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Time Management and Tracking · The Spiro Podcast: Managing your Real Estate Photography & Videography Business

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Coming up on this episode of The Spiro podcast.
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prioritizing your time
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and your focus can just lead
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to monumental change in your business.
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Welcome to the Spiro Podcast.
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Managing your real estate, photography and videography business
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with your hosts Todd Kivimaki and Craig Magrum.
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Hi and welcome to the Spiro Podcast.
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Managing your real estate, photography and videography business.
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Spiro is a software platform.
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It's designed to help you manage your day to day business.
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Whether you're a small boutique real estate
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photographer or a regional company serving multiple markets, it's
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designed to help you grow and scale and manage your day to day business.
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I'm Craig Magrum, host of the podcast.
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Welcome back to those of you that have watched or listened before.
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If you're a first time viewer or listener, we welcome you.
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The whole idea of this podcast, just to give you a quick
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recap, is to help you build a strong business.
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Lots of great resources out there.
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On the creative side of what we do as real estate media professionals,
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but we want to help you really build a strong business as well,
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and we invest in you as a business leader, a business owner.
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So that's the gist of it here each week to, help us dive into those topics,
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our owner and founder of Spiro and co-host, Todd Kivimaki.
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Welcome back, Todd.
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Craig, it's fabulous to be here.
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We've got a great week here.
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We've got a few topics today, so this will be a round robin,
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which will be fun.
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And, you know, we had some great feedback from all you.
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Thank you. That just means the world to us.
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It's so great to hear from you all.
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So please don't hesitate if you are saying, hey, how do I contact you?
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You can always leave a message, you know, down below,
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if you're watching on YouTube, you can email us hello@spiro.media.
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Also, if you are using Spiro for your software
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for your business, you can join the Spiro Super User Facebook group.
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Jump in there.
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There's a lot of great content,
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a nice, rich community in there of people helping people.
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Not just about Spiro, but about real estate, business, photography questions.
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So again, find us on on any of those channels, whatever works for you.
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We love to hear from you.
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Absolutely. Absolutely.
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All right.
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Well, we we started a new, feature to the podcast last week.
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We are giving away as long as it lasts in my collection.
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Books on leadership and business ownership and topics like that.
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So we had a winner last week. We're going to get to that.
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And we're going to announce this week's book as well.
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But before we do, Todd,
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we always like to give some updates on what's happening with the Spiro software.
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So what do we have this week?
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Yes.
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I'll echo what we gave last week.
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We are working on how you can sell better and more on the order page.
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We're giving you a landing page for your order pages
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i.e. residential, commercial,
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short term rentals or Airbnbs, whatever you like to call them.
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Any other type of products you might be doing?
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We hear about headshots.
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We hear about your luxury video services, whatever you want to sell.
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If you have an order page for it, you can advertise it on a landing page.
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And that landing page can be the start of the ordering process for your clients
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and then reviews.
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Really excited about this one, Craig.
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So how did you do on the shoot?
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Were they happy? Were they not?
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If they weren't happy, then we need to give them this type of messaging.
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You're probably going to say, hey, call us, we'll fix it.
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If they are happy, let's ask them for a Google, Facebook,
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whatever review you want to ask them for a review.
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It's great. And yeah, try to get you those reviews.
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You know,
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we look at website traffic, we look at how we look at the top of the funnel.
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A lot at Wow video tours, our real estate media company, we have a full sales team.
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And we look at how we sell.
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How do we sell over 12,000 a year and 12,000 shoots a year and continue to grow?
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Well, it's because we focus on it.
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The podcast is going to go into
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some of that today, but what you focus on will expand.
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And how can you put more people into the top of the funnel?
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Well, we have to know what people are thinking
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and when they think highly of us, let's get a review
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so that they can influence others.
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So some exciting things come up here.
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We've got a list of other things as well, but those are the highlights.
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At least that's what I'm excited about.
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And that is coming the first week of March 2025.
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That's fantastic.
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Reviews are huge, and,
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word of mouth is is huge as well.
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Just a quick testimony, Todd.
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I picked up a soon to be new client to us in my market,
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and I was at a regional meeting for this brokerage, and,
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she reached out to me afterwards and said, I've just heard so many good things
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about you and working with Wow from other agents in this brokerage,
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and I just wanted to connect.
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And I said, great, let's let's do coffee.
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I'd love to get to know you and your business a little bit better. And,
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so reviews are great.
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Word of mouth is really powerful as well.
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I mean, that was an that was an easier job.
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She reached out to me.
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Wow. So, yeah, making those connections and building
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those relationships just pays off in in droves. So.
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- All right. - It does.
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All right, one more question for you, Todd, before we dive
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into the book giveaway.
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And then our main topic, the Spiro
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summit that's been mentioned in a past episode or two.
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What is the Spyro summit and who can attend?
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Yes.
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So the Spyro Summit right now
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to be transparent with you all was just an idea we have,
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and it's so great to hear from you all just through this podcast.
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I mean, who thought Craig, you started this thing?
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We've been doing it for a couple of years now and
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It's amazing.
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Just the feedback and the responses that we get from you all and the love.
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Thank you for that.
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The thing
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is, so right now, the short answer is we do not have a summit planned.
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We want to plan one, but we want to ask a question
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before the question, okay.
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We want to ask what you need, not just in a summit or a gathering.
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there are events coming up.
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There's conferences coming up in November.
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Eli Jones has this planned.
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It's the first or second week in November.
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And then PMRE, I believe, is the third week, third or fourth week in November.
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And those are fabulous to go to.
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You'll see myself and the team at both of those.
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Maybe Craig, this year.
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But beyond that,
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that's a time for community, for learning, for gathering.
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But we understand that there might be a gap in what you need
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throughout the year.
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So what do you want to know
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and then what capacity, you know, is it just the podcast?
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Is it different topics?
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Do you want to be a part of a community, a group?
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Do you want individual coaching? Team coaching?
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Do you need help with getting more clients?
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Closing clients?
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Do you need help with systems and processes?
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Do you need SOPs? What's an SOP?
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What did you just call me?
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Standard operating procedures.
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Are you trying to grow?
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So all of those things.
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What would help us is understanding what you need
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and what that would look like.
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We'll continue to bring you great content.
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I hope that we have this Spiro summit.
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The answer is, we'll let anybody attend.
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For Spiro users, we might have some bonuses
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or maybe a pre day, you know, MVP day at the beginning of it.
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But understanding what you guys need
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helps us greatly so that we can go back to the team.
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And, and we have a team of people here between Spiro and Wow that have a ton
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of real estate photography and real estate
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industry knowledge.
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What that pack, how we package that up
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and give it to you and allow you
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to come in and get what you need is very interesting to us.
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So we have some ideas, we're planning some things,
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but we want to know what you want to know.
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Email us hello@spiro.media or any of those other various ways,
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but be open and candid if you don't need another thing.
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I just like the podcast. Great.
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Just tell us that we're going to keep doing it.
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We're not taking away, we're not going to put it behind a paywall.
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But we do understand that there is a need for more,
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and sometimes it's custom and sometimes it's a group.
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Yep.
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Good stuff.
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Okay. Yeah.
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Somebody had to ask the question, hey, is that for subscribers only?
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So we just wanted to provide some some clarification there.
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So hope for that. Hope that was helpful.
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All right.
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Awesome.
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Well let let us move on to the the next segment here, the the book giveaway.
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So last week here, let me grab this.
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Last week we gave away, a book from John, John
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Maxwell called the 16 Undeniable Laws of Communication here.
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For those of you on YouTube, and we want to say congrats to Gregory W.
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Let me let me get this.
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Let me try to get this right of, Santa Maria Real Estate photography
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in Orcutt, California. Gregory, congrats.
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He was our first, first responder.
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To the question of of submitting a question
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for us to cover here on on the podcast.
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So Gregory asked a great question.
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Todd, the, I've done before.
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He said, so when you run across bad media,
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bad photos on the MLS, is it a good strategy
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to basically define leads through the MLS and reach out?
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And if so, how do you do that?
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Yeah, it's a great question. Yes.
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There you have to be a little particular about your messaging.
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Craig, can I send this one back to you
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because this is something you do on a daily basis.
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Yeah.
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So, yes, that's a that's a great strategy.
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I have I've utilized that before.
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And like Todd said, messaging is, is,
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the most critical, important, critically important part of
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realtor your photos are terrible.
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Right. So so yesterday.
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So I've got a client that he doesn't use us a ton anymore
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because he's using an inside
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marketing department at his brokerage, but he still uses us once in a while.
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I've got a shoot for him coming out.
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He he texted me yesterday and said, hey, Craig.
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Hey. So.
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Okay. There's no other way to say this.
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He said, hey, I saw some really bad photos on the MLS.
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And in case you're looking to continue to grow your business,
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you might want to reach out to this guy.
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I don't know who he is, I don't I've never met this realtor, but
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I thought of you immediately.
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Thank you Scott.
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Unfortunately, this realtor is like in our no man's land of our service area,
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and it's not an area we're looking to to grow in.
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But but his his messages, they were really bad photos, Craig.
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that guy and my mother does the same thing.
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It really?
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Yeah.
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For those of you that don't know, my mother is a real estate agent.
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And if you don't take professional photos and you work at her office,
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you will hear about it from her on Tuesday morning meeting.
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All right. So I love my mother.
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She's fabulous.
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But yeah, that guy, my mother
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giving our clients hard times that don't use professional photo, right?
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Right.
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I mean, it's it's 2025 people. Come on.
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Anyway, so.
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Yes, utilize the MLS.
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The way I've responded to, when I, when I've seen
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some bad photos, I'll reach out.
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But whether it's a phone call or an email, a lot of times, I'll admit
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I start with the email.
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If I don't get a response, I might follow up with a phone call.
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But, I'll say, hey,
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I happen to notice your listing on such and such street.
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Congrats on, you know, on winning a listing.
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You know, in this market of limited inventory, that's a
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you know, that's a start with start with positives.
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Congratulate them.
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A basic introduction of who you are.
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Maybe you mentioned some of the,
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other agents that you might serve in their brokerage
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and say, I just happened to notice these photos.
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You know, if if you're looking to expand on the photos that you've provided
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on this listing, you know, we'd be happy to help you out with that.
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If you want to sit down for coffee, I'd love to,
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you know, talk with you about what your marketing needs are.
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You know, how we're helping some of your colleagues and your brokerage?
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I absolutely don't.
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I honestly don't say your photos are really bad,
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but just kind of walk around around it
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and, just see what their goals are as a realtor and can
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can we help you grow, you know, in your branding,
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your branding as a realtor in trying to win more listings?
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That's kind of our specialty.
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And if we can help, we would love to.
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Craig, do you adjust that message in a little bit?
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If you see that the days of market
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the days on market,
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excuse me, is is larger as opposed to just listed?
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Yeah.
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I might mention hey you know happen see that as it's been listed since this date.
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Seasons change.
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You might you know, you might be thinking about updating the photos for the season.
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You know, we could help you with that as well. So.
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Yeah, that there's, there's ways to walk around
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those, those types of things and, and do it in a positive, uplifting way.
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So
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I love what you did there, Craig, with giving the congratulations.
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Remember, celebrate when your agents get a listing.
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That's a big win for them.
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It might be their first listing.
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Yeah, those are really.
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Those are really fun. Yeah. They are.
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Or it might be their first listing at that level.
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I know we had plenty of times where we would have a client that's like,
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hey, I'm, I'm competing for this listing.
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It's my first listing at this level of price
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and what should I do for it?
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And then it's so exciting to hear them go in and pitch that media
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that we've talked about.
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And then you get the call back and you're like, I got the listing.
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So remember, that is a huge win for an agent.
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It helps your client understand that you understand them and so celebrate that.
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Plus you don't want to lead them with the negative right.
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And keep just like Craig mentioned keep that conversation short.
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You don't want to don't beat around the bushes.
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As at 30 questions, I was reading an article on this year's day.
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The 30 questions for the sales process just doesn't work anymore,
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especially over the phone.
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So just be quick and to the point.
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Congratulate them,
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tell them what your intentions are and give them an offer.
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And it doesn't. I'm not saying you have to give them a discount.
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Just just get to the call to action.
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What are you asking of them? Right.
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You bring up an interesting, interesting point about the 30 questions.
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Doesn't work anymore.
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I forget where I heard
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this, but somebody told me you can't sell a salesperson.
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Yeah, our clients, our sales, our salespeople.
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Now, they might balk at that and say, no, I'm a consultant.
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Yes, same.
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Same for me. I'm a consultant. I'm not a salesperson.
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That that further confirms that their salespeople right?
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Right. No, I'm a consultant. Yeah. Okay.
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All right.
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We I know I hope I hope none of those realtors
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that I've had that conversation with me are listening to this.
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But anyway,
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I don't even remember what my point was going to be on that.
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Yeah.
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Meeting or the 30 questions.
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Just get to the point.
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Yeah. Yeah. Because you can't sell them.
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They they know, they know, they know the questions.
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just like that, just like the YouTube video ain't nobody got time for that.
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Yeah.
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Justine, can you put that in the background right now
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to make me not sound so dorky?
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It's such a good, good video.
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Oh, love that one.
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- Sweet Brown is awesome - we are showing our age with that one, Craig.
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I think a lot of our listeners are well,
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that's a really big oh see, I've never heard of that one.
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That one's going to live in infamy anyway.
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Okay.
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So Gregory, hope that answered your question.
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- It was a great question. Yes, Gregory was an early bird man. He.
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he was, Johnny on the spot on that one.
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Thank you for the question.
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And right emailing into us, Gregory.
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Yep. So congrats. He picked up that John Maxwell book. All right.
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This week's book, so we don't drag this out is by, Pastor Scott Wilson.
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Now, this is from a Christian perspective.
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He's a pastor of the, lead pastor of Oaks Church in South Dallas.
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I believe it is,
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the name of the book is called Impact Releasing the Power of Influence.
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Now, great concepts in this book, both as a leader in business development,
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because you are going to influence clients that you work with.
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Whether it's it's helping guide them into what services
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they might need to build their brand or whatever.
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So great book on on the impact that you can have on people.
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We're going to give that away.
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This week, we're going to do it a little bit different this week.
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You're still going to contact us, through the pink chat bubble on Spiro.
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If you have a Spiro portal, it's free to to sign up.
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So if you don't have one, just go to Spiro.media.
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You can sign up for your free account there, and then you can contact us
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through the pink chat bubble.
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And we are going to take the third person.
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So the I'm going back to my radio days like caller number seven
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third person to write us.
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And what was it that we were going to ask?
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Oh yeah.
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Just your business question that you would like to see addressed on the podcast.
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So caller number three
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on the on the Spiro Lines.
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Yeah.
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Just with your, your business question.
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If you're, you're if you're, responder number 1 or 2, we're still going
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to answer your business question, but number three is going to win
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this week's book called Impact Releasing the Power of Influence.
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Love it.
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love it love it.
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Cool. All right.
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That takes care of that.
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and Craig, thank you for doing that. Yeah.
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Yeah, my pleasure.
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we mentioned on the first that's from Craig's personal book collection.
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Like he is pulling those off his shelf and we're
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and he's sending them out to all of you.
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- So thank you for doing that, Craig. - Yeah. No problem.
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And I think I mentioned this last week, there might be marks in there, underlines.
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I might have notes in there too.
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I had a grab one book,
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and I'm glad I flipped through it, because I was in a really raw spot
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when I was reading a particular book in my life, and I'm like,
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I don't think I want
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someone else reading that note right now,
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so I'm going to have to I'm going to have to,
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preview all my notes in the in some of these books.
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What was Craig thinking?
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We all go
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we all go through those times in life, you know
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we do.
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So anyway.
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Okay. Yeah.
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No problem. I'm. I'm happy to do this.
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All right, so Todd in, I believe it was two episodes ago.
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We started to, dive a little bit into the topic of time management.
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And you mentioned that you're working on an exercise of time tracking.
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Yes.
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And you wanted to dive a little bit more,
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into that, get a little bit deeper into that topic.
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So I would love for you to kind of set this up
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and talk a little bit about time tracking in this new year,
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the impact it can have on your business, on your leadership,
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and in effective and efficient ways to manage your time as a business leader.
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Yeah, Craig, this is one that I've learned over the years
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and I've taken from a lot of different coaches and and theories and techniques,
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and it all boils back down to the fact
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that what you focus on will expand.
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So if you focus, if you want more sales,
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if you focus on sales,
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that focus will lead to getting more sales.
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If you need systems, you can't keep track of anything.
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Focus on systems and you'll be organized.
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Whatever it is in your business, if you focus on it, it will expand.
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However,
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life, at least for me,
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has a bunch of really sneaky little Time Bandits
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that like to tell you that they are important
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and they're not the most important thing in the thing.
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You should be focusing on.
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Now, I'm not saying they are not important.
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However, prioritizing your time
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and your focus can just lead
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to monumental change in your business.
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And I know that sounds.
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I use the word monumental as a sales word,
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but when I figured this out
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and I don't have it all figured out, but when I focused on this
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and got better at it, I actually got things done.
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And I got the things done that moved the business along.
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Yeah.
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You know, I'll give you a quick example right now.
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I posted in the Spiro Super user group.
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Just my time tracking.
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Here's my time tracking. This is how it's done.
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I've done it now for a couple weeks, and I write down what I do
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in my workday
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and in about 15 minute blocks so I know what I'm doing.
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And I had a
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person ask me, you know, what do you find
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are your Time bandits?
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And that's going to be a little bit
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different for everyone but a sneaky one.
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And I'll give you a great example is for Spiro.
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We have chat support.
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So that little pink bubble and I have a fabulous team in that pink
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bubble that
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are here to help,
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that are on a lot of hours of the day, and they have a lot of experience
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and troubleshooting in the system.
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But one thing that I'll do is I'll go I have it up in a tab right now.
22:08
I'm looking at it and I will go and look at it,
22:11
you know, and some tickets are assigned to me
22:15
and that's valuable time.
22:17
One I love to help.
22:20
I love to talk to all of you.
22:21
A lot of my tickets are really just questions from you all.
22:24
Some of them are more in-depth troubleshooting
22:28
and system settings, but I find that
22:33
I can spend too much time in that bubble, and I justify it in my brain
22:38
that I'm helping the clients, and that's 100% true.
22:43
But the thing that I'm saying no to is the next big update.
22:46
And Spiro, what are we going to do, a quarter four of 2025 and beyond?
22:51
What is the status for, you know, so many different things?
22:55
Are people empowered?
22:57
Are they able to do so?
23:00
I find
23:01
that some of those tasks that you might be used to.
23:05
Here's another one.
23:06
Craig, I was asked this question this week about photo editing.
23:11
You might be doing your photo editing right now saying that.
23:14
Yeah, I just I really know what my clients want,
23:18
and my editors don't do this one little thing that I love to do
23:23
and my time, you know, I spend half my day and night editing photos.
23:28
Well, that's just that's a thought.
23:29
Er, that's a time bandit.
23:31
Another thing is, if you are growing your business
23:35
and you're doing a lot of photographing, still,
23:40
I, I have these legacy clients and my VIP clients,
23:43
and they're only going to want me to take photos and videos of their property.
23:50
I'm telling you, I'm sorry.
23:51
I'll be the one to say it. You are aligned yourself.
23:54
You're wrong and you are now
23:58
wasting money by shooting houses.
24:01
Wow. Yes, you are losing money by shooting houses.
24:06
And what I mean by that is if you go and shoot that house
24:09
and you could have paid a photographer
24:11
for $100 to shoot that house, $70, whatever it may be,
24:15
you just exchanged all of your time
24:19
to make 25, 30 bucks an hour.
24:21
You drove around the city
24:23
and you did not focus on growing your business.
24:28
So when I look back at Wow, when we grew like a,
24:31
you know, hockey stick curve, it's when I said no to everything else.
24:34
It's when I said, no, I can't shoot that.
24:36
But I have a fabulous team that can do that.
24:39
And that's when we really grew.
24:42
But what I had to do is I had to carve out space for that.
24:45
I didn't.
24:46
It's weird as as a business owner, because you have to start saying
24:50
no to things that you're really used to doing, right.
24:53
You're comfortable at doing them and you're really good
24:55
at doing them.
24:59
So your brain's going to say, hey, you should do these things,
25:01
and you like doing these things.
25:02
Maybe you like taking all the photography. It's great.
25:05
I actually I love troubleshooting and the text and then the window.
25:09
I love that, like I enjoy finding it.
25:12
Like I don't want to toot my own horn.
25:14
I feel like I'm pretty good at it.
25:16
I feel like I can get to an answer right away, and I feel like it's good
25:19
for me to talk to you all in that pink chat bubble.
25:22
But then I go, I let everybody down because I didn't document this update
25:26
and we have a large development team now that we've added to.
25:29
And do they have enough pipeline and really the opportunity cost
25:33
for not giving you guys insane features coming up in one month to month 12 months
25:39
is a bigger cost for me
25:41
than to talk to you in the bubble, even though, and I have a fabulous team
25:45
in there and the team will come to me when you need me or when they need me.
25:50
So those are some of my examples of what my Time Bandits are.
25:54
I think we shared earlier in a podcast a couple ago, Craig, that
25:58
those silly little frickin videos on Facebook
26:02
I’m not on the instagram right now because I'm older, old, whatever.
26:06
I'm just I don't do the Instagram, but I do Facebook as we have groups on there
26:11
and I talk to you guys in there and I post in there, but man, those videos scroll.
26:15
I don't click them, Craig. I do not click them.
26:19
Okay, I
26:20
haven't watched I haven't watched The Gangster guy this year.
26:23
Yeah, I haven't watched the gangster guy that goes, hey, you want a slice?
26:27
He's so freaking entertaining because how can you,
26:29
how can you give a straight face in that environment?
26:32
It's beyond me, but I'm just not going to worry about it.
26:34
Right?
26:35
So I'm going way off course here.
26:37
But you guys know me by now.
26:38
But that is.
26:39
That's what my Time Bandits are.
26:42
And you need to find those things
26:43
where you're like, hey, this is good for my business.
26:46
No, it's not good for you to shoot houses anymore.
26:50
If you want to scale your business
26:52
There's the the key that you just said.
26:54
If you want to scale your business
26:57
reality.
26:58
Some of us like a smaller business in the boutique type of model.
27:02
We like the hands on.
27:03
And that's part of why I'm not leading my own business anymore.
27:07
I had my own business.
27:10
But I like the hands on.
27:12
I like the creative, you know, the creativity, the relationship building.
27:16
And so it's worked out now that I'm working for Wow video tours where
27:20
I don't have the burden of the ownership and the growing of the company,
27:25
I get to really focus on pun intended,
27:28
did I tell you about?
27:29
Did I tell you about
27:30
Justine, can we get a can we get a snare drum or something?
27:33
Did I tell you about the t shirt?
27:35
I get a squirrel moment, the t shirt
27:36
that I'm going to have my mother in law make me.
27:38
She's got one of those cricket things,
27:40
but it says in intend your puns, you cowards.
27:43
So. Pun intended.
27:46
I like to focus on the creative, the shooting.
27:49
But also building the the base of business in my work.
27:54
Cowards. Tend your puns.
27:56
Darn it.
27:57
my gravestone is going to say he was dying to get in here.
28:01
I told my wife I want that on my headstone.
28:05
So anyway, you were going to ask something, though.
28:08
I was going to say,
28:08
can you come up with some sort of punny t shirt that I can wear in conjunction
28:14
with your pun t shirt that we can both debut at the next family gathering?
28:19
I'll think of something absolutely, yes.
28:23
So we'll take a picture of it.
28:24
and send it to you all
28:25
Send it to you all those of you that just are.
28:27
You're going wait. Family gathering you two together.
28:30
So our wives are cousins.
28:31
Just so you guys know. Yeah.
28:36
They're going to.
28:37
Oh, our poor wives.
28:39
Our poor wives anyway.
28:41
Yeah. So,
28:43
I don't even remember.
28:45
Where was I
28:47
I threw us all off.
28:48
My apologies. Yeah.
28:49
No. Intend your puns, you cowards.
28:52
Focus.
28:53
Oh, yeah.
28:53
The key about expanding your business.
28:56
If that's your goal, then yes.
28:58
You've got to get your hands off the day to day shooting.
29:02
And I realized that's what my passion is.
29:04
My passion is not what Todd's passion is.
29:06
And so you have to look at your individual goals, needs, focuses
29:11
and that will shape those time blocks that you're you're looking at.
29:16
Yes. Yeah. Yeah.
29:17
Thank you for saying that. Yeah. All goes back.
29:19
We all have to go back to our goals. Yeah.
29:21
That's why we started our business. So thank you for that perspective, Craig.
29:24
Sure sure.
29:26
So here I have a list here.
29:27
And we're going to go through them relatively quickly
29:29
because we've we've given a lot today.
29:31
We've given some good stuff and we've given some really bad stuff.
29:33
So hopefully I,
29:35
I've given some bad stuff.
29:37
So here we go.
29:39
I want you to ask a question when you look at your calendar, okay.
29:42
We're all looking at our calendars and I want you to look at it
29:46
in a two month time period right now.
29:49
So over the next two months,
29:52
how balanced is your schedule?
29:57
You know, maybe maybe you're way too heavy.
30:01
You're just trying to cram way too much in.
30:05
Well, that's going to lead to burnout.
30:07
Maybe you don't have enough rest or margin in your calendar.
30:12
You know, I think all of you out there listening were a little bit
30:14
of a different group of individuals because you all are overachievers.
30:20
Okay? You know, let's be honest.
30:23
if you're listening to this podcast, you're an overachiever.
30:25
If you're not, you're probably listening to some book on tape
30:29
or you're listening to music, and there's nothing wrong with that.
30:31
But if you're spending your time
30:33
trying to figure out how to grow your business, you're an overachiever.
30:37
And in that we sometimes like to lie to ourselves
30:42
and feel like we can do everything.
30:47
I've tried it, I've done it.
30:49
I still try it. I still fail at it.
30:52
And that's when the pressure builds up.
30:55
I give myself a thumbs up.
30:56
If you're on YouTube, that's.
30:58
And that's when the pressure builds up and that's when you go,
31:02
why did I ever start this business to begin with?
31:05
Would it'd be great if I had a 9 to 5 job.
31:09
Well, remember, you had a 9 to 5 job that you quit to start this business.
31:14
Yeah. And it's like, wait a minute, let's just get back.
31:16
Left brain, turn off your left brain.
31:18
Let's get back to reality.
31:20
Okay? How can we not go down that road?
31:22
Well, let's not over cram our schedule.
31:25
the next question
31:25
I want you to ask yourself is, do I have enough time to achieve my goals?
31:31
Being realistic.
31:33
Yeah. This is a big one here, Craig.
31:34
Because if your calendar is packed and you are doing shoots
31:40
after shoot after shoot, shoot quality control after quality
31:45
control, answering the phone, who knows what else you're doing.
31:48
If you are working in your business,
31:51
then don't be.
31:54
Don't be surprised
31:54
when we get to the end of 2025 and you go, wait a minute, I didn't hit my goals.
31:59
logically, how can we expect to hit our goals
32:03
if we never put time in our calendar to actually work
32:06
towards the goal?
32:10
So that's a super important thing, is do you have enough time?
32:13
And just a question
32:14
I get asked all the time is, is how do you make sure you have enough time?
32:18
Well, you work it backwards.
32:20
So I subscribe to a service where they would help you manage your calendar.
32:25
I did this for a few months and I learned the technique.
32:27
It's it's it's a great technique.
32:29
It's it's I've taken portions of it.
32:31
But when you want to achieve a goal, you have to look at
32:36
what is the end product and then work yourself backwards.
32:39
Okay.
32:39
So a question I saw on Facebook this morning.
32:42
We have 50 clients right now.
32:44
What's the best sales technique to scale to 100 clients.
32:48
So you want to grow in 50 clients okay great.
32:51
What does it take to grow to 50 clients.
32:54
Ask yourself okay, I have to build relationships, have to have more people
32:58
find out about you.
32:59
You know, you know, there's a million things need to do more presentations,
33:03
attend brokerage, you know, brokerage meetings, MLS.
33:06
I need to join the MLS. I need to go to the realtor events.
33:09
I need to do office drop ins.
33:10
I need to do cold calls, Zillow calls.
33:12
Oh, there's a million things.
33:14
Yeah, I need to host events.
33:17
Okay, so how many of those types of activity
33:20
do you need to do to get one client?
33:23
Okay, great.
33:24
I probably need to call them.
33:27
You know, I probably need to call ten clients.
33:29
Okay. 10 to 1. Great.
33:30
Okay.
33:31
So how much time do you need to call and follow up with ten clients?
33:35
Well, probably about an hour per client okay.
33:39
So I need ten hours of work to get to one client.
33:44
Great.
33:44
So if we want to get to 50 clients, just do the math.
33:50
So super simple to do.
33:52
You need to then time block that.
33:54
So say you need that.
33:56
My math went went wrong here.
33:58
So 10 to 1 I need to get I need to do that
34:01
five times 50 hours maybe my mass off.
34:05
But it's Friday and I've got too much coffee in me.
34:08
But say, you know, you need 50 hours and you want to get those clients
34:11
in the next two months.
34:13
Okay, so you better put those time blocks.
34:16
You have 21 working days per month.
34:19
If you don't work weekends, you have 41 days.
34:22
And you need to spend 50 hours to make those connections.
34:27
No problem.
34:28
You need to spend a little over an hour a day, every day
34:32
doing those activities that you feel that will lead to you
34:36
getting those clients right, so you just need to work it backwards.
34:40
It's super simple. On a two month time period.
34:43
Just put those on your time block so your time is blocked out. Yes.
34:48
And your calendar.
34:49
That's the calendar that syncs to Spyro.
34:51
That would actually prevent you from taking a job.
34:55
Yes, prevent yourself from taking a job, because if you don't,
34:58
we're going to get two months from now and you're going to go,
35:01
hey, Todd, I didn't get those extra 50 clients.
35:05
Well, no, all you did was shoot.
35:08
Yeah, but it's going to be painful for those of us
35:12
that are used to that production and filling our calendar
35:15
with those shoots, because that's all we're looking at.
35:17
It's going to feel painful to block out because you don't want
35:21
to disappoint a client by not having availability,
35:25
but in the long run that it will pay dividends.
35:29
You know, if if you live in an area that's seasonal, you know,
35:32
so here in the north were slow between, say, November
35:35
and mid-March,
35:38
take that time to really invest
35:40
in your business development to to grow that number of clients.
35:44
I mean, you're not shooting anyway, so make the most of it.
35:47
If you are shooting during the busy season.
35:50
That's that is what it is.
35:51
Unless you've hired photographers,
35:52
which would be a good idea if you're looking to scale.
35:55
But yeah, just look at look at your cycles.
35:59
Where can you best use those times?
36:01
Okay, that was a fabulous lead into my next question.
36:04
And we didn't even discuss this off air.
36:05
But what can I anticipate over the next two months?
36:09
What can I anticipate?
36:11
You know, it's like Craig said, do you anticipate
36:14
that the number of jobs is going to go down?
36:17
Can you anticipate the number of jobs going to go up?
36:19
Great.
36:19
Let's be proactive to it and not reactive.
36:23
None of you all should get the middle February, middle March.
36:27
You go, hey, I can't believe we're this busy.
36:31
Well, I mean, let me just warn you, if you don't know what's coming,
36:34
I have the chart here somewhere on my desk.
36:36
For the last 21 years, it's been a bell curve.
36:39
Yeah, it's scaled up.
36:41
Super, super busy middle.
36:44
I always say around
36:45
the Super Bowl, time is when everybody starts to wake up here in our country.
36:50
Yep. And it goes until school starts.
36:53
It's like that every year. It's a bell curve.
36:55
That's where you're going to do 80% of your jobs right.
36:59
So what can I anticipate.
37:02
The next question.
37:02
This is a this is a good one.
37:04
And I got this from Austin Cheviron who he coaches realtors.
37:09
So I love that
37:11
he asked this because it's so important, especially being a business owner.
37:15
How much fuel do I have in my tank?
37:21
So let's play this scenario, Craig, that you're looking ahead
37:24
and we've done that thing where we know we needed to devote 50 hours
37:30
of uninterrupted, uninterrupted time to
37:36
feed people on to the top of our sales funnel.
37:40
But you have worked like crazy,
37:44
and you have left no margin in your schedule,
37:49
and you're busy.
37:50
Your business is growing all
37:53
that's a great thing, right?
37:54
It's exciting, but if you have no fuel left in your tank,
38:00
you might be able to power through and do it,
38:03
but it's going to turn you into hating your business.
38:07
Yeah,
38:08
and please don't hate your business.
38:11
Business?
38:11
It's not the reason why you started it.
38:14
Your business can work for you and you're going great time.
38:17
Yeah, you do this like I've been there.
38:20
I've been down in the dumps.
38:21
I was a I was 4 or 5 years in.
38:25
I was shooting almost everything.
38:28
We were growing like crazy.
38:32
I was working 16, 18 hours a day and I was doing everything.
38:37
I was driving the cities an hour and a half away
38:39
because they found out about us and they loved what we had.
38:43
It was exciting to have people
38:46
from an hour and a half away call like, hey, when can you come and do?
38:49
I've got ten properties I need you to do, literally.
38:52
Like nobody's doing this.
38:54
I haven't seen this.
38:55
Can you come do photos and video for me?
38:58
Okay.
38:58
Like, yeah, this is why I started this thing.
39:01
I was doing my own invoicing.
39:05
I was doing everything.
39:07
And my wife told me, she's like, you need.
39:10
You need someone to help you.
39:13
And you know what I had told her?
39:16
This is
39:18
nobody can help me.
39:19
Nobody knows how to help me.
39:20
I nobody's ever going to be able to do it like me.
39:23
Yeah,
39:25
I was convinced.
39:27
Yeah.
39:27
Literally convinced that nobody could help me.
39:31
I had such a big thought.
39:32
Air and thinking that only like, I'm special.
39:35
I'm not special, y'all. I'm not even that smart.
39:38
I really I'm I'm.
39:40
I I you would if you really knew me.
39:43
I'm just a down to earth guy that I believe I can do a lot of things.
39:47
But I was really bullheaded, thinking that nobody could help me.
39:49
Like, why are you that special, Todd?
39:51
Like, how was sending someone an invoice for $200 difficult and making
39:54
sure they pay it
39:56
now? Spiro
39:57
does that now, but that's beside the point.
40:00
But what?
40:01
And this is going to be tough.
40:02
You know, Eli Jones talks a lot about this to
40:05
that your business is not different than any other business.
40:10
A lot of times we read
40:12
What. What
40:14
Come on, Todd
40:16
we'll read the email or you'll read
40:17
any other type of business book and you'll go, wait a minute.
40:21
But they're not they don't that industry's not like mine.
40:25
Mine's really niche
40:27
It's just growing like they don't know.
40:29
Like mine's different.
40:30
I don't apply to those theories.
40:32
Yes. You do apply to those theories.
40:34
So moving forward here Craig.
40:36
And again I'm being direct today I, I do want to come at you
40:41
with a place of love from my heart.
40:43
Just because if you're feeling, if you're like, oh, this is convicting for me.
40:48
I don't mean to be harsh to you, but sometimes somebody just needs to say,
40:52
hey, you need to do something different,
40:54
You know, actually, Todd, that's a great time.
40:56
Back to the the book that we're giving way impact.
41:00
The whole point of this is leading from the,
41:04
the value of love for people caring about people.
41:07
So great book right there
41:10
So two more.
41:11
What do I need to prepare for?
41:13
This kind of goes along with what can I anticipate?
41:17
What what do you need to prepare for?
41:19
Do you have a big presentation coming up?
41:21
Well, you better start now.
41:23
I see a lot of you and I.
41:24
And I feel you because I work this way, too at times.
41:28
I've got this brokerage meeting coming up tomorrow.
41:30
Does anybody have a slide deck? What?
41:33
What do you guys recommend? I do what I take him for food.
41:37
Well, think of how
41:38
hard you work to get that meeting and how excited you were.
41:41
Yeah.
41:42
Don't plan for the day before
41:45
right
41:46
I get life.
41:48
Sometimes it comes at you really fast.
41:50
But when you get that meeting, if it's one month from now, two months from now,
41:54
just put two one hour time blocks on your calendar right now.
41:59
Plan for brokerage meeting the next week.
42:02
Finalize planning for a brokerage meeting.
42:05
If you're not done on week two, add another one on week
42:09
three. Yep.
42:13
Finally, Craig, this is this is a tough one. for,
42:17
for me for I think just our.
42:22
Our our
42:24
just for people in 2025.
42:27
Okay.
42:29
What needs removed.
42:34
I can't afford to remove anything from my life right now.
42:37
Todd. It's all critical.
42:39
That is a common. Yeah. Craig I tell myself that too.
42:41
And the thing that you have to tell yourself is if you say yes
42:44
to everything, you're really saying no to a lot of things.
42:48
And it's worse when you say
42:50
yes to someone and you let them down
42:53
rather than you just tell them, no.
42:55
Hey, I'm really sorry. I just don't have I.
42:58
Maybe I could do this in two months, but I just can't do this right now.
43:01
I'm so sorry.
43:01
Maybe I have someone I can refer you to,
43:06
but you say yes,
43:07
and then you let them down, and then it's that much worse for you.
43:11
As opposed to just telling them no to begin with,
43:15
it's about setting boundaries.
43:17
But to be able to set a boundary,
43:18
you have to identify what your values and priorities are.
43:22
So what are those top of line things
43:25
that you don't want to compromise on?
43:28
Identify those and then set the boundary around that practical example.
43:32
Todd.
43:34
I got a new client that was a referral,
43:37
from someone else in the same brokerage that,
43:40
it's her first big listing.
43:42
Might even be her first listing, but it's a it's a big one
43:46
and wanted a Sunday shoot. Now,
43:50
one of my values is I do not work on Sundays
43:54
because that is my time for family, and that's my time for worship,
43:58
so I don't make exceptions for that.
44:00
That's that's a boundary I've set because of the value of family
44:03
in and worship in my life. And,
44:08
I know there's competitors that do shoot on Sundays, so I'm running.
44:11
I'm running the risk that I might lose that business
44:13
if somebody absolutely has to have it on a Sunday,
44:16
you have to be okay with what you might lose.
44:19
But what is it that you're gaining?
44:20
And to me, the value of building the relationship
44:23
with my family in my faith, my my relationship with God
44:26
is more important than one shoot that I might lose on a Sunday.
44:31
So identify your
44:33
priorities, your values, set your boundaries based on that
44:36
and just be okay with the consequences of that.
44:41
Yeah that that's a tough decision though right.
44:44
It is. It is.
44:45
But as it ends up that person said
44:48
I suggested I could do it on a Saturday.
44:51
I don't like to shoot on Saturdays again.
44:52
That's time with my family.
44:55
But I make exceptions because I understand well once in a while
44:58
that's all the client can do.
45:01
So I offered a Saturday at a particular time and they said actually, that works.
45:06
So I didn't.
45:07
I didn't lose what my my core conviction was on Sundays,
45:13
and I still was able to then earn the business of that client.
45:16
Yeah, that that's that's a higher level technique.
45:20
Craig.
45:22
How so?
45:22
What do you mean?
45:23
Well, what I mean by that, Craig, is the fact that
45:28
when we start our business, we start it for goals.
45:33
If we write them down or not, you know, there are goals.
45:36
Sure.
45:37
And sticking to those goals, we sometimes for selves and thinking
45:42
that we're going to make an exception to the rule because it helps us
45:46
get successful in our business, which then in turn allows you to reach your goals.
45:51
But that's a very slippery slope. That's not true.
45:54
You all out there if you have kids yet or not.
45:56
Maybe they're maybe you don't have them,
45:58
maybe they're grown, but you only have them for so long.
46:01
Yeah.
46:02
And this if you're not going to have kids, if I mean kids are fabulous,
46:06
but if it's with your, you know, your spouse,
46:09
if it's with your family, your mom and dad, your
46:12
are only going to be on this earth so long.
46:13
Your grandparents, if you're still lucky enough
46:15
to have them around or young enough.
46:17
Yeah, those people are going to be here so long.
46:21
And it sounds morbid.
46:23
It is, but it's reality.
46:25
And if you always choose your business
46:30
over those relationships and
46:33
the reasons why you start your business, you know, it's just a slippery slope.
46:37
I've been there. I've done it.
46:38
You turn into your business and you turn into this monster
46:41
and you're like, I, I'm doing this for the good.
46:44
Well, you're going to get to retirement
46:45
and you're not going to have
46:46
any energy left, and you're not going to know your wife.
46:49
Yeah. You're not going to know how to spend time with your kids.
46:51
Your kids. You're be like, why weren't you at my games?
46:53
Why weren't you at the band concert?
46:55
What did you fold yourself?
46:57
And you told yourself that you were working every waking moment
47:03
right now to get to something that you're never going to get to
47:06
And I can raise my hand to say, I fail at this, too.
47:10
So I'm not talking to you.
47:12
I'm talking to myself.
47:13
You know, I had I was flying out of the conference
47:16
two years ago, and I listen to a podcast and literally made me break down.
47:19
It's like when talked about spending time with his wife and family.
47:23
And I was like, I was just so convicted because
47:26
I had in my head that I was building Spiro right
47:30
now, and I had another business, and I was going morning to night,
47:33
and I was excited because it was ramping up.
47:37
But I just let down my family.
47:39
Yeah, I just felt that conviction, like, we haven't
47:43
had dinner with my wife, just my wife.
47:46
I couldn't remember the last time.
47:49
I was starting to get angry that the kids want to play with me.
47:53
If you're a father and you get angry when you walk in that
47:55
your kids run to, you know you need to reevaluate your life.
48:00
Yeah.
48:01
Like why would like,
48:03
my kids run to me and I'm like, why are they running to me?
48:06
Like, don't they know what I went through today to.
48:11
Oh, those are some tough things, Craig.
48:12
And but those are some things that we need to evaluate as business owners.
48:16
And if you need someone to talk to you, find someone to talk to.
48:20
Yeah.
48:20
You know, if it's just you that's a lonely place.
48:23
Find someone that you can confide in.
48:26
Yeah.
48:27
And the importance of of surrounding yourself
48:29
with people that will speak life into your life is critically important.
48:33
I had a great, conversation on Facebook with somebody that's,
48:36
you know, so how do you deal with being hard on yourself?
48:39
And so the number one thing is surround myself with people
48:41
that won't be as hard on me, that they'll speak truth into my life, but
48:45
they'll give me more grace than I give myself sometimes.
48:49
So, yeah, surround yourself with good people that
48:51
that will speak some life giving things into you.
48:56
Yeah, agreed
48:57
and correct you when you need correcting in a loving way.
48:59
Yeah. So yeah, yeah.
49:02
Just one last thought.
49:04
I have, here for you guys with what needs renewed.
49:07
My last question.
49:11
Craig, do you know how many minutes are in a day?
49:14
Don't ask me to do math.
49:16
1440 minutes,
49:20
1440 minutes.
49:22
And if you sleep eight hours, six times eight, 480,
49:26
you've got about a thousand left thay you’re awake.
49:30
Think of how many times you let a minute go by.
49:34
Look at the activity thing on your phone.
49:36
How many minutes did you spend
49:39
browsing the internet, social media?
49:41
Did you for yourself?
49:42
Oh, I was helping clients. What were you really?
49:44
Were you watching those sneaky little videos?
49:47
You got 1440 minutes in a complete day.
49:50
You need to sleep. You need to eat.
49:51
You need to spend time with your family,
49:53
and you need to prioritize your schedule to have enough of those minutes
49:57
that help
49:57
you reach your goal, that work on things that are going to guide you and direct
50:01
the ship towards what you feel the success is for your business,
50:06
so that you can look back and say, yeah, I started this for a reason.
50:11
And you know what? My business worked for me.
50:13
Not much to add to that.
50:16
It's pretty to the point.
50:19
And again, I apologize for being to the point today,
50:21
but these are all things
50:22
that I work on these things every day, guys, this is stuff that I focus on
50:26
because I know if I don't, I'm going to screw it up.
50:30
And we all do.
50:32
We all do.
50:33
It's good.
50:34
Good reminders I this week especially I've, I've been focusing on
50:39
trying to minimize yeah the distractions and it's amazing
50:42
how much more you get done the the momentum you build when you
50:47
really start being aware of your time and being, purposeful with your time,
50:52
that momentum just builds and the ball just keeps rolling.
50:56
it does.
50:57
It makes it a lot easier.
50:59
Todd thank you. Great insight this week.
51:01
Hey my pleasure.
51:02
Thank you all for sticking with us.
51:04
Yeah yeah some some rabbit trails
51:07
I know some people that it drives them up a wall.
51:11
But this is this is just real life, real conversation.
51:14
We got to have some fun while we're talking the seriousness
51:16
of business as well.
51:18
Because it is it is just real life, you know?
51:20
Yeah. A couple of guys from the cornfields of northwest Ohio.
51:23
It is what it is.
51:25
So thank you for indulging us, and watching and listening.
51:29
We do appreciate you guys.
51:32
All right.
51:33
Well, Todd, unless you have anything to add,
51:35
I think that's going to wrap things up this week.
51:38
Yeah, that's it for me. Just don't be too hard on yourself.
51:40
One little step at a time,
51:41
It takes time to break those habits and to build new ones.
51:44
It does.
51:45
We'd love to hear what habits you're working on.
51:48
Building time.
51:49
Maybe you want to share some of your time.
51:51
Sucks, you know, or what's what's been stealing moments from your day.
51:56
And how are you?
51:57
How are you addressing that? Drop us a line.
51:59
hello@spiro.media.
52:01
You can maybe send us a message, you know, in the in the pink chat bubble, but.
52:05
Well, maybe not the pink chat bubble. That's more for help.
52:07
Join the Spiro Super Spiro super Spiros user.
52:11
Super Spiroers.
52:12
Yeah.
52:13
in the Spiro sphere
52:17
- Steve came up with that one - I like it I like it.
52:19
Isn’t that good. The Spiro sphere.
52:21
Yeah. Sorry I'm taking over again.
52:23
And, or you can leave us a comment on YouTube, but
52:27
we'd love to hear what are your your Time Bandits and how are you addressing those?
52:31
And maybe someone else is going to say, yeah, that's mine too.
52:34
That's a great idea on how to address it.
52:37
It's community, guys. It's community.
52:39
So let's help each other
52:40
build some great businesses in the real estate media profession.
52:44
So thank you.
52:47
If you found value in this, give it a like share it.
52:49
You know what?
52:51
All those things that YouTubers say, we we just really appreciate that.
52:55
Can you tell how relaxed we are about this?
52:58
Anyway, that's all I've got this week.
53:01
Make sure you take some time.
53:03
Time that maybe you identify on your on your time tracking sheet to be
53:07
thankful for the blessings in your life and make sure you take a breath this week.
53:10
Have a good one.
53:11
Thank you for joining us for the Spiro Podcast,
53:14
managing your real estate, photography and videography business.
53:18
This is a production of Spiro and Wow video tours.
53:21
You can find out more about Spiro is Real Estate Media Business management
53:25
software at our website, Spiro Dot media.