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Broker Deals: A Real Life Story · 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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you're going to see a lot of them between all of your shoots.
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So you have an opportunity to build those relationships.
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And probably if you're an introvert,
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this is a better platform for you because it's literally like 1 to 1
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where it's just you and the agent.
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You have time to go above and beyond.
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You have time to ask them questions.
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You have time to show your care for them.
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Welcome to the Spiro podcast.
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Managing your real estate photography and videography business
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with your hosts, Todd Kivimaki
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and Craig Magrum.
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Hi, and welcome to the Spiro podcast.
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Managing your real estate photography and videography business.
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Spiro is a software platform that we designed for our company
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Wow video tours to manage and grow our business,
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but now extend it to you to help you accomplish the same goals.
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Glad to be here.
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I'm Craig Magrum, host of the podcast.
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Just appreciate your time.
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I want to introduce
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Todd Kivimaki, our founder and owner and co-host of the podcast.
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Welcome back to another week, Todd.
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Craig, Thank you. It's good to be here, y'all.
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We have something exciting.
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This is like a breaking news story, and this is like in real life
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with our business.
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So one of the cool things about what a perspective that we can bring
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as a software company, we're also a real estate media company.
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We own and run a very large media company, over 12,000 shoots
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a year, millions of dollars of revenue,
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30 some photographers.
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And we do this at a very high level
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so we can bring the day to day as to what we're doing.
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We have a sales team, we have marketing, we have operations.
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We have just a great support team that's been with us for a very long time.
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And this is kind of like in stride with our business.
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So Craig, accomplish something really awesome.
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It's probably the question that I get asked the most of how to do this.
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So this is the answer today, and we're going to take you through the progression.
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So be sure to tune in, take notes, and let's see if we can't
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get this for your business, because we would not be anywhere near
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where near the point we're at without these deals.
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That little hint there.
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- Deals. - Deals. Yeah.
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So a deal was was hammered
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out this week that yeah it's it was pretty fun.
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So before we get to that though we always like
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to start the podcast with some Spiro updates.
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Anything you want to share this week, Todd.
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Yeah, let's sell them something.
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Why not just, you know, hey, so we are working on reshoots.
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That's going to be a great process, a revamp process, and you all just got Cubicasa.
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some other things coming out
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the way that we sync media to the property website.
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So the teams is putting their head back down again.
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We're listening to you.
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I did want to take just this quick minute and just say thank you to all of you.
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The response and seen all of you coming in is overwhelming.
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If and I just would ask you, if you're a listener
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and if you're at a point in the year, many of us in the U.S.
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are at a point in the year where we're starting
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to think about our business because we're not so busy with the shoots.
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If software is a gap, if systems are a gap,
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if you're tired of sending emails
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to an editor, tired of sharing Dropbox links, tired of doing task
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all day, every day of the same thing, Spiro
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can automate a lot of that for you.
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Also, Spiro really flexes his muscles when you start to scale your business.
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Talk about tracking your team,
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knowing where everybody's at, keeping everybody accountable.
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That's the slack bot.
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I mean, it's just I don't pitch you all a lot, but I am asking you
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that if you're not in the system, if you're in another system and you feel
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some pain of systems, give us a shot.
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We do demos.
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Nick, does demos every week.
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On Wednesday at 4:30 Eastern, you can use, you can email us
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hello@spiro.media for an invite or hit our chat bot.
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It's free to sign up, only pay when you use it
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and we'd love to guide you through.
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Also, just a reminder of some ways that specifically
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I want to connect with you every the first excuse me,
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the first and third Thursday of the month at 4:30 p.m.
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Eastern, I hold a tech talk with Todd
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and it's on our Spiro Superusers Facebook group.
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So it was great to see all of you.
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Last time I kind of pleaded with you to come join me
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and there was a ton of you in there, so thank you.
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No, I fear of being lonely, but thank you.
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Come join me.
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Like I'm literally in there. It's unscripted.
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You have me. It's live.
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Ask me a question about Spiro.
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Ask me a question about real estate, media.
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The business I'm happy to share with you.
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This is like a ask me anything session. So.
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And then one more thing quickly.
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I know I'm way over my minute.
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but the content later on is so good the day that it'll be worth it.
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And I'll keep it quick.
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But I'm doing a
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task set up.
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Shannon called it Task, but Todd Something task.
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It was a better name than that.
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But so one of the portions that we see
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a lot of you get in and you start using Spiro
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and then you have some questions about task.
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It's probably the most robust but complicated portion of the system.
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We're going to set them up live.
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I'm going to be there in person. We're going to go through these tasks.
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If you don't like following the guide in Spiro, we have a video series,
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but if you want a live person, I'm going to be on there.
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I'm going to ask, I'm going to answer any of your questions.
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We're going to walk through all that.
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So that's coming up here in October, I believe the second week of October.
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You'll see more on all of our social channels about that webinar.
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Okay, Excellent.
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And one more thing before we get into the main subject this week.
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Good memory.
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Well, let's let's see if it's the same thing that you're thinking of.
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So last week we talked about the upcoming REPP conference.
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This week we want to tell you a little bit more about PMRE
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So you want to set that up, Todd?
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Yes, we were on the same wavelength.
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Okay.
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So, yes, Vegas is coming up.
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So let me look over my wall calendar here.
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There is a there are two conferences coming up.
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You should just go to both of them.
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PMRE is going to be
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the 13th, 14th and 15th of November.
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So just search PMRE conference, a great individual.
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We've been there.
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This will be our third year and it is
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tons of great speakers, great event, great venue.
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So PMRE 13, 14, 15 and then also the REPP conference,
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that's Eli Jones is the 15th and the 16th,
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so they've already sold out the 14th, but that's okay.
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That was limited.
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The main conference is the 15th and the 16th of November.
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I will be there.
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My team from Spiro will be there.
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Craig's not joining us this year, so I'm sorry you can get in virtually.
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Yeah, but also my leadership team from Wow will be there as well.
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So Steve Musser, my director of sales and marketing
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and Jess Paxson in my my head of operations.
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They will both be there with me.
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So we're excited to meet all of you.
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Come pick our brains, come see us, come say hello.
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We're going to be there at everything.
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It's going to be a blast.
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Yeah.
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Good time, great information, great way to connect with others
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in our industry and just exchange ideas.
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So check it out.
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PMRE and the REPP conference both in November
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and we'll put some information in the show notes for you to find out more.
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Awesome.
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All ready, Let's dive into it, Todd
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Craig, so let me set this up because this is this is going to be mostly
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you giving us this content. And
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so I already told you that
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this has been the biggest impact of how we grew at Wow.
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And if you've listened to any of
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the podcasts or listen to me present, I typically share some of this
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because it is the most asked question I get.
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How do you do
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you scale to doing 12,000 shoots a year, millions of dollars in revenue?
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And it was through what we call broker deals.
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Now a brokered deal, if you're not familiar, is the broker
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is the managing broker.
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So the person who's in charge
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of the real estate company, so that is the individual in charge
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and that is where we are going to that individual.
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And we are showing them the value features,
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benefits of our services, but not only that,
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but there's a different set of features and benefits to a broker.
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So the way a broker uses your media and your program is different in a way,
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an agent uses us and we'll get into that because that is what Craig
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was so successful on, on conveying to this client.
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So the broker deal, we typically sit with the person in charge and we ask them
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to put together a media program where they promote only our company
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and they
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pay or front some of the money of the media
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so they have skin in the game.
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So that is the deal.
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These things are incredibly valuable.
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We have some where we shoot 600 shoots a year, a thousand shoots a year.
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We have many, many of the Spiro.
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Spiro was built around the idea of handling these deals
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and it knows everything that a broker wants and everything that an agent wants.
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So with that being said, Craig
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successfully signed a broker deal this past week.
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And we just want to run you through the timeline a little bit
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to help you understand, because you said, okay, that's great, Todd, how do I do it?
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And that's typically the next question that you all ask me when I tell you.
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Broker deals are the things that have helped us scale the most.
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You say, How do I get it?
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So, Craig, do you want to walk us through just that question?
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How do I get it?
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Maybe let's we're going
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to have to go back in the timeline because this isn't something
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that you just start off with and you go and sign.
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Yeah. there's a lot of history. In this one
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man. Yeah, how do I keep this brief enough?
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So this broker that I met with, I started shooting for her
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a couple of years ago, like, not not too long after I had started my own business.
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So for those of you that might not know,
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I had my own real estate photography business that I had started
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and Wow became kind of my back end engine with with various things.
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With the early version of Spiro, I was, I was the first beta tester.
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So anyway,
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I built my business with a little bit different model.
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I didn't really have broker deals and I was more
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the boutique type of photographer.
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I got to a certain point of of clients and a number of shoots
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that I was comfortable with and how I wanted my company to be
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were I just I had a different philosophy than, Wow.
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So I didn't really have broker deals, so to speak.
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I had a membership deal that individual agents could do, but I built, you know,
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a lot of a lot of good relationships or this this one individual.
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She was with one of the larger brokerages
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in my market.
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And she had moved from Detroit down to Toledo.
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So I'm in the Toledo, Ohio market, and she had started in I don't remember
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exactly how we first met or I introduced myself, but
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eventually started shooting for her.
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And we just developed a really, really good working relationship.
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So part of part of my client's story is
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she is a female minority,
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single mom whose husband passed away a couple of years ago,
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and she wouldn't have a problem with me sharing any of that.
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She's very public about her story because it's a super inspiring story.
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So she was on her own looking for a new start in a new city.
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She yeah, she moved out to Detroit, brought her two smaller, younger
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kids with her and just has an incredible work ethic, positive attitude.
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I mean, this woman, you can't help but smile around her.
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She's just one of those people. You know, Todd
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found out very
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quickly, We share a common faith as well.
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So we just we we just really hit it off on multiple levels,
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not, you know, not to minimize the fact that she loved our photography
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and our videography that that I started doing for it.
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So had shot for her for a little while
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and towards the end of my business before I transferred things over to Wow,
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she changed brokerages, which happens a lot.
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You know, you see agents bounce back and forth all over.
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She changed brokerages.
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And in that transition, somehow we somehow we lost a little bit of touch.
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So some of the momentum I had with her kind of went off the rails a little bit.
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Nothing bad.
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She didn't express any dissatisfaction or anything.
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And then the transition with my business happened.
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So, yeah, how much how much of this?
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Okay, so when Wow took things over,
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Steve took over a lot of the relationships that I had,
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I had built up here in the in the Toledo market.
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And he, he tried working with her and getting a hold of her as well
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at this new brokerage that was she was at and just wasn't getting any traction.
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She's a very busy person.
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She's got a lot of irons in the fire.
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And yeah, just just didn't really get to see
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much traction in his efforts.
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No, no fault to Steve at all.
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She can be hard to track down sometimes, so.
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So I've, you know, then joined the Wow team.
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I've been working on
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reconnecting with a lot of my old clients and, you know, some that had strayed.
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We got back in.
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So I reached out to Lorene myself because of that relationship.
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And I've I've dropped her a couple of emails and messages, and she's
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written back a little bit here and there, never got her on the phone.
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So I was kind of having the same challenge that Steve was in, just trying to
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trying to get a hold of her.
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Well, I think it
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was about a month ago, Todd, I sent I checked in again
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after I think a month and a half or two months and said,
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hey, Lorene was just thinking about you still would love to connect
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if you ever have the time, because I really want to hear, oh,
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I missed I missed a very important critical
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point to the story.
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Todd okay.
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So I was loving it as it was.
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She had moved brokerages right to a second brokerage.
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Okay.
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Well, the beginning of this year, I saw on her social media,
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she started her own brokerage,
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though.
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It's kind of an important point there. Yes.
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So I definitely wanted to hear what was going on because, again,
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we had a great relationship and I was really happy for her and really excited.
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So she you know, part of her distinctive
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is she's a woman, minority owned brokerage. And
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the only one
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in my market that I know that I know of.
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And the local newspaper did a story on her.
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She's the first woman owned broker in 38 years in our in our market. Wow.
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So I just was super super excited for her.
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And so a couple of times this year I've you know, tried to get a hold of her.
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See, I really want to hear your story now.
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Do I want her business? Yes, obviously I do.
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But I really, genuinely want to hear her story
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because she's gone through a lot as a human being
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just with the passing of her husband and everything.
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So about a month ago, I again reached out.
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I don't pester, but I try and check in and just, you know, keep touch with people.
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Well, she responded finally
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and said, Craig, I would love actually to to talk with you.
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And we set up a time to talk on the phone.
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I had that phone conversation and she's like,
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I want to have you come in and present to my new team.
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And she very exuberant person, very excited.
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And I said, I would love to, but I'd love to hear
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more your story in detail as well.
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And I said, actually, before I come
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to present to your team, I'd like to meet with you individually
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because there's something specific I think might interest you as now a broker
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that could help grow your business.
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And I want to see her succeed.
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I have this thing, Todd, where I'm kind of a David versus
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Goliath type of guy I always root for.
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And I've told her this.
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I said, Don't take this the wrong way.
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I don't mean it as an insult, but I root for the underdog.
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You're a small brokerage
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and it's tough in that market to compete against the big dogs.
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And she said, Yes, it is.
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I said, I want to see you succeed.
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So anything we can do to help you,
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we want to do so.
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We set up a time to meet in person before
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she had become present to her team because she she already sold herself.
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She said, We need a good photographer that will give us professional marketing
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because she's got a couple of agents that do their own cell phone photos.
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She had one person that the seller provided the photos.
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Oh, wow. Okay.
17:41
Probably not good.
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I saw them yesterday.
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They weren’t good.
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So that all of that led up to the meeting
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that we had this week in person at a downtown coffee shop.
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And we just had a fantastic conversation.
17:57
Oh, Craig.
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I mean, so, so much in here.
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Craig, So Rich, I took some notes here.
18:03
Would just want to ask you a couple of questions.
18:05
So you start off by saying and you can't quite remember where,
18:08
but you met her somewhere.
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The question I have here, did you meet her by sending a message online or an email,
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or were you physically like, was this out human to human
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interacting and promoting your business, but also just wanting to meet people?
18:25
Yeah, I’m trying to remember.
18:28
Like I said, I don't remember exactly, but I think it was a referral, Todd.
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So I was shooting for other agents at this brokerage
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and I got a lot of referral business in in my early days.
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So I think
18:41
if I remember right, I want to say
18:43
she actually reached out to me and we talked on the phone.
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So that's how,
18:49
you know, I started shooting for her, got her got her pricing information.
18:53
And, you know, we talked about an upcoming listing she had.
18:56
And so I think it started on the phone
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and then we met for the first time in person at the shoot.
19:02
Okay. Okay.
19:03
So just I think this is a confirmation
19:08
that it is important for you all out there.
19:11
If you want to grow your business, that you need to be out with your clients.
19:16
Yeah.
19:16
And we've talked about this as to where
19:19
to some of you it's terrifying to walk into a brokerage.
19:23
Quite honestly, I don't love it either.
19:25
You know, I've done it enough times that you just walk in and you know what to say.
19:28
And then and then it's really not that bad.
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So you can get over the hump.
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But some of you are saying, Hey, Todd, you don't understand
19:34
how big of an introvert I am and how terrified I am.
19:37
And that's okay.
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But if you are
19:40
giving yourself that excuse right now and I say that with love, like I'm not,
19:43
I'm being hard on you, but I say that with love in my heart to you because like,
19:47
it's true and some of you need to hear it like, Hey, don't use that excuse.
19:51
And I've from plenty, I've, I've had coaches over the years
19:55
I have coached now they're like, oh Todd that is your line yourself.
19:58
That's a thought air, don't kid yourself.
20:01
Yeah.
20:03
Even if you're you're running that
20:08
thought air right now
20:10
you are still out with your clients at real estate shoots.
20:15
I understand they're not at every shoot.
20:18
I've done this a long time.
20:19
I understand what it means to go shoot real estate,
20:22
but you're going to see a lot of them at every shoot.
20:24
Or you're going to see a lot of them between all of your shoots.
20:28
So you have an opportunity to build those relationships.
20:33
And probably if you're an introvert,
20:34
this is a better platform for you because it's literally like 1 to 1
20:39
where it's just you and the agent.
20:40
You have time to go above and beyond.
20:42
You have time to ask them questions.
20:44
You have time to show your care for them.
20:46
So I think it's so important that
20:49
if you are only relying on digital, there's nothing wrong with it.
20:55
Okay, We do it too.
20:56
There's nothing wrong with it.
20:58
But don't only rely on it because the relationship
21:03
is automatically what matters.
21:06
It's what's going to take you down the road.
21:09
Craig said he was actually referred by another.
21:12
I still remember our largest client to this date, and she's been with us
21:14
now for almost 15 years or over.
21:18
She she called me.
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This is an agent that does over 100 a year,
21:25
100 listings just on the list side.
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She can't I can't tell you how much revenue, but just referrals
21:33
she's brought us.
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I can't tell you how many times I emailed her.
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I was young. I was. I was.
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I didn't really have a clue what was going on.
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I was emailing her and I was trying to give away every shoot.
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Heck, I think I probably even offered to give her my house. So,
21:51
you know, like, you take this.
21:54
Take this.
21:54
Oh, by the way, you can have this.
21:56
Just use me.
21:57
She never responded once.
21:59
Hmm. She.
22:01
She was referred to me and she called my phone
22:04
a little creepy because I had her punched into my cell phone.
22:07
Like, I had her number.
22:09
I had her punch myself when I didn't call her. It was weird
22:11
when I saw her name appear, my holy crap, she's calling me.
22:14
But I can't tell you how many times this has happened to me over my life.
22:18
Where our largest brokerage deal. I did the same thing.
22:21
I emailed him. I emailed him.
22:22
I emailed him one day.
22:23
He contacts me because it's through a referral.
22:26
I'm like, Wow, holy crap, this guy, this guy's contacting me.
22:31
So and it still happens to this day.
22:33
We're working with a
22:34
we're working a very large deal
22:36
and I can't tell the details right now, but it's, it's
22:38
something we've been working on and it was a referral to me
22:44
from one of our other very, very large clients.
22:47
So some of these things in our heads, we get stuck.
22:50
And I tell you, I love technology.
22:52
I love technology just as much as anyone.
22:55
And I for so many years had the thought air of thinking
23:00
that I was going to digitize myself into success through
23:05
online advertising or campaigns,
23:08
and I was going to grab the next latest and greatest piece of marketing software.
23:13
And that piece of software was going to grow my business to be a success.
23:18
And I hate to tell you, it's
23:20
just not going to happen or everybody would subscribe to that.
23:24
2995 a month piece of software and they would grow their business to success.
23:30
Yeah.
23:32
So sorry. A little bit.
23:33
A little bit of a soapbox there. Go ahead, Craig.
23:36
I think software does have a role
23:38
in the digital presence, does have a role in developing business.
23:43
But, it's a it's a what's the term I want to
23:47
I want to use an add on or in addition to
23:51
so and I think this is kind of a generational difference
23:56
that we might have too, Todd. could be I'm I'm Gen X
24:01
you I believe are millennial
24:04
I was right on the verge I was 83.
24:06
So right right yeah yeah just just I think 80 is like the cutoff technically
24:11
speaking for four for you're Xennial is what they term the term I've heard.
24:17
So we have a lot
24:19
we have a lot of millennials grew up in the digital age.
24:22
Of course Gen Z totally completely in the digital age and everything.
24:26
We're wired. Pardon the pun.
24:30
Don't pardon the pun. I did that on purpose.
24:32
We're wired.
24:33
We're wired to think digitally and to think online presence.
24:37
Right.
24:38
I'm kind of the last of the generation that was more build
24:41
the relationship in person in the digital didn't happen until later
24:46
as I was an adult, you know, in college and beyond.
24:50
So real estate
24:52
is all about relationships because
24:56
it's like it's like this really with any kind of sales
25:00
people buy from people they know like, and trust.
25:04
Real estate is a very personal
25:09
transaction.
25:10
It's a seller's biggest investment probably in their life.
25:14
There's a lot of pressure on the realtor to handle it well
25:17
and to get that transaction through in a way that the seller's happy with.
25:21
So they've got a lot of pressure.
25:23
So any vendor that a realtor has, a realtor has,
25:27
they've got to really trust and know that, hey,
25:30
this partner of mine is going to take care of myself and represent me.
25:33
Well, you can't do that strictly online.
25:38
You've got to have some in-person interaction.
25:40
And so this broker that I met with,
25:43
this has been a multi-year development.
25:47
I mean, this didn't happen just overnight.
25:50
As I was meeting with her, Todd,
25:52
after she signed the deal, she goes
25:55
because I know you, I know you're going to take care of my realtors.
25:58
And there you go.
25:58
I just I know your track record, so it takes time.
26:03
You can't expect to necessarily get that broker deal overnight.
26:06
You might have to build the relationship for a year or two years.
26:10
Three years for me, it's been since I think I started shooting for her and
26:15
2018 or 19, somewhere in there.
26:17
Yeah, But yeah,
26:20
we can't stress enough, especially for you, my fellow introverts.
26:25
When I discovered that
26:26
I was comfortable one on one, that's where I put my effort.
26:30
So we have a couple of other business development specialists that have
26:34
very different styles in how they develop their business in their markets.
26:38
It works great for them.
26:40
Me I love coffee meetings.
26:43
That's where I really get to know the realtor,
26:45
and that's where the relationship starts to get built.
26:48
Yeah, yeah.
26:49
That's it's, you know, all about understanding
26:53
where you're comfortable and you know where your gifts are at.
26:57
- And there's. - Yeah, where is your strengths?
27:00
Yeah. Don't try to be me. Don't try to be Craig.
27:02
You know, Joy, for example, in one of our markets,
27:06
she holds these fabulous, huge events.
27:09
And she is so good at getting
27:10
a lot of people to come to these events and she networks of vendors.
27:14
And she has food and she has drinks and she has presenters and she presents.
27:19
It's like, that is really cool. Yeah.
27:21
And if that's not you, that's okay.
27:23
But that's what Joy is really, really good at.
27:26
so don't but don't feel the pressure to be any of these things.
27:32
You have to be you have to see where your strengths are at.
27:35
Yes, exactly.
27:36
I mean, Joy and I are in the same company, right?
27:39
We're on the same sales team,
27:41
but different markets and totally different approaches
27:43
to how we're developing our business.
27:45
I also have the added role of photographer videographers,
27:49
so I don't have the time to organize those massive events that Joy does.
27:53
So incredibly well that I'm kind of jealous of to be honest, Todd.
27:57
But at the same time,
27:59
I totally would be uncomfortable in in that large group setting.
28:04
And I just I wouldn't be able to pull it off the same way she does.
28:07
So, Yeah.
28:08
Find your strengths in how you start it.
28:11
Okay.
28:12
Good advice.
28:12
Well, that's another note I wrote down.
28:14
Craig is right time, right place.
28:16
And I think I think a misnomer of this and it's a question I get ask a lot is
28:22
you you might have the perception that you're
28:25
just going to walk in and sign this because we typically talk about
28:28
when it happens.
28:29
I mean, that's the culmination of getting that right.
28:32
So that's the fun point.
28:34
As humans, that's what we look to like.
28:35
That's what we consider the success.
28:38
But this has been a long journey for Craig.
28:41
And I can tell you almost every single
28:44
one of our broker deals takes this same journey.
28:47
You know, Craig said he had been shooting
28:50
since 2018 for her,
28:53
and it's not like he walked in in 2018, June 2nd.
28:56
The first shoot is like, Hey, you want to do a broker deal?
28:59
She wasn't.
29:00
She would rather.
29:01
Right. Yeah.
29:02
So right time, right place.
29:05
You have to be consistent.
29:06
It's something that he told us was he would just check in and email
29:10
and just he would look for little keys.
29:13
Okay. He understood. He saw that she
29:19
started it
29:19
opened her own brokers is the first woman in 38 years.
29:23
Like he collected all this information.
29:24
This is where technology is fabulous, right?
29:29
Craig It's not like you have a friend of a friend
29:31
that told you that she started a brokerage, right?
29:33
Yeah.
29:34
So this is where tech This is where technology is great.
29:36
Scan it every once in a while
29:38
and then just connect with your with your clients.
29:42
Craig, do you have any tips or do you just do you spend a
29:45
what is your your social media is at what, once a day do you scroll it?
29:50
Is it linked?
29:51
Is it Facebook? Do you have a technique?
29:54
It's I have a accounts
29:56
on LinkedIn, on Instagram, on Facebook.
30:00
I would say I actually look at Facebook the most.
30:03
Okay.
30:03
Which I know younger generations aren't using Facebook.
30:06
Yeah. As you say, we're both showing our age there.
30:07
Yeah, but realtors are on Facebook.
30:10
They have business pages.
30:13
I friend most of my clients.
30:15
Most of my clients I think I'm friends with on Facebook.
30:18
So I get to see their person.
30:19
The personal side of their lives. In addition to the business.
30:22
Some are more business, less personal,
30:25
but you get to know them as a human being a little bit more.
30:28
You know, so I get to see the pictures of her kids
30:30
going to school that, you know, etc., etc..
30:33
But that's also where I learned that she started this brokerage.
30:37
And I was so happy for her because I know she's she's overcome a lot of challenges.
30:42
And I love hearing success stories.
30:44
I love hearing, you know, challenges overcome.
30:48
So, yeah.
30:50
Craig, that leads me to my last question, and I'm just going to ask you now,
30:57
do you really care about her?
30:59
Do you just care about her enough because you want to sell something to her?
31:02
Like, like we've heard it and you're like you said, I want to see her succeed.
31:06
I could tell you're smiling when you say this. You're excited.
31:09
I guess it's just a sales tactic.
31:11
For some.
31:12
It could be, and that's when it's manipulation.
31:16
But me as a person,
31:19
Todd my background is Christian ministry.
31:22
I worked in Christian radio for almost 20 years.
31:26
And what happened to me
31:29
during that time was I really cared about people because the I know
31:34
this isn't going to relate to everybody, but we don't all share the same faith.
31:38
I respect that.
31:39
That's fine.
31:39
We're not trying to shove anything down your throats but me as a human being,
31:43
I truly believe that the gospel that
31:46
I've put my faith into gospel, meaning good news,
31:51
almost
31:51
20 years of my life, spent speaking words of encouragement
31:54
to listeners on the air building them up, caring about them as individuals.
31:59
Because I'm not wired for business,
32:02
money has never actually been my primary motivator.
32:05
Now, money is important.
32:06
I have a family to take care of, you know, I want to make sure
32:10
I provide wealth for my for my wife and my boys.
32:14
But the idea of of amassing as much money as I can
32:17
just it's just never been my primary primary motivator.
32:22
Mm hmm.
32:22
Relationships with people has been so
32:26
you know, I now find myself in the business world, right?
32:29
But doing something I really enjoy.
32:31
I like the creative aspect.
32:32
I've always liked media media's kind of whatever I just have always enjoyed it.
32:38
So being in the business
32:40
world allows me to take a little bit better care of my family financially.
32:44
I'm just going to be real ministry is hard.
32:46
It's if those of you that are listening that have pastors
32:50
or ministry leaders in your life just know that's that's not an easy life.
32:54
And they really do.
32:55
Most of them really do care about you on a spiritual level, on a personal level.
33:00
So, yeah, I can honestly say and look someone in the eye
33:04
and tell them I do care about you, and I do want to see you succeed.
33:07
Now, does it help me financially? Yes.
33:10
When I do it, regardless whether money was on the line or not. Yes.
33:16
Yeah, I don't know.
33:18
Know that so well.
33:19
So Craig and I, I was a little facetious when I asked that question.
33:23
It was it was because I do want to make the point, even if so,
33:27
I'm I'm a I'm different than Craig as to where money is
33:33
was the
33:33
start of why I wanted to do any of the businesses I've done.
33:37
And I think I've shared this before.
33:39
Honestly, when I think about and look at like, I don't really like that,
33:43
but it's through talking with people and understanding
33:46
and and I don't covet the money.
33:50
I, I know, I know.
33:52
It's a blessing and I'm just motivated by it.
33:55
But I use that to be productive,
33:58
not only for myself, but then I look for ways that
34:02
our clients, my client, you know, the person
34:04
I'm talking to, how they can make money in that regard.
34:07
So again, you don't have to have Craig Craig's personality
34:11
or my personality, but I'm just sharing because that's that's a kind of bit
34:15
a complete opposite as to where, like, I'll go to the money first.
34:19
Craig will go to helping the person first.
34:22
I think the point I want to make is if you can figure out a way
34:26
that your clients succeed and grow
34:32
by using what you provide to them,
34:36
you're you will be a success.
34:39
That's no different than any business out there.
34:42
Like you say, like, that's pretty general.
34:44
Anything you do if you follow that formula,
34:49
you that business will be a success.
34:51
And then at the end of the day,
34:53
you can define your clients, can define what success and growth is.
34:57
I, I strategically use those words
34:59
because I didn't say if you can make your clients more money,
35:03
I said if you can help them grow and help them
35:05
be a success, then your business will be a success again.
35:09
Everybody can define their own terms there,
35:12
but if you follow that that formula, then
35:15
you will achieve your goals if you help your clients achieve their goals.
35:20
So let me let me add two points that kind of tie in with that.
35:24
First, let's talk about money being a motivator.
35:27
So, Todd, that is one of your motivators, but that's not necessarily
35:31
a bad thing because money is a tool, right?
35:34
I have a father in law who has been very successful
35:38
financially high level executive has done very well.
35:43
But probably, I'm going to say the most generous man I know
35:48
who has used that money
35:51
that he's amassed to bless a lot of people.
35:55
Like a lot of people and organizations.
35:59
So the money itself isn't isn't the problem or issue.
36:03
There's nothing wrong with trying to earn a lot of money.
36:07
It's what's your
36:08
motivation with with pursuing that?
36:11
Is it a love of money for the love of money and power, or is it
36:17
using it as a tool to really be a blessing to everybody around you?
36:21
And I think that goes a long way.
36:24
We have different gifts. Todd has a gift.
36:26
My father in law has a gift of amassing, you know,
36:30
larger money, But they use it as a tool to be a blessing to those around them.
36:33
So if that's how you're gifted, hey, go for it.
36:36
There's those of us that are more service oriented.
36:38
We like to serve, you know, do the hands on work
36:42
and be a blessing to people at a more
36:45
ground level.
36:47
So whatever your motivation is, find that motivation and go for it.
36:50
So for for this broker, Todd is part of my second point.
36:55
Her motivation with starting this brokerage is she
36:59
she has made it very clear I'm a woman, I'm a minority.
37:03
And part of her motivation in being a broker is serving
37:07
not just minorities, but she really cares about the minority community
37:11
and helping them get out of a life of renting
37:15
where you can't amass any sort of wealth and get them into homeownership,
37:19
where they can start to build generational wealth
37:22
and pull their families up out of poverty.
37:24
That's a very strong passion of hers and something I can totally get behind.
37:29
Yeah.
37:29
So if we can bring her tools to help her realtors
37:32
market well and show their professionalism
37:35
and help homeowners that get out of it, I'm sorry, help renters
37:39
get out of renting into homeownership to start to build generational wealth.
37:43
Hey, I'm all I'm all behind that.
37:46
So part of what I wanted to do, knowing that that was part of her passion,
37:50
was that I knew this broker deal was going to help her financially.
37:55
She wanted to have me come in and just present and wasn't even thinking.
37:58
She didn't ask about discounts
38:00
or anything, but I knew we had this broker discount program that would help her.
38:04
And I also knew as a broker her goal is to recruit more,
38:09
more agents that will help her business grow.
38:11
That's just that's just how real estate works.
38:15
So the reason I wanted to talk with her and I told her,
38:18
I said there's a broker discount program that we have that I want to talk with you
38:22
about before I come present to your team, because I don't want to spring
38:26
that on you and them in in a situation where you're like, Wait, what.
38:32
Yeah. Yeah.
38:33
So that's what we sat down a coffee to talk about.
38:36
First we caught up just on a personal level.
38:39
You always want to start with that and genuinely care about the person.
38:42
And then I'm like, Okay, tell me your story.
38:46
What what led to this? You know what?
38:48
How is it going?
38:49
How many realtors do you have now?
38:51
How many listings?
38:52
So I just I had a whole list of questions that I worked up top
38:56
and she started sharing everything with me.
38:59
And I said, okay, so
39:01
you've expressed the need for professional media.
39:04
You've told me the horror stories of some the photos that your realtors
39:07
are doing right now, and you want to take it to the next level.
39:11
So yes, we want to help you with that.
39:13
But ultimately, they still have the choice.
39:15
You know, to hire somebody to do their photos or do it themselves.
39:20
So here's the broker program.
39:22
And I you know, we went through it, talked about volume.
39:24
How do you think you could do this number of listings in the next year?
39:27
She's like, Oh, yeah, for sure.
39:28
Okay, well, then we can discount this.
39:30
We know you're smaller brokerage, every penny matters
39:35
so we can discount it based on what you think your volume is.
39:39
And she's like, Oh, that's fantastic.
39:41
And she loved it. She's like, Yeah, sign me up.
39:43
I said, Okay, well, before she I mean, she was ready to decide, right?
39:48
But again,
39:50
I had her trust because we built the relationship over multiple years
39:53
and she knows my work and she knows how I tried to take care of people.
39:56
I said one more thing before we do that, I said, Let me run an idea past you.
40:01
And this might sound crazy, but
40:03
i love this part
40:05
She looked at her photo only price, and it already said, That's a great price
40:09
because another competitor in town was a lot more expensive,
40:12
which is Yeah I think that's that's that should work for my my agents.
40:15
I said let me ask you one more question.
40:18
Okay.
40:20
What are your goals as brokers to recruit more realtors to your brokerage, right.
40:24
To to grow the business?
40:26
She's like, Oh, yeah, definitely my goals.
40:28
My initial goal is I want to get up to ten.
40:30
Realtors look fantastic.
40:33
So I asked her, What are your distinctives
40:36
that would attract another realtor from another brokerage to your brokerage?
40:41
So she shared a few things and they were nice things, but I didn't question.
40:44
I didn't think it was anything that would necessarily really instigate
40:47
a change in a realtor.
40:51
I didn't say that,
40:52
but I wanted her to start thinking what?
40:55
That might have been.
40:56
The end of your coffee?
40:57
Yeah, right, Right.
41:00
But I'm thinking, okay, I'm trying to think like a broker.
41:03
How am I going to attract, you know, a seasoned and new
41:06
but seasoned realtors to my brokerage to help me grow?
41:10
Yeah.
41:10
So I said, okay, those are you know, those are great things.
41:15
A lot of personal coaching, mentoring, you know, building a business plan
41:19
for that realtor, which I thought that actually that was a good idea,
41:21
building a business plan.
41:23
I said, What if I said, I don't know if this is going to be in your budget or not?
41:28
You know, as the broker.
41:29
But what if is one of your recruiting incentives?
41:33
You tell your realtors, I will pay for your photos.
41:37
Love it.
41:37
Her eyes got super big and she's like, Wait, what?
41:42
I said, What if you paid for your realtors photos
41:45
because you have so much value on the professional marketing
41:49
that you want them doing that, you'll actually cover that for them.
41:53
Anything they do beyond that, say the video tours,
41:56
we talk about the importance of video, drone, etc.
41:59
They cover that part, but you're going to take care of the photos for them.
42:02
She's like, For those of you that are listening, you're not watching.
42:07
Her eyes got wide, her mouth dropped a little bit.
42:09
She's like, I love it. Yes, let's do it.
42:13
That's a good price.
42:14
I can do that.
42:14
I said good price. Plus the discount.
42:17
She goes, Yes, exactly.
42:18
She's a give me that paper.
42:21
I told you, she's a very exuberant person.
42:23
She wrote that paper.
42:24
She signed it immediately on the deal.
42:27
And I'm like, I'm so happy,
42:29
you know, thank you for this opportunity to be part of your team.
42:32
And she goes, Absolutely.
42:34
And that's when she made the comment.
42:35
Craig, I know you're going to take care of my team.
42:37
I just I know you as a person and I've I've watched your work and,
42:41
you know, etc..
42:43
So it seemed like a fast it was a fast conversation.
42:48
I mean she had sold herself, but she hadn't even thought
42:51
about paying for photos for her realtors as a recruiting tool.
42:54
But that's one of her biggest priorities right now is growth
42:58
and bringing realtors into her business.
43:01
Yeah, this is I just love this.
43:04
Like I if you're not watching, I have the biggest smile on my face.
43:08
It's just incredible. It's just, you know,
43:11
and just one thing I want to want to clarify, as Craig said,
43:14
you know, once he was at that table, it went fast.
43:18
But I don't want you to forget about all the work he did leading up to that.
43:22
And that's the important part.
43:23
Again, I'll say it
43:24
one more time, but that is why building the relationship is so important,
43:28
because it will get you past and it takes a long time to build.
43:33
But once you get to that decision point and they see the value in your service
43:37
and they see how they're going to use you differently, it's super,
43:41
super quick because they know like and trust you already, you know,
43:45
and knowing what questions to ask to start to get them to think
43:49
and for you to for you to learn what is actually their goal.
43:54
Because you might be trying to sell something they don't actually need.
43:57
Find out what their priorities are
44:00
and see what you have to offer to help them achieve those priorities.
44:02
That's where the consulting, it's more a consultant role than it is a sales role.
44:07
Yes. Yes.
44:08
And that's a great structure to take in any conversation you have.
44:12
And I do it almost all the time.
44:15
If I'm talking to a realtor about Wow video tours from talking to a real estate
44:18
photographer about Spiro or anything else,
44:21
I ask people what their goals are.
44:24
I can't tell you how many years
44:26
I used to walk in and I'd feel great about my products and services.
44:30
I knew the features and the benefits.
44:31
I'd walk into the room
44:32
and I'd spew off the features and the benefits,
44:34
or I'd tell the other individual the features and the benefits,
44:37
and it'd be like crickets,
44:40
because I was selling them some that I
44:44
they might not even being concerned about the look of the photos,
44:48
the price of the photos, the turnaround time.
44:50
They have their own goals and their own
44:53
objections and understanding what those goals are.
44:57
You can show how your services
44:58
will get them past those objections so that they can reach their goals.
45:01
So that's one thing that I think is so important that Craig said
45:06
a couple of minutes ago that he started his conversation off with
45:09
What are your goals as a broker?
45:12
And then just and Craig, when you say that,
45:15
I mean, do people talk and tell them to you?
45:19
Yeah, I've never had anyone
45:22
refuse to talk about what their ultimate goal is.
45:25
Yeah. Yeah.
45:26
And I think the thing is, sometimes we're scared to ask,
45:29
you know, I think back when I was 20, something just started this.
45:32
I was, you know, I was a bit terrified when you sit in front of a broker
45:36
and then if you get in front of a broker,
45:37
I mean, and especially at a large company, you know, you're like,
45:41
this could change my life, right?
45:44
And it's like,
45:46
sorry, go ahead.
45:47
Go ahead.
45:47
I was going to say, you know, can I ask this broker like,
45:50
what are your goals like that seem so personal?
45:52
Like, oh, my goodness, worth a kick me out of the room
45:56
at the realtor level.
45:58
What I've run into actually more than I expected was when I've asked them.
46:04
I do ask them how many you know about on average,
46:07
how many listings do you do a year?
46:09
And I've had people kind of give me a blank stare and like, well,
46:13
my mean, my total volume is this.
46:15
And they're taking in both the buyer's side and the seller side,
46:18
but they've never actually stopped to think about how many listings
46:22
they've done and they haven't necessarily set a goal.
46:25
I was actually kind of shocked. Yeah.
46:27
So when you asked that question, oh, you know, how many listings a year
46:31
do you do? And if they're not sure,
46:34
you know,
46:34
said, well, I mean do you want to win more listings?
46:38
And it's always Yes, because that's where they're going to make more money.
46:42
Yeah. Great.
46:42
They haven't actually stopped to think through.
46:44
Yeah. What is my goal.
46:46
Because then I can tell them okay let's, let's set a number and what can we do
46:50
on the visual marketing side of things to help you build your brand as a realtor
46:55
and show potential sellers what you can do for them.
46:59
You know, in a competitive situation, maybe they're your competition
47:03
is only offering photos, but you're offering photos and video.
47:07
You know what?
47:08
What can we add to you and your business that will help you win more?
47:13
I mean, who's who's going to look down on that?
47:15
Yeah. Oh, no, I don't want to help with that.
47:17
I want to help with, well, like, no one's
47:21
it. It's such a good question.
47:23
And it works with every agent out there.
47:26
And it's, it's not manipulation because you really do want to
47:31
if you're not helping them grow, they're going to drop you.
47:33
So you have a vested interest as a real estate
47:36
visual marketing professional in helping them grow.
47:39
And if you don't, you need to be checking your own motivations.
47:42
because if that's not your goal, you're not going to grow
47:47
because you're not adding any value.
47:49
Exactly.
47:51
Exactly. So, Craig, to wrap up here.
47:53
Yeah, because I wanted to enforce the two things
47:56
and I have there's a phrase we use and it's called speaking broker.
48:00
And speaking broker
48:02
means that you basically understand what's important to a broker,
48:06
and it's a little bit different than what is important to an agent.
48:10
And it was kind of cool to see.
48:11
And Craig's example here, this transition happened
48:15
because this individual used to be an agent
48:17
and then transitioned into being a broker and an owner of a company.
48:21
So the thing that Craig knew coming in there was it was two things can happen.
48:26
Real quick, just to clarify.
48:27
So she actually is still a realtor as well
48:30
and still selling, but she did make it a point to tell me
48:34
I want to transition out of that and be more full time broker.
48:38
So you know, it's a young, small broker.
48:41
She does still have to sell some, but she has a goal of moving out of that.
48:46
So, yeah, so and knowing that there are some things that she told
48:50
you, Craig, you knew that there was some agents using cell phones.
48:56
Agents had a seller take their home photos and they were terrible.
49:00
So this is the first point of understanding
49:04
and a term that I use is raise the floor of marketing.
49:08
So now that she is going to have agents underneath her
49:12
that are going to have her company name on their listing, that is her
49:19
her brain, her image, her brand
49:22
on those crappy cell phone photos.
49:25
I will tell you, every broker, once they're agents to market their listings better.
49:32
Yep, every broker.
49:34
That is the first part of speaking broker.
49:37
And Craig did a great job by understanding where there were some gaps that he knew
49:42
some of the media that was being taken and he knew some of these pain points.
49:47
The second thing is that Craig
49:52
knew that this broker wanted to grow.
49:55
Well, how does a broker grow?
49:58
There's just two ways a broker can grow.
50:01
It's called market share.
50:03
I won't go into it now.
50:04
We did a podcast on it a long time ago, but market share is really one of the only
50:10
metrics that a broker cares about and they know what their market share is.
50:14
You grow your market share by getting more listings
50:19
and getting more agents that have listings.
50:23
How do you get more listings with your current agents?
50:26
Well, you help them market their business better
50:30
so that they stand so that they can get more listings.
50:34
Do we as real estate photographers, offer anything
50:37
to agents that help them stand out and help market their business?
50:40
If, of course, right,
50:44
The second way a broker grows is through
50:48
getting more agents to come to their company.
50:52
Craig did a fabulous job here with understanding that
50:56
and then just asking,
50:59
I mean, it's pretty bold
51:03
to ask a broker to pay for something like if you just think of a face
51:06
value, like, Hey, will you pay for this for all your people coming in
51:10
like they're ten, nine, nine subcontractors?
51:12
Like it's not the norm.
51:16
And Craig, what what was again, what what was the feedback on that?
51:20
I mean,
51:22
I mean, her eyes widen and it's like she had never
51:25
even thought of that possibility as a tool to help recruit.
51:29
And it is a bold question, but if you set it up right,
51:33
you know, and introduce it correctly, it's
51:36
it doesn't come off as bold or brash or presumptuous.
51:40
It's it's what you know, Do you do you have a goal of recruiting more realtors?
51:46
Well, yeah, of course. Okay, great.
51:48
What if and you set it up very soft.
51:51
What if you did this? Mm.
51:55
As an incentive when I actually and I know of one other brokerage in town
52:00
that does this with a different company, but they're the only ones I know of.
52:04
Every, every other brokerage makes their realtors pay for their own photos.
52:09
Yeah.
52:10
So that's a distinctive that this, you know, this brokerage has over
52:13
pretty much every other company in town.
52:17
Yeah.
52:18
And that's that's the classic way to sell it.
52:22
And it works because it
52:25
Agents are out there. Brokers are out there.
52:28
Everyone who owns and runs their own business, that's agents and brokers.
52:31
They're looking for a unique advantage
52:34
on how they can grow and you can offer that to them.
52:38
So that is across the board.
52:39
And then when you grow to have enough broker deals, you begin
52:43
leveraging one broker over another and you can grow on these.
52:46
So you know that
52:47
the sell point at the beginning is like, I don't know of anybody in town
52:50
that's doing that or I think there might be only one other company in town
52:54
that brokers give back. Holy crap.
52:56
Like I could say I'm one of two or I'm the only one that offers this.
53:01
What a great tool to get agents to come to my company.
53:04
And then when you have four or five or six broker deals
53:06
and you have the largest companies, you begin to go like,
53:08
Hey, yeah, I do it with this company, that company that they all do it.
53:11
And then the brokers like, Wow, I'm behind for fear of missing out who likes FOMO?
53:15
Nobody, right?
53:16
And they sign and they sign the deals,
53:20
but it all
53:21
ties back to the fact that you understand what their goals are.
53:24
And those are the goals for every broker. Ask them that.
53:26
But I can tell you we've done
53:28
hundreds of these and that is the goal of every broker.
53:32
Understand them, sell it at the right time.
53:35
That's the other thing is Craig made a great point, like don't walk in
53:38
and the first thing you say is, Hey, do you want to pay for your agents photos?
53:41
You're probably going to get kicked out.
53:44
Yeah,
53:45
right time, right place.
53:47
And just keep building those relationships.
53:50
Yeah.
53:50
Anything to close, Craig?
53:53
I mean, not really.
53:55
You know, we've said it over and over on these episodes, just the importance
53:59
of relationship and authenticity, you know, integrity in your business.
54:05
I mean, I
54:05
can look her in the eye and say, you know, see what I said?
54:09
And she knows that I'll follow through.
54:12
The importance of integrity in your personal conduct,
54:15
but also your business conduct is is huge
54:20
because, again, people buy from people they know like and trust.
54:25
And that trust issue,
54:26
I mean, it
54:28
only takes a millisecond to lose trust, but it takes a long time to build it.
54:32
So make sure that you're consistent and in your personal morals, ethics,
54:37
worldview, you know, just care about people,
54:39
take care of people, and you might not win everyone.
54:44
I don't win everyone.
54:46
you won't win Everyone.
54:48
Right? Right.
54:49
But it will go a long way to just establishing
54:53
your your reputation in the market that you serve.
54:56
Yeah. Be consistent.
54:58
Yeah.
54:59
And I guess I should say you want one. Everyone.
55:01
Now, we've had plenty where we've had the conversations.
55:04
They said no.
55:05
And in my head when they say no, I'm just like they're saying no, not right now.
55:08
Great. Let me keep building a relationship.
55:12
Let me keep showing the value.
55:14
Let me keep getting more of their agents.
55:16
And then let's have the conversation again.
55:18
Right.
55:19
So just one one thing, one more point that I in closing,
55:23
because you're all out there. It's like, okay, great.
55:25
Craig did it, but Craig's been doing this forever.
55:26
Todd You've been doing this forever.
55:27
You guys have a, you know, over 100 of these things.
55:30
Like, it's easy for you guys. It's not easy.
55:32
That's the process we take literally.
55:34
We're not holding anything back.
55:36
But if you're asking like where to start? Okay, Todd, where do I start?
55:40
Let me just give you a couple of easy things.
55:42
I'll look at.
55:43
One, do you know the people who run the companies you work for?
55:49
Yeah. Do you know the broker of the Coldwell Banker?
55:51
The Keller Williams or Berkshire Hathaway?
55:53
The Howard Hanna, Allen Tate
55:56
You know, insert that company named, you know, the people that are in charge there.
56:00
Do you know the managers?
56:02
You can get to know them by one, asking your clients, Hey, who's
56:06
who's the manager of your office?
56:07
Who's the broker of your company can get to a close agent?
56:10
Ask them.
56:11
You can walk into an office and you can ask who's the manager here?
56:15
I'd love to meet. I'd love to meet them.
56:17
And you can start building relationships, relationships that way.
56:20
So know who those people are first.
56:23
Because if you don't go to them and you're trying to sell them a broker
56:26
deal, you're going to have someone looking at your cross.
56:28
I'd be like, Hey, I'm not the broker.
56:29
Okay, sounds great, but I can't do that.
56:31
So understand who those people are
56:34
and the my other tip there is when you start
56:37
to get this list and this understanding of who these people are,
56:41
you might not want to start with the top dogs.
56:46
It's it's only natural that you want to start with the largest companies because.
56:50
Thus, if you get the deal, they're going to bring you
56:52
the biggest amount of business.
56:54
They have the largest potential.
56:56
But I will tell you that when you walk in
56:59
to the top dogs, they know they're the top dogs.
57:03
They're sitting there going, hey, what we're doing is work.
57:06
What we're doing is working.
57:08
Okay.
57:08
So they might I'm not going to say they won't listen to you.
57:11
One, that meeting is going to be a lot harder for you to get. And two
57:15
They're going to move a little bit slower because there's a big organization
57:19
underneath them
57:20
and there's a lot that goes into making a change at a large company.
57:24
So we have found this to be true with agents and brokers, that we find
57:29
the agents that are in the middle and brokers that are in the middle
57:34
are hungry to move up the ladder, if that makes sense.
57:40
You know, sometimes the newbies, they're just getting going
57:43
and from a financial standpoint, it might be tough for them
57:46
or impossible or you have a lot of part time agents there.
57:50
And the middle is where we really find the sweet spot
57:53
because those are the people that want to be the top dogs
57:56
that are like, What tool can I get that is different
58:01
so that I can win the listing I can win the agent to come to my brokerage
58:07
and not go to the top dog brokerage.
58:10
And I think I think Craig's example here show that is she was completely open
58:15
like you said she just started it she was one wanting to grow.
58:18
That desire was there and just helping her understand that
58:22
we had a tool to help her get to that growth is super important.
58:27
So compile the list.
58:30
I'm not
58:30
saying don't contact the top dogs, but maybe focus on the middle of the pack
58:35
because we find that they're more apt to want to listen to you,
58:38
to want to take an advantage so that they can move up to be a top dog.
58:42
something.
58:43
Todd, Let me know what you think of this idea.
58:44
What if I shared some of the questions
58:46
that I ask brokers or agents in the show notes?
58:49
Yeah, that'd be fab. That'd be fabulous. Yeah.
58:52
I'll put some of those questions that you can ask in the notes for for you guys to.
58:56
If you're stolen from us, you've stolen twice.
59:00
Because I learned of terms.
59:01
I've learned from someone else as well. So,
59:04
you know,
59:06
we want to see you succeed, guys.
59:08
We want to see you succeed.
59:10
We do.
59:10
And this is like I said, this is probably the number one question that I'm asked.
59:15
And the number one reason why we've grown to be where we have
59:18
grown to, you know, So use it, steal it, go do it.
59:22
All right. There was a fun week.
59:25
Hopefully you've found value in this and if you get a deal,
59:30
you know, so you get your first broker deal
59:32
and they're going to pay you for the photos.
59:34
We want to hear that story.
59:35
Share that with us because we want to celebrate with you.
59:38
Drop us a line either hello@spiro.media or,
59:41
you know, leave a comment on on our social media post that you see.
59:44
Just let us know because we want to hear about it.
59:48
Your success is our success. So
59:51
awesome.
59:52
Todd, I think that's going to wrap it up.
59:54
Yeah. And when you get them, let us know.
59:56
We'll help you set up.
59:57
We can give you guidance because there is a little bit
59:59
of a different set up in Spiro because you need to build a company.
1:00:02
So we have company pay and agent pay.
1:00:06
Like I said, the system was designed around this
1:00:08
because it's so integral to our business growth.
1:00:10
So once you get them, just send us a message and chat.
1:00:13
We'll help you will direct you of how you could set up that deal so that the eight
1:00:17
the company can automatically get billed, the agents can automatically get billed.
1:00:21
You don't want to be doing all the paperwork for this.
1:00:22
It will be a mess you'll get behind. Been there, done that.
1:00:25
So just send us a message when you do get these will celebrate with you
1:00:28
- and then we'll help you get it set up. - There you go.
1:00:31
There you go.
1:00:33
All right.
1:00:33
Well, that's going to wrap things up.
1:00:35
Something we don't do every episode is ask you
1:00:38
to like an episode or just share it, you know, subscribe.
1:00:42
But if you're new, you know, new to the podcast and you have value,
1:00:47
we're going to ask
1:00:48
it would would you give us a like on those if you find it valuable, share it
1:00:52
in, you know, in the Facebook real estate photography and videography groups.
1:00:57
We just really appreciate you helping spread the word about the podcast.
1:01:01
And you know, by all means subscribe so that you can get notifications
1:01:05
when the next episode releases, which is generally every week, either
1:01:09
Tuesday or Wednesday,
1:01:10
we publish that we record on Fridays and we try to stay consistent with this.
1:01:13
So yeah, just don’t approach the brokers in our markets.
1:01:18
I'm just kidding.
1:01:19
I'm just kidding.
1:01:20
Y'all know, we got you all your email with me from our markets.
1:01:23
I tell you what to do to gain business on our market
1:01:25
I just have to say it though.
1:01:27
Yeah, it's yeah, I really do is it's just not against us.
1:01:34
Let's be here.
1:01:34
All right.
1:01:35
But, you know, there's.
1:01:36
There's a ton of business out there,
1:01:38
and let's all go for it and just do our best to serve our our our,
1:01:42
our clients well and to set them up for success. So.
1:01:46
All right, I.
1:01:47
Look, I love your authenticity.
1:01:49
I had to.
1:01:50
And that's just you guys know me like I was just me.
1:01:53
All right, well, hey, make sure that you take some time.
1:01:56
Be thankful for the blessings in your life.
1:01:58
Share those blessings with others because they.
1:02:01
They love to hear that they might be in a in a downstate.
1:02:04
Now, you know, maybe you're dealing with a realtor that's just having a hard time.
1:02:08
You get that unique opportunity to speak into them and just encourage them,
1:02:13
be their partner in and do what you can to serve them and help them succeed.
1:02:18
All right.
1:02:18
So be thankful for your blessings.
1:02:20
Share those blessings with others. Make sure you take a breath this week.
1:02:23
Have a good one.
1:02:24
Thank you for joining us for the Spiro podcast,
1:02:27
managing your real estate photography and videography business.
1:02:31
This is a production of Spiro and wow video tours.
1:02:34
You can find out more about Spiro
1:02:36
is real estate, media, business management software at our Web site.
1:02:40
spiro.media.