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

Secrets of top 1% realtors and real estate agents!

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Luxury Real Estate – What Clients Need & Expect From Their Agent • Casey Napolitano

Casey Napolitano the founder and CEO of NDA Real Estate discusses her experience in the business coming from a multigenerational real estate family. Casey explains the knowledge she gained growing up and skills she possessed by her family and how these helped her career. Casey also discusses the importance of privacy and guarding your client’s information. Last, Casey talks about social media and how to use it to promote your business for free. If you’d prefer to watch this interview, click here to view on YouTube! Casey Napolitano can be reached at casey@nda-re.com and (818) 404-5090. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Have you ever wondered what it’s like working with celebrities and high net worth clients for their real estate transactions? Well, 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. 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 Hello, and welcome to another episode of 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 in just a moment we’re going to be speaking with top of Beverly Hills producer Casey Napolitano before we get to Casey just actually got a brand new reminder for you guys. Normally, I just repeat the same stuff every time support our sponsors, tell a friend and yes do those things too. But we are really excited about this announcement. I finally out and this is embarrassing, because I should have done this like six years ago, but I’m finally doing it now better late than never we finally have an Instagram account. Now why should you care about that? I don’t even really go on Instagram that much. But a lot of realtors do. Right. But more importantly, we’re we wanted to start clipping out our episodes meaning finding those moments of each episode. That could be bite sized formats for good, you know, short form video. So we hired somebody new to the team and they are making short form clips, usually like 20 to 60 seconds about our episodes and we’ll be releasing those every day we’re releasing one of these clips. So you can follow us on Instagram our have to think about what our name is it’s top agent interviews, top agent interviews, because keeping it real was taken so top agent interviews on Instagram, you can find us on Facebook, we’re posting these clips, literally to like six or seven different social channels. We’re on Tik Tok. Now we’re on Instagram, linked in Facebook, you can find links to all of our all of our social channels on our website keeping it real pod.com. But please, please follow us on Instagram, we just started the account I think we have like 12 followers, which is crazy because we have 10s of 1000s of you listening to the show. So please find us on Instagram at the very latest and you’ll be getting these daily little nuggets of wisdom from our amazing amazing guests. So again, top agent interviews on Instagram, please subscribe, we would love to see you there and provide great content to you every single day. Alright guys, enough from that. Thank you for listening to this super long intro but we’re really excited about giving you guys some more content. So let’s get to the main event my conversation with Casey Napoletana. Okay, today my guest is Casey Winchell and Paula Tonto with NDA real estate in Los Angeles. Let me tell you more about Casey. Now Casey Winchell. Napoletana is a real estate broker and the founder of NDA real estate, a luxury real estate agency serving California’s elite under her belt are hundreds of sales in Los Angeles ranging from probate fixer uppers to multi million dollar luxury estates. And in addition to working with such a wide range of properties, including Arios single and multifamily residential homes condos trust sales, she considers herself a short term rental expert. Beyond her exciting property investments and thriving real estate career. Casey is also a dedicated wife and proud mother to her three beautiful children Sienna Gemma and Jack. I was actually with my friend who has a jack a son Jack just this last weekend by the way. Along with being a foodie and an architecture and tennis enthusiast. I am also a tennis enthusiast by the way, she is proud to donate her resources to various charities supporting Women and Children in Need, everybody needs to follow Casey on Instagram, which is at KC annapolitan. Know that see a sey and a politan. Oh, also check out her real estate brokerage website, which is NDA hyphen r e.com. We will have links to all of this in the show notes. You don’t have to write it down. Just scroll to the show notes, follow her on Instagram, check out NDA real estate. Casey, welcome to the show. Casey Napolitano 5:29Thank you so much for having me. D.J. Paris 5:31I am very excited to speak to you because you are the great granddaughter of one of the best. And I’m sorry, because we are going to get to your superstardom very shortly. But we need to I want to go all the way back to your great grandfather. In fact, I almost just just took some of your thunder away, but I have well, we will we will get to this. But Casey has a very impressive family history, and something that I was telling her offline but let’s let’s let the audience in on everything. So let’s go all the way back to the very beginning. Because I would love to know, you know, your real estate career obviously starts, you know, you have your own story, but you actually go back several generations. So I’d love to hear about how real estate was part of your family for all these years. Casey Napolitano 6:17Yes, so growing up, I moved like five times with my parents because they were always like buying homes and fixing them up and selling them. And I just, we’re constantly moving like in my younger years. And I was just like, wow, this is it at a young age that like really fascinated me. And then I had my great grandpa Vern Winchell, who founded lentils, donuts. And I never really thought anything of it. Honestly, probably until I went to college did I know like, how big of a thing that was. And so I like to bring it up now because people think it’s fun. But he also did real estate. I feel like he had like, dozens of homes like all over and it was just always so cool to me. Just real estate in general, that you could just be your own boss and find deals and, and every kind of deal is just so different. Like you could just like decide what you want to do. And then my parents when I was like row 10. I remember they bought a apartment building that needed everything. It was like just a wreck. And I watched them like redo all the units. And still to this day, like if they get a vacancy. I’ll come in and I’ll fix it up so they can get more rent. I’m kind of like become like the design Person of the family. And growing up. My dad did probate auctions. And also in New Home Sales auctions all over the country. Eat We even went to Portugal at one point. And I worked for him from a young age like I think I started working his auctions at like, maybe 1010 or 11 years old. They’re called probate auctions. And basically, if he would get a certain amount of properties every couple months, and then the auction would be out front of the house. And the house would be sold as is and everybody would have a better card. And there’d be no contingencies at all. So you’re buying all this stuff like it’s you. That’s it, you get what you get. And it was so exciting. It was just super fun. And then at one point, he was doing a lot of like, new home sales. So we would go to like Seattle, and there’d be like 50 condo units that weren’t selling and he would come and do like a new marketing program. And we would sell 50 units in one day in a hotel ballroom. It was super fun. Like it was super cool. It was different. So yeah, and then my mom she worked at or still works at rodeo Realty in Calabasas, and she does high end homes and then my grandma growing up, her name’s Brenda Winchell. She would be driving around like with her red nails and her platinum blonde hair and she’d be taking notes on her hands. I’ll never forget it. She would always have like notes on her hands, looking for like the next property to sell her clients. And also my Aunt Mimi is like a big time agent in Hollywood. So I was kind of like, I kind of like had to do it because I knew so much about it that it was like if I don’t do this, like I’m gonna really like start fresh somewhere else. So yeah, I went to Pepperdine, for writing for journalism. And then I was like, I think I turned 18 I got my real estate license, my salesperson license and then should I just go keep going or? D.J. Paris 9:39No, this is this is excellent. And you know, I was just no yes. I mean, all of this is great. I was thinking when you said Pepperdine. I remember Pepperdine is like right on the water too. Isn’t it like it’s Casey Napolitano 9:51amazing? D.J. Paris 9:52Yeah. If you if your child ever wants to go to Pepperdine, they are going to have an incredible is it matter? taboo or it’s in your mouth. It’s relevant. Yeah. Yeah, I have some friends that went there. They said, anyway, but but but aside from that, so it’s either donuts or real estate. You had to go into one of those one of those two industries. And yeah, yeah. And by the way, if anyone there are still a few windchills stores, or shops, where are they for anyone out there? Because if you haven’t had a windshields donut, I have had one. They are incredible. They are literally the best donuts you’ll ever have. Where can they find them in SoCal? Casey Napolitano 10:29So in Los Angeles, there’s one in Tarzana, Arthur receita, right off the freeway. And then there’s one on Melrose in Hollywood, that Oh, I think there’s, there might be one on Vine still. But back in the day, like there were every exit, like every exit off the one on one and there was a Windows doughnuts. And still to this day, if you see a donut shop, and the sign is shaped like a triangle, you know, it was a windshields at some point. So back in the 80s, when he sold the whole company to yum, yum donuts, you would start seeing that they would just keep the sign but then just a new new name was on it was that? Well, that D.J. Paris 11:07was that’s a very big brand. And so you know, I what I what I know a lot of our audience might be thinking as she grew up in a real estate family, this is all going this is all must be so easy for her because she’s just been involved with it for her entire life. And it goes back generations, you have grandparents and great grandparents. And in fact, I do want to make a point, your great grandfather, who did start winches doughnuts had said, Yes, that’s my business. But real estate is really the best investment. And he really, he really hammered that into the family. Right? So the idea was the doughnuts were what paid the bills, but then also wanting to build sort of multi generational wealth through through these real estate investments. And it obviously spread to like every member of your family. Casey Napolitano 11:54Exactly. 100%, for sure. D.J. Paris 11:58So you, you’ve been a broker, or you’ve been a realtor now for about 13 years or so, which is amazing. And you’re you’re crushing it in, in Beverly Hills, I would love to know, you know, I guess what our audience wants to know, is like, how did you grow your business? Right? So you came from a real estate family, but at the end of the day, you still have to build your own business, you know, how did you go about doing that? I’d love to know, like, what steps you took, I mean, because you’ve been a broker for 13 years, but you’re still relatively new as an agent, even though you’re crushing it. So I’d love to know, like how you got started. Casey Napolitano 12:35So in my early 20s, I did a lot of event promoting and Hollywood. And I feel like that was a good starting point to like build my network. Just I met 1000s of people, you know, just who wanted to go to the event and befriended them. And it was just all like, I don’t know, just like a natural kind of social thing that was like a good baseline. So I worked at my real estate company, it was like a big, commercial and acquisitions company, but I was like part of five people who do residential sales. So get there at like nine in the morning, and then work until like, six at night, like standard corporate job. And then I would go home, get ready for the event. And I was doing events at like, there’s like a famous club called Hide. And I would just like walk over there and work there from like, 10 o’clock till two in the morning. And then I would get up and go back to work, like get up at you know, 630 and get ready and go to work. I had like multiple outfits in the trunk of my car at all times, like for my many hats that I was wearing. And so I feel like that was a good way to like start the hustle of just like networking. Because in say, in real estate or sales in general, like you really just have to go for it and be confident and know as many people as possible. So I was doing that. And then honestly, my first client ever is my husband right now, which sounds kind of silly and dumb, but it’s D.J. Paris 14:12not at all it’s because I always say if you’re going to make mistakes, do it with family. They’re the ones that are if you’re new, you know, a lot of times people think, Oh, I don’t want to work with my friends or family right now. I don’t feel very experienced. And I always say Who’s most likely to forgive you? And it’s gonna be friends and Casey Napolitano 14:31I’m just saying you learned a lot with every single deal. Like even now like every single deal, like something new comes up and it’s just important to like, just keep going. But like I matched with him on Tinder. You know, I was in my early or mid 20s and my best friend was like you are dating like the worst guys like go on Tinder. And I’m like, but aren’t the worst guys on Tinder? D.J. Paris 14:53Exactly. Let’s go into the lion’s den where the worst people are. Casey Napolitano 14:57And he was like, dude, just try it. So Mind, D.J. Paris 15:00you found the good guy. Casey Napolitano 15:02I found the good guy like, which is like an understatement. So my first and only Tinder date. D.J. Paris 15:08His program we had only Yeah, Casey Napolitano 15:12it’s crazy. Or I was just super desperate. Like you never know. D.J. Paris 15:18We’re all super desperate. Now we knew Casey Napolitano 15:20like we knew. So when we matched his, his profile picture was him speaking at a wedding, like he was the best man. I was like, okay, like, this guy’s this guy’s like looking, you know, for something real. And so we went on the date, and it was like a three hour day the valet Parkers had to bring in my keys. They’re like, you, you guys gotta go like the restaurant go home. Yeah. And he was like, how many? How many homes have you sold? Because I was like, just talking about because he’s older. He’s seven years older. So I’m like, yeah, yeah. Like, I’m just like, big time real estate. And he’s like, how many homes have you sold? And I’m like, Ah, what worked on like, 20. You know, but I haven’t sold any thought myself. Right? Sure. So months past, and he’s like, we’re very serious. And he’s like, I really want to buy my first place. And I’m like, okay, cool. So we started looking at Sherman Oaks, and he was my client. And at the first one, like, he liked, we walked out front and he put his arm around me and he was like, this would be perfect for us. And so at that moment, I was like, oh, okay, so we ended up getting it together six months into dating before getting engaged or anything like that, D.J. Paris 16:30which everyone says never do that. And it worked out for you guys. Casey Napolitano 16:34Yes. And it just it just felt right. And it was a huge remodel. So to make matters worse, we moved in with my parents. So he’s like 3034 year old man right? Well with my girls. Yeah. And that was like a great test to see if we could last but D.J. Paris 16:53that is a that is a stress test for sure. Casey Napolitano 16:55Yeah. And my and my parents are super great, but we’re really close. So it’s like a lot. And so living through that remodel was amazing. And cut to we got pregnant like after we got married and we were living there. A month in we were like we want to live in Calabasas. Like we want to raise our kids in Calabasas. It’s so safe, Calabasas, like a great community for families. We don’t we want to be closer to my parents because they’re let’s be honest, free babysitters. And on the weekends, we would be traveling we would rent out the house on Airbnb. Like we were those weirdos that were like, it’s fine. Like, let’s just let’s let’s run it. Let’s rent it out. We had an owner’s closet while we’re living there. And that turned out to be an amazing lead generator for me. Really? So yes. So once. It’s such a crazy story. So like, when we decided we want to move to Calabasas, there was nothing for sale. And we just walked the neighborhood and we put about like 20 handwritten letters in mailboxes. And were like, Hey, I’m pregnant. Like, let me buy your house. And like, I think three people called me out of 20. And we ended. Yes. And we ended up buying the house that we’re in now. The tenant there was it was a rental property and the tenant gave it to the landlord. And the landlord called me like two weeks later, and he was like, I heard you want to buy my house. So I’m like, Yes, I do. Anyways, we ended up buying it like within we saw like it for we saw it for like five minutes, all the lights were off. It was just it was a wreck. And we were like, We’ll take it. And we got a great deal. And another It was another remodel. But we ended up keeping our first house. And so that became a full time rental property. So we started doing the Airbnb short term. And that was great. I would like a random celebrity would write it. And this particular celebrity is someone I actually like, went to middle school with like, so random. And she was like, by the way, we ended up connecting and she’s like, by the way, while I’m in town, I want to look for houses. Can you show me some? So then that’s when I started showing her houses. And then I got another celebrity in there. And she was like, I can’t find a property. I only want to live in this particular area like what can you do? So I started going on the MLS and finding expired cancelled withdrawn listings, hitting them all up. Got a lot of people angry. A lot of people hanging up on me. Like, what this is my privacy, like, I’m gonna do not call list. But then I would get like maybe two yeses. Oh, we’re still interested in selling it wasn’t the right time. So I’d give her those leads. And she’s like, damn, like you’re really hard working. Like I’ve never had this before. So then, the best part about that story is that something hit the market and she sent it to me. And she was like, can we get this house? And I’m like, Sure, let’s go see it. So she ended up buying that house that was listed. She could have gone I’m with her agent she worked with before, but because she knew I was like constantly thinking about her like that, that trust and that like hard working thing, she used me on that deal. So D.J. Paris 20:12it’s like at that time you guys were a team almost right. And she actually found the property, but you had done so much work and heavy lifting prior to that, that that didn’t matter who found it, she she was with you. And that that is such a wonderful compliment to you. Casey Napolitano 20:28It’s really important, though, to build trust more than anything with your client. Because there’s a lot of people out there that like, don’t have their clients back, like fully. And if you show them like, they’re your client, but you’re also their friend, like you literally care about their well being, then they’re gonna stick with you forever. And I just think that is the most important thing. It’s like, when you pick a doctor to do an important surgery on you, you go with the one that’s like, the most trustworthy, you know, you don’t go with the one who’s like gonna give you a discount. D.J. Paris 21:04Right? You know, it’s funny, I just started thinking about this, in the last couple years speaking of, of health, and I think this relates to real estate, because, you know, I have a number of doctors like everybody, you know, I’ve got a dermatologist, and I’ve got my general practitioner that does my physical every year, and I’ve got my you know, I’ve got the orthopedic person when I have a sports injury or whatever, right? So you have these, this, this team of people, a psychiatrist, you know, things like that. And, and all I really want, I mean, I want them to be competent, but more importantly, I want them to care. And I, I’ve had experiences with with physicians where I felt like they did care, and I’ve had experiences where I felt like they didn’t, and I will take somebody who cares about me even over somebody maybe who’s considered a more a better doctor, or maybe has more accolades or more accoutrements, you know. And I think the same applies for real estate. Like, if if your clients like you, like you were saying, you know, your friend saw all the hard work you did also had a benchmark, because they had worked with an agent prior and said, Well, my agent, my previous agent didn’t do this that, you know, that is that is what usually wins the race, in my opinion. Casey Napolitano 22:20Yes, for sure. So since then, I was working at like that big corporate office, all say it a boys club. And I started bringing in a bunch of deals, and people were like, noticing and wondering, what is she doing different? And I literally would do marketing, like social media photo shoots in the office, and it gets people talking, and honestly, DMing you, which gets you clients, like you would never in a million years think like, oh, I’m going to post me showing a house that someone will buy a house just from that post, like, like, there’s a new thing that’s happening, I’m sure it’s happening, where you live with agents, there’ll be going to brokers opens on Tuesdays, or it’s Tuesdays here, Tuesdays and Fridays. And they will just fully just show it on their story. And boom, someone will message them and say, Can you show me this? And then by D.J. Paris 23:18the way, can we can we pause for a second is that not the greatest idea that anyone who’s not busy, as a realtor should be doing in their local market go to the like, in the past, it was a little bit tougher to get brokers or I guess we call them broker opens here in Chicago. And by the way, for our audience, if I use the word broker, I It’s synonymous here in Illinois with realtors, so I apologize, I don’t want to confuse anybody, I’ll try to use the word realtor, just because I think that’ll be less confusing. But whatever these are called realtor opens broker opens. These, these are really like 15 years ago, when we didn’t have like, as much technology. It was kind of a headache to go to those things. And like, if you had a fancy client, they wanted to see something, maybe you’d go check it out, or you’d go to support someone else in your office or a friend of yours in the industry. But now you can go there and actually use it to your own benefit by posting. And by the way, a Casey I’m curious, I think people shouldn’t even just do this for those broker opens. But they should also do it for every time they go to a showing like you can find something about any property. That’s interesting. And you could do a quick little 32nd video, right? Casey Napolitano 24:29But there’s always like this fine line. So when I show a house to like my number one client of the moment, they’re my number one priority, and we find the house I’m not posting it, you know, because then someone might message me and say, Can you show me that and then and then sure, and then your script so? Yeah, so if it’s not one that my clients buying, like Yeah, I’m all about posting it is so important, and it’s actually like ends up being great for the listing agent as well because you’re bringing more eyes to Generally, D.J. Paris 25:00it’s a win all the way around. And again, for people that are in between clients, this is a great way to drum up some possible activity. Because if you, you know, and it’s also a great place to cut your teeth, doing video, because, you know, we now have our phones are very powerful. And even if you’re not going to have a professional lighting crew, you know, there which probably you’re not for a, you know, a broker open or something, you can, you can just shoot a quick, you know, you can shoot and edit and, and make these these short form videos and really excite your your your bass. Casey Napolitano 25:38Yeah, so the easiest editing app that I use is called an Shah. And it’s free, totally free, just download it, and you click on your phone, you could shorten it. And I just highly recommend making these reels on Instagram and make less than 30 seconds, quick shots. But another thing that I think is really interesting about real estate nowadays is the homes that were showing and we’re seeing are just cooler than before. So there’s a lot of competition, which makes it hard to be a seller. But if you have the opportunity to like stylize your home like you should, because it will stand out in a big way. D.J. Paris 26:17You have any suggestions of ways people can do that, that aren’t, you know, terribly invasive or don’t require, you know, tremendous, you know, reconstruction, like even just smart home, where things are are kind of exciting. And even though they’re not new anymore. You know, being able to control things with voice is kind of a cool feature. Casey Napolitano 26:37Yeah. One listing I can think about that was on the market before and didn’t sell. And then we took it off the market when our client allowed us to paint the cabinets and fix out. Switch out light fixtures like literally from I like to go to Lowe’s, like Lowe’s has like trendier light fixtures, than most other affordable places. And so I would switch those out and literally just paint the cabinets. And even though someone might walk through and say I’m going to redo this kitchen in a year or six months or tomorrow, they will get it, they will be able to feel what it’s going to look like. So like it’s worth every penny. And you could do all that like for under, you know, five grand, or 10 grand, if you if you put 10 grand into every listing, like it would just go a long way. Staging is like the most important thing. But then again, you get clients that are like, I can’t leave my house or I live here, I don’t have anywhere to go. So you just kind of have to roll with it and figure out the best scenario for your client. And the photos go a long way. Like even if you don’t change anything, if you just get a really high end photographer, which you should cover the costs up for your client. It will it could transform the property without even doing anything. D.J. Paris 27:58Yeah, it’s it’s it. I mean, we live in an Instagram world. I mean, we’ve been living in an Instagram world world. And remember, every one when we look at photos, now we look at images, we’re probably looking at images on social media, images, for anything, any part of life is now is really best or most most commonly viewed or absorbed by consumers by the American public, via social media. And all of you know, we expect perfection in these pictures. We expect things to look right we expect them to be filtered correctly. For better or for worse. That’s where we are. And so if you’re not putting that sort of thought into your your, you know, your staging your photos, you’re really doing your client a huge disservice because it’s not about the property. It’s about how people consume information people want to see now with video, oddly enough, I don’t think people expect perfection, especially for reels and some shorter form video where it’s like, Hey, this is what I’m doing today. Yeah, you can, you can get away with a little bit of imperfection there. But when it comes to staging, and listing a home and getting the photos, yeah, step it up. You’ll make more money for the client to plan everything, everything will work, and it’ll only cost you a few $100 More like it’s not it’s not Casey Napolitano 29:18money, like Time is money like it, sell it in a week sell it in a week. Everybody wants. D.J. Paris 29:24So as you’ve been growing Yeah, exactly. As you’ve been growing your business, I You’re a hustler. And that’s that’s what I’ve, you know, sort of garnered from from our conversation so far is you’re willing to do a lot of the things that, you know, like that, you know, other agents aren’t willing to do or maybe that you had to do to sort of stand out in the boys club and sort of get your foot in the door. You were writing personal notes and putting them in mailboxes like that. 99% of realtors are never going to do that. And it’s a shame because if they did, they would likely get results like I mean, you had a tenant in a building, take a handwritten letter handed off to the landlord, which by the way, never happens. Right? They were just very random. Yeah, like super random, but it did happen because you put in the effort, and you were calling expireds Fizbo for sale by owners, you know, people that were off the market and getting screamed at going I don’t want to talk to a realtor and yet you’re putting in that effort because you never know. And that’s the job the job is is a lot of rejection. And and here you are now and so. So I’m curious to find out what you’re doing today. So you’ve grown this incredible business, MDA real estate, you know, you guys work with celebrities, you work with non celebrities, you work in every area of real estate, also investment properties to what’s what’s your what, what are you doing these days for marketing purposes to get more clients? Casey Napolitano 30:59Social media number one, for sure. You know, as a requirement, every agent on NDA has to go to three brokers opens every Tuesday, if their schedule allows, like, if they’re free that day, they’re going and it’s working like you just you’ll just never know who you’re going to attract. And it’s just free advertising. That’s actually very natural. And it works. So yeah, that for one and then number two, we do these fun, NDA boxes like we give to clients. So it’s like, it’s a branding thing. But then it’s super like curated like go to that influencer. We call it like hashtag gifted by NDA. So like people will see these videos of the NDA boxes, which could they vary. So they’re very curated, like, I’ll get to know a client and I’ll be I will just start making notes of what to get them like, which is so like, funny because it’s like, beyond like real estate, but it’s important for them to know that you know them and you care about them. So like, for example, my clients that are in escrow right now are buying their dream home and keeping their first home as a rental. But we realized at their, at their first house that are both houses, you can see each other so it’s like, it’s just across the canyon. So like, just for fun in the box, we’re gonna get them some binoculars like, D.J. Paris 32:26Oh, that’s great, because I love money. It’s Casey Napolitano 32:28like fun, right? Like, not really to spy but like that. And then we’ll get them like, whatever it is a bottle of patrol. And recently, I got like a client, just like designer, keychain for their new keys, you know, stuff like that. And people love it. They just, they just eat it right up, and then use the video on your social media. And other people will see that and be like, wait a minute, I want an NDA box, like I want a home. But I also want the box. So I’m gonna hit them up, you know. So that’s one thing. D.J. Paris 32:59So when I’m curious, what’s the what are the differences when working with celebrities versus non celebrities, as far as helping them buy and sell homes is do celebrities tend to have an output celebrity and high net worth individuals in that in a same similar category? Because you work with both? And do they tend to have more of a team that you then have to sort of work with the entire team? Or is it I’m curious what the differences are. Casey Napolitano 33:31So everyone is totally different. It’s just like real life like celebrities, some have like business managers that you have to talk to. Exclusively, like, you don’t even really talk to the client, you just show them some houses and you talk to the business manager to make it happen. Others, you’re just dealing directly with them. Some literally have an entourage. But I would say like working with celebrities versus non celebrities. Everyone is just so different. Like there’s no no one’s in a box. Like no one’s in a box at all. Celebrities have been like really great to work with honestly, like just super chill and like eye on the prize and like big picture in my experience. And I feel like I have like an eye for what they want. Like recently, I sold a house to this amazing girl and it needed literally everything. But it was such a cool house that you could you literally you couldn’t find it anywhere. If it was built to this day, like it wouldn’t have all everything that it had that charm. And she was down to do the project. And we just like we’re just so in tune on it. So that that makes me super, super happy when I can find something super special like that, and then see a client transform it. D.J. Paris 34:50And so, at what point did you decide to sort of build your own brokerage have your own brand and really just make it your own thing as opposed to working under someone else? Casey Napolitano 35:01So it all started in 2020. You know, COVID was crazy. I was seven months pregnant. And for about a month if there was nothing, right, the whole world was just shut down. There was no, there was no real estate, no one was there was it like it was March to me, I would say March to May, debt. And I was just like baking all the time, just like strawberry bread, whatever I could do with it with my little girls. And so then in May, I was like, eight months pregnant. And then my phone started ringing. And people were like, Hey, I’m from Seattle, and I want to move to LA COVID is like getting me excited to like, be close to my family. Can you can you help us? And I’m like, Can I help you? Yeah, I can help you. And I’m like, I have this big Tommy and I have my mask on. And they at the time, you had to work gloves. And you had to schedule a showing and sign the COVID waivers. It was like a huge ordeal. So that was going on. And so I had one of the biggest month ever in June of 2020. Like of my career, and I was nine months pregnant. Even at the hospital, I was dealing with two escrows, which was great, because you’re just like, your mind isn’t like focused on what’s happening. It’s just like, you’re doing it all. And so you don’t have time to like stress. So at that point, I was like, Why do I need to work anywhere other than my own company? So that is when I signed up to get my broker’s license, which is a second kind of step in California. Yeah, and run my own brokerage. Why can I do that? I literally do all my own marketing. I have my own clients. I never got my clients from my company, private company. So I signed up for the test and you had to fly to Sacramento. Really? Yes. There was no testing in Los Angeles because the COVID Oh, right. Headquarters. Yeah. So I had my baby. And then I don’t know, maybe like a couple of months passed, and I got my test date. And got there. And it was just a huge ordeal. You have to leave it like four in the morning, wake up at three get there at seven. You get your you get your thing, and it says congratulations. And and then that was like the starting point. And I was like, Okay, let’s go. So then, I don’t know, a couple of weeks went by and I was like N D A, that’s it. And I looked at my husband, I was like it’s NDA. And he was like, yeah, it’s NDA, like I had no other ideas. It was just, it stands for non disclosure agency. And I really wanted to just like be different. And with my clientele, we we really know how to protect their privacy based on my experience with all of these cases before. So like, for example, when celebrities go to my house, you have to have a trust so that people don’t stalk you like it literally happens. And they hang out outside of your house if you don’t have a trust, again, paparazzi as well. Yeah, yeah. All kinds of weirdos watching you. And so that’s, that’s not cool. Like your house is supposed to be a place you want to just feel safe and inspired. And you don’t want to worry about any of those things. A lot of these people too. They’re just so busy working, that when they go home, they just want to chill, they just want to sleep. And if you have 20 people standing up front, like you’re not sleeping, so. So that client I was telling you about earlier that used me after I was sending finding her off market deals. I found out that on her last sale this that it was leaked. And and the reason why was because she kept the same trust on her previous house that was leaked by one of the agents. And she didn’t change the trust. So these media people have it saved, like this is a trust and they have an alert with the title company. Anytime this closes under this trust name. That’s her house. That’s her new house. It’s so creepy. So on the next one, I was like, Dude, you need to get a new trust. And you need to change the name completely like, and even the person who signs for the trust is somebody it’s somebody that they trust, but it’s not any same. Yeah, it’s not anyone with the same last name. So you have your mom or so just someone totally random that you trust D.J. Paris 39:32make the trail harder to follow. Yeah, Casey Napolitano 39:35yeah. So they will do they will sign everything on their behalf. And so I just got really good at figuring out how to keep these things private. D.J. Paris 39:43And there’s a lot of stress associated with that because a lot of that really goes beyond your control, right like you. You know, you might not know about trusts. You’re not a real estate attorney. You’re not You’re not an estate planning attorney. You’re not a business manager. And so You some of these things you probably learned along the way. But but but knowing that now it’s got to be so incredibly valuable to somebody who’s who is buying, like maybe their first property or, or something that hasn’t gone through this, like, oh, we need to, you probably have conversations about privacy, and publicity and all of that. Casey Napolitano 40:19Yeah, even even like every everyone, I recommend getting their house put it in a trust. It’s just important. For many, D.J. Paris 40:27it is a great a great idea whether it’s an investment property or not, and, you know, talk to an estate planning attorney or someone who knows how to do those things. Curious on. So you have a team, you have many agents on your team, of course, you’re looking for more agents as well. But I’m so our audience where you know, we’re realtor audiences are realtors, and I’m curious, you gave a really great suggestion would go to the open houses, take videos post on social, anything else? Are you still doing personal notes? Are you still doing the things that you were doing? At the very beginning? Curious what else is working for you? Casey Napolitano 41:07I mean, coming up with your own personal brand is so important. So like, for example, I have one agent on our team, and she’s such a hustler. And she also teaches yoga. And I am like, run with it. She was like, Really? Yes, go do a photo shoot at the yoga studio, like that is your audience. You know? Yeah, it could be beyond that. But focus on that, because that’s what she’s, that’s what she’s known for. And her, you know, community. And yeah, the whole like, and don’t be afraid of the camera. Like, it’s so lame that we have to like be models or whatever, and start like taking photos and stuff. But it’s important because people feel like they know you. And they want to know you if you’re if you aren’t afraid to just be who you are, and just be authentic and confident. Just, it’s just so important. So come up with your own personal brand. And run with it like social media, if you could just schedule a day, every week where you take content, like even just with your phone, it it will get you clients it really well. D.J. Paris 42:17i It’s such a great idea. And the yoga one is is a really good example because I could I could hear I know a lot of people listening to our show have other jobs, right? They do real estate part time, they want to do it full time, but they have to pay the bills. And right now real estate isn’t paying the bills for a lot of people. And so as they’re building the real estate practice, they have these side jobs, and maybe someone’s you know, an Uber driver, or maybe they’re a yoga instructor, or maybe they have a full time career is doing something else. Regardless, I don’t think it’s a bad thing to talk about that stuff. I actually think it’s quite endearing. Because if I can see someone who I who I believe is working two jobs, like, especially like a yoga instructor, as well as you know, realtor, I’m like, I’m doubly impressed. Like, that doesn’t make me think less of them, it actually makes me think more of them. Because I’m like, wow, they must really be hustling. Because in order to do two things, you got to put in a lot of work. And so for anyone listening, that’s like, even if you’re an Uber driver, I think there’s a way to brand that in a way that’s like, Hey, I’m doing this right now. Because I you know, there’s ways to frame it. If you’re if that’s your your side hustle. And there’s ways to frame it that isn’t necessarily going to make you look like you’re not a professional. There’s always ways to frame things. If you’re authentic, and you’re you’re proud of what you do, you should absolutely be talking about it. Maybe not every part of your life, right? You should have privacy too. But like this idea of like, Hey guys, I am a hustler. Anything that demonstrates I work hard. And I work for you, I think is is it again, if it’s authentic, absolutely people we all want our the people service professionals in our life, to be hustlers we want we want our accountants to be hustlers. We want our attorneys, we want our financial advisors, we want everyone who are doctors, we want all these people to be really, really skilled. And we know that the way to skill is through hard work. So anything that demonstrates hard work is usually a win. Even if it’s like, Hey, I’m doing this other job that I don’t want I really wish I wasn’t doing. I think there’s a way to even brand those things and say like, Hey, this is where I’m at right now. And I think you’ll still attract the right people at the right time by exposing being vulnerable, being vulnerable and saying this is who I am, you know? Casey Napolitano 44:43Yeah. And And on that note, being a mom I always like was afraid oh my gosh, like I’m gonna get pregnant people are gonna stop calling me like they’re gonna think I’m like have a headache or whatever. And and then once I read realized that people will say, Oh, can you help me with this, they will say it like gently, and then you go yes, then they’re not afraid to use your help. But with that, being whoever you are in your family life, for example, a mom, run with that as well. Go to as many mom events as you can with your kid, you know, use your time for multiple reasons, like, have fun with your baby, like help your baby like have do all these fun, like mommy’s but then it’s also literally going to help your business in a really natural way. So and then also another thing I want to say is, have lunch with somebody completely random, every one time a week, like someone that you met five years ago, or you just met them last week, like go to that lunch, even if you think oh, I don’t have anything in common or I don’t really know them. Just do it. The more people that you speak to, on a daily basis is the more business you’re going to get. And the more you’re going to learn and it’s just good. Just all around, you know, and like, D.J. Paris 46:13Yeah, I mean, I’m thinking back to the beginning of our episode, where you were talking about being an event planner, and meeting tons of people who are, you know, at these events and wanting to get into these events. And I mean, there isn’t, that’s a bout his greatest strategies I’ve ever heard to building up a real estate database contact database, because you’re literally just meeting people and in a fun social environment, you’re capturing their information, and then you can market to them or take them to lunch or develop a relationship or a friendship with them. You know, it’s really up to you what you want to do, but none of that can really happen unless you’re out there. Meeting people. And I think there’s, there’s ways that introverts can do this as well. So I don’t want anyone listening thinking, oh, gosh, I you know, being you know, going out in public is is taxing for me. I’m an introvert, believe it or not, most people wouldn’t probably know that about me. I’m an introvert as well. So are I’m more introverted than extroverted, I would say, I mean, I’m both I both but I’m more introverted, I need a lot of alone time, a lot of rest. But I’m really clear that in my life, you know, getting out in with other people is just, it’s just good for my, my overall health, my business, everything. So this idea of just the more things you can social things, and it could be online, you can be can do it online, you could do it in person. You know, I know, I know, realtor moms, speaking of moms, who have developed Facebook groups for like, here’s all the cool mom events that are going on in my area. And that becomes it’s not even a real estate thing. It’s a mom sort of resource up, and they get all the other moms to sort of contribute to it. And then they get all this business as a result of adding value to moms that has nothing to do with real estate. Casey Napolitano 48:04Yeah, it’s because of that trust that building that trust that’s just completely natural and authentic and real. D.J. Paris 48:11Well, let’s talk about your brokerage because you are growing, and you guys are just crushing it. And I know there’s gonna be a lot of our listeners who are SoCal agents. And they would are, you know, this is the year I mean, this is the year of recruiting and joining teams and switching firms. You know, markets changed, rates are different. Inventories different. Everyone’s a little uneasy right now. So a great opportunity to explore other options. And, Casey, I’m curious if you were looking for another agent to join your team, you know, what would you be looking for just in case any of our audience thinks they might be a match? Casey Napolitano 48:49Yeah, so NDA is always looking for new talent. And we’re looking for hustlers like our favorite word. Where you just like, want it, you just want to keep working and you’re hardworking. We’re, we hired quickly in the beginning to end and I learned a lot of things. Like for example, I hired someone and I literally, like got him a listing and he was like, I don’t have time to do. D.J. Paris 49:18Here’s, here’s a here’s a free $10,000 Check. No, I’m good. I don’t do a lot more than that. It was more than that. Yeah, Casey, I will fly out there. I will get my license and you can hand me any deal you want. And I will tell you, Casey Napolitano 49:32yeah, so we’re looking for people who like to work and they like people. Yeah, and just whatever makes you unique. We want to know about that. Like that’s, that’s super important. Yeah, I don’t know how to describe it. It’s like I can just tell when I meet someone that they have it that just the work ethic and the positive attitude is something thing that is so huge, like, I’m seeing that a lot of people are like super negative and, and I get it like, it’s a crazy time, it’s the world isn’t saying. But if you just are like glass half full person, things are gonna start happening for you and we want to work with you, D.J. Paris 50:19or at the very least, if you’re a glass half full person, I mean, you recognize the the weeds in the garden, you’re supposed to see the weeds, okay, there’s weeds in the garden. And there’s also some flowers there too. And if you can sort of see it all and see the beauty and some of the challenge at the same time, you know, it’s just going to be less stressful. Like, it’s, it’s still going to be hard. Life is hard work is hard. Business is hard. But it’s all about reducing distress, right. And so like, if you’re a glass half full person, you know, at least you’re paying attention and you’re going to get through it with a little bit less anxiety and stress. So that’s I always think it’s also infectious for the office to when there’s positive energy around people kind of feed off of that. So I’m right with you. If anyone out there is thinking about maybe exploring other options, you’re in the you know, the LA area, you’re an agent, maybe you’re not getting what you need from your current brokerage or your or your team or, you know, maybe you’re on your own and just kind of doing it yourself and, and really want to team up what’s the best way someone should reach out to you in case they think they might be a fit for you. Casey Napolitano 51:26Just call me or email me like I’m always available. And my goal is to have an agent representing NDI in every area of Los Angeles. So like, you know, we have Joe and Santa Monica, I have Steven and Silverlake, Justine in Woodland Hills. So I want someone everywhere. And then when I get a lead, I tend to be very like giving with my agents like I just got a lead in Santa Monica and I shared it with Joe just because he was there you know proximity and he really ran with it and he just did such a great job. So if you’re in Los Angeles and you want you want you want leads from like genuine leads, true leads from a great brokerage and then also like the support that would be that would be NDA. So just hit us up on email or D.J. Paris 52:22actual brokerage who hands out leads, this is a unicorn, this does not happen. We know this right? Casey knows this because she started at a firm and built it all up on her own without any leads. So she knows just how rare and valuable this is. So you have to prove yourself if you want to join her team meaning show why she you need to be part of the NDA team. Reach out to her the best way to do that go to her website, which is NDA, hyphen, R E NDA slash r e.com. I’ll have a link to in the show notes. There’s a contact us form. Also follow Casey on Instagram, Casey apartado will have a link to that as well in the show notes. But Casey, this it was such a pleasure chatting with you. And really fun to watch your ascension as you continue to grow the business and do well. So we are thrilled to continue. And we didn’t even get into your Johnny Knoxville story which I will have to do at a different time. Because you have some great celebrity stories that aren’t under NDA that we can talk about. So we will an NDA, get non disclosure agreement. I think we covered that. But the reason she she said that is she works a lot of celebrities and she has to sign NDAs all the time for her clients to protect their privacy, but she’s got some good stories that she can share. So we’ll we’ll have to have you back some time to hear some fun celebrity stories. But anyway, if anyone and by the way, I’ll wrap up with this if anyone out there is. Now again, Casey does work with high net worth individuals. So they sometimes have multiple properties in multiple locations. So even if you’re not an agent in Southern California, but maybe you have, you know, you’re in a different part of the country where people also have vacation homes, other properties, Casey would love the opportunity to work with you and refer business back and forth. So even if you’re a New York agent, or you’re down in Miami or wherever you are in the country, Nashville, Austin, all these, you know, fun destination places that people are buying multi, you know, second, third, fourth homes. Yeah, referrals happen. So reach out to Casey let her know how you can provide value to her clients, and she might be able to return the favor as well. So Casey, really appreciate you being on the show today. We want to have just as everyone ever wrapping up here, just want to remind everyone to please follow Casey on Instagram, Casey Napoletana, Instagram, and you can find all of this on her website as well, which we’ll have in the show notes. We want to thank Casey for coming on the show today on behalf of the audience. And on behalf of Casey and myself. We want to thank our audience Thanks for continuing to stick around and continue to make. Our numbers are still going up after five years, which is incredible. So I’m so grateful to everyone who is listening or watching at this moment. So thank you. Thank you. And please tell a friend think of one other realtor that could benefit from this conversation with Casey. She’s a hustler. Think of one other agent that needs to hustle a little bit and send them a link to this episode. You can find us at keeping it real pod.com all of our episodes can be streamed there, or if they’re a podcast person, just pull up any podcast app search for keeping it real. Hit that subscribe button. We would appreciate it Casey, thank you so much. I had a great time with you. And we will see everybody on the next episode. Thanks, Casey. Thank Casey Napolitano 55:42you so much. Have a great day.

Apr 7, 2023 • 21min

How To Go From Camera Shy To Camera Shine To Get Clients • Video Boot Camp for Real Estate Professionals • Kim Rittberg

Welcome to another episode of Video Boot Camp for Real Estate professionals with Kim Rittberg. Hiding from the camera means hiding from clients! To grow your business in today’s market you need to show up on camera! According to the National Association of Realtors, an overwhelming majority of buyers and sellers want an agent who is using video. Kim Rittberg is an award-winning Digital Video Expert who teaches real estate agents how to grow their leads, revenue and credibility with video. Kim will help you go from Camera Shy to Camera Shine and crush those self-limiting beliefs holding you back. To grow your business in today’s market you need to show up on camera.Grab Kim’s Free Download: Improve Your Video Quality to Increase Your Revenue! Grab 10 FREE tips from a former media executive so that you can take your videos from mediocre to magnetic. Plus when you download these free tips, you’ll also receive an additional PDF on how to go from camera shy to camera shine.Grab the free download here. Kim Rittberg’s ‘Grow Your Business with Video’ Boot Camp wait list is open! The live coaching course will begin mid-April, apply today to save a spot! This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Are you reluctant to get in front of the camera for social media videos? Well, today we’re gonna get you past that fear. 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 1:29I’m so happy to be back on keeping it real. I always have so much fun and please keep following me on social everyone has reached out to me I love engaging with and I love hearing from you. I’m Kim Rydberg I help real estate agents grow their leads income and credibility with video and podcasts. And I got here from being a TV news producer for about a decade, I launched the digital video unit for Us Weekly meaning I turn an office into a live TV studio, which is basically what every single business owner has to do today. And I worked in video marketing at Netflix and Pop Sugar. And so now I take all of that experience to empower and teach real estate agents, how they can leverage video and podcasts to grow their own business. It’s really, really fun for me, I do one on one and group coaching. And one thing I really want to focus on today is about being camera shy, and how you can go from camera shy to camera shine. I recently spoke at the Berkshire Hathaway HomeServices National Sales convention in Las Vegas. Yes, I flew to Vegas, I was like the only person not participating in sin city in the world. I really was there just to speak and meet people. And anyway, it was really, really fun. There were 1000s of agents there I met so many incredible people looking to grow and invest in themselves. And one of I taught two sessions and one of the sessions, I want to drop some of the lessons that people really responded to here. And it’s about how to cut through your camera shyness how to go from camera shy to camera shine. And I want to start by saying, obviously, I’m a believer in video. But not just because I come from video and TV. But rather, there are all of these studies and all of these statistics that show that if you’re using video, you’re getting better conversion rates. And like over 85% of buyers and sellers want an agent who’s using video 90% of companies are seeing video convert to sales. So it’s just a better sales tool. And when you think about a filtered headshot with three sentences on social media, versus a video of a real estate agent, talking about their neighborhood, why they love it so much walking their dog letting you get to know them, when you think about those two agents, if you were a buyer who you want to work with. So I love teaching agents how to really grow with video. But one of the things you got to get that band aid off, you got to rip off that band aid. I personally was camera shy when I started my business when I left corporate. But I realized very quickly that you can’t be shy because hiding from the camera means hiding from clients. So today, I’m going to give you a couple of tips on how to get over that fear and some tactical ways to get you on camera. So number one, I want to say by the way, when you start showing up on camera, you will have some early wins. But the truth is it’s not like you make one video and suddenly a bunch of leads come in. But when you start using video in a consistent and effective and strategic way like you have a plan, you know your messaging you know who your ideal client is and you understand broadly the things you’re talking about. And then you’re showing up consistently whether that’s twice a month or seven times a month. It really will unlock a lot of leads. I’m seeing this with my one on one real estate clients I’m seeing with my group coke group coaching clients, the people who are showing up consistently are having dormant leads meaning people who I hadn’t seen in years come back, see their content reengage with it. And they’re connecting to new people because if someone is considering you then they go to your social page. You’re in their consideration set they’re checking you out on so Marshall, they’re getting to know you better there. So the more you can show up is, the more you can be competitive. And the reason why it’s so important to put yourself on camera is because you are your unique special sauce. Basically, if I have one video idea, and I give it to 100 Real Estate Agents, I’m gonna get 100 different videos back because you each bring your own unique, special something. So don’t forget that, you know, sometimes I think people feel like, oh, every idea has been out there, but you are what makes it unique? Your perspective? Your why, why you’re an agent, why you love that neighborhood, why you’re why you love helping people. So I want to I wanted to start with that. So I’m going to start with being on camera. Basically, hiding from the camera means hiding from clients. I was very camera shy when I started my business. I really had all those negative voices in my head that you all have. I feel self conscious of my voice, how do I look, I feel awkward acts of normal feeling everybody feels it. I’ve mean, I’ve trained on camera coached CEOs, members of Congress, celebrities, every single person feels that way. So you’re in great company. And then I basically, once you get your mindset, you have to really think about getting out of what I call supermodel mode. So get out of supermodel mode, stop thinking about how you look and who’s looking at you, and get into teacher mode. Start thinking about who you’re teaching, how you’re educating them. Basically, if you’re showing up on camera, it’s to speak to your ideal client. It’s to tell them what you’re about. It’s to tell them who you are, it’s to bring your experience and personality to the forefront. So step one, quiet those negative voices. And the best way to quiet those voices is to remember why you’re putting yourself on camera. Sure, you can keep just doing home tours, you can keep posting photos of homes, but the truth is you’re going to be more effective as a salesperson, if you’re putting videos out there. And additionally, think about this. How many meetings can you have in person each week, with one video, you can reach hundreds or 1000s of people while you’re out doing your business, while you’re having lunch with your spouse while you’re walking your dog. So just remember, the power of social media is that is working in the background. You know, those of you who are doing social life, you look, you’re like, oh, even if you’re not posting a lot, you’re still having hundreds or 1000s of people see your content. So the time you put in gets exponentially grown. Anyway, so I’m gonna return back to the concept of camera shy to camera shine. I felt that same way I was self conscious the limiting beliefs I had. I’m self conscious, who wants to hear from me? Am I really an expert? I mean, I do think of an expert. I was one of the beliefs I had less. But I know a lot of people feel like who am I? Why does anyone want to hear my perspective, but you have to remember, you’re only talking to your ideal client. So you’re going to ignore any of those negative voices you’re hearing in your head. When you’re feeling self conscious. you’re envisioning, Nancy from high school who was mean to you in the cafeteria. Or you’re envisioning John, the colleague who stabbed you in the back. Those people are not following on social if they are, and you feel like they’re writing mean things. It’s in their own head, it’s their negative, it’s their negativity. But truly attention is so hard to get. It’s so hard to get attention. So probably they’re not paying attention to you. They’re probably thinking about what they’re cooking for dinner. Right. So don’t give them any power. Don’t give them any any weight, really talk to your ideal client, identify who you’re talking to, and make every video for that person. And then the more you do that, you’ll start realizing that they’re responding, they’re there, they’re there for you. So we’re gonna stop hiding from the clients. Once personally, once I stopped hiding from the camera, and started putting myself on camera, and I’m seeing this for all of my clients. I had one video, bring me three new clients. I did one video, I immediately got three new clients. I’ve tripled my speaking engagements. I’ve quadrupled my inbound leads meaning on LinkedIn, on Instagram, I get notifications, I get emails for discovery calls every single week, because I’m out there on podcasts, because I’m out there speaking because I’m out there putting myself on social so but it took me a while to get there. So it’s not like it just happened overnight. And so I want you to get there. I’m seeing the habits. My agent or my agents, David, he had somebody pop into his phone. Hey, loving what you’re putting out there. You want to grab lunch somebody hadn’t seen in years, the CEO of his company had messaged him saying He’s liking his content. So it’s both for your clients, but it’s also for peers. It’s for referrals, you know, you’re building up that big referral network. So now we’re getting out of basically to go from camera shy to camera shine. We’re getting out of supermodel mode. We’re getting into teacher mode. That’s the biggest biggest thing. That’s the number one mindset thing. I cannot stress it enough. I’m not a huge person who like reads books about mindset and self help, but I’m very much in touch with who I am and fighting through the things that hold me back. back, I had a lot of fear to start my own business, I had a lot of fear to put myself out there. I’m now speaking on national stages. I’m now contributing to Fast Company Magazine. I’ve been written up in Business Insider, those things are all happening because I started showing up. So I’m such an advocate of bringing yourself out there, putting yourself out there, telling yourself, you deserve it, and you’re worth it, because it’s worth it to push through. So you have to get through that mindset. And then after you’re getting through that mindset, you’re repairing your body. So you have to remember that when you’re talking, the camera is stealing our energy. So the best way to counteract that is to practice being authentic on camera. And I realized this a little ironic, but people were like, just be yourself. Don’t try to be yourself. Try to be yourself on video. It’s a different version of you. It’s one where you have to practice breathing, and get yourself psyched up before you go on camera. But remember that we all are a little frozen, a little robotic on camera at first, that’s okay. Video number one will be worse than video five will be worse than video 10. But like, once you’re 10 videos and 20 videos in 30 videos, and you’re gonna be like, Oh, okay, I’m showing up more as myself. But yeah, it takes practice. It takes practice, just like every other thing. So preparing your mindset is you’re getting out of supermodel mode, you’re getting into teacher mode, and you’re preparing your body you are actually preparing and practicing. And the best way to practice is by putting yourself on camera. So I’m going to give you a challenge this week, I’m going to check in on you. I know a lot of you are following me on social net, which is amazing. I love it, you are going to put yourself on camera. And basically putting yourself on camera can be any of these things. The best way to do it is just just start talking to your camera in a very like casual way. You just like what is your day look like. So for example, I would put my camera up, I’ll hold it out as far as I can hold it up a little higher than eyeline. So we’re not getting that up the nose of the chin angle. And I’m just gonna bring bring my social followers into my day. Hey, everyone, I’m back from Vegas. I’m super jetlag, I’m going to drink lots of coffee, my kids are on spring break. So I’m gonna spend some time with them. And then I have a lot of follow up emails from all the great people I met I met, and a couple of a few calls. And then I’m going to take my kids to paint art at a new craft studio in Brooklyn. And then I might also here’s a tip, we put that video out on Instagram Stories. Basically, Instagram Stories disappears after 24 hours. So if you hate the video, don’t worry, it’s gone. But Instagram Stories is a great way to really connect with people and bring them in in a more sincere way. It’s less filtered. It’s not necessarily like a home tour. And it’s not necessarily even commentary on the market. It’s just you being bringing people into your day, obviously, you want to tie it a little bit to your job. So you know, as I mentioned, in that video, I just shot I mentioned, I just went to a speaking engagement. I mentioned I’m a parent, because that is a part of my life and other parents really connect with that. So in those videos, you can mention things about your life, if you have a pet, if you play basketball, if you love football, if you know you have kids, something that lets people connect with you on a personal level. And then my other tip is, in Instagram Stories, there are these things called stickers. It’s that little smiley face square. If you put out a poll, like if I wrote, I’m having my coffee, I’m super jet lagged. I love coffee, I can’t live it on my coffee, a poll you could put in there is coffee or tea. And people will vote coffee or tea. This is just a way to engage with people just to say actually who’s watching my stories. And you’ll you’ll be surprised. Sometimes people will respond to the poll. I’m like, Oh, I didn’t realize that person is following me or engaging with my content that’s interesting. Maybe you want to reach out to that person, you should engage with their content. So we’re bringing that social aspect back into social media. But again, the best way to do that is by putting our face in there because you want to give people a chance to get to know you. So there’s that was my first tip on how to get yourself on camera, I want to see you putting yourself on an Instagram story. And if you’re not on Instagram, Facebook also has like a similar feature where it’s just you putting it up just for today. and tag me in it. First of all tag me It’s Kim RITTBRG Kim Rydberg tag me, I will share it I will engage I will cheer you on. I love seeing people get on camera because as I mentioned before, showing up has completely skyrocketed my business. It’s skyrocketing the business of my agents. I’m seeing it all over. So I really want that for you too. So tip number one, you’re gonna show up on Instagram Stories. You’re going to use that engagement sticker to encourage people to interact with you putting the social back in social media. Another thing to do is practice talking to your camera. So even if you’re not going to run the video on social media, which I think you should but basically Every time you’re introducing yourself, every time you’re thinking of something that you want to talk about, practice, sing it to your camera, your mouth, and your body is a muscle just like anything else. So you actually have to say the words. Basically, if I asked you who you are and what you do, and I hear likes and arms, it means you didn’t practice it enough. As I mentioned, before, I do a lot of on camera coaching. We all say arms and legs, when we’re, when we’re reaching for words, we’re trying to figure out what we’re going to say, if someone asks you a little bit about yourself, you should have that pitch, ready to go. Like basically, I worked in TV, I would get to pick people who got to be on camera, I would select our guests. If I can’t be confident that you can, like have a really strong sound bite, you can’t get on TV. So likewise, similarly, you’re going to present better would you really understand your message and message messages like a phrase but message means Hi, I’m Kim Rydberg I help real estate agents grow with income leads and credibility with video and podcasts. I came from 15 years in media and marketing. And now I love helping business owners grow because I’m a business owner, too. It’s important to me to help people, business owners, let their content work harder for them. Do more with less. So I love empowering people to make great content that stands out without the burnout. So a little bit of that, to be honest, I was kind of making it up on the spot. But you hear there’s not a lot of ohms and likes, because I’ve been practicing my pitch, practicing what I’m saying a lot. So when you’re going on camera, your voice should be comfortable saying those things. So those are a few of my tips today about getting on camera one, you’re going to put yourself on video, you’re gonna bring people into your life on Instagram stories to you’re going to start talking to your camera and recording it, you’re going to record it. Because that red light, like I said, when you record, everyone feels uncomfortable. The red light steals your soul a little bit to record it. And then the third step, once you’re really doing this a lot, I recommend watching it back without being super judgmental, you know, do you is your area lit enough? Are you standing in a dark room? Do you know what you’re saying? You know, do you need to practice saying what you want to say more? It is really important to watch it back. But I recommend that for people who are really doing it for a while because I know everybody hates watching their footage back. But it is a really important aspect of improving. So that’s a couple of tips of ways to improve and practice your speaking. My last tip on practicing being on camera is the same as practicing public speaking. Anytime you’re in a room with other people consider that an opportunity to be on camera to be presentational to speak in a presentational way. So let’s say you have a caravan or you have an agent meeting a broker meeting and you’re talking in front of 10 people, or 20 people don’t mumble casually like you would to colleagues, which is something I always did, I didn’t like really think to take those opportunities when I was in a more corporate setting. Take any opportunity where you’re feeling a little nervous, a little sweaty baby, maybe your heart’s beating a little faster, take that opportunity to be an opportunity where you’re saying this is practice for me to get my message straight, to really speak confidently to speak presentation only. And by presentational I mean just like a little more energy a little more confidence that you might then you might at lunch with a friend. So any time you’re about to speak in front of a group, start using these tips before you go on. So basically, before you go on camera, you’re going to practice your breathing, you’re gonna breathe in for a count of four or five, and you’re going to breathe out for a count of four or five. That’s a great way to regulate your body. And you’re going to practice what you’re saying. You’ve already been practicing what you’re saying in the privacy of your own home recording it, then practicing it out loud to people. These things seem small, but I’ll tell you, those small moments in life adds up, they add up more comfortable you can get on camera, the more you’re attracting those ideal clients and letting them get to know you. Again, we’re talking about bringing your expertise and your unique perspective and letting people see that. So all right, those are three great tips to be on camera. So now I’m challenging you be on camera, put yourself on camera, no matter your social platform find me I’m at Kim Rydberg tagged me in it and say, you know, you know, just whatever you’re gonna say just message me and say I heard you and keeping it real and I will cheer you on. And I wanted to let people know that you can give a free download. From my website. It’s Kim rydberg.com I have tips to make high quality video content that grows your revenue. And when you get that you’re also gonna get a bonus download. We’ve had to go from camera shy to camera shine tips like these. So make sure to check out my website Kim rydberg.com and I also have a video bootcamp that you can apply for it is launching very, very soon, applications are open. I only run this boot camp a few times a year. So if you seem like a person who really needs to get your, you know, gear get on camera start growing your business with video. This is It is perfect for you. Okay to keeping it real Audience is the best so message me Tell me what you want me to hear from me next. I love teaching you all and you’re so fun to connect with. So hope you have a great day and don’t forget to go from camera shy to camera shy and get yourself on camera.

Apr 3, 2023 • 35min

How Does The Current Banking Crisis Affect The Real Estate Market? • Monday Market Minute • Carrie McCormick

In our April episode of Monday Market Minute, Carrie McCormick from @properties, talks about the financial crisis due to the bankruptcy of a large bank in the US. Carrie emphasizes the importance of starting to talk to buyers and listening to their concerns while learning about their lifestyle. Carrie also discusses the inventory shortage and how to find creative ways to help people move. Last, Carrie gives some advice to find rentals that are on the market without landlords living in it. If you’d prefer to watch this interview, click here to view on YouTube! Carrie can be reached at carrie@atproperties.com or by phone at 312.961.4612. Please follow Carrie on Instagram by clicking here. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00How have the recent bank failures affected the real estate market? 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. 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 for real estate agents and buy real estate agents. My name is DJ Parris. I am your guide and host through the show today is our monthly series called The Monday market minute. It’s not Monday today when we’re recording it but that’s okay. The Monday market minute with Carrie McCormick from the Carey McCormick Real Estate Group with at properties here in Chicago. Now let me tell you about Carrie Carrie is a superstar top 1% producer here in Chicago with over 20 years of experience helping buyers, sellers and investors. In fact, in the past 12 months out of 47,000 real estate agents in the Chicagoland area Carrie is in the top 15 Not 15% Literally the top 15 out of so it’s like top 99.999% of all realtors in the area. She’s a true superstar whose cows cow you know, I’m gonna count one of these days, I’m going to actually have that number because I want to know just how amazing you are as far as rank not that it’s that important. But I am so honored to have you on the show. But anyway, Kerry’s a true superstar. She’s an expert in everything from first time homebuyers, veteran investors, luxury properties. And also she works with a ton of developers the place I live right now is one of Karis developments. So I am so such a big fan of Carrie, she’s been with our show, since the very beginning. I want everybody to follow her on Instagram. We were just talking about this beforehand, because I need some help with my Instagram. And Carrie was like, Can you believe I do all of that myself. And she does. So check out her on Instagram, Carrie McCormack real estate, we’ll have a link to that in the show notes. And also check out our website Kerry McCormick rt e.com. Carrie, welcome once again to the show. Carrie McCormick 3:08Thank you. I love that introduction. It makes me D.J. Paris 3:12Don’t we all need like an introduction like that, like all of us need one friend in our life that just, you know, maybe once in a while goes, let me tell you about all the great things about you that would be that would be that would actually be a fun way to start a start a morning. But I’m glad I get to start my morning with you today. You are an incredible superstar and I am always will I always take the temperature of the market by talking to you because you are the market in the way I think about it. So how are you feeling right now? It’s it’s we’re at the end of March. It’s been a goofy couple of weeks banks have failed. There’s been some weird stuff happening. But how is how are things going? Carrie McCormick 3:52Yeah, it’s it’s actually not doing too bad here in Chicago, you know, and I do agree like I’m in the market. 24/7. Right, I’m always in it. So from talking with buyers and sellers from all different age groups from all different, you know, income brackets, and I listen. And that is I will tell you, one of my biggest strengths, of being successful in the business is, is listening to people and when you listen to people, you learn so much about them and about the market and how they’re feeling. There’s a lot of funky stuff going in the market, but things are moving here. So but what I wanted to talk about was his inventory and everyone hears this word and you know, I’m sick of hearing it to have you know, there’s no inventory in the market. So, you know, instead of talking about it, let’s do something about it. How do we get more inventory in the market because I think in this spring and summer market that the folks that are the listing agents are going to be the winners in this market. So we need to find creative ways to get people to move. And one thing that has been difficult to get Get people to move are two big two big reasons. One, that there is no inventories like, where are they going to move to? Right? So they don’t want to sell their house. And two is their interest rates. So they did lock into an interest rate, you know, ones, twos, 3% interest rates, and they’re like, gosh, if I, if I move, I’m going to give up my interest rate, where am I going to move to, and I’m going to be stuck with a five or 6% interest rate, then you know, so we’ve got is, and I get it. So you know, put a credit to at properties Christie’s international because they a podcast to talking about inventory, and they had some great tips. And so I’m going to talk about those tips for all of us to use. And number one, is think about the rentals that are in the market. Right now, the landlords that own these rentals, the landlords obviously don’t live there. So that’s not their primary residence, they may have a higher interest rate on that property. And they’re not that emotionally tied to that property. So find those landlords, maybe they want to sell it, maybe they want to do a 1031 exchange, which means they trade the property, basically, they sell the one property, and then they identify another property. So you can get two deals out of that one person. So again, you can look in the MLS of properties that have been rented for years and try to find those landlords, especially if those leases were up, you can see that, you know, if you look at the history of properties, rented every March, let’s say or April, so you know that either they just signed a lease, and then maybe put them on your schedule, here, and and reach out to them. There’s so many ways to find these owners, right? How do you D.J. Paris 6:53find the owner? So that’s a good question. So we could go through the MLS and see especially like luxury buildings, people who have condos, were renting them out. Obviously, they’re already working with an agent, maybe the agent didn’t do a good job, we don’t know. But how would we then source the owner? What would you recommend there? Carrie McCormick 7:11Well, the internet’s a fun thing these days, right? So you can look in tax records, you know, the tax bill, and usually on that tax bill, that bills not coming to the investment property, the tax bills going to their home. So that, you know, look at the tax records, you can find them there. The white pages, actually, there’s something called been verified. Social media, you know, you can find them on social media, there’s just, it’s really kind of a little bit of detective work. And that’s kind of the fun part about it is of course, when you find I’ve actually there’s one property that a client of mine wanted to acquire, I could not find the owner could not find the owner, I actually went to the property and spoke to the tenant knocked on the door and spoke to the tenant and gave the tenant my information said, you know, I’m wanting to get in touch with your landlord. And the tenant passed along the information to their landlord, the landlord called me. So sometimes, again, it’s is having that, that drive to, you know, to find the people, but that’s what sets you apart because other agents won’t do that. D.J. Paris 8:22Reminds me of the story. I asked you a long time ago about how you started to work with developers, you’re like, Oh, I walked over to a development. And from downtown, I think you walked all the way from downtown to the development and said, Hi, I’m an I’m a new real estate agent, what’s going on here, and then that that is how you. So that’s a really good idea. If you can’t find somebody knock on the door, and say, Hey, I just wanted to pass this over to the landlord. Brilliant. Oh, I love that. And the other thing, too, is you can even partner up with management companies as well. property management companies, who are you know, you could build good relationships with them a lot of property management company. The property managers themselves aren’t necessarily practicing agents. So this is another great opportunity like, hey, when your owner is ready to sell, I would you know, and you can develop a little sort of back and forth kind of reciprocal thing going on. And you can refer does this to them and they can refer to you. Carrie McCormick 9:21Absolutely. So it’s, you know, it’s again, thinking out of the box. So rentals are a great source to find inventory. The other one isn’t, I’ve got a really great success story on this one is, you know, there’s a lot of people moving just on the move, right, in general, they’re moving out of Chicago, they’re moving to Arizona, Florida, Tennessee, wherever it is, and there’s just there’s mobility in the United States right now. In and out of so, obviously connecting with an agent in another city. So for example, I had was in Arizona and I flew out to meet with an agent and I you know, introduced who I am what I’m doing and she’s like, Oh, my client out here, she’s like, I think they have a house in Illinois in Chicago. She talked to them. And she’s like, Oh, my clients aren’t using their condo in Chicago anymore. And she talked to them. And they wanted, they’re like, Yeah, let’s just sell it. So I was able to find inventory of place that’s sitting here vacant, that people live in Arizona. And I connected with a broker who had a great relationship with those people. And she convinced she convinced them to sell the Chicago place. So again, it’s just it’s networking with other with your peers and networking with other brokers. Because, again, if you no broker in Montana, sold a client a home, and they’re done with a transaction, but I call that or any of your clients have places in Chicago that they’re willing to sell, I’m happy to give you a referral fee, if you just put that message out to your clients out there. And they’re gonna get a call. And, you know, it’s, they’re not using their place here in Chicago, and you’re gonna get another listing out of that. So, again, all of this is putting a little effort and work and digging into it, making those phone calls, taking the time and the effort. But that’s what it’s gonna take to get some more inventory in this market. D.J. Paris 11:16You know, what’s so funny, I was thinking about this, because I live in a development that you represent it and I love it. And I will hope to be there for quite some time. But you know, what would be kind of an interesting marketing idea is I’ve never had this happen. And all the years of homeownership, and I’ve rented and I’ve owned, and I’ve never received this in any way, ready for your next like some sort of marketing message that’s like ready for your next home. You know, something to the effect of like, the condo I purchased probably won’t be my forever home. So I think that people who buy condos typically, you know, I don’t know what the amount of time that they average American spends in a condo. But if you’re in a condo, odds are, if you’re not a retiree who’s looking to downsize, odds are you’re probably looking to upsize at some point to a more traditional style home. I think this would be a great opportunity to start talking to condo owners about what are your plans? What’s the plans right now? You know, do you want to live in the city for the rest of your life, especially if you’re in an urban area? Most people move out of the city at some point, right? Most people move out, they want more space they have maybe children get in the way they want, you know, more education opportunities, things like that. So I think there’s there I have yet to really see anyone talking about, you know, that transition from city to suburbs or and then returning sometimes people as they retire, come back to the city. But curious if you’ve kind of explored or seen any trends there? Carrie McCormick 12:50Oh, absolutely. I mean, there’s, that’s why I’m saying is that there’s all this movement, and, you know, part of our job as a real estate broker is to be, you know, consult with them. Because, you know, where are they going with it? You know, are they staying in this condo for five years? What’s their next step? And how can we get them to, you know, their next step, and that was gonna be my last tip about inventory is kind of being a matchmaker. I had a meeting the other day, or it was a couple of weeks ago, actually, with a dating matchmaker, not for myself, but she you know, she’s a very well known matchmaker and just kind of learning about her business and how she does it. And it just made it dawned on me of that’s what we do. I mean, we match people with the right lifestyle with the right house. And it was soon after that meeting, where I have a client of mine that lives in the Gold Coast here in Chicago, and they really aren’t unhappy with their house because I didn’t sell it to him. But because they there’s not enough light in there. It’s really dark, and it makes them depressed. And I was in another house that had a lot of light. And I called him and I said, Listen, I know that you’re not looking to move, but I know you hate your house because it doesn’t have a light enough light in there. Come see this home. It sits on a corner lot. It’s got south facing windows, they fell in love with the house. So again, I just started putting two and two together. I’m like, Oh my gosh, like that was just my client didn’t want to move. But you know, just knowing what people want in their life and where they’re going and what’s important to them and presenting an opportunity to them. Yeah, we’re a matchmaker. D.J. Paris 14:29I think that is such a such a good point. Because you know, when when I bought my most recent condo, one of your development opportunities, which which I’m thrilled the these years later, I I wasn’t specifically looking but as soon as I walked in, I was like, Okay, this is the one I want. And I was lucky enough to get it and I was also lucky enough timing wise to have with the current rates at that time were very low. So I have I have kind of, I’m disincentivized to move however, knowing my if you knew my why or what I was looking to do in my life, and eventually I probably will, at some point go out to the suburbs, I’m sure like everyone else. At some point, I’m going to make that transition anyway. And the rates are going to be what the rates are like, I won’t have any choice over it, just like I didn’t have any choice over it. Anytime I’ve ever gotten a loan, it just is what it is. I don’t think I think as Realtors we tend to focus on the rates, because it’s so interesting. It’s a, it’s a very tangible number that we can use as a reason for why things are the way they are. But when people need to move, they will date the rate, the new rate, and then they’ll refi. And so rates aren’t that much of a stopper. But I’m curious how you talk about that with your clients? Like, how do you sue the client that’s like, Oh, I missed out on the 3% days? And? Carrie McCormick 16:03Well, I mean, the reality is, they did miss out on it. You know, I mean, there’s, there’s nothing that we can do, you know, so I think sometimes people just want to be heard, or they just, you know, they just want to complain about it. But the reality is, it’s gone. But also when those rates were high, pricing was a little bit different, you know, so you know, they people were buying houses at higher prices, they were waiving inspections, they were waiving appraisal contingencies, now we’re in a more stabilized market where they can negotiate the home to some degree. And again, rates will change, just like everything, you know, its rates are not going to stay at 6% or 7%, they’re gonna end up coming down briefly, and then they’ll pop back up. And it’s just, it’s, it’s the market, but I always tell people to I mean, a house is so important of where you live, don’t stop your life, just because the rates at 6% I mean, it’s, it’s going to adjust and it’s going to change. And if someone is truly that concerned about their finances, and every point, interest rate point, then we probably should be looking at a less expensive property where they’re comfortable. So again, it just becomes of a consultant to them of what’s the right, fit and match for them. D.J. Paris 17:15Yeah, I I just I’m, I’m around so many agents these days. And all they talk about are rates, rates, rates, rates. And yes, that stops some people who don’t have to move maybe from from making a choice. It does block some people, but I don’t really think it blocks motivated buyers and sellers alike, it made my bum them out a little that they’re not getting quite the same rate that they could have gotten years before. But what if the human race is very resilient, right? Like, we deal with what’s in front of us, we don’t have an option. But what I was what I was getting to was, I could be incentivized to move even with a 3% rate going to a 6% rate. If it made sense for my why? Why would I do that. If it if it ticked off enough boxes, it would absolutely be the right move. And I would just have to get comfortable with that. So the idea is, I think realtors can start learning how to coach their clients. It’s kind of like, kind of like when you go to buy a new TV, and you do all this research. And then, you know, you spend months looking at this waiting for these TVs to go on sale, and you pick the perfect one. And then and then it just becomes your TV after like a week you don’t even think about it again. It’s just your TV. So it’s one of those things where we get fixated on, you know, comparing and contrasting and rates and blah, blah, blah. And at the end of the day, what’s most important is how does the person feel in their home? What do they really want? And, and that that tends to override the financial part of it. Carrie McCormick 18:51Yeah, but there’s some people that just they want the win or they want it, they want the win, you know, so it’s, I love what I do. I truly do. I love consulting with clients and talking with them about this. And it’s like being a coach, you know, a real estate coach with them, you know, of what to do and how to do it. So it’s it’s the best job in the world. D.J. Paris 19:15Yeah, be a coach. I like that coach consultant. That’s, I mean, we have those for, you know, our finances, we have those for legal matters. We have those for, you know, working out, you know, dietary stuff. It’s like why not have a real estate coach as well. I think if you position yourself as a coach, I think our audience could really benefit from that really thinking of yourself as like, Hey, before you make a real estate decision, talk to me, I can give you some some guidance, right? Because I do think that most people make real estate decisions on their own with and use a realtor to make the decision, but I don’t think a lot of real I don’t think a lot of can Zoomers really go to the realtor and say I need you to help me find x or or help me sell X, Y or Z. I think most people tend to want to do it on their own. And this, we’re a realtor who’s really comprehensive can come in and say, I’m going to be your guide throughout the entire process, right? Carrie McCormick 20:19There’s so much involved in it. So, and I don’t think they know that D.J. Paris 20:23they don’t. And this is an opportunity for the agent to step up. Now my marketing tip of the week. So I’ll just kind of peel back the curtain a little bit. So we at our company, here, we have two companies, we have a holding company for agents that are exiting the business want to keep their license active. And we have seen an incredible spike. In signups to that company, we’ve been doing the same marketing for that company since we started. So it’s not like we’re doing anything different. But all of a sudden, in the last third, 90 days, so it’s been since the beginning of this year, we’ve seen 100 Realtors join our holding company, which is normally we would see maybe 30 to 40 realtors. So we’re seeing a pretty sick significant increase. And what does this mean? These are agents that are leaving the industry. So what does that mean to you the listener who is not leaving the industry? Well, it’s kind of a good news, bad news thing. Good news is people are leaving the industry. So there’s market share up for sale, the bad news is, it’s still hard to get that market share. Here’s what I would recommend doing, I think now is the time to start offering as people are now coming back to work, I have a few suggestions. We are starting to see some companies are mandating in house working, or in office working mandates. So if you have clients, people in your sphere, that are going in back into the office that weren’t before, I would reach out to those those clients and ask them to introduce you to their HR department. If it’s a large enough company, and say, Hey, I’d love to come in and talk about, you know, the current state of the market, renting, buying, selling, etc, I’ll bring in, you know, sandwiches or whatever, I can do a little presentation. HR departments love this, because it makes them look like they’re putting on something for their agents. Obviously, you can get a lender to help pay for that, or an attorney or title company. So it doesn’t have to cost you anything. So that’s one suggestion is find out where everybody works, and say, Hey, can I talk to your HR department, maybe I can come do a little webinar or seminar. Another idea I have is back to the basics. This is something that everyone can do, and everyone should do, which is you should have at least a five data points for every single contact that you have in your database. So what I mean by that is I’m going to give you the five that I recommend that you have, obviously, I’m going to assume you already have somebody’s name, their email, their phone number, so we’re going to assume that, but I want you to know everybody’s birthday, I want you to know, their if they have a spouse, the spouse is birthday, of course the name as well. If they have children, I want you to know the children’s birthdays. I also want you to know where the parents or the the adults work, what name of those companies and their home buying or selling anniversary and or rental anniversary will say. So basically what you’re going to know is their birthdays, where they work and their work, their buying and selling and or renting anniversaries. If you know this, by the way, called just go down a list in your database. This will give you opportunities to reach out all throughout the year to say hey, I know it’s your son’s birthday today just wanted to wish so and so happy birthday. You can also set up Google Alerts. So once you know the name of the company that your friends work for, or your clients work for you, you can put those in Google Alerts and have it send you notifications when anything substantial happens at that particular company. That way you can reach out say Hey, I just saw you guys acquired this or you were just in the news for that or, and even better go into LinkedIn. LinkedIn will show you once. I would go every day, but you could do it once a week and look to see all the people that have had job promotions, all the people have changed careers. All of those kinds of things give you reasons to reach out. So again, we haven’t said one thing about real estate but I’ve given now you you know, many, many reasons to reach out throughout the year. And I don’t think I’m going to carry I’m going to ask you one last one question to round out the show. Do you ask for business? Yes. Ah, tell us how you do that. Carrie McCormick 24:46I’m pretty blunt. D.J. Paris 24:50will just say hey, DJ, do you need to? Like if how would you ask me for Carrie McCormick 24:56years to do that? I will tell you it’s Anyone that really knows me knows that I do not have an ego. I’m actually a pretty shy person. And I don’t like to talk about myself, I really don’t. And I don’t like to be photographed, believe that or not, I do not like to be photographed. But it took me feel comfortable with just asking people the straight question, and I learned to ask it around a purpose. And the purpose of it is kind of, like you said, is like, What’s your why don’t ask that specific, but what’s important to them? And have you ever considered moving, you know, like, you know, whatever the conversation leads to, and, you know, I’d love an opportunity to talk to you about that. Because Because of XY and Z, or because the markets doing this, and, you know, wrapping the whole question around the reason of why they should move or should sell, and make it more conversational. And, you know, some people say, no, or I appreciate it, but no, thank you, or whatever it is, it’s, you know, it’s usually a very nice comment. And then I’ll say, Well, can I follow up with you in a year from now, because life changes, you know, and I just, I’m not shy about that, you know, you know, I’m, I’ve got very thick skin, and I can take no for an answer. And actually, someone texted me the other day, and he said, You are the most persistent realtor I’ve ever. And he said, but you’re very professional. And I appreciate that. He’s like, why don’t you come over on the ninth. And I’m like, I mean, this is someone I’ve kept asking and asking and asking in a nice way, and I provide value, I provide information. And it was nice that he recognized it’s all very professionally done and persistent. And now I’m gonna go meet with him on the ninth. So we’ll see what happens D.J. Paris 26:55persistency wins the game. It just does. I, I had a similar thing where I kept reaching out to expand our podcast, I kept reaching out to real estate schools, because I want to do get real estate students who are entering the business hooked on our podcast, that would be a good thing for the show. And so I reached out to all these different schools, and I said, Hey, I would love to do these free. Here’s what I learned after interviewing lots of top realtors, like webinars for your students so that they know what they’re getting into. And I kept hitting this one particular school for two years, basically. And finally, they were like, Yes, look, we’re ready. Let’s do it. So sometimes things take time. If you just keep dripping on people in consistently adding value, that’s, that’s that’s the key, right? Like consistently giving, giving, giving, giving, and just hope, hopeful, but then asking, I love the idea of asking. I asked what like some people say you shouldn’t ask for business. Others say you should. I was having was at a presentation. Actually, Carrie, you were not at. But you have somebody you know, Stephen NATO, who’s a Chicago agent here who said, somebody asked him do you ask for business? And he says, not until recently. He said for the first like 10 years of his business, he never asked, right? Because he’s like an introvert. He just kind of likes to you know, he’s not an extrovert. And so he said, and you carry your your, your your introverted as well, pretty much aren’t you? Are you Would you consider yourself an introvert? Carrie McCormick 28:35I am. I am. Yeah, yeah. D.J. Paris 28:38Me too. Me too. Believe it or not, I am as well. Introverts can can do really well in this industry. And he goes, I never used to ask for business. He goes the worst. And he was saying, but he goes, he said, I started asking for business because he wanted to see like all these Beyonce shows this year. So he goes, guys, I’m not going to be able to go see all these Beyonce shows if I don’t have enough sales, and he just made a joke, made a joke about it. And he said, people really responded well to that. They were like, no, we want you to be successful. And he’s, of course is very successful. But I thought he goes I guess I flipped the script on asking. He goes, I totally asked now. He’s like, there’s no reason not to ask, right? It’s uncomfortable, but you have to do it. And you’ll get you’ll get some nose and Carrie McCormick 29:23yeah, you have to know the appropriate time to do it. You can’t just, you know, barge into a room and do that. But it’s it’s a it’s an art form. So D.J. Paris 29:33what, how? Give us one thing, one last final tip about social media, like what’s been working for you recently? Anything that or it’s something that you have or something not to do? Have you learned anything I Carrie McCormick 29:49don’t know about not to do? Because my tip is honestly is to be your own brand ambassador and be organic with your content. Um, you know, I think the reason, my and I don’t have millions of followers, you know, I feel like I’ve got a good following and my social media, but I think it’s because it’s truly me. You know, it’s, it’s, I try to curate each of my videos I, I’m the one that writes the scripts, I’m the one that comes up with the, the storyboard if you will, of them. And it’s, it’s truly who I am. So I think that’s, and I think if everyone when you do your own social media, and you are you’re true to yourself and your brand. So what I say is be your own brand ambassador, don’t when you start copying other people, I’m inspired by a lot of other people that are out there, and you take that inspiration and turn it into your own. So I think that’s important. D.J. Paris 30:55Yeah, it’s great tip authenticity, consistency. Yeah, let’s, let’s, let’s make this year, the year of doing more video to for all of our listeners do more live videos. And each time you’re at a showing, if you have a minute or so show something interesting about the house, hey, I want to show you guys this, people love to see those little short form videos of look at this really cool thing. Every house has some cool feature feature in your videos. Carrie, I think that brings us to the end of another Monday market minute. The I guess the lesson for today is get creative, get creative, to get more listings, get creative in your marketing. And don’t worry too much about rates just go out there and people still need to move. So get out there and talk to people find out their why’s. And also hopefully with the marketing tips I gave give you a reason to reach out just celebrate people this year. This is the year you know, it’s so funny, I will say this as one final thing. I’ve done so many of these episodes. And at the end of the are usually at the beginning of the episode. It’s almost clockwork, when I read somebody’s intro, which is you know, a list of their accomplishments and why they’re important and why we’re having them on the show. And they always go Gosh, I wish you could read it like almost every time so because gosh, I wish like you could see it in their face, they get so excited to hear and maybe slightly embarrassed. But it’s one of those things that you can really make people’s day by paying attention to their accomplishments. So, so obviously, in a podcast, we can, you know, there’s a structure for that. But as a realtor, you can do that through some of those marketing suggestions I gave, which is pay attention to other people’s accomplishments because not everyone gets to be on a podcast. And if you call them up and just say, Hey, I saw your company just won this big account. That’s, that is gonna go a long way with people. So anyway, pay attention to what your your your sphere of influence is doing and celebrate their successes with them. Everybody should be following Carrie McCormack on Instagram. So go to Instagram Carrie McCormack RTE link to that in the show notes. She does it all herself. She has an incredible social media following and she wants you to follow her as well. So check her out there also Kerry McCormack rt e.com For everything if you have clients, luxury clients, any any type of client that is moving the Chicagoland area that wants to work with a top real estate agent here in the area. Carrie is our recommendation. So if you’re a broker from another state, another area you have clients moving here, consider passing those over to introducing them to Carrie, Carrie, what’s the best way that an agent can reach out to you Carrie McCormick 33:46always call me 312-961-4612? I pick up my phone all the time. D.J. Paris 33:54Awesome. Well, thank you Carrie. Once again, on behalf of our listeners, you are amazing. We love having you on every month and on behalf of Carrie and myself. Thank you to the audience. Please tell a friend about our show. Think of one other realtor that could benefit from hearing this episode and send them a link over to our website. Keeping it real pod.com Every episode can be streamed right from our browser or any podcast app has our show as well. Carrie, thank you so much. We will see everybody on the next next episode. Thank you

Mar 31, 2023 • 1h 2min

5 Videos Real Estate Agents Can Make Today To Grow Their Business • Video Boot Camp for Real Estate Professionals • Kim Rittberg

Welcome to the first episode of Video Boot Camp for Real Estate professionals with Kim Rittberg. In this episode, Kim shares her experience and strategies on how to make a proper video for the clients. Kim explains its importance and how a video can be very powerful in reaching the clients and building relationships. Kim also discusses her video boot camp on how to attract the ideal clients. Last, Kim shares 5 video ideas. Grab Kim’s Free Download: Improve Your Video Quality to Increase Your Revenue — Grab 10 FREE tips from a former media executive so that you can take your videos from mediocre to magnetic. Plus when you download these free tips, you’ll also receive an additional PDF on how to go from camera shy to camera shine. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00Not sure what to post on social? Well today you’re going to learn five videos you can make right now to grow your real estate business. 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. 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, keeping it real podcast listeners. This is your host DJ Parris your guide and host is how I normally start but today’s a special introduction here because I am not doing this episode. So I want to introduce you to our newest feature on the podcast. This is going to be a monthly episode called Social boot camp with Kim Rydberg now I had Kim on the show recently and I was I just completely had such a great time with her that I basically grabbed her and said you have to keep doing our show on a regular basis. So Kim is going to be doing monthly episodes specifically around social media and video really helping you figure out what are the top agents doing to increase their reach their engagement, you know, we all can be doing better and more on social media. But firstly, let me tell you who Kim actually is. So you know why she’s somebody you should be listening to and why I chose her to be on the show. So let me give you her bio here. Now Kim Rydberg is an award winning digital content strategist and on camera coach who helps real estate professionals and business owners grow their income leads and credibility with video and podcasts. Now get this she spent 15 years as a media executive at Netflix, People Magazine and in TV news, and she launched the first ever digital video unit for Us Weekly magazine. She knows this stuff well. Now Kim coaches real estate agents to be better on camera and make unforgettable social media video and podcast content that brings in leads clients and revenue. She has been featured in Business Insider and Fast Company and has been in speaker and instructor at Penn and Syracuse University and is a graduate of the University of Pennsylvania Annenberg School. She also hosts her own podcast mom’s exit interview, spurred by her decision to quit corporate and launch her own business after working in the hospital while giving birth to her second child. Now the podcast helps women craft careers that work for their life instead of the other way around. Please go check out Kim’s podcast mom’s exit interview and hit that subscribe button for her now let me tell you what you’re going to learn today because this is really exciting. This is our first episode and you’ve been so patient let letting me drone on about how much I just love having him on the show. But let me tell you what she’s going to talk about in just a moment. Today, we’re going to talk about five videos you can make today to grow your real estate business. And you know what, that’s all I’m gonna say let’s leave the rest up for Kim. So guys, do Kim a huge favor and let her know what you think of this episode. You can reach her she’s gonna give her contact information or you can always reach out to us we’ll pass it over to her. But tell another agent about the show specifically about Kim’s episode because we want her while her episodes which she’s gonna be doing these monthly. But let everybody know about this because Kim is a real superstar and we’re so so honored to have her so without further ado, let’s get to Kim Kim Rittberg 4:38I am so excited to be back with you all on keeping it real. I heard from so many of you. Direct Message me you sent me emails. I’m so appreciative of this audience. You all are investing in your cells and you really want to learn and I love that because I love to teach. Fun fact I just spoke at the Berkshire Hathaway HomeServices convention in Las Vegas. I don’t know if any of you were there. It was really fun. Lots of great people great teaching great learning. And if you are interested in this episode, that means you’re looking to grow your business with video. So, if you’re struggling to show up on video, or you’re making some video, but it’s not landing your ideal clients, I have a brand new video bootcamp, it teaches you how to attract your ideal client and grow your leads income and credibility. I have dozens of awesome testimonials on my site, you can see, but be sure to check it out. As soon as possible. My last boot camp, actually, I had to close the doors early. So you can apply now it’s not binding, you can just apply and we can see if it’s a fit. Basically in the class, you’ll get a system and a process to create content consistently and efficiently. No burnout, you get pre built scripts and templates for videos. A proper set up for filming, I teach you how to repurpose your content, meaning you film once and you get 10 videos, and a brainstorm process and lots of accountability from me. I am an award winning video strategist. I spent 10 years in TV news, I worked at Pop Sugar video, US Weekly video, and Netflix marketing. But now for the past five years, I’ve been helping business owners and professionals grow with video. And I’ve won some awards. And anyway, it’s really fun. So let’s jump in and I want to teach you some stuff. So today I want to teach you about five great video ideas that you can make today as a real estate agent. The idea of video, I like to bring it back to the basics is video is not just okay post a video, here’s the client video has this amazing ability to reach your existing clients or existing network, find new leads new potential clients and reignite old old contacts. By that I mean, you can have a contact come out of the woodwork you haven’t seen in five or 10 years. My agents that I work with in one on one and group coaching are seeing this. They have someone reach out they haven’t seen in five years say, Hey, David, I loved your Instagram, I’m seeing you really showing up. And because the content is on brand, and it’s focusing on educating or entertaining that it’s really connecting. So I really want to start with that because I think it’s important before we talk about the video ideas, we remember what video can do for us. And again, I’m going to do another quick little tip before I give you my ideas. When you make video. Remember to make your video one of the three E’s entertaining, educational or emotional, meaning that is what you want the watcher to walk away with. So we’re never selling, we’re very rarely selling like, even, you know, maybe you’re saying, Oh, I won this award. Or maybe you’re saying just clothes just listed. That’s that should be like 20% of your social feed, to really convert to really bring people into you and into your network and be building that relationship, a tiny portion should be selling. But remember, you’re making this content because when you bring people in, when you build that relationship, eventually ideally, they will be a client and it’s not a client or refer. So that’s just something to really keep in mind before we jump into the ideas just level setting what it can do. And these ideas are really agnostic of platform. It doesn’t matter if you’re on Facebook or Tik Tok, or Instagram or YouTube, all of these videos, they work, you know, they’re really solid ideas, they’re really showcase you and it doesn’t matter where you are. And this is basically these are five ideas I use, I sprinkle them throughout my real estate agent. And they work. They’re just like fun ideas that bring people in to you. So number one first idea, position yourself as a neighborhood expert. So that can go as a tour of the neighborhood you represent. It could also be a feature on some businesses. And the reason why these are really good is because if you’re selling let’s say I live in Brooklyn, New York. So if I’m selling in Brooklyn, I want people to realize I am really the expert. I know the values I know the people, I know which books are the best, which which you know, where you can walk your dog, it’s really important to position yourself as the expert so that can be you can be holding your camera and again, you do not need a lot of fancy expensive equipment. Actually, an iPhone is awesome, because people feel like they get to know you. So you’re gonna hold your camera out in front of you, or get a selfie stick. I don’t, I don’t really use a selfie stick. I just hold my camera. It depends how long your arm is, you’re going to hold it in front of you. And you’re going to make sure you’re standing a little bit far back you want people to see the street, you that’s called an establishing shot. If you’ve ever noticed in TV, before you see a scene you’ll see the outside of a house or the city you know, like the Los Angeles cityscape or the New York City skyline. They’re establishing where you are. So you’re gonna want to stand in the main street of your town or in a really beautiful park that everybody recognizes. And you’re going to introduce the concept of the video. You are not going to start with your name because especially if you’re making short form video, that’s not a good use of the beginning seconds. You’re gonna say do you want to know all of that? Brooklyn Heights, let’s jump in, or I just discovered the best. Top a spot in all of Brooklyn, check it out. And so you’re basically starting with your headline, you’re always starting with your headline, and then you’re jumping right into the video. So that’s number one. first idea is being a neighborhood expert. Number two is an SEO driven video. SEO stands for Search Engine Optimization. What this means is that Google could find your video. So SEO even though I’m saying Google, it’s really just the ability to have words that people can find. So if you’re an Instagram, and your video says Brooklyn’s best restaurants, book, Brooklyn’s most family friendly restaurants, and that’s in your caption, someone in Instagram actually searched that and find you. So that’s very valuable. When you think about it, right? Being being able to be searched is very valuable. So what you can do to find a great idea that people are searching for you go on Google, start searching words about your neighborhood about your area, see what people are asking. You can go to Cora qu o Ra. That’s a forum where people ask questions, read it or add it Reddit is a good one, and YouTube. And you’re going to be looking at what is out there and what people are searching for. Everyone’s searching Google and you stop, like, what can I find in or what’s the best neighborhood in, it will fill in the blank for you. So basically, you want to see what other people are searching for. And so that video, it can be you can execute it on whatever you want. But if I found that people are searching for in Brooklyn, you know, which neighborhood in Brooklyn is closest to Manhattan or something like that? Now that I know if people are searching for that, I’m going to make a video about that, I’m going to stand right in the neighborhood, I’m going to film myself, I’m going to put something great and visual over my shoulder, I’m going to stand where the Brooklyn Bridge is, but I’m probably not gonna stand somewhere too noisy or too windy, because you’re not going to hear me. But I’m gonna stand in front of the Brooklyn Bridge. And I’m going to say, where should you live in Brooklyn, if you work in Manhattan, and you’re looking for a short commute, here are the top three neighborhoods that are closest to Manhattan. And then basically, I will talk a little bit about it. So that’s number two. Number one, we have the neighborhood expert video. Number two, we had an SEO driven video. Number three commonly asked questions. Basically, you are obviously an expert, you’re not just a real estate professional, you’re an expert, you talk to dozens, hundreds, maybe 1000s of people. And so what you should be thinking about is, what are they asked me a lot, because of a lot of people have already asked you it means more people want to ask you that. So that’s a really great thread to pull out to come up with ideas. So if you always get asked, you know, what’s going on with interest rates? Or should I buy a condo or Co Op or this new area? You know, you think it’ll be hot? In a few years, whatever the question is, you’re going to make make a video about that specifically. And remember, you don’t actually have to, you don’t actually need to answer all of the answers. Because it’s a short form video, you only have to fill like 1530 45 seconds, shorter is better. So you take your commonly asked question and you answer it. And again, you’re always starting with a headline, because it’s the headline that grabs people and brings them into the video. And when I say a headline, I mean, you start with that thought, that really catchy headline. And you also write on screen with words, your headline. So number four, a trending sound video. I think you all know what this is. But if not, I will describe it. Basically, you know, the the all of the lip syncing and all the dancing, right and Instagram and Tiktok. They’re not all dancing and singing. Sometimes they’re just like music and someone’s doing something to music. Basically, those trending sounds come up more. So we just talked about search engine optimization means Google and find you better. While a trending sound. If you use it, it increases the ability for people to find you, we call that discoverability. So if you use a trending sound, you increase the discoverability of your social feed. So you can use that song in a fun way where you know someone’s dancing to the song or lip sing to the song. You also can just show something about your business. It could be behind the scenes of what you do each day and just use a trending song. But it is really important to think about that as a potential use because if you’re putting all your videos without sound, you’re really losing a really good opportunity. I want to say something about trending sounds. It’s very, very important to be solid on your message. And when I say your message, I mean your brand message Suraj what makes you unique in terms for to make this work? Because otherwise, it takes a really long time. If you see a trend out there, like someone’s dancing to some fun song, and they’re and they’re writing some text on it, if you don’t really know what your main content topics are, it becomes very hard and very time consuming to all of a sudden jump on like a fun trending song. So it’s very important that like, before you even make any of this content, you really know what you talk about who you are, right? Who are you as a brand. So when someone comes to me, I say, I help business owners and real estate professionals grow their leads income and credibility, I also let them know, I’m a mom of two. I live in Brooklyn. I love art, other little things. So when you get to my social feed, you’re like, Okay, this makes sense. I understand who this person is. And when I’m trying to jump on a fun trending video, I know what I talk about, I basically talk about video, I talked about being better on camera, I talked about being a working mom. And so you know, those are the sorts of topics you’ll be seeing there. And then it makes it easier for me to make a video quickly, when when a trending music comes up. And speaking of making something quickly. Video number five I recommend is a timely video. My first 10 years of my career was in news. And I have seen the ability for people to really get a lot of attention by pegging themselves to a news hook. And a news hook doesn’t have to be something political or sad. It doesn’t have to be news, it just has to be timely. So for I think the easiest way to think about it for real estate is the next thing the next time a big thing happens in your in the market and the financial markets, you should get on video and put your opinion on it. So for example, I’m gonna give you a real life example. My agent David, we were shooting a bunch of oversharing on LinkedIn live, and then it was the Silicon Valley Bank failure. So we made sure to film immediately the impact of that on New York City on New York City Real Estate. And it’s your opinion, so not only does it have the benefit of being a timely video that people really want to see, it has the benefit of putting you out there as an expert, as a thought leader. And so I think that that’s something to really keep in mind. And when I talk about timely, it doesn’t need to be news news news, like I mentioned before, it could be pop culture moments. So in my recent video bootcamp, one of my students Torres, I taught her to really think about pop culture moments and try to jump on it in terms of video content. And this was right after the Rihanna Superbowl moment, where she announced her pregnancy with this amazing red leather flutter spandex outfit. And I sent out a quick newsletter, everybody’s saying make sure to peg something to the Super Bowl to Rihanna specifically. And she did, she showed up on a video and it wasn’t like a dancing or singing video was her reaction to Rihanna. And that real instead of getting her normal few 100 views, it got 13,000 views, because you did it at the right time. And she had a different angle on it. Again, she’s talking to camera just talking about Rihanna his experience, it wasn’t a highly edited or highly polished video. But when you’re really thinking about what other people are thinking about, and you put yourself into the conversation, it can be really good. And I do want to say here, when you’re making these videos, there are ways to optimize it. And that’s something I go over in my video bootcamp, basically, building your brand, Making great video, and then getting it discovered. So you know, when you’re trying to do those timely videos, adding in the right hashtags, so you can get discovered. And if this is all overwhelming for you, don’t worry, because I have a video bootcamp opening up really soon. Applications will open soon if you go to Kim river.com. But I did want to mention about discovery because when you’re trying to jump on a trend, when you’re trying to jump on a new story, you really want to make sure you’re appearing in people’s feed so that they can find you. A couple of other things that as I was going through this, I was just gonna recommend. I talked a little bit about the idea of a headline, and I had lined on a hook is basically the idea that the very first few seconds of your video is the best chance to get people. So when you’re having your idea, really tried to think of a headline that like a media outlet would use. So instead of starting your video, with a text on it being like, here’s a restaurant in Brooklyn, it’s not a great headline. But how about the most delicious tapas restaurant in Brooklyn or three new restaurants you need to try right now in Brooklyn. That’s a better headline, right? It’s a little spicier, it’s a little more engaging. It really has more of that hook to hook people in. And then the other thing I wanted to remind people about is the brand element of it and really like being solid on understanding who you are and what you bring. And it is it’s important to know that because it really helps you figure out fresh ideas because the You really want to try to be yourself and the best version of yourself because you’re putting yourself out there as an expert, like you’re really a thought leader in your field. So I think that’s important. Another thing, this is kind of like, if I’m giving tips, maybe that’s one, class one, level one, or one, or class two, or one, I’m gonna give you a little bit of a video 301 tip when you’re filming, especially outside, but inside to a great way to get higher engagement, more people watching more people staying through the video, you can switch where you are. So for my example, earlier, we’re on filming near the Brooklyn Bridge meeting, I want to hold up my camera and start seeing I want to know the Brooklyn neighborhoods that are closest to Manhattan. So you have a great commute. So maybe I start with a shot of the Brooklyn bridge behind me. But then on my second frame, frame, meaning the next moment in the video, I stop a start the next one, and I turn my body a little bit, and I have an entirely different background. Changing the visuals does a lot to keep people there. You know, I think we get used to seeing that talking head really like a person just talking to the camera, it’s fine. It’s not a problem, it’s better than not doing video, it’s a great way to showcase who you are what you do. But if you can add in more visual intrigue, more visual interest in it, that is great. And all you need to do basically, you have your first shot, where you’re filming at the Brooklyn Bridge, your second shot where you turned it a little bit and you’re showing some neighborhood in DUMBO, Another Brooklyn area, and then you’re turning your back to your third shot, it can be the same as your first shot. So it doesn’t have to be so complicated. But if you can, and you want to level up just that little bit, you can but that’s really like a through like a plus Apple for the teacher stuff. So don’t worry too much about that. And, again, thank you, I really love hearing from you. So message me which one of these videos are going to do and tag me because a lot of you, I forgot to tell you a lot of you tagged me in your videos, and I was so happy to hear from you. I was like, yes, these people are the best. So make one of these videos. Again, I’m gonna list out the videos, a neighborhood expert video, an SEO driven video meaning something people search for on Google or YouTube. A commonly asked questions what people asking you specifically just answer one of those those questions in a short form video. For you can make a video off of a trending sound can be like a dancing video or a singing video. Number five, a timely video, peg your next video to something happening. It could be something local, it could be like a big sports game in your neighborhood, or a big news event. But those are those five videos, I want you to make one of these posted and you’re going to tag me it’s at Kim KIMRI tt br j. So don’t forget, we’re gonna make it you’re going to tag me and you’re really looking to level up your video game and you really want to get out of that like I don’t know what to make, how do I make good video, all of that stuff. I my video bootcamp is opening in mid April. It’s sold out early. So if you’re interested to apply now, there’s some finding just go to my website, Kim ripper.com. You go to Courses and coaches, courses and coaching. And from there you can put in your information and basically I’m gonna show you how to set up or great has set up to shoot great videos, how to repurpose your content, and amazing system or process to create lots of awesome content efficiently. I give you scripts and templates. Basically you get my 15 years of knowledge and a seven week boot camp. It’s but it’s in a fun way. And there’s a lot of accountability so we’ll make videos together. You’ll get my input on those videos during live coaching sessions. It’s a live coaching program. So thank you so much for having me. I love hearing from you. Don’t forget to message me on Instagram or LinkedIn wherever Kim Rydberg r i t t b erg. Thanks so much

Mar 23, 2023 • 27min

What Real Estate Agents Need To Know About Recent Bank Failures • Learning With A Lender • Joel Schaub

Welcome to the March episode of Learn With A Lender with Joel Schaub of Guaranteed Rate! In this episode Joel talks about the second largest bank failure in the US, and how this situation puts pressure on the Fed to change the course of rates. Joel explains a strategy on how to use higher rates and educate clients and not to buy just because the rates are low but always ask the question “WHY”. Lastly, Joel emphasized agents should organize events, spend money and engage with mortgage people to broaden their network. If you’d prefer to watch this interview, click here to view on YouTube! Joel can be reached at joel@rate.com and 773.654.2049. This episode is brought to you by Real Geeks. Transcript D.J. Paris 0:00What’s going on with these bank failures? And how is it going to impact your customers abilities to get mortgages? 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. 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 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 and host through the show today, once again is our monthly series called Learn with a lender with Joel shop from guaranteed rate. Now, Joel is the vice president of lending at guaranteed rate. And he’s been doing loans at a high level since 2003. Which, by the way, 20 years congratulations. And he’s got to that level because of what he does specifically for agents, which is that he gives back part of his commission to the client to the buyer on every transaction. Now last year alone, Joel gave back over $300,000 in closing costs to buyers who worked with them. And that put Joe’s volume in the top 1/10 of 1% of all loan officers nationwide. In fact, out of 400,000 loan officers Joel is currently ranked number 137. Last year he closed 319 transactions, his highest amount ever, for 126 million this year. To date, he has closed 43 purchase transactions for just shy of 18 million. So if you are looking for a loan officer or a loan officer to partner with or for your customers, we cannot more highly recommend Joel he’s the very best we’ve ever worked with. I use them as well. Joel can be reached at here’s his email joel@rate.com joel@rates.com. Or you can shoot him a text message or call him at 773-654-2049 Let’s say hello to the biggest Cubs fan. I know Joel, welcome back. Joel Schaub 3:06DJ, thanks for having me on. I love that you made the Cubs reference at Spring Training. It is a new season right. And it’s kind of a new season right now for real estate agents out there as well. We were kind of talking before the show started about how people are getting more energetic and they’re getting back into it. And there’s just a lot to talk about. D.J. Paris 3:26It’s exciting, the sun’s coming out. So if you’re listening and you’re in a in a northern part of North America, where you haven’t maybe seen the sun so much, it’s starting to get a little warmer. If you’re in the southern part where it’s always sunny, then, you know another sunny day down there. But yeah, it’s it’s exciting. We’re starting to see activity as far as real estate, at least here locally in Chicago, this spring market has started we’ve seen activity rates have have been you know, okay, and so I think buyers are back at it. But curious to hear your your perspective, because right now we’re dealing with while by the time this release is you know, this will be probably after but we had some some banking turbulence. You know, we had Silicon Valley Bank, which which basically failed, and is being recovered by by the US government, you have a couple other smaller banks, regional banks chat being challenged as well. And then Credit Suisse overseas. So there’s a lot of uncertainty around the banking thing. And then it’s also like, what’s the Fed going to do? Are they going to raise rates, lower rates, how’s that gonna affect everything? Obviously, our listeners want to know, obviously, no one’s got a crystal ball but curious to hear what what what your interpretation of what’s going on right now is all about. Joel Schaub 4:45We’re back to this phrase. DJ, we’re bad news is good news. Okay. And it’s strange, but it’s true these bank failures actually put pressure on the Fed to change the course of rate increases. So this Bad news, which by any stretch of the imagination, having the second largest bank in history fail is bad news. And what that meant was more money rushing into the bond market. And as the price of those bonds went up, the yields went down. And so did mortgage rates. And so even though we’re not anywhere near the lows of the last six months and rates, the news is telling us that rates are down, and it’s an opportunity for agents to get back out and talk to buyers, because rates are down significantly, from just last week, by the time this airs, we’re probably going to see more of this continued rates and buyers are not afraid now, to see rates in the sixes or sevens. And that’s just kind of the norm. And are you seeing? Yeah, yeah. And so if you’re an agent, right now, if it was a year ago, people seeing rates creep up into the fives or sixes, that put a halt on a lot of buyers. Now we’re into a new year where that’s the norm. And we shouldn’t see them continue to creep down. But we still will see the Feds raise rates in the short term. But we’re already looking ahead to what they do in 2024. And they’re thinking that we’re going to see a cut early next year already. D.J. Paris 6:14Yeah, I think, you know, the, maybe it’s kind of a, a byproduct of our diminishing attention spans as Americans with technologies kind of I think zapped our attention spans tick tock in particular social media. I think I think hopefully, one of the maybe one of the benefits is that people who were upset that maybe they felt they missed the that that amazing rate, time period from a few years ago, I think the you know, I think we’ve forgotten, I think I think it’s we’re moving forward. Now, I feel like the public sentiment is changing. I don’t I don’t hear as much from agents saying, all my clients are really bummed that they missed the three, you know, three plus percent kind of era. I feel like we’re turning the corner on that people are starting to realize, you know, the six is is not a bad place to live. And even the seven sometimes it’s not, it’s not the worst place to date, to data rate. And you can always like Joe, you say, you know, date the rate, marry the home, you know, you can always refi in the future. So I think we’re starting to get more acceptance from the public about about where we’re at currently. Joel Schaub 7:24But if I’m an agent, I’m also talking to buyers right now, I want them to know that there are rate options in the fours and fives, there’s ways to do this. So let’s talk about two things that the agents that I know are really using seller by downs to fund the rates. Okay, so let’s talk about what that to one rate, buydown looks like or a three to one rate by down, understand the mechanics of this. And this could literally make the difference of you getting a buyer that wants to write an offer, or then waiting, okay, so the problem is that rates are high right now. And we think there’ll be high for the next a year or two, we can get sellers to give a closing cost credit to drive the rate down in the first one, two or three years. And so let’s just take a minute and talk about how that works. And how you can use this so that you can go educate buyers on this. And even if you’re a seller, you’ve probably seen this come across your desk. So making sure that you understand this, and can talk to your sellers about why the buyer is asking for our credit. D.J. Paris 8:27Yeah, let’s talk about it. Joel Schaub 8:3030 year fixed rate mortgages, they’re right now in the mid sixes as the time of this taping, but if you got the seller to give a 3% closing cost credit, we can take the rate at any bank and drive that down for the next two years. So that in the first year, the rate is 2% points lower. In the second year, it’s 1%. Lower. And then for the rest of the life and loan, it’s fixed. So it’s not hard to get rates that are in the fours right now. Sellers can pay for this. And it really changes the monthly payment DJ people are saving hundreds of dollars by using this exercise. D.J. Paris 9:06Yeah, no, it makes it makes sense. So the seller basically pays this concession. And does it go? Does it go directly to the bank? I’m guessing does it go into? Does it pay for principal interest or it’s just a part of the package or Joel Schaub 9:22it’s an escrow account so the client doesn’t lose the money let’s say next year rates have dropped drastically and we want to refinance, the money the seller gave is still there, and that will actually go to reduce the principal. So that’s a whole other strategy. Okay. But let’s talk about what that means. If you’re listening and you’re thinking well on a $500,000 home, why wouldn’t I just take 15 grand off the price? I’ll just Why mess around with all this. This seems like a magic trick or look at the math. If you take $15,000 off the purchase price, it might save about nine V or $100 a month on the payment, it’s good. But if you take that same $15,000, and have the seller buy the rate down for the client, on a $500,000, purchase, their payment would drop four to $500 a month. It’s a big difference. Wow. Yeah. And that can make the difference for somebody that can afford a home and not afford a home, okay? And it’s not an excuse to go buy something higher than you’re approved for. If you’re not comfortable with the payment with the way the rates are, let’s not buy let’s be honest with ourselves and be putting ourselves into something that we’re comfortable with. It’s just a way for the next two years, while rates are high, to get the seller to give us a lower rate. And I love lower rates. D.J. Paris 10:48Yeah, we all we all do. And at the same time, we also don’t want to chase rates, it’s like chasing the stock market. It’s anyone who any competent financial advisor will tell you don’t chase the stock market. You know, the smartest minds, financial minds in the country have a hard time doing it. And I’m certainly not one of those smartest financial minds. So I certainly don’t try to, you know, time to market as they say, and in the in the equities market. And the same thing with with rates, right, we know that buying a home is a financial decision. It’s a huge financial decision, oftentimes one of the biggest financial decisions of someone’s life. But it’s also a hugely emotional decision. And so I think the way that you solve for the fact that rates are higher than then probably people would want them to be is to really focus on the Y, right, talking about the y but also knowing that there are these creative financial strategies to make it more palatable along the way until you get to a place where maybe a refi makes sense. Joel Schaub 11:51I’m so glad you said that, because it’s not an excuse to buy, just because that rate is lower, it’s just a nice added benefit. So if you’re an agent, the last piece of this equation is just writing it on the contract as a seller credit. There’s nothing fancy about it listed as a seller closing cost credit. Almost every bank out there right now will do by downs. I don’t know a single bank right now, this is we don’t understand that. So work with a mortgage company that you know, and make sure that they know how to execute a to one rate by down for your clients, for a three to one rate down by down for your clients, and then go out there and submit offers that are designed to win and help. So that’s one strategy. The other strategy to get lower rates right now is let’s stop talking only about 30 year fixed rate mortgages. Okay. There are so many options out there, whether we talk about 15 year terms, 20 year 25 year terms, or looking at Adjustable Rate Mortgages again, okay, they’re coming back and our take out, yeah, either think of this, if we think in the next two or three years rates are going to be down and we don’t have the crystal ball, is there a big downside risk and locking rate for the next seven years. That’s a great arm, right? I don’t like three year arms or five year arms, I just don’t. But I like the seven and 10 year varieties. And when you’re borrowing serious money, all those jumbo arms are a lot lower. If you’re borrowing in that million plus range, you can get jumbo arms down at five and a quarter 5.125. And so speak with somebody about this, don’t just think that the 30 year fixed rates, the only option options to get them lower, D.J. Paris 13:36you just brought up a really good point, I hang out with a lot of realtors, with my different, I do a lot of association work. And so I’m around not even just Realtors at our company. But realtors who are you know, all throughout the industry here in Chicago, and everybody only talks about the 30 year fix. That’s absolutely so true. Realtors only know one number for when it comes to lending. And that’s the number they focus on. And you’re so right that that is not the end all be all number, it’s just the most, you know, discussed number is the 30 year fixed. So that is a really, really strong point is to remember there are other products with other options out there. And not to to think about the entirety of the mortgage lending sort of industry as one number is oh, it’s all based on a 30 year fixed. No, it’s just that’s just the most common number that people know. But there are other options like these bite down options and arms and etc. Joel Schaub 14:35And why is it so common? Right? It’s because it’s the lowest payment. The lowest paying, you’re paying over 30 years. And yes, that works for a lot of people. But you’d be surprised right now the number of people that are not interested in paying a loan for 30 Damn years. Okay, why are we paying it for so long? Yes, my payment will be a couple of $100 more but if I can pay this loan off in 15 years, and I can get it right Getting the low fives, especially right now I’m going to do that. If I have the bandwidth and I have a good income and my debt ratio is low enough, we really should be looking at those options, or at least discussing them. Even if we ultimately do go with a 30 year fixed, having that conversation is something that you should be doing, and making sure that you know what’s available, because a couple of years from now, when rates are even lower, maybe you end up going to a lower payment. But having lower interest right now is one of the key things that is going to get people to buy a property. So now we’ve covered a lot of things, we’ve covered rate by downs, we’ve covered other ways to make sure that we’re not just having 30 year fixed rate conversation. So don’t forget about arms. Okay. Don’t forget about lower terms so that you can get lower rates on mortgages. D.J. Paris 15:52Yeah, that’s really, really helpful. I’m curious, too. You work with a lot of top producers, you know, in our area, I’m curious on what you’re seeing them start to do this year, because we know that this is a, you know, a more challenging market. 2023 So far, has been tough. Inventory is still challenging. Although string market has accelerated things a bit curious in what you’re seeing these top agents doing, I don’t what I’m not seeing as agents running and hiding our top agents running and hiding. So I’m curious because you have such direct connections to them. I’m seeing them do a lot more events I’m seeing I’m seeing a lot of like, customer events, or client appreciation events, those kinds of things I’m seeing. So I’m just curious if you’re noticing anything, and you do a lot of those as well. Joel Schaub 16:46If you’re an agent, right now, it’s all about your sphere, making sure that you’re getting out there and doing events. And these don’t need to be big over the top events. So we’re doing so many things into one right now, in terms of getting out with agents and doing candlemaking parties and doing sips, right doing wine tasting events. We’re doing March Madness, parties, we’re getting ready for the baseball season and setting up viewing parties, things that are simple and getting back out there. And it’s just spending money, okay, you don’t have to do a lot. But if you’re not doing something, you’re doing nothing. And so for the last couple of years, when COVID was kind of like the mainstay, right? We’re finally getting past all of that, we’re getting back out there. And so if you’re not doing events, go partner with a mortgage person, all of these mortgage, people would be willing to spend money on you. Okay, that’s the reason why so many mortgage people hate me. I talk about this all the time. Go work with somebody that’s willing to spend money on you. Because these mortgage people will call you left and right and tell you how fast they are on mortgages and how good they are. Say, Hey, do you want to do an event? This event is gonna cost me $4,000? Do you want to split it with me? The first person that says yes, that’s your person, somebody that steps up and wants to help you grow your business. Those are the people that are going to be in it for the long haul. Okay, so they’re doing events, and then they’re doing client gifting. We’re doing St. Patrick’s Day gifting. We did Valentine’s Day gifting. We’re doing all these off days, like National Pizza Day, find a day send something out to 50 people, even if it’s as simple as just a small token gift partner with a mortgage person. They want to help you and go out there and do events this year, do gift giving, and put it on them. A lot of these mortgage guys have done this with other agents and ask them what are you doing with your other agents? You call me all the time asking for my business. Let’s do some business together. Do you want to help me sponsor something? They’re gonna say yes, the good ones will at least D.J. Paris 19:05I interviewed a woman recently who’s the number one team in her and her husband are the number one team in South Dakota. And I She’s so interesting. So such a neat a neat woman, neat realtor. One of the things she does is they have a moving van like but a big, like a kind of a like a moving truck. And not the biggest ones but you know, like one that anybody could drive without a special license anyway, what she does, it is so brilliant. And she says anybody who works with me can use it at any time. Like I don’t care if you bought a home for me five years ago, you can just call me you can use the band anytime. And on the side of it on one side is her branding for her real estate practice. On the other side is her loan officer that she works with. And the loan officer you know, pays to be on that side of the van it pays for the lease of the van. And so it pays for itself because she’s doing Something that you’re and you know, the loan officer is thrilled because his name’s getting shot all over town. And people are moving. And they’re seeing this. And I thought, you know, I’m sure she’s not the only person that’s ever done this, but boy, that’s a smart idea. I had never thought of that. And I thought, What a cool thing. And she goes, it’s great because in her in her local community, she says, everybody knows that they can just call me and borrow my van anytime whenever they need it. At any point, you know, any of my clients. And I was like, That is genius. Joel Schaub 20:29And that tells the story of somebody that’s willing to spend money. And so go back to your partners, right now, it doesn’t have to be a new partner, it can be one of your mortgage people that you’ve worked with for years, right now more than ever ask them to help you on something that you’re doing. Okay? This is the key, that person was willing to pay a lease, right? That person can do a lot of things that are RESPA compliant, they can never pay you just to give them deals. But there are so many ways that as long as it’s less than 50% of the total spend, you can go out and partner with a mortgage person and put their money where their mouth is, we just had an event, yeah, over New Years, where the total cost was $8,000. And we wrote a check for 4000 of it. And these agents are getting deals because they’re out there doing things. And that’s what I encourage everybody who’s listening to do think of one event that you can do, you don’t have to go from no events to an event per month, but do one a year or one a quarter, and partner with somebody that wants to help you with that on the mortgage. D.J. Paris 21:29It’s just all about relationships. And one of the best ways to deepen relationships is have social gatherings, whether it’s one on one, whether it’s a client appreciation event, whether it’s a drop by gift, whether it’s Hey, I’m thinking about you, you know, and if you if you’re really budget, you know, if your budget is very tight, you know, then there’s other ways you can you can do things but but this is the time to partner like Think creatively partner with a loan officer, who they can basically double your spend, essentially, if you find somebody who is going to be helpful, and Joel and his team would love the opportunity to do that with you as well. Also, one thing that Joelle and his team does that I think is exceptionally important, especially right now around all of the crisis that’s happening financially, at least at the time of this taping, again, hopefully, it’s resolved by the time this releases, but But Well, yeah, it probably won’t be Well, we hope so you’re right. We just hope that the adults are in the room at these at these big financial institutions making wise decisions to keep us all afloat. But one of the things that Joe that you do that I admire quite a bit, and it’s very helpful for me personally, as you send out a weekly email that your team puts together, and it highlights kind of here’s what you need to know about what’s going on in the lending world. And it also even talks a little bit about kind of the broader financial picture. And it’s bite sized stuff, it’s data points that agents, their questions that agents get all the time. And agents have to really kind of comb the internet for their own answers. And I like the fact that you send that directly to my inbox once a week in a bite sized way where I can read it. You know, when I can read it in 10 minutes, and really digested be like, Okay, now I’m, I’m more confident when I’m speaking to a customer. And so I’m just want to make sure that any of our listeners know you can also get on Joel’s email newsletter list. So you can receive these weekly updates as well. Joel, what’s what’s the best way they should do that? Joel Schaub 23:29Well, yeah, that newsletter came about it used to be private, I used to figure out the ways to make it digestible, right. So that we’re not having to explain every single thing to a client. And it became something like kind of a pop culture, people want to see this, they want to know, like, what is he talking about? And so they can email me and just say, add me to your newsletter. It’s just joel@rate.com. So J, o el@rat.com. And as simple as one sentence, add me to your newsletter, and then you’ll get weekly updates, and you’ll be able to speak about the mortgage side. And it’s not so it’s so cumbersome, right, we got to break it down in ways that give you fun talking points and just help you through it. So that’s one of the things that we love to do. And then helping clients get lower closing costs as the second one. So we can send you the email template where clients get a $1,500 closing cost credit if they’re working with us. Once that gets sent over with a newsletter, we’re happy to help buyers as well. So yeah, there’s a lot of good things coming up for the listeners, TJ. D.J. Paris 24:35Well, yeah, this is a great place to sort of wrap up for for this episode. And Joel as per usual, thank you. Great, great content, great information super helpful for our listeners. And for everyone out there. If you don’t have a good relationship with a loan officer Joel and his team would love the opportunity to chat with you reach out to him, you can email him also, whether you want to get on his email list or partner with him or maybe just And a client his way. Or maybe you’re a buyer or seller yourself and are interested in lending opportunities. Joel and his team are fantastic. So you can reach out to him joel@rate.com. And that’s via email. And then Joe, what’s the best way they could reach out by telephone? Joel Schaub 25:17After I did this, I had about 15 or 16 individual conversation, I talked to people all over the United States. And they were shocked to say, like, you’re actually going to spend time and I love it, because I like hearing about different markets and seeing what people are doing, and just sharing my feedback. So yes, 773-654-2049, you’ll either have any pickup personally, or you’ll get a return phone call from me. And it’s really great to see how just different markets were in what you’re doing. And we just share that information and help each other grow, D.J. Paris 25:49and guaranteed rates in all 50 states. So wherever you’re listening to this from a guaranteed rate can likely help you to fit in if they’re not able to assist, they’ll be able to tell you who to talk to as well. So anyway, Joel, thank you once again for coming on. You’ve been with us for years and years and years always brings great content. We love having you on excited to see you next month for another episode. And on behalf of the audience, we say thank you on behalf of Joel and myself to the audience. We also say thank you, please tell a friend about this show everyone listening, just think of one other agent that could benefit from hearing this information. Maybe they’re a little depressed or down right now about the conditions of the market. This might help cheer them up and give them some things to talk about with their clients. So share this with the people in your office or any other realtors that you know that’s the best way you can help us grow and also support our sponsors too. But yeah, reach out to Joel get on his mailing list guys. joel@rate.com asked to be on there. Trust me, it’s worth it. You know, give you the ammo you need when you’re talking with clients. Joel thanks so much. We will see everybody on the next episode. Thank you, DJ

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

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