Clients Need Patience, Agents Need Grind

In today’s episode Matt is joined by not one but 2 powerhouse agents who shared strategies for operating differently in a different market. Both agents were around for 2007-2010’s market and came out thriving because of the seeds they put down when others buried their heads in the sand. We discuss a different approach to team compensation that Nevin has always used, and discussed how he treats his clients like gold bars that he isn’t willing to part with. Josh and Nevin expounded on the idea that clients don’t “need” you to sell their house but they do NEED you to sell their house for top dollar, keep them out of hot water, and counsel them throughout the process. This episode was chock full of tangible take aways.

Connect with Nevin: https://nevinrealestate.com/

Connect with Josh: https://marketgrandrapids.com/

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
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(upbeat music)- Butstats anddata areonlyimportantandrelevantreallyin astaticmarketplace.As soon asyou are inan inclineor adecline,you haveto make aninferenceon thedata.And Ithink alot ofpeople aremakingthatmistake.Hey,everybody.Thank youso muchfor tuninginto theshowtoday.A couplemonthsago, wehad JoshMay withremix ofGrandRapids onthe show.You guystold mehow manytangibletakeawaysyou gotwhen hewas on.So bringJosh backfor like acelebrityco-host.He's goingto help uswith acoupleepisodeshere.And he'salsoconnectingus to somepowerhouseagentsthat he'smet alonghisjourney.So todayfromMinnesota,where theweather isjust ascold andbeautifulas GrandRapids,where Joshand I are,we haveNevinRaghavir,remixagent, topproducer.He has anincrediblestory.So let'sjust getstartedbecause wehave a lotto covertoday.How didyou getstarted?What wasyouroriginsuperherokind ofstory?Well, I'vegot a fewdifferentpieces tothat, butI'mactuallyfromCanada.I was borninMontrealand grewup inWinnipeg.I backedinto realestate.And in mylast yearofbusinessschool,getting afinancedegree, Iwasactuallysellingsuits.Thatexplainsfor thepeoplethat willwatch thislater,yourdapperappearancetoday.Oh, wow.Thank youvery much.And whileI wasdoingthat, Iwas in mysecond tolast yearand therewas adevelopmentfamilythat livedacross thestreetfrom us.And theywere like,"Nevin, why don'tyou justcome anddo somework forus?"And Iended upsitting ina modelhome fromThursdayto Fridayandstudyingand thenselling.And I sold10, 12homes parttime in mylast year.So Iembracedthat, butI wasreallydriven tobe anentrepreneur.And longstoryshort, Iended upstarting acoffeecompanywhen Igraduated,and thatactuallybrought metoMinneapolis.So I leftWinnipegby myself.I moved toMinneapolis,started acoffeecompany,got thatrolling.Kind ofmissed thebig hit onthat bysix monthsand thensold offthe piecesand thenrecalibrated.At thattime, Iwas datinga gal, whichbecame mywife.And Imoved backtoWinnipegand Ididn'tknow whatI wantedto do.And Isaid, "Iwant to bea, I wantto embraceentrepreneurship."But Iwasn'tsure whatI wantedto do.So I wentback and Isold realestate andI had someconnectionsup there.So I gotright backinto it.And I soldrealestate inWinnipegfor abouttwo yearsand didreally, reallywell.And soeverybodysaid, whenwe gotmarried, Ishouldjust goback tothe US inMinneapolisand startdoing it.And thatwill betheplatformfor me toembraceentrepreneurshipat a muchhigherlevel.And aftermuchthoughtover it, Isaid,"Let's doit."And sothen Imoved downhere andmy numberoneobjective,this is2002.My numberoneobjectivewas to getmypracticegoing downin theTwinCities.And I hadlike zerosphere.I knewnobody, likeabsolutelynobody.The onlypeople Iknew werepeople Ihad donebusinesswith withcoffee.But Iwasn'tabout tosolicitthem forreferralsin realestatebecausethey'relike,"What doyou knowabout theTwinCities?You'veonly livedhere for,you know,really onand offfor twoyears."So Istartedcoldcallingbuildersbecause Ihad someexperiencein newconstructionand landeda builderon theoutskirtsof theTwinCities andsold homesfor them,got somebackups.And then Ireallystarted totry tofocus thatinto ageographicarea inthewesternsuburbs.And yearafter yearstarted,you know,buildingslowly butsurely.Then, ofcourse,five yearslater, asthebusinesswasstartingto pickup, westartedto hitsomeprettysignificantturbulencein therealestatemarket.At thattime, mywife wasworkingfor BestBuy and wehad made afamilydecisionthat,you know,she wouldstay homewhen wedecided tohave kids,which wehad achild in2007.So as therealestatemarketstarted togosidewaysand evensouthconsiderably,I wasstandingthere bymyself,going,"Geez,this mighthave beena prettytoughdecision."And longstoryshort, Ijust kindofprobablythrough acombinationof hardwork andignorance,I justgrinded,grindedreal hardand builtmypracticeover themarketdownturnand itjuststarted togrow very,veryrapidly.And thenwhen themarketstarted toeven outand groweven eversoslightly,we justtook off.And eversincethen, therest hasbeenhistory.Well,that'ssuch anawesomestory totell rightnow.Like we'rerecordingthis inend of2023.And althoughthere's alot ofopportunitiesin themarket, Ithink fora lot ofagents andrealestateprofessionalsout there,there'ssomeuncertainty.They'refeelinglike it'sdifferentfrom lastyear.So youmentionedlikelayingthoseseeds downandgrindinghard whenthingswere toughand howthen theminutethingschanged,youexploded.What wasyourbusinesslike rightbefore 07and thenwhat aresome ofthosethingsthatyou didor systemsthat youput inplaceduring orafter?Well, Idon't knowhow I gotthismindset,but Iconsidermyselfvery luckyto haveadoptedthatright atthebeginning.But Iliterallysaid everyclient orpersonthat Iinteractwith, Itreatedthem liketheywere agold barfrom theFederalReservebecausethe saleofwhateverthey didwith me,the futurevalueof thatrelationshipwas worthexponentiallygreaterthan theonetransaction.And soeverythingthat I didin thefirstreallyfive toeightyears waspredicatedon makingsurethat everyrelationshipthat Ihave, Iknock itout of thepark interms ofcustomerservice, interms ofdelivery,post-sale.I madesure thatI was intheir faceforanythingtheypossiblyneeded.And Ididn'teven caremany timesabout thecost ofdeliveringthatservice.If I lookat it froma revenueper hourperspective,I wasprobablyworkingrelativelycheap, buttherewas a lotofinvestmentbeingmade.And Ireally,reallythink thatwas thekey.And let mejump inhere realquickbecause,so I knowwhoNevin is.Thelistenersneed toknow whoNevin is.And thereason whyI say thisis becausepeopleneed toknow thisis a guythat'sconsideredin the top50 in theentirecountrywith allof RE-MAX,right?Here's aguy that'sbeen inthebusinessfor over20 yearsand he'sdoingthings ata realhighlevel.But what Iknow aboutNevin ishe's alsonot outtheretrying tofigure outthe nextgreatestandbest wayof how tospend moremoney.He justtold youabout howhe treatshisclients.And I wantto getinto alittle bitmore abouthow youtreat yourteam andwhat yourteamstructurelookslike,becauseI'vealwaysbeenfascinatedby how yourun yourteam upthere inMinneapolis.And Ithink thelistenerscan learna lot fromthis asthey'remaybethinkingabout howto grow ateam.Sure.I guessI'll startwith whatwe haveright nowand thenI'll workitbackwardsand thenI'll letyou kindof expoundon that.So rightnow wehave whatwe wouldcall anofficemanagerandthere's alot ofstuffmoving atourpracticeright now.We've gota lot ofthingsgoing on.Then wehave anagent andwe have amarketingperson.So rightnow we'rereorganizingbecauseessentiallymy officemanagerhas justascendedsorapidly.And so sheisessentiallymovinginto adifferentarea inassistingme.And wehave tofill inthe voidof thismarketingslashadministrativeperson.So that'swhat we'redoingright now.Now how Igot there.So obviouslywhen I doyou wantme to kindof gothroughthejourney.Well Idon't wantto hear somuch.Well youcan talkaboutwhateveryou wantto talkabout.I thinkthelistenersare goingto befascinatedby is tohear howyou're setup more inall yourall yourteammembersare moreon asalaryposition.Yes.Which I'vebeenfascinatedto hearaboutthis.Yeah.So youknow whenI in 2015and Ibrought ona quoteunquotebuyeragentthere wereeverybodytold me Iwas doingthe wrongthing.And whatwhat Isaid isI'm notpreparedto bringsomeone onand givethem asplitfundamentallythat justdidn'tmake senseto me.It madezerosense.So Ibrought abuyeragent onand I paidhim asalary anda prettygood oneat that.And then Ihadbonuses inthere.Andobviouslythis agentwascompletelylicensedbuteverythingwaswrittenunder myname.They wereanemployee.If theybroughtdeals tothe tablethey wouldessentiallybe myclientsunless hedecided toleave atsomepoint.Now thenotionthat drovethat wasprotectionof mybusiness.And I tothis daythat isthe numberone thingthat kindof governseverything.And Ibelievewhen weallstarted wewere justlonelyindividualsright whenwe firststartedsellingrealestate.And so atthe end ofthe day aswe builtthat up wewerebuilding abrand andour brandmake nomistake.You callit howwhateverlevel youare you'rea teamyou'rethisyou'rethat butyou arethe brandand themoment youdon'tunderstandthat oryou losesight ofit is themomentthat Ithink youstart todecline.And so Idid notwant tobringsomeone inthat waspurelycompensatedon acommissionin chargeof a goldbar ofmine whichwas aclientbecause atthe end ofthe daythey wantto selland I getthat.So thesalarygave themenoughheadway toget thingsdone and Iobviouslywas reallyreally bigon how totake careof theclienttellinghim nodon't buythis home.This isnot therightdeal.This isnot theright timeto sell soon and soforth.And thatworkedreallywell forme becausetheclientsended uplovingthis guyand hejustdazzledthem interms ofserviceandcharismaandgettingalong withthem.And thenwhen wehad to dothe dealwe wouldwork ittogetherand itallowed mybusinessto growand growand grow.And sothat is afeaturethat Ihaveadopted tothis day.One of thethings Ilove aboutthat isyou thinkof likethetypicalteam modelout thereand notragging onanyonebecause somanypeopleacross thecountryhave anormalteam modelwith anormal feestructureand theydo they doa greatjob.But youknow a lotof teamsin essencelike whenyou giveawaybusinessto yourbuyersagents andthey're in acommissionyou're inessencetakingthat goldbarsplittingit in halfand sayinglike Inever wantthis backbecausethatrelationshipbecomestheirperson inessenceandperpetuity.I thinkback tothe firsthouse thatI boughtright likeI calledthe agentthat Itrulywanted towork withand hehanded meoff tosomeoneelse fiveyearslater Iused thatagent thesecondtime and Ithink somanyconsumerswere likethatbecausethis is arelationshipbusinessat the endof theday.So I'massumingyourbusinessis veryveryclientcentricand Idon't evenwant touse theword pastclientbecausethey areyouractivecurrentclientsforever isthat I'massumingthat's thecase.No that'sthat'spreciselycorrect.I mean wewant andwe aspireto becounselorsyou knowandadvisorslong termand wewant to beable todeliverhigh endluxuryservicesto theseclientsand youknow a lotof peoplewhen I saythatthey'relike whoayou mustbe aluxuryagent.I mean wedo sellsomeexpensivehomes butthisapplies tosomebodywho wantsto buy asixtythousanddollarpiece ofland.We don't discriminateat allbetweensomebodywho'sbuying apiece ofland forsixtygrand orbuying ahome forthreemilliondollars.We treatthem thesame andthat'sbeen thebedrock ofhow we'vebuiltthis.Realestate hasa lot ofcontracts.I wantthispodcast tohave asocialcontractas well.Here'swhat Ineed fromyou.If you'relisteningto theshow andyou getsomethingvaluableout of itor youhearsomethingthat youthinkthat'sawesome.I want youto send mea DM onInstagramor if youfind myemail sendit thatway.The morefeedbackthat I gethelps meto puttogetherbettershows andattractbetterguests.This issuch animportantconversationjustbecauseagainthere's alot ofnoise outthereabout howtostructureyourbusinessandthere'splenty.I wouldn'tsaythere's awrong waybut thisis justopeningpeople'sperspectiveto makingsure theyarecontrollingtheirbusinessfor thefuture andreallygetting tothinkaboutthat.And youguys arerock solidat thisthis goldbar themethat youmentionedwhich Iabsolutelylovebecause Ithinkthere's astatrollingout therefor everyrelationshipif youtreat itthe wayright waythat onerelationshipispotentiallyworth onehundredthousanddollarsover the court.Go aheadMatt you needyou'regoing tojump in.No youcan't.That onerelationshipispotentiallyworth onehundredthousandif you dotreat thatthe rightway.So withthoserelationshipsandgainingnewrelationshipshow areyou outtherecompetingagainstyour peersright nowin thismarketespeciallyin thismarketwhen thereis a lotof noiselike howare youstructuredto clearthe noiseanddominateyourmarket andtake moremarketshareright now.So I lovethatquestionand youknow Iguess Ihave toanswer itwith thisdepthprovided.So one ofthe thingsthat droveme nutsbetween2017 andyou know Iguess themiddle of22 was youknow wehad somanypeopleenter therealestatemarketthinkingthey couldsell homesblah blahblah.And thisgoes backtosomethingthat Ibelieveyou havetounderstandbut youhave todeliver avaluepropositionto theclient ineverydifferenttype ofmarketplaceand youhave to beable toadapt tothat.So toansweryourquestionhead on Ilove thismarketbecauseit's soeasy todifferentiatebetween 99percent ofthe agentsbecausethey'rereally notbringinganythingto thetable.The key iswhat areyou tryingto deliverto theconsumer.Now in2020 whenI would goon listingpresentationsor 21 forthatmatter Iwould tellmy listingclientstraightto theirface youdo notneed me tosell yourhome.You arenot hiringme to sellyour homeand Iwould tellthem thatright upfrontmaybe somepeople belike whoathatdoesn'tmakesense.I saidwhat youneed mefor is tomake surethatyou'vesold thehome forthe mostamount ofmoneybecauseyou couldput acardboardsign atthe frontof yourdrivewayand youcan sellyour homeby 5 p.m.tonight.And obviouslyyou don'tneed mefor that.But if youwant tomake surethat a youhave aseamlessexperiencebe you'regettingthe mostamount ofmoney foryour homeand seeyou'regoing togetcustomerservice atanunprecedentedlevel.That's whyyou'regoing tohire menow fastforward totoday.Why areyouhiring me.Wellinterestrates of30 yearfixed asfar as Iknow as oftoday Ithink it'sat leastsevenpointeightseven fiveperhapseightpercentsales areslowingdown.They'restillhappening.So youhave tohave astrategyto sellthe home.So nowwhen youcall meyou'reactuallyyou saynever knowI need youto I needyou tosell myhome.I don'tknow howto do thisand Idon'tthink mostotherrealtorsdo.And sowhen Iwhat Ihavenoticed isforinstancethe lasttwo homesthat we'vesold Imean doyou mindif I giveyouspecificexamples.OK so thelast twoexampleswherewe've soldlistingsin thelastcouple ofweeks Ihave toldmy clientsyou needto beenormouslypatientbecausetheliquidityof thebuyer'ssupply isjust it'sbeendiminishedconsiderably.So youcannothyperreactto timeandmetricsthat youwould haveconsideredsix monthsor even ayear agoand thatpatiencewill paywhen thebuyerarrivesthen wehave to beaggressiveand wehave tosell.And we'vebeen ableto do thatand I lookat some ofmycompetitorsand someof thesepeopleenteredthe marketin the midtwothousandteens.And theyare justpricereductionpricereductionpricereductionpricereduction.I'm thinkingOK Iunderstandyou knowyou got apricereducedsometimesbut if themarket isdormantand you'rereducingthe priceof thehome doyou evenknow whatyou'redoing.Like itdoesn'tmakesense.So you knowadopting astrategybeing ableto explainwhat'sgoing onin themarketplaceprovidingthat valueto theseller.If you areskilled atyour craftif youtake careof yourcraft ifyou investinunderstandingandlearningyou canreallyreallyseparateyourselfright nowand to methat's anenormousopportunity.No somethingyoumentionedthat Iwant to Iwant to goback toreallyquick youmentionedhow youused tostartthoseconversationswith yourseller bysaying youdon't needme towrite likewhetherit's sellyour houseyou don'tneed me tofind ahousewhateverthat be.I thinkpsychologicallyit'sreallydisarmingright likefor evenlike youknow rightright nowyou don'tneed.Like ifit'sinterestratewhatevertheobjectionis youdon't needto worryabout Xyou don'tneed me toget youthe lowestrate.Becausethen theywon'tbring thatup as aconcernfivesecondslater thatdisarmingeffectivewhateveryou thinkis goingto betheirbiggesthesitationtheirbiggestfear todisarmthat fearright upfront withapowerful.Leadershipdrivenstatementis hugeand Ithinkpeopleneed toalwaysthinkabout thatin theirpitch totheirclientsright likein thismarketabove allthe otherthingsthat yousaid weneed tolead ourclientsto.Make therightrulesdecisionsthey wanta leaderthat's whythey'repickingthese topproducingagentslike youguys and Ithink thatthat isgettinglost a lotwith someof thewith someagentsthat lettheirclientslead them.I 100%agree andI think asfar as themarketingdollars gonowgranted Iwill bethe firstto admitI'm notthe most.polishedon socialmedia Istrugglewith withmanythings onsocialmediaperhapsit's aattributedto my ageright nowI'm notsuper oldbut I'mnot young.But youknow atthe end ofthe dayyou've gotto bestrong onyourbricks andmortar youhave toand Ithinkthere'sbeen somanyagentsthat camein andthey'relike youknow I'm going tobuy someleads hereand playpay paysome moneyon Zillowand.I'm goingto put abunch ofsigns outin thecorner anddo someopenhouses andthey solda bunch ofhomes andtheythought ohthis iseasy thisis easyI'm justgoing touse thisvanillascript andsell abunch ofhomes butas soon asthatchanged.Theystarted tostrugglenow Iwould alsoargue thatthey alsounderperformedrelativeto themarketwhen theirclientsused thembut theywere veryverygood at.You know Iwould callit thesmoke andmirroreffect youknow nowthe smokeandmirrorsgone andtheclientswhetherthat's abuyer sothey gotto seesubstanceand that'sincumbentupon theindividualagent tomake surethey candeliverthatbecause ifyou do.I promiseyou thisis verysimilar Ifeel to2000 youknow 10 1112 verydifferentsituationbut verysimilaryou canbuildmarketsharehere, thisis atremendousopportunity.Right welland listenI don'tthinkthere'sany wrongwith beingwrong withyou notbeing asocialmedia guruI lovethat youbroughtthat upbecause Istartedoff bysayinghere's atop 50agent inthe entirecountry.It is selfadmittedlynotfocusedtoo muchon socialmedia butyou gotthere oneway bybeingconsistentin takingcare ofyourclients atthehighestlevel.Which is animportantpoint herebecausemanyrealtorsare alwayslookingfor thenextgreatestthing andthen weforgetwhat isright infrontof us.We allforgetthat 70 to80% of ourbusinessis comingfrom ourpastclients iscomingfrom oursphere sowhy are weputting100% ofour energyon maybe20% of ourbusinesswhy aren'twe putting100% ofour energyinto 80%of ourbusinessincome.So I thinkthis is areallygood thingfor youknowagents toremindthemselvesof.Let me askyou aquestionnow but ifyou're aconsumerright nowin thismarket andI feellike mostconsumersarestartingto realizethat I do.Want to bealignedwith aprofessionalwhat typeof advicewould yougive toagentsaboutreallyworking ontheircraftright nowwhat typeof advicewould youget sowhat Iwould sayisknowledge.Notknowledgeofeverythingyou couldthink ofso youknow whatwhat issold inthe lastsix monthswhat solda year agowhat soldtwo yearsago youhave tounderstandthat withgreatdetail.You havetounderstandwho issellingthepropertieswho arebuying thepropertieswhat itwhere isthattargetaudiencebut, forinstance,right nowwe'reseeing.Very verylow levelsof what Iwould callmove upbuyersright nowI wouldyou knowthe themajorityof thetransactionsI'm doingare oneway peopleinto thetwincities orpeoplethat arerelocatingout.Right soyou haveto knowthat thesecondthing isand Ithink thisis reallyreallyimportantbut.Peoplelove statsand dataand I getthat butstats anddata areonlyimportantandrelevantreally ina staticmarketplaceas soon asyou are inan inclinein anincline ora decline.You haveto make aninferenceon thedata youcan't justextrapolatethat dataand Ithink alot ofpeople aremakingthatmistake soright now,if I goand I'mcompingout ahome.You knowand Idon't haveenoughdata fromyou knowreallySeptemberor evenOctoberfor thatmatter soI go intothe firstpart ofthesummer.That's notgoing todo myseller anyjusticeI've gotto be ableto sayokay themarket ismovedhere's whyhere's thecorrectpositionhere's whyI believethat's thecorrect position.And makethat casenow youknow, forinstance,we sold ahome.A coupleweeks ago,and Iguess thati'll usetheseexamplesbecausethey'reprobably alittle bitmorehelpful,but I toldmy clientI said Iwant tosell youthis homeas thoughyou arebuyingthis homein Januaryof 2021.And so Isaidthat'sgoing tobe ourtarget andI said ifyou getthat priceI don'tcare whattheinterestrate isyou'reinsulatedfrom a lotof risk.And wenailed itand hebasicallybought thehome at aJanuary2021 pricenowobviouslytheinterestrateshigher thepaymentshigher.But from avaluepropositionhe's goingto doprettywell, youknow, longterm, andso I thinkbeing ableto havethoseconversationsand it allstems from knowledge and.comes fromknowledge,you haveto investinknowledge.Neighborhood Realtorpodcast isproudlymadepossibleby thesupport ofoursponsorsTreadstonefundingandneighborhoodones twoamazingMidwestmortgagecompaniesthat nowhaveofficesall aroundthecountry.If you'rea realestateagentlooking topartnerwith anamazinglender DMme at MattMuskey 88and I'llconnectyou withsomeone in yourmarket ifyou're alender andyou wantto jointhe rightmortgagecompany DMme andI'llconnectyou aswell.Any marketregardlessif it's abuyer'smarket,seller'smarket,it's ahigh ratemarket,low ratemarket.There'salways away tofind valueplay andso for youas theRealtor tocome toyourclientswith.The valuethat theyshould belookingfor ratherthan thefear thattheydefinitelyhaveratherthan thevalue theythink theywant.That'swhatthat'swhat atrulygreatagent isable to doright now,especiallywhen youhave thatmarketperspective.Well, andit's theand Evan,I'll letyou speakon this,but it'stheintangibleof.How areyourelayingthis in aconfidentmannerright soit's it'sone thingto knowthe stats,but if youshow up insomebody's.Livingroom inyourpresentingstats in a nonconfident confident.Confidentfumbledmatterversusleadingpeopledirectingpeoplespeakingwithconfidencethat thatlittlepiecerightthere.I believemakes allthedifferencewould youagree withthat 100%I wouldsay that'sspot on sowhen youknow ityou got toknow it inaconversationalmethodnumber onenumbertwo is.Identificationof thepersonalityyou'retalking toright, sothis isthis iswhat Icall theultimatechallenge.Whetheryou have atouchyfeelyclient oryou havesomebodythat islike me,which isprobablythecompleteoppositeI'm justdirect tothe pointlet's go.The objectiveremainsthe sameright, butboth ofthem willsubscribetodifferentverbiage.And so,and bothof themwill buywhat youtell themwhen youexplain itin acoherentmanner,but youhave tounderstandhow toarticulatethat basedon ifyou'retalking tome or ifyou'retalking tosomeonetrulytouchyfeely.And that'sa skillthat youalso needto be ableto learnand I'mstill tryto try toperfectthat asmuch aspossibleeven now.Because ifyou do notcommunicatethat in apropermanner,they'renot goingto buywhatyou'resellingyou mightknow themostamount ofthingspossible,but if youdon'tcommunicateitproperly,you won'tget thejob done.Correctwell, andyou knowit goesback topotentiallyfor yourpersonalitystylehavingempathy.Forsomebodythat'smaybescaredright nowright nowright yougot torecognizethat i'm averydirectperson i'mready toget thejob done,but Iactuallyneed torealizethat i'vegot totake astep backright now.Anddeliverthis in away thatiscarryingcompassionateempatheticbutconfidenceright soit's trulylikeplaying agame ofpokerright Imean.Absolutelyand you knowyou've gotto makethat readand thenyou've gotto reallyyou knowyou haveto haveselfcontrolbecauseyou knowyoueveryonewants tobehave inthe kneejerkreactionof howtheirdefault isright andif youjust allowthat tooccur.You know50% ofpeople areprobablygoing tobedifferentsignificantlydifferentthan youso you'vejusteliminated50% of themarketplace.Right so Iknow we'rekind ofgettingtowardsthe endhere, butI want tohear fromboth ofyou guyswhat areyou eachsuperexcitedfor in thecurrentmarketthat we'rein or.We're inyourbusinessand theyknew thatyou'retrying Iwant tohear oflike whatwhat'sreallygettingyou pumpedto get tothe officein themorning.You wantto gofirst yeahI canstart youknow i'mexcited Ilearned alot aboutyou know Ilearned alot aboutthis lastyear wheneverybodywas.confusedon marketconditionswe justdoubleddown likeweabsolutelydoubleddown onwrappingour armsaround ourclientswhenpeoplewerepullingback wewerepushingforward.We werehavingtons ofclientevents soi'm reallyexcited tolead thecharge inthat arenawith.Continuingto haveconsistentcommunicationwith allof ourclientsbecausewe'reseeing thesame thinglike.Not a hugeInternetlead fanright nowI thinkit's a tonof work, Ithink it'sa verysaturatedmarket andI thinkthat ourclientsare goingtocontinuouslyfeed us ifwe if wetake careof themand staytop ofmind.One of oneotherthing i'mexcitedabout isis we areproducinga ton oflocalvideocontentright nowshowcasingourcommunity.We'repushingthiscontentthroughYouTubeit's ourliving ingrandrapidsseriesreallyfocused onYouTubeand SEO ata highlevelgaining alot oftractionthroughthatbecausei'mtrying to.Create myown Zillowper seright, butI wanttheseleads tocome to meI wantthesepeople toknow us, Iwant themto haveseen ourvideo andI wanttheseleads tobe alittle bitmore of aslam dunkfor ourfuture soi'm veryheavilyfocusedon.The videoCommunitycontentand thenjustdoublingdown onourdatabasein 2024.Josh want toelaborateon thatfor asecondbecause Iwasplayingpickleballthe otherday with acompletestrangerand weweretrying tofigure outwho weknew inthe samecircle andhe knewyou abbyand Rosson yourteam.Becauseyou guyswent tohis gymand filmedaCommunityvideo athis gym,which madehim feelsupergreat.And youweren'thisoriginalrealtorbut youwere therealtorthat hecould namebecause Iwas like Iwork inrealestatehe's likeOh, do youknow themajor andI was likeOh, didyou workwith themhe's likeno theycame to mygym to shoot a video.It wasgreat theylike didfreepublicityfor us.He wasacting heloves youguys andwillabsolutelybe aclient ofyours atsome pointwhen himand hiswifedecide tomove.And so,like Ithinkpeopleneed torealizelike wetalkedaboutvideovideovideo it'snot justall forlikeinternetleads andSEO thatisn't afringebenefit.But it'sfor thoserelationshipsyou get tomake intheCommunityit's areason toreach out,so I lovethat mightbe morepeopleshould doit tooalright,how about you, Kevin.There'sthreethingsthatexcite meand I'mjust goingto be rawif that'sokay sothe firstis is I'mrebuildingmybusinessso I'mbasicallyripping itdown tothe studsand I'mgoing tomake surewe'repointed inanaccuratedirectionfrom amarketingstandpointfrom wherewe'regoing toget ournexttransaction.It's veryimportantbecause wecan'toperatelike wedid thelast two years that just won't work.The secondis I feellike we'rein a muchmorecontrolledmarket sowe have alot moretime,which isgreat.So I'mtrying tolearn alot morethingsthat Ihave neverdone likevideo andyou knowI'm doingsomepodcasts,which isreallyexcitingand so Iwant todelve intothat and get caught up to speed on that.And thenthe thirdthing isI'm justexcitedfor agentsthatreallydon'tdeserve tobe in ourindustrybecausethey arenotprofessionalgetbasicallywhacked.I mean,I'm justbeinghonest I'mI'm theydon't knowwhatthey'redoing Idon't Idon't likethe factthat theyenter intoa spacetheydiminish the brand and the.Thefeelingout thereof what wecall aprofessionalagent Imean it'sthe samething ineveryindustry,you knowattorneyswhateverbut thatto me isopportunityand themoretransactionsthat I cando withotherprofessionals.You know,the betterit is forourcommunity,quitefrankly,so I thinkthat'sthat'ssomethingthatexcitesme.Well, we'regoing tocertainlysee that Ithink Iknow on myend Istudy thenumbers we've lost 100,000 mortgage-aligned companies.We've lost100,000mortgagelenderssince lastyear. Soin aone-yearperiod,180,000startednow we'reat 80.I wouldpredictthat as weget closerto January1st, we'regoing toloseanother30,000. Soprofessionalismon thatside isgoing tochange alot morefor thebetter.On therealestateside, Ithink alot ofrealtorseventuallyjust likeescrowtheirlicenseand theygo thatdirection.But again,that takesthem awayfrom beingthe personthat youhave todeal with.They mightget somesmallreferralfee hereor there.Andeventuallythey'reout. Sowe'redefinitelygoing tosee that.I'm superexcited tosee howthatfurtheramplifiesthebusinessandprofessionalismthat goodqualityagents aredoing.So wealways inthe show,Nevin, ifsomeonewants toget intouch withyou, ifthey havea buyer orseller inthe TwinCities in theMinnesotaarea, howwould theyget a holdof you?Well, mywebsite,www.nevinrealestate.com.Nevin isjust likeKevin withan N.So you cango to mywebsite.There's acontactformthere. Myemail,nevin atnevinrealestate.com.And youcancertainlycall me,which Iguess Ican giveyou thenumberrighthere. It's9524848231.Very happyto takecare ofanybody inthe TwinCitiesmarket.Awesome. Well,thank youguys somuch forbeing onthe showtoday.Lookingforward tothe nextone.Anyonelistening,if youhave notleft areview,this ishow we getmoreamazingpeople tobecomeguests onthe show.Pleasetake asecond, gotoSpotify,go toApple, goto yourfavoriteplace,leavereview,help usout a ton.And seeyou guysnext time.

The Neighborhood Realtor

Clients Need Patience, Agents Need Grind — Nevin Raghuveer, MN

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