Latest / The Real Estate Agent Playbook / The Wolfpack Way: Building a Real Estate Business from the Ground Up | Mandy Regel

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The Wolfpack Way: Building a Real Estate Business from the Ground Up | Mandy Regel · The Real Estate Agent Playbook

• 0:00
  what is up everybody
• 0:01
  welcome to another edition of the Wolf Pack Way
• 0:03
  Today
• 0:03
  we have Mandy Regal from State College and Lockhaven
• 0:08
  and the surrounding areas up in PA
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  a little bit more rural
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  but she has some amazing insights on
• 0:15
  building a business three separate times
• 0:19
  scaling her real estate business as she goes
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  she recently just left her dad's brokerage uh
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  for the Wolf Pack and that's where you know
• 0:27
  we have a similar connection
• 0:30
  but just want to make sure that we dial in on
• 0:32
  the amazing agent that Mandy is
• 0:35
  she is currently uh focusing on production
• 0:38
  and looking to build a revenue share organization
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  so if anything she says resonates with you
• 0:43
  reach out
• 0:43
  she has a great Instagram will put all that below
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  without further ado let's bring on Mandy to the show
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  Mandy what's up
• 0:53
  hey how are you
• 0:55
  I'm good how are you
• 0:56
  good thank you
• 0:57
  thank you for having me today
• 0:59
  yeah well
• 1:00
  let's get going with just a little bit about yourself
• 1:02
  I give you a little bit of an introduction
• 1:04
  kind of where you're from
• 1:05
  but just scratch the surface
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  so tell us a little bit about you know
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  where your real estate career started and and how
• 1:11
  how you're doing today yeah
• 1:14
  I'm excited to share
• 1:15
  so I started the real estate my real estate business
• 1:20
  to be Frank at complete rock bottom in my life
• 1:24
  I was going through a divorce
• 1:25
  I was a single mom to a six year old boy and
• 1:29
  and I really
• 1:31
  it was at rock bottom that I realized that um
• 1:35
  I can never live like this again
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  so I
• 1:39
  really set out on a journey to find a career that
• 1:42
  would allow me to establish myself
• 1:44
  um rebuild my life and provide a good life for my son
• 1:51
  okay well
• 1:52
  that resonates well a lot of times when
• 1:55
  when getting into real state
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  you have that kind of aha moment
• 2:00
  and honestly some of the very
• 2:02
  very best agents that I have in our organization
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  we're single moms at rock bottom
• 2:09
  kind of back against the wall have to make
• 2:11
  you know that money
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  and they've built incredible real sick career
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  so it's interesting that you kind of started there um
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  because it's it's a different feeling right
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  and obviously when you're back against the wall
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  there's two types of people
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  there's people that'll leave it against the wall
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  and their people that'll push
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  push and push to you know
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  get just inches or centimeters per hour or per day
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  you know off of that wall and push forward and
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  and that's really cool
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  so tell us a little bit about how you got started
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  and like what you were you know
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  obviously with that feeling
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  and that kind of hanging over your head how
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  how did you get your first deal
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  uh well
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  so I am actually a 3rd generation realtor
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  so my dad is a real estate broker
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  and that
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  when I was enrolled in school to become an agent he uh
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  you know presented me with the idea of opening up
• 3:10
  his own brokerage and me joining him and doing that
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  so when I started in the business
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  I started by also assisting my dad in
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  helping us open up our own uh
• 3:22
  Waika Realtors franchise
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  and so we were just hustling and really uh
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  trying to get that built up
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  and through that I had to learn how to do the business
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  by really shadowing him
• 3:36
  because he was so busy building the business
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  you know I'd sit outside his office and
• 3:40
  and you know
• 3:41
  write notes about what he was doing in negotiations
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  and really just had to be
• 3:47
  you know uh
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  self driven to just to just learn from experience
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  and hearing what he was doing
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  um so my first deal was
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  you know he was giving me a lot of his referrals
• 3:59
  that he could be working on
• 4:00
  other areas of the business
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  and so um
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  you know I can't quite remember if my first deal was
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  one of my friends or someone
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  and I was helping of of his
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  one of his clients but uh
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  I had a lot of deals that year
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  so uh
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  it was just a lot a lot of hustle right
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  so you're coming in you're learning the business
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  right by trial by fire
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  but one thing that a lot of agents don't
• 4:26
  latch onto is the learning piece right
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  sitting outside of his office
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  taking notes going to the course
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  classes and courses that my dad taught
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  like all of those things are our ways that
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  you know we've
• 4:39
  we've Learned the contract
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  and actually
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  I just made a post about this the other day is
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  you know when I was going to meet
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  actually a freshman in college
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  who was talking about getting his real estate license
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  his mom's been in the business
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  and when you're starting there
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  all your focus on is not getting in trouble
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  right like
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  I don't want to screw something up
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  I don't want to screw somebody over or
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  you know put myself in legal trouble
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  and the courses are laid out like that
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  at least in Colorado
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  the continuing education courses that are required
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  or basically like
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  this is a story and you know
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  they did this wrong and they got sued and
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  you know all the things
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  yeah and so
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  I think it's a huge piece that you're having
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  that education learning the contracts
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  learning the flow of the business
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  but then like when you're really in it
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  and once you have that like
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  there's a whole other side of marketing and connection
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  and you know
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  that's that's where the business kind of takes off as
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  once you can add those two together in a perfect mouth
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  and move forward so
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  we talked a little bit off camera about connection
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  and kind of how did you take that first year
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  and that you know
• 5:50
  baseline and create the business that you have today
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  yeah so
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  you know
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  to be totally Frank you know
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  when I started in the business I was
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  I I met a
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  a lot of amazing agents up in Northeast PA
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  I loved the business I felt like I was in my realm
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  and I also experienced agents who were so rude
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  I couldn't believe it like
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  I just couldn't believe
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  people operated their businesses like that
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  and it was pretty much at that point in my career
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  I was like I can never treat people like this
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  like this is awful and so
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  I really made it up a very clear point
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  to always treat everyone that I'm working with
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  with kindness you know
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  and treat them like they're my family or
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  you know
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  talk to them like they're my family or my friends
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  and not try to act like you know
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  um
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  I'm greater than them or I know what's
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  I know something better than them
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  and so it kind of
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  it really put things in a perspective for me
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  about how to carry myself
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  even though I was new in the business
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  right I love the
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  you know the front
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  I've been in the business for 30 years
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  soon enough I'll be there
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  soon enough I'll be there
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  but there's absolutely no reason to say that
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  at any time no
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  and I think that that's huge and
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  and another commonality with me and maybe it's our
• 7:21
  our brokers you know
• 7:23
  fathers or whatever it is yeah
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  but there's absolutely no reason to
• 7:27
  that
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  I have to be better than the agent on the other side
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  no right
• 7:31
  even after the NAR lawsuits were both getting paid
• 7:34
  right if we get to the finish line yeah
• 7:36
  why is it so difficult to get to the finish line is
• 7:38
  is the question
• 7:40
  and as you kind of connected with agents
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  and all those things I mean
• 7:45
  my experience is that
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  I've gotten many more positive things
• 7:48
  from those relationships even if it hasn't been
• 7:51
  you know getting it my
• 7:52
  one of my contracts accepted on
• 7:54
  on their deal or them joining
• 7:56
  you know our organization or whatever
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  but there's so many different ways to connect right
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  and yes um
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  I know that connection on
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  you know let's
• 8:06
  let's kind of flip the script a little bit
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  and go towards the clients
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  and kind of how you've scaled your business
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  you know in an extremely small market
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  um low
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  low price point market and you're doing numbers that
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  you know are within the top
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  you know 5
• 8:24
  10% of the industry nationwide
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  um so
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  tell me a little bit about how you've taken that
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  kind of mindset of connection and
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  and you know
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  kindness over to your clientele
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  yeah where
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  where I am now I uh
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  this is the third market area that I've served
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  so when I started in the business
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  I was in Northeast Pennsylvania
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  and then uh
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  shortly after my dad and I opened up our business
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  uh I met my now husband
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  and he was in law enforcement in the Harrisburg area
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  and so
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  I eventually did relocate to the Harrisburg area
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  to be near him and start our life together
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  and so I rebuilt my business there from scratch and uh
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  after a few years you know
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  we didn't really we didn't think this through
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  we didn't think this was gonna happen
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  but after a few years we wound up
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  he took an early retirement from law enforcement
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  and we moved up to this area
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  which is a completely different area
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  I've never worked in this area
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  so I built my business three times
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  and coming here into a very rural area
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  it is absolutely beautiful here um
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  but very very rural
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  and so it was a little bit of culture shock for me
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  to build a business where everyone is so spread out and
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  uh really had
• 9:47
  I struggled a bit with because as soon as we moved here
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  it was when Covid kind of
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  you know started
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  and so I had a little bit of a break in uh
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  getting my momentum
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  and I think I realized in that time that
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  you know in a rural area
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  a lot of agents and brokerages are kind of
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  stuck a little bit in the past
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  like into traditional real estate
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  and there's nothing wrong with that
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  but because I had experience in
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  three different markets will
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  two different prior to now
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  I saw so much more you know
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  I saw how they do it in multiple markets
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  and I was able to roll
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  all of that knowledge and information
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  into this area and kind of wrap it up in a big package
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  and present that to my community here and uh
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  and just kind of give it all I got in this area
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  and it's really been pivotal
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  for me to have been able to
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  to to learn from people in these larger areas
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  these larger cities
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  to be able to bring that to a rural area
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  and there's nothing against
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  you know the other agents in this area
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  but that's what I feel that has set me apart
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  in my area I am now yeah
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  and certainly early on
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  you're doing a lot of transactions
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  you're seeing a lot of things contracts are contracts
• 11:08
  right certainly in rural areas
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  you have the water in the land and the oil
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  gas and those kind of things but um
• 11:15
  as we kind of
• 11:17
  you know push on that a little bit what do you
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  you know bring to the table for your clients
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  so what where is that main connection point
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  that you're finding these
• 11:29
  these agents I haven't heard you say Zillow
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  I haven't heard you say you know
• 11:33
  oh yeah finding my clients yeah
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  where are you connecting so in my journey actually
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  there is one agent that I worked alongside
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  in the Hershey Harrisburg area
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  and I'll never forget this
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  she set aside so much time per month to network
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  and I kind of looked at her like
• 11:55
  what you know
• 11:57
  you going you're going out to lunch with somebody again
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  and it made me realize that uh
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  people and connections
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  are what make the real estate world go around
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  and so when I moved to this area
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  I made that a priority to just be who I am
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  in the space that I feel comfortable in
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  and make a lot of friends
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  because I'm comfortable making a lot of friends
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  I want to have a lot of friends
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  I love people so
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  I realized that I could
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  utilize that passion that I have for people
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  um by
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  you know just being kind and being friendly and
• 12:36
  and being around people all the time
• 12:38
  and then a lot of those people are like
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  your super connectors you know
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  they trust you they believe in you
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  um they wanna see you successful
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  and so I have you know
• 12:52
  multiple people in this small area I'm in who
• 12:55
  they just constantly send me business
• 12:58
  you know they believe in me
• 12:59
  they like me they
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  you know I'm friends with them
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  so they are like hey
• 13:04
  I've got this client who you know
• 13:06
  this friend who needs help
• 13:08
  I've had
• 13:09
  the majority of my business last year
• 13:11
  was referrals from just friends or
• 13:14
  you know co workers at my husband's work
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  but just people in and
• 13:19
  and being comfortable in that space
• 13:22
  it is so powerful it's unbelievable
• 13:26
  um right
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  and there's no there's no
• 13:28
  I mean ultimately Mandy could just uh
• 13:30
  take the YouTube channel over right
• 13:32
  cause that's what we talk about so much on here
• 13:34
  it's just being where your feet are
• 13:36
  like if you're going out for dinner with friends
• 13:39
  it doesn't have to be about
• 13:41
  you know Mandy's real estate business
• 13:43
  uh huh it can be about
• 13:45
  you know
• 13:46
  that connection and how she can pour into those people
• 13:49
  and how she can serve those people
• 13:51
  and help those people
• 13:52
  because they'll see the social media
• 13:54
  they'll see the you know
• 13:55
  hey she's coming from a showing
• 13:57
  they see that stuff
• 13:58
  naturally when you're in true connection with people
• 14:01
  and if all you're doing is pouring into others
• 14:04
  they will absolutely porn to you
• 14:06
  at least a good one so if that resonates with you
• 14:10
  definitely subscribe to this channel
• 14:11
  because that's what we talked about
• 14:13
  and that's exactly how I built my business
• 14:15
  and Mandy and I story is so congruent along the ways
• 14:20
  I didn't leave any markets
• 14:22
  but I definitely expanded markets right
• 14:23
  I went up to 4 Collins for college for four years
• 14:27
  came back started my real estate business here
• 14:30
  then had my financial planner and a couple
• 14:33
  you know
• 14:33
  extremely well connected people in the northern area
• 14:36
  so I serve a large area
• 14:38
  kind of like a rural agents in a yeah
• 14:41
  in a metropolitan city
• 14:43
  but it's because of those connections right if
• 14:46
  if I have my buddy Jake Rector up and
• 14:48
  you know working for the city of Fort Collins
• 14:50
  telling every single person that mentions real estate
• 14:53
  about me my job is a lot easier right
• 14:56
  my hours are are less
• 14:59
  and so talk about those super connectors and
• 15:02
  and how you kind of got them to be super connectors
• 15:07
  I'm sure it wasn't like hey
• 15:08
  tell everyone that I buy that I help people buy
• 15:10
  and so real say so tell me a little bit about just one
• 15:13
  you can pick one you can make up their name or whatever
• 15:16
  and kind of how that relationship evolved into
• 15:19
  yes so there is
• 15:21
  I'll give you an example um
• 15:23
  there's a few I can think of
• 15:24
  but you know
• 15:26
  there is a
• 15:28
  a girl that I met at a local retail um
• 15:32
  establishment and she
• 15:36
  sells t shirts and and earrings and
• 15:39
  you know and just all the fun things
• 15:42
  and I don't know every time I stopped in there
• 15:44
  I just was I liked her
• 15:46
  you know and I just uh
• 15:48
  you know we talked a lot about the community
• 15:49
  and helping small businesses build and uh
• 15:53
  and I don't know
• 15:54
  she just keeps sending everyone who comes in there
• 15:57
  who needs a realtor
• 15:58
  she just keeps connecting me to these people
• 16:00
  and I'm so grateful for that
• 16:02
  I didn't even I didn't originally
• 16:05
  you know make the connection
• 16:06
  with her to do that by any means
• 16:08
  but I'm just so thankful for people like that
• 16:11
  and I think we should
• 16:11
  we can never discount the fact that
• 16:14
  while we're making these genuine
• 16:16
  authentic relationships you know
• 16:19
  that can come that can come from that
• 16:22
  you know and so
• 16:23
  we have to treat every single relationship equally
• 16:26
  you know that that
• 16:28
  you know with trust and respect
• 16:30
  and and yes
• 16:32
  that's just an example of yeah
• 16:35
  that's one of multiple but just writing relationships
• 16:38
  true genuine relationships
• 16:40
  a small business owner right
• 16:43
  somebody who makes you know
• 16:44
  three or four dollars per T-shirt or per earring
• 16:47
  yes right
• 16:48
  and Mandy's going in there
• 16:49
  she's probably buying things
• 16:51
  if I know haha
• 16:53
  maybe think about it maybe she bought a lot
• 16:55
  I don't know but yeah
• 16:58
  while she's doing that
• 16:59
  and she's supporting local business
• 17:00
  she's she's maybe checking in on social media there
• 17:03
  maybe she's leaving a review
• 17:05
  maybe she's you know
• 17:06
  sporting her earrings or her t shirts
• 17:09
  or whatever that looks like
• 17:11
  but the small business owner
• 17:13
  latches on to the small business owner
• 17:16
  faster than you could ever imagine
• 17:18
  yes right
• 17:19
  before you can even
• 17:21
  you know hey
• 17:22
  can I leave my cards here
• 17:23
  whatever it was
• 17:24
  two entrepreneurial minds in the same place
• 17:27
  at the same time showing value
• 17:29
  showing up
• 17:30
  having discussions about small business and boom
• 17:34
  yeah right
• 17:34
  that small business owner is in the trenches
• 17:38
  just like you it may be t
• 17:40
  shirts instead of houses
• 17:41
  it may be $3 instead of 10,000
• 17:43
  but they see the
• 17:46
  the grit and entrepreneurial spirit and they connect
• 17:50
  and that is that is honestly cracking the code
• 17:53
  if you have five small business owners that are
• 17:56
  marketing their business and all the things
• 17:58
  and talking to people and
• 17:59
  you know you have that personality connection
• 18:02
  they're going to come across people that
• 18:04
  need a realtor at some point in time
• 18:07
  and if you're driving them business
• 18:09
  they're gonna drive you business
• 18:10
  so absolutely incredible just organic
• 18:13
  you know I didn't tell her to say that um
• 18:16
  but that's exactly how it works
• 18:18
  and then she says that's just one of of many right
• 18:23
  aunt I I love social media
• 18:26
  you cannot make those connections without
• 18:28
  getting off the couch
• 18:29
  and going to be present in your community
• 18:33
  and so talk a little bit about what
• 18:35
  you know a day in the life looks like
• 18:37
  a week in the life
• 18:38
  because you mentioned the agent that said
• 18:40
  you know time blocking
• 18:42
  networking and things like that how do you fit that in
• 18:45
  and how do you um kind of balance the
• 18:49
  the kind of hunting versus nurturing
• 18:52
  or planting versus you know
• 18:54
  watering kind of situation with that
• 18:56
  so what's when are you going to have these networking
• 18:59
  and do you have things in your schedule that are like
• 19:02
  I'm going out and I'm gonna find somebody new
• 19:05
  so I make sure that I am meeting with someone
• 19:09
  usually once a week
• 19:10
  whether it just be for coffee or lunch um
• 19:14
  just to uh to connect
• 19:17
  and whether it means that it's someone who like
• 19:21
  it's not always intentional uh
• 19:23
  with oh I wanna get business you know
• 19:26
  I just want to connect with people on a
• 19:29
  on a personal level
• 19:30
  on a friendly level and be in that practice
• 19:33
  you know we can't just bury ourselves in our business
• 19:36
  and be constantly non stop in
• 19:40
  you know at the computer lead generating
• 19:43
  you know you've gotta be out there um
• 19:46
  and so I usually once a week I'll
• 19:48
  I'll meet up with someone for coffee or lunch
• 19:51
  or something like that
• 19:52
  but really I don't have a specific uh
• 19:55
  schedule that I do this
• 19:56
  it's just that my daughters and
• 19:59
  and so I see people at the school pick up
• 20:01
  and so I'm always talking with people there
• 20:03
  I'm on the PTA
• 20:05
  you know and I'm involved in that
• 20:06
  so just being intentional where I am at that time
• 20:11
  with true relationships
• 20:13
  you know and not coming from a salesy perspective
• 20:17
  you know
• 20:17
  we don't realize how often we interact with people on
• 20:21
  just in a social setting
• 20:23
  that will give us that opportunity to be genuine and
• 20:27
  and build relationships
• 20:28
  relationships not just say hey and walk away
• 20:31
  you know ask them how they're doing
• 20:33
  but there's a lot of really
• 20:35
  tangible things I could dive into and
• 20:38
  you know another call but just specifically what I do
• 20:42
  I mean I always have either a name tag on
• 20:45
  or my realtor shirt on and that is intentional
• 20:49
  you know so I can be in a social setting
• 20:52
  but everyone knows what I do
• 20:55
  but I'm not
• 20:56
  going around waving my business cards at people
• 20:59
  so yeah and that's really where it transitioned that
• 21:04
  that young man yesterday that I met with
• 21:06
  the guy in college
• 21:07
  who's thinking about becoming realtor
• 21:09
  asked me like when
• 21:11
  when I was like comfortable right
• 21:13
  when I knew that
• 21:14
  you know that the business was recurring and you know
• 21:18
  I would I would be okay right
• 21:20
  um and that's
• 21:22
  that's a huge piece of that
• 21:24
  is when I could go to a place
• 21:28
  and just connect with people
• 21:32
  and if it served me in any capacity right
• 21:36
  every connection is self serving in my opinion
• 21:40
  try and be that but you know
• 21:43
  for you instance as a mom
• 21:46
  a wife uh
• 21:47
  somebody on the PTA who is involved in your kids school
• 21:50
  like all of these things these relationships
• 21:53
  if you're just open and it's not like
• 21:56
  this is my business relationship
• 21:57
  this is my you know friendships
• 22:00
  this is my you know acquaintance relationships
• 22:04
  if you interact with every human and you're just like
• 22:08
  where can I fit this into my life
• 22:10
  where can I you know
• 22:12
  where can they pour into me
• 22:14
  and where can I pour into them
• 22:16
  I think that that's huge instead of being like okay
• 22:19
  real state prospecting okay PTA time okay
• 22:22
  you know connection with my husband time
• 22:25
  like it's all one
• 22:28
  and you just have different things as you go
• 22:30
  and if you're open and you're a sponge to those
• 22:34
  environments and those energies
• 22:36
  I think that there's absolutely
• 22:38
  no reason
• 22:39
  you can't build your business while doing everything
• 22:41
  you absolutely love to do
• 22:43
  and so that's that's really cool um okay
• 22:47
  so let's let's talk about this
• 22:50
  somebody is in a new market or brand new to the
• 22:53
  the industry where do you start
• 22:56
  and what kind of you know
• 22:58
  milestones or you know KPI
• 23:00
  so to speed key performance indicators
• 23:02
  are you going to give them
• 23:05
  so that they can get going and build a business
• 23:07
  you know after several years that you have
• 23:10
  what's the starting point
• 23:11
  yeah
• 23:12
  starting point is don't hibernate get up off the couch
• 23:19
  get out in the community
• 23:21
  whether you're serving in the community
• 23:23
  or you're just going to the post office
• 23:25
  you know twice a week or you know
• 23:28
  wherever you are are relocating to
• 23:32
  you need to be out in the community in some capacity
• 23:36
  you need to meet people
• 23:38
  like no one's gonna just come knocking down your door
• 23:40
  there we have
• 23:41
  dozens and dozens and hundreds of agents in each
• 23:44
  association you know um
• 23:48
  people aren't gonna just find you
• 23:50
  you need to make yourself present
• 23:53
  so that you are top of mind when they need a realtor
• 23:57
  and
• 23:57
  I think a lot of agents who are newer in the business
• 24:01
  think that well
• 24:02
  everybody they are they probably already know an agent
• 24:05
  you don't know that you know
• 24:07
  I I
• 24:07
  maybe they do know an agent
• 24:09
  but maybe their agent stinks
• 24:10
  like maybe their agent is rude
• 24:13
  but they would just call them anyway
• 24:14
  like be an example and and
• 24:17
  and take charge
• 24:18
  and go out there and be in front of people in some way
• 24:22
  that would be my first
• 24:23
  my first recommendation and you know
• 24:26
  we unfortunately or I guess you can say fortunately
• 24:29
  we have to prove ourselves to people um
• 24:33
  and and we should do that being genuine
• 24:36
  but we do have to prove ourselves
• 24:38
  that we are trustworthy
• 24:40
  and we have to be in front of them
• 24:42
  in order to get business
• 24:43
  this business is not gonna just come
• 24:45
  one of my favorite things is when agents are like
• 24:47
  I'm so slow right now I don't know what to do um
• 24:52
  and believe me I've been there
• 24:54
  but go get it get out there and go get it
• 24:58
  cause it's not coming after you
• 25:00
  absolutely and that's key and some people say well
• 25:03
  I'm an introvert well
• 25:04
  just go talk to one or two people
• 25:06
  you don't have to talk to all the people
• 25:07
  one or two people at a time will take you
• 25:10
  you know to
• 25:11
  to the next level so absolutely love that
• 25:14
  well Mandy uh
• 25:15
  we're gonna wrap up
• 25:15
  but wanted to thank you for your time
• 25:17
  where can people follow you
• 25:19
  uh connect with you
• 25:20
  we're gonna have everything in the
• 25:21
  in the show notes
• 25:22
  but where's the best place to kind of connect
• 25:26
  yeah the
• 25:26
  the best place to reach me is Facebook
• 25:29
  you know I'm on Instagram as well
• 25:30
  but uh
• 25:31
  I'm a little bit more active on Facebook
• 25:33
  but you know you can call me
• 25:34
  text me I'm not an iPhone user
• 25:37
  so you can't Facetime me but I will
• 25:38
  whatever way is good for for you
• 25:40
  I will I will be there
• 25:42
  and if anybody has any questions or just needs
• 25:44
  need some support in in their journey
• 25:47
  I am I'm here for it
• 25:49
  so wow
• 25:50
  that's that's incredible
• 25:52
  thank you so much for everything you do
• 25:54
  for the Wolf Pack yeah
• 25:55
  thank you
• 25:56
  and so excited to see kind of what the future holds
• 25:59
  for you um
• 26:00
  but thank you guys
• 26:01
  so much for tuning into the Wolf Pack way
• 26:04
  we do it a little bit differently here
• 26:06
  and we're featuring top agents from across the country
• 26:09
  soon to be global um
• 26:11
  and just giving you what it takes to get a win
• 26:14
  every single day at the Real
• 26:16
  Game of Real State so like comment
• 26:17
  subscribe
• 26:18
  share the podcast with your favorite real estate agent
• 26:20
  and we'll see you next time bye bye