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Maximizing Your Time in Busy Season · The Spiro Podcast: Managing your Real Estate Photography & Videography Business

• 0:00
  Coming up on this episode of The Spiro podcast.
• 0:04
  But it is important that we have a rest run cycle that you let your body
• 0:11
  just breathe.
• 0:12
  Yeah, yeah.
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  And, and if you put pressure on yourself during that time,
• 0:18
  you're actually doing, I think, more harm
• 0:22
  in taking the break because you're trying to take the break,
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  but you're putting guilt on yourself for taking the break.
• 0:30
  Welcome to the Spiro podcast.
• 0:32
  Managing your real estate photography and videography business
• 0:37
  with your hosts, Todd Kivimaki
• 0:39
  and Craig Magrum.
• 0:43
  Hi, and welcome to the Spiro podcast,
• 0:45
  Managing your real estate photography and videography Business.
• 0:49
  Spiro is a software platform designed to help you manage your day
• 0:52
  to day business and really help you scale and grow your business.
• 0:57
  I'm Craig Magrum, host of the podcast.
• 0:59
  And always enjoy, you know, each. Each week
• 1:02
  that we record these and and publish these and just see the interaction.
• 1:06
  We appreciate you who listen or watch in just your interaction as well.
• 1:11
  So thank you for being the part of the Spiro community
• 1:16
  with us each and every week who almost each and every week
• 1:19
  our cohost and Spiro founder, founder and owner Todd Kivimaki.
• 1:23
  Hey, we're recording this on Good Friday.
• 1:27
  Todd, and it's bright and sunny, at least here in northwest Ohio.
• 1:30
  How's your day going so far?
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  Oh, day's going great.
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  It's, you know, we're coming into a slowdown for this Easter holiday weekend.
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  And, you know, just kind of remember Good Friday and but it's good.
• 1:42
  It's I'm right by I'm not far from you.
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  So the sun is nice.
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  Craig, Ohio fooled us a few days ago.
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  Got warm as well.
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  And then the next day it was sunny or now it was really overcast.
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  And I'm kind of thinking at least we have the warmth.
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  They walked out the smack dab in your face, cold.
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  So I was angry with Ohio.
• 2:01
  This week.
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  But Ohio is coming through a little bit better today.
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  I don't know, though.
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  Don't don't hang your head on that too much because next Wednesday
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  are you saw there's a chance of snow again. Oh,
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  high in the fifties.
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  I'm thinking about riding the bike to my two shoots today but snow next
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  - Wednesday possibly so Yeah well - anyone anywhere south have an extra room for me?
• 2:24
  I'll help clean up. Right.
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  I I'll be a good roommate if it's warm.
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  My my wife and youngest are get to go to Florida next week for spring break.
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  I'm like, I can't do it.
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  This is the end. This is the start of busy season.
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  I don't take time off.
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  And they've gotten used to that.
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  But I'm kind of jealous, you know?
• 2:45
  Yeah.
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  Anyway, all right, well, speaking of busy season, that's a little bit about what
• 2:50
  we're going to talk about this week and how to maximize our time.
• 2:54
  But before we get into that, let's get some updates on Spiro.
• 2:58
  Todd, what's going on with Spiro?
• 3:00
  Yeah, on Spiro.
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  So we have launched some goodies in the system for you recently.
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  So invoice customization, you can put a memo
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  if you have a tax idea or a VAT number.
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  If you just want to add something about payments,
• 3:13
  you can now customize those invoices.
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  So thanks for the feedback on that. That is in the system.
• 3:19
  Just some small one.
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  Again, I've mentioned this a few times,
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  but these are kind of some of our quality of life updates that we're improving.
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  Like the order grid enhancements.
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  Many of you all told us that you wanted the date, that the order was submitted
• 3:31
  and scheduled, the date it was scheduled in the time we added that on there for you
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  default country code if you so if you're an international user,
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  your agent now won't have to change it to your country code.
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  We'll just default to your country code.
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  So some other things like you can upload multiple floorplans at one time
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  trip fees, you can charge per mile, you can disable the trip fee, pop up.
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  So many of these quality of life things have gone in.
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  A couple of things I want to mention is the merge fleet.
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  So this isn't in the podcast today in the show notes,
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  but if you're looking for a way to increase
• 4:09
  your average order value, doing video is going to be incredible.
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  I talked to someone that's going to switch in to Spiro.
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  I talked to her yesterday and they had historically been using
• 4:21
  some prebuilt take photos and make it into a video.
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  And when I showed her the idea of what video is and that it can be edited
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  by the merge fleet for as
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  little as ten bucks and it can be done in ten or 20 minutes.
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  And then the resources that we have, the help train
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  you and your team on how to shoot video and you can even do it on an iPhone
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  in $125 DJI Gimbal or any gimbal
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  if you're looking to maximize
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  and every business owner, I mean, that's what we do, right?
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  We want to maximize everything.
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  Not I'm not just profit, but our time, our clients marketing abilities.
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  It's just not for us, it's for our clients as well.
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  I would just ask you to look at the Merge fleet.
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  So it's our logic based, logic based video editor.
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  We use it.
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  We've put over 20,000 videos through it.
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  A lot of you are using it, which is really cool to see.
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  But if you're thinking about video
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  and you're just like, Oh, I don't know, a workflow,
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  I don't know video, I don't know who's going to edit the videos,
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  we can check all those all for you.
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  There's a free training course online so you can get it in Spiro.
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  You don't even have to be a Spiro user.
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  So if you're not delivering in Spiro, if you're in another platform or
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  not in a platform, you can use the standalone merge
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  and you can do video, you can increase your average order value
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  and you know, you can give your clients better marketing materials.
• 5:50
  That's awesome!
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  Excited about that. Yeah.
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  I also wanted to touch on a couple of upcoming things.
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  So we have for our international users, translation is coming very soon.
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  So the ability for you to have your client facing pages be translated
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  in your native language that is coming here, just talk to William today.
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  He's our lead developer and a partner.
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  Spiro looked at some of those things.
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  It's exciting.
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  Some other things like, yeah, very exciting.
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  Their quantity and variation, you know, the number of,
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  of, of images you can do that.
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  You just have to add another service.
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  We're going to give you a little more flexibility on that,
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  some timezone enhancements, some other things
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  real quick
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  on that quantity and variation.
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  That's that's a great ad for virtual staging specifically too, isn't it, Todd?
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  It is. You know,
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  so we do it a little bit different, Craig, as to where we don't sell.
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  So I have I'll give you the, the 60 second on this,
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  but I don't believe when an agent places in order that they really know how many
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  virtually staged images they want,
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  they they just haven't seen your images yet
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  and they might see your images and decide they want more or less.
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  So we have a workflow where we the system automatically sends out an email to them.
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  When they order virtual staging, they order virtual staging,
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  they see what the price will be on their final invoice.
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  But we don't price it.
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  We don't make them lock in a quantity at first because we find that it changes.
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  So I've got a great workflow of what we do at Wow,
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  our real estate media company in our knowledge base.
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  So if you go to spiro.media, click on support
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  and then search for virtual staging, you'll see what we do.
• 7:34
  But we have a really great flow.
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  What we fill is a really great flow and we get it right every time.
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  So but that could be something that, you know, you could use it for, Craig.
• 7:43
  Is the quantity of virtual staging images
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  Well, awesome, great updates for Spiro.
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  And they just they keep coming.
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  Thanks to all of you that make the suggestions.
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  You can always drop us a line.
• 7:53
  hello@spiro.media and we'll take a look at those
• 7:58
  but yeah very very much user driven so thank you for the feedback
• 8:01
  and the input that you've, you've given us.
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  All right.
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  So Todd, we've got through those updates.
• 8:07
  One more thing before we get into the main subject for this week's episode.
• 8:12
  You've got a live video of that coming up with Eli Jones in April.
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  Don't you?
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  Yes, we do.
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  So Thursday, April 11th, at 5 p.m.
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  Eastern Standard Time.
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  Eli Jones and I will be on his YouTube channel.
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  We will be doing a live.
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  This will be a free event.
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  We will be talking about what we feel.
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  So the most important metrics are to your business,
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  what to
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  track, how we track them, why do we track them,
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  and how can you understand the health very quickly of your business?
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  Just by looking at these key metrics
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  So I'm excited about this.
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  This is something, y'all, that I didn't do for for quite a while now.
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  This is my 20th year.
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  We hired on a consultant probably about ten, eight, ten years ago,
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  and we hired her to help build our sales program.
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  And she came in.
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  A good friend of mine still, Shanon Landers, and she said,
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  What's your average sale price?
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  We call it average order value now. But she said, What's your ASP?
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  I was like Shanon, What do you mean? what did you just call me?
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  So what you have
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  you never knew was Shannon.
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  Sometimes you you're like, All right, well,
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  she just called me something or maybe she didn’t,
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  but she's like, What's your average order value?
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  I'm like,
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  I have no clue.
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  And it's like, and then when I realized that I didn't have a clue, it hit me.
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  I was like, Oh, this is a number
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  that I should know and I should track.
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  And so there's many more than that.
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  But I do think there's two specifically
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  average order value and one more that we will talk about that
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  I feel are the two most important metrics to your business.
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  And there are items that you can control.
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  This is the other one is not revenue, it's not number of jobs.
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  It's something completely different.
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  It's something that we track at Wow.
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  And it is extremely important no matter what the market condition is.
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  But we're going to talk about it again.
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  It is Thursday, April 11th, at 5 p.m.
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  Eastern.
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  You can find us over on Eli Jones and YouTube, his YouTube page.
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  So if you just search Eli Jones, you're going to find him.
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  But I'm excited to do that, to give
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  you guys an information also to take your live questions as well.
• 10:37
  Awesome. It's going to be a great event.
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  So put that on your calendars and give yourself a reminder as well
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  for that live event.
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  Talking about metrics and how and why they're important to your business.
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  All right, awesome. Good updates. And
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  we got
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  some some relevant and timely information to dive into now.
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  Todd, It's end of end of March when we're recording this.
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  By the time it launches, we're going to be in in April.
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  You know, Easter has come and gone and Easter was early this year.
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  It was.
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  But at least for us here in northwest Ohio, in the Midwest,
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  April is when things really start taking off for us in terms of activity.
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  And Todd, you and I were kind of talking
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  before the before the recording here just about how there's a shift
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  in mentality and activity
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  in what we're doing day to day.
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  And as things get super, super busy in terms of the number of shoots
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  that we're doing, you have to look at your time a little bit differently.
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  So let's let's jump into that.
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  Time is a premium.
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  It is.
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  And no matter what season of the year we're in,
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  so we're coming out of the idea of a slow season ends a busy season.
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  And at least I found with myself that I have to
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  I have to I have to flip a switch in my brain
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  because the activities are so different, right.
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  And in slow season, historically,
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  we've always built things, built programs, client acquisition
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  systems, whatever we felt
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  was lacking at our company.
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  And that can that's fun for me at least.
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  You know, it's fun to build new I love new things.
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  I love the change.
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  But then you get into busy season
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  and that time goes away
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  because now you are shooting
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  and at least in my brain and I don't shoot anymore.
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  So I'm.
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  But my activities are different and
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  I have to switch that flip that switch.
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  Excuse me, because if you're expecting to do
• 13:00
  all that building and busy season, I think you're setting some
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  unrealistic expectations that you're going to build as fast as you did.
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  in off season.
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  Now, that's not to say you can't do some smart things for your business.
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  That's what we're going to talk about today
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  to continue to push the ball down the road.
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  So I'm not saying
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  all of you should just be like, oh, client acquisition, customer care.
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  I'm not going to worry about it until September.
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  I'm not saying please, I'm not saying that.
• 13:33
  Yeah,
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  but you're not going to probably take five coffee meetings a week with
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  with realtors. Yep.
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  Even if you had the time, they're beginning to not have the time.
• 13:42
  Yeah.
• 13:43
  So we're going to talk about some things today, day of how you can continue
• 13:47
  to work on your business when you're working in your business.
• 13:53
  Okay, that makes sense.
• 13:53
  So how you're going to continue to grow your business when you're
• 13:57
  just hustling, trying to keep up with the business
• 14:00
  at Wow. Our number one core value as clients are our number one priority,
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  so we feel as though anything we do
• 14:08
  should reflect that they are the most important aspect of our business.
• 14:14
  And we really focus
• 14:16
  on those relationships with the agents.
• 14:19
  So I'm going to set up a scenario here and then, Craig,
• 14:21
  I'm going to put you on the spot like I always do.
• 14:24
  It's not a face tattoo, so we're not we're not going to talk about that.
• 14:27
  Although I did talk about it morning meeting.
• 14:29
  I can't not talk about it on a Friday.
• 14:31
  I just I don't know why I love it so much, but it is it is, Craig.
• 14:34
  Real quick,
• 14:35
  before you get into this setting me up,
• 14:38
  do you remember back in this bad
• 14:42
  do you remember back in the eighties, the crash test dummies?
• 14:46
  - I do though - I'm starting to feel like that a little bit.
• 14:50
  Craig, I'm going to set you in this vehicle, but we're going to launch you
• 14:55
  down the runway and just see what happens.
• 15:00
  You know,
• 15:01
  when they did yellow and black circles,
• 15:05
  they did use real humans as well for crash test dummies.
• 15:08
  So that, you know, that's
• 15:12
  Anyway. Okay, go ahead.
• 15:14
  Go ahead. Let's let's get me strapped in here.
• 15:16
  - Get me ready here. - Okay. Yeah.
• 15:18
  Fasten your seatbelt, y'all. Yeah, Yeah.
• 15:21
  Especially Craig, because we're going to go a little fast
• 15:24
  this time and hit the wall.
• 15:27
  Okay, So,
• 15:27
  Craig, you've just worked your butt off during slow season.
• 15:31
  You've built relationships, you've done the coffee,
• 15:34
  you've done the uncomfortable things as an introvert to go out
• 15:38
  and go to those big events and you've put in the work
• 15:43
  and now we are starting to see some fruits of that labor.
• 15:47
  So this is great new client names.
• 15:50
  They're coming in,
• 15:52
  new clients come in
• 15:54
  and they can sometimes come in with their own
• 15:58
  - set of expectations. - Yes.
• 16:03
  Now there is an easy way
• 16:05
  to make sure that you and your new clients
• 16:08
  and even your existing clients are on the same page.
• 16:11
  That is probably one of the most difficult things to do.
• 16:17
  Communication is difficult.
• 16:18
  I sat with the leadership team this week.
• 16:20
  I said, Hey, I don't think our communication is bad.
• 16:23
  I just would love to continue to work on our communication as a team.
• 16:26
  And I and I personally think it's
• 16:29
  the number one gap at all businesses is communication.
• 16:34
  We want to have the phrase like the telephone game,
• 16:36
  you know, remember like you tell one person, it goes in the next,
• 16:39
  the next, the next and all of a sudden it's something completely different.
• 16:41
  right.
• 16:43
  And but there's ways to help with that.
• 16:47
  And focusing on it is one of those ways
• 16:51
  that new clients are it
• 16:54
  new clients is a a segment of our client group.
• 16:57
  Craig that we focus on at
• 16:59
  Wow and setting those expectations because we haven't always done it
• 17:03
  and we realize that it has ended up bad
• 17:05
  for us and the new clients in the past and when it ends up bad
• 17:11
  for the new clients and they leave you,
• 17:14
  why did you just do all of that hard work
• 17:19
  to not do a few simple things?
• 17:21
  So, Craig,
• 17:23
  what is your workflow with
• 17:26
  now that it is the end of March, we are seeing those names come in
• 17:31
  that, you know, you had coffee with,
• 17:34
  you didn't know you were at an event with and they
• 17:38
  you have a start of a relationship
• 17:39
  and they trust you and they want to order from you.
• 17:42
  What do, what's your approach with new clients when they order?
• 17:48
  Yeah.
• 17:48
  So really there's kind of two situations.
• 17:50
  You have the client that you've built the relationship with,
• 17:54
  and that's one one approach
• 17:58
  and, and somewhat related, but a little bit different
• 18:00
  is the new client that comes in that you actually had no,
• 18:03
  no, no contact with.
• 18:06
  It was a referral from another agent.
• 18:09
  They picked up your materials at their brokerage office,
• 18:11
  but they weren't at the presentation that you did.
• 18:13
  It's a cold contact,
• 18:15
  but an exciting one
• 18:16
  because they actually ordered from you and I had one of those this week.
• 18:19
  So we'll walk through that situation in a bit.
• 18:23
  But yeah, I've gone through the coffee meeting, I've showed them what we can do.
• 18:27
  I've showed them some neat features like, you know, like the marketing tool kit,
• 18:30
  talked with them about goals, things like that,
• 18:33
  showed them basically how to order
• 18:36
  at that coffee meeting or at the presentation,
• 18:40
  you know, put it up on the big screen, give them some some basics.
• 18:43
  But they have at least the URL for the ordering site,
• 18:46
  Okay.
• 18:46
  So the the realtor has placed their first order in the
• 18:50
  in the Spiro system, and we've got set up a trigger
• 18:53
  that will send us the internal team, the business development specialist,
• 18:57
  an email that says, Hey, so-and-so has placed their first order.
• 19:01
  Okay, so this is now a visual checklist item for me to then follow up.
• 19:07
  I'll usually send them an email with just kind of re
• 19:10
  re-emphasizing some of the things that we might have already talked about, like
• 19:15
  turnaround time on delivery of media,
• 19:17
  how to access your media and download it.
• 19:20
  A couple links to some helpful knowledge base articles
• 19:23
  that are just the basics of getting started,
• 19:26
  you know, contact information, if they have any questions, things
• 19:29
  like that, so that they have at least the basic information
• 19:33
  they need to get their transaction
• 19:35
  going and get their photos and video up on the MLS.
• 19:39
  So we send them that email with that information.
• 19:42
  Craig.
• 19:43
  Let me
• 19:43
  just let me stop you right there real quick to make sure I understand.
• 19:46
  So there is an email in Spiro that goes out automatically to admins.
• 19:51
  So if you're in Spiro, you can go to, you can go to settings,
• 19:54
  email templates and just search for new clients.
• 19:57
  There's one that goes out to the admins and that's what Craig's referring to.
• 20:01
  So you don't have to set anything up in Spiro.
• 20:04
  It's done for you.
• 20:05
  If you want it to go to more of your team, you can add them in as a CC.
• 20:10
  That email does not go to your clients.
• 20:12
  That's just an inside email and that goes just to them, right?
• 20:16
  And so they get that.
• 20:18
  So you would get that email and,
• 20:21
  and then from there, the cool thing about it
• 20:24
  now one way we operate at WOW is that we, we use our inbox
• 20:29
  as a to do list and we categorize it.
• 20:34
  So I have a completed in many of us follow the structure, but
• 20:37
  we have a subfolder inside of our inbox
• 20:40
  and the main one is just called completed
• 20:44
  and I drag my email.
• 20:47
  So if I have an email my inbox, there is something to be done.
• 20:51
  When I have done that, I drag
• 20:53
  that email to the completed folder.
• 20:56
  It disappears from my main inbox.
• 20:59
  However, I can still search it because I did not delete it.
• 21:02
  I just move into a subfolder.
• 21:05
  So the cool thing about it is, is that email hit your inbox
• 21:08
  and now you have a new to do item in your inbox,
• 21:12
  so it's there for you when you can get to it.
• 21:17
  One other thing I just want
• 21:18
  to quickly note, Craig, is that also in the New Order email, we
• 21:24
  we set some expectations on every new order in the email.
• 21:28
  So we put the to our standard delivery time in the email.
• 21:33
  We have links to some other things those go in as well.
• 21:37
  And just the email that every agent receives after they submit an order.
• 21:42
  I don't think you can over set expectations too much.
• 21:46
  Even if a client has ordered from you literally 500 times,
• 21:50
  there's probably something they don't know about your business.
• 21:53
  And I think it's just safe to set those expectations.
• 21:56
  So
• 21:58
  cool.
• 21:58
  So, Craig, you get the new email
• 22:01
  and then from the new email, you're saying that.
• 22:05
  So have you talked to this client or not?
• 22:07
  - Are we taking the path that you've talked to them already? - in this situation
• 22:10
  Yeah, yeah, I've already talked to them.
• 22:12
  I've already met with them or done a presentation or an event or something.
• 22:15
  Yeah. Okay.
• 22:16
  So there's been, there's been contact beforehand.
• 22:19
  So like I said, I follow up with my own personal email
• 22:22
  just with a few, you know, reinforcement and pieces of information.
• 22:26
  And I just let them know, hey, congrats again on on the listing.
• 22:30
  Excited to shoot this for you
• 22:32
  and I'll see you at the listing if they're going to be there.
• 22:34
  I have a I have a question.
• 22:35
  Craig, I'm sorry. All right.
• 22:36
  I see this asked a fair amount too.
• 22:39
  So that follow up email now, my efficiency brain would say,
• 22:43
  Hey, just draft a standard email and send it to everyone.
• 22:48
  What do you do?
• 22:50
  Do you customize it? Do you what do you do?
• 22:53
  An email.
• 22:54
  I have a block of information that is copy and paste.
• 22:58
  Okay
• 22:59
  I'll paste that into a new one.
• 23:00
  But then I do personalize a little, little bit
• 23:02
  because to me, the relationship part of it is really important
• 23:05
  and I don't want to come off as a cold,
• 23:09
  you know, robotic type of email.
• 23:11
  I might reference a conversation we had, I might bring up,
• 23:15
  you know, something that that we talked about related to families or, you know,
• 23:19
  something that just happened in their life.
• 23:21
  Somehow I'll bring something in that they know.
• 23:23
  I actually wrote this email even if I did copy and paste a good chunk of it.
• 23:29
  I love that answer, I
• 23:30
  yeah, I think that's so important on building the relationship and again, you
• 23:35
  he said he has a big block that he doesn't type out every time
• 23:38
  because it's the same information but build a relationship
• 23:41
  and this is getting pretty easier
• 23:42
  because everybody's trying to discern what is AI anymore and if you literally typed out
• 23:47
  something that happened or you talked about with them.
• 23:50
  You know, it's kind of hard for them to write.
• 23:52
  Yeah, this is a generated email like no one else knows that but you and them.
• 23:56
  so you said, AI, Ryan, our director of training,
• 23:59
  sent out on our Slack channel earlier, or maybe it was our workspace site,
• 24:04
  you know, photographers afraid of AI taking over our editing
• 24:08
  and taking a pictures and it's all really goofy,
• 24:12
  messed up handshakes, you know, hands with extra fingers. And
• 24:17
  I'll see if I'll see if Justine can get this up on the screen.
• 24:20
  For those of you watching YouTube, you probably already saw it, but
• 24:24
  it just made me laugh when you said, AI.
• 24:27
  Oh, that's great.
• 24:29
  Yeah.
• 24:29
  Okay.
• 24:30
  Craig So the second path and if I'm taking you off course, let me know.
• 24:34
  That's so the second path is that there's just a new name in your inbox
• 24:39
  and you have, you don't recognize this name.
• 24:42
  So some marketing or some referral has worked, which is is great news.
• 24:47
  But you have haven't had a conversation,
• 24:51
  haven't set expectations, don't recognize this name.
• 24:54
  What do you do in that case?
• 24:57
  So that's not as common, but it does happen.
• 25:01
  And usually what I'll do is either
• 25:05
  I'm going to make a phone call if I see a new name and I see it's on my
• 25:08
  schedule,
• 25:09
  I'm going to try and reach out to them
• 25:10
  just to introduce myself before I get to that shoot.
• 25:14
  So it might be a phone call if I don't get there.
• 25:17
  You know them live on the phone, I'll leave a voicemail,
• 25:19
  or sometimes I might just shoot a text or or again, a quick email.
• 25:23
  I try to avoid email
• 25:25
  and text for that first one and try and try and make an actual phone call
• 25:29
  just just to establish that real life again relationship.
• 25:34
  You're dealing with a real human being
• 25:36
  and say, Hey, congrats on the listing, looking forward to it.
• 25:39
  You know, we'll be there at this time.
• 25:41
  Just wanted to, you know, verbally confirm with you as well and and
• 25:46
  it's just a nice kind of warm up to that cold
• 25:49
  new customer appointment that you now have.
• 25:53
  So not a whole lot, you know, I ask, do you have any last minute
• 25:56
  questions or anything?
• 25:58
  You just give them the opportunity and they might ask something here or there.
• 26:02
  But I try and keep it pretty simple and then get to the shoot, do the shoot.
• 26:08
  A lot of times a new client is there because they're a little nervous
• 26:11
  about working with a new vendor as well.
• 26:14
  And that's just a great opportunity then to walk them
• 26:17
  through how we approach an appointment.
• 26:21
  So I'm going to do the same thing I do with every seller when I get to that.
• 26:24
  That appointment
• 26:26
  is I'm going to say, here's, you know, here's how this typically works.
• 26:29
  We're going to do photos first.
• 26:30
  You're going to start in the first floor, you know, then we'll shoot the base
• 26:33
  the second floor, and then the basement will wrap up outside.
• 26:36
  Then we'll do the video, just walk them through the whole thing.
• 26:39
  So here's a real life example.
• 26:42
  I had a new client that scheduled an appointment that I've never talked to.
• 26:47
  You haven't met.
• 26:48
  And, you know, did that initial reach out and,
• 26:53
  you know, introduce myself and hey, looking forward to doing this with you.
• 26:57
  Got the appointment.
• 26:58
  She was there. Introduce myself.
• 27:00
  Hey, nice to meet you.
• 27:02
  And I asked her before we even started the shoot.
• 27:05
  So, Loucynthia, how how did you hear about Wow.
• 27:08
  Because I don't think we've had the opportunity to meet yet.
• 27:10
  She said, Well, yeah, I saw your materials in our office.
• 27:14
  I said, Oh, awesome. I said, Were you at the.
• 27:16
  I just did a presentation like two weeks ago.
• 27:19
  Did I miss meeting you?
• 27:20
  She goes, No, I never make it to the meetings.
• 27:22
  I work another full time job. I said, Gotcha. Okay.
• 27:25
  So we just did a little chit chat and then I verbally went through
• 27:29
  some of the expectations.
• 27:30
  Hey, once, you know, once we're done with this,
• 27:32
  I'll have your media to you by 5 p.m.
• 27:34
  tomorrow, you know, the next business day.
• 27:37
  And then she's like, Great, you know, any questions
• 27:40
  now let's go ahead and get started. What do you need?
• 27:42
  You know, she asked me, what do you need me to do?
• 27:43
  And then I'll take care of things.
• 27:46
  You just talk with the seller and and I'll take care of all this.
• 27:50
  So as I was going through the the shoot,
• 27:54
  she was she did ask a question about lighting,
• 27:57
  you know, should I move this and that let that looks perfect.
• 28:00
  And she heard the shutter clicking multiple times.
• 28:03
  And so I explained how we shoot, you know, the HDR process.
• 28:08
  And she said, That's really interesting.
• 28:10
  My last photographer
• 28:11
  never explained anything to me, so I appreciate you, you know, explaining
• 28:16
  the advantage of how you shoot now and be able to talk to my sellers.
• 28:20
  And I'm the I'm the expert now.
• 28:22
  I said exactly as I said. I love educating.
• 28:25
  I love teaching.
• 28:26
  She goes, Well, it shows. Thank you for that.
• 28:28
  So I get this email, this text afterwards, because the other thing I do
• 28:32
  in both cases of a cold client that I've not talked to
• 28:36
  and the one that I have talked to, that's a new customer.
• 28:39
  I always follow up the next day
• 28:42
  after we've delivered the media, I check the Spiro system,
• 28:45
  make sure that the delivery email went out.
• 28:47
  So I know that we sent it.
• 28:49
  I don't want to look dumb.
• 28:50
  And did it get your email?
• 28:51
  And we didn't actually send it yet, so I know it's been sent,
• 28:56
  but I want to check and make sure it didn't go to their spam
• 28:58
  folder or something like that.
• 28:59
  So I followed up and I got her voicemail.
• 29:02
  I said, Lucynthia,
• 29:02
  thank you so much for the opportunity to be part of your marketing team.
• 29:06
  Really enjoyed the shoot yesterday.
• 29:08
  You know, congrats again on on the listing.
• 29:10
  I just wanted to make sure you and your sellers are both
• 29:13
  very happy with the photos and the video that we shot for you.
• 29:17
  See if you had any further questions or any feedback for us
• 29:21
  because we always want to do better and better
• 29:24
  and just, you know, ask for a callback or a text back.
• 29:27
  I get this text back yesterday, Todd and some of you share this real quick.
• 29:32
  She wrote back, Hi, Craig the pictures turned out great.
• 29:34
  I appreciate your professionalism and tidbits about photography.
• 29:38
  So she remembered, you know, the little bit education that we provide
• 29:42
  that is going to empower her and make her look even more like the professional
• 29:47
  that she is to her clients because our whole goal is is marketing
• 29:51
  professionals, is to help our clients build their business.
• 29:55
  And her previous photographer did not add that value to their service to her.
• 30:00
  So just that one little thing and it's all just in conversations.
• 30:05
  Oh, I love that. Craig.
• 30:06
  It's it's so smart, so simple.
• 30:09
  But it's it's not easy because the other photographer didn't do it
• 30:15
  And I think as a as a small business and we're all small businesses,
• 30:19
  you know, I think the
• 30:21
  definition of a small business is anything under 40 million a year.
• 30:25
  That's what the U.S. government defines.
• 30:27
  So we're all small businesses.
• 30:29
  There's just these opportunities to really further
• 30:33
  relationships or capitalize on on them,
• 30:37
  whatever word you want to use, you know, capitalize might feel bad, but
• 30:40
  it's not just you, like Craig told her
• 30:45
  what HDR is and why we do it that way
• 30:49
  and gave her a tool that she can stand out from other agents
• 30:54
  the next time she goes and gets a listing up, goes on a listing appointment,
• 30:59
  you know, she can use that and she can seem
• 31:03
  like the expert, like Craig said, she can seem like the expert.
• 31:07
  And that might just be one other
• 31:10
  little reason that pushes her ahead of someone else.
• 31:14
  And again, one thing Craig told us about this is she is actually a full.
• 31:17
  She's working a full time job.
• 31:19
  So this is an agent that needs
• 31:22
  every little, you know,
• 31:27
  advantage as possible.
• 31:30
  And I think that's that's so cool that to take the time to do that.
• 31:34
  And now that's something that she's like, you know, oh, I have this now
• 31:38
  and I can use this.
• 31:39
  So that's just amazing information.
• 31:43
  Craig really need to hear that feedback.
• 31:46
  Need to get the client feedback too, right?
• 31:48
  I mean, we don't always get they're not always going to text you back.
• 31:51
  Sometimes you don't always get to talk to them,
• 31:53
  and sometimes you just have to assume no news is good news.
• 31:57
  But I'm not saying do that every time.
• 31:59
  Right.
• 31:59
  But it is it is really nice to hear that feedback.
• 32:03
  From the agent.
• 32:04
  Yeah, for sure.
• 32:06
  Awesome. Let me let me break that.
• 32:08
  I had one little part that I had a question on
• 32:10
  because I want to make sure that we got it right.
• 32:12
  So you this agent placed an order.
• 32:17
  She happened to see
• 32:19
  our brochure in her office.
• 32:22
  So remember you all when we were talking three months ago
• 32:25
  and we were talking about stopping into offices
• 32:27
  and dropping off your brochures and you're like, Oh, Todd, you're crazy.
• 32:30
  I'm not going to cold stop into an office like this.
• 32:35
  It works. Okay?
• 32:37
  She happened to see a brochure in the office.
• 32:39
  - Like, come on, it does work. - It does.
• 32:43
  And she was using a competitor of ours, but she saw she saw a brochure.
• 32:47
  She, you know, evidently it made a good impression on her.
• 32:51
  And she she literally told me.
• 32:53
  I thought I'd give you guys a try.
• 32:55
  So at that point, I'm trying my best to make every best impression on her
• 32:59
  that I can so that we we could continue that business relationship
• 33:03
  and and secure that business for the future and.
• 33:06
  Yeah, yeah, yeah. That's awesome.
• 33:09
  So one thing I want to ask Craig is this can, this can be a little forward
• 33:13
  and I think this is important and you do it like a
• 33:16
  like you did it perfectly. You're a pro, you do it like a pro.
• 33:18
  I'm just phrasing it this way because some I think sometimes I learn this
• 33:22
  when I shot wedding photography from the guy that I shadowed.
• 33:26
  So you're telling me when you go to do a first shoot
• 33:29
  and you're there, homeowners are they are just the homeowners.
• 33:31
  You are telling those people what to do in their own house.
• 33:37
  You know, not
• 33:39
  believe it or not, actually, I don't usually have to.
• 33:42
  Most sellers, at least in my experience, will usually ask me,
• 33:48
  Hey, if you need me to do anything, move, you know, just let me know.
• 33:52
  Because they want to.
• 33:54
  They they want their property, their house to look the best that it can.
• 33:59
  And they recognize I'm coming in with my Wow Video Tours.
• 34:02
  Lanyard You know, I've got my logo shirt, I've got my equipment.
• 34:06
  They know I'm the professional.
• 34:08
  And so most of the time I don't really have to say anything.
• 34:13
  They volunteer, tell me what I need to do.
• 34:16
  And they're totally open to it.
• 34:18
  So an example again, I had a shoot this week
• 34:22
  that the house was gorgeous, staged beautifully.
• 34:26
  There were two
• 34:28
  two of the bathrooms had they were totally renovated.
• 34:31
  Um, great tile work.
• 34:33
  I wanted some detail shots of the showers because the showers looked really nice.
• 34:38
  The only issue was
• 34:39
  they had their soap and their shampoos and their loofah is still in the shower.
• 34:43
  So I popped back out of the bathroom.
• 34:45
  I said, Hey, quick request if you don't mind.
• 34:48
  And you know, I'm very gentle, very respectful.
• 34:50
  Yeah, Yeah.
• 34:51
  What do you need?
• 34:52
  I said, You got beautiful showers in here.
• 34:54
  I want to get a detailed shot of that tile work.
• 34:56
  She goes, Oh, good.
• 34:57
  Because we dropped this,
• 34:58
  you know, said how much money they had spent on the bathroom.
• 35:01
  So yeah,
• 35:02
  I said if you could just get those soaps
• 35:03
  because we don't touch personal hygiene items
• 35:06
  and they're like, yeah, not a problem.
• 35:08
  I said, Great.
• 35:08
  While you're doing that, I'll just shoot this other room and,
• 35:11
  and yeah, it's, it, it might sound like it's for, but it's really not.
• 35:17
  Yeah. No.
• 35:17
  And I was kind of just setting you up.
• 35:19
  I, Yeah, I think you did it perfectly.
• 35:21
  And I think if you don't do that as a photographer.
• 35:24
  Yeah, you are setting yourself up for failure
• 35:27
  because most homeowners might be accommodating,
• 35:30
  but you're going to hit that homeowner that wants to take control.
• 35:35
  And if you let them control the situation, one, they're going to run over you.
• 35:41
  And two, you're leaving yourself up
• 35:44
  to the possibility that you don't get what you need.
• 35:47
  Right?
• 35:47
  That homeowner doesn't shoot real estate photography.
• 35:50
  They might be a photographer.
• 35:52
  They might have watched a YouTube video about photography.
• 35:57
  You know, they might be the expert,
• 35:59
  but they do not do it at the level you do it at.
• 36:02
  And I think that's something important.
• 36:04
  And I have a couple of things in.
• 36:06
  I have a couple of situations in my mind
• 36:08
  over the years where we've sent a photographer out there
• 36:11
  and they did not take control of the situation.
• 36:15
  And this I can think of a couple
• 36:16
  that probably some of the largest listings we did and
• 36:20
  it just got out of hand to the point that myself and Ryan
• 36:23
  had to show up as the experts and there was some good dialog
• 36:28
  with the homeowner about why I would do it that way.
• 36:31
  And then when that homeowner understood and again, this is a homeowner
• 36:34
  that owned a ton of businesses owned in houses all over the world
• 36:38
  like there used to be in that alpha personality.
• 36:41
  Like you have to assert
• 36:44
  your your knowledge, your professionalism there,
• 36:47
  because if you don't, you're you're just you could get run over
• 36:51
  by those individuals.
• 36:52
  So and this might be good like if you shoot really high end luxury
• 36:55
  we don't have a ton like you know if we do a $3 million house in Ohio
• 36:59
  like that is a top of the top really around here, we've probably done
• 37:03
  eight or 10 million in the past out of I don't know, 100,000 shoot.
• 37:07
  But for those of you that are shooting ten, 20, 30, 40 million dollar
• 37:12
  properties, it'd be kind of interesting to get that perspective.
• 37:15
  Yeah, we can't give that perspective as to our homeowners there.
• 37:19
  Are you dealing with more?
• 37:21
  I say this gently egos, How do you command control?
• 37:25
  So if you're shooting those property send me an email hello@spiro.media
• 37:28
  would love to feature you and kind of pick your brain there
• 37:31
  because that's a segment that I can't give a ton of other than a few situations
• 37:34
  where I feel strongly that you need to walk in as a professional
• 37:38
  and you need to take control, because if not, you give control to someone else.
• 37:42
  Your fate's in their hands.
• 37:43
  And yeah, I personally don't like that, Right?
• 37:46
  Yeah.
• 37:46
  And your product doesn't come out the way your product should.
• 37:49
  You’re hired for a reason.
• 37:52
  And then and then they're not happy because they dictated things.
• 37:56
  Yeah. Yeah. No. Yeah, that's a good point.
• 37:58
  And you telling them what you told me is going to do
• 38:01
  nothing more than set them off because they're going to go.
• 38:04
  But you're the professional here.
• 38:06
  Why do I hire you if you didn't get it there?
• 38:09
  So no win situation there.
• 38:11
  It really is. Yeah.
• 38:14
  All right.
• 38:14
  So maximizing our time during this now busy season.
• 38:18
  Great.
• 38:18
  Some great tips there on how to maximize the relationship with your clients.
• 38:23
  Yeah. Yeah.
• 38:24
  And all of that is just to make sure that you get it right
• 38:26
  the first time that they know what to expect.
• 38:28
  Because think about it, y'all.
• 38:29
  At this point, if you
• 38:33
  don't do this and
• 38:35
  need to go back out, yeah, you know, even think about say it's not your fault.
• 38:40
  Say that just the house wasn't ready because that new client assumed
• 38:45
  that you would help stage when you got there.
• 38:50
  If you don't tell your new client that you don't do that
• 38:53
  and you expect the house to be 100% show ready when you get there.
• 38:57
  And if you don't send them a checklist of what you do,
• 38:59
  if you don't them to put their homeowners and send the getting ready
• 39:03
  checklist to your homeowners.
• 39:05
  We do that in Spiro
• 39:06
  ad the homeowners because the homeowners are preparing for the property.
• 39:10
  Give them your checklist.
• 39:11
  Don't give it to your agents.
• 39:13
  You can your agents are going to leave it at their office.
• 39:16
  They're not going to give it to their homeowners all the time.
• 39:18
  So put your homeowners on the order.
• 39:20
  But think if you show up in that situation, you just say, hey, I'm sorry, guys,
• 39:24
  I don't stage or I don't have time to do this now.
• 39:28
  We are going to have to cancel your appointment.
• 39:31
  Think of how valuable that appointment is in busy season.
• 39:35
  Not only did you lose one appointment, you have some unhappy clients
• 39:39
  because they didn't realize that you don't clean.
• 39:41
  But also you told someone else?
• 39:43
  No for that appointment and you have to reschedule that missed appointment.
• 39:48
  So
• 39:50
  Again, just trying to maximize your time in busy season now and really,
• 39:53
  really capitalize on all the efforts,
• 39:55
  the hard work that you guys have done in the offseason
• 39:59
  Time is money.
• 40:00
  You hate to boil it down to that, but time is money.
• 40:03
  Mm hmm. Yeah, yeah, yeah.
• 40:06
  Well, Craig, thanks for sharing.
• 40:07
  That's incredible insight.
• 40:09
  And I think if you're not calling new agents, if you don't get an email
• 40:12
  when a new agent orders, that's probably the first problem.
• 40:15
  If you're using Spiro, you should be getting that email.
• 40:18
  If you're not. You've turned that email off.
• 40:21
  So go to settings email templates and turn on the new the new agent email.
• 40:25
  If you're in another system and you don't get it or you're not in a system,
• 40:29
  this could be a point that you are potentially
• 40:33
  opening yourself up to some some problems and counteracting
• 40:38
  the hard work you've done by just as simple as reaching out to new clients
• 40:42
  and make sure they understand what's going to happen.
• 40:44
  Right.
• 40:45
  Good stuff.
• 40:48
  Yeah, I'm just I'm thinking through what you made mentioned during this time.
• 40:52
  We don't have time for five coffees a week during December, January, February.
• 40:56
  That's what I'm trying to do
• 40:57
  is get as many meetings with and presentations as I can.
• 41:01
  But yeah, once April hits, I kind of keep my calendar open
• 41:06
  for appointments so that we can maximize getting realtors.
• 41:10
  And you know, I'll I'll share.
• 41:12
  Last week I had a full day and we didn't have a photographer
• 41:16
  able come up to help me cover it and
• 41:20
  no, actually I was off for a funeral
• 41:23
  and we didn't we didn't have the availability
• 41:26
  and we lost that listing to a competitor because they had to have it that day.
• 41:30
  So trying to maximize your available time for your clients
• 41:34
  is critically important, especially during busy season.
• 41:37
  So I don't put many meetings or presentations on my calendar
• 41:41
  April through October because I just know I need that time
• 41:45
  to be available for the clients that have decided to work with us.
• 41:50
  So great, great point, Todd. Thank you.
• 41:53
  Yeah, yeah.
• 41:54
  Thanks for sharing. Those are real life examples.
• 41:56
  We don't make these up, y'all. Those actually happen.
• 41:58
  So that is we're just trying to give what we do and what we've
• 42:02
  we screwed up in the past and now we can do it the right way.
• 42:06
  Craig's doing fabulous with that flow, so we want to share it with you because we
• 42:09
  feel, though, it is very important to your business,
• 42:13
  Right.
• 42:13
  Any closing thoughts or or insights you want to share? Todd
• 42:19
  I think we covered it well.
• 42:20
  Just as you switch your routines, be okay with it.
• 42:24
  Just tell yourself that, you know, Craig
• 42:26
  Hey, I just keep my calendar open and that's actually a good thing.
• 42:29
  Don't take that as a bad thing that you can't take five coffees a week.
• 42:33
  Take that as a good thing,
• 42:33
  that you can service your clients when they need you at their property.
• 42:37
  Can you share one more thing, for transparency?
• 42:41
  And again, Todd and I talked about this and he encouraged me
• 42:44
  and Steve, our Director of Sales and marketing
• 42:47
  and Chris or our Sales manager, all encouraged me.
• 42:51
  I was pretty transparent with all three of these guys that the last month.
• 42:55
  I feel like my brain just hasn't been where it needs to be.
• 42:59
  Usually I work at a very high level pace.
• 43:03
  I try to maximize my time during the offseason with presentations and meetings.
• 43:07
  Well, the last month or so I haven't been doing that
• 43:10
  as much and I have felt it now.
• 43:13
  This was a perception, and here's why Metrics are important.
• 43:17
  I had felt like I wasn't hitting my goals the way I needed to
• 43:22
  is so I just I was honest with our team and that's one thing
• 43:25
  I appreciate about our culture is
• 43:26
  we can have honest conversations and just have some good dialog.
• 43:30
  And there's not judgment,
• 43:31
  but there's encouragement and okay, how can we do better?
• 43:34
  But I shared that.
• 43:36
  And Todd, you know, you encouraged
• 43:39
  me, Chris encouraged me that
• 43:42
  it's okay to have that shift and a little bit of downtime.
• 43:45
  Don't look, let me have you, Todd, share what you just shared with me
• 43:49
  before we started recording.
• 43:50
  I told you, you know,
• 43:52
  I haven't been as busy with with meetings and presentations for the last month now.
• 43:56
  Part of it was my own mental block.
• 43:58
  Part of it was, I know I'm gearing up for spring
• 44:00
  and I need to start making availability, but mentally I felt guilty.
• 44:06
  So what?
• 44:06
  What was it that you shared with me?
• 44:09
  Yeah, I said you just got to work twice as hard and you're doing a crappy job.
• 44:16
  Dang it, Bobby.
• 44:20
  Sorry, I.
• 44:22
  I can't resist, Craig.
• 44:23
  I should.
• 44:23
  It's just I'm.
• 44:24
  I'm a kid at heart, so.
• 44:27
  But I try to do that
• 44:29
  just because sometimes you have to laugh at some situations.
• 44:32
  That's we're all.
• 44:33
  We're all silly humans.
• 44:34
  I had a coach that used that
• 44:36
  his name was Dennis and he's like, You're just a silly.
• 44:37
  I'm like, Oh, that was so dumb.
• 44:39
  Dennis He's like, No, we're all just silly humans.
• 44:41
  We just tell ourselves things that aren't true.
• 44:43
  Yeah.
• 44:43
  So, you know, first off, that was good for me to know as a business owner.
• 44:46
  I had Steve talk to me yesterday about it.
• 44:49
  So, you know, he he said that they rearranged some things
• 44:52
  because there was a metric in there that was that was kind of incorrect.
• 44:57
  And and taking the numbers a different way.
• 44:59
  But Craig's main market was doing fabulous.
• 45:02
  And it was good for me to know that. And
• 45:06
  because I think Craig's doing a fabulous job.
• 45:08
  So something in my mind is like, Hey, I just make sure as a business owner
• 45:11
  that these individuals know that I am really happy with what's going on.
• 45:16
  And this is what we should be doing, you know?
• 45:19
  So at the start of the conversation with Craig and I just said, Hey,
• 45:22
  I think you're doing fabulous.
• 45:23
  I think we're we're at
• 45:24
  I know we adjusted some of the Toledo numbers
• 45:26
  and I think that was a really smart decision.
• 45:28
  And where we're at is great.
• 45:30
  Craig and I am happy with it.
• 45:32
  I think we're doing great things also, and I said a lot.
• 45:36
  Craig And one of them seem good to you, so I'm happy with that.
• 45:39
  So if I'm not saying the right thing, let me know.
• 45:42
  But also kind of mentioned the idea of, you know, we do have to switch
• 45:46
  our thinking in busy season and there's a rest run cycle as humans.
• 45:50
  - That's what it was - that that we have to be aware of and I share with myself.
• 45:55
  So I was on vacation
• 45:59
  about three weeks
• 45:59
  ago and I took a full week of vacation, actually a week and a day.
• 46:03
  And then my daughter had surgery the following week
• 46:06
  and I was off Thursday and Friday.
• 46:08
  So that was an outrageous amount of hours for me to be off.
• 46:11
  I've been in this run cycle of Wow
• 46:14
  And building Spiro
• 46:15
  where, I've just been pounding out these hours and almost like, Yeah,
• 46:18
  I can do these hours, which is really silly.
• 46:21
  And it was just really silly for me to kid myself.
• 46:23
  Like, Oh, that was great. I got 70 in that week. Like, no Todd.
• 46:26
  That was dumb.
• 46:27
  That was really dumb.
• 46:28
  And you're kind of cheating.
• 46:30
  But it is important that we have a rest run cycle that you let your body
• 46:37
  just breathe.
• 46:38
  Yeah, yeah.
• 46:39
  And, and if you put pressure on yourself during that time,
• 46:44
  you're actually doing, I think, more harm
• 46:48
  in taking the break because you're trying to take the break,
• 46:52
  but you're putting guilt on yourself for taking the break.
• 46:56
  And I think that can be a very tricky thing.
• 46:59
  And maybe you all out there are doing it.
• 47:03
  You're a solopreneur or you're just doing this yourself.
• 47:06
  Maybe you're putting some unhealthy expectations on yourself.
• 47:10
  but also if you have employees and that's employees,
• 47:14
  contractors, VAs, or if you have people that help you in your business
• 47:19
  and this is a thing that I'm learning, I'm learning more and more every day is
• 47:23
  you need to make sure that you communicate that to them,
• 47:26
  because I am nothing but over the moon with what Craig's doing
• 47:29
  in the find out that Craig's like, man, I'm just I'm probably off this last month.
• 47:33
  Like, am I even doing enough?
• 47:34
  Is it even worth me doing this, like, and not say those things?
• 47:37
  But, you know, those are some of the feelings that it can go towards.
• 47:41
  It's like, no, I am.
• 47:42
  I'm so excited to have Craig on the team and I'm
• 47:45
  so happy with what he's doing and the numbers are actually incredible.
• 47:50
  I think it's important as the owner that you voice that
• 47:53
  to the people that help you do what you do every day.
• 47:56
  Yeah, and I appreciated that.
• 47:59
  And the conversation I had with Chris yesterday, I was going into that
• 48:03
  just feeling, you know, I think we all know that feeling.
• 48:07
  And afterwards and after we broke down the numbers and I looked at Toledo, I'm
• 48:10
  like, Oh, actually, actually I'm doing a lot better than I really look like
• 48:16
  and perceived that I was doing because by activity level, like you said,
• 48:19
  was not at the normal level that I run at.
• 48:23
  And I do the exact thing that you just said, I feel guilty when I slow down
• 48:27
  and pull back because my, my dad taught me a hard work ethic.
• 48:31
  You go, you go out, you work hard, you put in, you go above and beyond.
• 48:35
  And it's not any pressure that I'm getting from our management
• 48:38
  that's just self-imposed.
• 48:40
  And I think is, like you said, a solopreneur as an entrepreneurs.
• 48:43
  We have that drive, but we have to slow down and be okay with that and understand
• 48:51
  it's it's
• 48:52
  healthy and it's good and you have to do it.
• 48:55
  I mean, it's the whole concept.
• 48:57
  If you want to turn it to a kind of a faith side of it,
• 49:01
  it's the whole idea of of Sabbath rest, taking a regular cadence of rhythm
• 49:06
  and rest, a book that I'll suggest I might have already mentioned this,
• 49:11
  and then we'll wrap up the episode, because this isn't not
• 49:14
  this is maximizing our time.
• 49:16
  It is.
• 49:16
  It's a book called The Ruthless Elimination of Hurry,
• 49:21
  but it's by John Mark Comer
• 49:25
  And I'm telling you, Todd, incredible, incredible book.
• 49:28
  And talking about setting up a rhythm of life that is sustainable
• 49:32
  in our culture does not promote a rhythm of life or
• 49:36
  or business or anything that's sustainable and it's causing mental health issues.
• 49:41
  And we want you as a business owner to be mentally healthy
• 49:44
  so that you can run your business well,
• 49:46
  take care of the employees and the contractors that you have well.
• 49:49
  and if you're not in a healthy place,
• 49:51
  they're not going to be in a healthy place.
• 49:53
  So check that book out.
• 49:54
  I strongly suggest
• 49:56
  I'm going to read through the second time because I just read to absorb.
• 50:00
  Now I'm going to go back and read to
• 50:02
  get some practices in my own life. So.
• 50:05
  All right.
• 50:06
  I think that's such great insight.
• 50:08
  Craig, thanks for sharing these these for all of you are like, oh,
• 50:13
  these are feelings and feelings are uncomfortable for you.
• 50:16
  I'm telling you, I thought that for a long time,
• 50:18
  especially when I was younger, like, why do we need feelings?
• 50:20
  Like I am telling you, that is the key to you
• 50:23
  growing the business is understanding feelings
• 50:26
  with your employees, with your clients, telling them that they're important
• 50:29
  to you, making sure that you let them know what you're feeling.
• 50:34
  And I Yeah, Thank you for sharing, Craig.
• 50:37
  I mean, really great advice.
• 50:39
  Hey, I think we have to get comfortable
• 50:42
  with it and realize this is just part of life.
• 50:43
  Business is not just it's not supposed to be cold,
• 50:47
  hard, cruel, impersonal, non-human.
• 50:50
  We're human beings.
• 50:52
  You know, we all have to make a living.
• 50:53
  Yes, we all have to work hard. Yes.
• 50:56
  You know, but we can talk about things in a in a real way and not make it weird in
• 51:03
  Mushy and whatever.
• 51:05
  Yeah, it's just it's scientifically true.
• 51:08
  But take it down to the science. We need the rest.
• 51:10
  So anyway.
• 51:12
  Okay. Yeah.
• 51:13
  Todd, thank you.
• 51:14
  Great, great insight from you.
• 51:15
  And we appreciate that.
• 51:17
  If you if you have thoughts
• 51:20
  and you're watching the YouTube channel, leave a comment,
• 51:22
  we'd love to hear from you, especially those of you shooting those higher end
• 51:27
  luxury listings that earn the, you know, three or four plus million dollars.
• 51:31
  We'd love to get your insight that Todd mentioned before.
• 51:35
  And again, as always, if you have a business related topic
• 51:38
  that you'd like to see us cover or have a guest come on and help cover
• 51:42
  that, maybe an expert in that, drop us an email.
• 51:45
  It's just hello@spiro.media and if you want to learn
• 51:49
  a little bit more about the software, if you're not already in Spiro
• 51:53
  just go to the website again spiro.media
• 51:56
  your likes and shares and subscriptions are always appreciated.
• 52:01
  Helps us get more information out to more of this real estate media community.
• 52:05
  So we thank you in advance for subscribing, liking and sharing as well.
• 52:10
  Todd I know people are going to be watching this
• 52:13
  after the fact that have a happy Easter and thank you as well.
• 52:17
  Yeah.
• 52:17
  Appreciate Make sure you guys take time to be thankful for your blessings
• 52:21
  this week and slow down, take a breath and eliminate hurt in your life.
• 52:27
  Have a good week. Take care.
• 52:29
  Thank you for joining us for the Spiro podcast,
• 52:32
  managing your real estate photography and videography business.
• 52:35
  This is a production of Spiro and wow video tours.
• 52:39
  You can find out more about Spiro
• 52:41
  is real estate, media, business management software at our website.
• 52:45
  spiro.media.