Latest / The Spiro Podcast: Managing your Real Estate Photography & Videography Business / International Owner Spotlight Series: Simon Caya of Caya Media - Quebec, Canada

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International Owner Spotlight Series: Simon Caya of Caya Media - Quebec, Canada · The Spiro Podcast: Managing your Real Estate Photography & Videography Business

• 0:00
  Coming up on this episode of The Spiro podcast.
• 0:04
  If you ever look to say, hey, I'm at the bottom of the mountain,
• 0:08
  how do I get to the top?
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  And you're like, how do I jump to the top?
• 0:11
  You're not going to jump to the top.
• 0:13
  You might have periods in your life where you leap,
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  but most of your life is going to be one foot in front of the other.
• 0:34
  Hi and welcome to the Spiro Podcast, managing your real estate,
• 0:38
  photography and videography business. Spiro.
• 0:41
  It's a software platform.
• 0:42
  It's designed to help you really manage your day to day real estate media business
• 0:45
  and ultimately help it grow in scale as well.
• 0:49
  Welcome to a new episode.
• 0:50
  I'm your host, Craig Magrum.
• 0:51
  Thanks for, all of you that, had some patience with us.
• 0:55
  We did not have an episode last week.
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  It is Spring Market, and, Todd, it has gone
• 1:00
  absolutely bonkers, at least in our markets.
• 1:03
  Sure has.
• 1:04
  It sure has.
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  Yeah, we broke a record this month at Wow.
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  So our largest month ever.
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  So we're so excited about that.
• 1:12
  Craig, you had some nice records that you broke in your area.
• 1:15
  Yeah, yeah, it was it was amazing.
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  Our our market not known for really, a lot of high end listings.
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  And we had four,
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  four, $1 million or more properties in the space of three weeks that we shot.
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  And there's only 6 million plus houses in your whole area.
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  No, I'm just kidding.
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  A few more than that.
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  But we're lower in Lima.
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  We're lower in the Toledo. So I'm not, like, making fun of you.
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  I'm making, but I'm here at the same time.
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  So. Yeah.
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  And let me introduce Todd Kivimaki
• 1:45
  Spiro, founder and owner, co-host of the podcast.
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  Good to be.
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  Thank you. Craig.
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  You know I just butt in. Thank you.
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  Just make room for myself.
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  But it's great. It's great to be here.
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  And I do want to say that if you are like, hey, I didn't have my best month
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  ever last month, that's okay.
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  I, I really caution saying numbers from Wow and what we do.
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  Y'all need to remember
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  I've done this for 21 years and I have a fabulous team around me.
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  I have screwed so many things up over the years
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  and I try to take screw
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  ups or gaps like I like to call them, as opportunities
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  to figure out what went wrong and learn from it.
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  And I've tried to nurture that culture around here,
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  that we look at mistakes as a good thing and we learn from and we grow.
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  So if you didn't have your best month ever,
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  there was plenty of times where I didn't have my best month ever
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  and I was listening, or I read online of someone having this fantastic thing.
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  I think the natural thing to do
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  is to want to beat yourself up a bit, so I do.
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  Please do not do that.
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  Please know that you are building something.
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  And there's
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  there was plenty of bad things that happened to us over this last month.
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  Okay.
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  It's a mindset shift and it's a an idea that you're going to push through.
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  I call it my dumb stupidity.
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  Again, I started a real estate media.
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  I started a real estate video business video only
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  back in 2004.
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  When you can't even stream video on the internet, it was too slow.
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  So that was a really dumb thing to do.
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  But I had this just intuition.
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  I had this drive that I was going to make it work.
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  So please do not be like, well, Wow had their best month.
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  And you know, they probably shot more houses in one month than I do in a year.
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  But it took me 21 years to get here.
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  So please don't take take it with a grain of salt.
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  Look, in your business,
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  the, who are the guests?
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  We have on the day is going to share some fabulous things with you all.
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  I'm super excited about that.
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  I think is going to connect with you at a different level that I think
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  will get you asking some good questions about your own business.
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  So that was my long winded way to say, please,
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  I'm not trying to pressure you to think that you're not worthy.
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  You're not doing well.
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  You are.
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  You're an overachiever because you started your own business.
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  And it's tough.
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  It's tough to do hard things.
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  Yeah, yeah.
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  Don't don't be discouraged.
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  I had a challenging last year where I didn't there were months.
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  I was not hitting my goals.
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  There were months I exceeded goals and I never beat myself up emotionally.
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  I just, you know, just push luck, right?
• 4:29
  You sure do. Yeah. And never know.
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  I never beat myself up.
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  Yeah, yeah, I swear, I swear our team has more grace for me than I have for myself.
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  But, it's good to have people around you that will encourage you
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  and speak life into you and help you get beyond beating yourself up.
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  So let us be that voice for you, this week.
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  All right.
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  So, Todd,
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  yeah, we do have a guest this week, and I'm really excited to talk to him.
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  Our first international guest, on the podcast.
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  And, we'll introduce him in just a minute.
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  And his business, but before we do that, Spiro updates.
• 5:05
  What do we have going on?
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  Yeah, literally.
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  Give me a minute, because I want to save time for our guest.
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  So cycle 11 is going to launch May 20th.
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  That's a Tuesday.
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  And you will get a brand new marketing kit.
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  It's going to do everything you wanted to do. I won't spend time on it now.
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  We've talked about this a lot and I've heard we've heard you.
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  The changes are coming. The new updates coming.
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  Property website analytics, a beautiful report
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  that your agents can email their homeowners.
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  We're hoping to squeeze in a new property website template
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  and then subsequent and future releases.
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  There's some other goodies coming as well,
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  but the big one is the marketing content.
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  So excited about that.
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  And, we're going to get it into your hands.
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  It's going to be flat media but also MP4.
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  So taking real type of or, you know, a real orientation
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  and using photos to animate, animate text and things like that.
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  So that is all coming excited about that.
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  And that will be a great way for you to really that's a reason for you
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  to call your clients.
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  Hey, did you know that we have a new marketing content
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  where you can do X, Y, and Z and so a reason to reach out?
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  Sometimes you need a reason to reach out
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  because you just are like, hey, I talked to many of you.
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  And it's like, hey, you need to build relationships with your clients.
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  It's like, okay, well, I don't like the idea of calling,
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  but I will call and it's like, well, what the heck do I say?
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  So that's kind of a give me that's a lay up.
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  And I have a lot of other ideas for reasons you can reach out.
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  Promotions. We're doing a promotion. Craig.
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  We talked about this,
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  morning meeting today.
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  We're doing 30 bucks off a drone.
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  That's a reason to call your clients.
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  So, all that and more is coming.
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  And a few other goodies I didn't mention on there.
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  I did a Facebook Live last night.
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  I do tech talks on Thursdays, so, it would be this Thursday
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  if you're listening to it, the date of this podcast launch.
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  So it's May 8th.
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  I have another tech talk.
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  I go much more in the detail there, and you can ask me
• 7:01
  whatever questions you want,
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  but you can find that on the Spiro Super User Facebook group.
• 7:06
  Perfect.
• 7:07
  59 seconds, Craig.
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  you are a pro.
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  You are a pro.
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  All right.
• 7:13
  Well we're just going to dive into it.
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  For those of you that have watched or listen for any amount of time,
• 7:18
  you know that we have certain episodes that we call our owner Spotlight series.
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  And the whole idea of this of the Spiro
• 7:24
  podcast is really to talk about the business of real estate media.
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  There's we've said this a bazillion times.
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  There's a ton of great resources on the creative side of what we do
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  as photographers and videographers, but we wanted to to, launch
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  a podcast that talked about the business and help you build a strong business,
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  not just from our viewpoint in, in our background, of,
• 7:45
  you know, Wow video tours being around for 20 years, but also to hear
• 7:48
  other real estate media owners, company owners stories and learn from them.
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  This is a community.
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  So we can we want to learn from each other.
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  So I'm really excited this week to, introduce
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  and welcome to the podcast, Simon Caya of Caya Medias.
• 8:05
  Is it Caya or Caya. Yeah, yeah.
• 8:07
  Caya okay, okay. It's French a little bit so.
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  Right from, Quebec, Canada, our first international guest.
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  Simon, welcome to the podcast.
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  Thank you so much guys.
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  Yeah, so happy to be here.
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  I was watching a couple episodes in the last year, and,
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  just being here is humbling to me.
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  And thank you so much.
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  We're just
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  a couple of guys in the cornfields in northwest Ohio, right, Todd?
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  We sure are.
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  Yeah, we are.
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  Yeah, yeah.
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  So excited. Simon. Thanks for making the time.
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  Simon shared with me this was kind of a we we've been trying
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  to schedule a time, and we had to reschedule a couple times,
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  and then I had we had an opening, the day before.
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  Because part of my fault, the day before recording.
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  And so I reached back out to Simon said, I know this is last minute.
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  Can you come on the on the podcast?
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  If not totally understand? He's like, this works out perfect.
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  I had a cancellation.
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  So this this was meant to be Simon. Exactly.
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  So, here the weather is pretty crazy.
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  It's it changes a lot.
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  And we have super harsh winters and super hot summers.
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  So we're just in between right now.
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  And, you know, last Sunday it was snowing.
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  And, you know, two days ago was like 27°C.
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  So the range is extreme.
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  And, just today, was actually raining
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  when it said a week ago that it was going to be a sunny day.
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  So it was just the perfect timing.
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  Yeah.
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  The joys of trying to do real estate media
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  and those kind of weather conditions, man.
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  Yeah, yeah.
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  So, Simon, I, we have a ton
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  of topics and you have fabulous things that we talked about in the pre-show.
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  But I think to start off, could you just give us a background?
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  I think that will help bring everybody up to speed. What?
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  How long have you been doing it?
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  What got you into it?
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  About what volume are you doing?
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  Just give us a little insight into your company, if you can.
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  Sure.
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  So, I'm about an hour from Montreal.
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  More in the countryside, and, it's a city called Drummond Ville.
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  And so I started out my business there.
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  Just to give you more of a background, I went to university in marketing and sales.
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  So, I started out as a,
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  I was working in a marketing agency, and, just after school
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  and did the 9 to 5 was just getting to me, you know, I was
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  I had to punch in all my hours what I was doing.
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  And it was just stopping me from being focused on, on something.
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  And I just really wanted to start my own thing.
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  And so I just,
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  went to
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  my boss and I told him, I don't know where I'm going right now,
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  but I know this is not my place, and I'm just going to cut it right here
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  and I'll give you my two weeks and, you know, I don't know where I'm going,
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  but I'm just burning the ships as, many say.
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  Yeah, yeah.
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  And so, you know, when when you're
• 11:11
  getting desperate like that, sometimes you get creative.
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  And so that's what I had to do,
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  to, to get it out, to get out of there.
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  So, you know, I knew I had a passion for for photography,
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  and I really wanted to become a, real estate investor.
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  Okay.
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  And I knew I had a pretty good marketing, background as well.
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  So I was like, maybe I can merge all of those
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  and try to find something in real estate photography.
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  And so, I just reached out to a, an agency
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  that is, right around the corner here, and they just said, yeah, sure.
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  Why not?
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  We're going to try you out. And they actually,
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  gave me a contract
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  that I signed that, you know, we're going to talk about this.
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  And I had an exclusivity, contract with them.
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  And, you know, there were,
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  maybe ten realtors in that team.
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  So they had a fairly good volume, but,
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  you know, a couple, a couple of months in, you know, when the market went
• 12:19
  a little bit down, I was just stuck in that contract.
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  I couldn't help anyone else.
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  And, you know, I had to talk to the owner of that agency
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  and tell him that I just had to
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  to break it there and just, part our ways
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  because they really wanted to, keep all their, photographers in-house.
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  And so we just started there,
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  and I started out my own thing,
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  and, you know, I had my portfolio
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  and, I built my website, my Facebook, and then just the branding altogether
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  was, making me more, appeasing, appealing.
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  Sorry to, other realtors.
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  And I had a couple calls and just went went from there.
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  So, actually a pretty,
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  intense story when I just started out,
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  you know, I lost all my clients, at that moment.
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  And so I went, to Montreal
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  to do a, to to do a photo shoot for our house.
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  And the when I got there, I just stopped at a restaurant to eat.
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  When I got outside, my car got broken into, and,
• 13:31
  so they broke my, you know, my door, my,
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  the window
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  your gear was gone.
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  All my gear.
• 13:39
  And I had everything, you know, my computer, my hard drives,
• 13:43
  Drone, all this stuff that I had.
• 13:46
  Simon.
• 13:47
  So that was getting to the rock bottom.
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  I could say I actually went to,
• 13:55
  to restaurants and gave my,
• 13:59
  job application to to go back to,
• 14:02
  to, you know, to working somewhere because I just,
• 14:06
  couldn't pay my rent.
• 14:08
  But, yeah, I had a
• 14:11
  I hired a coach back then.
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  He was a friend of mine, and he just helped me out, and he was like, dude,
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  you got to promise yourself that you're not ever going back
• 14:20
  to working for someone else.
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  I know you got it inside of you,
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  and you got your good vision and your good mission.
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  So just go for it and it's going to work out.
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  So that's what I did.
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  And the rest is history.
• 14:31
  So okay, so after all of that segment I mean you're yeah you're at rock bottom.
• 14:36
  You've you've got nothing.
• 14:37
  So you built after having your gear stolen
• 14:41
  and burying, you know, barely being able to pay rent.
• 14:44
  So how do you build from there.
• 14:46
  I mean did did you wait tables.
• 14:49
  What did you do to get back going to then really launch your your business.
• 14:53
  So the only portfolio I had left was on my Facebook page,
• 14:59
  my Instagram and on my website, stuff that I, you know, had downloaded there.
• 15:05
  Now I got the Dropbox, Dropbox and everything is in the cloud,
• 15:09
  so we're good with that.
• 15:10
  And I also did not have business insurance at that point
• 15:14
  because I was just starting out and, you know, rookie mistakes.
• 15:18
  So I made a,
• 15:22
  so somebody
• 15:24
  that is close to me lend me money to buy a new camera
• 15:28
  and out of, you know, such a sweetheart.
• 15:31
  And I just went and bought a new camera, new new gear
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  and just went, you know, 12, 12 hours a day.
• 15:41
  Just client acquisition.
• 15:42
  I was going to every, realtor office, calling
• 15:47
  every realtor that I had in my, city.
• 15:51
  And I just went crazy on it.
• 15:52
  And, you know, three, three months out after that, I was booked out.
• 15:57
  And so everything was good.
• 16:00
  Good for you. Love to hear that.
• 16:03
  Love to hear that. Simon.
• 16:04
  Some things that I'm getting from from your story is,
• 16:07
  one, you're very desire of decision maker.
• 16:12
  And I, I can actually tend to be the opposite.
• 16:16
  And it's something that I have to consciously
• 16:19
  get myself out of because I love to look for options.
• 16:22
  I love the what if game, and you had a couple points in your story.
• 16:26
  You're like, you know, you're working a 9 to 5 and you just have
• 16:29
  this feeling inside of you that it's not right
• 16:32
  and you know that to get beyond that, you just have to make the decision.
• 16:37
  And that gets you further.
• 16:39
  It's kind of like a give you an analogy.
• 16:41
  So, kind of the same idea, back when I, you know, back in school
• 16:45
  when I was playing basketball, and I'm, I'm a large human being, y'all.
• 16:50
  I think many of you know that.
• 16:51
  So, like, for me to run around, we would run, you know, in conditioning.
• 16:55
  We would run a mile or two
• 16:56
  and I would run it and I'd start to slow down and
• 17:00
  there was another individual on the team that just would sprint through it.
• 17:03
  And I'm like, why did you sprint like, you know, what's up with that?
• 17:07
  And he's just like, I just want to get it done.
• 17:08
  It was too hard.
• 17:09
  Like I figured I'd just go through and I'm like,
• 17:11
  that is such an incredible ability to have to want to go in the pain.
• 17:15
  And that's that's what you possess.
• 17:17
  Simon is like the pain of the unknown, which can be very scary.
• 17:22
  But you you had this intuition inside of you that it just wasn't correct.
• 17:27
  And also, along with the exclusivity with your first, you know, that first gig
• 17:32
  you had, you again, I think the same thing kind of popped up.
• 17:36
  Do you know this is a quality of yours or do you you like?
• 17:39
  Because I think that's an incredible quality
• 17:41
  to have that intuition be like, I need to make a change.
• 17:43
  I'm going to make it. Then I'm going to go figure it out.
• 17:46
  I think this is something that you can it's like a muscle.
• 17:50
  So being decisive, I read a book about that
• 17:53
  and it's something you can, absolutely
• 17:58
  get better at making, you know, a white and black decision.
• 18:04
  You know, not staying in a relationship.
• 18:06
  Maybe that you're not hundred percent fulfilled in,
• 18:10
  quitting your job and starting to to build your dream
• 18:13
  and just going forward with all of those stuff is,
• 18:18
  is actually something you can get better at this for sure.
• 18:22
  Todd Todd.
• 18:23
  It ties into something I learned at the
• 18:27
  the, the mission I worked in, in Toledo doing donor development.
• 18:30
  Our, our CEO said people will not change until the,
• 18:34
  the pain of staying the same is greater than the pain of change.
• 18:37
  Yeah. And that just stuck with me.
• 18:40
  And it sounds like that's kind of what you live by, Simon.
• 18:44
  Sure. And, you know, I.
• 18:46
  I did not do this all by myself.
• 18:49
  I got amazing people around me and I just started to listen
• 18:54
  to podcasts, mindset, podcasts on my Spotify.
• 18:58
  And, I just started reading books about that.
• 19:02
  And it's just a muscle that like, like everything, you know, your willpower to do
• 19:09
  something is something you can get better at
• 19:12
  just by doing more repetition. And,
• 19:16
  it's just going to work out
• 19:17
  if you stay on it and go through it.
• 19:22
  Todd, Simon and I were talking before the show, and, he
• 19:25
  he was sharing with me how fitness is, an important value to him.
• 19:29
  And I, I like how you brought that in, Simon, with, you know,
• 19:32
  the mindset is it's just a muscle that you exercise, that decisiveness.
• 19:36
  I like how you tied in the fitness analogy.
• 19:38
  There.
• 19:40
  Yeah.
• 19:40
  So join me to go in and yeah that let's, let's let's dive into that.
• 19:44
  Yeah.
• 19:45
  The importance of fitness and being a business owner. Yeah.
• 19:47
  So just to put you in perspective, a year and a half ago,
• 19:52
  I was still, just a solo photographer
• 19:55
  and with an editor and,
• 19:59
  you know, now, I just lost two photographers, actually.
• 20:02
  But, we're a team of four.
• 20:04
  It got our editors, our a VA and all that stuff.
• 20:08
  And I built that.
• 20:12
  Business, while
• 20:15
  getting, a lot of physics,
• 20:18
  activity. How do you say that's physical?
• 20:21
  Like physical activity?
• 20:21
  Yeah. Yeah.
• 20:23
  So so I, I left to run marathons.
• 20:25
  I do ultramarathons in, in mountains
• 20:29
  and, you know, last year I did a half ironman.
• 20:33
  Then the week after I did a full Ironman in, down in Maryland and,
• 20:39
  all of that as well, I, I bought a house.
• 20:42
  My wife is just about to give birth to our first,
• 20:46
  little girl in, like, a week or two.
• 20:50
  So, so it was a pretty crazy year.
• 20:53
  And, you know, when you're when you prioritize
• 20:57
  your time to, to doing the right thing,
• 21:01
  you can do incredible,
• 21:04
  achievements just by, you know, managing your time.
• 21:08
  Yeah. And
• 21:09
  and investing it in yourself physically, which helps your mental game as well.
• 21:13
  I've noticed when I, when I do actually buckle down
• 21:16
  and start to take care of myself physically and get the exercise
• 21:18
  and get the blood flowing and the heart beating, it releases
• 21:22
  hormones and chemicals that are good for your brain
• 21:26
  and just give you a much better mental state as well.
• 21:29
  So you know, now I've, I've shared this, Todd, before
• 21:31
  and in past episodes I've, I've dealt with periods of depression or anxiety.
• 21:36
  And when I start exercising, it does help lift you up out of that.
• 21:40
  So Simon, thanks for sharing that.
• 21:42
  Yeah, absolutely.
• 21:43
  I'm a big fan of longevity.
• 21:46
  And, I don't know if you guys heard about the book outlive.
• 21:51
  It's a book about, you know,
• 21:53
  the guy is he wants to live to 100 and still be able to, you know,
• 21:59
  pick up his grandkids, being able to go upstairs and, all that stuff.
• 22:04
  And he's talking about the most important thing to, to
• 22:07
  to get to that age is actually your VO2 max.
• 22:10
  It's your in, capacity to,
• 22:14
  get oxygen to your system.
• 22:17
  And so, exercising is, absolutely,
• 22:20
  absolutely the best way to do that to, to, to manage that.
• 22:25
  Incredible. Live to a hundred.
• 22:27
  I'm hearing Ironman and marathon.
• 22:29
  I'm just good, good. Good for you.
• 22:31
  Yeah. I’m thinking the same thing.
• 22:33
  Yeah.
• 22:35
  Running.
• 22:35
  Running is not my favorite activity.
• 22:38
  Yeah, but I don't do it because I like it.
• 22:40
  Do it guess. Yeah.
• 22:42
  Know.
• 22:42
  Yeah. Yeah.
• 22:43
  It's it's something that I do like every day.
• 22:46
  I don't do marathons every day.
• 22:48
  Now, I,
• 22:48
  I just took a step back because I, I'm just about to have a, baby in my life.
• 22:53
  But, you know, every morning I just do a little 15 minute
• 22:56
  workout in my gym, and then I go for a run and,
• 22:59
  a little 20 minute run just to get the blood flowing. And,
• 23:04
  I listen to another podcast,
• 23:07
  a couple weeks ago about a guy that is, that went, on the, on the show,
• 23:11
  and he was talking about,
• 23:12
  you know, when he's got a big decision to make or a call to make,
• 23:16
  just go to the gym and, you know, get the blood
• 23:19
  flowing and the energy going, and then you make the call.
• 23:22
  It's going to be a whole different, energy,
• 23:26
  that you're going to bring to the game
• 23:28
  for sure.
• 23:29
  And, and all of these things are if you're saying, hey, I can never do that.
• 23:33
  Like, I'm not a runner either.
• 23:34
  Again, I'm a I'm a very large human being.
• 23:36
  Like, maybe one day I'll run more, but just start off small.
• 23:40
  That's the biggest thing. It's just a small step.
• 23:42
  You know, Simon mentioned 15 minutes.
• 23:44
  Like, if that seems undoable, just do do planks for three minute, you know,
• 23:48
  do a plank for a minute or, you know, just start small with where you're at.
• 23:53
  I love the scene around here.
• 23:54
  And I use it and we chuckle about the at the office.
• 23:57
  By the saying of how do you eat a whale?
• 24:01
  Well, you eat a whale.
• 24:03
  Just one bite at a time.
• 24:05
  And that is true with anything you do.
• 24:08
  If you ever look to say, hey, I'm at the bottom of the mountain,
• 24:11
  how do I get to the top?
• 24:12
  And you're like, how do I jump to the top?
• 24:15
  You're not going to jump to the top.
• 24:17
  You might have periods in your life where you leap,
• 24:20
  but most of your life is going to be one foot in front of the other.
• 24:24
  And then there might be a step back, but most of your life
• 24:27
  is going to be very just at that pace.
• 24:31
  And then as you start to add that pace up, you'll begin to leap
• 24:34
  and you'll find those exponential gains.
• 24:37
  But it can be just impossible to think, how am I going to do that?
• 24:42
  You know, if I was thinking, if I was in a go train
• 24:43
  for something like that, like, how would I do that?
• 24:45
  Like, I think, I think I would die at mile three, like mile one.
• 24:49
  I'm going to be complaining more than anybody and that I'm dead at three.
• 24:52
  So it's like, you know, how do you get the how many is it for you?
• 24:54
  And it's 32 miles.
• 24:56
  Tony Simon, you know, kilometers or 26 miles.
• 25:00
  Yeah. Yeah, something like that. Yeah.
• 25:01
  I mean yeah, I mean kilometers.
• 25:03
  Yeah. Right. So.
• 25:05
  Well, cool.
• 25:05
  Well that's great.
• 25:06
  Now let's, let's let me transition a little bit.
• 25:08
  Yeah.
• 25:09
  Because I know you have so much to give,
• 25:10
  but let's talk about you have a natural instinct in you to go
• 25:14
  and ask for business to a network, to talk to people.
• 25:18
  We are all about the human to human connection.
• 25:22
  And people will order photos and video from you.
• 25:27
  They'll buy from people they know, like and trust.
• 25:29
  So can you share some insight as to, maybe some tips and tricks?
• 25:35
  I know you have some things with sales or brokerages.
• 25:37
  What what did you find allows you to take some of those big
• 25:41
  or substantial gains through your client acquisition techniques.
• 25:46
  Yeah.
• 25:46
  So, one one of my best tricks
• 25:50
  that I, that I learned in the last year was,
• 25:55
  trying to be, like the master in
• 26:00
  to the eye of your clients.
• 26:01
  You got to be the master marketer.
• 26:03
  So you got to be the master at showing off the house, getting the right angles
• 26:09
  and just, helping them sell the house faster and make more money.
• 26:14
  So, what I do is I go to,
• 26:19
  realtor congresses, and I just meet with people,
• 26:22
  and I go to every presentation there.
• 26:25
  Is there. Right.
• 26:27
  And I just takes tons of notes, and I build my brokerage
• 26:31
  presentations, based on notes that I took from congresses.
• 26:36
  And, you know, a couple of weeks ago was, was,
• 26:40
  exp con it was right here in Montreal.
• 26:43
  So it was a four, four day, Congress.
• 26:47
  I was there for, four days straight and from the, from the first,
• 26:52
  to the last presentation, try to go there,
• 26:56
  take notes, and I adjust my presentation based on that.
• 26:59
  And then, that gives me an actually,
• 27:03
  an actual leverage when I go to, talk to new people, I just tell them,
• 27:08
  you know, hey, do you want to have a brokerage presentation?
• 27:11
  I've learned, a ton of stuff in the last years as,
• 27:15
  doing thousands of houses and how to sell, and I can just do it, do this
• 27:19
  for free to 20 minutes.
• 27:21
  And, I'm going to bring a lunch in, which is going to talk about it and have fun.
• 27:25
  So that worked really well for, for me just being, you know,
• 27:31
  as a, a,
• 27:34
  good. Yeah.
• 27:35
  An expert marketer and just, I look like I know everything,
• 27:40
  but I just learn from others and just speak it to, to more people.
• 27:44
  So that's one of the ways I do brokerage presentations.
• 27:49
  So, Todd, I what's, what's jumped out to me
• 27:51
  about Simon and him building his business is that there's two things you mentioned.
• 27:55
  One, very early in in his start in this he invested in coaching.
• 28:00
  You've talked about coaching. Yes.
• 28:02
  Even even when it's financially difficult.
• 28:05
  The value of that. Simon,
• 28:08
  you've gained dividends from that.
• 28:11
  You invested in education.
• 28:13
  You're going to these conferences, these these congresses and, and, learning.
• 28:18
  And you're taking time away from your daily shoot activity.
• 28:21
  So you're not out shooting.
• 28:22
  And a lot of people might be saying, well, I'm losing money, but you're really not
• 28:25
  because you've invested in your education, which then you applied
• 28:28
  to your presentations at brokerages, which then ultimately gets you,
• 28:32
  gives you more clients, more business.
• 28:35
  Yeah.
• 28:35
  That makes me think of your, story, Todd,
• 28:38
  that you, talked about the, you know, the the two lumberjacks.
• 28:43
  So one of them is just going home and, sharpening his ax,
• 28:48
  and the other guy's like, how do you how do you cut more?
• 28:52
  Would then I, and you work less.
• 28:54
  And, you know, the guy's just like, I just go home,
• 28:57
  sharpen and come back and it's it's much easier.
• 29:00
  So the same thing has to be applied to your business.
• 29:04
  My calendar is full of, you know, the conferences I go, I book
• 29:09
  them, you know, in advance so that I just don't have the choice to go.
• 29:14
  And, these days,
• 29:17
  that I go to these
• 29:18
  conferences are so packed with knowledge and,
• 29:23
  yeah, it's just, it's it's steps like that, you know.
• 29:28
  Yeah.
• 29:28
  And it's, it's really a secret weapon.
• 29:30
  We talked about this a little bit last podcast when Shannon gave her
• 29:34
  market update, the idea of we used a term that isn't a common term unless you're
• 29:40
  a realtor is how many days of inventory are do we have right now.
• 29:47
  And that's a question you could ask an agent.
• 29:49
  And that means is it a buying?
• 29:52
  Is it a buyer's market a seller's market?
• 29:54
  Is it neutral.
• 29:55
  But that is a term that you're going to say to a realtor and they're going to
• 29:58
  look at you like, this person really understands me.
• 30:01
  And the same thing with Simon,
• 30:03
  he's going to exp con and there's a ton of conferences out there.
• 30:06
  And even if you're like, hey, I it's exp Con or KW the home,
• 30:12
  whatever they call it, or CB whatever the Coldwell Bankers Conference is like.
• 30:17
  It didn't come to my city.
• 30:19
  What? Take one step down.
• 30:20
  Just join your local board of Realtors, MLS, the local organization.
• 30:25
  It's called something different wherever you're at.
• 30:27
  But there is an organization where all the realtors go and they get continuing ed
• 30:33
  and they have conferences, they have different committees,
• 30:36
  and they have many things that you can get involved with.
• 30:40
  And you can gain that information right there.
• 30:42
  Begin to put that in your head, and then you begin thinking like a client.
• 30:47
  And when you think like your client,
• 30:49
  that's what allows you to really understand
• 30:52
  what your client needs because you think like them.
• 30:57
  So I know when I
• 30:58
  started, there is many times where I would think like a photographer,
• 31:02
  and that is good because
• 31:04
  it's going to make your images creative.
• 31:08
  But we see this a lot with our new photographers.
• 31:11
  If we don't give them any training, they go take these creative angles
• 31:15
  and, right Craig, and they are nothing that you need to sell a house
• 31:21
  like a realtor is going to look at it and go, that's
• 31:22
  not what I need, because that's not how I sell a house.
• 31:26
  So that is really a key to doing that with learning, with educating.
• 31:30
  Simon, talk about a little bit.
• 31:31
  And you briefly mentioned this,
• 31:33
  but I'm a firm proponent and believer in organizing a calendar.
• 31:37
  You mentioned you put these things on your calendar.
• 31:39
  How big is an important how big of a aspect is,
• 31:43
  organization in your calendar, in your day to day activities?
• 31:46
  Yeah.
• 31:47
  So building the systems in my,
• 31:50
  company was the absolute foundation of where I am today because,
• 31:56
  you know, I'm not at the top yet.
• 31:57
  I'm just saying that, from where I was, I'm so much better
• 32:01
  with my organization, and it, you know, I'm a I love to,
• 32:07
  do stuff and be all over the place because I'm kind of hyperactive.
• 32:11
  And so having a calendar that is,
• 32:14
  set in advance for me is an absolute must.
• 32:17
  I would, I would be absolutely lost without my calendar.
• 32:21
  So I use Google calendar, and, you know, everything is on there.
• 32:26
  You know, my,
• 32:28
  I, I was talking about life balance,
• 32:30
  the other day, so I got my training.
• 32:33
  Is I right there every every time.
• 32:36
  And, you know, every Wednesday night, I have a sacred night that I call.
• 32:41
  It's just me and my girlfriend.
• 32:43
  No TVs, no cell phone. We just take time.
• 32:46
  We read a book together, and we just talk and just grab some time.
• 32:50
  Because if you if you don't write it down, it's just going to slip away.
• 32:54
  And, you know, we'll do it tomorrow, and then you just forget about it
• 32:57
  and you just finish by never doing it at all.
• 33:00
  So having a calendar is the best.
• 33:03
  And actually I've been using Spiro for like a year now,
• 33:08
  and it changed my business.
• 33:09
  I, I learned about metrics.
• 33:12
  And you know, now I look at that every day.
• 33:14
  And it's just so helpful to see, how the analytics of your business
• 33:19
  is changing throughout the time, throughout the season.
• 33:22
  You know, it's the best for sure.
• 33:25
  Yeah. Having a system like that.
• 33:27
  Well, thank you for that.
• 33:29
  Yeah.
• 33:30
  Todd, I want to kind of shift gears a little bit,
• 33:34
  with with Simon being our first international guest. Yes.
• 33:37
  Our first real estate media business owner outside of the US.
• 33:41
  I love learning about different cultures.
• 33:43
  And if if I had time, I would try and learn multiple languages.
• 33:47
  And I just.
• 33:49
  I'm fascinated by different ways of living throughout the world.
• 33:52
  And that crosses over into business.
• 33:54
  Now, Simon, a lot of what you've already talked
• 33:56
  about today is that's common across the board.
• 33:58
  No matter where in the world we are as real estate media professionals,
• 34:02
  business principles are pretty much the same in how we connect
• 34:05
  with people, how we sell, you know, the the media that we're providing.
• 34:09
  But I'm kind of curious and I don't know exactly how to phrase the question,
• 34:14
  or or know if, if you can encapsulate this, but
• 34:18
  what are some of the cultural differences, you know, say, between,
• 34:22
  you and Quebec and us in the United States, internationally,
• 34:27
  what cultural differences have you noticed in business
• 34:30
  and or the real estate media,
• 34:33
  industry?
• 34:34
  Yeah.
• 34:34
  So there's a couple things for sure.
• 34:37
  It's still pretty similar because we're still in, you know, North America.
• 34:41
  But, you know, here in Quebec, there's actually laws
• 34:45
  to, that,
• 34:48
  you got to speak French.
• 34:50
  Your website needs to be in French.
• 34:52
  If you, do, you know,
• 34:55
  publicity, it has to be mainly in French.
• 34:58
  Then in English.
• 34:59
  So there's a couple things like that, because, there's lots of people
• 35:02
  that are trying to keep this language alive here.
• 35:05
  And it's slowly, slowly declining and, Yeah.
• 35:09
  So that's maybe something that I could talk about or,
• 35:12
  there's not many, 3D tours here.
• 35:16
  Okay.
• 35:16
  Not as much as, you know, there's no, Zillow.
• 35:19
  Zillow is not a part of my market.
• 35:22
  So, you know, I know you guys have 3D tours on Zillow and, and,
• 35:27
  you know, they get boosted stuff on there.
• 35:29
  So it's not something that we have here.
• 35:32
  So there's not many, 3D tours.
• 35:35
  So it's more about pictures, drones and and doing stuff like that.
• 35:39
  But yeah. And also sorry.
• 35:43
  Go on.
• 35:50
  Yeah.
• 35:50
  But it's something that was not popular.
• 35:53
  Really really, really not popular.
• 35:55
  So, almost every client that I,
• 35:59
  get here don't know about it, and or they're barely hearing about it.
• 36:03
  So something that I would bring into the game.
• 36:08
  But they love it.
• 36:09
  And I think it's awesome, for sure.
• 36:11
  And, I love to do them.
• 36:13
  So yeah, I think it's the best.
• 36:14
  And it's a good added value to them.
• 36:32
  Yeah.
• 36:32
  So here Centris is our Zillow.
• 36:35
  So every property is pretty much on Centris
• 36:38
  And you got to have the, floor type,
• 36:43
  you know, things like that.
• 36:44
  And it's draw to, get the, measurements as well.
• 36:49
  Yeah. Okay.
• 36:51
  So, so another thing that I can talk about this on another
• 36:53
  topic, but, you know, winter, winter is hard here.
• 36:57
  So, when winter kicks in,
• 37:00
  we do a bunch of, you know,
• 37:03
  just exterior listings and stuff like that.
• 37:06
  And so then when summer comes, it's it's a super hot summer as well.
• 37:11
  So the market is always demanding
• 37:14
  new pictures. And,
• 37:17
  remodeling our pictures for, for the properties that didn't sell.
• 37:21
  So, yeah, from a business relationship standpoint.
• 37:26
  So what I'm a lot of what I do when I'm trying to build relationships,
• 37:30
  in my market with potential clients is I'll take them up to coffee
• 37:34
  and just get to know them.
• 37:35
  You know, relationship building is is hugely important.
• 37:38
  What does that look like in Quebec?
• 37:40
  You know, versus say, Ohio?
• 37:43
  Even Ohio to New York can be different today, I'm
• 37:46
  guessing, in how people interact with each other.
• 37:48
  So when you're building, client relationships,
• 37:52
  Simon, what what does that look like for you?
• 37:54
  How how do you best do that?
• 37:58
  Well, I don't
• 37:59
  exactly know how it is in Ohio, to be honest.
• 38:03
  But, you know, there's conference conferences everywhere.
• 38:08
  There's meetings.
• 38:10
  I just do client acquisition through Instagram, and I send them videos
• 38:16
  and I just meet with them sometimes to get a coffee or, so pretty much the same.
• 38:21
  Yeah.
• 38:21
  Yeah, I think it's pretty much the same on every first shoot with a realtor.
• 38:25
  I try to be the one on, on site, and then I just,
• 38:29
  you know, talk to them about the culture, who we are, how to use our system.
• 38:34
  And usually that's that's how we do it.
• 38:38
  Todd, here's a good question.
• 38:40
  Just keying off that.
• 38:41
  So, Simon, you've got now you just lost a couple of photographers,
• 38:45
  but you have other photographers.
• 38:46
  So this is a common question.
• 38:48
  I still deal with this today and I see it all the time in the Facebook groups.
• 38:52
  So when you're out on that first shoot with, with a new client
• 38:55
  with a new realtor, and you're the one that they're used to,
• 38:59
  and you, you introduce another photographer and
• 39:04
  do you find that they're
• 39:05
  resistant and they don't want to work with another photographer.
• 39:08
  They just want to work with you and have you shoot.
• 39:10
  And if that's the case, how do you handle that?
• 39:12
  as the owner.
• 39:14
  So if I feel like the photographer is not bringing up the value
• 39:18
  as much as I am or better,
• 39:21
  I'm a bit hard on that.
• 39:22
  So I did fire photographers in the past,
• 39:26
  and I try to get like, people that are creating an experience,
• 39:31
  you know, and it's a people business, you know, what about that?
• 39:34
  So it's you got to be a magnet.
• 39:37
  You know, people need to, to like to talk to you.
• 39:40
  And I think, when I introduce new photographers,
• 39:46
  I really brag about the realtor
• 39:49
  in front of them and just trying to
• 39:52
  make them feel super confident about the new guy.
• 39:55
  And, you know, that that this person is absolutely,
• 40:01
  that is absolutely.
• 40:03
  You know how you say that
• 40:05
  they know everything that that this realtor needs and wants.
• 40:09
  So we just put emphasis on that and, yeah, yeah,
• 40:15
  I think that's a that's that's a great technique and, and a great thing to do.
• 40:18
  And kind of a term that I've learned is it's called managing people up.
• 40:23
  And it's when you would give, you know, you would talk
• 40:26
  good about someone in front of a colleague or in front of a client.
• 40:29
  And it gives them the confidence, like
• 40:32
  if you're confident in them
• 40:35
  and that client is confident in you, it's just psychologically
• 40:40
  connecting the idea that the client should be confident and your new hire.
• 40:44
  So and that can go a long way, not only in the cycle psychological
• 40:48
  aspect of the client, your your agents wanting someone other than you.
• 40:52
  But it also can go a long way with that photographer of thinking,
• 40:56
  oh well, oh, Simon thinks that about me.
• 40:58
  Like, oh that's. And then sometimes
• 41:01
  was just thinking, you can do it
• 41:04
  allows you to do it.
• 41:05
  You know, like sometimes we get so down on ourselves,
• 41:08
  like my 12 year old, my oldest son, he I think you guys know
• 41:12
  we play he plays a ton of basketball, I coach a ton of basketball.
• 41:15
  And he is a really, really good basketball player.
• 41:17
  But he is super hard on himself.
• 41:20
  He works hard.
• 41:21
  He has the skills.
• 41:22
  He's put in the work,
• 41:23
  but he will beat himself up from a psychological standpoint,
• 41:27
  and it's building him up to think that he can do it.
• 41:29
  And when he thinks he can do it, he goes out there and he does it
• 41:32
  at a very high level.
• 41:34
  And I think that's the same.
• 41:35
  Not only it's the same
• 41:36
  with everyone in life, like if you're beating yourself up, stop.
• 41:39
  But if you begin managing up your employees,
• 41:44
  that's going to do so many things from a company standpoint,
• 41:49
  and it will help you get over that hump of like and Craig, I agree with you.
• 41:52
  We see it all the time.
• 41:53
  Like, how can someone get someone other than me?
• 41:56
  And that is a big that could be a big gap.
• 42:00
  And there's a there's some good ways to do it.
• 42:02
  But being on site, managing your people, making sure that your agents know
• 42:05
  what your company's about,
• 42:07
  if they know you want to grow and you're growing to serve them better, that's
• 42:11
  way different than like, hey, I just I don't really want to shoot anymore.
• 42:14
  And I'm going to try to get some people that do a half as good as me,
• 42:17
  like, you know, which one is the agent going to be comfortable with?
• 42:20
  Yeah.
• 42:20
  So yeah, I love that technique, Simon, of managing those individuals up.
• 42:26
  Yeah.
• 42:26
  You phrased it much better than me, but that that's pretty much the idea.
• 42:31
  And, Yeah.
• 42:32
  So so these individuals, are,
• 42:36
  you know, in target cities around, where I'm from.
• 42:40
  So, I don't have a, another photographer in my city.
• 42:43
  I have, one that is an hour away
• 42:46
  from Drummond ville that side and an hour from that side.
• 42:50
  So I call it the Golden Triangle.
• 42:52
  So they are expert in their, market, in their market.
• 42:56
  And that's how I really put it out to the realtors.
• 43:00
  And, yeah, it works really well. See.
• 43:03
  Excellent.
• 43:05
  Well, Todd, we're kind of getting close to the end of the podcast here.
• 43:08
  So, Simon, what we always like to do is ask our guest
• 43:12
  if there was one parting piece of advice that you would give to listeners and,
• 43:17
  viewers of the podcast, especially those outside of the US.
• 43:22
  I would love for you to speak to to others in our industry outside the US.
• 43:26
  What would your best piece of advice be that you would give?
• 43:31
  Well, absolutely.
• 43:33
  Be prepared to fail.
• 43:36
  It's absolutely part of it and in every aspect of your life.
• 43:41
  But, in business it's always, you know,
• 43:45
  repeating that process of not starting over but getting over
• 43:50
  things that don't work out because it's always going to happen as well.
• 43:53
  So for me, it was pretty hard at first of not giving up on myself
• 43:58
  and just going all the way and just,
• 44:03
  you know, try to get a thousand no's or a thousand maybes is is a lot.
• 44:08
  But when I do client acquisition, I love to, to get no's and just,
• 44:14
  you know,
• 44:16
  going forward and it is going to work out for sure if you just stay consistent.
• 44:20
  It's a lot about consistency in the in the long term.
• 44:24
  It's a numbers game.
• 44:26
  Yeah. It's a challenge to you right Simon.
• 44:28
  Because it's not.
• 44:29
  No it's no not right now.
• 44:32
  That's a psychological.
• 44:34
  They tell me no okay. No problem.
• 44:35
  Not right now I'm going to get you in three months.
• 44:37
  Six months I might get you in 12 months.
• 44:39
  It might be four years later.
• 44:41
  But I'm going to get you.
• 44:42
  So you're going back on my list, and you'll hear from me again.
• 44:46
  Absolutely.
• 44:47
  And the follow ups are extremely important.
• 44:51
  So many times, in the past, I just send a message to a realtor as a,
• 44:56
  you know, for client acquisition.
• 44:58
  Didn't get a response, and I just dumped it, you know,
• 45:01
  but you got to do a feedback.
• 45:05
  Yeah, I follow up, and there's so much value in those follow ups.
• 45:09
  And realtors are busy.
• 45:11
  They don't always have the time as, as us business owners and usually, you know,
• 45:17
  the third or the second or the third follow up is actually going to work out.
• 45:22
  And in many cases it does.
• 45:25
  Yeah. That's so true.
• 45:26
  The fortunes and the follow up.
• 45:27
  That's what I think.
• 45:28
  Shannon Shannon that's a Shannonism.
• 45:31
  I she didn't create it. But the fortune is in the follow up.
• 45:33
  So you know, and think about you've laid all that hard work.
• 45:36
  If you've called someone one, two three, four times, you've gotten them
• 45:40
  so much closer to a yes,
• 45:42
  or you've gotten them closer to a no, but at least you understand where they're at.
• 45:46
  And maybe you just need one more contact to make that person feel special.
• 45:51
  Maybe you've learned a new thing at a conference.
• 45:53
  You can use it as an opening line.
• 45:55
  Maybe you can call them with your promotion,
• 45:58
  the new marketing toolkit, whatever it may be, it's a reason to reach out.
• 46:01
  And that's one step closer to getting that.
• 46:03
  Yes, absolutely.
• 46:05
  And sometimes, one,
• 46:08
  free shoot is going to get you many more shoots.
• 46:11
  You know, we did a, a new record at our business last, last month,
• 46:17
  also at 31K, but we're super happy about it. And,
• 46:23
  yes, so much
• 46:25
  compounding of effort and we're not done.
• 46:29
  And we are going to go, all the way with this.
• 46:32
  And I'm super stoked to to be a part of, you know, all this community
• 46:37
  that that's here to help.
• 46:38
  And, it's it brings so much value to have people around.
• 46:43
  Yeah, yeah. Todd, I love his energy.
• 46:45
  I just I was just going to say I love his mindset.
• 46:49
  Yeah. And he has energy. Is this incredible?
• 46:51
  I, I think it's it's it is something for us all to learn from is just that mindset.
• 46:56
  It is so much in our mind.
• 47:00
  Simon, any any books off the top of your head?
• 47:02
  You talked about books about mindset.
• 47:03
  Anything come to your mind, comes to your mind using the same word a lot.
• 47:06
  But if someone's like, hey, what book was it that you read?
• 47:09
  Or where should I start?
• 47:11
  Do you have a title recommendation? Sure.
• 47:13
  So I got a couple for sure. I, I love to read.
• 47:16
  I read, pretty much every day, only a 15 minute gap,
• 47:20
  but it I get through books, through the months
• 47:23
  and, you know, right now I'm reading a book that is called The Gap.
• 47:27
  And again, I don't know if you know about that.
• 47:30
  So it's, it's talking about,
• 47:34
  the gap between
• 47:35
  where you are and where you want to be.
• 47:38
  That's the trap.
• 47:39
  If you look at the gap, you're you're going to be depressed.
• 47:43
  You ain't going to be, you know, feel down because you're not there yet.
• 47:47
  But if you look at the gain, which is the other part where you're from,
• 47:51
  the historically, what have you been through to get where you are?
• 47:55
  If you think about that, you're going to be
• 47:58
  super energized about, you know, looking at what you achieved
• 48:02
  and all the, the, the knows that you've been through to get where you are.
• 48:06
  And it's super powerful to do that.
• 48:10
  The gap in the game.
• 48:11
  Okay.
• 48:12
  Awesome, awesome.
• 48:14
  Well, Todd, any final questions that you have?
• 48:18
  Simon, if someone has a question for you or wants to,
• 48:21
  reach out to you, is how could someone get in contact with you?
• 48:25
  Sure. Just reach out.
• 48:27
  I love to to help other people and bring value.
• 48:31
  I actually,
• 48:33
  give free, sales, teaching in schools here.
• 48:38
  And that's where the idea came from to do brokerage presentations
• 48:42
  and actually gain from from being in front of people and giving value.
• 48:46
  So just reach out to me on Facebook.
• 48:48
  Instagram.
• 48:51
  I'm super open to, to talk than that.
• 48:53
  I love to help people.
• 48:55
  Awesome.
• 48:56
  Our guest this week, Simon Caya from Caya Medias in Quebec, Canada.
• 49:00
  Simon, thank you again so much for taking time out of your day
• 49:03
  and in spending it with us here on the Spiro Podcast.
• 49:06
  Thank you so much. It was a pleasure.
• 49:08
  Yeah, Todd, it's been a great week.
• 49:11
  Good to see you again. And,
• 49:14
  we've got a great episode next week.
• 49:16
  We're going to be speaking with some realtors and getting their take
• 49:20
  on what they're looking for in a real estate media partner.
• 49:24
  So hearing right from our clients what they're looking for I'm really excited.
• 49:30
  They're they're great team of ladies, that are very high energy.
• 49:34
  They're they're they're a hoot to shoot for.
• 49:36
  I love working with them.
• 49:38
  So it's going to be a fun podcast.
• 49:40
  So make sure you, come back next week for that episode and, Yeah.
• 49:44
  Simon, again, thank you so much.
• 49:46
  It was a pleasure getting to know you and talking to you.
• 49:48
  And thank you again for making the time.
• 49:50
  Yeah. Thanks so much.
• 49:51
  I'm all I'm I'm all jacked up energized.
• 49:54
  Now I'm going to go conquer something. Yeah. There we go.
• 49:57
  All right.
• 49:58
  Well, guys, that's going to wrap it up for this week on, on the Spiro podcast.
• 50:01
  Thanks for making time. We know it's busy season.
• 50:03
  So the fact that you're spending time to either watch us or listen
• 50:06
  is not lost on us.
• 50:07
  We appreciate that. We're humbled by it.
• 50:09
  Make sure you take time this week to just be thankful.
• 50:12
  Have that great mindset that Simon talked about this thing on this episode.
• 50:16
  Be thankful for the things that
• 50:17
  that you've been blessed with in your life,
• 50:19
  and make sure you take some time to breathe.
• 50:21
  Have a great week. Take care.