Latest / Connor with Honor: AI, Real Estate and Real Life / LAPD to Realtor, and I will never forget my place, and NO, It's not the SAME thing!!!

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LAPD to Realtor, and I will never forget my place, and NO, It's not the SAME thing!!! · Connor with Honor: AI, Real Estate and Real Life

• 0:00
  SPEAKER_00: I'm not sure people really care what you sacrificed as a real estate agent.
• 0:04
  SPEAKER_00: Now, don't misunderstand what I'm saying.
• 0:07
  SPEAKER_00: There's a lot of empathy in this world.
• 0:09
  SPEAKER_00: People care about other people.
• 0:11
  SPEAKER_00: I get that.
• 0:12
  SPEAKER_00: I have some of that in here somewhere.
• 0:14
  SPEAKER_00: But the idea that somehow the public is supposed to admire us because of everything we've sacrificed to sell somebody's house or help somebody buy one, I don't know about that.
• 0:25
  SPEAKER_00: Sacrifice is a pretty serious word.
• 0:28
  SPEAKER_00: You talk about a police officer running towards gunfire, a firefighter going into a burning building, a member of the military putting his or her life on the line.
• 0:39
  SPEAKER_00: Those are situations where people literally make a decision that could cost them their life for somebody else.
• 0:47
  SPEAKER_00: That is sacrifice.
• 0:49
  SPEAKER_00: But you stayed up until eleven o'clock negotiating a counteroffer?
• 0:54
  SPEAKER_00: You drove across town on a Saturday in heavy traffic.
• 0:59
  SPEAKER_00: You answered your phone during dinner.
• 1:01
  SPEAKER_00: You missed a birthday party because an inspection went sideways.
• 1:04
  SPEAKER_00: That may be inconvenient and that might be difficult, and that may even be part of working extremely hard.
• 1:11
  SPEAKER_00: But you also chose this business, and you kind of get to choose the things that you do.
• 1:18
  SPEAKER_00: Police officers, military, firefighters.
• 1:20
  SPEAKER_00: I mean, there's kind of really not a choice.
• 1:22
  SPEAKER_00: You go or you get fired.
• 1:24
  SPEAKER_00: And presumably you're being compensated to do it.
• 1:28
  SPEAKER_00: And in some cases, a bunch.
• 1:30
  SPEAKER_00: But somewhere along the way, I think portions of the real estate industry started confusing effort with value.
• 1:36
  SPEAKER_00: We started telling everybody how hard we work, how many hours we work, how many houses we showed, how many phone calls we made, how many deals we saved, how much of ourselves we sacrificed for our clients.
• 1:49
  SPEAKER_00: Okay.
• 1:50
  SPEAKER_00: Who works hard?
• 1:52
  SPEAKER_00: Washing machines work hard.
• 1:54
  SPEAKER_00: Never forget that.
• 1:55
  SPEAKER_00: A washing machine will work all day if you keep feeding quarters or energy into it.
• 2:01
  SPEAKER_00: Working hard by itself doesn't make you valuable.
• 2:04
  SPEAKER_00: Knowing what to do when things get complicated, that makes you valuable.
• 2:08
  SPEAKER_00: Knowing when not to speak and when to shut your mouth makes you valuable.
• 2:12
  SPEAKER_00: Knowing when to push and when to pull back, when an offer is dangerous, when a buyer is bluffing, when a seller is making an emotional decision, when somebody in a contract can cost somebody tens of thousands of dollars, that's value.
• 2:29
  SPEAKER_00: Experience is valuable, judgment is valuable, competence is valuable, results are valuable.
• 2:38
  SPEAKER_00: Nobody hires the surgeon because he sweats more than the other surgeon.
• 2:42
  SPEAKER_00: Nobody hires the attorney because she stayed at the office until midnight.
• 2:47
  SPEAKER_00: You hire professionals because you believe they know something you don't know, and they can produce an outcome you may not be able to produce yourself.
• 2:57
  SPEAKER_00: Real estate should be no different.
• 2:58
  SPEAKER_00: And I think sometimes agents want this emotional reward from the client.
• 3:04
  SPEAKER_00: We want them to understand how much we did.
• 3:06
  SPEAKER_00: You have no idea what I went through getting this deal closed.
• 3:10
  SPEAKER_00: They probably don't.
• 3:12
  SPEAKER_00: And maybe they shouldn't have to.
• 3:14
  SPEAKER_00: In fact, maybe one of the signs that you did your job exceptionally well is that they never knew how ugly it became behind the scenes.
• 3:22
  SPEAKER_00: You handled it.
• 3:24
  SPEAKER_00: You protected them.
• 3:25
  SPEAKER_00: You solved the problems.
• 3:27
  SPEAKER_00: You kept the transaction moving.
• 3:29
  SPEAKER_00: That, ladies and gentlemen, is professionalism.
• 3:33
  SPEAKER_00: I also don't think people are sitting around getting excited because the real estate agent bought a Bentley.
• 3:39
  SPEAKER_00: Congratulations on the Bentley.
• 3:41
  SPEAKER_00: Seriously, success is great.
• 3:43
  SPEAKER_00: I love successful people.
• 3:45
  SPEAKER_00: I like people who build things, make money, take risks, and win.
• 3:49
  SPEAKER_00: But your Bentley is not a benefit to the homeowner.
• 3:52
  SPEAKER_00: Your Rolex is not a marketing plan.
• 3:55
  SPEAKER_00: Your Instagram followers aren't necessarily a pricing strategy.
• 3:59
  SPEAKER_00: And Ryan Sir haunting yourself into somebody's living room.
• 4:03
  SPEAKER_00: Well, it doesn't automatically mean that you're the right person to sell their house.
• 4:07
  SPEAKER_00: There are absolutely clients who are attracted to that image.
• 4:11
  SPEAKER_00: There are people who love the celebrity in it, the lifestyle, the production, the big personality, luxury cars, the suits, the cameras.
• 4:20
  SPEAKER_00: And there's nothing wrong with that.
• 4:22
  SPEAKER_00: But don't confuse attention with value.
• 4:25
  SPEAKER_00: At some point the homeowner has a much simpler question.
• 4:28
  SPEAKER_00: What are you going to do for me?
• 4:30
  SPEAKER_00: Are you going to protect my equity?
• 4:33
  SPEAKER_00: Are you going to tell me the truth when the truth isn't what I want to hear?
• 4:37
  SPEAKER_00: Do you understand my neighborhood?
• 4:39
  SPEAKER_00: Do you understand the numbers?
• 4:42
  SPEAKER_00: Can you position this house correctly?
• 4:44
  SPEAKER_00: Can you negotiate?
• 4:46
  SPEAKER_00: Can you identify problems before they become expensive?
• 4:50
  SPEAKER_00: Can you get this thing closed?
• 4:52
  SPEAKER_00: And maybe most importantly, can I trust you?
• 4:57
  SPEAKER_00: That's the business.
• 4:58
  SPEAKER_00: It's not martyrdom.
• 5:00
  SPEAKER_00: It's not interested in telling a seller, and I'm not interested in telling a seller how much I'm willing to suffer for them.
• 5:08
  SPEAKER_00: I'd rather tell them how much I know.
• 5:11
  SPEAKER_00: I'd rather show them the systems I built, the technology I have, the technology I use, the market intelligence I can bring to the table.
• 5:18
  SPEAKER_00: The mistakes I may be able to keep them from making because the homeowner doesn't owe me admiration for doing my job.
• 5:26
  SPEAKER_00: The homeowner hired me to do a job.
• 5:29
  SPEAKER_00: And when we start thinking that way, I think the entire conversation around real estate starts to get better.
• 5:35
  SPEAKER_00: Stop selling your sacrifice.
• 5:38
  SPEAKER_00: Stop selling how busy you are.
• 5:40
  SPEAKER_00: Stop selling how tired you are.
• 5:42
  SPEAKER_00: Stop selling everybody how hard you work.
• 5:45
  SPEAKER_00: Washing machines work hard.
• 5:48
  SPEAKER_00: Sell competence, sell clarity, sell judgment, sell preparation, sell your ability to solve problems, sell the outcome.
• 5:57
  SPEAKER_00: Because at the end of the transaction, your client probably isn't going to remember how many hours you worked, but they will remember whether you knew what the hell you were doing.