Latest / The Spiro Podcast: Managing your Real Estate Photography & Videography Business / Owner Spotlight Series: Ryan Stevens - Real Home Pix

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Owner Spotlight Series: Ryan Stevens - Real Home Pix · The Spiro Podcast: Managing your Real Estate Photography & Videography Business

0:00
Coming up on this episode of The Spiro podcast.
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I mean real estate transactions are complex, they're emotional.
0:08
There's so many moving parts to them.
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sometimes it goes smoothly, but most of the time it doesn't.
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And you really need someone that's experienced and doing this every day
0:17
professionally to guide you through one of the most important
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financial transactions in your life.
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Welcome to the Spiro podcast.
0:25
Managing your real estate photography and videography business
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with your hosts, Todd Kivimaki
0:32
and Craig Magrum.
0:36
Hi, and welcome to the Spiro podcast,
0:38
Managing your real estate photography and videography Business.
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Spiro is a software platform designed to help you manage
0:45
and grow your day to day real estate media business.
0:48
I'm Craig Magrum, host of the podcast.
0:50
Welcome back.
0:51
We had a week off last week and of course, Todd been gone a couple of weeks.
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He is gotten some much needed R&R and we are happy to say that
1:00
Todd is back this week.
1:02
So our cohost and Spiro owner and founder.
1:05
Todd Kivimaki.
1:06
- Welcome back, Todd. - Thank you, Craig.
1:09
I'm back with nothing better to say, but I am back.
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And yes, I had a little vacation there and then my daughter had surgery,
1:16
so everything went well with that.
1:17
So I know many of you have message or emailed me, so thank you for that.
1:21
This is very heartwarming that you guys remembered it.
1:24
But yeah, I'm excited to be back.
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And you know, we've got a guest on the podcast today, so very excited about that.
1:31
A lot of things have happened really in about the last week, two weeks.
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So, you know, excited to be back with all of you today.
1:38
Yeah, for sure.
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And we'll introduce our guest in just a minute.
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But this is an Owner Spotlight Series episode
1:45
because the whole idea of the Spiro podcast is to talk about the business
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side of what we do is real estate photographers and videographers.
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And we like to hear from other companies, other business owners
1:58
in their markets and in learn from them, get their experiences as well.
2:02
So we're really excited about our guest today in a major
2:05
market in in that in the state of Texas.
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So we'll introduce him in just a minute or two here.
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But Todd, before we dive into that,
2:13
let's do a quick catch up on the Spiro software.
2:17
What's new and what's coming?
2:20
Yeah, so what?
2:21
Thank you, Craig. So what's new?
2:23
So I'm going to cover a couple of different weeks and
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this has been our push.
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We call them the quality of life updates.
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So many of you have given some things like, I'd really be great
2:33
if this button could do this or that could be there.
2:36
So some of the biggies square got integrated.
2:39
Now this has been about a month back,
2:41
but many of you wanted to use Square that is in there now.
2:43
You now have a beautiful calendar view.
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So many of you want to see how
2:47
that would stack your appointment stack, how drive time stack that is all in there.
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That was a nice update. Prior to that was metric.
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So if you're kind of just go and you're like,
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I don't know where I'm at, that metric section is in there for you.
3:00
I look at it every day for Wow.
3:02
It's kind of how I start off my day.
3:03
It gives me a good idea of what we're doing, where we're heading towards,
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are we trending up?
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What are we percent the goal percent over or under last year.
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So metrics are in there.
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We're very excited about that.
3:15
And then just some quality life things like you can upload multiple floor plans
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now you can charge per mile on a trip fee.
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We did a refresh to the invoices.
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You can put your
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you can put a memo on every invoice.
3:28
You can put company information for our international users.
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You need to put your VAT number on there so you can put that on there.
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Now, also international users, if you have a different country codes,
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if you're outside the U.S., your users, your agents
3:43
were having to change the country code away from plus one to your country code.
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We do that automatically now based on country code.
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So they sent a really cool things in there and just some quality of life updates.
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We are working on translation
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services, so that is again for our international users.
4:02
I know there's a big gap in the market out there.
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So for those you French, German, Spanish, you know,
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other languages, that is your native language.
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We are working on a translation service so your clients can view it
4:15
in your native language, also quantity and variation.
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So you can do them in the system.
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You have to do them by adding another service.
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We'll build that all together.
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So that's in there, some increased support for multiple time zones.
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So a lot of really cool things coming.
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And then after that, we we're going to have a big push
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for some new exciting things.
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Can't really hint at them yet but excited to get into them.
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Some of them will have to do with the merge fleet which Craig that's
4:43
that's been launched and it's exciting to see you all
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put videos through that merge fleet.
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So this is just something that you know we thought up of, Wow.
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You know, after doing
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9000, 10,000 videos a year, we're like,
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there's got to be a consistent way to do this.
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And so we came up with some logic in the way that we shoot our videos,
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and then we send them into the cloud and they get edited automatically.
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No human editors.
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And now we've opened that up to you.
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You have a new menu item called Merge Fleet.
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You can click on it.
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Heck, you can throw video files at it and you can do a test merge for free
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so you can use it all you want.
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I've created with Ryan, my head of training at Wow a video
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training series that's free as well if you need any of it, email us.
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hello@spiro.media but just some great resources
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if you think about metrics in increasing your revenue, but
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not only revenue, but your average order value,
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that is something like how can we
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get you
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to make more money, do the same or less shoots?
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Okay, that's increasing your average order value.
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And not only that, but how can we give your clients better
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marketing so they can advertise their brand?
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So there's a ton that video brings into it.
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I named my company.
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It has the word video in it Wow Video Tours and you know, video super important.
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So excited about those.
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Craig I completely obliterated the one minute.
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Did you have a clock on me for that?
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I did what I did.
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I figured it's been a couple of weeks.
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You probably have lots to share.
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I think it was like a minute 15, so.
6:20
Sure, a minute 15.
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That's what it was.
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Now, awesome, great updates.
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If you're if you're
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not in the Spiro software yet, you can sign up for a free account.
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Just all you have to do is go to spiro.media and there's a sign up button
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and it doesn't cost you anything with
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the charge only starts once you put, you know, jobs through the system.
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So feel free to check it out some great how to articles a great knowledge
6:48
base there but yeah we want to see your business grow and strengthen.
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And just for you to enjoy the work
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that you do in real estate media. So.
6:59
All right, that's enough for updates on Spiro.
7:04
Todd, anything else you want to hit before we introduce our guest?
7:07
I actually do real quick because I love this, Craig.
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I love putting you on the spot.
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It's really the highlight of my week.
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I bet it is.
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And this is this is a good
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one, but I think this is very applicable to our to our listeners.
7:20
Okay.
7:20
So you were at an event last night, Craig.
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Yes.
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You know, and I think you've shared your introvert.
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That's an event like, holy cow, like, I got to go out and see people.
7:30
Can you just give a brief like, what did you do?
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Why did we do it?
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Why were you there and how did you approach it?
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Yeah, so it's a local brokerage, actually
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the number one brokerage in the northwest Ohio market.
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And they've done a fundraiser event for quite a few years now
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called the Treasure Chest Event.
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And it's something back
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when I had my own business, something I got involved in as a sponsor
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because it's for a good cause they're doing
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they raise funds for the children's hospital and for various medical
8:01
and psychological services to kids, to teens and kids,
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and something that I'm totally behind and in supporting.
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And so we we donated
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a media package, photos, video,
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a vertical video for social media for their silent auction
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because we wanted to be a part of of helping raise those funds and obviously
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make the Wow Video Tours name more known amongst the agents at this brokerage.
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So we make it a habit to try and support our local fundraisers and local brokerages
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because they give us a lot of business we want to give back to them
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and help them achieve their goals as well and just be a part
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of blessing our community, you know, through raising these funds.
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So we donated that package that was part of the silent auction.
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I haven't seen what it you know, what it closed for,
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but I know the realtors at that brokerage always appreciate
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having something real estate related for their business that they can bid on
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and know that they're helping helping a good cause.
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And then I bought a ticket to to attend the event.
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And just seeing people that I'm working with at that brokerage,
9:15
you know, shake hands, catch up,
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just enjoy some social time and just make make our presence known.
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And yeah, I'm an introvert and it is hard because I always feel weird
9:24
when there's groups of people talking and I walked up,
9:27
You kinda like, slide in.
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Yeah, yeah, it's it is a little awkward, but yeah, but you look for people,
9:34
you know, and they're like, Hey, they bring it right in.
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So it was good.
9:38
I've got a list of people I'm
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going to follow up this morning with just with a quick email.
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Hey, it was great to see you last night.
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And, you know, maybe bring up a couple of things that we talked about.
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It's just all about relationship building. So,
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yeah, that was the event and how to work through it as an introvert.
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No, I did come home utterly exhausted if I was glad us now have my quiet. But.
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But it was fun.
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Yeah. Worth your time, Craig.
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Yeah, absolutely. Absolutely.
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Yeah.
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This, this whole business is relationship driven.
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You've got to build relationships with your realtors.
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If it's just a cold business transaction, you're just you're not,
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you're not going to grow all that that big people
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buy from people they know they can trust, Right.
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Yeah.
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And so for those of you out there that have donated
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or given a media bond or put a basket together to give for an auction,
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that's great, you've done it.
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Now if you're comfortable with that put yourself one step further.
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Craig could have easily been like yeah,
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we sent something, our name was there, sat on the table,
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you know, 12 people walk by it or even a hundred people walk by it.
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But take the next step. It's your business.
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Go make sure your clients are happy and see if you can connect with new people.
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It doesn't have to be about business. Literally.
10:55
The easiest thing right now is March Madness.
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Like, that's my lead in like, wow, you're bragging, do it like it.
11:01
And sometimes it fails.
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Like our guest today I did that was like, Hey,
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what you racket doing is like, I don't even watch basketball.
11:07
Okay, well, then you have to pivot.
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But that's okay.
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But just it might not be that you might not want to ask somebody about that.
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But I something about that's current in the news, not like not politics
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or getting to that season.
11:20
Don't talk about politics.
11:21
Talk about if they have kids, ask them how their kids are, asking how their dog is.
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I mean, they'll talk for days about it.
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If you're an introvert,
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So push yourself a little bit further.
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You know, the gift basket is great, but if you really want to
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capitalize on that, well, those of you about
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let's put it this way, Todd, we tell realtors your face, is your brand
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true?
11:43
It's the same with us.
11:44
Our faces, our brand. It's the relationship.
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It's getting out there and getting to know people.
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So, yeah, don't hesitate.
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Call.
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Thank you for letting me put you on the spot. Craig.
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That was rather painless. No problem.
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Well, next week you just wait.
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I got a whole week to figure out what I'm going to do.
12:02
How can you top post Malone I say what?
12:05
We're going to Photoshop on your face.
12:06
Yeah, that's
12:09
all right.
12:09
Well, let's dive into it.
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Are we ready?
12:12
Are we ready, Todd?
12:14
All right.
12:14
Well, let's dive into it.
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As we said, this episode this week is our Owner Spotlight Series.
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We've done a series of these throughout the the the age of the podcast.
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And it's because we love learning from others in this business,
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featuring featuring businesses, small, large, medium
12:35
and just getting their take on things in real estate marketing.
12:39
And our guest this week is a Spiro Podcast listener.
12:43
Let us know he appreciate the podcast and he's experiencing
12:47
some some pretty cool things that I'm excited to hear more about.
12:51
Are in a major market, a larger market than Lima, Ohio, where we're based out of.
12:57
But I, I like to hear about big, big markets and just we got the clips.
13:03
Craig That's true. We do have the eclipse.
13:05
It's like that was it's basically going to be right over Lima, isn't it?
13:10
Yeah. Yeah. That's awesome.
13:11
Okay.
13:12
Anyway, our guest this week, I'm dragging this out way too long.
13:15
- Yeah, I'm I didn't help - Ryan Stevens
13:19
of Real Home Pix based in the Dallas Fort Worth Market.
13:23
Ryan, welcome to the Spiro podcast.
13:25
Hey, guys. I'm very pleased to be here.
13:27
Thank you guys for having me.
13:28
No problem.
13:29
That was a really long, painful introduction.
13:31
I'm sorry I dragged that out so long.
13:33
It's all good.
13:35
Ryan, If you have any ideas of how I can put Craig on the spot,
13:37
make it very uncomfortable for him.
13:39
Next week, we'll just talk offline and then we can pay.
13:42
I’ll send you an email
13:46
Todd, Todd.
13:48
You keep doing this. I might.
13:49
You might have to find another host.
13:51
I don't know.
13:52
How much more can I check now?
13:54
I'm kidding. I'm kidding. I love doing this.
13:57
You were going to say something.
13:58
Yeah. So, Ryan, tell us.
14:00
You know, tell our listeners a little bit about yourself.
14:03
How did you get into it?
14:04
Why real estate photography?
14:06
Just give us a little history of yourself and your business if you can.
14:09
Sure. Yeah, absolutely.
14:10
So I got to kind of rewind back to high school pretty much
14:16
because I was one of those kids that was making good grades
14:18
and was thinking about going to college.
14:20
But really didn't want to go and was just looking for some alternatives.
14:24
I came from a my dad was an entrepreneur.
14:27
He created a very successful business.
14:29
He started the Dallas Comic Con.
14:31
So you're born in 94.
14:33
Yeah.
14:33
So he he grew that for about 20 years until the year I graduated in 2013.
14:38
Sold his business and now is doing all kinds of other things.
14:43
So I was very fortunate to have the mindset
14:46
that, you know, I saw my dad and he went to college and dropped out.
14:49
So I was like, okay, you can there's a lot of different things you can do.
14:54
So I started looking
14:56
around and real estate was one of those things where I could
14:59
start taking real estate classes to become a realtor in high school.
15:03
And then as soon as I graduated, get my license and start doing that.
15:07
So that's what I did.
15:07
Junior year of high school, started taking real estate courses
15:11
and turned 18, graduated, got my license,
15:15
so joined a local Abbey Halladay
15:18
real estate office right down the street from my house
15:21
and had a pretty decent first year considering
15:24
I was 18 and didn't really know anybody that needed to buy homes.
15:27
So it was all just, you know, friends and family
15:31
and referrals from family members.
15:33
So it was okay.
15:35
It wasn't like,
15:36
you know, I think going into it I thought, okay, this is going to be this huge.
15:40
You know, when you look at realtors on TV and stuff,
15:42
you see these giant commission checks and how busy they are.
15:45
And once I got into it and really realized what I needed to do
15:49
and like the day to day and stuff,
15:50
I was like, okay, this is I can do it, but it's not something that I love.
15:54
And I decided, okay, the money's not coming in consistently.
15:58
What else can I do
16:00
on the side to kind of generate some income between commission checks?
16:04
And I had lunch with my dad and he
16:07
we just kind of bounced around ideas and we landed on
16:11
his. Him and my
16:13
mom were building their custom home and the homebuilder actually
16:18
was in need of someone to kind of run their social media
16:21
and take photos of their spec homes and model homes.
16:24
And I knew nothing about photography whatsoever at the time,
16:27
but it was just something where I had already met
16:30
the builder and had a pretty decent relationship with him.
16:32
So I approached him and told him I could do this and that for him.
16:35
And so that's kind of when the real estate photography stuff kicked off
16:39
as I kind of had to learn how to shoot these houses and fortunately
16:42
was able to start off with a pretty decent portfolio
16:45
because I had access to all these beautiful custom
16:48
homes in the area that I could come in and out of whenever I wanted to shoot.
16:53
So that's how it
16:54
started and really just kept shooting my own listings at the time.
16:57
And then eventually I was approached by some agents in my office asking me
17:00
if I could go out and shoot their listings because they saw what I was doing.
17:04
And that's when it kind of clicked.
17:06
And I was like, Oh,
17:07
this is still when, you know, a lot of agents were still doing their own
17:11
cell phone pictures.
17:12
At least in our market, the professional photography
17:15
hadn't really fully taken off yet.
17:18
So I started doing that.
17:20
That was in like 2019
17:22
actually, when I really started shooting for agents in my office.
17:26
And then
17:28
that was also the year that my wife and I got married.
17:31
We got married in October 2019 and
17:34
we both kind of
17:35
saw she wasn't happy at her job, Hey, I wanted to do something else.
17:39
And I was kind of realizing the potential of what,
17:43
you know, this real estate photography business could be
17:47
just based on the numbers I was getting just from agents in my office,
17:50
you know, not even branching out
17:51
or not really getting referrals to other agents in other offices.
17:56
So we just decided to take a leap of faith.
17:58
And in 2019, she quit her job.
18:01
I decided I'd take a step back from being a real estate agent,
18:03
and we just went all in on Real Home Pix.
18:06
So yeah, from there,
18:10
I mean, right off the bat, once we once we delved straight into it,
18:13
we grew really quickly, replaced
18:15
both of our incomes completely, plus some in the first year. And
18:20
we we also did some interesting things that I think separated ourselves
18:24
from a lot of the competition
18:25
and it wasn't really something that many people were thinking about doing.
18:28
But coming from a real estate background
18:31
at the time and DFW, I mean, interest rates were crazy low.
18:35
This is when homes were selling with like 40 offers
18:39
in the same day that it's listed.
18:41
So speed was key.
18:43
As soon as realtors could get their pictures,
18:45
they could get it online and start getting offers sight unseen.
18:49
A lot of times.
18:51
So I knew that because I was an agent and realized the urgency
18:54
of getting the pictures.
18:56
So we did same day delivery on all of our photo shoots.
18:59
So it was a grind.
19:01
But we literally I'd take the pictures, I would start editing them in the car,
19:06
send the JPEGs off to my wife to finish them and then deliver them
19:09
to the client.
19:10
And we've stuck with that with many changes along the way.
19:15
It's very optimized now,
19:17
but we still offer same day delivery on our photo shoots up to a certain
19:21
time of day. Usually around four or 5 p.m.
19:23
clients will still get their photos late that evening.
19:27
Wow.
19:28
Wow. So it's not as important now, but it's still something
19:30
that's really useful to our agents.
19:32
I mean, everyone speed, everyone wants things faster, you know,
19:36
everyone loves Amazon, same day delivery and all that.
19:38
So it was something like as we scaled, it was difficult
19:41
to figure out how it was going to continue to work,
19:46
but we figured it out and I'm glad we did it.
19:48
I'm glad it's something we didn't just give up on
19:51
because it is something I think pretty special about us.
19:55
But yeah, since then we've.
19:57
I'm sorry, do you have question?
19:59
Yeah.
19:59
Let me let me ask you,
20:00
so like individually, when you're out shooting Ryan, if you're doing the editing
20:05
immediately after shoot, how many, how many shoots are you doing a day?
20:08
Just yourself.
20:10
Yeah. So we don't do that anymore.
20:11
But the time you have at the time when it was just me and my wife,
20:17
we were probably doing four or five shoots a day.
20:21
So first solo photographer. That's.
20:22
That's fantastic.
20:23
Yeah, it's almost maxing out your time.
20:27
Maybe a couple extra shoots as as the days get longer.
20:30
Like this time of year sunsets are like 8 p.m.
20:33
now, so you could fit another shooting in there.
20:35
So five or six.
20:38
Yeah, it was.
20:39
And figuring out how to efficiently transfer the files
20:42
and what type of files you need to be using.
20:44
It was all it was a lot of learning and trial and error.
20:48
And we went through so many iterations of how to edit our photos and
20:53
yeah, but we're still doing it today.
20:56
That's awesome.
20:57
Now, gosh, I have so many questions out there.
21:00
That's such an interesting idea,
21:02
but why don't I pivot a little bit now as as you grew?
21:06
Because I think this will maybe be more
21:08
or help for the listeners and maybe we'll get into some of the nuts and bolts
21:11
and some things that, you know, process wise.
21:14
But so as you grew, you know, it's just not you and your wife.
21:18
Now you have a team.
21:19
Can you tell us a little bit about your team
21:21
and then just, you know, what were one of the things that was
21:24
maybe unexpected that, you know, like, oh, it's is not us now?
21:28
Like, this is something that we have to
21:31
slow down a little
21:32
bit to create because we have a team, because we owe to these people.
21:35
But just what did a team mean to you and how did that change your business?
21:40
Yeah, absolutely.
21:41
So when we decided to scale,
21:45
kind of going back to how relational this business is,
21:47
we were really scared about it because a lot of our client base
21:50
knew me personally, either through real estate sales or direct
21:55
referrals from, you know, other agents in my office and things like that.
21:59
So that first hire was so important to us
22:03
and we've been extremely blessed
22:06
with the people we've been able to hire and bring onto our team.
22:09
We we focused on.
22:12
We didn't care about photography experience.
22:14
We realized, you know, we can just like me,
22:16
I didn't know anything about photography when I started.
22:19
We can teach the person how to be the photographer,
22:21
but we wanted to hire the absolute best person in general,
22:25
someone that's going to treat our clients the way that I would
22:28
and understood the importance of of,
22:32
you know, how
22:33
when they're at a photo shoot, they're not just representing my company,
22:36
but they're also representing the agent and, you know, nurturing that relationship
22:40
between their seller and making sure that the seller feels like
22:44
that agent has hired the best vendors to take care of their their their home.
22:50
So, yeah, So currently
22:52
we have a team of seven full time photographers.
22:56
We have a my wife is still doing quality control,
22:59
but we're hiring a virtual assistant to take that over
23:02
long overdue for that.
23:04
We're in the process of hiring a new admin.
23:08
We actually Brea, my wife's cousin was our admin for a while
23:12
and she just she had her baby, I think, a year ago.
23:16
So that became difficult to do admin work at home.
23:19
So we're, we're hiring an admin now
23:22
and in our team of editors we esoft.
23:25
I think a lot of people are probably familiar with esoft now.
23:28
They're Vietnam based and they're the best editors I've ever
23:32
encountered, extremely professional and just amazing to work with.
23:38
Yeah.
23:38
And then just as as we continue to scale this kind of
23:43
I guess it's
23:46
trying to think of something that we're struggling with now
23:48
because we've it's honestly been I don't want to say
23:51
it's been an easy process because it hasn't,
23:53
but because of the people that we've hired, they've just they feel like
23:57
they've made it easier for us focusing on just getting the best people,
24:01
teach them the technical things, teach them how to be a photographer
24:05
and I think that's contributed to a lot of our success.
24:09
Nice.
24:09
And let me maybe ask just a point in a direction that maybe might help.
24:15
How do you build culture with your team?
24:16
Because I know that's something that took me a lot of years at.
24:20
Wow. While I'm still not great at it and now as we build a team at Spiro,
24:23
but how do you build is that something that you focus on or something
24:27
that you know, because keeping everyone happy and keeping everyone engaged,
24:31
is that something you think about?
24:32
You know, the culture of your company?
24:34
It is.
24:35
Now, I will say that's something we haven't focused enough on in the past,
24:39
but we've realized as we've as we get this new this
24:42
larger team built and there's all these different personalities. And,
24:46
you know,
24:47
some people because we're so remote, no one comes to an office, really.
24:51
Everyone kind of has their gear with them.
24:53
They go off on their day and come home and that's it.
24:55
So we communicate a lot during the day,
24:57
but there's never much face to face interaction.
25:01
So Connor, our most senior photographer,
25:04
we actually just put him in charge, is kind of
25:08
doing like a monthly get together for the team.
25:10
We'll go out somewhere and have some fun
25:13
just so we can at least have some kind of
25:15
face to face interaction with each other, because that is something that
25:19
we definitely haven't spent much time on so far.
25:23
It's it's smart.
25:24
I like that idea. Yeah.
25:26
Yeah.
25:28
Let me let me rewind you a little bit.
25:30
As you were just getting Real Home Pix started.
25:33
What would you say was like your biggest hurdle or your biggest challenge
25:38
that you had to overcome or something you just hadn't thought about that
25:42
all of a sudden was in your face and hey, I got to figure this out
25:45
to be able to grow.
25:46
What was your biggest challenge and how did you overcome that?
25:49
So the biggest challenge, I think was honestly, we
25:53
when we decided to scale, we realized we should have made this decision
25:56
like a year ago
25:58
because we were already so incredibly busy and it's still this way today.
26:02
A little bit.
26:03
We wait a little bit too long before we make that next hire,
26:06
and everyone's just so busy.
26:08
It makes it harder to give the new photographer quality
26:11
training because you're just constantly hustling through photo shoots.
26:15
And unless you get like a vacant house
26:18
with nobody else there, it's really hard to give them the quality
26:22
training that they actually need to to make some progress.
26:25
So that's been the biggest struggle and it's gotten a little bit better.
26:28
So Connor, again, our most senior photographer, he's also our trainer now.
26:33
So whenever we hire a new photographer,
26:35
they'll ride with him for around 3 to 4 weeks, actually,
26:39
until they're fully trained and capable
26:41
to do all the entire list of services that we offer.
26:46
So that that's really helped.
26:47
But again, we're we're so busy that it's still hard
26:51
for them to get the quality training that they need.
26:54
And that's that's probably why it takes up to four weeks to
26:57
I wish we could really cut that down.
27:00
So yeah, just making those decisions
27:03
to hire a little bit sooner would have helped us a lot.
27:07
Yeah, we find almost that same number.
27:10
Ryan at our company with training new photographers.
27:15
Now you can get them out there
27:16
and they can take media and they'll do they'll do a 70 to 80%,
27:21
you know, they'll get a
27:22
70 to 80% on it, you know, so a CB work.
27:25
But sometimes it's just getting in enough situations that they've seen it all.
27:31
And then we always see like they kind of like shoot up quick
27:34
and then they'll regress a little bit because I think they get in there
27:37
and they're like, Oh, I got to figure it out.
27:38
And then they kind of just go on autopilot,
27:41
but they haven't done enough houses that autopilots good enough yet.
27:45
So, you know, that's that's something, that's a metric that we look at
27:48
as well of how we can do it, how we can do it more remote.
27:52
But it does just take it takes time them to master situations
27:56
because there are so many things that are photographers
27:57
juggling potentially in the house
27:59
that don't even have anything to do with actually clicking the camera.
28:03
Right? Absolutely.
28:05
Does.
28:06
Does your day to day change any from what is your day to day look like now?
28:10
You know, I know you were
28:11
when you when you and your wife started, you were hustling.
28:14
You know, you were it was probably you were either taking a picture,
28:18
talking to a realtor, editing a photo or sleeping.
28:21
Right, Right, exactly.
28:23
But you probable ate when you edited.
28:24
So I remember the days of literally falling asleep
28:27
my head on the desk, you wake up and you keep editing photos at 3 a.m.
28:31
that does your what is your day to day look like now?
28:34
So day to day, currently
28:36
I'm still our video editor, so I've always been a morning person.
28:39
I wake up as like four or 5 a.m.
28:41
and that's kind of how I start my day.
28:44
Knock out all the video edits and I'm kind of the filler photographer.
28:48
So if we have an extremely busy day and everyone's maxed out,
28:51
I'll still go out and shoot.
28:53
But for the most part I'm here in the office.
28:56
I'm basically the admin currently until that
28:59
that new admin of hire takes over and then I'll be able
29:02
to finally take a step back and focus more on company growth and
29:07
just kind of,
29:08
yeah, just I guess just driving growth
29:10
because that's also something that we haven't done at all.
29:12
We've never done any intentional marketing other than when we started.
29:17
We gave away free shoots all the time, but all of our growth has been attributed
29:21
to just referrals.
29:22
We haven't done many,
29:26
what do you call them,
29:28
you know, brokerage presentations or or really anything
29:32
more than just waiting for the referrals to come in.
29:36
And so nice.
29:37
I'm interested to see how things change
29:40
when we're actually able to start doing some real marketing.
29:43
I was going to ask you about that of of what your growth strategy looks like.
29:47
Do you have, you know, business development
29:49
specialists or salespeople or are you out there doing that?
29:53
So in light of just basically
29:56
referral business, which is the best I think is the best business,
30:01
about how many listings a year
30:03
are you guys doing in the Dallas Fort Worth market?
30:07
per year?
30:09
Man, Why can't I remember this.
30:11
I know we're doing around like 30 a day right now.
30:15
Dang, that's awesome for you guys.
30:18
Thank you.
30:20
Yeah.
30:20
So whatever that is, I think it's 250 working days
30:23
times 30, 7500 listings.
30:27
Good for you, guys.
30:28
Nice. That's exciting.
30:31
Very cool.
30:32
And, Todd, I'm kind of jealous.
30:33
I'm guessing they don't have as much of a seasonal affecting their.
30:38
Their number of listings here in Ohio.
30:41
You know, it slows way way down.
30:43
You know, December. Yes, sir.
30:44
Yeah, but it does. It doesn't.
30:47
It doesn't.
30:48
Snow in Dallas
30:49
maybe once every couple of years.
30:51
It's it's always a big event in the city.
30:53
Shuts down whenever anything touches the roads.
30:56
It's cold. So.
30:57
Yeah, yeah, we do have a little bit of a slowdown.
31:00
I think everybody has a little bit of a slowdown around the holidays.
31:03
You know, November hits and then December, things kind of come to a halt almost.
31:08
But yeah, yeah, probably not as much with the snow that you guys have up there.
31:13
Yeah.
31:13
Todd, let me let me shift gears a little bit because Ryan has a unique background
31:18
that a lot of us don't in this industry in that he's a realtor.
31:22
Are you still a licensed realtor?
31:25
No, sir. I gave that up about two years ago.
31:27
Gotcha. Okay.
31:28
I was licensed for about eight years.
31:30
Okay, So that kind of gives you some unique perspective.
31:34
As an owner of a real estate media company,
31:38
there's two things I want to ask.
31:40
We'll get to the more timely questions.
31:42
Second, but first, as a realtor,
31:45
what based on your experience as a realtor, what knowledge of the industry
31:50
were you to be able to bring to your real estate media company?
31:55
The other companies maybe didn't know or didn't realize?
31:58
Does that question makes sense?
32:00
It does, yeah.
32:01
So I think from my background I was able to go into the business
32:06
skipping a lot of learning about like what
32:09
a real estate agent expects from their vendors.
32:12
And I knew how important it was for their vendors to be reliable
32:16
and professional and treat their sellers right.
32:20
And I think some people that that might be brand new going into it
32:23
at first may be from some other type of photography background
32:26
might not have that insight.
32:29
And not realize just how important it is.
32:31
It's almost the most important thing.
32:33
Like back then, we weren't even taking great photos.
32:36
I mean, we were editing them ourselves so they couldn't be that great.
32:41
But we were so easy to work
32:43
with, and our agents just loved working with us.
32:47
And we were we were reliable.
32:50
So yeah, I think that
32:52
was the most beneficial thing that I had going into it.
32:55
You could look at it as also like, okay, I was in a real estate office,
32:58
so a lot of realtors already knew me.
33:00
So that that probably helped to kickstart things a little bit.
33:03
But that was an office of maybe 20 agents or so
33:07
that were using us at the time from there.
33:09
So not not as big as as you'd think,
33:12
but probably helped a little bit at the start
33:15
for sure.
33:16
Okay, then let me shift gears then.
33:19
Still related to you being a realtor.
33:21
So there's a fairly big news story that just broke.
33:26
Was it this week?
33:26
Todd Early this week, yeah.
33:30
Yeah.
33:30
There were some rumblings that it's been yeah, yeah,
33:33
rumblings
33:34
for the past couple goings.
33:35
I mean, it's
33:35
been going on for quite some time, but yeah, it's just very recent Craig.
33:39
Yeah, So there's this court case involving the National Association
33:42
of Realtors and everything's centering around how buyers
33:46
agents are paid, the commissions related to that.
33:51
We've been talking about it at that Wow Video Tours, you know,
33:54
how is this going to affect our business
33:56
for for those that maybe don't quite understand what
34:00
this whole court case was about, can you give us a real brief synopsis
34:04
and then your take on how it might affect us as real estate media companies?
34:09
Absolutely.
34:10
So the synopsis of the court case, I fundamentally didn't understand it
34:15
at the beginning because it didn't seem to me like
34:18
there was actually anything for these people to sue,
34:22
nor over, at least from my experience in Texas.
34:26
I don't know if it's different by state, but basically
34:29
the lawsuit had to do with
34:32
the people that brought
34:34
the case were saying that the National Association of Realtors
34:37
was basically fixing the commission rates at 6%
34:42
and that that was also consequent to consequentially
34:46
inflating home prices because that that 3% that was also being paid
34:51
was that was going to the
34:52
buyer side of the transaction was kind of basically being lumped
34:57
into the sale price of the home making the home price more.
35:01
And it just it never made any sense to me because at least in Texas
35:05
and it could be different in other states, but real estate commissions
35:08
are always negotiable,
35:11
including on the buyer side.
35:13
It's ultimately up to the seller.
35:15
It always has been up to the seller what they're willing to pay a broker
35:20
for listing their home and what they're willing to pay a buyer's agent.
35:24
Because I remember back a few years ago in DFW,
35:28
there was a time where buyers agents were only receiving one or 2%,
35:32
sometimes because homes were selling so incredibly fast.
35:36
Sellers were just like, We're going to get 40 offers.
35:38
So I might as well say 2% over here because,
35:42
you know,
35:43
we just don't need to spend the full 3%.
35:46
So in my mind, it's always been negotiable.
35:48
And I just I fundamentally didn't understand
35:52
what this was all going on for.
35:56
So I guess the only,
35:58
like literal change that I was able to find in the settlement
36:03
is that the commissions won't be displayed on the MLS anymore.
36:09
And all the headlines are saying, Oh, the 6% commission is dead.
36:13
And I feel like
36:16
a lot of these headlines are.
36:18
It almost feels like a PR stunt to me a little bit.
36:21
Trying to just
36:25
get this idea in the public's head that the buyers agents aren't worth paying for.
36:29
You don't have to pay for them and pushing the public
36:33
to start reducing their buyer's agent commissions.
36:38
That's what it feels like to me because it's
36:41
nothing else has really changed because everything has been negotiable.
36:46
And then as far as how it's going to affect our business directly,
36:49
it doesn't seem like it really should
36:52
affect us much at all because the listing agent
36:55
ultimately isn't the one that's going to be affected by this the most.
36:58
It's going to be the buyer's agents,
37:01
which is extremely unfortunate too, because the buyer's agents put in
37:05
so much work.
37:06
They could they could put in a month or two of work working with the buyer,
37:10
showing them tens of homes
37:12
and writing up all these offers and trying to negotiate deals.
37:16
And then the buyer could just walk away at the end of it.
37:18
And they're not compensated anything at all.
37:21
And because of of all the news coming out,
37:25
I think there are going to be some creative
37:28
alternatives, like buyer's agents are going to start
37:30
charging by the hour or a flat fee or
37:33
people will start going to alternative
37:37
people to help them, like
37:38
just to have an attorney write up your contract on the buyer side
37:41
or you're going to have a lot of these dual agency situations
37:44
if it's legal in your state where now the listing agent
37:47
is going to be asked to also represent the buyer and basically
37:50
just be a mediator and not really be able
37:53
to give the full representation to either side that they both deserve.
37:58
Because these, I mean real estate transactions are complex, they're emotional.
38:03
There's so many moving parts to them.
38:06
I mean,
38:07
sometimes it goes smoothly, but most of the time it doesn't.
38:10
And you really need someone that's experienced and doing this every day
38:14
professionally to guide you through one of the most important
38:17
financial transactions in your life.
38:20
So I really hope that it doesn't impact buyers agents
38:23
too much or ultimately the buyer,
38:26
because now it looks like if sellers aren't going to be willing to pay
38:29
buyer's agents the commissions that they really deserve,
38:32
then it's going to come to the buyer themselves to now come up with more cash
38:36
on top of their down payment and everything else that they need
38:38
to have ready to buy a house.
38:40
Now they're going to have to come up with a way to pay their agent
38:43
to get the representation on that thing.
38:46
Todd, what's your take on it from
38:48
you know, from our standpoint of of real estate media professionals,
38:52
what what effect do you think this is going to have on us?
38:55
Yeah, I think the short of it
38:57
is it's not going to do anything but potentially help us.
39:00
You know, as Ryan said, we work for listing agents, listing agents.
39:06
I mean, the values, all the money's always been in being a listing agent.
39:11
You know, I don't know that any agent gets into us.
39:13
Like, I really aspire to be a buyer's agent.
39:16
Nothing against buyer's agent is how you start.
39:18
You have to show people houses until you build your book of business,
39:22
but you want to be the person selling something that's who hires us
39:27
and that's who will continue to hire us.
39:29
You know, as Ryan mentioned, they'll be, you know,
39:33
with VA loans first, you know,
39:35
FHA loans, you know, you have people who are coming in buying
39:39
something that they're needing assistance or needing a government program
39:43
to help get being their first house or buying a house if they're a veteran.
39:48
And now they have to come up with additional money, cash
39:52
that they're going to pay and compensate this buyer's agent.
39:57
And as a as a population, we don't have a lot of cash in the bank.
40:04
I'm not saying you, but I'm generalizing like,
40:07
you know, will that first time homebuyer
40:10
have another three five, seven, $12,000
40:15
to pay
40:17
Their buyer didn't pay their agent to, you know,
40:20
safeguard them from their biggest purchase of their life
40:23
to make sure they get what they want.
40:24
They are not taking advantage of you know, as Ryan said, with a dual agency.
40:28
I mean, you can't really, you know, at least in Ohio, you know, if say, I'm
40:33
listing a house and somebody comes to me and they want to buy it
40:36
and I say, okay, great.
40:37
You know,
40:38
then they're representing themselves and like,
40:40
okay, well, I can help to go like, I can't help them negotiate.
40:43
Like if they come in.
40:45
And Chris in our office made this point this morning.
40:47
But if I know that my seller will go
40:50
to 165, say, for example, buyer That's the seller. No.
40:54
Well, either either.
40:56
And I represent both as a fiduciary.
40:58
I have a right like I have to disclose
41:02
that information or I'm not doing my job.
41:05
There's no way to to equally represent both sides of a transaction.
41:10
There's just not.
41:10
So I you know, I think it's going to shake things up for a little bit.
41:15
And then every every buyer's agents going to have this contract.
41:18
They're going to say, hey, this is this is how you work with me.
41:20
We're going to see some creative things come into play.
41:23
And I think if anything, we will be more valuable at the end of the day,
41:26
because the buyer's agent is changing.
41:29
People will still need to see houses.
41:31
Well, how are they going to see that house across town or across the country?
41:34
Well, it's going to be through technology, through our media.
41:38
So that's that's kind of my long on it.
41:40
But the short is, I think it's
41:42
not going to do anything for us or it's going to help us a little bit.
41:45
Our guest is Ryan Stevens.
41:46
He's the owner of Real Home Pix in Dallas, Fort Worth, former realtor as well.
41:51
So we appreciate your insight on this.
41:54
Todd, during our staff meeting, we talked about two other things
41:57
about how this could potentially help help us.
41:59
And Ryan, I want to see if you see merit in this as well.
42:03
We see the possibility of one
42:09
with the potential for fewer buyers out there,
42:12
as Todd just mentioned, that extra cash they might have to come up with,
42:16
does that mean that houses
42:17
are going to sit longer on the market, which means the sellers
42:21
or the listing agent has to work harder to market those properties?
42:25
So there's an upside for us in that.
42:28
So That's possibility number one or possibility number two,
42:31
you see fewer buyers agents,
42:34
more of them trying to become listing agents,
42:36
which means there's more competition amongst
42:39
listing agents to try and win
42:42
limited inventory to begin with, which means they have to up their game
42:47
in terms of marketing and media, Do you agree
42:50
that those are too positive ups for us as real estate marketing professionals?
42:56
I would say so.
42:57
I genuinely have thought about this a lot and I haven't identified
43:00
any downsides to this For real estate media agencies.
43:04
I just it doesn't seem like anything's really going to affect us negatively,
43:09
and if anything, it's probably going going to be positive.
43:13
Yeah, I totally agree with that.
43:15
Awesome. Awesome.
43:17
So all of you asking the questions.
43:19
I've seen it in the Facebook groups, you know, hey, how is this going to affect us?
43:23
Take a deep breath.
43:24
Let's we I don't think we need to worry about it all that much.
43:28
Yeah.
43:28
I think one of my one of my favorite clients,
43:31
we had a discussion about this a couple nights ago and he said
43:35
he tried to make an analogy that, you know, right now we're in this.
43:38
We just witnessed a car crash and everyone is saying what they saw
43:43
and it's going to take some time for everyone to calm down and for everyone
43:47
to calmly look at things and really realize what all this actually means.
43:52
And it's just odd because I don't
43:55
I mean, potentially nothing could really change, too, because,
43:59
I mean, at least if you look at it literally what's actually changing,
44:03
it's the commission that's displayed on the MLS.
44:06
And I think word is just getting pumped out there
44:09
now that, Hey, Sellers, you don't need to pay these guys.
44:12
You can you can cut back on their commissions.
44:15
You don't have to pay them the 3%.
44:18
So which is always been the case anyway.
44:21
Todd any final thoughts from you on on this whole topic?
44:25
No, not on this topic.
44:26
I think Ryan hit the nail on the head.
44:27
I appreciate your your insight on and just your your realtor brain on that.
44:32
And I think that's super important.
44:34
And one thing you all that he said back when he started is he just he understood
44:38
what a realtor needed and the finding was is
44:42
and I didn't point this out at the time, but I want to make sure you
44:44
understand this, because you go you go and look at your photos
44:46
and you say, Oh, my photos aren't good enough.
44:48
That's why I'm not growing.
44:50
No, that's wrong.
44:52
Ryan says like, even when we start, he's like,
44:54
I understood that we had to be reliable.
44:56
I understood that speed was of the essence.
44:58
And really our photos were, you know,
45:00
they were acceptable, but they weren't that great
45:02
because we were literally doing them right after the shoot.
45:05
And we,
45:05
you know, we weren't sending them
45:06
to an editing company so we could turn them very quick.
45:09
So I think that's very smart of understanding your client.
45:13
Every business in the world does that.
45:14
Ryan scale very quickly.
45:16
So I think that's something if you're back there analyzing your media
45:20
and you're like, why is the phone not ringing and you're making your photos
45:24
1% better, I'm sorry, that is not going to make the phone ring.
45:29
So understanding your client will make the phone ring.
45:32
So, yeah, I just wanted to point that out because I thought it was very smart
45:36
and I didn't want it to go lost because I didn't mention at the time. But,
45:41
you know,
45:42
I have to just pick your brain quickly and I don't
45:45
I don't want to go too long on this, but.
45:47
So you deliver same day now, because I know some of our listeners
45:49
out there like, okay, same day, what do you do?
45:52
How do you give us just a quick on like yes or no, I don't do it.
45:56
And this is kind of our flow.
45:57
You don't have to give us our secret sauce.
45:59
Of course, you can give as much sauce as you want, but
46:02
can you talk a little bit about that because that's interesting.
46:05
Sure. Yeah.
46:05
So we do deliver same day, we have two different photography products.
46:10
We have one that is like your traditional HDR, and then the other
46:14
is like your hand blended editing that we delivered the following day.
46:18
So our HDR product is what we deliver same day.
46:22
But I will say the quality difference between
46:24
the two has shrunk a lot since switching over to esoft.
46:28
Our current editors,
46:30
they do a really good job and really the only main difference you can
46:32
tell is a little bit of color accuracy and the window views
46:36
are a lot better in the the hand blended products like you would expect.
46:41
But basically to dumb it down
46:43
to the the process that we do,
46:46
we use a specific camera
46:48
that shoots in-camera HDR
46:51
okay which we tried so many different cameras
46:55
with that feature and most of them are horrible.
46:58
So that we finally found one that works
47:01
and that allows us to take a single JPEG image
47:06
that's already in HDR file
47:08
and then we upload from that, we give all of our photographers a phone.
47:11
They need it for a lot of reasons for 3D tours and flying their drones and
47:15
and then uploading their media right after the shoot to our editor.
47:20
So esoft has an amazing portal
47:23
that our
47:24
photographers log into and they click on their photo shoot for the day,
47:28
upload that file with all the HDR exposures in there.
47:33
And esoft has also been great because they, they literally
47:37
produced a team for us that works basically
47:39
the graveyard shift in Vietnam because we need them working.
47:43
At the same time we are for us in most cases, you know,
47:47
they're working while we're sleeping
47:50
and then they get the photos back to us
47:52
in around 3 hours or so and then off to the client.
47:56
So it's a it took a ton of trial and error and there's a lot more details
48:00
than than just that.
48:01
But that's basically how we accomplish it.
48:05
All right.
48:05
Again, our guest this week on the Owner Spotlight Series episode of The Spiro
48:10
Podcast, Ryan Stevens, owner,
48:12
along with his wife Bree of Real home pix in Dallas-Fort Worth.
48:15
Ryan, we love doing these episodes.
48:18
Thanks for taking the time to join us.
48:19
But before we go, I always like to ask our guests what's
48:23
what's the one piece best piece of advice you would give to
48:28
somebody new getting into real estate, media and marketing?
48:32
Sure. So
48:35
don't be a perfectionist at the start.
48:37
Just get started.
48:38
Start getting clients.
48:40
Start reaching out to people. Don't wait.
48:44
Even if you mess up on your first few shoots, you're going to learn.
48:47
And if you do mess up, don't let that shut you down.
48:49
Just keep moving forward.
48:52
I think that's the best piece of advice I can really give anybody.
48:56
Just get started because so many people push things off
48:59
and just wait and wait and wait until they feel like everything's perfect
49:03
and nothing's ever perfect anyway.
49:05
So just just get out there, get going, and.
49:09
Yeah, and start with what you can,
49:11
you know, equipment can be important, but
49:14
you can, you can do this job with very, very minimal,
49:17
inexpensive equipment and don't focus too much on that at the start.
49:22
Don't focus on that.
49:23
You see what he did there.
49:24
Todd Craig you and yeah
49:28
- I had to I had to - yeah it was worth it It was more I agree.
49:32
Yeah but good advice.
49:34
Really good advice. I think we all do that.
49:36
I find myself doing that sometimes, like Todd.
49:38
Why are you still working on this? Just.
49:39
It's done. It's good enough.
49:40
Like, let's move forward. Yeah, So really good advice.
49:43
Get out there.
49:44
And the way that your business grows
49:47
and this is going to be painful to hear for some of you,
49:51
the way your business grows is through you screwing up,
49:55
fixing mistakes.
49:57
That's how we all grow.
49:58
We we screw things up, we learn from it, and then we don't do it again.
50:02
We fix that, and then we we were one tier up and we keep pushing that way.
50:06
So really good advice, Ryan.
50:07
Absolutely.
50:08
Thank you.
50:09
If, Ryan, if somebody wanted to excuse me, if somebody wanted to pick your brain
50:13
just on a question they had about the business
50:17
of real estate media, how can they how can they reach out to you?
50:21
So the best way would just be to email me ryan@realhomepix.com.
50:25
And yeah, for sure, if you guys have questions, I'm happy
50:29
to answer anything you have.
50:30
RealHomePix.com
50:34
just to clarify.
50:35
Well we'll have that on the screen for you as well.
50:38
What's your website?
50:38
If somebody wanted to check out your website
50:41
Sure, that’s just. realhomepix.com
50:44
Easy enough.
50:45
Easy enough.
50:46
Our guests, Ryan Stevens of Real Home Pix.
50:49
Ryan, again, thank you so much for taking the time to be with us.
50:52
We appreciate it.
50:54
Absolutely. Thank you, guys.
50:55
I appreciate you having me.
50:56
Thanks so much, Ryan.
50:57
Great advice and excited to hear about your business.
51:01
All right.
51:01
Well, that's going to do it for another episode of Spiral.
51:03
Thank you so much for taking the time to join us.
51:06
If you've found value in this, please make sure
51:09
if you're watching on YouTube, give that a like and feel free to share it.
51:13
If you're active in the Facebook groups, you know, feel free
51:16
to share the podcast with others, especially the content on this.
51:20
This court case, some great information from Ryan this week on that.
51:24
As a former realtor, I really appreciated his perspective on that.
51:28
We can talk all day as real estate photographers, but it's helpful to have
51:31
somebody that's been in the industry and kind of knows the inner workings.
51:34
So feel free to share that.
51:36
And yeah, it's good to be back.
51:40
We apologize for the week or two delay
51:43
on on recording pushing out a new episode.
51:46
But it's good to be back.
51:47
We we just love doing this with you guys and in helping your business
51:51
and learning from you as well.
51:53
If you have a question, if you have an idea for a topic
51:56
are centered
51:57
around the business of real estate photography, be sure to drop us an email.
52:01
You can email us at hello@spiro.media
52:05
And if you're curious to learn
52:06
more about the Spiro software platform again, check out our website.
52:10
It's just spiro.media.
52:12
All right. Well, that's going to do it.
52:14
Make sure you take some time this weekend or this coming up week just to kind of
52:19
slow down, be thankful for the blessings in your life and take a breath.
52:23
Have a great week.
52:25
Thank you for joining us for the Spiro podcast,
52:27
managing your real estate photography and videography business.
52:31
This is a production of Spiro and Wow Video Tours.
52:35
You can find out more about Spiro is real estate, media, business management
52:39
software at our Web site Spiro.media.