a another episode of Keeping it real the largest podcast made by real estate agents. And for real estate agents. My name is DJ Parris, I’m your guide. I am your host through the show. And in just a moment, we’re going to be speaking with new top producer Erica composts. And, by the way, if you’re new to the show, welcome. We’re glad you’re here. If you’re returning thank you for coming back. Also, as always, please tell a friend about the show. Let other agents know about us. I just got back from a market outlook here in Chicago where we had the National Association of REALTORS chief economist Dr. Lawrence Yun speaking on his predictions for 2024. Perhaps I’ll do an episode on that myself. But it’s going to be a tricky year. So not as tricky as last year, hopefully. And he was actually fairly optimistic. But you know, we’re still going to see, you know, relatively high rates this year. You know, maybe dipping down into the lower sixes by the end of the year was his prediction. But regardless, this is going to be a tricky year just is. So let’s help each other tell other agents about our show. Let us know if there’s agents in your market where you’re just like, I wonder how that person is doing it. Somebody who’s really crushing it, well reach out to them or they can reach out to us. But we want to always continue to help our audience. We have the record number of listeners right now. So thank you for being here. Thank you for telling a friend and let’s just get to it the main event my conversation with Erica compass. All right, today my guest on the show is Erica composts with Coldwell Banker in Chicago. Let me tell you more about Erica and this is actually a really sort of unique episode for us. I’ll tell you why in just a moment. But with over two decades of experience in insurance, finance, sales and customer service, Eric Campos brings a wealth of knowledge and unique expertise to the table. She’s a full time realtor, member of National Association Of course Chicago Association and the resident real estate counsel. She’s affiliated with Coldwell Banker in Oak Lawn, Illinois, she services Chicago and the suburbs. Now, Erica’s at 40 years old Erica decided just recently to take her own leap of faith and dive headfirst into the world of real estate, leaving her nine to five behind as a financial literary coach. She joined Coldwell Banker with a fire in her eyes and a relentless dedication to succeed. I should mention that Erica just started practicing in the last Erica was in the last eight months, I believe. Erica Campos 4:10Yeah, about that, like six, seven months it was back. D.J. Paris 4:13Sorry. I was giving you more experience than you have. So six months? Yes, six, six months and change. I want to tell you more about Erica. I really shouldn’t have asked her a question just yet. But I did. But I want you guys to hear this because this is really cool. Within her first six months, which she just just cleared six months, Erica closed an impressive four transactions as most of us remember our first six months. We probably didn’t close for transactions, so congratulations to her. But this really proved her quick grasp of the real estate market and her ability to connect with clients. She didn’t wait for the new year to even start making waves. Already this year. She closed a deal. By the way, the date that we’re recording this is January 5, so she already has a deal on the books closed for 2024. Congrats That’s to her. But also I want to also mention this because I think this oftentimes gets overlooked and forgotten about by realtors, the longer they’re in the business. So Eric has really dedicated herself to education in that first six months. So this are some of the accreditations that she has earned just within the last year. So she already is a pricing strategy advisor. She is also a property management trainer. She’s gone through property management training Community Investment Corporation. She’s a real estate investing working with investors. She is a financial literacy coach, as we mentioned before, and she’s a lead renovation, repair and paint sort of expert so she is doing a lot of different things and we’re gonna talk about why she’s adding all of these designations and what how they’re helping her with her clients, but I want everyone to follow her on the various social channels Facebook, Instagram, Tik Tok LinkedIn. You can find her while LinkedIn you just search for Erica compost. But for all the others she has realtor dot Erica ca MPLS. And you can find her we will have links to all of Erica social media in the show notes. Erica long intro but welcome to the show. Erica Campos 6:10Thanks, CJ, thank you, thank you for having me. I am super excited that I that I got a chance to be on. I’ve been a fan of your channel for such a long time. Even before I decided to even enroll in real estate school. I would listen to your podcast and it has been a true motivation for me to get my license finally do it really well. I Yeah. So while I was studying, I listen, just to get everyone’s perspective and what is going on in the real estate world. And again, it was just very motivational and inspirational and oh, good motivation. So why I decided to just go for it. Well, D.J. Paris 6:51that I am. Boy, you’ve you’ve you’ve I am very surprised. I did not know any of this. So wow, that was that was a lot to take in. Thank you. It was a real, it’s a it’s a real honor to hear that. So thank you so much for sharing that I was not expecting that. And we should also mention, too, that you are the what you really threw me off my game with that one, that one that one hit that one hit me pretty hard. Congratulations. Well, I’m really proud of you as well. Because, you know, people don’t usually have this kind of success in their first six months. And it wasn’t handed to you. These are things you all earned. So I am but I’m glad to hear that maybe I was a small part of that over over the journey. And what I really want to talk about, I want to start with why the switch to real estate first. So you had this sort of, you know, traditional corporate life before. Why the switch? Erica Campos 7:46Well, it all started when I was 17 years old. I I’ve been in a I was an insurance agent for local State Farm agent all state. And then eventually I went to work for brokerages, bigger companies, but I fell in love with the industry back then I was 17 years old started part time still finishing high school. And once I turned 18, I you know, became licensed for both property casualty life and health pass them all the first time same as my real estate license, which I know is a it’s a very difficult that test. So, you know, again, I fell in love with the industry, I was always in contact with realtors, and with loan officers and lenders. And I think it also comes naturally to me to understand this industry, you know, and I would always get on the phone with loan officers and processors and ask them well, what’s the what’s the interest rate now what’s going what kind of conventional and FHA programs are happening. And so throughout my career, I learned a lot about risk management. So I would go out and inspect the property to make sure it will go through our underwriting, make sure that the house is not falling down that we are ensuring you know, good structure for both the insurance company and for our clients. And I think that goes a long way now as well with when I am looking at houses with my clients, I’m able to detect, you’re gonna need a new roof in the next two years, you’re gonna need this furnace. It’s it’s a goner, you know. So I think my clients definitely you know, love that about my experience. And then along the way, of course, you you have to be a good salesperson because I was also hourly plus commission, and then you have to provide great customer service because you want to build that trust, and you want them to continue coming to you as the expert. So I did that for about 1718 years. And in the midst of all of that I also was an educator. So I was building a little side business. Basically I could say it’s it was life skills like life skills, educator teaching, life skills and financial literacy. since back then, and so I have a big education background too. I started teaching all over Chicago and high schools as well, financial literacy and life skills, education. And I think all together with my experience and being so detailed and analytical and the plus the education piece, I feel good that it’s helped me transition into what I am now. And my last job, I was a Financial Literacy Coach. And I taught all over underserved communities, and young adults reentry, folks. And that pretty much led me into real estate again. So I think it was just a leeway into that. And once I got licensed, and I started doing open houses, and I started getting clients, right off the bat, I realized, okay, I don’t know if I can juggle these two. And I don’t like working for other people. I like to, you know, work for myself. And so I told my husband, listen, I really would love to focus on real estate, I know that I can hit the ground running, give me six months, if in six months, I don’t so one thing. I’ll go work for somebody else, I guess. And six months out, you know, for for transactions, and then the fifth one this month, and I have a couple more in the pipeline. So I guess the insurance and financial has always been in my life. And I think I missed it for some time. And now back into that industry. So it’s, I love it. I really love it. Yeah, D.J. Paris 11:41it’s it’s very interesting, I think a lot about previous careers and how they relate, I’m always interested in thinking about, you know, how to somebody takes skills from from maybe, in this case, you had somewhat related careers, but still weren’t specifically, you know, super real estate focused. But the idea of customer service, and being either a financial literacy coach, or an insurance agent, these are all about these are really service jobs. In my mind. I know, they’re technically considered sales jobs. But I always think, you know, the best agents are the ones that serve the clients most effectively. And I think that does translate really well, customer service. So I imagine that skill that you honed over almost 20 years, probably served you very nicely when he stepped into real estate, Erica Campos 12:27you know, definitely did I know that for me, my clients come first, I will always go above and beyond for them. If I don’t know something, I’m not afraid to say you know what, let me get back to you. Let me find out. And so then I, they’ll go ask someone from my brokerage. Sure, my managing broker, but it’s very important to me, it’s my reputation. But it’s also important that the trust, I don’t want to be known for, you know, real estate agents, we don’t have a good reputation a lot of times, right, some some some agents have made that for us, unfortunately. So I, I make sure that I go above and beyond and even those clients that I’ve already closed deals with, I still contact them, I still ask how their house is coming along, I send them you know, congratulation cards, Christmas cards, holiday cards. For Thanksgiving, I know it was only four. But I personally dropped off pumpkin pies with a thank you note and my business card to each and every one of my clients. So and potential clients. So you just got you have to go above and beyond. And one of the things that I’ve listened to in your podcasts and that I mean, I know myself is that 20 ins can easily forget who their realtor was, you know, even who sold them their first house, I’m not going to be that agent, you’re gonna know who I am. So even if I’m like, I don’t want to come across as a pain in the butt. Right. But, you know, again, the holidays, birthdays, so I make sure I collect good information so that I can you know, continue to communicate with them in more than just a business way. Like personal. Yeah, D.J. Paris 14:10you just gave an idea just sprung forth from what you just said. So I want to share it with our audience. But I really going to credit Erica with this because it was her words that that brought this up in my mind that I was thinking about when somebody moves in, especially when you know somebody’s buying a property. And whether it’s their first property or not. I don’t think it matters for this idea. But the idea that you were saying about how you’re staying in touch after the sale so they don’t forget about you is critical. Obviously we all know that. But sometimes it can be tricky to think about why to call somebody and and so I was just an idea that popped up as you were talking Was that pretty much in every home there’s always an unfinished project of sorts, right? There’s some sort of, you know, whether it’s there you have to redo a room or you want to do a bigger sort of thing or just cleaning out a closet or whatever. Project there’s, of course, everybody has lists of projects that are unfinished in there, wherever they live. And I think too, that would be a fun thing for agents to do once you sell them the home is reach out, you know, within that next year and say, Hey, how’s it going? How’s the home is, as you had said? And then I probably would say, Hey, do you have any projects that you’re working on for the home? Just curious what if you’re doing anything or things you want to do, because the reason I’m asking is, if you need any referrals, if you need, you know, if you’re looking for a particular handyman, or somebody to help you with this particular project, I’ve got people to talk to, or at least I’ll find good people for you. That would be a great reason to reach out and everyone’s got a project that they need to do. So you just you just spurned that within me. So I just wanted to share that. Let’s and I also want to say to you are the I believe the newest agent to ever been on our show, I should have mentioned that at the beginning. Because you are only six or I guess you’re in your seventh month now. So this is really a fun one for me, because all of a really a lot of our listeners, it’s not so much whether they’re new, but they love you know, our audience really loves sort of the new person’s energy, right? The new Realtors energy because, you know, life has not kicked them around enough yet. So there’s still a lot of optimism and excitement, but also you’ve just really hit the ground running. So tell us how you did it. You mentioned open houses was that sort of the first thing you did once you once you you know, join Coldwell Banker was that a big deal to start getting out there and talking to clients or prospective clients? Okay, Erica Campos 16:31well, one, I will say that I’m known to break records. So I’ve opened another record here and all my other sales careers I have broken records and have helped companies reach numbers that are impressive. So you know, not broken another record. And my goal is to break Coldwell bankers record as the first you know, newest stages bring in so many at a certain time. I would like to hit Rookie of the Year, which I think I have one more transaction, and they give you a year, right, two months to do it. And I’m doing it hopefully in seven, eight months. So I’m hoping that to record there. But um, so how did how did I start? Well, one, I have a very big sphere of influence. I always say that because in one of my prior businesses, I’ve met 1000s of people and I made the followed me all through all the social medias. So I’m very consistent as much as I can. And so when I decided to go into real estate and sign up for schooling, that is when I started posting, like, Okay, I’m studying for my real estate exam. This is what I do this is, you know, I started giving out advice on how to study. And then when I passed, I took a picture of me celebrating downtown Chicago, you know, with a hot Chicago hot dog. And so, it you know, so I think what helped me too, is just announcing it out there like being consistent about what I’m doing. And believe it or not, people are watching, you know, you do make a difference. You do empower people you motivate and inspire others. And like I said, you didn’t know, you know how you inspired me. And so this is why so we don’t know until we put it out there. And so I think that helped me a lot. Because again, before I even decided what broker I was going to join, I already had people asking me to be their agent, you know, and so, so then, for me, I had already been interviewing a couple of companies, and I decided on Coldwell Banker Realty and Oak Lawn, it just felt right, you know, sure we community is so important. So I needed and wanted in office environment that I can go into to talk to other agents, I’m very talkative and I love sharing my experiences and learning from others and vice versa. So that’s what I needed. That so I interviewed there. And I really I really fell in love with their mission and, and their support for newer agents and their programs. And they’re, you know, CBU universities what they call a or CB University. Amazing training, you know, so that I believe also helped me hit the ground running Coldwell Banker is political banker is very well known. And I also wanted to make sure I joined a well known company as well. So, yeah, I mean, just just walking and just inviting my sphere of influence, to follow me through this journey, I think has helped me quite a bit in addition to my experience and expertise. Yeah, D.J. Paris 19:35I think that’s right. So you did what everybody is told to do. And most people don’t do which is start telling everybody that you’re a realtor and start conditioning them which takes time because they were used to seeing you in different capacity, obviously, the finance world and insurance world, but certainly not the real estate world specifically. So you had to educate. We I guess this goes back to education, really, you had to start educating not only the people in your life to know that you’re a realtor, but then you started educating them about real estate. So that’s what’s what’s what’s really great. And social media is such an effective medium to to do that with. And so and then, okay, so you told everybody you know, from all your different previous careers, your sphere of influence your friends, family, of course, previous clients, which is amazing, because, of course, you know, with your background in insurance, Boy, that’s a lovely, you know, group of people to say, Oh, by the way, I am doing this other thing, too. And everyone’s got to live somewhere. So I love that. Well, I want to talk about open houses, because I feel that, you know, whether you had a sphere of influence or not, and you did, but a lot of people don’t they move to a new city, they get their license, they’re like, well, that doesn’t relate to me. I’m not from here. But anybody can do an open house. And so let’s talk about how to do it. Because we have had people write in sometimes and say, Well, I know you guys talk a lot about every person you talk to you says I should do open houses, but I don’t have any listings. I’m a little bit too shy to ask, you know, other agents in my office, can I please sit? You know, do an open house for you? How did you do it? I’m curious, like, what was the process for you? Erica Campos 21:17Well, one, I know that that was one of the lead generation. I wouldn’t say I don’t know, like, tactic. I guess that is easier for newer agents, right? And it doesn’t matter if you have listings or not, obviously, especially as a newer agent, you are not. But so I’m not shy. I will ask you. And I’m not afraid of rejection, being an insurance industry and in sales. Rejection is nothing anymore, you know, all right, on to the next, right. So for me, I would write an email, introduce myself as a new Coldwell Banker realtor to our existing offices. So we have multiple offices all over Illinois. So I said, Hey, I’m bilingual. I have this experience sales, customer service, you know, I’m professional. And if you need help with your open houses, I would love you know, I would love to help you. And so I started getting people, agents reaching out, you know, from different parts of the city to I was willing, really, oh, yeah. And especially within your office within your company, you’d be surprised that agents are very, especially those seasoned agents, they’re so busy, they need help, right? And I was not afraid. So I did research on open houses. I also took a Coldwell Banker course, on successful open houses, how to do them to safety protocol, because safety is so important. You know, checklists, I even added my own little things. So I made sure that everything that I brought, had my logo, my name, my contact information. So I would make like these little, little sheets that I would put a stick on to the water bottles, my marketing. And and luckily for me, the agents would tell me, look, this is your open house. So you do whatever you this is your you take all your leads you so I’ve made sure that I do that. I wouldn’t give people the option to sign in. I would say let me sign you in initially would say, you know, oh, no, I Well, this is a requirement by the buyer, and for everybody’s safety. And I would not let them sign in, I would do it for them. So that tells me No, right. So then we have your name, your phone number, email address, are you working with an agent? Most of the times they are most of the times they’ll say no. So when they’re not, I would make sure that I would really follow up with those particular people. But they all went into my CRM. And so I would follow up, I would send them newsletters, even if they have an agent. D.J. Paris 23:58So let’s, I’m gonna let’s I want to, you just said a lot and all of it was great. I want to slow it down a little bit and kind of go step by step because this is this is really wonderful information for our listeners. So you Yes, you had the the logo giveaways, you, when when people walk in, the way that you get them to sign in is you say, Hey, let me sign you in this. And if they say well, you just go Oh, it’s a compliance. It’s a safety measure for us, you know, as as agents. I’m just need your name, email, phone number, whatever. And, and yes, that’s a that’s a really, really smart way just to not ever have any nose because who’s going to disagree with safety? Right? So I love that. And you, how did you promote the open house? No, Erica Campos 24:46good. Well, if I had about a week or two, then that gave me a chance to create my own fliers put it all together with my information posted all over social media. Do some door knocking kind of post them in the library in that area. So kind of like scouting the neighborhood and the sun’s talking to people. But I will tell you that for me, that was very rarely the case, most agents would reach out to three days prior. So now I’m like rushing, trying to put things together. But as I went along, I learned Okay, Erica, make sure you print several of these so that if you get an agent that contacts you, you have everything ready, you have your checklist, you have this, I made like a little in my truck, I carry like this little box with all of my Open House information, like things that I would need, snacks and tape, like everything you need, I have a whole checklist that that I use to make sure that I even booties you know, I make sure that there’s always booties and make sure I have you know, the sign in information to fly different flyers, I guess, a business cards, just, you know, just cute things that you can place. And of course, I go and purchase snacks for, you know, for people something that they can just grab, you know, and go. And then like I said a flyer with my information on it. D.J. Paris 26:11So person goes through the property. You know, either you know, they’re asking questions, or they’re they aren’t they leave you already have their information they’re walking away with, you know, a flyer or whatever, then how quickly do you reach back out to them? Erica Campos 26:25I reached out to them the next day. Okay, so D.J. Paris 26:29hey, it was nice meeting you like email phone call? How do you do it text, Erica Campos 26:32I do a text message. I start with text messages. And I thank them for, you know, for joining or for coming into our open house. And if they have any interest, you know, please let me know, I’d be more than willing to help you give you more information. And then I’d say you know, if you don’t mind, I would like to put you into my newsletter, it gives you great homeowner tips, buy guides, and I rarely ever get to know. So. So for me, it’s contacting them right away and kind of determining, okay, is this person like a green like, okay, they’re motivated, sure, have a realtor, do they not? And then bills are like, Well, I’m just looking you up. A lot of times you get people who are just just wanting to look around just oh, there’s open houses. Let me I’m just curious. Sure. Gonna get a feel for them while I’m showing them the house as well. Right. Well, I also try to D.J. Paris 27:22have I have a quick question. Hold up. Quick question. So while you’re taking their temperature as you’re walking them around the property, do you make a little note of it somewhere? So you remember, because I know for me, I would forget if I mean, if only one person came through, then you won’t get that. But if 20 people come through, I’m going to be like, who’s What do you take notes? Like, how do you Erica Campos 27:41so I have a clipboard, a cute little clipboard with the sign in. And then I have a comment section that I write notes, like, it was a couple that they’re buying the second home, or they’re trying to upgrade or down, you know, downsize. So I do have a note section and I write it down. Because yet sometimes you get so many you forget who they are. And so I definitely keep notes. Yes. And D.J. Paris 28:06you can even reference that in your text if you wanted to, if they’re you know, you don’t want to make too long of a text obviously, the next day, but you could say, hey, you know, thanks for coming through really excited that you’re looking at your second home or whatever, you know, looking, you know, this is exciting that you’re moving from the city to the suburbs, or you know, whatever. It’s always great when people I always love when salespeople reference that in their follow up something that they, you know, like I get pitched for a lot of technology companies for real estate. So I love it when I have a meeting. And then the next day, they’re like, hey, great conversation. Oh, by the way, this thing that you mentioned, or you know, is I always find that to be very flattering. And it’s like, it’s like, oh, they’re listening. That’s that’s a good thing. Like we Erica Campos 28:49personalize it. I know we can all copy and paste, right? I’ve made a mistake where I’ve copied and pasted forgot to change somebody’s name. And I’m like, Oh, I’ve done the same thing. No. So So that’s lesson learned, right? So I make sure that I take notes, and I personalize it. And that’s pretty much with all of my clients, regardless of you know, what transactions or where I met, I always want to make it personable. I always want to personalize it to our conversation. I think that that makes you stand out. And you know, they don’t feel like oh, they’re, they’re, they’re selling to me. Nobody wants to be sold to right. So it’s like, yes, that’s a great point that you brought that up. You’re D.J. Paris 29:27right. I mean, there are people that do like to be sold, but I think they are the minority of the public. I certainly Erica Campos 29:36do think it’s those that are in the sales industry that like to be D.J. Paris 29:40probably yes, I you know, like my boss. He loves to be sold. He just because he’s a business owner and he just he loves that whole process. Me. I hate it. I just go just give me the information. I mean, personality types, we’re all just definitely. And I’m like, give me the information. I’m a pretty smart guy. I’ll figure it out on my own. Just be there to answer my questions and And, and don’t try to push me into anything because I don’t I don’t like being pushed. But some people do. Most people don’t. So yeah, your boy, you’re doing that. And I know we’re talking a lot about open houses, but only because I don’t get to ever get this granular with it with somebody because you’re so new, like this is a major thing for you so Okay, so I think we covered open houses and oh, and follow up. So you basically are assigning you know, somebody a color or temperature, you know, hey, red hot, you know, who knows? Super cold, whatever. And then you put them in your CRM, how so they’re getting your monthly newsletter about real estate? And then how often are you reaching out on top of that, just to sort of make sure that they know, you’re not just, you know, somebody on their email list? Erica Campos 30:44So they’re green, I would say, I like to touch like, maybe one or every two weeks, I, you know, depending on what will how fast they’re looking if there’s an area there, not sure. So about one or twice, you know, maybe once every two weeks, I guess I would say on average, and then those that are still on the fence, you know, maybe a yellow, I would say then I met a couple at an open house, and they were considering selling their each of their own homes and moving in together and buying one. So me I’m like, oh, that’s three transactions, all in one, you know. So I, they were somewhat on the fence of they’re still thinking about it. So I put them in the yellow category. So what I did is I looked up their their current homes, and I sent out VMAs. And so I have them signed up for a monthly CMA like a market report. Awesome. And then I noticed that one of the houses, they were not getting any exams, or homeowner exams. So in my email, I wrote to her, and it was great meeting her. But you know, I am here to help not just to sell. And I noticed that there was no event that she could possibly apply for one so and D.J. Paris 32:03that’s money to their pocket. So you’re essentially giving them an opportunity to possibly find income, or find, you know, a bonus sort of so to speak, I had the same issue. When I bought my first home in Chicago a million years ago, I didn’t know about the homeowners exemption, and I had for years, I never took advantage of it. And after like two or three years, somebody was like, do you know about this, and I wasn’t in real estate time. And I said, No, I was like, I had no idea. So like, That is incredible. How do you? How do you look that up the homeowners exam, or that’s just a Chicago thing? I’m thinking, right, that’s not necessarily a nationwide thing. Erica Campos 32:40Here’s what I use. I use remind, remind you, I use remind and then you know, of course most will tell you, it’ll tell you right there, you know who the owner is. So I use remind quite a bit to figure out who the owners are, then sometimes remind will give you the contact information for who the owner is. You have to make sure that they’re not on Do Not Call list. But many you can mail all you want, right that’s, you know, you could do that. But then I checked like the deed as well, just to make sure. I’ve also found that I people have made mistakes, things have been filed under you know, a for instance, right now I’m working with the prospect, I’m hoping I’m able to list their condo. And I looked it up and I noticed that someone else’s name was on there. And so I you know, I asked him about it. And he says I have no clue that is Erica. D.J. Paris 33:35Oh my god, what else owns the property? So Erica Campos 33:37then I go to the title company, you know, Burnett title, who’s in Coldwell Banker, and I say, Hey, do me a favor, like just confirm, is this a mistake, we confirmed that it was a mistake. And then it was fixed a year later. But for a whole year it had somebody else’s name on there as like a deed in a deed. And so it’s so important that we look up our own properties, but also provide that value to your clients that’s going to tell them that you are ready to work for them that you’re serious and that you are an expert you know here I found this even if you don’t come with me, even if you decide maybe you want to listed with another agent that you’ve always worked with, but just know that I will go above and beyond and if maybe we can’t I can’t work for you. How about your refer business to me? D.J. Paris 34:23So here’s here’s what I’m hearing from from Eric from Erica just speaking directly to our audience and I hate to make it sound this simple, but I think probably Oh, I’m gonna say it’s simple but difficult. She basically outworks the competition meaning and I don’t mean necessarily more hours, although probably more hours that she puts in as well. But most importantly, she takes the professionalism of the business very, very seriously. She wants to really cover all of her bases. You’re very intentional about how your processes you have a process for open houses. You have a process I mean I want to I want to switch gears just for a moment because you went full steam into I need lots of designation process, and you knocked them out. And I want to mention this to everybody look, there’s a certain amount of marketing, that is benefit to, even if you don’t learn anything from the designations and you of course you will. But even if you didn’t, and it’s all a big, you know, just not that helpful, although it will be. But even if it wasn’t, it still looks really good. When you have all of these designations after now, nobody knows what they mean. And nobody knows, really, nobody cares. But what they do care about is that you’re dedicated to the craft, you’re dedicated to the industry, and you’re taking it seriously. And most people don’t have seven different designations, which I think you have or close to that. The only one I would recommend that I didn’t see on there, and I’m sure you’re gonna do it anyway. Because you’re you’re done all the others. Certified negotiation expert, I think is a good one. And I guess yeah, you’re not because of Erica Campos 36:03course. Yeah, that’s D.J. Paris 36:05Yeah, but but the point is, is this is a way to gain an edge, as in competition. And that’s not why Eric is doing it, she’s doing it, because it’ll better service our clients. That’s really the main reason to do it. But it’s a nice little side benefit to be like, Oh, by the way, you know, when you’re talking to other agents, they may, you know, she’s not going to say this, but they’re not going to have all of those initials after their names. So I absolutely, really applaud you, you’re probably the, probably the only guests we’ve had on with that many designations. And typically, when people go down that path, they can tend to get caught up in education, and then not production. And you’re doing both. And that’s what’s really impressive is you’re not like Well, I’m just going to sit in and do online classes all day. So I get designations, you’ve also closed six deals in you know, in your first six months, and, and even a deal already this year, which is, which is incredible. And you’re really just following the process, you’re doing all of the things that every single guest I’ve ever had on here says this is what you should do, and you’re actually doing it. So I am so excited to hear about your success. So let’s talk about so we talked about open houses, I want to also and we talked about after I what I call after care, which is just following up staying in touch, you’re calling these people or texting or emailing them every couple of weeks. You’re saying hey, just checking in, how’s everything going? You’re providing value to them? Let’s talk about social media. What are you doing on social to what what are you doing? How do you think about posting content? Are you doing mostly videos? Images? Both? Are you talking about yourself? Some? You know, some realtors are like, here’s me, here’s me at the gym this morning at 5am. Other others just do, hey, here’s this cool house I’m you know, doing an open house for or doing a showing at? What is the kind of content that you push out there? And how do you think about Erica Campos 38:02it, all of it. However, I need it. My goal for 2024 is to get better at being intentional with my social media. As far as you know, the content that I’m posting video is one that I am extremely afraid of. I don’t know why I’m a big public speaker. I’ve done it for a zillion years. But that camera hits and I’m like, like frozen, right? Like, or I feel like what do I say what? I think people want to see you naturally, whether you stutter, whether you mess up, or you know whether your hair is this way. I think people now I think that’s more acceptable. Because I never wanted to sit there and edit. You know, my videos, I just felt like why. So I have to get better at posting videos that are educational as far as in rates dropping, or, you know, program changes, or what I do on a day to day basis. That’s one thing I would like to show people is okay, this is what I do from the minute I wake up. This is sounds boring, but this is what is how I search MLS. This is how I organize, you know, my whole day of taking a client to two showings, you know, it can be boring, but that is something that I would like to show, you know, social media. Posting as well. I want to be a little more intentional as far as providing value more value. But I will say that what I have posted are pictures and of course of me studying when I was when I passed. And I have a lot of followers that email me or send me private messages asking me what advice can you give me for passing this exam? Right. So I had a little secret that one of my instructors gave us. It’s a guide that a lot of people don’t know is out there and it’s free. Every state has it. so that it basically walks you through, hey, this is how your test is going to be structured. And this is how many questions are going to be per topic? This how many you’re going to have? Where D.J. Paris 40:11do you find that, by the way, for anyone who might be studying, we can provide a link to that in the show notes when we publish the episode. But do you happen to know off the top of your head? Erica Campos 40:20I will say that I have gotten, I think over 20,000 views over it. And it’s been six, seven months. D.J. Paris 40:30Oh, you made a video about it? Yeah, well, Erica Campos 40:31there’s a video. There’s my video on my tic tock that’s there. But every it’s a handbook. And every state has its a candidate, Illinois candidate handbook. D.J. Paris 40:44We will we’ll link to the tic toc video for sure. I’ve never heard of that. So that’s amazing. Erica Campos 40:50Yep, on top of your real estate book, and you know, whatever else that right there is like the Bible of real estate to pass. So you know that that video got me a lot of comments and, and a lot of views, I think it’s 15 20,000 or more views, I think amazing, amazing. Well, so I post things, little things like that. I do post when I’ve done open houses, what what I’m doing, I definitely post when I am under contract, especially when I close my gifts that I take my clients, I always take pictures of my the attorney, the whole team that was involved in it. And I’ve gotten a lot of, you know, praises for Wow, you just started and you’re you’re on fire, I had closings back to back to back to back. And so you know, so just just sharing your wins. And even I have to get better at sharing some of my struggles too. You know, it’s not always easy. So 2024 I do plan on being more intentional with what I post? D.J. Paris 41:56Yeah, I think I think sharing the losses or the struggles is something that agents tend to be afraid to do, we don’t like to you know, nobody wants to post vulnerabilities that are, you know, challenging things that are hard. Of course we everyone’s going through hard things at all times. And I wish people were more more courageous to want to share that on social media because I’m I don’t know about you, but I’m tired of seeing all the wins. I love seeing the wins. But I know that life isn’t all wins. And so I think agents that are willing to be vulnerable which again takes courage and really not necessarily share oh gosh you know I’m going through a divorce or something. I mean, you’d want to create healthy boundaries to make sure you know you’re not giving information away that isn’t appropriate. But you know, if you’re having a bad day if you’re struggling if the deal falls through, you know, people want to want to hear about how you handle not you Erica but just I’m speaking to the audience. People love to hear about how people move through struggle because we all struggle and so I encourage everyone who who is only posting you know, here’s me lifting my max at the gym in the morning, show a time where maybe you didn’t have it and you couldn’t get to the gym that morning and you stayed in bed and you know and you ate bad food all morning and you know or whatever you did something that wasn’t perfect. And I think talking about imperfection is the most relatable thing on the planet. But you you talked about being afraid of video that is which you would never know that if you’re either watching our episode or listening because of course Erica is seemingly super comfortable in front of the camera super confident, very elegant and eloquent. But she is telling you something vulnerable it’s hard for her to get in front and film video so I would recommend we have Kim Rydberg is one is our video expert for our channel here for keeping it real. Kim Rydberg literally all she teaches people is how to do great video how to get comfortable. So a little shout out to Kim Rydberg we’ll have a link to her stuff as well, because we’re the biggest Kim fan. She’s out in New York. And she’s the queen of that she comes from the media background and knows how to knows how to do video. So she is she is a great, great guide for you. So definitely check her out. But yes, let’s let I want to finish up with challenges. So what is hard for you right now and I don’t mean, necessarily in your personal life, although you could share that if you want to. But I’m mostly interested in your professional life where you’re we heard about all these successes. Where’s the struggle right now? What are you What is hard for you right now? Well, Erica Campos 44:29what is hard for me right now, I will say being a new agent, it’s not having a ton of experience like not having, you know, sold or closed on 2040 5060 deals, you know, like some like some agents have. And with each deal, each transaction I learned something new, whether it’s something that I helped with or something I might have already known or a mistake. So I always say we learned from our stakes, right? So you. So you take that along, I’m very hard on myself when it comes to making mistakes. I am a perfectionist. And so I always want to make sure that I that I have the information that I know what I’m speaking about. But when I do make a mistake, or when there’s something that I don’t know, I’m not afraid to say, or apologize, you know, I’m sorry, I didn’t know that. But going forward, that always stays in my head, like, I will never make that mistake ever again. An example I’ll give you is, I also work with investors, my current clients that I’m working with, they’re in the pipeline right now. They’re, they’re newer investors. And so for one of them, she wanted to buy a multi unit property. So we went to go see one. And it was it was a very unique property very nice. It was like four townhouses together in one building. And I remember the realtor saying to us, well, I can only show you too have those units, because the tenants didn’t allow us to go into the other two units, even though we gave them 48 hour notice. All right. So my client fell in love with it. And they said, all those other two units are practically the same. So we went with that day of the inspection, we’re finally able to get into those two units turns out, yes, it turns out that, first off those two units look nothing like the other two units. And there was water damage from both, you know, ceilings, there’s roof damage, right? So inspector starts doing his thing. And he’s like, what, I would think twice about this. And I said, you know, yes, and learning that going forward with her. And I, me and my client, we agreed, we’re not going to be placing any offers, until we get to see all the units available, because we’re not going to this again. And I don’t want to put my client in a situation where she’s consistently paying for inspections, and then right for mistake like that, right. So it’s something I learned along the way, and I take bits and pieces of what I’ve learned in experiences throughout, and I, you know, just gets better, it’s just getting better and better. So, D.J. Paris 47:08well, I love that, you know, I think really what I’m hearing is embrace, as uncomfortable as it is embrace mistakes and embrace imperfection. Because it is, as you said, it is the effect, it’s the only way we actually learn, believe it or not. So we don’t we don’t learn when the stove is cold, and we touch it, we learn when the stove is hot, and we touch it. And hopefully, we only have to learn that once. Erica Campos 47:30We have to do as a realtor, even those who are very well seasoned, they still don’t know everything, they still learn something with a last change so much. So that’s why I’m so passionate about education and staying up to date with these laws, especially with Chicago, and then the suburbs, all these little suburbs and, and Chicago has their own laws, you know, regulations, the City, Illinois does as well. And you got to make sure you understand the contracts between Chicago and Illinois, which one goes with what, there’s just so much. I’ve also made sure I’m bilingual. So that is also something that sets me apart, I want to say 90% of my clientele are you know, Latinos, and I want to say, maybe, like 80% are Spanish speaking. So I made sure that the team I built and when I say team, I mean vendors, all were Spanish speaking, right, because as a loan officer, you need to be able to do your job, I can’t do mine and yours together, it’s just impossible. And it’s not my expertise. Same thing with inspectors. Same thing with the attorneys. So I’m always looking for good vendors that can provide that service to my clients. And, and also my husband, he is a huge support. He’s a electrical city inspector, very knowledgeable. And so whenever I run into a situation, you know, I FaceTime him, like, why does this look like this? You know, or what is this? And he’s like, there has to be certain apps. I mean, he’s so much help and so much support, and I’m so grateful that I have someone, you know, that can support me that way. And on top of that, I know you mentioned building like bent love vendor list in one of your podcast episodes. And that’s so important because he knows the trade. He has a lot of friends in different trades, right? So he’s an electrical guy as a plumber. He has a friend who also has his own electrical company. He has a tile guy, a flooring guy. So I’m always able to refer, you know them to my clients, which is which is good. But I’m also very tough on very particular on who gets to be on my vendor list. You should be D.J. Paris 49:46exactly, yeah, well, you shouldn’t be because you they’re your reputation. So if you send somebody so yeah, so let’s, you know, it’s really a great lesson to make sure our vendors are doing good job. And what I recommend is once when you refer not you, Eric, of course, just as general advice to our listeners, when you do refer an agent to, or sorry, a client to a particular vendor, what I would say is, hey, I’m referring you to so and so they’re amazing. If for some reason you don’t have a good experience with them, or if they don’t get back to you, or something happens, where you’re not happy with it, please call me immediately. I have other people, you know, and there’s nothing wrong with saying that. And I think that really sets it up so that because they might feel like well, I don’t want want to tell Erica, the person was no good because she, she’s really loved them. And I always like to set it up. So it allows for somebody to say, you know, I didn’t really have a good experience, or they didn’t get back to me in three days or whatever. So anyway, I think I was Erica Campos 50:46in the follow up, because a lot of times, they don’t want to tell you, right? And for me, I need to know, because it’s my reputation, like you said, and I have to also let them know, the courtesy like, hey, just FYI, this is what my client said, and you know, is that what happened? Or can you explain the situation. So that way, they also have the opportunity to fix the issue or whatever that time was unsatisfied for, or with. But I think having a good list of your vendors experienced as well, that makes a world of difference, especially the lender and the attorney. Well, this D.J. Paris 51:22is a perfect place to wrap up the episode, there’s been so much value you’ve provided Erica, I really can’t thank you enough for not only being a listener of ours while you were building your business, and still continue to be a listener as you’re building your business. I really thank you as just a podcast host for our listeners. And I also want to thank all of our listeners for paying attention and listening to this episode. Being a supporter of our show, it means a lot to me. And if you are somebody that’s like, I’d like to be on the show someday Erica had that dream. And here she is. And it’s funny, because I didn’t know that. And I was asking Erica, just when she came on, I go did we find you? Or did you find us because I don’t really do too much with the casting. And and then she said, Oh, no, no, I know about you. But But the idea is that you can also be on the show overtime. And Erica is somebody that you’re going to want to watch. She’s going to be Rookie of the Year this year, she is already crushing it. She’s taking this job extremely seriously. And for anyone who’s a little bit sad or depressed because of the condition of the market. Yeah, a lot of people are that’s okay. But you if you surround yourself with content from people who are just pushing through and doing the work, Erica doesn’t know that this is a hard market because it’s the only market she’s known. So to her. This is just what she’s doing. So if you’re a little bummed out, because things are harder now. Yes, I get it. I’m with you. We have 800 agents here. They’re they’re depressed to everyone’s dealing with this. But if you can connect yourself with accounts like Eric has, who’s consistently just pushing forward, it’s easier to be motivated to continue to do the same. So please, everybody follow her on the various social channels, Instagram, Facebook and Tik Tok. You can find her Eric I’m sorry realtor dot Erica composts and then LinkedIn of course just look for her name. We will have links to all this in the show notes. And if anyone out there is needs a realtor in Chicago, maybe you have a client moving, perhaps they’re Spanish speaking and they need someone to work with Erica would love the opportunity to connect with agents from all over the country. And by the way, Chicago people don’t when they retire, a lot of times they move they move somewhere warmer. So Eric has got people that at some point she’s going to need to push out and although I Erica might just get licensed in every state could knowing how seriously she takes the business but no, of course she’s gonna refer business out. So if you want to connect with her, What’s the best way Erica that an agent or maybe even a client can reach out to you? Erica Campos 53:51You know, my social media platforms, they can reach out to me there. They can also reach out to me directly 630-291-5971 or they can email me at Erica dot gambles at C B which is C as in Charlie biz and boy CB realty.com D.J. Paris 54:12link to those in the show notes as well stay in touch with Erica she’s got amazing energy, she takes the job seriously. And maybe, I mean, I’m gonna follow her because I need to be motivated sometimes too. And her energy is not only infectious, but she’s just one of those rising star stars that we can all learn from even if we’re 20 plus years in the business because she is really doing it. Erica, thank you so much for being the newest realtor to ever be be on our show. One of the first agents of the year to be on our show as well. And also congratulations on doing a deal already this year in your first five days. That is incredible. Please check out Erica follow her all over social media on behalf of the audience. Erica, thank you for reaching out to us. Thank you for being part of our show. Also. Thanks, Eric. On behalf of Eric and I think You the audience, thanks for gosh, I think we had, this was our sixth or seventh year, I don’t know six years maybe of doing the show. We have 500 plus 520 episodes, I think. So thank you for keeping helping keeping our show going, please tell a friend, please tell everybody who you know, especially new agents, they need to hear somebody having success. And Erica is doing that. And it’s not just falling in her lap. She’s literally making all of this happen herself. So send this episode to another agent who’s maybe starting out or one who’s just struggling right now and most agents are struggling. So this is a great opportunity to tell other friends about the show. We appreciate you for that. And also please support our sponsors. We love our sponsors. They are the ones that paying the bills for us. So thank you to our sponsors, please check out their products and services so that they continue to advertise with us. All right, Erica, thank you so much. We will see everybody on the next episode. Erica Campos 55:52Thank you have a good one.

Jan 19, 2024 • 38min

What’s Going On With Real Estate Commissions? • Unpopular Real Estate Opinions • Chris Linsell

Welcome to our monthly feature Unpopular Real Estate Opinions with Chris Linsell. In this episode, Chris discusses his predictions for 2024 and what will real estate market look like. Chris also talks about what will happen with the buyer-side commission. Next, Chris and DJ discuss why this is a great time for buyers to enter the market. Chris also shares some tricks on how to unlock inventory in your market. Last, Chris discusses 2 things that will differentiate you from other agents and bring you success this year. Please check Chris’ profile on LinkedIn. If you’d prefer to watch this interview, click here to view on YouTube! This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Today we have one of the most sought after journalists and speakers to talk about his predictions for the real estate market and 2024 crystallin. Sal is our guest. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads in interested buyers? Are you spending money on leads that aren’t converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. Their agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod and now on to our show Welcome to keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Paris. I am your guide and host through the show and today is our newest monthly series called unpopular real estate opinions with Chris Lynn sell. Now Chris Liddell is a real estate technology analyst and director of content at large. He specializes in new solutions to old questions, constantly exploring the cutting edge of technology in the real estate space. Chris also has many years of experience as a licensed Realtor in the state of Michigan and has worked as a marketer, a digital strategist and a trainer for major national brands like Berkshire Hathaway HomeServices of Michigan, and Coldwell Banker Schmidt Realtors throughout his real estate career, Chris has been part of hundreds of transactions ranging from modest rural starter homes to multimillion dollar waterside compounds, and accomplished musician, actor and speaker Chris has engaged with audiences sizes ranging from 30 to 3000. Most recently, Chris was a featured speaker at the National Association of Realtors Conference this past fall, and he’s probably done other engagements even since we are CEU. Oh, for all things, Chris, please visit his website, Chris Lynn cell.com. Also he posts a lot on LinkedIn and Twitter. We will have links to Chris’s social media profiles. You can follow him there, Chris, welcome to the show. Once again, DJ, Chris Linsell 3:03glad to be back. Thanks for having me. Happy New Year 2024. Here we are. Happy D.J. Paris 3:08New Year. And I would also just really quickly like to say thank you to our audience, I got a very nice holiday gift. I try not to bog myself down in the metrics of of our show. However, we did have our very biggest month ever, which I didn’t even know I don’t ever look at December numbers because they were always the lowest of the year. But my marketing person shared our statistics just the other day with me for December. I was like don’t show me and he goes no, you want to see these. And they were actually up. So thanks in part to Chris Chris has actually been part of our show for years. And we have a new feature for him now, which is very exciting, called unpopular real estate opinions. So we this is our second episode in this series. We’ll be doing this monthly. Chris, let’s let’s jump right into it. What’s what’s unpopular right now in your mind? Chris Linsell 3:59Oh, man, well, DJ again, thanks for having me back. I love that every every time we get together now I get to bring some of the topics that I talked about with people on social and in person. And I’m just kind of earmarking all the ones that people yell at me the most about so that I can share them with you. Because just because people don’t like it doesn’t mean it ain’t true. So I’ve got a few unpopular opinions that maybe we should chat about. The first is and, you know, take this with a grain of salt here. But the first is 2024 is going to be a terrible year for real estate until it’s not. And I know that sounds like a really weird way of saying it. But basically what I’m trying to get at here is that the beginning of 2024 is going to be challenging. We’ve got a lot of people who are proud masticating that 2020 For the new year, it’s going to be a brand new leaf. I don’t think so man, I think that the first half of 2024 is still going to be very challenging for a number of reasons. But the second half of 2024 is likely to be one of the busiest times in real estate that we’ve seen in a long time, a certain certainly compared to the first half of the year. So for agents who are looking to do some forecasting for themselves on this year, I wouldn’t be forecasting pretty lean until about June and then get your roller skates on, because that’s the only way you’re going to be able to get get to and from fast enough to serve us all the clients that you’re going to have. D.J. Paris 5:44Yeah, and I think I think you’re right. So it really will be sort of this diametrically opposed in your mind, sort of halves of the year. So we’ll have the half nots, maybe in the, in the first half of the year due to, you know, market construction, we’ve got high interest rates, we have low inventory, we just have less activity quite Chris Linsell 6:06Yeah. And you know, here’s the reason why this, this tends to be kind of a flashpoint issue for for folks, is ultimately some of the reasons why I think 2020 for the second half is going to accelerate, and not necessarily for the better of our clients, honestly, is, we have in 2023 experienced this incredible constriction of the market just in general. I mean, it was just it was a hard time to buy and sell a home in the United States. And I’ll even say, hard time to sell a home, even though homes are fetching record prices, it’s just a difficult time to sell because the markets feel so uncertain at the moment, and that’s making sellers nervous. We’ve just, we experienced some record constriction, in 2023. And 2024 is going to be the year where all of the pent up demand that occurred through 2023. And frankly, still some leftover pent up demand in COVID. That’s going to kind of break loose. And that’s going to be really exciting and interesting. But the reason why this is kind of an unpopular conversation topic is I don’t think this is necessarily to the benefit of our clients. Because we’re going to go from having quiet, challenging markets to extraordinarily hot and competitive markets, we’re going to see whiplash amongst our buyers very, very quickly. Sellers with unrealistic timelines. And then you’re going to layer in on top of all of that these lawsuits faced by NAR that are going to create a whole new level of uncertainty around commissions, which is not something that was a part of the conversation from COVID through 2023, I guess the second half of 2023. But it’s going to be a busy year in real estate. Real estate professionals need to keep their head on straight if they actually want to translate that busyness into benefit for their clients. Do D.J. Paris 8:19you believe that? That in the upcoming let’s say 24 Next 24 months, that there will be any reform to buyer side commissions? Right? Where are they going to have to come to the table with with cash? Is it going to be built into their mortgage? If they have one? Or is it still going to be all technically sourced by the seller and just maybe more transparently split? Chris Linsell 8:49Great question. Here’s a couple of things that I am confident it will not be. I’m confident it will not be built into a mortgage. The reason behind that is 99%, maybe 98 and a half percent of mortgages in the United States have, excuse me particular stipulations that regulate the only real property can be used as this this tool can only be used to finance real property. So though there are certain percentage level exceptions to that, that conveniently get applied by the banks and not by outside sources like you can you can actually roll in your closing costs and some loans into the mortgageable amount. Banks are happy to charge you interest on that stuff. Sure. But the other fees and costs associated with real estate, I think will be a very challenging hill to climb as far as rolling them into mortgages. to your specific question about whether or not I think we’ll see any reform. The answer is yes, but I think the reform will occur On our on the level of professional bodies, I don’t see the United States as a governmental body passing any kind of mortgage reform in the next 24 months. That is maybe a commentary on the state of politics in the United States, but just generally speaking, that seems like a no win issue. Because you have particular interests on the part of consumers that happen to also kind of come up at odds with the interests of one of the largest professional advocacy groups in the entire country, almost the world in an AR. So I don’t think there’ll be any kind of movement from a from a legal perspective there, but I do think NAR will likely in install some new internal professional regulations, but they are just going to be tweaks to the initial to the existing law regs, which basically says you can offer optionally to pay a buyer’s agent, it is not an assumed requirement, like like it is now basically, which, which is what got NAR in trouble before, it’s going to become optional, you can choose whether or not you want to offer a buyer side. And that just will become more explicit. What does that actually change? Pretty damn close to nothing. Frankly, I think we are going to and again, on popularly I understand this is going to be to the detriment of our consumers and to the detriment of us professionally, because it’s just going to extend the quagmire through which we have to wade through on this issue. 2024 is going to be a year where we have to explain to every single client, why that lawsuit happened, what the results were and what it means to them. And the real kind of sticky wicket clients are going to be insisting that things change, even though they don’t even know what they want them to change to other than they just want to pay less. So this is going to be a year where we should start rehearsing that conversation. Because again, first half of the year, it’s going to be pretty quiet the second half of the year, there’s going to be an incredible amount of activity. So you’re going to be having this conversation on a regular basis with people. So D.J. Paris 12:31if if we do assume that the second half of the year quarters three and four are going to be more active, more buyers, certainly as rates decline, which we hope happens and seems to be what the economists are predicting. Would you recommend as an agent today to really encourage the both sides buyer and seller or or just one or neither? To participate in the market before it gets flooded with competition? Chris Linsell 13:05Oh, big time 100% In fact, the real, like the purchasing power of dollars is going to be I’m sorry, let me let me rephrase that the purchasing power of buyers is going to be measurably higher in the first half of the year. And the reason behind this is you know, Lawrence Yun from from NAR Chief Economist from NAR has has publicly predicted that he expects to see interest rates, hold steady for the first, you know, quarter or third of the year and then start to trickle down that start that when we see mortgage rates trickle down, I am willing to bet I’m willing to bet the backyard on the fact that when we see four weeks in a row of trickled down mortgage rates, we’re going to see an increase out of out of that a disproportionately large increase in buyer activity. So the reduction in mortgage rates are going to be offset by this buyer activity. And it’s going to make it harder and more expensive at the end of the day to buy a house. Because even though that rate is going to go down, the competition is going to go up by a disproportionate percentage. So if you have clients who are waiting on the sidelines right now saying, Well, I’m not I’m ready to buy a house, but I’m not going to buy it until I have a mortgage rate that you know starts with 6.2. These are people who the banks are just salivating over because yeah, they might get a 6.2% mortgage rate, but the purchase price on their home isn’t going to be $410,000 Are whatever the median prices right now, it’s going to be $460,000, they’re gonna make more money, the banks will make more money at lower rates, if we see that trickle that slow trickle down. 2024 is going to be a challenging year to get the timing right. And whenever I say, whenever I’m talking to people about how to effectively service their real estate clients, when it comes to market timing, I always tell them, if you have a client who thinks that they’re going to time the market, this is somebody that you should refer, because this is somebody who will waste your time. And when it is actually time when they actually feel like they’re activated, they will never be satisfied, because the window for their success is non existent, despite what they actually say. D.J. Paris 15:54Yeah, it’s a very strong point. Yes. And that that being said, as an agent today, what would be I think, really beneficial is that Realtors start proactively contacting clients and having these conversations and having this explanation of, here’s why it might make sense to list today or to get into the buyer side. You know, in talking about their creative financing solutions, I know, we wanted to get into some some solutions to help help buyers a little bit more when it demonstrates are high, but also just having the conversation of it’s very similar to having the the buy low sell high conversation, when when you know, we’re talking about securities and financial advisors, you know, if they’re, if they’re worth their salt, they, you know, once a stock is up significantly is not the time to purchase traditionally. So but but psychologically, it feels like the time to buy because things are looking good in the stock market. So we know that logically, but emotionally, that’s sort of the hurdle people have to get over. And I think the emotional hurdle gets extinguished or gets cleared very easily with logic, but I think it has information has to be communicated. And that’s not necessarily the message that I’m seeing a lot on in the media. Right now, I’m seeing a lot of talk about mortgage rates, I’m not seeing a lot of talk about whether it’s actually a good time to purchase and what the logic behind that is, or to sell. And I think this is where a realtor can really earn their stripes by reaching out to their clients and saying, Hey, here’s what really is not being talked about. And if you have data to back it up even better to say, you know, let’s go back a couple of years when rates were below 4%. And let’s take a look at what the average prices of homes, you might be looking at purchasing, let’s see what they closed for. Let’s see what they listed for and let’s see what they closed for. And let’s remember what the what those times were, if you were an agent back then if not, the data is there, you can go back and look. And you will you will, you know we can all shutter from from a little bit of those times about how difficult it was to just do much of anything, if you’re on the buy side Chris Linsell 18:09100%. In fact, any agents I’m gonna give, I’m gonna give anybody who’s listening, if you’re feeling motivated by DJs, golden words of wisdom, which you all feeling motivated by her. If you are if you just made a mental notes that you need to start talking to your clients about opportunities relative to kind of the expected timing in this market. I’m gonna give you some ammunition here. And this is actually, again, I’m gonna I’m gonna use an unpopular opinion here. Everyone who’s listening to this, take it steal this put this in your quiver, as a provocative topic to get a conversation started. Real Estate and 2024 is not going to have an inventory problem. It’s got to have a mortgage problem. And what I mean by that is, yeah, it’s true that we don’t have enough enough inventory to service the needs of the buyers. But the root of the inventory problem is mortgage rates. And we were talking earlier, remind me what you said, what percentage of homeowners in the United States currently have a mortgage rate less than 5% 85% 85? I mean, that’s insane. 85 out of every 100 homeowners have a mortgage rate of less than 5%. And I would venture to guess I don’t have the numbers in front of me. Excuse me, but I would venture to guess there’s a sizable percentage of people with a mortgage rate of less than 4% right now. And so, this is a choke point in the inventory cycle. That is going to create havoc for for inventory issues. And again, it is this is a mortgage problem. If you We are, if you want to take DJs advice and start having these conversations open with that line, we don’t have an inventory, we have problem, we have a mortgage problem. And then you can, you can stretch out DJs suggestions around the sorts of things that you should do to facilitate that conversation. Take it a step further, we have data from just, I mean, from the last year and a half of what, what the price of homes were when that when they closed at certain mortgage rates, and we had we had a mortgage rate ascent. I mean, in the last two years, we had a section a couple of months, where mortgage rates were between two and a half and 3%. And a couple of months between the three and three and a half, and so on and so on and so on, you can look back to each of those sections and look at the median prices of homes that are closing in your market. And then you can use those those prices and adjust for inflation. And you can say, okay, here in today’s dollars, here’s where these homes were closing. If that then you have data, you are armed with data to go to your consumers and say, Listen, this is what we can expect if mortgage rates hit this amount. This is where the median price is going to be. And you’re going to have an incredible amount of competition here is this where you want to be as a buyer, what’s the perfect window for you? What is what is the what is going to serve you best. And if you are servicing seller clients, you can tell folks right now like where is based on based on what we expect this trajectory of this market to be what’s going to be the price is going to get you to your goals, because ultimately right now, servicing sellers is not about selling their house, it is that that is a relative conclusion based on the construction of inventory. Servicing sellers is all about finding them their next place. If you can unlock that key, if you essentially treat your sellers as buyers, because that’s what they are right now. Then you you unlock more inventory for the market. So take that advice. Use that line, we don’t have an inventory problem, we have a mortgage problem, that is something that we need to solve and start talking through strategy, you’re gonna get more people leaning forward into your conversations than sitting back and being passive. D.J. Paris 22:34I also think too, I talked to a lot of top luxury agents who get these massive listings for let’s say, you know, 5 million and above these just incredibly high net worth individuals who are playing at this, you know, top 1% level of income and, and, and, and just wealth. What’s interesting, and again, I’m as not as a nonpracticing agent, I didn’t know this until I told somebody told me years ago, but that when you sell a, you know, X, you know, million dollar home. One of the challenges is, is actually finding the buyer, actually listing it on the MLS is is oftentimes not that not as successful as actually reaching out to people who can afford those kinds of homes directly and saying, Hey, I’ve got this new listing, reaching out to agents who have worked in those same price points and saying, what buyers do you know, I’ve got this listing, you need to come see it. And I’m almost wondering if we’ll start to see a shift for even on the non luxury side, listing agents starting to reach out to homeowners who do not have their listing on the market and saying, I’m in the process of selling so and so’s home, they need a new place. And you know, it’s kind of similar to what real estate investors have done for years, where they just send postcards to these multifamily homes going, Hey, if you’re the owner, I’d like to buy your property. And they just kind of hope that somebody reaches back on I’m curious, we’ll start to see more of that this year. Chris Linsell 24:06Yeah, I am, too. I mean, it’s like, in again, in some of the weirdest ways it feels like 2024 is going to be a cycle of a lot of the things that we don’t do anymore, that maybe we’re gonna start doing again, and will it actually be effective? will we actually be able to test the effectiveness of these strategies? I mean, ultimately, what it really comes down to is there’s always going to be changes in every market, including real estate, you know, we’re a cyclical business. If if, if we never cycled, we would have a fundamentally unhealthy market that was based, you know, that is propped up on artificial things. We should cycle every market cycles. Ultimately, though, what is going to separate the real performers from the pretenders out Yeah, as real estate professionals are the ones who can anticipate the cycles and get ahead of, you know, kind of run to where the ball is going to be, instead of just always chasing after the ball. D.J. Paris 25:13Yeah, and I think this, we were talking about this offline about really figuring out since going back to mortgages being or the housing market having a mortgage problem this year, really thinking about creative ways to appease or solve for that. And there are there are creative solutions, there’s all sorts of, you know, solutions. And this would be, I think, a great time to really reach out to those top loan officers in your local market, and say, Hey, let’s let’s brainstorm here, you know, what, what ammo, can I come with? To convince a seller that it’s a good time to list? And how can we appeal most successfully to buyers? And does the seller help in that, and we know that, you know, to one buyer downs, for example, are are a pretty common alternative right now to, you know, incentivize buyers to get off the sidelines. Any what other suggestions do you have for agents who are just sort of unclear about what to do right now? Chris Linsell 26:13Well, I mean, ultimately, the most successful agents, especially when we’re trying to solve financing problems, the most successful agents are the ones who are going to do two things better than their competitors. The first is, they are going to leverage the best connections in their market, to professionals who do things that they cannot do. So like there is a limited amount it’s not, it’s not zero. But there’s a limited amount of value that you can provide to your clients, when they have mortgage specific questions. You can definitely provide a 30,000 foot view maybe even a 10,000 foot view of of the options of the strategy and the way to apply those different options. But at the end of the day, your advice can only extend so far, because you don’t have the ability to exercise and actually put into action, some of those financial instruments that will get your clients across the finish line. So there’s a I think 2024 is going to be a year, where your connections to really savvy and thoughtful mortgage brokers of all stripes, ones that conduct FHA and rd loans, ones that specialize in jumbo or luxury loans, ones that optimize for speed, I guarantee you, there will be somebody in your 2024 real estate world who’s going to need a mortgage in eight days. And it’s just there’s going to be a client, we’re just we’re just going to see that kind of volatility in the market. If you’ve got a mortgage person who can optimize for speed, you are going to be a winner. So these are these are the like kind of the base level. But there’s this whole other element too, especially for folks who are not going to necessarily be perfectly serviced by the mortgage industry, primarily because the interest rates are not where they need to be. If you have financial advisors who can generate ideas on how to use existing wealth, how to create loans from protect, perhaps existing assets, if you have financial managers who can, you know, if you are somebody who is fortunate enough to have like retirement savings or investment accounts that you don’t have to liquidate, but you can borrow against this is something I’m seeing begin to rise in the mortgage space, or in replacement of mortgages as people borrowing against investment accounts. Because the loans are processed differently, the interest rates are different. And it still frees people up to keep that money invested. They’re just borrowing against that money. The agents if you if you are struggling with answering some of these questions, get connected with the people in your market who answer these questions in other contexts, because these are going to be your best friends for generating transactions because ultimately, unless you’ve got a mortgage license and work for a bank, there’s only so much advice that you can give so connect with the people who actually can actualize that advice. D.J. Paris 29:39So we’re talking about accountants, we’re talking about financial advisors, CPAs financial planners, also estate planning attorneys really talking about this would be a great time to reach out to some of these professionals and say, hey, I want to give my clients the best possible opportunities this year for You know, moving and you know, we need to explore, I would love to explore some any any, any creative ideas you have based on different levels of wealth or net worth. There’s all sorts of solutions more, of course to Chris Linsell 30:13yeah, let me give you one other kind of alternative. A lot of people don’t think of this. But if you have clients who are looking to buy in HOA dominated buildings or neighborhoods or coops, I can tell you from personal experience, because I’m on the HOA of my neighborhood. That D.J. Paris 30:36is that is a thankless job, Chris, we appreciate on behalf of your association. We appreciate you guys Chris Linsell 30:43keep the roads plowed. And I’m not driving the plow, so I’ll help write the checks. D.J. Paris 30:48Sorry, I just had to I do appreciate you because I know nobody else does. Chris Linsell 30:52Well, honestly, I did. That means a lot coming from you. Thank you. No, but this is an under utilized resource. But most HOAs that were formed after 2008 require new residents to include in there to include in their initiation into the neighborhood, their financing information. And though there are different, you know, effort, every HOA has their own rules, most HOAs require the specific information around the details of individual residents to remain confidential. But there is nothing in most bylaws that say that HOA reps can’t talk about these things in aggregate. So for instance, if you’re looking to get into a neighborhood, like if you’ve got a client who’s looking to get into a neighborhood, and you’re struggling with how to solve the financing problem, go to the HOA board and say, Listen, we’re trying to solve the financing here, we want to make an offer we want to live here. How have other people paid to get in here totally. And there, they can tell you, in fact, most of them, they have a vested interest in you buying in there because they want to fill their slots, they want to they want to make sure that the HOA is solvent. So they can say well, 50% of people bought with cash 50% up to 30% of people bought with a with a conventional mortgage 20% of people bought with maybe maybe with a loan from from a stock portfolio. 5% of people were land contract, you know, whatever it is, I don’t know, I don’t I don’t know the specifics. But go to these HOAs, they have all this information, they can tell you this is especially valuable in major urban centers where you have buildings that have hundreds of units. I mean, they can tell you like, in the last 10 years, the percentage of people that bought in cash were x, I mean, it is that information is available, they want you to have it because they want you to buy in there. So they’re not going to tell you that the guy in two J, you know, bought in cash, but they can tell you X percentage of transactions that occurred in the last 10 years have been in cash or have been in traditional mortgages. So there are there are means to to get this information, you just have to figure out who is actualizing that information and go right to the source. I D.J. Paris 33:32love that. Well, I think that’s a great place to wrap up. So for those of us that have HOA opportunities, reach out to the HOA and say, Hey, we’re we would love to know what creative solutions people have used to to, you know, secure their, their their transaction. You know, how have people done this? Are there any lenders that you’ve seen time and time again come through the HOA that people seem to be satisfied with and maybe a unique way, the This happened in my own building, when when we were buying there was one lender who just seem to get things done in a really super creative way that other lenders couldn’t and talk. It happened among a lot of the people who were buying, we were all chatting with each other, which was very unusual. But we were all talking about it because we were all experiencing this one issue and somebody says oh, I’ve got the person. And we all kind of went to that person. And there’s you know, that person got a lot of business, but it was because they had a creative solution. So yeah, I think that’s a wonderful idea. Well, Chris, I think this is a great place to sort of wrap up for today. I know we could keep talking and I know there’s a lot more I certainly want to talk about. And I know this is near and dear to your heart in our next conversation about sort of vulnerability with with data, cyber attacks stuff. We know MLS is of uncompromised, and we know that that also the you know the real estate industry at least The National Association of Realtors and everything underneath it has struggled to keep up with with tech. And so we know there’s a lot of vulnerability there that we should probably talk about and how agents can sort of prepare for some, you know, some of that disruption because it enters that already it has already happened. But yeah, we will we will keep that for our next conversation along with anything else by the way. It please follow Chris on LinkedIn and anywhere else that he is posting on social we will have links because he posts a lot of these unpopular opinions. And if you disagree, and you have a differing viewpoint, please let Chris know and we will bring that up on our show. So I will be monitoring this stuff as well. So please follow Chris crystallin cell li n s e LL, again, links to his social will be in our our show notes. And please follow him on his website. crystallin sell.com. He is a sought after speaker he travels all over the country all year round speaking at conferences, all specifically real estate related and he is the guy to to talk about when it comes to predictions. He is tapped every year, for the last many years for National Association of REALTORS to talk about predictions. This is the guy so please reach out to him. He loves to speak to your association, maybe even your brokerage crystallin cell.com is where you can find and reach out him directly. Again, also follow him on social Chris, great to see you again. And we will we’ll be doing this every month this year. So see everybody on the next episode. A thank you to all of our listeners I wanted to I can’t remember if I said this at the beginning of the episode or if I said this just to Chris. But we had our biggest month ever in December sorry if this is I said this twice. But that was incredible to us. So thank you to everyone who has been following us and supporting us. Thank you to our sponsors. Thank you to Chris, who selflessly comes on here every single month, and of course to the audience who continues to tell a friend about our show. All right, I will see everybody on the next episode. Thanks, Chris. Thanks, Chris Linsell 37:02guys. Talk to you soon.

Jan 10, 2024 • 21min

How To Not Be “Cringey” On Video • Video Boot Camp for Real Estate Professionals • Kim Rittberg

Want to sell more homes through video but feeling self-conscious? Award-winning video marketer and coach Kim Rittberg who helps agents across the country raise their revenue through social media has 5 tips for you to make video that connects and isn’t cringey! If you’d prefer to watch this interview, click here to view on YouTube! Connect with Kim Rittberg on Instagram. Kim’s Video Boot Camp: Apply now for her winter coaching group. Grab her free download – Sell More Homes With Better Quality Videos. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00On today’s episode, video expert Kim Rydberg is going to speak specifically about how to make engaging content that isn’t, well cringe worthy. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads and interested buyers? Are you spending money on leads that aren’t converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. There agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business. Again, visit real geeks.com forward slash keeping it real pod. And now on to our show. Kim Rittberg 1:34My Awesome, real listeners. This is Kim Rickard. I am a video marketing expert and I love joining you on keeping it real. I have made so many amazing agent friends from across the country worked with so many of you to help you get more clients, sell more houses, buy more houses. Anyway, I’m really happy to be here with you as if you haven’t heard from me before. And my voice is new to you. I was in TV news for 10 years, I launched the video unit for Us Weekly magazine. So I spent 15 years making really strong content, understanding how to tell a great story and getting people ready for video, getting them ready for TV, everyone from congresspeople, to CEO to regular people. And now I use all that to you, as an agent, get clients have more people that want to work with you grow your revenue. And I do one on one work and group courses, especially my video bootcamp is my signature course, especially for real estate agents. It’s really fun. And you probably have probably heard many of my clients actually on this very show. Over the past six months, I’ve had many of my clients on the show talking about how they’ve made it into the top 1% through video and through podcasts. So all of this means and if you’re watching me on video, there’s some trophies behind me. I have won many awards for my videos. I don’t say that to brag, but I say it too. I have so much passion for content. And I absolutely love teaching agents how to leverage your phone and your messaging to actually bring in more clients. It happens every single day. And I’m going to show you how to do it. Today we are talking about what are we talking about today? How to not be cringy on video. And the reason why I’m calling this episode that is because so many of my clients have this thought in their head, what am I going to make that’s going to be not cringy but actually grow my revenue, bring people in, make them like me, make them trust me, have them work with me. So I really want to say from the very beginning, so many people feel cringy they think that they’re on video, and we’re like, Does anyone care? Why am I doing this? Should I be making this video. So it’s very important to step back before you even really make any videos really thinking about your strategy. So who is your audience? And what makes you different? If so many agents were like, I’m a real estate agent based in like, I’m a real estate agent based in Las Vegas. I’m like, that’s not really what you are, you have probably an area you cover. Maybe you do rentals, maybe you do a certain price point, maybe your audience is I have one one of my clients focuses on people who are downsizing. So even if you have a wider band than that, you probably have an area you serve more than others. So anyway, first you’re gonna think about who am I talking to you more often? What areas am I covering, and then you’re gonna talk about your strategy, meaning what you’re gonna make. So, as you come up with content, you’re trying to bring people in through the front door or the side door or the back door not to be too funny. But truly, you want to bring people in to your content to get to know you to expand your sphere of influence, right? In real estate is all about how many people you know how many people you’re talking to how many, how many new connections you can be making and how you can bring them into you until they’re working with you. So video and social media is all a part of that. Your newsletter marketing is a part of that your videos are a part of that. If you’re a guest on podcasts as a part of that every single thing is elevating you and people’s minds over the person next door over the other agent over their over their friend’s cousin who’s maybe sold some houses you want them to choose you so At Number one, how not to be cringy. When you’re looking at your strategy, figure out what you like. What I mean by that is, you’re a consumer of media. So figure out when you watch videos, what do you like? What makes your skin crawl? And what are you like, Ooh, I like what that person’s doing. I’m gonna give you an example. My client, Debbie DiMaggio. Fantastic. She is top 1% Asian in California. She really did not like talking to camera. So I talked to camera, I’m comfortable with that. It doesn’t bother me at all. Actually, that’s I communicate very well and comfortably like that. But she wasn’t into it. I’m like, no problem. So with her, we did more videos from when she’s being interviewed for a podcast. And we also leaned into lifestyle content. So for her, that was a match for her. And she’s been doing really well. She’s expanding into more coaching. She’s growing her business great with content. So it is important to remember if something’s not right for you, don’t do it, and you’re gonna feel cringy if you’re doing something that is cringy for you. Another one of my clients, Randy baru is this incredible agent based in New York is like 300,000 followers on Tiktok. He’s very comfortable on camera, he is an amazing, amazing marketer, you should, you should follow him. He’s fantastic. He’s an amazing marketer, he does things that maybe my other agents aren’t comfortable if maybe they’re not as comfortable on camera, or they’re not as comfortable, like improvising. So if you’re just starting out, you might not want to do sort of tick tock style videos, like more, you know, like the lip sync stuff, or a little theatrical, like he has an amazing background in theater, that might not be right for you. And that’s okay, right. Like, you should not do something that doesn’t feel right to you. So it’ll be cringy. If you feel cringy, and you’ll feel cringy if you’re doing something inauthentic. So for me, that means dancing, like I’m not a good dancer. I’m a bit I remember if my wedding does, my husband makes fun of me. We were starting to do that edit James at last that very soft song like and last. So we start dancing. And we were doing like a 123 and 4123 and four, and I just could not keep the beat, like I just can’t keep a beat. And he was counting for me. And he’s like everyone thought I was counting, but I was helping you. Anyway, I digress. I’m a bad dancer. So I rarely will dance. And if I dance, I make it clear, I’m dancing, because it’s funny, I’m dancing to prove a point or I’m dancing to teach you. But I don’t do a lot of the dances that does not work for me. So I will feel cringy when I’m doing things that are not natural. All right. So when we’re talking about those YouTube videos that do feel natural, figure out what it is that you like, and what feels right for you. I generally always, always, always recommend every single agent, no matter who you are, you should be teaching. If you don’t feel comfortable teaching by talking to camera in that sort of like broadcast reporter way, there are a lot of other methods you can do for that you can reach out to me, I can give you all of my ideas. There are a lot of ways besides just talking to camera, so that doesn’t feel natural to you. But me know, we’ll connect, I’ll give you some other ideas. So it’s really important to understand what you like to do and what feels right for you. But the point is, you do have to be on camera. And so there’s always a mechanical, technical, technological way to do a different style to make it feel right for you. So, alright, so number one, don’t be cringy is pick styles that feel good for you. Number two, get out of your own head, you will be cringy if you are even if you are teaching, if you are really self conscious, and you’re feeling not confident, I can feel that your audience can feel that. So if you meet somebody, and they’re sort of like talking to you and trying to be confident or selling themselves to you, but it doesn’t feel right, you get an achy feeling, you have to believe what you’re saying you really really have to believe what you’re saying. It’s very, very important. So you have to get out of your head, you have to stop thinking about like, the mean person in high school at your cafeteria table that you didn’t like that was mean to you. That’s not who you’re talking to. When you’re making videos, you’re talking to your ideal client, we’re talking to buyers and sellers in your market, you’re talking to people we’re going to refer them. And even if you’re starting even if you’re starting out and a lot of your initial network, or you know, friends, family, former colleagues, they’re gonna refer you, if you start showing up as an expert, they will start seeing you as the expert as a real estate agent as a go to agent in your area. So believe it get out of your own head, believe your own message. One, this is a great actually a great example. I have Jessica Burton, based in Houston, this amazing, she is a video bootcamp graduate of mine, when she’s also doing another program with me. She is this great Houston agent. And what we worked on with her was we talked about bringing people into her life more. She’s just a really engaging person. She has children, she’s like working really hard. And I said, let’s bring people more into your life. You know, because I think a lot of times we see each other’s social feeds. And it’s like this house closed. This house is for sale. You know, it’s very straightforward. And when we’re talking about letting people in through the back door, the side door, the front door. You’re bringing people into your life to get to know you and the more you engage with them and the more you connect with them, that’s going to Grow Your Business. So Jessica has been having more content that’s a little more personal, bringing people into her life as as a top agent, but also as a mom. And she’s making really great engagement from that. And that’s really driving business. And so that’s awesome to see in that, sometimes we want to be like, a little uncomfortable or pushing ourselves a little further, but not again in that area that feels cringy to us, because it feels off brand, right? So exposing more of yourself is great. But we’re again, not getting into that area that’s like, This doesn’t feel right to me, okay. Another one is bring value. So one way to not be cringy is to bring value, if you’re educating people, you’re educating buyers, you’re educating sellers, you’re educating renters, all of that stuff you’re bringing value to people, you cannot be cringy, because people will appreciate that you’re teaching them that you’re bringing them knowledge. So remember that that it’s never cringy to help. It’s never cringy to teach someone something. So that’s really like another mental mindset as you’re building out your video strategy to be serving people with your knowledge and bringing that value. Now, I do like to say we’re talking about what types of videos to me, one thing that I like to flag is that just drinking some water, if anybody heard a little pause, um, if you are one of those people, you’re you’re sort of lighter fun, you’re sort of lighter, go for it, like, lean into that. So again, we’re talking about not being cringy. Again, we’re talking about authenticity. So one of my agents in South Carolina crystal, she has such great content. She’s really fun. And she leans into the lip syncing and the trend based stuff and it works for her because it’s really natural for her. And it’s fun, and you watch it, you’re like, that’s fun. For people who are open to sharing their stories and the lighter side, one great thing you could do is share horror stories from real estate. You know, you walk in, you’re about to show somebody something, and there’s like five mice in the apartment. I mean, I live in New York, that’s probably more common for us to have rats or mice, but cockroaches, but share it like you can share a horror story. You can share how you got into it. One of my client’s another crystal, she is in New York City. And she posted this great video about how one day changed her life. And it helped her be a real estate agent that was like 12 years ago, bringing people into the story of how you got into real estate. And again, it can be a mix of content, you know, some stuff can be lighter, some stuff can be more straightforward. But you really want to have that mix of content. Because some people love educational videos, other people might come in the side door through your lifestyle videos, someone else might, you know, see a homeless thing. So there’s all these different avenues to bring people into your network and to bring them into your sphere of influence. So again, you really want to have the different type of content, and have a mixture of content for it. So it’s, it’s funny, because I laugh, like when people ask me like how to not be cringy. The other thing is, it’s really important to remember you have to practice. And when I talk about practice, I’m really more often talking about if you’re doing a tour, like a tour where you’re talking in it, or if you’re sitting down and doing educational content, you really have to practice that. Because more likely than not, if you just hit record, and you start talking kind of goes everywhere, right? It goes everywhere. And so it’s it’s really important to know that you have to practice or you’re going to be uncomfortable, you’re going to be uncomfortable. And that’s just how things work. So, in the practicing arena, speaking of a couple of ways to do it is instead of having a script that you’re like memorizing, have bullet points. So you’re gonna have bullet points of what you’re going to say. And you can practice them. And people ask me often should I do a teleprompter? Or should I just kind of speak off the cuff, it really depends on your comfort level. If you read a teleprompter smoothly, and it sounds really good, do it, it’s actually faster. But if you’re not, then don’t. So again, the most important thing is to have like bullet points. So if you’re doing a really short video, you want to have three bullet points that are ready. And those three bullet points you’re just going to go, you’re going to kind of know what they are practicing them, you could record I generally say two takes maybe three Max, do not record up to do not record eight takes, you’re not gonna get better, you’re only gonna get tired. If you’re recording eight takes instead of three takes that could have been two other videos. So just think about being efficient at the beginning. If you’re really at the beginning of your video journey, like you haven’t really recorded a lot of content. It’s going to take a while at the beginning. But the more you move, don’t record something eight times, record it two or three times and move along. Because it’s not really it’s what’s called diminishing returns. There diminishing returns at that point. So it is important to like, practice it and move along. A good way to practice if you’re gonna mentor kind of know like one fact about each area, talk about it and get comfortable with improvising because it’s nice if you can kind of like move in the space a little bit comfortably without being like frozen stiff and like reciting one fact, right? The more you do it, the more you’ll be comfortable with it. And when you’re doing a tour, you don’t necessarily have to be like in every single space, you could just talk about some of the rooms and then the rest of the rooms you can show on video, you don’t have to give, you have to be on camera for every single room. So now we’re talking about practicing is for educational videos, you’re gonna have your bullet points. And you know, a lot of times you’re doing like a marker report or something like that, when you’re practicing, that should be probably a teleprompter. If you’re using stats or quotes or things like that, it’s a lot easier to use a teleprompter for things like that. And practice, practice the other thing, practice all the time. And by that I mean get comfortable with talking on camera. So let’s say you’re just like walking through your house, start talking to the camera, just as a part of your day. If you’re on Instagram, Instagram Stories is really, really good way to just start being on camera more. It’s very low stress because it disappears after a day. It’s a really, I really encourage my agents to get comfortable with it. Try to post twice a week that will get you in the mix more. And one thing I was just about to say about Instagram stories and practicing you as you do that tag me and I’ll reshare so show up on Instagram Stories, bring people into your day. Talk about if you drink coffee or tea, talk about what you’re doing. Talk about where you’re headed, is your day busy? Is it not busy, like just bring people into your life more. These sorts of things like might seem cringy you’re like, who cares about my life. People are on social media because they care about your life. They’re not only following celebrities, we’re all voyeuristic. We all want to know what other people’s days look like. And especially when we talk about that teaching content, that content that’s bringing people into your life. Teaching can be facts can be like, here are my tips to do this. Teaching can also be, hey, look, I’m taking you on a tour of this new coffee shop in our neighborhood. You know, that sort of lifestyle and educational mix together. But it really can be arranged. So don’t be don’t be worrying that you’re cringy when you’re bringing people useful information, you’re never cringy so All right, I’m gonna wrap it up and tell you and don’t forget tag me. I’m on Instagram at Kim K, I am ri TTB erg. I also have a YouTube channel Kimber content, and I have a free download. So link down in the show notes. And I can send it to an Instagram is a free download, which is fabulous. It’s 10 tips to make a great video to get clients. That is a must watch. It’s a must look at. And if you’re interested in talking to me about video bootcamp, my signature course, just messaged me on Instagram, I love my keeping it real people. And throughout video bootcamp, we learn we you I teach, you learn, but it’s a great community. I teach you everything from what you should say to the equipment you should use, how to actually connect with those clients that are now looking at your content. All of those things. I have a lot of testimonials on my page. Some of my clients are getting, you know, old clients popping back in as new clients fresh deals from referrals from across the country. And so many people are growing their revenue and becoming the go to agent in their area. And that’s our coaching program. It’s a live coaching program called Video bootcamp, you can message me about that. And so make sure number one, how to be cringy I’m just going to recap that a recap. How to not be cringy on video. Number one, figure out what you like, what feels right to you. That is the only type of content you’re gonna make. You’re never going to make content because it’s online, you’re gonna make content if it feels right for you. Don’t want to dance, don’t ask. You will feel cringy if you are being cringy get out of your own head. Don’t judge yourself so much. Okay, so we all think that our voice sounds weird and that we look weird angles bad bla bla bla bla bla, get out of your own head. Very, very, very important. Your audience is your ideal clients, your audience is not the Mean Girl, the mean boy, the mean kid from cafeteria in high school, these are ideal clients of yours. Bring value. So bring value in your content. That is another way to make sure you’re not being cringy is if you’re bringing that value. And if you are fun, light, go for it. Again, we’re talking about authentic content. It’s not going to be cringy if it feels authentic and natural to you. Share those horror stories of real estate. Do the lip synching videos. Let people know how you got into it. Let them know funny stories of your past life and your current life. I know a lot of my agents have switched from one career into being a real estate agent and have fun, just have fun with your content, people will think you’re not cringy if you’re confident and you’re really enjoying it. Every video is better than the last. So if you’re still juggling judging yourself and feeling about it, every video gets better. So don’t worry. Post your videos tag me and I will I will connect with you. I’ll give you resources I’ll cheer you on. I’m a really big cheerleader. Again, my name is Kim Rydberg. I’m an award winning video marketer. I love teaching real estate agents how to grow their client base through video. I have spoken at the Berkshire Hathaway HomeServices convention, the women’s Real Estate Investment Summit, and I teach real estate agents across the country in video bootcamp group and one on one coaching, how to get more clients directly through video and podcasts. So message me on Instagram at Kim Ripper que IMRITTBE RG and tag me on your Instagram I will cheer you on. Until next time

Jan 8, 2024 • 22min

3 Easy And Non-Lame Video Ideas To Attract Clients • Video Boot Camp for Real Estate Professionals • Kim Rittberg

Need some fresh ideas that will get clicks? Learn from Video Boot Camp educator Kim Rittberg 3 easy and impactful ideas you can make today! If you’d prefer to watch this interview, click here to view on YouTube! Connect with Kim Rittberg on Instagram. Kim’s Video Boot Camp: Apply now for her winter coaching group. Grab her free download – 10 Tips to Make Better Video in Less Time. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Today our resident video expert Kim Rydberg is going to show you three easy videos you can make today that will get people to click. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads and interested buyers? Are you spending money on leads that aren’t converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. There agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod and now on to our show. Kim Rittberg 1:33Right today, we are talking about three easy videos that people will actually want to watch. And not just people, the buyers and sellers and potential clients. Hey, everyone, I’m Kim Rydberg. I’m an award winning video marketer. And I have my signature video bootcamp program that has seen so many agents come through. I love teaching agents like you how to grow your business with video because your phone right there is the most cost efficient way to market yourself. And the thing you need to do in 2024, if you haven’t done it yet, you’re not too late ish, sort of just kidding, but it’s never too late. And I really want to focus today on the three videos that you can make easily that people will actually watch. And I don’t mean that in a snarky way. But a lot of people are making videos that people don’t watch and it ends up being frustrating. You’re wasting your time you’re wasting your money. So I’m gonna advise you on what videos you should make that will be fruitful that people will click on you will connect with people and then you will actually sell more houses. How did I get here, I have in the past year have spoken at the Berkshire Hathaway HomeServices convention, the women’s Real Estate Investment Summit. Before that, I was a TV news producer for 10 years writing and producing stories about all types of different topics. And I launched the first ever video unit for Us Weekly magazine, or to People Magazine, Netflix. What you need to know is that I love storytelling. And I really understand how to make good content that makes people want to buy from you. I shifted from journalism into branded content, which then brought me into real estate specifically, and I’ve had hundreds of agents across the country, take my video bootcamp course and work with me one on one to actually bring in clients. So I’m gonna sprinkle a little of that. Oh, and if you’re on the video, you can see I got some trophies in the background because I’ve won some awards for my video work, but it’s not about me. It’s about you and how I can help you make some money. So one idea that actually I was it’s on my list, I did my video bootcamp course I have a workbook that I give you all these great story prompts. And we were talking about in a brainstorm one video is a great video that I think every real estate agent who has any stories to share should be making is a story about a crazy moment in real estate. So real estate is known, you know, for it’s up, it’s down. It’s crazy. You you you think you’re seeing a beautiful farm you walk in, you’re like, oh, you know, someone, someone in my video bootcamp said they were going to do a showing, and they walked in, and someone was like, in bed, in bed during the showing. And, you know, the deal didn’t happen. But that’s a really, really funny story. These sorts of stories where you’re showing people who you are your personality, that you’re like a really good person, a cool person, a relatable person. It also shows people sort of subconsciously through the backdoor, that you are someone who sold a lot of homes, because if you have crazy stories, it means you sold enough homes, bought enough homes so that you have stories, right. So we’re kind of like backdoor bragging that I’m a successful real estate agent. But on top of that, people will click on crazy stories because the stories are funny, like any sort of crazy story people want to hear. They don’t know how it’s going to end. It has an element of surprise those are really good storytelling tools. So number one, a great video to make is sharing a crazy real estate story and it doesn’t have to be like the most epic thing but it could just be like something funny that happened. And this is something to remember, this is the sort of video that will appeal to anybody who wants to hear a funny story but also other agents will chime in engagement is engagement, you really do want people to weigh in and get that engagement going. The more people comment, the more people other people comment. So it really does help out a lot. And another, this is funny, another one of my agents shared a story where like, they were selling a property to a celebrity, and it just like went totally haywire. And the person came in, I think the person was like, really tall, the ceilings were too short. Anyway, that was funny. And so number one crazy real estate story, make sure to share that. And the reason why that is important. And same as with these other ones is, when you’re thinking about what videos to make, you always need to step back and build a strategy. And that’s something I do with all of my students, my clients, before we ever hit record, we really build out that strategy. What am I consistently showing up and talking about? What am I consistently showing up and teaching being really steady and consistent with that, so someone goes to your page and knows who you are immediately. So you’re building the know like, and trust factor making someone trust you, like you relate to you on a personal level, because this is going to be a big transaction, right, you’re going to be their partner in all of this, it’s very important to remember that. And in addition to in addition to the crazy real estate story, a behind the scenes of a deal. Could be a great, great, great video, one video I did with one of my real estate agents, he, you know, one, a good way to start to give ideas is just start writing down moments that have happened, moments in deals, things that were challenging things that were interesting, big wins. So one of his wins, he had done a letter writing campaign to get someone to sell. And he ended up bringing on his house selling it went really well. He got a good commission. So what I thought was alright, let’s turn that story into how I turned 55 cents a stamp or whatever stamp was at that point, how I turned 55 cents into $50,000. And it’s taking the idea that you can write a letter and all it costs is the cost of the stamp, but you’re making this huge commission off of it. That hasn’t really good headline in it. So bringing people behind the scenes of your deal, did it almost fall apart one of my other I have these two ages. I love them. They’re based in Westchester, New York, they by mistake killed a blueberry bush of when they were getting the house ready for sale. Instead of hiding behind that they just had fun with it. And they sort of talked about it like the time we killed our clients, blueberry bush, and they just kind of had fun with it and made it like not such a big deal. That’s a great idea. So the behind the scenes of a deal. It could be did the deal almost fall apart? How did you salvage it? Did you end up selling it for a lot more than you were expecting? Was there a bidding war? Did you show up and you thought it was x? And it was actually why like whatever is happening, bring people into it because people love to hear stuff that they don’t know. People are voyeurs. That is why they’re online. Alright, so we got the crazy real estate story or behind the scenes of a deal. That’s idea number one. All right, the next one, as I mentioned before, I worked in TV for a long time, and I worked at a news magazine show called inside edition, and a lot of their segments are like, you’ve never seen a room like this. I’m like, oh, what’s in the room is it like, filled with spiders, and you know, kind of selling it as this wow factor. So you can sometimes isolate a thing in a house or apartment, an area and focus in on that one thing. So selecting something that’s really big, or really small. It’s not the words not hyperbolic, I’m forgetting the word. But making something like on a big scale. So here’s an example. One of my clients who went to this, the showing it was I don’t even think it was his it wasn’t his property, he just went to the showing. It had a bed, that is remote control bed that Phil that comes down from the ceiling. I mean, that’s very, very cool. So the video was just about the bed. That video got millions of views. So when you’re thinking about how you’re going to present, not every video inside a home has to be a tour. Sometimes you can go to a place and there’s like something really interesting. And you can just zoom in on that moment. And make that big, right? It could be another one of my agents was telling me about that. People are really wanting plunge pools, like really cold water plunge pools. So that could be like a reveal. You know, I think she and I built together that idea is the number one thing clients are wanting right now. A plunge pool and how you can make that video is you can either just film the actual thing you’re talking about, or you could film you’re getting into it, right? I mean, I hate cold water. So I’m not gonna volunteer myself, but you could be getting into that pool and you know, expressing like, oh my gosh, it’s really cold, but it feels so good. I feel really alive. So when we’re talking about the next one, it’s something big, something small, something on the extreme. It’s on the extremes. And again, it doesn’t have to be your own property. This could be someone else’s property, but picking something out, it could be something amazing on the ceiling, right? It could be like an old tin ceiling. And likewise, you could also pick out something similar to this in your town or your city, right, as a real estate agent, you are the expert, you are people’s part, you’re like the tourism office, right? So you can be highlighting those factors. And as I mentioned before, actually, several of my agents have been keeping it real. So you might have heard them. Kathy, Jessica, Josh, Debbie, Steven, anyway, a lot of my agents have been on the show, and they’ve talked about the things that they show how they market what they bring in. So something really big and something really special is a great way to really highlight that. Now, the last one that I think is super important that people overlook is something personal, a video that people click on something personal, that you’re revealing. I’m not talking about like the deep dark secret that you like, have never shared with anybody, I’m not talking about that. But when you’re online, you’re really allowing for people to get to know you through any door, the front door, or the side door or the back door or whatever you want people to just know about you to engage with your content. So not every single video should be home tour. Not every single video or piece of content should be you and your dog. Okay, so we step back and we create a really, really great big strategy. That’s what we do. In my video bootcamp. And in my in my client work, we always sit down and create that strategy. But a big part of that strategy is connecting people to you as a person. So one video you could do is five things you don’t know about me. And it’s just you can get video of you doing work, walking through a house, walking your dog, the footage can be whatever you want it to be. And you can either voice it over or add text, but bring in those factors like so for me. Something you don’t know about me. I would maybe say, Hey, I’m Kim, some things you didn’t know about me. I backpacked I took a gap year and I backpack for a year. I used to play lacrosse. I am a certified scuba diver. I speak Spanish. I hate olives. And I have two children. So it’s kind of a mix of things that some people can connect with me on. And other people are like, Oh, that’s interesting. So maybe if someone has kids, they might say, Oh, how old are your kids? Maybe if someone’s a scuba diver, they’d be like, Oh, I snorkel or I scuba dive, you know, and they want to comment on that. Weirdly, people always comment about my olives. They’re like, how can you hit all of your horrible evil person, but it’s true, I do hate olives. So again, you’re really trying to bring people into your life. And we’re not again, that one is not about I won this award, I close this much deals, I earned this much money. This personal video is not about that. It’s really about bringing people in to get to know you as a human. So as we know, you’re trying to expand your sphere of influence. And so some of your deals are gonna be coming through friends, family, cousins, former colleagues, people, you just met other business owners in the area. So when you’re putting out that personal video, you’re allowing people to pull back the curtain and get to know you a little bit. You will also see, as you make the video, put that video out, people will show up and comment that you did not realize followed you at all or have been active. And so that’s a really a good start to continue to engage with people, people you haven’t seen in 10 years, people you just met last week. Don’t forget that. The social media world is an online coffee shop. So don’t treat it like, Oh, I’m gonna post this no one’s gonna comment or like, I’m not going to look I’m going to I’m too weird. I feel weird about it. I’m just going to post in running, go get my coffee, no, post it, come back later. See who liked it. You commented on it respond to every single comment. That’s true for every post. But people will comment on a personal story in different ways that aren’t going to comment on your home tour. I’m not saying don’t do the home tour, I feel very strongly about home tours. You need to do them. Sometimes you get business from them fine. Sometimes, they’re not building you up as this amazing expert, you need to layer on other content on top of that, and Home Tour should not be 90% of your content. It should be some percent, but not 90%. So we are talking about those three videos that will get people to click let me talk about I already told told you why people will click on each one. The craziest real estate story. Oh, I want to go back sorry about personal. So this is something I think is really, really important. And I’ve been working with more of my agent clients to push more of them out of this. So one of my agents, Jessica, I love her. She’s a great personality and she has kids and I’ve been pushing her to include more content of her as a mom and like in her regular life and being more of like every person all of us I think kind of our in our professional world. And so pushing ourselves to open up more and show more of that and she’s gotten crazy engagement sky high engagement so much more than before. One of my other age I just had this great video about an inspirational motivational video actually about changing their life. They went, I think they had a huge weight loss and like change their lifestyle, but they did a video about that. And it works because I think that’s a part of your story. And that’s a part of who you are, that really lets people get to know you better. So the personal can be very powerful when layered in with professional as a part of a strategy. So I don’t want to see dog walking photo dog walking video, and then like beach vacation video, and then shopping video like that doesn’t that doesn’t necessarily connect as a strategy. But when you have when we work together, we create the strategy. Some of its professional and some of it is personal but tied together. Alright, so we’re talking today about the three easy videos that will get people to click we have sharing behind the scenes of a deal or a crazy real estate story. Awesome. These are great ideas, they will get a lot of people to be like, Oh my god, are you kidding? All of these ideas. Don’t forget to engage with people who comment on them, ask a question, connect with them in a real way. So we got the craziest real estate story that you have something really big, something really small, just like zooming in on a special factor. And then a third video is something personal about you. Now, how do you make these videos, you can make the videos however you feel comfortable doing it. A video when you make a video, it can be as simple as you talking to camera. Don’t forget to add captions when people watch without sound they can follow along. You can also show footage of what you’re talking about. So when we’re talking about something really big, or something really small, you’re filming that item, you’re either talking over it or adding text for the personal video. For the Personal about you video, you can either share photos of yourself from different parts of your lives. Or, or you can film yourself doing something related to that, like if I’m going to share that I speak Spanish or but it’s not as visible that I hit all this, I might have like me picking up balls and throw them in the garbage. If I have a video, if I mentioned that I love to travel, I would probably put in a photo of me in Cambodia when I was younger. And so I would really want to bring that story to life. Again, if you’re not super comfortable making the videos. Don’t worry, in my video bootcamp class, you’ll learn how to do that. But keep it simple. I always say Keep It Simple until you’re ready to do a little bit more. So I want to see you make these videos and even if you can’t make a full video, do it as just an Instagram story. If you’re on Instagram, you record it, you post it, it goes away after a day. So if you don’t love it, that’s okay, record it, post it and tag me in it. You can always reuse the story later. Make sure to tag me I’m at Kim Redburn KMRITB RG and I mentioned before video bootcamp, I run this video bootcamp course for agents across the country. They’re all seeing higher engagement more client leads, they’re opening new business through it. It’s fantastic. It’s a live coaching class. So message me on Instagram. I also have a free download 10 tips to make videos that make you money in less time. More money in less time. That’s like key. So I have a free download and you can grab that in the show notes. You can grab that from my Instagram. And if you’re just joining me for video bootcamp, make sure to message me again I’m at Kim Rydberg K IMRIT, t b e r g and I love helping you unleash the power of video. To grow your business. You really can supercharge your business with video it’s just about understanding how exactly to do that. I love to keeping it real people to make sure to tag me message me on Instagram or Facebook wherever you’re at, and I hope you have a great day.

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Keeping It Real Podcast • Secrets Of Top 1% REALTORS ® • Interviews With Real Estate Brokers & Agents

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